Can A Collector Learn How to Grade?

Many articles about coin collecting (including more than a few written by yours truly) have suggested that it is extremely important for collectors to learn how to grade. In theory, this makes sense. But is this realistic? Can a person with a family, a job and interests besides coins realistically learn how to grade coins? I think that the “learn how to grade” advice that I mentioned above is fine, at least in theory. However, is this really any different than a doctor suggesting that in order to better care for myself that I learn brain surgery, anatomy and how to read X-rays in my spare time? I’m obviously not about to become an expert in any of these fields and I wonder if it is unrealistic for me—a professional coin dealer—to suggest that a collector become an expert grader.

I think there is really only one way to become good at grading coins. You have to look at thousands and thousands of coins in person. And then you have to buy and sell coins so that you have the confidence to determine that your skill level is there.

But even if you look at thousands of coins in person, if you do not have innate grading abilities, it probably does not matter. I know a number of dealers who have been viewing coins for years and years and I still don’t think they have a clue how to grade because they just don’t have a good eye. As I’ve written before, I think the ability to grade a coin is genetic. Either you have the ability to do it written into your genetic code or you don’t.

That said, is there a way that the collector can acquire grading skills that make buying coins a safer and more pleasurable experience? I think the answer is a resounding “yes” and I have some suggestions:

1. As I said above, there is no substitute for viewing coins in person. I think the best way to do this is to attend a major auction (especially the FUN or ANA sales) and spend a full day viewing as many coins as you can. It’s important to remember that as you are learning how to grade that you need a base line to compare coins. And it is also important to remember that you need to grade according to PCGS and NGC standards. Looking at coins that are already in slabs and which run the gamut from very low end to very high end is a great way to hone your skills.

2. For the basics in grading, taking the ANA grading class is a pretty unbeatable experience. The instructors at these classes are highly skilled professionals and the chance to work with experienced dealers or professional graders is pretty unique in this hobby. If you have a week to spare, I highly recommend this class. And if you have already taken the beginning class, the advanced class is even better. (For more information on the ANA grading classes, visit their website at www.money.org)

3. Any collector who decides that he is going to learn to grade a wide range of coin types or series in a short period of time is probably being unrealistic. I have always suggested becoming a specialist and one of the main reasons why is that a specialist has fewer things to learn about grading than a generalist. As an example, if you make the decision to collect New Orleans gold, it is not unrealistic to think that you can become a reasonably competent grader in a few years time. But if you decide to collect, say, all early gold coins produced from 1795 through 1834, there is an awful lot to learn and you are likely to have a number of gaps in your ability.

4. As you learn to grade, be less focused on numbers (i.e. MS63 versus MS64) and more focused on learning what constitutes eye appeal and quality in a specific series. I believe that most collectors are too focused on micro-grading and are not focused enough on the big picture.

5. In many cases, the most important thing a collector can do is to establish a good relationship with one or two dealers to help them buy nice coins, establish grading and eye appeal standards for a set (or sets) and to help make them better and less impulsive coin buyers. I will be the first to admit that not every collector needs a dealer’s guidance. If you collect ultra modern issues, you can most certainly go it alone and I know some other collectors who have built lovely collections pretty much on a solo basis.

Let me give you an example of a collector/dealer partnership that over the course of many years has been highly successful. Dr. Steve Duckor (who is probably just about the most competent collector of American coins that I have ever met) was very fortunate early in his collecting career to meet and become a customer of David Akers; a dealer who I think has a rare and exceptional combination of ability and integrity. Together, these two individuals worked on a number of collections that have proven to be marvelous in terms of quality and scope. It’s truly been a win-win relationship for both individuals. And it’s exactly the sort of business relationship that I’d encourage you, as a collector (although with me, not David!), to aspire towards.

If you aspire to become a competent grader I commend you and hope this article will spur your interest and enthusiasm. Just remember that grading skills take a lifetime to develop and refine (I’ve been doing this professionally for over a quarter of a century and am still humbled at what I, from time to time, need to learn...)

1834 Fat Head Quarter Eagle

When you list the great rarities in the quarter eagle denomination, there are issues that everyone knows about. The 1796 No Stars and With Stars, the 1804 13 Stars, the 1841, the 1854-S and the 1863 are famous coins that are well-regarded outside of the specialist community. But there is one issue that is every bit as rare as the ones that I mentioned above although its fame is not as widespread. This is the 1834 With Motto and it’s the subject of a brief look in today’s blog. (NOTE: throughout this article the terms With Motto and Capped Head are used interchangeably for this variety. Both terms are numismatically correct). The background of this issue is very interesting. As the Mint was preparing to strike gold coins in 1834, the price of this metal was rising quickly. By the time the quarter eagles were ready to be released into circulation, they had an intrinsic value of $2.66. This, obviously, meant that any pieces that were released would be melted by speculators or bullion dealers. As a remedy, the Mint passed the Act of June 28, 1834 which lowered the weight of this denomination by nineteen grams as well as the quality of the gold used from .916 fine to .899 fine.

