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By Jessica Lopez as seen on LinkedIn.com.

Design Magic by Jessica López Aparicio © 2023

Editor’s Note: Referrals are one of the key benefits of belonging to a professional organization like ASA. Its multidiscipline network of member professionals offers a distinct advantage over other organizations. But how can members better improve their networking skills to capitalize on this? Review this insightful Dos and Don’ts article to learn more.

Did you know that in your career journey, referrals can be a game-changer? They’re like the keys that unlock doors to new opportunities. But there’s an art to asking for referrals that goes beyond the basics. Let me share some do’s and don’ts to help you master this valuable skill!

The Do’s of Asking for Referrals 🤝

1. Build a Strong Relationship First

Before requesting a referral, take the time to build a genuine and meaningful relationship with the person you’re reaching out to. Engage in conversations, express interest in their work, and show that you value their expertise.

Example: Suppose you’ve met a fellow developer at a conference who works at a company you admire. Instead of immediately asking for a referral, initiate a conversation about your shared interests in a specific technology or project. Build a rapport based on mutual passion.

2. Be Specific in Your Request

When asking for a referral, specify the type of job or opportunity you’re seeking and explain how the referral can benefit both you and the person you’re asking.

Example: If you’re interested in a front-end developer position at a particular company, specify the role, mention your relevant skills, and explain why you believe you’d be a valuable addition to their team.

3. Express Gratitude

Never forget to say “thank you.” When someone agrees to refer you, show your appreciation. A simple expression of gratitude can strengthen your professional relationships and leave a positive impression.

Example: After a colleague refers you for an exciting project, send them a heartfelt thank-you email or a small token of appreciation. It reinforces your professionalism and encourages further collaboration.

💡 Pro tip: While a single “thank you” is valuable, consider making gratitude a regular practice in your professional relationships. A follow-up note after a successful interview, a congratulations message for a contact’s accomplishment, or even a simple “checking in” email can go a long way in sustaining your connections.

Example: Suppose your referral led to a successful job interview. A week after sending your initial thank-you note, you hear that your contact has recently achieved something significant in their career. Take the opportunity to congratulate them, reiterating your gratitude for their initial help and expressing how happy you are to hear of their success.

4. Follow Up Gratefully

After someone has provided you with a referral, make sure to follow up with them and keep them in the loop about the progress. Express your gratitude again and let them know how much you appreciate their support.

Example: Imagine a former colleague referred you for a job at a prestigious software company. You successfully secured an interview and eventually got the job. After landing the role, send an email to your colleague, thanking them once more for the referral and updating them on your new position. Let them know that their support directly contributed to your career advancement.

5. Give Back to Your Network

Whenever you have the opportunity, reciprocate the favor by offering to provide referrals or assistance to those in your professional network. Building a culture of mutual support can strengthen your relationships.

Example: Suppose you’ve been working at your current company for a while, and a junior developer you’ve mentored expresses interest in a job change. You know of an opening at another reputable tech firm that aligns with their skills. You proactively offer to refer them for the position and provide guidance on the application process. This gesture not only helps your colleague but also reinforces the principle of giving back within your network.

The Don’ts of Asking for Referrals 🙅♂️

1. Avoid Premature Requests

One of the most common mistakes is asking for a referral immediately after connecting with someone. Building trust and rapport should always precede any referral request. Rushing this process can be counterproductive.

Example: Imagine you’ve just connected with a senior developer on LinkedIn. Instead of immediately requesting a referral for a job opening at their company, engage in conversations, share insights, and build a professional relationship over time.

2. Don’t Assume It’s Guaranteed

It’s vital to understand that referrals are not obligations but rather favors. Even if you have a strong relationship, not everyone may be in a position to refer you. Respect their decision, whatever it may be.

Example: Your close friend works at a tech startup, and you’re excited about an opening there. While your friend is happy to help, they may not know your professional strengths well enough to confidently refer you. Respect their decision and explore other avenues.

3. Avoid Being Impersonal

Sending generic referral requests rarely leads to positive outcomes. Tailor your message to each individual, demonstrating that you’ve invested thought and effort into the request. Personalization is key!

Example: You’ve identified a developer in your network who has experience at a company where you’d like to apply. Instead of sending a generic request, mention a specific project they’ve worked on and explain how your skills align with the company’s needs.

4. Don’t Overburden Your Contacts

Avoid asking for referrals too frequently from the same set of contacts. Repeated requests can strain relationships. Make sure your requests are well-timed and considerate.

Example: Imagine you have a close-knit network of professional contacts you often reach out to for various opportunities. Instead of repeatedly asking the same individuals for referrals, you space out your requests and prioritize the relationships where referrals align with the contact’s expertise and your qualifications. This approach ensures that you don’t overburden your contacts with frequent referral requests.

5. Don’t Neglect Other Avenues

Focusing solely on referrals should NOT be your primary job search strategy. While they can be valuable, don’t overlook other avenues like networking events, job boards, and online applications. Diversify your approach for a well-rounded job search.

Example: Suppose you’re actively seeking a new job opportunity. In addition to seeking referrals from your network, you also attend industry-specific networking events and conferences, regularly update your online portfolio, and actively apply to positions on job boards. By diversifying your job search efforts, you increase your chances of finding the right opportunity while not relying solely on referrals.

Unlock Career Advancement with the Right Tools.

Final Thoughts: Unlocking the Referral Advantage 🚪🔑

Referrals are more than just professional courtesies; they’re pathways to your career’s next chapter. Remember, it’s not just about asking for referrals; it’s about cultivating authentic connections and mutually beneficial relationships.

Remember, when someone provides a referral, their own reputation is on the line. They’re endorsing you, and they want to ensure that their recommendation aligns with your capabilities and character. Some may not feel comfortable providing referrals unless they’re genuinely confident in your abilities. Not every relationship you form is a referral conduit, and that’s perfectly fine. The path to success is rarely linear, and every connection, whether it leads to a referral or not, contributes to your growth.

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How to really attract and retain appraisers.

By Jeff Hicks, MAI, of Realwired as seen on LinkedIn.com.

Editor’s Note: The following article and linked podcast take a reflective look at the real estate appraisal profession and discus key insights for future success. Its valuable takeaways serve as a reminder for appraisers from all specialties. A timely topic as ASA spotlights key reasons to join during its upcoming membership recruitment campaign.

Our valuation industry is largely uninspired, lacks enthusiasm and faces diminishing relevancy.

