The estate sale business can be demanding, with long hours, physical labor, and the emotional toll of dealing with grieving families. These factors can lead to burnout, making employee retention a challenge for some companies. This can be especially intimidating for newer business owners looking to build their team for the first time, or even seasoned pros struggling with turnover. However, implementing a few detailed strategies can help build a reliable, long-term team:

Beyond the Resume

Interview Questions: Ask open-ended questions that ask for specific examples of past behavior. For instance, instead of asking, "Are you a good problem solver?" ask, "Describe a time you faced a difficult challenge at work and how you resolved it." This reveals their actual problem-solving approach.

Work Simulations: Create a mini estate sale scenario or invite them to attend (the quiet time) at one of your sales to test their skills in real time. This could involve pricing items, interacting with shoppers, and handling potential challenges.

Reference Checks: Don't just confirm employment dates. Dig deeper into the candidate's work ethic, reliability, and how they interact with colleagues and customers.

Invest in Skill Development

Mentorship Programs: Pair new hires with experienced employees who can guide them through the intricacies of the business. Sure, shadowing on sale day could be taxing at first, but learning tasks like the set-up process or packing and shipping, can be good starting points for new staff where can be contributing while learning from others on the job.

Industry Training Courses: Well-known estate sale organizations such as the American Society of Estate Liquidators (ASEL) and the National Association of Estate Liquidators (NAOEL) offer a wide range of courses on topics relevant to the estate sale industry covering topics like marketing, business strategy, and negotiating. Encourage your team to take advantage of these resources.

Team "Lunch and Learns": Have team members share their expertise or knowledge with each other during informal sessions. This fosters a collaborative learning environment.

External Workshops: LinkedIn Learning has a variety of courses that focus on customer service and conflict resolution that can help employees new to the workforce to gain basic skills and encourage tenured staff to develop. Some examples of free online LinkedIn content relevant to any roles in the profession are: Customer Service in the Field, Building Rapport with Customers and Compassion at Work.

Set Clear Expectations

Detailed Job Descriptions: Expand job descriptions to include all physical demands (lifting heavy furniture, working outdoors), emotional challenges (interacting with grieving families or challenging customers), and time commitments (long hours, mostly weekends).

Performance Reviews: Regularly discuss their progress, addressing any areas for improvement. This provides both feedback and clarity on what's expected of them.

Open Communication: Encourage them to voice concerns, ask questions, and provide suggestions. This builds trust and ensures everyone is on the same page.

Show Your Appreciation

Employee of the Month: Publicly acknowledge outstanding performance with a small prize like a gift card to spend at the sale, or extra paid time off outside your peak season.

Team-Based Incentives: Offer bonuses or perks if the entire team reaches a sales goal or receives positive customer feedback. This encourages collaboration.

Personal Touches: Handwritten thank-you notes, small gifts for birthdays or work anniversaries, or even just a heartfelt "thank you” or “good job" can make a big difference.

Additional Resources:

National Estate Sales Association (NESA): Provides resources and training for estate sale professionals.

The American Society of Appraisers (ASA): Offers various appraisal courses and certifications.

National Association of Estate Liquidators (NAOEL): Offers estate sale industry professional development and industry newsletters.

The American Society of Estate Liquidators (ASEL): Offers education for company owners and clients, alongside industry news and resources.

A reliable team is the backbone of a successful estate sale company. By investing in your team's growth, setting clear expectations, and showing appreciation for their hard work, you'll build a loyal crew that will help your business thrive.