Of the 4,000 quarter eagles struck in 1834 with the old Capped Head design, only a small number escaped the melting pot. Estimates of survivors range from a low of twelve to fifteen (Breen and Akers) to a high of twenty to twenty-four (Dannreuther). Given the (un)availability of this issue over the past decade, my personal feeling is that Dannreuther’s estimate is too high and that the total known is somewhere in the area of fifteen to eighteen. This includes at least two that are impounded in museum collections (Smithsonian and ANA/Bass) plus two that are impaired or damaged.

Breen has suggested that all 1834 With Motto quarter eagles may have begun life as Proofs. I believe that this is incorrect. All of the other Capped Head quarter eagles do exist in Proof but in extremely limited numbers. There is no reason that the quantity of Proofs produced in 1834 should have escalated dramatically and I think that there are only two or three true Proofs known (Smithsonian and Eliasberg: 100 are unquestionable Proofs while the ANA/Bass Foundation piece is possibly a Proof). The other higher grade pieces are prooflike business strikes and they lack the depth of strike, squaring of the rims and reflectiveness that are found on true Proofs of this era.

One thing that is certain about this issue is that it is exceedingly rare in higher grades. PCGS has graded a total of eight including four in Uncirculated (63-62 and two in 61) while NGC has graded a total of nine including two in Uncirculated (63-61). I am not certain where the coin graded MS63 is currently but assume that the PCGS and NGC listings are the same piece. The PCGS MS62 coin is ex: Superior 10/95: 929 (at $50,600) while the NGC MS61 is ex: Heritage 3/97: 6323 where it sold for $36,800. I have never personally seen an Uncirculated 1834 With Motto quarter eagle.

Since 1997, there have been a total of eleven auction records for the 1834 Capped Head quarter eagle. This probably represents four to six separate coins. A remarkable “mini-hoard” was sold in 1997 when the Archdiocese of Buffalo collection was dispersed. Heritage sold two in their June 1997 Long Beach auction (an NGC AU50 and an NGC AU58) and then two more (another NGC AU50 and an NGC AU55) at their 1997 ANA sale. Since then, the number that have appeared for sale have been sparse, to say the least.

I think that one of the best ways for me to gauge the rarity of the 1834 With Motto quarter eagle is to look back at my records to see how many I have handled in the past decade. After racking my brain for all of three seconds I can give you the answer: just one example; a piece graded AU53 by NGC. During this same time period I have handled three different 1841 quarter eagles, three different 1854-S and four 1863 quarter eagles.

Now that I’ve (hopefully) shown you that this is a genuinely rare coin, you are probably wondering why it is so overlooked and why it is never mentioned in the same breath as other Classic Rarities in the United States gold series. I have a few suggestions as to why this is the case:

1. The 1834 Capped Head quarter eagle has never received much publicity because it is so rare. It doesn’t have a cute nickname like the “Little Princess” (1841 quarter eagle) and it didn’t become a numismatic flavor of the month as the 1854-S has in recent years. With virtually no pieces having appeared at auction in the last decade, the lack of publicity for the 1834 has been remarkable.

2. Neophyte collectors are probably confused by the fact that there are two distinct types of 1834 quarter eagle: the extremely rare No Motto and the extremely common With Motto. Given the availability of the common Classic Head type, it takes some explaining to the new collector that not all 1834 quarter eagles are available by the boatload.

3. Few people collect Capped Head quarter eagles by date, so the 1834 is not given the attention of a coin in a more popular series. This is a little bit surprising, given the fact that other early gold issues that are not necessarily from “popular” series (Fat Head half eagles come to mind...) command strong prices and considerable respect from non-specialists. If the Capped Head series became even a fraction as popular as, say the Indian Head quarter eagles series, just imagine what this would do to prices...

Numismatics and the Current Economy

If you follow economic news in even the most cursory fashion you are, no doubt, aware of the fact that the news has been pretty grim for the last few days. Lehman Brothers is gone, Merrill Lynch has been sold in a distress situation to Bank of America, AIG is looking perilous and the stock market yesterday had its single worst day since immediately after 9/11. How does this affect the rare coin market? The first thing to remember about the coin market is that no matter how “big” we’d like to say it is, in reality it is a tiny, tiny blip on the financial horizon. Most investors don’t know that there is a coin market, let alone understand the actual dynamics behind it. So from the “drag down” perspective I don’t think we have a lot to worry about. In other words, your set of Gold Dollars isn’t going to lose X% of its value because AIG stock is in the proverbial toilet.