I may be wrong, but I don’t think so.

I started a podcast. You might be thinking, “great, yet another podcast.”

You might be right. Podcasts don’t do anything. Plus, my speaking skills aren’t the best.

But we need to DO something. Start the conversation.

We’re here not to talk about the technical aspect of appraisals, but to bring back enthusiasm, connection and inspiration to the industry.

Indispensable Appraisers is all about elevating all (fee and bank) appraisers, sharing experiences, innovations, inspirations and insights that remind us why we fell in love with this profession.

Enthusiastic appraisers are more likely to communicate effectively, address client concerns and go the extra mile to meet their needs, ultimately making themselves indispensable in the eyes of their clients.

Whether you’re just starting your journey or have been in the business for decades, this podcast is your weekly dose of motivation and insight.

My goal is to discuss:

💥 The Importance of Passion in Valuation

💥 Entrepreneurial Inspired Ideas

💥 Rebranding Appraisers Value in the Marketplace

💥 Leadership Advancement Tips for Fee and Bank Appraisers

💥 Resources for Continuous Professional Development

Enthusiasm can be a competitive edge.

Enthusiasm is contagious and can breathe new life into the appraisal process.

When appraisers approach their tasks with enthusiasm, it increases:

1. Happiness

2. Impact to the bank’s c-suite

3. Engagement to participate as a subject matter expert (SME)

4. Energy to promote education and leadership

5. Adoption of AI and other tech advancements

By embracing their roles with passion and dedication, appraisers can secure their position as vital contributors to the real estate industry’s ongoing success. View Podcast here: https://youtu.be/2NgQ9MSXiUg

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Why attending ASA’s MD114 How to Excel at Your Expert Witness Deposition December 6, 2023 course is a must for appraisers from all disciplines.

By: Jack Young, ASA, ARM

In the course of their careers, all appraisers will likely find themselves in situations where they need to defend their valuation conclusions. These situations can range from inquiries by clients or advisors to formal disputes with insurance companies or lending institutions. To successfully navigate these challenges and mitigate risks, advanced training and continuous professional development are vital. Here, we outline ten compelling reasons why every appraiser should consider training in deposition techniques:

1. Legal Requirement: Legal cases often demand the testimony of appraisers as expert witnesses, making deposition training essential to fulfill legal obligations.
2. Enhanced Credibility: Training elevates an appraiser’s professionalism and enhances their credibility in the eyes of the court, clients, and peers.
3. Effective Communication: Depositions require appraisers to communicate their findings and opinions clearly and persuasively, a skill that is honed through training.
4. Mastery of Legal Terminology: Appraisers must navigate complex legal terminology during depositions, and training equips them with the necessary language skills.
5. Handling Challenges: Expert witness deposition training prepares appraisers to respond effectively to cross-examination and challenges from opposing parties.
6. Maintaining Objectivity: Training reinforces the appraiser’s commitment to objectivity and impartiality, which is crucial for upholding professional standards.
7. Legal and Ethical Compliance: Appraisers must understand and fulfill their legal and ethical responsibilities when providing expert testimony, and training ensures compliance.
8. Risk Mitigation: Mistakes during deposition can have adverse consequences for both the appraiser and their clients. Training minimizes the risk of errors, discrediting, and legal challenges.
9. Improved Outcomes: Well-prepared appraisers significantly contribute to the success of their clients’ cases, making training essential for achieving positive results.
10. Professional Development: Expert witness deposition training is an investment in an appraiser’s professional development and long-term success, equipping them with essential skills for their career.

Incorporating these ten reasons into your practice can help you excel as an appraiser when it comes to giving depositions. ASA and SEAK, leaders in the valuation and expert witness training fields, recognize the importance of deposition training and have come together to offer a unique virtual training session: “MD114 – How To Excel at Your Expert Witness Deposition,” to be held online on Wednesday, December 6, 2023, from 10:00 AM to 6:00 PM ET.

The topics covered in the training session include:

• Deposition Law and Procedure
• Understanding Opposing Counsel’s Strategies and Goals
• How to Improve Your Active Listening Skills
• How to Leave Yourself Wiggle Room
• Deposition Strategies for Expert Witnesses
• Core Areas of Inquiry
• Video Depositions
• Expert Witness Deposition Preparation Protocol
• Final Course Questions & Answers

The training will be provided by Senior SEAK Trainer and Consultant, Nadine Donovan, Esq. Registration for this invaluable event is available online at https://bit.ly/47igr0v or by calling (800) 272-8258.

Looking for additional advanced training options? Consider ASA’s AR202 – Litigation Services virtual course, January 23-February 9, 2024.

Jack Young, ASA, ARM, CPA, is a machinery and equipment appraiser with NorCal Valuation, Inc. He holds the designation of Accredited Senior Appraiser in Machinery and Technical Specialties and has an Appraisal Review and Management (ARM) designation in the MTS specialty. Jack is an active member of ASA, with a distinguished track record including roles as the Current ARM Discipline Governor and Past Chair of the ARM Discipline Committee and past editor of the ARM E-Journal. He was also recognized as ASA’s 2021-2022 Appraiser of the Year. In addition to his work with family law and litigation attorneys, Jack has served as a court-appointed expert in CA Section 2000 cases and has often acted as a jointly retained expert in family law cases.

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This month our strategic efforts focused on developing new members, participating in appraisal profession events, forming partnerships, promoting our new ASAConnect online community and spotlighting upcoming notable educational offerings.

Membership Development

In efforts to grow our aircraft valuation education and accreditation programs, we headed out to Las Vegas, NV where we hosted our ASA Aircraft Asset Management Special Event and participated in the 2023 NBAA Business Aviation Convention & Exhibition.

ASA Aircraft Asset Management Special Event

For our ASA Aircraft Asset Management Special Event in Las Vegas, NV we, along with JSSI as sponsor, hosted a one-day program with two key educational panel discussions and networking where experts from leading aviation appraisal and finance companies came to learn and connect.

2023 NBAA Business Aviation Convention & Exhibition

Immediately following our special event, I had the opportunity to moderate an ASA-sponsored session “Aircraft Valuation: Changing Values in a Changing Market” at the 2023 NBAA Business Aviation Convention & Exhibition. Joining me as panelists in the session were JoAnne Arruda, ASA; Chris Reynolds, ASA; Jeff Dorrough, ASA; Don Dwyer; and Brad Harris. The session was very popular with attendees with standing room only.

