How to Really Score at the Flea Market

1. Get there early. Picture this: It’s 5 a.m. in early April. There we are, my mother and I, in the predawn darkness, unpacking boxes of items we hope to sell at the market that day. In a matter of seconds, flashlights and headlamps are shining on us from every direction. People are running, aiming their focused beams into our still-full boxes, into our loaded cars. They trot by shouting, “Majolica!” “Records!” “Art pottery!” “Costume jewelry!”

These die-hards paid $40 to grab whatever they could before the market’s official 8:00 opening. This is what you’re up against.

Get to the market as early as possible to catch sight of every dealer’s primo goods.

2. Dress down. Tone down your appearance. Remember: You’ve come for a deal. Park the Benz in an inconspicuous spot, don’t prance through dressed in your Sunday best and leave the 3-carat stunner in your jewelry box. If you're overdressed, things will be overpriced.

3. And stay late. Dealers balk at the prospect of repacking 17 boxes and traveling back home with a full van. Their only mission: Getting rid of as much as possible while making a good chunk of change. (Why else would they wake up at 3:30 a.m. and then roast all day in the afternoon sun?) The closer it gets to closing time, the more a dealer is willing to negotiate the price of an item that hasn’t sold.

4. Ask questions. See something similar to what you want, but not exactly? Query the dealer. Chances are, he or she has it back at the house, shop or storage facility and will offer to bring it to the market next week. How’s that for service?

Likewise, aim to learn about a piece’s provenance or where the dealer found it; a story always adds to an item's allure. Ninety percent of the fun to be had at market is hearing all the stories — I could do it all day long. (This will also help you hone your flea market eye and aid you in building dealer rapport, both crucial in the fine art of number five.)

5. Haggle. Always ask for a deal. It’s a centuries-old tried and true practice at every flea market worldwide — from Brimfield’s booths to Morocco’s souks. Politely saying the words, “Can you do any better on this?” (in the appropriate language) won’t be met with insult; rather, it usually results in at least a 10 percent reduction in price. (If a dealer won’t budge, it’s probably because she or he paid too much for the item, so savings can’t be passed on without a loss.)

If you’re buying more than one piece from a dealer, it’s customary to ask for a discounted price on the grouping, too. Generally, $5 off is the cap, but dealers will often throw in free items. Look around for books (usually very affordable) or statement-worthy decor to place on shelves, or perhaps another piece for an existing collection.

6. Learn to see potential. Oh, you’ll see items in various states of disrepair at the market, but they’re usually priced accordingly. Just because a tablecloth has a stain, a skirt is missing a button or a couch is in need of some TLC doesn't make it worthless. When something is offered for a tenth (or a hundredth) of its retail price, the time and effort to refurbish and reupholster is worth every penny.

Plus, one of a kind is far better than run of the mill. Go the distance to make objects distinctly yours, either with a coat of bold-colored paint or brand-new hardware.

Restain or replace run-down picture frames and sew patches onto a jean jacket or a vintage Pendleton blanket. Friends will be dying to know where you got your traditional or modern side chair or the acid-yellow bar cart — but they’ll never be able to find it; that's custom, baby.

7. Limit mistakes. All the pros have spent years in the business honing their eye, learning to spot diamonds in the rough. What you don’t hear is that each has made many bad purchases (aka worthless junk) as they’ve come up the ladder. Learning to limit these over time is how you really get the best deals and find the best stuff. Here are some good rules of thumb as you walk around:

For starters, don’t buy a lamp unless you know it works. Find a source of electricity and try it out — never just take someone’s word for it. Sure, it may have worked yesterday or last week, but if it's old or the car ride was rough, it's really anyone's guess today.

If you’re scouting furniture for a specific room, measure the space (and doorways) beforehand and carry a tape measure around with you at the market.

8. Buy what you like. It’s really that simple. And it bears repeating: Sometimes something just sings to you.

For this reason alone — not because something is collectible, it’s old or it’s worth a ton of money — you should jump on it and not worry. Don't be afraid of buying something you love, if you can afford it.

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