It is pretty obvious to me that the short term affect of the meltdown of the financial sector is not good for the coin market. When the stock market loses close to 5% of its total value in one day and the economic picture looks painful (to say the least), many people’s focus turns away from pursuits like coins. By the same token, you could say that in these times, people turn to pleasurable pursuits like coins exactly because of the fact that it helps them forget about the Big Picture.

I think the medium to long term outlook for the coin market may be better than most realize. Once things settle down (at least until the next round of consolidation in the financial sector) people are going to be seeking new asset classes and markets like precious metals and coins may possibly prove appealing to a new wave of investors.

If you have read this blog over the last few years, you know how I feel about short-term investments in coins. I still do not like being short in any area of numismatics, but if gold continues to drop I would strongly consider buying something like generic double eagles to have a position. It seems to me that the long-term outlook for gold is rosy and given the scary things that we are seeing right now with banks and financial institutions, having something tangible like a little gold position might not be such a bad decision.

I do not expect to see really good coins getting cheaper any time soon. If you are a serious long-term collector, this is a good time to reflect on what your goals are. Hopefully, you didn’t expect to be in and out of the market in a year or two and, hopefully, you will not panic and decide to dump your coins.

I think this is an important point to address. Panic selling is never a smart thing to do and I think anyone who takes their collection to the next major show and announces that they “have to sell” is setting themselves up to get sliced and diced. Yes, the economy looks scary right now. But hopefully you haven’t been buying coins with funds you need for essentials (food, clothing, shelter, etc.). Just sit back, take and a deep breath and enjoy what you’ve got.

I’ve stated repeatedly that your coin collection needs to be viewed as a long-term work in progress. If the market goes up, that’s great. You’ll make some money on your purchases and everybody likes some paper or actual profits. If the market goes down, you might be able to buy the key date that seemed pricey a few months ago for 75 or 80 cents on the dollar. We’ve been in a bull market that’s lasted a long time and many new collectors are spoiled. Just ask a collector who was active in the 1980’s and 1990’s what it was like to slog through a seemingly unending bear market.

The bottom line is I’m not ready to call an end to the Good Times in the coin market. I think people will be more tentative in the next few weeks because of the financial crisis and the overall weakness in precious metals but we’ll continue to see strong prices for nice coins whether at auction or via private treaty sales. The 4th quarter of 2008 is certainly going to be interesting, to say the least.

"Faux Rarities"

One of the ways to determine the strength of the rare coin market is to look at the pricing of coins that I like to call “Faux Rarities.” A Faux Rarity is a coin that, despite a high valuation, is relatively common. Three examples of Faux Rarities are 1879 Flowing Hair Stellas, high grade St. Gaudens High Reliefs and Panama-Pacific Exposition Octagonal $50 gold pieces. It is my opinion that once coins like this start decreasing in price, the market is weakening. Despite the fact that it is technically a pattern, the 1879 Flowing Hair Stella is still collected as a regular issue and this has helped to make it a far more valuable item than if it were regarded solely as a pattern.

An estimated 425 examples were produced but I believe this number is too low and does not factor in Restrikes that were produced later. There appear to be at least 400-500 examples known in grades that range from Damaged Very Fine to Superb Gem Proof. Stellas are most often seen in Proof-63 to Proof-65 and it is hard for me to consider them truly rare when they seem to be available in quantity in every major auction; not to mention in the cases of a number of dealers at major shows.

If you purchased a Gem Proof Stella back in 2000 (at the beginning of the current bull market in rare coins) you probably paid $100,000 or so. If you were a bit later to the party (say 2003 or 2004), a similar coin would have cost you around $200,000. Today, the same quality Stella (graded PR66) might cost as much as $300,000. The problem with the PR66 Stella market is that, due to gradeflation, a PR66 now has a combined PCGS/NGC population that is north of fifty coins. A second thing to consider is that most of the Stellas in today’s PR66 holders have been conserved; unlike the Gems back at the beginning of the decade that tended to be original and very attractive.

I regard the St. Gaudens High Relief in MS66 as probably the ultimate Faux Rarity. Yes, this is a beautiful coin and, yes, it is an historic issue. But it appears to me that as much as 90% of the original mintage still exists and most remaining High Reliefs tend to be very choice.