Events

This past month I participated in two key appraisal profession events, The Appraisal Foundation (TAF) Sponsoring Organization Meeting, and the International Valuation Standards Council (IVSC) Annual General Meeting.

The Appraisal Foundation (TAF) Sponsoring Organization Meeting

For the TAF meeting in Palm Springs, CA, I participated as Chair of what I believe to be the last meeting in their current governance structure. Looking forward to seeing the changes for this group as they undergo a restructure. Good things to come.

While at the meeting I had the opportunity to attend the inaugural Spirit Achiever of Valuation, Vision, the Yeomans (SAAVY) Award of Excellence ceremonies, an award named in honor of past ASA member Edie Yeomans. I was able to meet Edie’s son, John and the recipient of the award this year, Stacy Caprioli.

International Valuation Standards Council (IVSC) Annual General Meeting

For the IVSC meeting in Paris, I participated in a great panel session on the future of Valuation and the Valuation Profession and had the opportunity to meet with other leaders of valuation professional organizations from around the world. Be sure to read Jack Beckwith’s, ASA’s representative to the IVSC, meeting recap summarizing the key issues and efforts undertaken.

Strategic Partnerships

Unión Panamericana de Asociaciones de Valuación (UPAV).

It’s official. ASA is a member of the Unión Panamericana de Asociaciones de Valuación (UPAV). I am looking forward to this partnership as we assist UPAV in providing ASA education to its members throughout Latin America.

Discover Exciting Prizes Awaiting You on ASAConnect!

To inspire our members to “Get Connected,” ASA will be running an exciting four-month promotional campaign from November 1, 2023, to February 29, 2024. We’ll be sharing a series of engaging emails and social media posts, encouraging members to dive into our vibrant online community.

Education Spotlight

We have a full schedule of upcoming classes & webinars and conferences & events. Notable mentions include:

• 2023 Litigation in Valuation Conference, November 30
• New How to Excel at Your Expert Witness Deposition, December 6
• 2023 ASA Fair Value Conference – Winter, December 7
• New MTS International Valuation Course, December 12-14
• Basic Fundamentals of Business Valuation, November 13-15 and April 1-3
• Fundamentals of Jewelry Appraisal, May 14

Looking for more Message from the CEO updates by Johnnie White? Visit ASA’s online newsroom here.

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Spotlighting ASA’s participation in the gem and jewelry industry’s largest recruiting event.

ASA participated as a sponsor at the GIA Career Fair in Carlsbad, CA this past October 6, 2023. The Career Fair is the gem and jewelry industry’s largest recruiting event attracting hundreds of GIA graduates and industry professionals. It is “where opportunity happens” and the central place for candidates seeking a rewarding career and employers seeking to hire qualified professionals to connect.

Candidates benefit from career coaching opportunities featuring one-on-one conservations with industry professionals providing invaluable insights and new perspectives. The diverse group of companies represented included recruiters from iconic brands, top design houses, innovative start-ups and associations like ASA.

Theresa Brossmer, ASA, ARM, MGA® represented the Society onsite where they introduced ASA to attendees and provided marketing materials with details about upcoming gems and jewelry courses, Jewelry Appraisal Handbook, and student and Ally membership.

After the event, ASA’s membership team followed up with attendees who provided their contact information.

Photos from the event may be viewed here.

Looking forward, ASA will be supporting these other upcoming gem and jewelry industry events: AGA Tucson 2024 Conference, 2024 AGTA Gemfair Tucson and the 2024 GIA Career Fair – New York.

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ASA’s 2023 Litigation in Valuation Conference agenda offers an unparalleled learning experience, specifically designed for business valuation experts. This conference spotlights the exceptional lineup of presenters, each a leading figure in their respective fields. Our presenters, comprised of esteemed valuation and damages experts, seasoned lawyers, and distinguished judges, will bring a wealth of experience and insights to attendees.

Our Current Lineup Includes:

Jay E. Fishman, FASA, FRICS | Financial Research Associates
Jay E. Fishman, FASA, is a Managing Director of Financial Research Associates and has been actively engaged in the appraisal profession since 1974. He specializes in the valuations of business enterprises and their intangible assets. Mr. Fishman has co-authored several books, including the Guide to Business Valuations, Standards of Value, A Consensus View Q&A Guide to Financial Valuation and The Business Valuation Bench Book. He has also written numerous articles on business valuations as well as qualifying as an expert witness and providing testimony in twelve states. He has taught courses on business valuation to the Internal Revenue Service, the National Judicial College, the Hong Kong Society of Accountants and on behalf of the World Bank in St. Petersburg, Russia. He taught courses in Moscow, Russia and for the Slovenian Institute of Auditors in Ljubljana, Slovenia. In 2020, in full recognition of his outstanding services in the Society and contributions to the appraisal profession, the American Society of Appraisers gave him their Lifetime Achievement Award.

Kenneth J. Pia, ASA, CPA, ABV, MCBA | Marcum LLP
Kenneth J. Pia, Jr. is a partner and the leader of the National Matrimonial and Business Valuation groups of Marcum LLP. With more than 30 years of professional business valuation and litigation support experience, Mr. Pia has developed a national reputation working on a wide range of complex valuation engagements. He has performed valuations of businesses and partial business interests for a variety of purposes including, but not limited to, family law matters, employee stock ownership plans, business damages, buy-sell agreements, shareholder litigation, estate and gift tax matters, and buying and selling businesses. Ken is a past Chair of the American Society of Appraisers (ASA) Business Valuation Committee and a member of the National Business Valuation Education Sub Committee. Mr. Pia is also a Co-Chair of the American Academy of Matrimonial Lawyers Foundation’s Forensic & Business Valuation Division. Ken is qualified as an expert witness in Federal District Court and State Courts of Connecticut, Florida, Commonwealth of Massachusetts, New York, Virginia and California as well as various arbitration proceedings. He has also rendered extensive services relating to court testimony.

William Scally, CFA | Marcum LLP
William Scally is the national leader of Litigation Advisory Services. He has more than 20 years of management consulting experience advising clients on a broad range of business issues. As a valuation and dispute advisory specialist, William provides financial, economic, and statistical services to companies, with a focus on equity and debt valuation, business enterprise valuation, business model due diligence, and contract compliance.

