Most professional estate sale companies will conduct an estate sale over a 2 or 3 day period. They will typically price the items and ask full price the first day, offer a discount (normally about 20%) the 2nd day, and a larger discount on the third day (40%-50%) to get rid of the remainder of the items. You do not have to discount all items – just make sure to identify items that the discount will not apply to.
During the sale, you need to make sure you have plenty of help:
1. Front Door Person: This person will stand at the front door and allow a few people in at a time. If you do not have this person and everyone comes in at once, you will have overcrowding which makes it difficult for the help inside to help customers and keep an eye on small items.
2. Inside Help/Security: These people will be there to answer questions for buyers and also to keep an eye on small/valuable items. It is a good idea to have all smalls and valuables in a single area with a person dedicated to watching this area. Glass cases are excellent if available.
3. Checkout: This person will add up the items that people have selected and take their money. This is an important position – If you have someone here that is struggling to keep up, it will back up the entire sale. Make sure this person is smart, quick, and honest!