Yes, like anything, the more you practice the better you will be. I also like to watch other Auctioneers; either lives or taped, because that helps me hone my craft. When I watch the Auctioneer Championships (yes, they do exist) on DVD, I rewind it a million times. I look for the traits I think are important and what I would like to see in an Auctioneer and I study how well, or not so well, they show themselves and sell. I practice in the shower, I practice when I’m jogging in the morning and I practice when I’m driving, which sometimes results in driving faster and alone in the carpool lane, forgetfully. 

Do you have tongue twisters or speed reading exercises? 

Tongue Twisters are great warm-ups and I practice them a lot. I incorporate different forms of counting and numerical increments and different ways of “dropping the handle” which simply means saying an amount in a way that takes less energy, but is clear. Speed comes with time, and it really doesn’t serve anyone at an auction if I move too quickly, especially at Fundraisers. Believe it or not, speed is not the most important element, clarity and knowing what I’m selling are.

That would be the million-dollar question and is a great secret. However, it does help when you provide guests with different opportunities to buy, as not everyone buys in the same way. For example, some folks love to get deals in the silent auction, some guests love the favored odds in a raffle, some folks love to buy practical things and some will buy whatever they want because it’s for a good cause. This approach ensures that you tap into the consumer and buying behavior of everyone in the room. The more you understand your guests, the more financially and creatively successful your auction will be. 

On a few occasions, folks have tried that, but raising your bid card is like signing a contract, and that is stated in the auction catalog rules. I always like to ensure that clarity of what I am selling provides no excuse for confusion, even with a couple cocktails under your belt. This is done in a variety of ways, but most commonly, if folks bid too high, they know it and don’t usually have big regrets about supporting the cause. I usually take it as a compliment when a guest tells me that they came with a budget and blew it. A job well done indeed!

I love auctioneering and sometimes can’t believe what an interesting career I have. I feel a tremendous amount of responsibility to my clients; I am beholden to them to make as much money as possible in a brief amount of time. Since the work is somewhat seasonal, when I’m on, I’m on. I have never been one to wish I were something I wasn’t, if I wanted to pursue something, I have. What I do know is that my forties are about Auctioneering. I’d like to leave the profession when I both still love it and am still good at it. I’ll never forget Walter Payton leaving the Chicago Bears when he still had a few good years left, and Seinfeld, knowing when to put the kibosh on it. I think it’s important to make room for other talent, turn over a new leaf, start a new chapter, whatever, just don’t bore folks (and yourself) with your self-granted tenure. I’ll know when my day has come.