藏了八年的那幅范曾人物圖，終于下定決心出手。聯(lián)系回收機(jī)構(gòu)前，特意找玩字畫三十年的老馮取了經(jīng)。他掏出個(gè)磨得發(fā)亮的筆記本，上面記滿了回收流程和避坑要點(diǎn)：“名人字畫水太深，一步錯(cuò)步步錯(cuò)，按流程走才不容易被坑?！?后來通過大雅堂的上門回收，把畫賣得順順當(dāng)當(dāng)，才明白老馮說的 “流程對(duì)了，錢就穩(wěn)了” 真是真理。

　　The portrait of Fan Zeng, which had been hidden for eight years, finally made up his mind to take action. Before contacting the recycling agency, I specifically asked Old Feng, who has been playing calligraphy and painting for thirty years, to collect scriptures. He took out a shiny notebook, filled with the recycling process and tips for avoiding pitfalls: "Celebrity calligraphy and painting are too deep in the water, one step at a time is wrong step by step, following the process is not easy to be deceived." Later, through the door-to-door recycling of the paintings at Beijing Daya Hall, he sold them smoothly and finally understood that what Old Feng said, "If the process is right, the money will be stable," was truly true.

　　步：初步鑒定別草率，先看 “三要素”老馮說，回收步不是問價(jià)，是先搞清楚手里的畫是不是 “真東西”。他教我看三個(gè)要素：筆法、印章、紙張。“范曾畫的線條像鋼絲，您這畫里人物的衣紋，是不是有股‘力透紙背’的勁兒？”大雅堂的鑒定師上門時(shí)，步也是看這三點(diǎn)。小李師傅先看筆法：“您這畫里的人物眼神，是范曾典型的‘點(diǎn)睛’手法，眼珠用濃墨點(diǎn)染，留白處特別有神?！?再看印章，他掏出個(gè)小巧的放大鏡：“這方‘范曾之印’，筆畫轉(zhuǎn)折處有個(gè)小缺口，是他 80 年代常用印章的特征?！?摸了摸紙張：“這是安徽涇縣的特種凈皮宣，當(dāng)時(shí)只有大雅堂能弄到，仿品很少用這么好的紙?！比菀撞鹊目邮?“只看證書不看畫”。之前接觸過的機(jī)構(gòu)，看到我手里的展覽證書就說 “肯定是真的”，小李師傅卻提醒：“證書能仿，筆墨仿不了。去年有幅帶‘雙證書’的啟功書法，我們一看筆法就知道是仿的，后來果然查出證書是偽造的?！?/p>

　　Step 1: Don't be hasty in preliminary identification. First, look at the "three elements". Old Feng said that the first step in recycling is not to ask about the price, but to first determine whether the painting in hand is a "real thing". He taught me how to read three elements: stroke, seal, and paper. The lines drawn by Fan Zeng are like steel wires. Do the clothing patterns of the characters in your painting have a strong force that penetrates the back of the paper? "When the appraiser from Da Ya Tang came to the door, the first step was also to look at these three points. Master Xiao Li first looked at the brushwork and said, "The eye contact of the characters in your painting is a typical 'finishing touch' technique of Fan Zeng. The eyeballs are dyed with thick ink, and the blank spaces are particularly vivid." Then he looked at the seal and took out a small magnifying glass, saying, "This' Fan Zeng's Seal 'has a small gap at the stroke turning point, which is a characteristic of his commonly used seals in the 1980s." Finally, he touched the paper and said, "This is a special clean skin Xuan from Jing County, Anhui Province. At that time, only Da Ya Tang could get it, and imitations rarely used such good paper." The easiest pit to step on is "only looking at the certificate, not the painting. The institutions I have previously worked with said "it must be real" when they saw the exhibition certificate in my hand, but Master Xiao Li reminded me, "The certificate can be imitated, but the ink cannot. Last year, there was a calligraphy piece with a" double certificate "on it, and we knew it was imitated at first glance. Later, we found out that the certificate was forged