Steven M. Veenema | Murphy & King
Steve Veenema helps clients resolve complex business disputes both in and out of court, focusing primarily on issues arising among shareholders in closely held companies, litigation over intellectual property and unfair competition, and employment-related matters for both employers and employees. Steve advises companies, board members, and individual employees and shareholders across industries, including finance, high-tech, real estate, and retail. He also has notable experience litigating issues involving commercial real estate and leasing, insurance coverage, securities fraud, construction projects, and mergers and acquisitions. Steve’s intellectual property practice includes representing clients in court and before the Patent and Trademark Office and the Trademark Trial and Appeals Board in trademark prosecution, maintenance, and protection.

Neil J. Beaton, CPA/ABV/CFF, CFA, ASA | Alvarez & Marsal
Neil Beaton is a Managing Director with Alvarez & Marsal Valuation Services in Seattle. He specializes in the valuation of public and privately held businesses and intangible assets for purposes of litigation support (lost profits claims, marriage dissolutions and others), acquisitions, sales, buy-sell agreements, ESOPs, incentive stock options and estate planning and taxation. He also performs economic analysis for personal injury claims, wrongful termination and wrongful death actions.

William F. Dolan | Jones Day
With more than three decades of experience, Bill Dolan has been retained as lead trial counsel in more than two dozen trials and arbitration hearings in venues throughout the United States. His practice places particular emphasis on antitrust litigation, including state and federal class actions; intellectual property disputes, including trademark and copyright infringement and patent damages; labor and employment disputes, including class actions alleging violations of wage and hours laws; defense of consumer class actions involving the Telephone Consumer Protection Act and state consumer fraud statutes; and corporate governance/shareholder disputes. His trial work also has included matters such as product liability, takeover disputes, fraud, insurance insolvency, fiduciary duty, and breach of contract.

Jeffrey S. Tarbell, ASA, CFA | Houlihan Lokey
Mr. Tarbell is a Director in the Financial Valuation and Advisory practice of Houlihan Lokey Financial Advisors, Inc. He has more than three decades of experience providing valuations, financial opinions, and expert witness testimony regarding private and publicly traded companies. Mr. Tarbell is Head of the firm’s Estate and Gift Tax Valuation practice, Co-Head of the firm’s Employee Stock Ownership Plan Valuation practice, and a member of the firm’s Technical Standards Committee. Mr. Tarbell is an Accredited Senior Appraiser of the ASA and a member of its Board of Governors. he holds the designation of Chartered Financial Analyst of the CFA Institute. He is registered with FINRA (formerly the NASD) as a General Securities Representative (Series 7 and 63) and a Limited Representative – Investment Banking (Series 79). He has testified in various forums, including state, federal, and tax courts, a congressional hearing, Department of Labor panels, as well as in arbitration, mediation, and deposition proceedings.

Thomas J. Rechen​ | McCarter & English, LLP
Thomas Rechen is an accomplished trial lawyer and business litigator with three decades of experience handling complex business disputes on behalf of public and private companies in Connecticut and across the nation. He is well known among the Connecticut state and federal judiciary as a result of his courtroom presence and leadership within the Connecticut and Hartford County Bar Associations.

Hon.Lynda B. Munro (ret.) | Munro /Draginis PLLC
The Honorable Lynda B. Munro is an experienced mediator, independent arbitrator, litigator, and consultant. After 20 years of distinguished service on the State of Connecticut trial bench, Judge Munro retired from the bench in 2014 and joined Pullman & Comley, LLC in their Alternative Dispute Resolution (ADR), Appellate, and Family Law practice groups. Judge Munro began her independent practice in 2021. Judge Munro handles both family and civil disputes in her ADR practice. She offers mediation, arbitration, med-arb, private judging, and discovery master services on all civil matters. The same services are available for family matters involving financial, parenting, and custody disputes, as well as pre-nuptial and post-nuptial agreements. Her combined experience in family and complex civil makes Judge Munro uniquely situated to handle complex financial business disputes.

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ASA recently held its 85^th annual International Conference on October 1-3, 2023, offering a hybrid format for all disciplines, both in New Orleans, LA at Sheraton New Orleans, and online. In keeping the tradition of providing the highest-level of education for appraisal experts, this year’s conference featured more than 75 sessions of the most comprehensive educational programming available taught by preeminent thought-leaders from all appraisal disciplines.

Preceding the conference on September 30th, ASA CEO, Johnnie White, joined members for a golf outing, followed by a chapter leadership training that afternoon.

The official 2023 ASA International Conference kicked off Sunday, October 1st with a Welcome Reception, which included hors d’oeuvres and cocktails, allowing attendees to get to know one another and network prior to the start of sessions on Sunday.

Monday was the first full day of the conference with introductions and welcoming remarks from ASA’s International President Garrett Schwartz.

Next, Johnnie White, ASA’s CEO, spoke and then invited Conference Keynote Sponsor, Ariel Fischman, CEO at 414 Capital, to the stage to introduce keynote speaker, Nick Talbot.

Nick Talbot then discussed: “Attempting Everest the Harder Way”.

Following the keynote presentation, attendees adjourned to the appropriate specialized educational track they chose.

The first educational sessions of the day included Mistakes to Avoid in Litigation Appraisal with Charles Blau, ASA; Valuations in a High Inflation Environment: Update on Cost of Capital Assumptions by Carla Nunes and James Harrington; Appraising Food Processing Equipment: A Case Study by Carlos Lavin, ASA;  The Beginning and Evolution of Valuation Around the World presented by Ivo Kostov; and Repair and Alteration to Jewels and Their Effect on Value with Duncan Parker.

Following the first networking break, the next round of sessions included: Succession Planning for Appraisers presented by Tyler Arbour, William Tomlinson, Jack Beckwith, ASA, and Charles Dixon, ASA; Introduction to Business Valuation by Casey Karlsen, ASA, and Seth Webber, ASA; The History of Design: Symbolism in Jewelry by Sindi Schloss; Beyond the Obvious: A Panel Discussion with Susan Golashovsky, FASA, Fran Zeman, FASA, Darcy Tell, ASA, and Liza Hickey, ASA; Aviation Ground Support Equipment Industry – Ready for Takeoff by Alex Steele, ASA, and Brandon Steele, ASA; Fundamentals of Equity Compensation by Josh Schaeffer as well as session: SAFE Investments: Anything but Simple presented by Marina Kagan and Amir Alerasoul. 