In 2000, I can remember selling MS66 High Reliefs for around $40,000-45,000. By 2004, levels had risen to $70,000. Today, a nice MS66 will cost the collector around $100,000 or possibly a bit more. Considering the fact that PCGS and NGC have a combined population of 180 High Reliefs in MS66 (plus an additional fifty-one in grades higher than this) it is pretty difficult for me to say with a straight face that this is a “rare coin.” It has been brilliantly promoted but I doubt this issue can sustain enough demand to continue to appreciate in price.

Another classic Faux Rarity is the massive 1915-S $50 Panama-Pacific Octagonal. A total of 645 examples were produced and it appears that virtually all of the original mintage still exists. When the gold commemorative series is popular, there is legitimate collector demand for this issue. But gold commemoratives have been as a dead as a doorknob for a number of years so this level of demand tends to be more artificial. This, I believe, is a characteristic of all Faux Rarities.

Despite an apparent lack of specialized collector demand for this issue, it has been well-promoted during the last few years and Octagonals sell easily at coin shows and auctions. An MS65 example is currently valued at around $125,000, which is an impressive gain over the $100,000 or so it was worth a year or two ago. Five to seven years ago, if you could find an MS65 Octagonal (it is only in the last few years that PCGS started grading MS65’s of this design with any regularity; back in the day, virtually all Gem quality examples were graded MS64) it would have set you back $50,000.

As I mentioned above, I think that these Faux Rarities represent a sort of harbinger for the overall state of the high end of the coin market. When these issues begin to free fall in price (which I think is inevitable given how much they have risen in price in five years) this could well be a sign that the market as a whole is ready to begin a correction. Will truly rare coins get dragged down along with these Faux Rarities? I’m not sure. In the past they have but it appears to me that the market has enough depth this time around that perhaps the Drag Down Effect will not be as strong this time around.

The Proof Gold Market

For those of us who experienced the coin market’s ups and downs in the 1980’s and 1990’s, perhaps the biggest surprise has been the relatively quiet Proof gold market of the past few years. While prices for Proof gold have certainly risen since the beginning of this decade, new collectors don’t seem to regard these coins with the same degree of awe that was seen in the recent past. If you are a Proof gold collector, please do not misinterpret the introductory paragraph I just wrote. I personally love Proof gold and there is no arguing the fact that a $25,000 purchase made in this area in, say, 2001 isn’t worth considerably more today. What makes me sit back and scratch my head a little is the fact that Proof gold just doesn’t seem to be as active a market right now as early gold or key dates from the 20th century. Why?

I have a few theories. The first is the fact that a huge number of Proof gold coins quietly went off the market between 2000 to 2006 to a specific overseas buyer. Today, the supply of interesting Proof gold is the lowest I can remember. If you look at the typical major auction, there are just a few pieces of Proof gold for sale and they tend to be coins struck after 1890 and, more often than not, smaller denominations. When years go by between appearances for rare Proof gold issues, it is difficult for there to be an active two-way market which then results in a lack of pricing information or stimulus for new collectors.

This brings me to theory #2. This lack of material has meant relatively little promotion of Proof gold in the past five years or so. A dealer like me can write articles about how great Proof gold is, how rare Proof gold is and what an excellent value Proof gold is, but if I don’t have any coins available to sell to potential new collectors or investors, what’s the point? If you look back over time, various dealers were always promoting Proof gold. I think the relative lack of supply has caused marketers, retail dealers and other traditional advocates of Proof gold to search elsewhere for trophy coins to sell to new clients.

Something odd that happened in the Proof gold market was an oversupply in the late 1990’s/early 2000’s. The coin market was not especially strong back then and within a few years you had at least four huge collections of Proof gold come on the market at once (Pittman, Reed, Childs and Bass). Proof gold issues that seemed incredibly rare in 1995 all of a sudden seemed kind of common in 2002. As an example, I can remember owning no less than three Proof 1869 quarter eagles at the same time in 2002. This is an issue with an original mintage of 25 and an estimated nine or ten examples known. How was I going to convince a collector that this issue was rare when I owned three of the darn things? Needless to say, I wound-up losing money on two of them.

Another thing that hasn’t helped the Proof gold market is the lack of original coins. I think this is especially true with 20th century issues. I know that I personally pretty much quit buying coins like Proof Indian Head quarter eagles, half eagles and eagles as well as Proof Saints a few years ago because it was so incredibly hard to find coins that hadn’t either been doctored or over-conserved. And it’s often hard for me to pay $25,000, $50,000 or more for a 19th century Proof gold coin that looks like the Gallery Mint produced it last month. I can’t imagine that I’m the only dealer (or collector) who feels that way.

