When I first began helping families with downsizing their heirloom treasures over 38 years ago, the world of estate sales looked very different. Buyers in those days had far fewer options. They did not have online marketplaces. There were no quick Google searches to determine an item’s value. It was all about estate sales, auctions, and sometimes the good old newspaper classified ads. Sellers would carefully craft ads. They would even pay for photo space to sell a vintage car. They hoped to meet buyers right in their driveway.

Before starting my estate company Rainier Estates, I worked after school at a small antique store in Bellevue, Washington. I’d sit quietly amidst the antique desks, bed warmers, rugs, and décor, doing my homework while waiting for occasional browsers to walk in. I learned by listening—listening to stories shared by seasoned collectors. A recent article brought me back through my own journey. It starts with Laura Jane in 1876 and moves through generations to Ashley in 1972. It’s a beautiful read that sheds light on the value (and the changes) of heirlooms—something I’ve experienced firsthand in the estates I’ve worked with.

Back then, estate sales were different. I’d post long advertisements in the classified section, detailing the sale with a careful mix of brevity (to save on costs!) and intrigue—no photos, just descriptions of what could be found. Buyers showed up in person, driven by the thrill of the treasure hunt. The only way to find these gems was to be there. There was no online shop to browse, no Google to determine an item’s worth. What mattered most was the love of antiques—the beauty and rarity of it all.

Antique furniture was especially sought after, with buyers coveting ornate, carved pieces that were simply stunning. Crystal, sterling silver, art, jewelry—they were all purchased by those who loved them. Sometimes, an antique store owner appeared to purchase for inventory. However, buyers were primarily collectors and enthusiasts usually sought to add something to their own homes.

As my career grew, I became an auctioneer to offer clients more ways to sell their treasures. The energy at live auctions was contagious. Crowds of bidders would eagerly examine items. They prepared their bid cards, flipped through catalogs, and circled the pieces they were interested in. The buzz in the air, the excitement of the bidding war—it was exhilarating!

Fast forward to today, and what a shift has taken place.

Many auction houses have closed or transitioned to online platforms. The excitement of a live auction has turned into virtual bidding. Thousands of buyers from around the world can now compete for an item. While it’s fantastic for sellers—wider audiences mean higher potential prices—it also means that the market is flooded. The specialness of finding a unique item at a local auction house has shifted. Now, there are hundreds of similar items available in the online space.

Estate sales have evolved, too. What was once a rare treasure hunt is now a frequent event. It often competes for attention with countless online auctions. Social media buy-and-sell pages and marketplaces add to this competition. Today’s buyers are different; they live in a fast-paced, modern world, and their tastes reflect that shift. There’s less emphasis on formalities and more on functionality. The dining room that once showcased fine china is now likely a home office or den. Buyers now pass over the grand carved armoires that were once so coveted to hide a bulky television. They seek more minimalistic designs and hang their flat screen over the fireplace.

But despite these changes, one thing remains constant—the magic of in-person estate sales. Many estate professionals have moved to online-only models due to overhead costs. I continue to host in-home sales. I believe in the power of human connection. There’s something special about seeing buyers engage with items. Hearing the stories behind the treasures adds to the experience. Watching them discover just the right piece for themselves or to resell online is fulfilling. In fact, many buyers tell me, “Please keep doing the in-person sales, we love them!”

Fast forward to 2025. We’ve created the Real Estate Concierge Service. It is a comprehensive, full-service offering. The service includes estate sale management, appraisals, valuations, auctions, and real estate brokerage through Sotheby’s International Realty. There is more included as well such as obtaining quotes from vendors and managing upgrades. Our clients often tell us that working with us has alleviated their stress—even before we’ve started the process. I hear it all the time: “Just knowing I have you handling everything has relieved my anxiety tenfold.”

If you’re considering downsizing or need help navigating a family estate, I’d love to chat. Reach out anytime for a complimentary consultation at Lisa@RainierEstates.com or give me a call at 425-532-7077. I look forward to helping you with your goals and perhaps even sharing a little conversation about your wedding china!

Lisa Taylor, Real Estate Broker, Estate Specialist, Estate Appraiser & Professional Auctioneer at RainierEstates.com and Realogics Sotheby’s International Realty