The afternoon got under way with ASA’s Annual International Awards Luncheon. ASA International President Garrett Schwartz, ASA presented the following awards:

ASA’s Rising Star Awards were given to: Tom Keesey, ASA, Cazmier Tymoch, ASA, Lauren Walter, ASA, Johanna Crowley, ASA, Joseph Joyce, ASA, Melissa Sachs, ASA, and Josia Hippolyte, ASA.

ASA’s Chapter Education Event Award was presented to the International Virtual Chapter and The Chapter Member was given to Fernando Sosa, ASA.

Next Schwartz announced the Real Property Awards winners. The Real Property Paul Wetzel Award was given to Mike Pratt, ASA, the Real Property Educator of the Year Award was given to Mike Lange, Jr., ASA, and the Real Property Appraiser of the Year award was given to Robert Solotist, ASA.

After a brief break, the awards then continued with The Jerry Larkins Volunteer Service Award given to Michael Salvadore, Jr. , ASA and The Sylvia Wade Olson Award of Merit went to ASA’s Education Manager, BV/GJ, Nathaly Alcocer.

Lifetime Achievement Award Recipients, Jack Beckwith, ASA, Charles Carmona, ASA, Roger Grabowski, FASA, Robert Schlegel, FASA, and Nancy Stacy, ASA were then recognized; followed by ASA’s Shannon Pratt Award, which was awarded to Jay E. Fishman, FASA.

ASA’s College of Fellows granted Fellowships to William Engel and Douglas Krieser.

Next, ASA CEO Johnnie White announced the the Appraiser of the Year award, which went to: Analee McClellan and Garrett Schwartz, ASA.

Following the awards presentation, Schwartz recognized current Past ASA President Richard Berkemeier, as well as other past Presidents and the Board of Governors.

After lunch, sessions touched on topics of: It’s Not A Discount Study, It’s An Appraisal with Bruce Johnson, ASA; How the Hypothetical Buyer Assumption is a Determinate of Business Value presented by Kevin Zanni, ASA; Indirect Costs by Raymond Springer, ASA; Katherine Choy: 1950s Radical Potter at Newcomb in New Orleans with Mel Buchanan; Jewelry as Art with Carole Richbourg, ASA; Supporting Residential Appraisal Adjustments presented by Jason Tillema, ASA; as well as Understanding the Ad Valorem Market with Mike Pratt, ASA and Richard Conti, ASA. 

The conference also included presentations on: Introduction to ESOP Valuation by Eric Dollin, ASA, and Hillary Hughes, ASA; Private Equity and Venture Capital Valuation Update with Antonella Puca and Justin Kuczmarksi; Appraising Heat Treat Furnaces & Ovens by John Bouley; The Market for Louisiana Art: Two Decades in Review by Amanda Winstead; Modernizing Gemology: Applications of Basic Spectroscopy Techniques in Everyday’s Gem Laboratory Practice with Alberto Scarani; Appraisal Institute Practical Applications of Real Estate Appraisal (AI PAREA) by Ray Martinez as well as The Daubert Challenge presented by David Bolls.

After attendees continued to network and visit a variety of exhibitor booths, our presentations of the day concluded with: Expert and Attorney Insights: A Litigation Panel Discussion with Karl Schwabauer, Asif Charania, ASA, and Matt Woolf; Personal Goodwill in Mergers & Acquisitions: An Integrated Theory presented by Brent Sloan; An Offsite Tour of Laitram Machinery; Blockage, FMV Rental Rates & Fractional Ownership with Charles Rosoff, ASA, Mark Campbell, ASA, and Garrett Schwartz, ASA; Precious Metal Hallmarks: Identification, Verification, Location and Dating by Danusia Niklewicz, ASA, and William Whetstone; Statistics and Statistical Fallacies in Appraisal Practice by Mark Shirley and Necessary Preparation for Depositions and Key Distinctions Between Deposition and Trial Testimony Presented by Ed Kainen.

After a day full of networking and impressive educational productions, day 1 of the 2023 ASA International Conference came to end with the Rising Stars exclusive happy hour sponsored by Borrowman Baker, LLC and Business Valuation Resources.

Moving on to the final day of the 2023 ASA International Conference, educational sessions began immediately after the Continental Breakfast, namely: Estimating Growth Rates and Valuation with Roger Grabowski, FASA; Buyer’s Premium and the Appraiser presented by Charles Dixon, ASA; Inherited Land: Cracking the Code Using Archival Records presented by Beryl Hunter Lewis; State of the Jewelry Industry: Facts, Figures and Future by Harold Dupuy; Protecting Yourself from Complaints by Isaac Peck as well as Post Pandemic Reality: Working in Remote Teams with Carlos Lavin, ASA, and Natalia Szubbocsev.

The morning sessions also included: Evaluating the IRS’s Estate and Gift Tax Target List: An In-Depth Review of Recent Valuation Cases by Marissa Pepe Turrell, ASA, and Stephanie Loomis-Price; Interaction of Intangible and Tangible Asset Valuations presented by Justin Burgess, and Kurt Huie, ASA; Plastic Recycling and the Circular Economy by David Pietig, ASA and Alan Clarke; Navigating the Secondary American Craft Market Through the Lens of Objects: USA (1969) with James Zemaitis; Lab-Grown Diamonds: Screening Challenges by Guy Borenstein; as well as Determination of Value in Bankruptcy Proceedings with Christopher Caplinger.

Following the all-discipline network break, we had: The DLOM: Beyond Option Pricing Models with Sarah von Helfenstein; Top 10 Divorce Valuation Hot Topics by Ken Pia, ASA, Jay Fishman, FASA, and Michael Mosberg; THE PERFECT STORM…Convergence of Inflation, Climate Risk and Social Inflation by Peter Jagger, Kevin Madden, Brian Valery, and Ed Mazman; Confronting Documentation Gaps in the Legacies of Black Artists by Jennifer Mass, Douglas Bort, and Renée Vara; Hallmarks Around the World, an Advanced Session with Danusia Niklewicz, ASA, and William Whetstone as well as From Horror Movie to Legal Drama – Limiting your Liability by Jeffrey Rauland, ASA.

As the day approached lunchtime, our business valuation group branched off to their exclusive luncheon, as all other attendees were able to grab a bite and continued networking and checking out our exhibitor and sponsor tables.