I think what would really give the Proof gold market the shot-in-the-arm that it needs is if a fresh, interesting collection were to come onto the market. It would be especially interesting if this were an out-of-the-woodwork collection where the coins had been bought in the 1950’s and 1960’s; before the era of dipping and conserving (and more) became so prevalent in this area.

Do you have questions or comments about Proof gold? Please feel free to contact me via email at dwn@ont.com and I would be happy to assist you in any way that I can.

Improving Your Collection Without Spending Alot

Someone recently asked me a question that I thought was interesting and that merited a detailed response. To paraphrase this question, they basically asked me this: can you tell me some ways that I can improve my collection while spending little or no money? Are there any actual ways that you can make your collection better without dropping a lot of coin (bad pun intended)? I believe that there are and here are a few that came to mind:

1. Bring Out Your Dead. Every collector has them. Duds. Bad deals. Low end duplicates. You know what I’m talking about: the Dead Zone of your collection. These coins may represent more value than you realize. As an example, I recently had a relatively expensive double eagle in stock that a collector wanted for his set but he had no extra money at the time. I had him send me a list of the dead coins he owned; bullion, generic Saints, Morgan dollar rolls, etc. The value of his “stuff” was considerably more than he realized and he was actually in a nice profit position on his bullion. The choice to trade spillage for one nice, rare coin was easy for him to make. And the good news was that he had enough money left over so that he can actively pursue another neat coin or two.

2. Attribute Your Coins. If you collect series like Bust half dollars or large cents you are probably already a die variety collector and all of your coins are properly attributed. But what if you are a collector of early half eagles and you have never bothered to attribute your coins to Bass-Dannreuther variety numbers? And what if one of your supposedly common half eagles turns out to be a very rare die variety that is worth a 30-50% premium? Seems like a no brainer to me. Even if you collect a series for which there is no standard reference work, it makes sense to examine your coins with a 10x glass and see if anything interesting is happening. Who knows, maybe you’ll discover a previously unknown mispunched date or a cool double date that has not been recorded.

3. Invest $500 to $1000 in improving your library. If you collect early gold coins you probably own the Bass Dannreuther book and a few other standard references. But do you own pertinent auction catalogs? It has long been my belief that one of the best uses of your money is a good library. You’ll get more enjoyment out of your coins if you know more about them and there is no better way to learn about a series, especially one that is somewhat obscure, than reading books and catalogs. If you don’t know which books or catalogs to pursue, ask a specialist dealer which ones he refers to or, better yet, contact a numismatic literature dealer and ask for some suggestions.

4. Improve your peripherals. If you are using an old, slow computer you are missing out on the “full experience” when it comes to coins. Not everyone has the luxury of owning a sporty, brand-new computer but with the price of monitors having dropped so considerably in the last few years treat yourself to a 16 inch or 18 inch flat screen monitor. It’s just a few hundred bucks and it sure beats viewing coin images on an old, low resolution screen. Spend some money on a good quality new magnifying glass and a high quality lamp to view your coins as well. You’re looking at $50-100 for a world-class loupe and around $100-150 for a professional quality halogen coin lamp.

5. Research the pedigrees of your coins. This area is not relevant if you a collect fairly common series. If you are working on a set of business strike Indian Head quarter eagles in MS60 to MS62, it will be virtually impossible to determine the pedigree of these coins. But if you specialize in an area like Dahlonega quarter eagles or Fat Head half eagles, it is quite possible that some of the coins in your collection come from famous collections. Not everyone reading this will agree with me, but I believe that the “right” pedigree adds value and collectability to a coin and to discover that your 1847-D quarter eagle is from the Norweb collection or the Green Pond sale is pretty darn exciting. And if you collect Colonials or early cents, there is a possibility that a coin you own could have a pedigree that goes back over 100 years.

6. Start a cheap secondary collection. I’ve mentioned before that there is nothing more frustrating than being a collector who is either cash-strapped or at a point in his collection where there are no easily available holes to fill. In a scenario such as this, I always recommend having a cheap but interesting secondary collection to fulfill your “need” to buy something and to keep out of trouble. How about 18th century British Condor tokens? They are fascinating, well-designed and you can buy lovely examples for less than $100. Start a “one country one coin” collection where you purchase one coin from every country that currently makes coins. Or, focus on a certain year (say 1899), figure out every country that existed at the time and buy one copper or silver coin from each of these nations.

