Certified Auctioneers Institute 
CAI is different from NAA’s other designations. It’s a three year program in which attendees spend a week each year onsite at Indiana University. It’s an intensive program involving late nights working on proposals and other projects that happen in the time between classes.

CAI, unlike other designations, focuses on the business of the auction industry rather than on a particular asset class. While attendees learn about different types of auctions, the focus is on business planning, development and structure. Attendees register for CAI I, CAI II, and CAI III in successive years. Gaps between CAI I, II and III of more than two years require approval of the Education Director, and often are addressed by having attendees audit CAI classes for a year before returning to the program.

Click here to view the CAI sessions overview
Requirements for CAI

The requirements to register for CAI are as follows:

  • Attendees must be at least 21
  • Attendees must have at least two years in the auction industry
  • Hold a high school diploma or its equivalent
  • Register for the CAI class.

To obtain the CAI designation: 

  • Attend all three full weeks of instruction.
  • Complete an auction proposal, which is critiqued by the CAI Committee (between CAI I and II)
  • Complete a business plan (between CAI II and III).
Present the above business plan to their class and a team of examiners in CAI III.
What CAI can do for you

Classes run
March 17-21, 2019

Ready to apply to the CAI Class of 2019?
Apply Here

Need to register for CAI II or III?
Register Here

Scholarships available for CAI I.
Learn More

Earning the CAI designation proves your commitment to the auction industry by taking the time to obtain the premier NAA designation. Many clients look for designations when trying to find the right auction professional, CAI makes you stand out in the crowd as someone who has learned from the best in the business and has a close-knit community of experienced professionals with varying specialties.

Trisha Brauer, CAI, BAS describes this class as helping you learn how to strategically grow your business and learn strategies to best service your clients. CAI covers all the bases of being a stellar auctioneer and enables like-minded students to have the opportunity to network that sets graduates apart from- the rest of the industry.

Fees
CAI Member Registration Costs:
CAI I: $1270 (before January 15); $1370 (after January 15)

CAI II: $1270 (before January 15); $1370 (after January 15)

CAI III: $1270 (before January 15); $1370 (after January 15)

CAI renewal fees: $150 per year

CAI Non-member Registration Costs:
CAI I: $1570 (before January 15); $1670 (after January 15)

CAI II: $1570 (before January 15); $1670 (after January 15)

CAI III: $1570 (before January 15); $1670 (after January 15)

Classes Overview
Click each CAI session to view list of classes. Click on an individual class to learn more.

CAI I (Year 1)

Auction Proposals
David Hudgins, CAI, AARE

  • In this class you’ll receive your large CAI I assignment – preparing an auction proposal.  Learn the art and science of auction proposals and prepare one to present to the class later in the week.

Benefit Auctions
Christie King, CAI, AARE, BAS

  • Benefits are the fastest rowing segment of the auction industry. Learn how to make as much as possible for your client and conduct a benefit event.

Don't Underestimate Personal Property
Tim Luke, CAI, BAS, MPPA

  • Just how much is that worth? Learn how to research online and off to decide how to market and sell any asset.

Internet Only Auctions
Chris Rasmus, CAI

  • This class will teach you the ins and outs of conducting online only auctions and how to parlay that into an online only business.

Auction Proposal Presentations
David Hudgins, CAI, AARE

  • Using the tools you've learned so far in CAI, you'll prepare and present a finished auction proposal to your class and learn from your peers.

Auction Operations
Jack Christy, CAI, BAS, CES, MPPA

  • In this class, you'll travel to Christy's Auction House in Indianapolis to see just what a consumer-based auction gallery looks like and how it operates.

Negotiation Skills
John Hamilton

  • Learn how to negotiate your contracts and sales

Real Estate Auctions
Chris Pracht, CAI, AARE, CES

  • Here's what it takes to build and maintain a vibrant real estate business and how to maintain the contacts and network you need.

CAI II (Year 2)

Successful Business Strategies
Tom Saturley, CAI

  • What are the tools you need to create a successful business? Tom Saturlet talks ethics, mindset, and structure in this opening class.

Business Plan Assignment
Shawn Terrel, CAI, AARE

  • In this class, you'll learn how to ask the right questions to create a business plan that will serve you for years. You'll also get the details on your business planning assignment that you'll complete in the time between CAI II & III.

Human Resources
Rich Schur, CAI, AMM, BAS, MPPA

  • There are only so many things you can do as one person in the industry, and that means that you'll need to learn how to hire and motivate employees, even if they're family. This class will alert you to the current issues in Human Resources and what you need to know.

Finance
David Hart, CAI, AARE

  • The "business" side of the auction industry is an important one. In this class, you'll learn the concepts and tools that you need to know as an auctioneer.

Branding
John Schultz, AMM

  • Learn to create a coherent brand for your business as well as the importance and theories behind branding and audience.

Disaster Prevention & Management
Mike Brandley, CAI, AARE

  • In the auction industry, it's not if something will go wrong, it's when. Learn how to prevent disasters and how to deal with them when the inevitable happens.

Customer Experience
Tim Keller, CAI, AMM, CES

  • The auction industry speaks a lot about sellers and buyers and process, but what experience does your buyer have? What makes your buyers come back?

CAI III (Year 3)

Sales Communications
Tim Luke, CAI, BAS, MPPA

  • The auction industry, like any business, is the business of people. This class will help you polish you talents and skills in communicating with clients, potential sellers, sellers, and everyone else you'll encounter in your work.

Business Plan Presentations
Panel of Examiners

  • This class is the culmination of your assignment from Class II. You'll present your business plan to your peers and panel of experts, then have the opportunity to have it critiqued by a panel of experts and learn by answering their questions.

Banks, Bankruptcy, and Governments
Mark Manley, CAI, AARE, CES, MPPA

  • Government contracts and bankruptcies can be a tough market to break into. This class teaches you how to get into this lucrative area and possibly transform what you do.

Internet Only Auctions
 Chris Rasmus, CAI

  • This class will teach the ins and outs of conducting online only actions and how to parlay that into an online only business.

Productivity /Efficiencies
Robert Mayo, CAI, AARE, ATS, GPPA

  • To increase the level of your business, you need to figure out how to get more time or to use the time you have more efficiently. This class will help you with technology and real-world bases solutions on how to effectively increase the number of hours you have in a day.

Prospecting
Mike Fisher, CAI, AARE, ATS, BAS, GPPA

  • Where will you find your next sale? Learn new ways, both online and off, of identifying and signing prospects.

NAA Industry & Leadership
Hannes Combest, CAE

  • As a new CAI recipient, you're at the forefront of both the industry and NAA. How can you continue to lead in both realms?