Afternoon sessions started with: Preview of Proposed Revisions to IVS by Alexander Aronsohn; Customer Concentration: The Good, the Bad, and the Ugly with Robert Schlegel, FASA, and Mike, Hill, FASA; What’s Trending with Trends by Joshua Abbey, ASA; A Gumbo of Goods: New Orleans Craftsmen and Retailers featuring Lydia Blackmore; Evaluating Jadeite by Jeff Mason; Understanding Fannie Mae Collateral Underwriter (CU) for Residential Real Estate Appraisers by William Temple, ASA, and Byron Miller; as well as Understanding the Other Disciplines’ Languages with Gary Trugman, FASA.

During the break, attendees continued to network with one another while participating in ASA’s annual Educational Foundation auction. In lieu of the traditional live auction, the ASA Educational Foundation had launched its auction online, offering both in person and virtual attendees to take advantage of bidding simultaneously. This event offered a fresh and innovative experience with 31 unique items being donated. Participants enjoyed bidding both from the ease of their computer or live in New Orleans, while supporting a great cause.

Next we had Buy/Sell and Operating Agreements: Their Impact on BV by Jeffrey Tarbell, ASA, and Riley Busenlener, ASA; Be Our Guest: Key Valuation Considerations for the Hospitality Industry with Vanessa Claiborne, ASA, and Barry Cunningham, ASA; Appraisal Panel with Douglas Krieser, ASA, Tim Roy, ASA, and Adrian Galis, ASA; Seeing Through Paintings by Rustin Levenson; as well as Origin Determination for Colored Stones: (Why) Does It Matter? presented by Aaron Palke; and $80 billion and 87,000 Additional IRS Employees and Valuation with Michael Gregory, ASA.

Following the final session change of the day, the 2023 ASA International Conference closed with sessions including: How Can Valuation Professionals Play a Role in the Future of ESG by Adam Smith, ASA, and Carla Nunes; What the Pharma? A Closer Look at Pharmaceutical and Bio-Pharmaceutical Equipment by Joseph Joyce, ASA; The Do’s and Don’ts of Charitable Contributions with John Russell and Sandie Tropper, FASA; From Madagascar with Love with John Ferry; Using AVMS if YOU Dare presented by Robert Schlegel, FASA and Byron Miller; and lastly, Federally Regulated Transactions and USPAP with Raymond Rath, FASA, Carla Glass, FASA, and Michael Evans, FASA.

The 85^th Annual ASA International Conference was a memorable experience with forward-thinking discussions that won’t be forgotten by attendees.

ASA would like to thank the conference sponsors: 414 Capital, Suncorp Valuations, OREP, John Moran Auctioneers & Appraisers, Borrowman Baker LLC, Business Valuation Resources, Knowcraft Analytics, Tagnifi, and Knight Frank.

We would also like to thank our supporting sponsors & exhibitors: Quantum Leap, Peter Held Art Appraisals & Associates, LLC, IAAO, Mynarski International Valuation, Heritage Auctions, Kroll LLC, Appraisals International, Doyle Auctioneers & Appraisers, Value Analytics, Harry Davis & Company, Windy Street, and ASA’s Houston Chapter; as well as our media partners: Business Valuation Review®, the ARM e-Journal, and the MTS Journal.

ASA extends another thank you to the planning committee and advisors for all their hard work and support; Terri Lastovka, ASA, Tracy Aros, ASA, William M. Engel, ASA, Peter Held, ASA, Jaclyn Franks, ASA, Jamie Allen, ASA, Lisa Meinczinger, Ken Pia, ASA, Nene Gianfala, ASA, Laurie-Leigh White, ASA, Todd Larson, ASA, Jeff Tarbell, ASA; as well Conference Chair, Garrett Schwartz, ASA. 

Lastly, a thank you to everyone who participated; for making this year’s conference as fun, educational, and successful as it was.

To see photos of the 2023 ASA International Conference, click here.

Save the Date! Make plans to attend the 2024 ASA International Conference September 15-17, 2024 – Portland, Oregon & Online!

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The ASA Educational Foundation successfully concluded its 2023 Virtual Auction this past month. Held September 1 through October 3, the popular tradition was held in conjunction with the 2023 ASA International Conference.

The annual auction and your cash contributions, replenish the Foundationsfunds to give course-taking grants to needs-basis up-and-coming appraisers and grants to develop appraisal books.

Last year, ASAEF gave $13,212 in grants for seven (7) POV courses in PP, GJ and BV disciplines, and funded the development of ASA’s POV required textbooks for (BV, 6^th Ed) and (PP, 1^st Ed), and The Lawyers Book (1^st Ed), which promote our profession and may increase ASA’s membership headcount.  

Auction items included networking and connecting events, eat+drink+sing consumables, wearables+gems+silver, and valuation textbooks & software.

This year’s auction, along with cash donations received, raised over $9,000.

A special thanks to the ASAEF Board of Directors and organizer Carol Akers Klug, ASA for their support, to those who bid, and to the following donors:

ASA Headquarters, ASA Boston Chapter, $$ ASA Detroit Chapter, $$$ ASA Houston Energy Valuation Conference, ASA Houston Chapter, ASA Hudson Valley New York Chapter, ASA New Mexico Chapter, ASA NorCal Chapter, $$$$ ASA Philadelphia Chapter, $ ASA Phoenix Chapter, ASA Portland Chapter, ASA San Diego Chapter, ASA New Orleans Chapter, Jay E. Fishman FASA, Andrew Pike ASA, AN Valuations, $$ Analee McClellan ASA, Borrowman Baker LLC, Curtis Kimball ASA, Dennis A. Webb ASA, $$$ Douglas Krieser FASA, $$$ G. Adrian Gonzalez Jr. ASA, Gary Trugman FASA, Mona Miller FASA, Garrett Schwartz ASA, $$ J. Mark Penny FASA, Joel Forman ASA, John Borrowman, $ John Cento ASA, John Henley ASA, Kenneth J. Pia Jr ASA, Kuali Foundation Hawaii, Lynn Hightower ASA, J. Mark Penny FASA, $$ Sandie Tropper FASA – In Memory of Edie Yeomans FASA, Nene Glenn Gianfala ASA, $ Peter Held ASA, Ronald L. Seigneur ASA, Roger J. Grabowski FASA, Susan Golashovsky FASA, Sarah von Helfenstein on behalf of BVRP, Sharon Smith Theobald ASA, and $ Vicki Lant ASA.

We encourage all ASAs to give back (even $50 helps) to support needs-based aspiring appraisers and develop appraisal books. Your cash donations are meaningful and welcome anytime online at https://bit.ly/45Jr37V.

