Admit it: You've always wanted to own a genuine antique or two - a piece of furniture, a painting, a porcelain vase, a silver tea set. But your knowledge of antiques is zilch, and you don't have money to burn.
You get the sweats when you think about entering a dusty old building filled with centuries-old, breakable objects and trying to talk to a dealer who, in your mind, looks down his nose at anyone who appears to have no knowledge of antiques and not enough money in the bank to make a big purchase.
What's an intimidated aspiring collector to do? Well, here's a simple answer: Head for the Maryland Historical Society's 24th annual Antiques Show.
Organizers of this year's show - which runs tomorrow through Sunday at Rainbow Hill, the historic Greenspring Valley estate of the late Gen. Douglas MacArthur - say Rainbow Hill isn't dusty, antiques aren't necessarily fragile, antiques dealers aren't usually snobby, and if you don't know anything about antiques or don't have the funds to make large purchases, don't worry about it.
The organizers and dealers at the show say they welcome novices. And they insist there's no better way to begin studying antiques than by starting at the top.
"This is where you learn," says Sarah Eastman, a co-chair of this year's event. "If you don't know what the best is, you don't have a way to gauge other levels of antiques. And if you're not a collector, it's a great place to come and find out what you might want to collect."
The show is juried, and dealers must be invited to participate. Historical society director Dennis Fiori says the cultural organization strives each year to gather a sampling of nationally respected dealers who offer a variety of wares. In addition to the usual furniture, books, paintings and silver, this year's show features everything from antique linens and Victorian jewelry to children's china and fireplace mantelpieces.
Still feeling a bit intimidated? Here's a gravy boatload of tips for novices from Eastman and a few of the show's other dealers.
They'll help you feel right at home at Rainbow Hill, as well as in dealers' shops and at other antiques shows that take place around the region each year.
Follow your heart
"The first rule is you always buy what you like, because if you don't like it, there are better things that you can do with your money," says J. Michael Flanigan, a Baltimore-based dealer in American furniture made before 1860. Flanigan has more than 25 years' experience in the antiques business and has been a guest appraiser on the public television program Antiques Roadshow. He is a returning dealer to the historical society show.
Flanigan says that although antiques can involve a substantial financial outlay, investment growth should never be the reason for making a purchase.
"You shouldn't be buying the stuff to save for your kid's college education or secure your retirement or because you think it's going to outperform the tech stocks this year," he says with a chuckle. "You should buy it because you like it, you appreciate its intrinsic qualities and you think you will be enriched by owning it."
Rick Scott, a San Francisco-based dealer who is new to the show this year, agrees.
"Buy something because it will be a wonderful addition to your collection, your home and your life," says Scott, who will be selling a variety of antique containers, including tea caddies, snuffboxes, sewing boxes and needle cases.
He adds that if you can't afford what you like, make a "diligent effort" to save up until you can or to find a similar-quality item in your price range. "Don't start buying junk," he says emphatically. "Because low end is going to stay low end all of its life."
The follow-your-heart rule applies to browsing as well.
Flanigan suggests novices peruse the show catalog and even walk through the show a few times upon arrival, to see what catches their eye at the various booths. Once those items have been identified, the newcomer can return to those booths to study the items in depth.
Elizabeth Wainstein, another of the show's returning dealers and the owner of Brockett's Row, an antiques shop in Old Town Alexandria, Va., says it's important to figure out why an item has attracted your interest.
"Figure out what appeals to you visually," Wainstein advises. This could range from how a piece is decorated to how it was made.
If price is an issue - or will be sometime down the road as you try to acquire more antique silver teaspoons or Chinese export porcelain, for example - deciding what you can afford is usually wise, she says.
Ask questions
Once you've decided what you're interested in, ask the dealer about it. Eastman says the historical society show is really just a great big classroom of centuries of furniture and decorative arts. "The dealers often have years of expertise that they're more than willing to share," she says.
Flanigan concurs. "Most dealers are thankful for the conversation because most antiques shows usually involve a tremendous amount of dead time," he says wryly.
Flanigan suggests you start with the same sorts of questions people ask when making any other major purchase. Queries should range from the general, such as how an item was used, to the specific, including why an item is finished the way it is.
If there are two items that are similar in style but far apart in price, it's fine to ask why one is more expensive than the other, Flanigan says.
Feel free to ask about items that don't appeal as well, says Wainstein. (Of course, it's always nice to speak tactfully. Admitting an item doesn't strike your fancy is one thing. Calling it ugly is quite another.)
Wainstein says that if an item is beyond your budget, ask a dealer to suggest something more within range. Though dealers often bring their nicest items to a show like the historical society's, the middle market or middle range of items is where the most sales continue to be made, she adds.
She deals primarily in 18th-century English furniture from the Federal and Regency periods, as well as 19th-century paintings. Last year, items she sold at the historical society show ranged in price from $200 to $30,000.
If prospective buyers didn't see something they could afford at that show, Wainstein, like most other dealers, was happy to accommodate them by looking through her shop inventory, or even going out and finding the style and type of item they were seeking.
Flanigan cautions that people need to be realistic in their expectations, however.