　　第二步：報(bào)價(jià)得有 “依據(jù)”，別被 “高價(jià)” 迷了眼搞清楚是真跡后，就該談了。老馮特意叮囑：“別一上來就問‘能給’，先問‘你們?cè)趺炊▋r(jià)’?！?靠譜的機(jī)構(gòu)會(huì)告訴你參考依據(jù)，不靠譜的只會(huì)瞎報(bào)價(jià)。大雅堂的報(bào)價(jià)流程讓我很踏實(shí)。小李師傅在平板上打開個(gè)表格：“您看，這是近三年范曾同類尺寸人物圖的成交記錄，嘉德春拍那幅 6 平尺的，成交價(jià) 120 萬；上個(gè)月瀚海拍了幅 5 平尺的，108 萬。您這畫是 5.5 平尺，保存得不錯(cuò)，就是右上角有點(diǎn)黃斑，我們扣掉修復(fù)費(fèi)用，能給到 110 萬。”容易掉的陷阱是 “高開低走”。有個(gè)機(jī)構(gòu)一開始報(bào) 150 萬，等我?guī)е嬤^去，又說 “印章有點(diǎn)模糊，得降 30 萬”“紙張有折痕，再降 20 萬”，只給 100 萬，比大雅堂的報(bào)價(jià)還低。小李師傅說：“這種‘釣魚價(jià)’就是先把你勾過來，再找各種理由壓價(jià)，我們行里叫‘打悶棍’。”大雅堂有個(gè)規(guī)矩：報(bào)價(jià)時(shí)必須出示三份依據(jù) —— 近半年同類作品拍賣記錄、當(dāng)前畫廊流通價(jià)、同尺寸作品的收購價(jià)。“我們賺的是合理差價(jià)，不是靠忽悠?！?小李師傅這話，讓人聽著踏實(shí)。

　　Step 2: The quotation must have a "basis", don't be blinded by the "high price", and after confirming that it is genuine, it is time to negotiate the price. Old Feng specifically reminded, "Don't just ask 'how much can you give' when you come up, first ask 'how do you price?' Reliable institutions will tell you the reference basis, while unreliable ones will only blindly quote. The quotation process of Da Ya Tang makes me very down-to-earth. Master Xiao Li opened a table on the tablet and said, "Look, this is the transaction record of figures of the same size as Fan Zeng in the past three years. Jia Dechun auctioned a 6-meter one for 1.2 million yuan, and Hanhai auctioned a 5-meter one last month for 1.08 million yuan. Your painting is 5.5 square feet and well preserved, but there is a slight yellow spot in the upper right corner. After deducting the repair cost, we can give it 1.1 million yuan." The easiest trap to fall into is "open high and leave low. An organization initially quoted 1.5 million yuan, but when I brought the painting over, they said, 'The seal is a bit blurry, we need to reduce it by 300000 yuan' and 'The paper has creases, we need to reduce it by another 200000 yuan'. In the end, they only gave me 1 million yuan, which is lower than the quote from Da Ya Tang. Master Xiao Li said, "This kind of 'fishing price' is to first hook you up and then find various reasons to lower the price. In our industry, it's called 'beating the stick'." Da Ya Tang has a rule: when quoting, three pieces of evidence must be presented - the auction records of similar works in the past six months, the current circulating price in the gallery, and the purchase price of works of the same size. What we earn is a reasonable price difference, not through deception, "said Master Xiao Li, sounding reassuring.