Learn more about the impact of ASA’s Educational Foundation. View three testimonials from grant recipients and the difference ASAEF has made in their personal and professional lives.

ASA Educational Foundation

ASA’s Educational Foundation (ASAEF) is a separate, nonprofit corporation established by ASA and chartered in 1967. The mission of the ASAEF is to carry on educational, research and charitable activities related to the advancement of the appraisal profession. The ASA Educational Foundation is a 501(c)(3) entity enabling tax-deductible CHARITABLE CONTRIBUTIONS for individuals. A tax letter for the FMV of your contribution will be provided.  Significant contributions include needs-based grants for appraisal courses, and to develop appraisal books.

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By: Jack Beckwith, ASA, CEA

The IVSC Annual General Meeting (AGM) convened in October at Maison de la Chimie in Paris, where 150 valuation leaders and experts from across the globe gathered for three days of productive discussions and networking.

During the three-day programme, the IVSC’s technical boards met to review feedback received during the recent consultation on proposed updates to the IVS. These discussions allowed them to reach consensus on many of the proposed changes, setting the stage for the anticipated release of an IVS update in January 2024.

Notably, the technical boards explored the possibility of revising the IVS publication schedule in two significant ways. Firstly, to extend the implementation period into 2024, granting Valuation Professional Organisations (VPOs) additional time to incorporate and adopt the revised standards. Secondly, considering a shift to a three-year update cycle from the current two-year framework. This approach is intended to balance the need to be responsive to market and practitioner requirements, with the practical implications of adopting the latest international standards.

The Membership and Standards Recognition Committee (MSRC) and the Europe Committee convened to further their mission of raising awareness and demand for IVS and high-quality valuation professionalism. This included initiatives to establish a network of VPOs and experts across Africa, and to foster university engagement in Europe and globally. The Europe Committee also allocated time on their agenda to consider the ongoing topic of ‘prudent value’, as outlines in the Basel III requirements.

The AGM featured in-depth discussions by the IVSC Advisory Forum Working Group and Advisory Forum of VPOs and other IVSC member organisations included three sessions with specific questions applicable to VPOs globally that were addressed in a round table format:

Session 1: Future of Valuation and the Valuation Profession included Johnny White, representing ASA and an IVS Sponsor, addressed these questions:

1. Impact of AI and Technology: Given the rapidly advancing technological landscape, how do you perceive the role of AI and other technologies in shaping the valuation process over the next decade?
2. ESG and Sustainability: ESG criteria are playing an ever-increasing role in business and investment decisions. How do you think this will influence valuation in the future?
3. Specialization Trend: As we see a move toward increased specialisation within the profession, what are the potential advantages and challenges this brings? Could this lead to a more fragmented valuation landscape?
4. Data Availability: With more and more data now available, how can valuers ensure they are utilising the most relevant and accurate data in their valuations? How has this affected the traditional methods of valuation?
5. Changing Role of Valuers: As these trends progress, what core skills and attributes do you believe will be essential for the next-generation valuer?
6. Client Expectations: As clients become more aware of these emerging trends, especially ESG, how have their expectations of valuation services evolved?
7. Training and Education: What changes are necessary in the current training and education regimen for valuers to prepare them for this evolving landscape?
8. Regulations and Standards: With all these changes, there’s a potential need for new regulations and standards. How can the industry proactively approach this to ensure that they remain relevant and effective?

Session 2: Growing Recognition for the Profession was led by IVS CEO Nick Talbot:

1. Global Recognition: (Nick Talbot) To what extent do you feel there’s a need for a more globally recognised valuation profession? How does this align with your organization’s views?
2. Benefits for VPOs (Ben Elder) What benefits or advantages do you anticipate for VPOs with the establishment of a more globally recognised valuation profession? Are there specific examples from your organization or market?
3. VPOs’ Position (Amelia Hodge) How eager or hesitant are VPOs, including your own organization, to champion or endorse this global recognition? What motivates this stance?
4. Challenges and Barriers: (Dave Bunton) In the journey towards global recognition, what do you see as the main barriers or challenges? Are there specific experiences or insights from your market or organization that highlight these obstacles?
5. How would a global recognised valuation professional body benefit international property companies? (Christian Luft)
   How would an International Property Business embrace a global Valuation Profession? What would be the challenges and impacts on business and its clients?

Session 3: How is ESG shaping the Valuation Landscape was moderated by Jack Beckwith, ASA’s Representative for the AFWG?

1. The ESG Evolution: How have you seen the significance of ESG principles shift within the valuation sector over the past decade? In what ways do you believe it’s still evolving?
2. Valuers and Adaptation: With ESG increasingly factoring into valuation practices, how are valuers adjusting their methodologies and approaches to address these concerns adequately?
3. Client Dynamics: How have client expectations regarding ESG and valuation changed in recent years? Are there specific ESG-related demands or questions clients are bringing forward more frequently now?
4. Regulatory Landscape: As ESG becomes more integrated into valuation practices, what changes in the regulatory environment are you anticipating? How might these changes impact the day-to-day work of a valuer?
5. Data Nuances: Given the critical importance of accurate and relevant data in valuation, how are organizations ensuring the quality and relevance of ESG data being used? Are there challenges specific to ESG data collection and application in valuations?
6. Standardization vs. Flexibility: As the valuation sector grapples with ESG integration, is there a need for more standardised ESG valuation guidelines? Or should the approach remain flexible to cater to the unique needs of different markets and clients?
7. Preparedness for ESG Shifts: With the evolving importance of ESG, are there areas within the valuation sector that you feel are still unprepared or resistant to this shift? What can be done to bring them onboard?
8. Long-Term Perspective: Looking ahead, how do you see the relationship between ESG and valuation evolving over the next 5-10 years? What should valuers and their organizations be doing now to prepare for the future landscape?

The key issues shared by all those attending is the continuous support of education in our profession and the recruitment of the next generation of valuers where the IVS serves as the framework for valuation bringing consistency, comparability and transparency to valuations of all assets and liabilities throughout the globe.

Jack Beckwith, ASA CEA, serves as ASA’s representative to the IVSC. He has performed and supervised valuations throughout the United States, Canada, Mexico, and Europe, as well as published articles for various valuation topics in Equipment Finance Advisor, the M&TS Journal, and the ASA Professional. In addition, Jack has been an instructor for ASA teaching Principle of Valuation courses. Honorariums include: ASA International Conferences Presenter and ELFA Annual Conventions Presenter. He can be reached at beckwith@eagi.com.

