Ask the Experts: How do you mentally prepare for an auction?
John S. Nicholls, Nicholls Auction Marketing Group
There are so many questions auctioneers ask themselves when putting on a live auction – before the bidding even begins! Where and how do you find clients? Will you have enough clients to stay in business? Did you promote the auction to a wide enough audience? Will enough people show up? Will the highest bidder bid enough? Will the auction go off without a hitch? Will it rain? Will we have to reschedule?
Auctioneers are put under immense pressure when running a live auction. Lofty expectations are placed upon them to perform – both by their clients and the people depending on them, but most importantly by themselves.
How are auctioneers able to quiet their minds and get into the right headspace to keep an auction running smoothly, in the middle of all this chaos?
“I put myself into the sale. Even many of the old-timers have just a few seconds of getting settled in. You still have to settle into your audience and find where the boundaries are and who the players are. I think it took me about 15-18 minutes the first time out to get past the stiffness until I got used to that camera and that public.” “I think I had more confidence in my wife than in me. She’s always been the part that you never see – the grease and the glue that keeps it all going. It’s a team effort. If you don’t have that team effort, it slows you down.Barry Cole, United Country A.B. Cole & Associates Auction & Realty
“I prepare with chant drills; read over my opening announcements; have my staff in place to do the heavy lifting.” Say a prayer before stepping up on the auction block. Lamar Fisher, Fisher Auction Company
“I mentally prepare for auctions by concentrating on my voice preparation and preservation, reviewing my merchandise and trying to focus on the most valuable items, and always with prayer for the best results.” “My only lucky charms are lots of prayers, and my dog Domino. Stan Crooks, Auction America Inc.
“You need to be mentally sharp and focused. You need to be in the zone. We are handling our client’s most important assets. We may do it multiple times a day, but they may only do it once in their lifetime. Be dialed in and understand that we’re only as good as our last auction. Sell every auction as if it were your last.” John S. Nicholls, Nicholls Auction Marketing Group
“Honesty and integrity are the cornerstone of my business. I strive to please the LORD first and if you do that, you have no trouble pleasing your clients.” Darwin Plumlee, Plumlee Auction Service