7. Immortalize your collection. Let’s say you’ve worked on a neat specialized collection for a number of years but you are currently “out of gas” due to finances or unavailability of stopper dates in the series. Why not create a website that focuses on your coins and/or the series you collect. As an example, say that you are working on a set of No Motto Liberty Head eagles. There’s never been a book that has specifically focused on these coins; just works such as my New Orleans reference that has included them as specific issues within a larger context. You could buy the URL nomottoeagles.com and create a research site that lists the finest known pieces, varieties for each year, auction records, etc and which had photos of each of your coins. I have seen this done for a few specific types (as an example, a collector has done this for Trade and Seated Dollars and the results are extremely impressive). Doing this is a win-win for everyone involved. It gets people more interested in the series you already collect and it gets potential buyers more interested in your coins when you are ready to sell. Plus, it seems like a fun thing to do in your free time.

Traits of Successful Coin Dealers

Coin dealers are an “interesting” (yes, this is an ironic use of quotes) group. If you were to take the top fifty professionals in this field and examine their personalities, I believe that a number of the same traits would be seen in a majority of these individuals. What are some of these traits? And do you have what it takes to be a successful coin dealer? With very few exceptions, most of the top coin dealers have been involved in coins since they were very young. I can’t think of more than one or two coin dealers who I regard as being at the top level of the industry who were not buying and selling coins by the time they were in their early teens (or in some case, before this). Many people have asked me why this is the case. I think that being a good coin dealer is something that is almost genetic in its origin. You can’t really teach an adult the skills to be a truly good dealer. It’s almost as if the top dealers were born with a “coin dealing gene.” If you are a 42 year old insurance salesman with a passing interest in coins, it’s pretty unlikely that, within a few years, you are going to be a force on the bourse floor.

And speaking of genes, I think that every good coin dealer has what I call the “collecting gene.” Even though I don’t really collect coins anymore, there are a number of other areas that I avidly collect. Virtually every great dealer I know is also a serious collector of something; and many have multiple non-numismatic collections. These range from paper money to vintage photographs to globes to muscle cars. If you do not have a passion for collecting, you probably aren’t going to amount to much when it comes to dealing.

Coin dealers have exceptional memories when it comes to coins. I think I qualify pretty highly in this regard but my memory is very selective. As an example, it usually takes me a number of times meeting a collector until I remember his name. But I can generally remember this collector’s coins that he showed me in 1984 and, more distressingly, in great detail. I find the same to be true with many other of the dealers who I respect. They have an absolutely uncanny ability to remember coins they have handled, deals they have done, auctions they have attended, etc. If you have a poor memory when it comes to details, you are not likely to become a good dealer, let alone a great one.

You may not agree with me on this point, but I contend that most very successful coin dealers are extremely intelligent. Note that I did not say that they are “highly intellectual.” As you can probably imagine, post-show coin dealer conversations do not tend to involve favorite philosophers, the merits of particle physics or favorite 17th century English poets. But I think f if you measured the IQ level of most dealers, you would find it to be well above average. In a nutshell, if you are not extremely bright, you are not likely to be a good coin dealer.

Really good coin dealers are also really good entrepreneurs. Very few of them work well in a corporate setting and this is why it never seems to work when a “real” company tries to buy a coin company or when a coin company brings in a “real” businessman to manage it. If you’ve spent years working at XYZ Corporation in a management capacity, you are going to be freaked out by the coin business. But if you are 22 and a recent college graduate who paid for your education by selling vintage rock T-shirts on Ebay, you might find the coin business to be right up your alley.

The best coin dealers are also excellent at risk management. As an example, they can look at coin or a collection and quickly figure out what their upside and downside risk is. I find that most of the coin dealers who I regard as exceptionally talented are risk takers but they understand how to control their risk. The coin dealers who scare me are the loose cannons who take crazy “shots” at coins in auctions (i.e., buying a coin in an MS63 holder and paying an MS65 price in the hope that it will upgrade two points) or who are overly-leveraged. The insane risk-takers are the guys who get much of the publicity at shows or auctions but the smart guys are the ones who, at the end of the day, walk away from their bourse tables (or their office desks) with a smile on their face.

Good coin dealers have to work very hard and slackers do not do well in what has become an extremely competitive industry. There are a number of underachievers in the coin market but they tend to be guys who bounce from company to company as employees or low-level wheeler-dealers whose inventory rarely changes. In the current market, you need to be willing to travel extensively and work long hours to stay ahead of the competition.

Some of the coin dealer traits that I’ve mentioned above have been augmented by changes in the coin market. There are new dealers specializing in areas like moderns who clearly have not been involved with coins since they were nine and who do not have a “collector gene.” These are people with non-numismatic backgrounds who look at coins like widgets and whose computer savvy or marketing expertise allows them to be active market participants. They may not be “coin dealers” in the classic sense of the word but they certainly have an important role in the future of the coin market.