　　第三步：簽合同要 “咬文嚼字”，這幾條不能少談好別著急成交，合同才是關(guān)鍵。老馮的筆記本里記著：“合同里必須寫清這幾點(diǎn)：字畫真?zhèn)呜?zé)任、付款時(shí)間、違約責(zé)任、爭(zhēng)議解決方式?！贝笱盘玫暮贤乾F(xiàn)成的制式文本，但會(huì)根據(jù)具體情況補(bǔ)充條款。我那幅畫有原藏家的題跋，小李師傅特意在合同里加了條：“經(jīng)核實(shí)，題跋為原藏家真實(shí)手跡，與畫作匹配。” 付款方式也寫得明明白白：“鑒定無誤后，當(dāng)日通過公司賬戶支付全款，延遲按萬分之五賠償?！比菀缀雎缘氖?“保真期”。小李師傅主動(dòng)提出：“我們給三個(gè)月保真期，要是這期間經(jīng)認(rèn)可的鑒定機(jī)構(gòu)認(rèn)定為仿品，我們?nèi)~退款，往返運(yùn)費(fèi)我們承擔(dān)。” 之前接觸的機(jī)構(gòu)只肯給七天，還說 “出門概不負(fù)責(zé)”，對(duì)比之下，大雅堂的誠(chéng)意顯而易見。第四步：交接時(shí) “眼不離畫”，防調(diào)包有技巧簽完合同該交接了，老馮再三囑咐：“全程盯著畫，別讓它離開視線范圍?！?他見過有人在交接時(shí)被調(diào)包，真跡換成仿品，回頭找誰都不認(rèn)賬。大雅堂的交接流程特別規(guī)范。小李師傅帶來個(gè)帶鎖的錦盒，當(dāng)著我的面把畫裝進(jìn)去，鎖好后讓我保管鑰匙：“您跟著我們?nèi)サ昀镆残校覀冊(cè)谶@里辦完手續(xù)也行，畫您自己拿著放心?！?我們選擇在現(xiàn)場(chǎng)轉(zhuǎn)賬，他讓財(cái)務(wù)通過公司賬戶轉(zhuǎn)款，到賬后才接過錦盒，還當(dāng)著我的面拍了段視頻：“這是交接記錄，畫的品相和編號(hào)都在里面。”有個(gè)藏友的黃胄毛驢圖，就是在交接時(shí)沒盯緊，被換成了仿品，雖然通過法律途徑要回了錢，但折騰了大半年。

　　Step 3: When signing a contract, it is important to carefully discuss the price and not rush to close the deal. The contract is the key. In Lao Feng's notebook, it is written: "The contract must clearly state the following points: responsibility for the authenticity of calligraphy and painting, payment time, breach of contract liability, and dispute resolution method." The contract of Da Ya Tang is a ready-made standard text, but additional clauses will be added according to specific circumstances. My painting has an inscription from the original collector, and Master Xiao Li specially added a clause to the contract: "After verification, the inscription is the real handwriting of the original collector and matches the painting." The payment method is also clearly stated: "After the appraisal is correct, the full payment will be made through the company account on the same day, and compensation of 0.05% will be charged for each day of delay." The most easily overlooked is the "fidelity period". Master Xiao Li took the initiative to propose, "We offer a three-month authenticity period. If it is recognized as a counterfeit by a nationally recognized appraisal institution during this period, we will provide a full refund and bear the round-trip shipping costs." The institution we previously contacted only offered seven days and said, "We are not responsible for going out." In comparison, the sincerity of Da Ya Tang is obvious. Step 4: When handing over, "keep your eyes on the painting". After signing the contract, it's time to hand over. Old Feng repeatedly instructed, "Keep an eye on the painting throughout the entire process and don't let it leave your line of sight." He had seen someone being transferred during the handover, with the original work replaced by a replica, but no one would recognize them when they came back. The handover process at Daya Hall is particularly standardized. Master Xiao Li brought a locked brocade box and put the painting in front of me. After locking it, he asked me to keep the key: "You can follow us to the store, we can handle the procedures here, you can hold the painting yourself with peace of mind." In the end, we chose to transfer the money on site. He asked the finance department to transfer the money through the company account, and only received the brocade box after it was received. He also took a video in front of me: "This is the handover record, and the painting style and number are all inside." A Tibetan friend's picture of a yellow armored donkey was replaced with a replica during the handover, but he didn't pay close attention to it. Although he finally got the money back through legal means, he tossed it around for half a year.

