Auctioneering at Elite Levels

• By: admin
• On: 07/01/2024 15:24:10
• In: Contract Auctioneers

Among the most competitive positions to hold in the auction industry is that of a contract auctioneer. Even if it can sometimes be exaggerated, the mystique of the position is often derived from the unique command the contract auctioneer has over all the moving parts of an auction, particularly the high-stakes sales that involve classic cars or thoroughbred/purebred stock. But there's also the extensive travel, jetting around the country, and sometimes around the world, serving a multitude of clients that also lends to that mystique.

So, what does it take to get to that level, and how does an auctioneer know when they're ready to try?

“A lot of people want to hold that microphone, but they're not ready,” said Cody Shelley, a contract auctioneer marketing automobiles, purebred cattle, quarter horses, and heavy equipment. Shelley worked in the ring for several years before he got his foot in the door selling rerun cars, which was back when those were still being sold at automobile auctions. “There were more cars than they could possibly sell. I was just very lucky at the time I came in.”

But it wasn't all luck. His time in the ring helped him develop an eye for how the auction process ebbs and flows and how the auctioneers and the ringmen work together. It's something contract auctioneer Angie Meier, who works five auto auctions every week, also picked up after many years of block clerking and learning from the best in the industry.

“You need to understand what market you're actually in,” she said. “Understand the ins and outs of it and be a student of the craft.”

Nick Bennett, CAI, AMM, BAS, said the bulk of his contract work has come from taking a chance, letting people know what he wanted, and being willing and ready to step up to the microphone.

“Be proactive,” he said. “Don't sit on your haunches and expect somebody to come to you.”

Reaching the Highest Highs

Meier's achievements go back to 2005 when she was only two years post-auction college graduation and became the Texas rookie auctioneer champion. She's racked up many championships since, including winning the Lone Star Open in 2019. Those distinctions certainly don't hurt in paving a path to being an in-demand contract auctioneer.

“Contract auctioneering is becoming more of an elite situation,” she said. That climb is staying true to what you are, ethically and morally, and being right about how you're connecting (with others) at the auction. Your body language, your whole demeanor on the block, is so important.”

Bennett said simply being available will also help. He can't even count the times he's been called the day before an auction, asking if he can come to work it. “You better have your butt in that seat the next day,” he said. “I know that is hard, but if you want that job, be available.” But what about holding onto those jobs? With so much competition and highly skilled auctioneers all gunning for that gavel, what does it take to maintain the position? “Be ready for the job, and don't screw it up,” Bennett offered. “Don't step on your own toes while you're there.”

Shelley said that when he first started, he worried too much about making the right impression, but he finally realized that the client saw something in him; otherwise, they wouldn't have asked him to come.

“Do what you do every day, enjoy it and be professional and do your job,” he said. “If you're the right fit for them and they're the right fit for you, it will work out."

Playing “Hurt”

Saying “no” is not usually in a contract auctioneer's vocabulary and can cause strife. Being contracted to be at the auction means you must be there, even when you're beaten down and maybe even sick or injured. These industry veterans all agree that while you must make every effort to follow through with your promises, you also need to make arrangements to have someone step in for you if you're physically unable to do the sale justice. However, the profession can also take a toll on personal life. Bennett mentioned that his wife reviews 95 percent of his offers before he commits to a contract job.

“I think it's important to listen to yourself and to know your limits,” he said. “Keep in mind the different people in your lives, because it's no hidden fact that there are a lot of auctioneers that are divorced once, twice. It puts stress on relationships, and it's important for you to know what your priorities are.”

Meier said the hours and stress add up to contract auctioneering being a difficult job but she does her best to take care of her voice and give herself a break when needed.

“Sometimes, playing hurt is a little self-induced,” she said, mentioning one auction where she ran the show for four hours without a break. Now it is time to relax and go with the auction team and have dinner and drinks and unwind a little bit. Take care of your voice and be able to understand when your voice is stressed out to give yourself a break.”