The Jascha Heifetz Collection Sale

For a period of around seven years (1986-1993), Superior became one of the major forces in the United States coin auction market. During this time, they conducted a number of extremely impressive sales which included some of the more interesting specialized collections of this era. Today’s generation of collectors seems to have little knowledge of these Superior auctions and this is a shame as some of them are invaluable references. In my opinion, the single greatest sale that Superior conducted during this era was the Jascha Heifetz collection which was held from October 1st to October 4th in 1989. Heifetz (1901-1987) is regarded as one of the greatest violin players of all-time and he was paid rock-star fees for performances during his lifetime. This meant that Mr. H was able to lead the good life, including a stately mansion in Beverly Hills, a weekend getaway in Malibu, a Bentley and the ability to indulge in hobbies such as coin collecting.

If I remember correctly, the majority of the United States coins in this sale were not actually owned by Heifetz. There were extremely interesting consignments from other collectors including an incredible run of San Francisco gold coinage, remarkable type coins, choice Patterns and a small run of early dollars which included stunning Gem examples of the 1795 Flowing Hair and Draped Bust as well as a mind-boggling 1799.

Something that I find very interesting about this sale is that it is one of the last major auctions conducted by Superior that included a large number of fresh, unslabbed coins. By 1989, the concept of slabbing high quality coins had become pretty standard. But it is interesting to see that a number of very nice raw coins were still available.

What I find even more interesting is looking back at the Heifetz catalog and seeing how nice the coins were back then. And I’m not talking about common coins in uncommon grades. The sale included long, long date runs of items like PR64 and better Morgan dollars with lovely original color, really nice mintmarked gold in VF, EF and AU grades with original color and surfaces and Proof gold from the 1860’s and 1870’s in PR63 to PR65 grades that doesn’t look like it recently escaped from a Science Project Gone Awry. In 1989, you could still find many coins like this in a good auction. Today, you simply can’t.

The Heifetz sale realized $16.3 million dollars. In this day and age, this amount is no big deal. But back in 1989 it was a ton of money for an auction. And if you spend a little time looking at the coins in the sale, guesstimating what they would grade today and figuring numbers...this sale would probably bring well over $50 million today!

You don’t believe me when I tell you the coins in this sale were cheap, cheap, cheap? How about a few random examples. Lot 3770 was a beautiful NGC MS65 1892-O Micro O half dollar in MS65. It sold for $20,900 in the Heifetz sale; today it’s easily a six-figure coin. A nice PCGS EF40 1794 dollar was offered as Lot 3814 and it sold for $39,600. Today, you couldn’t buy a 1794 dollar that had been run over by a train for less than $40k. Lot 3995 was an NGC EF45 1841 quarter eagle that was bid up to $25,300. Today, this coin is probably in an AU53 or 55 holder and is worth something north of $100,000. Lot 4426 was a raw 1857-C half eagle graded EF45. From the photo I’d say it’s an AU55 by today’s standards. It sold for $770 at the Heifetz auction. I am a seller of coins like this in 2007 for around $3,500-4,000.

My favorite coin in the sale was Lot 3816, a 1795 Draped Bust that was graded “MS66 Superb” by Superior. In case you aren’t aware of this, Superior had a reputation for being very conservative with their grading back in the 1980’s and early 1990’s and for an early dollar to be graded MS66...well, it had to be a really special coin. And this piece was just breathtaking. Amazing color, nearly prefect surfaces, incredible details; I remember thinking that if I could own just one United States coin this 1795 dollar would have to be pretty high up on the list. It wound-up selling for $231,000 which was an amazing price at the time but which seems cheap today.

One last lot—then I’ll stop. A raw VF30 1870-CC double eagle was sold as Lot 5060. I paid $18,700 for it and sold it to a client for $20,000. He recently sold the coin back to me (after we sent it in for grading where it was called an EF40). I sold it for nearly 12x his original cost. Not bad for a heavily circulated Carson City double eagle!

Looking back at the Heifetz sale, it’s amazing how much has changed in the past two decades. Superior imploded a few years after the Heifetz sale and is now an entirely different company than the firm that conducted the great run of auctions from 1986 to 1993. $16 million dollar auctions are now commonplace. Auctions are now full of slabbed coins. Grading standards are clearly different and prices have, in many cases, risen dramatically since 1989. Most interesting, what seemed pedestrian in 1989—from the standpoint of available coins—is now unusual if not downright rare today. In many ways, the Heifetz sale was the end of an era and this epic, impressive auction deserves to be better-remembered than it is today.

