藏了八年的那幅范曾人物图，终于下定决心出手。联系回收机构前，特意找玩字画三十年的老冯取了经。他掏出个磨得发亮的笔记本，上面记满了回收流程和避坑要点：“名人字画水太深，一步错步步错，按流程走才不容易被坑。” 后来通过大雅堂的上门回收，把画卖得顺顺当当，才明白老冯说的 “流程对了，钱就稳了” 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：初步鉴定别草率，先看 “三要素”老冯说，回收步不是问价，是先搞清楚手里的画是不是 “真东西”。他教我看三个要素：笔法、印章、纸张。“范曾画的线条像钢丝，您这画里人物的衣纹，是不是有股‘力透纸背’的劲儿？”大雅堂的鉴定师上门时，步也是看这三点。小李师傅先看笔法：“您这画里的人物眼神，是范曾典型的‘点睛’手法，眼珠用浓墨点染，留白处特别有神。” 再看印章，他掏出个小巧的放大镜：“这方‘范曾之印’，笔画转折处有个小缺口，是他 80 年代常用印章的特征。” 摸了摸纸张：“这是安徽泾县的特种净皮宣，当时只有大雅堂能弄到，仿品很少用这么好的纸。”容易踩的坑是 “只看证书不看画”。之前接触过的机构，看到我手里的展览证书就说 “肯定是真的”，小李师傅却提醒：“证书能仿，笔墨仿不了。去年有幅带‘双证书’的启功书法，我们一看笔法就知道是仿的，后来果然查出证书是伪造的。”

　　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：报价得有 “依据”，别被 “高价” 迷了眼搞清楚是真迹后，就该谈了。老冯特意叮嘱：“别一上来就问‘能给’，先问‘你们怎么定价’。” 靠谱的机构会告诉你参考依据，不靠谱的只会瞎报价。大雅堂的报价流程让我很踏实。小李师傅在平板上打开个表格：“您看，这是近三年范曾同类尺寸人物图的成交记录，嘉德春拍那幅 6 平尺的，成交价 120 万；上个月瀚海拍了幅 5 平尺的，108 万。您这画是 5.5 平尺，保存得不错，就是右上角有点黄斑，我们扣掉修复费用，能给到 110 万。”容易掉的陷阱是 “高开低走”。有个机构一开始报 150 万，等我带着画过去，又说 “印章有点模糊，得降 30 万”“纸张有折痕，再降 20 万”，只给 100 万，比大雅堂的报价还低。小李师傅说：“这种‘钓鱼价’就是先把你勾过来，再找各种理由压价，我们行里叫‘打闷棍’。”大雅堂有个规矩：报价时必须出示三份依据 —— 近半年同类作品拍卖记录、当前画廊流通价、同尺寸作品的收购价。“我们赚的是合理差价，不是靠忽悠。” 小李师傅这话，让人听着踏实。

　　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：签合同要 “咬文嚼字”，这几条不能少谈好别着急成交，合同才是关键。老冯的笔记本里记着：“合同里必须写清这几点：字画真伪责任、付款时间、违约责任、争议解决方式。”大雅堂的合同是现成的制式文本，但会根据具体情况补充条款。我那幅画有原藏家的题跋，小李师傅特意在合同里加了条：“经核实，题跋为原藏家真实手迹，与画作匹配。” 付款方式也写得明明白白：“鉴定无误后，当日通过公司账户支付全款，延迟按万分之五赔偿。”容易忽略的是 “保真期”。小李师傅主动提出：“我们给三个月保真期，要是这期间经认可的鉴定机构认定为仿品，我们全额退款，往返运费我们承担。” 之前接触的机构只肯给七天，还说 “出门概不负责”，对比之下，大雅堂的诚意显而易见。第四步：交接时 “眼不离画”，防调包有技巧签完合同该交接了，老冯再三嘱咐：“全程盯着画，别让它离开视线范围。” 他见过有人在交接时被调包，真迹换成仿品，回头找谁都不认账。大雅堂的交接流程特别规范。小李师傅带来个带锁的锦盒，当着我的面把画装进去，锁好后让我保管钥匙：“您跟着我们去店里也行，我们在这里办完手续也行，画您自己拿着放心。” 我们选择在现场转账，他让财务通过公司账户转款，到账后才接过锦盒，还当着我的面拍了段视频：“这是交接记录，画的品相和编号都在里面。”有个藏友的黄胄毛驴图，就是在交接时没盯紧，被换成了仿品，虽然通过法律途径要回了钱，但折腾了大半年。

　　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.

　　“名人字画太珍贵，一点马虎不得。” 这位藏友的教训，值得每个卖家记牢。第五步：售后别大意，保留凭证好维权钱到账、画拿走，流程还没完。老冯说：“所有凭证都要留着，少保存一年。” 包括回收合同、付款凭证、交接记录，甚和鉴定师的聊天记录。大雅堂会主动给一套 “售后包”：合同原件、收款发票、画的鉴定报告、交接视频的 U 盘。小李师傅特意交代：“发票抬头写您的名字，以后想查这笔，凭着发票号就能在我们系统里找到记录。”上个月帮朋友处理一幅启功书法，他嫌麻烦不想要这些凭证，我硬逼着他收好了。后来他想知道那幅画的下落，通过大雅堂的系统查了发票号，果然查到已经被一位收藏家买走，“知道画有了好归宿，心里也踏实。” 朋友感慨道。走完这整套流程，才明白老冯说的 “回收名人字画，流程比更重要”。街头小店缺鉴定、拍卖公司耗不起、线上平台没保障，唯有像大雅堂这样，把每个环节都做得规规矩矩，让卖家看得明明白白，才能真正避开那些坑。如果你手里有名人字画想出手，不妨照着这个流程走一遍：先自己摸摸底，再找靠谱机构鉴定，谈价时要依据，签合同看细节，交接时盯紧点，售后凭证留好。像大雅堂这样愿意把流程做透的机构，或许不会给你天上掉馅饼的高价，但一定能让你卖得省心、放心、安心 —— 对藏家来说，这比多赚几万块更重要。

　　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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