My 6-Month Journey as a First-Time Coin Show Dealer: Lessons Learned About Pricing, Buyers, and What Actually Sells

I’ve Been Dealing With This Issue For Months

When my local coin club needed dealers to fill tables at our annual show, I raised my hand—completely unaware of the education headed my way. Six months and three shows later, I’ve picked up hard lessons on what actually sells, how to price it, and the mindset of buyers that you just can’t learn from a book. Here’s what I wish I knew from the start.

The Harsh Reality of Coin Show Economics

That first show was nerve-wracking. I brought a mix from my collection, priced everything at PCGS Price Guide levels, and quickly faced three tough lessons:

1. Free Always Moves (But You Can’t Build a Business On It)

The old dealer joke holds up—free coins fly off the table. But I learned the real skill is finding that balance between giving things away and pricing too high.

2. The $100-$300 Certified Sweet Spot

After tracking sales across shows, I saw what seasoned dealers already knew: PCGS and CAC coins in the $100-$300 range drew the most serious interest. My notes show a 67% sell-through rate for these, compared to just 28% for pricier items.

3. The Junk Silver Phenomenon

I was stunned when a $500 bag of 90% silver sold in 90 minutes. It taught me that at shows, easy-to-trade items often beat rare coins.

Pricing Psychology: The Dealer’s Invisible Hand

Watching buyers taught me the most:

• The Tire-Kicker Tango: Roughly 40% of visitors just want to handle coins. I started gently guiding them with, “I see you like that piece—were you looking for something specific in this grade?”
• The Lowball Two-Step: Experienced buyers often start with low offers. My turning point was asking, “Thanks for the offer—could you share what comps you’re looking at?” That quickly showed who was serious.
• The Keeper Coin Dilemma: A mentor warned me: don’t bring coins you love. When someone offered $2,800 for my prized 1881-CC Morgan (pop 3), the struggle was real.

The Inventory Formula That Finally Worked

After three shows, this mix delivered steady results:


75% certified ($100-$300 range)
- 60% PCGS/CAC
- 15% NGC
25% raw coins
- 10% semi-key dates
- 10% toners
- 5% junk silver/foreign


Security Lessons Learned the Hard Way

Nobody prepared me for:

• The “distraction team”—one person talks while another eyes your display.
• Why you should never leave cash in a locked drawer (they have keys).
• How to spot fake bills when making change (I lost $100 to a counterfeit).

The Long Game: Building Repeat Business

By show three, I had a system:

• Business cards with QR codes to my want list.
• A simple spreadsheet tracking buyer preferences (“John—likes toned Mercury dimes”).
• Follow-up emails with photos of new finds between shows.

That turned one-time buyers into regulars. My last show had 38% repeat customers.

Final Takeaways

After six months in the mix:

• Certified $100-$300 coins are your foundation.
• Price guides are references—the market sets value.
• 20% of buyers drive 80% of sales.
• Security is essential—always stay alert.
• Real profit often comes from buying smart, not just selling.

Would I do it again? Absolutely—but only with the lessons from those wild early months. The coin show floor is one of the last true free markets, and learning its rhythm made me a better dealer and collector.

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