Antiques Roadshow features exceptional pieces with exceptional values. They don’t represent typical flea market inventory. The “$50,000 painting” segment doesn’t mean your painting is valuable. TV selects for drama, not reality.
Pricing from Sentimental Value
Grandma’s beloved teacup has family meaning but standard market value. Buyers don’t pay for your memories. Price based on what the item is, not what it means to you.
Pricing from Asking Prices
Other sellers’ asking prices don’t indicate value. Only sold prices matter. An item priced at $100 for six months isn’t worth $100. It’s overpriced.
Ignoring the 80/20 Reality
Roughly 20% of inventory sells quickly at good prices. The remaining 80% either sells slowly at discounted prices or doesn’t sell at all. Overpricing that 80% means hauling it home repeatedly. Aggressive pricing on slower items clears inventory and frees space for faster sellers.
Sacramento Market Dynamics
Local factors influence pricing in the Sacramento region.
Denio’s Roseville: High volume, price-sensitive buyers. Quick-sale pricing moves inventory. Premium pricing works for genuinely rare pieces but not everyday items. Expect negotiation on everything.
Sacramento Antique Faire: More collectors than casual buyers. Slightly higher pricing acceptable. Still expect negotiation, especially on day two.
Antique malls (57th Street, Antique Trove): Retail-level pricing common. Booth rent creates pressure to price for sales, not hope. Items that don’t move in 60-90 days need repricing or removal.
Estate sales: Competitive pricing essential. Buyers expect deals. Day-one prices should anticipate day-three discounts. Build negotiation room into initial pricing.
Repricing Strategy
Items that don’t sell need repricing, not hope.
After 30 days: Drop price 10-15%.
After 60 days: Drop another 15-20% or consider alternative sales channels.
After 90 days: Either the price is wrong or no market exists. Price at 50% of original or donate and take the tax deduction.
The goal isn’t maximum price per item. The goal is maximum total profit. Fast-selling items at good prices beat slow-selling items at great prices.
Frequently Asked Questions
How do I find out what my antiques are worth?
Check eBay sold listings (not asking prices) for comparable items. For furniture, also check Chairish and 1stDibs. For china and tableware, use Replacements.com. Compare multiple sources and focus on items matching your piece’s condition. Sold prices, not appraisals or asking prices, determine market value.
Should I get an appraisal before selling?
Formal appraisals make sense for items you believe are worth $500 or more, for insurance documentation, or for estate settlement. For typical flea market inventory, online research provides sufficient pricing guidance without appraisal costs ($50-$100 per item).
Why won’t my items sell at the price I set?
Most commonly: overpricing. Check sold listings, not asking prices. If comparable items sell for $30 and you’re asking $50, buyers will pass. Other factors: poor condition, wrong sales venue, or no actual market demand for the item.
How much should I mark up items for resale?
Start with 2x your acquisition cost as a baseline, then adjust based on research. If you paid $10 and market value is $40, price at $35-$40. If you paid $50 and market value is $40, you overpaid and need to accept the loss or hold for the right buyer.
Do antique price guides still work?
Price guides help identify items and understand categories, but specific values date quickly. A 2020 guide doesn’t reflect 2024 market conditions. Use guides for education, then verify current values through online sold listings.
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Michael Kahn is a long time resident of Sacramento and expert on flea markets and antiques. He has sold at Northern California flea markets for years and bought for even longer. Along with prolific flea market expertise, Michael previously ran an estate liquidation company and several thrift stores.