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A special interview with ASA and IVSC CEO’s.

Editor’s Note: ASA’s role as sponsor of the International Valuation Standards Council (IVSC) plays a critical role in meeting the Society’s mission to foster public trust of our members and the appraisal profession through compliance with the highest levels of ethical and professional standards. To learn more about this relationship we sat down with CEO’s Johnnie White (ASA) and Nick Talbot (IVSC).

Q: Why is the role of an IVSC sponsor critical in today’s valuation profession?

Johnnie: Today more than ever, valuers are working with clients around the world. Fostering the public trust through compliance with the highest levels of ethical and professional standards is a growing concern. Supporting the efforts of the IVSC as a sponsor helps to address this.

Nick: Sponsor organisations play a pivotal role in IVSC’s mission of enhancing the appraisal industry. These organisations firmly believe that by elevating the standards of international appraisal practice, we can offer immense benefits to businesses, fortify financial markets, and safeguard public interest. At the heart of this belief is the understanding that internationally agreed standards foster transparency, which in turn catalyses the growth of robust economies through confidence given to local and international investors and creates a favourable environment for all users of appraisal information. As a not-for-profit with a global perspective, IVSC is passionately committed to elevating the global appraisal profession through the universally accepted standards of ‘IVS’. Through this, our vision is to enhance the stature and trust in the appraisal profession amongst its stakeholders. Our sponsors are indispensable in this journey. Their multifaceted contributions – from providing invaluable feedback during consultations, active participation on our standard-setting boards, to forming collaborative engagements with regulators and investors – are paramount. The respect and esteem the ASA and its members command globally can’t be overstated. In unity, with our expansive network of IVSC sponsors and members, we are charting a path to refine appraisal practice. ASA advocates IVS for members outside of the US, and in the US where there is also USPAP there is a bridging document on how to comply with USPAP and IVS which is particularly helpful for work being done by US appraisers for international clients based in the US or elsewhere.

Q: What changes around the world do you see impacting the valuation profession and international standards?

Johnnie: The one primary change that continues to play a vital role for valuers and International Valuation Standards is the increasing demand for confidence by our global financial system.

Nick: Today’s global landscape is increasingly complex, with intensifying geopolitical tensions in regions like Europe and the Middle East, growing inflationary and supply chain disruptions leading to macroeconomic fluctuations, and an escalating climate emergency. Beyond the immediate human repercussions, these challenges will undoubtedly ripple through many sectors, the appraisal profession being no exception.

A significant concern emanates from the investor community, which is eager for enhanced consistency and transparency in the standards that anchor the appraisals they undertake or commission globally. With many investors operating across borders, it’s paramount that their asset and liability valuations are comparable, quality and consistent, ensuring they’re comparing “apples with apples”. To address this, the IVSC, in collaboration with our sponsors including the ASA, is leading a programme of engagement with heads of valuation from some of the world’s most prominent sovereign wealth and pension funds, institutional investors, and private equity firms. Cumulatively, these entities command an astounding $20 trillion in assets under management, accentuating their significance in the broader financial landscape. We also have a quarterly Investment Banks forum in NYC with the top Investment Banks in the world. Our overarching aim is to encourage them to mandate globally accepted valuation standards, executed by well qualified appraisers who have solid, top-tier credentials. These professionals benefit from the continual support and professional development opportunities that organisations like the ASA provide. This initiative is one of many concrete steps the IVSC is taking, fortified by the insights and backing of our sponsors.

Navigating these changes, especially amidst heightened market volatility, demands a cohesive and collaborative approach. In these testing times, the foundational pillars of our profession – impartiality, integrity, ethics, and standards – become even more paramount. Consistent, trustworthy data and information are what our economies and financial systems perennially seek. Appraisers, with their adept skill sets and astute judgement, will undoubtedly be at the forefront. Alongside these global challenges, technological advances in areas like Artificial Intelligence and automation, emerging skills deficiencies, competition for the ‘next gen’ professionals, and the increasing significance of appraisal advice in strategic boardroom discussions will shape the future of our profession. Some investors may also start to behave differently once sustainability disclosures begin from 2024 onwards in line with International Sustainability Standards which are backed by IOSCO regulators, and will again be looking to valuers to help them understand the impact of these disclosures on the value of their assets, and what actions they may need to take to maximise value. Collaborative efforts will be crucial in understanding and addressing these evolving dynamics.

The one constant in all this is change, and in times of change investors look to qualified appraisers to give them confidence to help their decision making and understand the value of their assets.

Q: You recently spoke at the ASA International Conference – what did you share in your address?

Johnnie: ASA will be hosting a new IVS compliance virtual course for machinery & technical specialties valuers. The new ME218—MTS International Valuation Course will be held December 12-14, 2023 with class times geared towards international audiences. It has been designed to prepare machinery & technical specialties valuers to meet International Valuation Standards (IVS) compliance. Course registration is available online at https://bit.ly/3PsMvYl or by calling (800) 272-8258 or +1 703-478-2228.

Nick: It was a privilege to give the keynote at the ASA International Conference in New Orleans. I shared my personal journey of summitting Everest after barely surviving the two worst natural disasters on the mountain, and the pride of being the first individual with Cystic Fibrosis to achieve this feat having once been given a life expectancy of 16. Drawing parallels between this challenge and my tenure at the IVSC, a significant portion of the success is attributed to the relentless efforts happening behind the scenes and being unafraid to aim at what might seem to be overly ambitious targets. Yes occasionally you might not succeed but if you succeed at everything then you are probably not truly pushing yourself to your potential. At the IVSC, much of the success is down to ambition to change the world of appraisal and is thanks to the dedication of our volunteer boards and working groups, comprising over 100 experts hailing from more than 40 distinct countries. Many of these professionals, including a number of ASAs, epitomise professionalism, investing countless hours to ensure the standards we propagate are in line with global best practices. But beyond the hard work, it’s the relationships and collaborations that stand out. Our collective endeavours allow us to achieve far more than what we could individually. Appraisers play a pivotal role in shaping our world, and both IVSC and ASA will relentlessly champion their cause, underscoring their indispensable role in our interconnected global landscape.

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To learn more about ASA’s upcoming ME218—MTS International Valuation Course, visit ASA online. To learn more about the IVSC visit www.ivsc.org.