　　“名人字畫太珍貴，一點(diǎn)馬虎不得?！?這位藏友的教訓(xùn)，值得每個(gè)賣家記牢。第五步：售后別大意，保留憑證好維權(quán)錢到賬、畫拿走，流程還沒完。老馮說：“所有憑證都要留著，少保存一年?！?包括回收合同、付款憑證、交接記錄，甚和鑒定師的聊天記錄。大雅堂會(huì)主動(dòng)給一套 “售后包”：合同原件、收款發(fā)票、畫的鑒定報(bào)告、交接視頻的 U 盤。小李師傅特意交代：“發(fā)票抬頭寫您的名字，以后想查這筆，憑著發(fā)票號(hào)就能在我們系統(tǒng)里找到記錄?！鄙蟼€(gè)月幫朋友處理一幅啟功書法，他嫌麻煩不想要這些憑證，我硬逼著他收好了。后來他想知道那幅畫的下落，通過大雅堂的系統(tǒng)查了發(fā)票號(hào)，果然查到已經(jīng)被一位收藏家買走，“知道畫有了好歸宿，心里也踏實(shí)?！?朋友感慨道。走完這整套流程，才明白老馮說的 “回收名人字畫，流程比更重要”。街頭小店缺鑒定、拍賣公司耗不起、線上平臺(tái)沒保障，唯有像大雅堂這樣，把每個(gè)環(huán)節(jié)都做得規(guī)規(guī)矩矩，讓賣家看得明明白白，才能真正避開那些坑。如果你手里有名人字畫想出手，不妨照著這個(gè)流程走一遍：先自己摸摸底，再找靠譜機(jī)構(gòu)鑒定，談價(jià)時(shí)要依據(jù)，簽合同看細(xì)節(jié)，交接時(shí)盯緊點(diǎn)，售后憑證留好。像大雅堂這樣愿意把流程做透的機(jī)構(gòu)，或許不會(huì)給你天上掉餡餅的高價(jià)，但一定能讓你賣得省心、放心、安心 —— 對(duì)藏家來說，這比多賺幾萬塊更重要。

　　Celebrity calligraphy and paintings are too precious, no carelessness is allowed. "This Tibetan friend's lesson is worth remembering for every seller. Step 5: Don't be careless in after-sales service. Keep the vouchers and collect the rights protection money. The process is not yet complete. Lao Feng said, "All vouchers must be kept, at least for one year." This includes recycling contracts, payment vouchers, handover records, and even chat records with appraisers. Da Ya Tang will proactively provide a set of "after-sales packages": original contract, payment invoice, painted appraisal report, and USB flash drive for handover video. Master Xiao Li specifically instructed, "Write your name on the invoice header. In the future, if you want to check this transaction, you can find the record in our system with the invoice number." Last month, I helped a friend process a calligraphy piece for Qi Gong, but he didn't want these vouchers because he thought it was troublesome, so I forced him to keep them. Later, he wanted to know the whereabouts of the painting and checked the invoice number through the system of the Grand Hall. As expected, he found that it had been bought by a collector. "Knowing that the painting had a good home, I felt at ease," said my friend with emotion. After completing this entire process, I finally understood what Old Feng said, 'Recycling celebrity calligraphy and paintings, the process is more important than the price.'. Street shops lack authentication, auction companies cannot afford it, and online platforms have no guarantee. Only by following the example of Da Ya Tang and ensuring that every aspect is regulated and clear to sellers, can we truly avoid those pitfalls. If you have celebrity calligraphy and paintings in your hand that you want to sell, you can follow this process: first, feel for them yourself, then find a reliable institution to appraise them. When negotiating prices, you need to rely on them, sign contracts to see details, pay close attention to handover, and keep the after-sales certificate. An institution like Da Ya Tang, which is willing to go through the process thoroughly, may not give you a sky high price, but it will definitely make you sell with peace of mind, peace of mind, and peace of mind - for collectors, this is more important than earning tens of thousands of yuan more.

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