"If ... you know in your heart and looking at your last checking-account statement that you can't spend more than $5,000 or even $500, for example, and you walk into a dealer's booth and there's nothing below $10,000, he's probably not going to have something [in his shop] in your budget," he says.
Be honest
Once you've found someone who has items you admire and can afford (or at least can start saving to buy), start your relationship off on the right foot, our experts say.
Don't pretend you're informed about an object if you're not. Someone with a sincere interest who asks questions is far more welcome than someone who pretends to know what he or she is talking about and obviously doesn't.
Also, if you're really not planning on buying (at least that day), tell the dealer upfront, Flanigan says.
"The fastest way to destroy a relationship is to deal in bad faith," he says. "A dealer will talk to you for hours about their merchandise and be happy to do it and you'll walk out without spending a dime. But if you engage in a discussion that everybody expects will lead to a purchase if terms can be agreed upon [and then walk away], that's bargaining in bad faith."
If your purchase needs the approval of another person - say a spouse - Flanigan counsels that you get that approval with as little dealer involvement as possible.
"There's nothing a dealer has to walk away from faster than a quarreling couple," he says.
Flanigan, who is married to Gregory R. Weidmen, a noted antiques expert and member of the historical society's antiques show committee - believes couples should work out an agreement on all their large purchases.
"Don't ask the dealer to try and convince someone who has no interest in something, that they should," he says. "That's not the dealer's job."
Stay a while
Whether you're buying or browsing, it's helpful to spend some time at a show, just as you would if you were at a car dealership.
Feel free to closely inspect an object, looking inside and even underneath, the dealers we talked to say. This is definitely advised if you're planning on purchasing the object. Just make sure you handle it with the same respect and care as you would handle your own belongings.
If you're primarily interested in educating yourself, it's easier to do that when the show is not busy, Flanigan says. "When there are less people around, you get more time with the dealers."
Typically, midday Friday is a quiet time at a weekend show. Meal times tend to be far less busy as well, he says. Avoid trying to talk to dealers at special events, unless you're taking part in them. Dealers can't give you their full attention then, Flanigan warns.
The historical society's show offers a guided tour and cocktail reception from 6 p.m. to 8 p.m. tomorrow, specifically for beginners and others who would like to see the show through an expert's eyes.
"Collecting Today: What's Hot?" was offered for the first time last year and attracted much attention, Eastman says.
"It's a really great opportunity for the beginner to go through and honestly just be hand-held," she says. "It's also a great opportunity for collectors who would like to expose themselves to another area of collecting."
For the record
Whether you've decided to make a purchase or to consider an item for purchase at a later date, make sure you record all the pertinent details. Take notes or pick up a dealer-provided summary on the piece.
Some dealers have photographs available. Others don't mind if you take pictures; just ask first.
If you do buy, Flanigan says, make sure everything that was told to you about a piece is written on the receipt by the dealer. Your word will not be good enough should you try to sell the piece or authenticate it later. And if the dealer resists documenting what he or she's told you, you should probably reconsider the purchase.
Build a relationship
Dealers say making contact with them at shows is the best way to start building a relationship with them, should you decide to begin buying antiques on an occasional or regular basis.
Wainstein says people should follow their hearts when it comes to choosing a compatible antiques dealer.
"A relationship is built over time. Find someone you work well with who is willing to listen to what your needs are," she advises.
At any show, collect dealers' business cards. If a dealer doesn't have cards or has run out of them, leave your name and telephone number with him or her.
If you don't have the time to talk at length with someone but you enjoyed the conversation you did have, visit his or her shop at a later date or call to discuss your interests.
Wainstein, Flanigan and Scott stress that trust must be the hallmark of the dealer-client relationship.
"Integrity is not sacrosanct," Scott says. "But at a quality show, it tends to be easier to find that trust." At an auction or flea market, says Flanigan, the onus almost always is on the buyer. If you didn't see a broken chair leg or a cracked cabinet front until after the purchase was final, you're usually out of luck.
At an antiques show, a dealer will usually go out of his or her way to make sure the prospective purchaser understands the attributes and flaws of an item. The dealer is under no obligation to refund money or void a sale if the condition of a piece was made perfectly clear, Flanigan warns. "But," he adds, "if a dealer makes a mistake, he will usually make it good."
Do your homework
Once you've identified something you'd like to collect, become an informed consumer, just as you would with any other major purchase.
Flanigan says dealers are happy to recommend reference books and other guides that will help with research.
Eastman points out that the Maryland Historical Society's library is a great resource.
It's also helpful to look for comparable items offered by other dealers.
Have fun
Last but not least, have a good time.
"This is fun," Flanigan says. An antiques show is "a great place to go look at things" and talk to dealers who spent time and money to acquire items they hope you might appreciate.
The facts
What: The Maryland Historical Society's 24th annual Antiques Show
When: 11 a.m.-8 p.m. tomorrow, 11 a.m.-6 p.m. Saturday and 11 a.m.-5 p.m. Sunday
Where: Rainbow Hill, 10729 Park Heights Ave., Owings Mills
Admission: $12 (related events extra)
Call: 410-685-3750
Web site: www.mdhs.org