career pathways
Auction/Estate Jewelry Dealer and Pawnbroker
Having a career in vintage and estate jewelry — in an auction house, antique store or E-commerce — can be colorful, exciting and filled with history and culture. Holding history in their hands, professionals in this field have an opportunity to work with rare and iconic examples of artistic creativity throughout time.
In addition, long before banks became a part of every community, pawnbrokers and loan officers served essential financial functions. Today, these professionals continue to offer immediate expert valuation and loan funding by purchasing luxury assets as collateral including fine jewelry and diamonds, luxury watches, fine art, luxury and classic cars, designer handbags and accessories, precious metals or one-of-a-kind memorabilia. Customers also trust pawnbrokers when it comes to buying special occasion jewelry.
Overall, the secondary market for jewelry has grown with rising consumer interest in buying or selling pre-owned jewelry.
A career in this field may include working with clients and artists, valuing works, scouting emerging estates, or growing business. For those interested in research, history and buying and selling, a career in this sector may be of interest.
Key Skills
- Meticulous, and good at keeping records
- Social and adaptable, enjoy the challenge of working with a variety of people
- Trustworthy and ethical
- Analytical thinking and deductive reasoning
- Ability to read, comprehend and follow standard procedures or instruction
- Knowledge and interest in jewelry history and branding identifiers
- Good communicator and listener
Possible Job Titles in this Pathway
- Pawnbroker
- Estate Jewelry Specialist
- Estate Jewelry Buyer
- Fine Jewelry Specialist
- Auction Specialist
- Auction Expert
- Jewelry Cataloguer
- Jewelry Specialist
- Preview Staff
- Staff Gemologist
- Department Coordinator
- Consignment Director
- Director of Fine Jewelry
- Auction Closing Agent
- Buyer/Acquisitions
- Client Support Specialist
- Inventory Controller
- Sales Lending Associate
- Loan Officer
Salary Expectations
| ESTATE/AUCTION/PAWNS | 25th Percentile | Median | 75th Percentile |
| Average Annual Base Salary | $45,000 | $48,358 | $60,000 |
| Average Incentives/Bonuses | $400 | $3,000 | $3,500 |
Data is from Jewelers of America’s Jewelry Industry Salary Study conducted April-June 2023 and includes data from 2022. Compensation varies based on experience, specific job responsibilities, company size and location, among other distinctions. Given these variables within a career pathway, data is presented as such: The 25th Percentile indicates 25% of the data fall below this percentile; the Median (50th Percentile) represents the middle number where 50% of answers are lower and 50% are higher; the 75th Percentile indicates 75% of the data fall below this percentile.
Experience & Training
- For entry-level positions, some retail or customer service experience is helpful. The ability to speak two or three languages can also be useful
- Jewelry and art history experience as well as gemological training is often expected of individuals interviewing with auction houses.
- Increasingly, employers look for computer skills and skills as varied as bookkeeping, digital photography, and Adobe Photoshop® are sometimes needed.
Related Education or Certification
On the Job
Those that work in the second-hand jewelry market – whether auction houses, estate jewelry dealers, or pawnbrokers – will spend time ensuring jewelry has been authenticated and properly valued. Professionals in this field often conduct market research through reference books, previous auction catalogs and industry price lists when forming a qualified opinion on value. This role also requires specific knowledge of computer software, capturing and processing images, retouching photos and adding detailed descriptions to ensure accurate documentation and cataloging.
Additionally, these professionals apply valuation theory training, tools and a variety of skills when conducting initial inquiries of incoming merchandise submitted for examination, purchase or auction. These tools include but are not limited to gemological microscopes, scales, slide gauges, metal testers, diamond master stones and millimeter measuring devices. Depending on the role, daily tasks may also include educational training for clients and staff, event planning, merchandise management and setting up display showcases.
Whether it’s the love of history, the deal, the exceptional jewelry or their clients, people working in the pawn, auction, or estate side of the jewelry business report one thing: they are never bored!
Growing in the Industry
Since sales – no matter what the environment – is the foundation for many careers within the jewelry industry, working for a pawnbroker, an auction house, or an antique and estate dealer is a great place to start your career. Salespeople can move on to management positions or go into buying; some prefer to work wholesale while others stay in retail. Many start their own businesses or become consultants and work with private clients or other firms.
- Jewelry Voices
Sabrina Klugesherz
Associate Director-Lead Cataloguer, Heritage Auctions
How did you get started?
Once I graduate high school in 2014, I came straight to GIA to obtain my GG (graduate gemologist). I graduated from GIA in 2016 and immediately dove into the industry. Prior to working for Heritage, I had been with several companies, all in different areas of the industry, from wholesale to retail and manufacturing, each of which provided me a baseline knowledge that assisted with my current position. I came to Heritage in 2018 and have worked my way up.
What’s the best part of your job?
One of the most rewarding parts of my job is assisting with clients that are either parting with family heirlooms or family estates and the results are beyond their expectation and relieve any financial burden they may have encountered.
In addition, the team I have had the pleasure of working with over the years has made my job even more enjoyable. It is an extremely diverse group of women, all with highly impressive backgrounds, each of which bring something unique to our team. We are constantly learning from each other.
Auction is the perfect place for anyone looking to learn about and grow in the jewelry industry. It provides in-depth exposure to all types of jewelry.
How has your job changed over the years?
When I started, I was a cataloguer alongside two others. Within a year or so I became the sole cataloguer handling the description and production of over 50 sales. As the pandemic hit in 2020, I began assisting with the intake of consignments which lead to my promotion as an associate specialist in our Dallas office.
Once we began hiring staff for the cataloging team, I was responsible for training and overseeing their development. We now have a full team of cataloguers that I am responsible for, overseeing the production for over 70 sales a year.