Short answer: selling a collection is an evidence chain, not a price quote. Document the object and its provenance, build a range from verifiable comparable sales, then check licences and the written fee schedule before discussing consignment and settlement.
This guide breaks the process into twelve verifiable steps. Each section states what to do, why it matters, and where sellers most often go wrong. Two printable tools are included: a pre-contract checklist and a submission dossier list.
Key points (text version)
- 01 Inventory
- 02 Provenance
- 03 Photography
- 04 Attribution
- 05 Comparables
- 06 Written opinion
- 07 Licence check
- 08 Fee schedule
- 09 Catalogue proof
- 10 Reserve
- 11 Settlement
- 12 Buy-in
1. Four different prices
| Term | Set by | Meaning | Common mistake |
|---|---|---|---|
| Estimate | Consignee, from comparables | Public range for bidders | Treated as a guarantee |
| Reserve | Seller, confidential | Minimum acceptable price | Set too high, repeated buy-ins |
| Hammer price | Auctioneer | Excludes buyer's premium | Confused with premium-inclusive total |
| Net proceeds | After seller fees and tax | What the seller receives | Never modelled before signing |
Note an industry ambiguity: the 2012 Chinese auction terminology standard defines the hammer price as the 'sale price', while post-sale press releases commonly publish hammer plus buyer's premium. Always ask which basis a published figure uses.
2. Steps 1-3: inventory, provenance, photography
Number every object and record name, category, dimensions, weight, provenance and condition. Gather old photographs, invoices, exhibition catalogues, publication records, collection labels and original boxes. Provenance can move an object a full market tier.
- Neutral daylight; avoid torch-lit 'translucency' shots
- Six views: front, back, left, right, top, base
- Details: marks, foot ring, rim, joins, decoration
- Photograph every flaw: cracks, chips, repairs, wear
- Include a scale and a scale-reading photo
- Keep uncompressed originals (2MB or larger per frame)
Key points (text version)
- Six views
- Mark, base, rim
- Decoration and joins
- Every flaw disclosed
- Scale and weight
- Uncompressed originals ≥2MB
3. Steps 4-6: naming, comparables, written opinion
Name only what evidence supports. A mark, a publication record or a documented chain of ownership justifies a dynasty; stylistic resemblance alone warrants 'in the manner of' or a blank date field. Then collect three to five genuinely comparable sold lots, recording house, sale, date, lot number, dimensions, currency and whether the figure includes premium.
Insist on a written opinion covering three things: the estimate and its evidence, every fee item, and the settlement terms. A high verbal quote that nobody will put in writing is a risk signal, not a valuation.
4. Steps 7-8: licence checks and the fee schedule
In mainland China, dealing in cultural relics at auction requires a cultural relics auction licence. The Cultural Relics Protection Law (revised 8 November 2024) lists categories that cannot be traded (Art. 68), bars transfer of export-prohibited relics to overseas parties (Art. 69), and requires pre-sale review and accurate descriptions (Art. 73). Cross-border consignments need their own review.
Industry associations and local commerce authorities warn of a recurring pattern: an inflated estimate, a staged auction, then fees demanded before any sale. Chinese auction associations name 'submission fees, appraisal fees, catalogue fees, booth fees and promotion fees' as red flags; a 2026 municipal notice notes that older sellers are the main target group. Verify licences, involve family, and rely on written terms.
The above is a factual summary of third-party public warnings, not a fee commitment by this platform. Our fees and settlement terms are set out in the written schedule provided before signing.
Key points (text version)
- Licences?
- Commission basis?
- Catalogue / insurance / freight?
- Buy-in fee?
- Return terms?
- Settlement date and currency?
- Who approves catalogue copy?
- Insurance coverage?
- Private treaty terms?
- Dispute clause?
5. Steps 9-12: catalogue, reserve, settlement, buy-in
Proof-read every catalogue line: name, date, dimensions, condition, and whether captions match the images. Set the reserve near the lower end of the comparable range rather than anchoring on a record price. After the sale, obtain a settlement statement showing hammer, buyer's premium, seller's commission, disbursements, tax, currency and payment date.
Agree in advance what happens after a buy-in: return deadline and freight, whether a reduced reserve is acceptable, and whether private treaty or a later season is an option. Without these clauses, objects can sit indefinitely.
Key points (text version)
- Withdraw
- Re-offer lower
- Private treaty
- Defer
6. Submission dossier
| Item | Why it matters | Typical gap |
|---|---|---|
| Numbered inventory | Basis for settlement and insurance | Nicknames, no dimensions |
| Provenance documents | Directly affects market acceptance | Old invoices discarded |
| Six views + details + flaws | Only basis for remote assessment | Compressed chat images only |
| Mark / base / certificate shots | Dating and material evidence | Mark never photographed |
| Prior valuations or sale records | Tracks price history | Verbal 'it cost a lot' only |
| Ownership and authority | Confirms right to sell | Co-owners not consulted |
See our consignment page for submission formats and the process page for timing.
7. FAQ
Can one photo produce a valuation?
It can support a preliminary category judgement, not a reliable estimate. Six views, mark and base details, condition shots, dimensions and weight are the minimum.
Is a higher estimate better?
No. An inflated estimate lowers the sell-through rate and leaves a public buy-in record. Anchor the range on three to five comparable sales.
What is a reserve and how should it be set?
The confidential minimum the seller will accept. Start from the lower end of the comparable range rather than a record price.
What fees apply before a sale?
Practices differ; rely on the written fee schedule provided before signing. Industry associations warn against pre-sale 'submission, appraisal, catalogue or promotion' charges.
What if the lot is bought in?
Agree in advance on return deadlines, freight, reduced-reserve re-offers, private treaty or deferral.
Can family members consign an elderly relative's collection?
Confirm ownership and authority first; co-owners must consent. Authorities note older sellers are the main target of auction scams, so involve family and insist on written terms.
Can published sale figures be compared directly?
Check the basis first: hammer or premium-inclusive, currency, date, dimensions and condition. Mixing bases distorts comparisons.
Do old labels, boxes and invoices matter?
Yes. They are provenance evidence and directly affect acceptance and estimate tier. Keep them.
8. Sources and review
- 《中華人民共和國文物保護法》（2024 年 11 月 8 日第二次修訂）第五章「民間收藏文物」 — 第六十六至七十五條：合法取得方式、禁止買賣範圍、文物拍賣許可、拍賣前審核、如實表述義務、備案與優先購買。
- 雅昌藝術市場監測中心《藝術品拍賣全攻略》與季濤〈不要混淆拍賣場上的各種價格〉 — 定義估價、保留價、起拍價、落槌價、成交價；並指出 2012 年《拍賣術語》行業標準與市場發布習慣存在差異。
- 北京拍賣行業協會／雲南省拍賣行業協會〈關於警惕以「拍賣」為名實施詐騙的風險提示〉 — 提示「拍前收費」、虛估天價、冒用知名拍賣行名義，並説明資質核驗渠道。
- 鄂州市商務局〈風險提示〉（2026 年 5 月） — 歸納「畫大餅—演大戲—收費用」三步套路，提示長者為主要受害羣體。
- 《中華人民共和國拍賣法》第五十六條（佣金約定規則） — 委託人與拍賣人未約定佣金時，拍賣人可向委託人收取不超過成交價 5％ 的佣金；實務費率以雙方書面約定為準。