1825/4 Half Eagle

Lost amid the hoopla of the recent Baltimore ANA and the numerous auctions that accompanied this show was the sale of one of the greatest United States gold coins in existence. Even more remarkable was the fact that in this day of “ho hum, another million dollar coin just sold,” this sale received relatively little publicity and the final price realized was, in retrospect, pretty reasonable, all things considered. There are two distinct varieties known of the 1825 half eagle. The more available is 1825/4 Unevenly Spaced Date (Bass-Dannreuther 1) which, for many years, was known as the “1825/1.” Recent research has shown that the underpunched digit is, in fact a 4 as it is positioned at the same angle as found on the 1824 half eagle.

The second variety of 1825 half eagle (BD-2) has always been known as an 1825/4 overdate but it is more properly termed the 1825/4 Evenly Spaced Close Date.

For many years, the 1825/4 BD-2 half eagle was regarded as unique. The discovery piece was originally in the Col. Mendes Cohen collection and it was eventually sold to Louis Eliasberg after stints in the Earle and Clapp collections. In the 1982 Eliasberg sale, the coin was cataloged as Proof-60 and it sold for $220,000. I have never personally seen the Eliasberg 1825/4 half eagle but John Dannreuther states in his book on early gold that, in his opinion, it is not a Proof.

In 1978, a second example of the 1825/4 BD-2 half eagle turned up and this story of its discovery is almost as fascinating as the coin itself. In the early part of the 20the century, a collector named N.M. Kaufman was an active (but little known) purchaser of early gold rarities. His collection was exhibited at the Marquette County Savings Bank. Unfortunately, the curator of this exhibit was clearly not a savvy numismatist as he mounted them to a board using tacks (for those of you who just passed out after reading this, I will pause for a second...) Many of the Kauffman coins suffered rim damage from this procedure, ranging from very minor to rather severe.

The Kaufman example of the 1825/4 BD-2 half eagle was sold by RARCOA in their famous August 1978 auction where it realized $140,000. It later brought $148,500 in the B&M 3/89 auction and in 1992 it sold in another B&M auction for a very reasonable $105,600. The last time the coin sold it realized $241,500 in the Superior 2/99 auction.

The coin itself was housed in an old NGC holder and it appeared to be considerably better than its current AU50 grade. However, I’d be careful cracking it out if I were the new owner as the rim marks from the aforementioned display at the Marquette Bank will become more visible if the coin is unencapsulated (this is not intended to scare the new owner of the coin—in looking at the photo of it in the Kaufman catalog, it appears that the tack marks are minor and limited to the upper obverse and corresponding reverse. I have personally seen—and owned—coins from this collection that had significantly more visible tack marks).

Given the rarity of this coin (one of only two known) and the fact that it brought close to a quarter of a million dollars all the way back in 1999, I expected that this coin would be the object of considerable bidding and that it had a legitimately good chance to break the million dollar barrier.

The reserve for the 1825/4 BD-2 half eagle in the Heritage sale was $550,000. The coin wound up selling to a phone bidder for $600,000 plus the buyers’ fee, for a final price realized of $690,000. Why didn’t such a great coin bring more?

As I studied the history of this coin, there was something I learned that I found to be very interesting. On page 395 of his book, John Dannreuther explained the reason why Harry Bass never bought the 1825/4 BD-2 half eagle (he had at least three chances to do so between 1978 and 1992 and price, of course, was not an object for Harry...). Bass regarded this issue as a variety and he was not willing to pay an “excessive premium” for this particular variety.

The more I thought about this, the more sense it made to me. Bass realized before nearly anyone else that there was no such thing as an 1825/1 half eagle. Keeping this in mind, he already had a superb 1825/4 (the BD-1 variety that is plated in the Dannreuther book and which is regarded as a one-sided Proof). The bottom line is that he had an 1825/4 half eagle and a hell of a nice one at that. Given this fact, why pay such a large premium for what is technically a variety?

But not everyone is as sophisticated as Harry Bass and the 1825/4 BD-2 half eagle in the ANA seemed to me to be the kind of coin that would sell for “moon money.” I’m certainly not pooh-poohing $690,000 as this is a lot of money but it’s not the $1 million or so that I thought it would bring prior to the sale.

My best guess why it didn’t reach the magical million mark was the fact that it was “only” graded AU50. In order for two Masters of the Universe to go head to head in a bidding Battle of the Titans, my gut feeling is the coin would have had to have been Uncirculated.

So here’s a hearty congratulations to the new owner of this fantastic early half eagle. You have purchased a wonderful coin with a great pedigree and a great story and it will, no doubt, become an integral part of your collection. And if the circumstances had been just right, I’m certain that you would have had to pay a lot more for the privilege of owning your extraordinary 1825/4 half eagle!