President Lance Walker Q&A

A Q&A with President Lance Walker, CAI, BAS, CES

Why did you want to become NAA President?

My desire is to help lead us toward the many opportunities that are ahead for our profession. This is an exciting time for auctioneering in that many companies are experiencing growth and change. It is a challenging time for the NAA to lead in advocating for our profession. I want to encourage members to be a part of explaining the importance of protecting and advancing the auction method of sale to our local, state, and federal lawmakers. I want us to explore new ways to do things such as 1) evaluating the best way to present our conference and show, 2) examining our educational offerings and making sure we are providing what the membership needs, 3) providing more opportunities for our auction community to network, 4) expanding our community so that all members feel a part of it and 5) expanding our membership opportunities to our all-important support staff and other auction industry workers.

Why now?

The time was right for me now as my son, Eric, has joined our firm and taken over much of the workload. Also, our company has added several auction managers, which has helped free up time for me to take on this vital leadership role. My many years of experience, combined with a desire to be open to new innovative ideas, will help the NAA to grow and provide the best support possible to our very deserving membership.

What do you want to see happen in the next year for the NAA? What are your priorities?

Advocacy is of utmost importance. Appointing Attorney Addison Dower Russell to the Board will be a real plus in advising us in improving our methods of contacting local, state, and federal officials about matters that affect our auction industry. Being from an active auction family and experienced in working in auctions and attending numerous NAA events, she has experience representing small business professionals in the best practices for advocating our needs to public officials. Growing participation in the NAA Day on the Hill is a priority. We have seen how speaking to our Congressional representatives has helped us defer actions and potential legislation that would harm our profession. Seeing that new members feel a part of our association is another priority. We need to support those who need guidance in advancing their career. I want more NAA members to proactively educate the public by writing articles, getting involved in civic clubs, and presenting to professional groups the advantages of buying and selling at auction. This will help the public see the benefits of hiring an NAA auctioneer.

How can the NAA continue to grow?

1) Focus on helping new members so they will see the value of sustained membership; 2) continue providing quality speakers for state conferences and, in the process, recruit auctioneers who do not belong to the NAA. 3) Explore revamping our conference and show so that our time attending is well spent, profitable, and deemed a must-attend event for most auction practitioners. 4) Promote the new education programs the Education Institute has rolled out so that auction support staff and other auction industry professionals will want to be a part of the NAA. 5) Find ways to work with and include auctioneers from other countries who look up to us as industry leaders and are reaching out for support. 6) Each NAA member should select one non-NAA auction industry professional they know with the goal of sharing the value of NAA membership with them. A personal testimony to a fellow auctioneer is often the most effective method of gaining their interest in the NAA.

How can our four Cornerstone Committees best serve the NAA in the years to come?

The auction community’s Involvement in our four Cornerstone Committees-Advocacy, Community, Promotions, and Education will continue to grow in importance. The more the membership gets involved in one of the committees, the more our profession will develop and improve. Advocacy will help organize auctioneers to become better involved in local, state, and national issues that affect our industry. Promoting what NAA has to offer auctioneers and staff, plus promoting our industry to the world, will increase participation in attending and choosing an auction as a viable way to sell assets. Auctioneers sharing with one another and actively networking will strengthen our auction community and foster profitable alliances among auction professionals. Our education offerings are of high quality, and our plans are to increase what we have to offer and continue to upgrade our designation courses, which have proven to help auction companies grow their business.

Where do you see the industry a year from now?

A year from now, we will have a vibrant, growing, ever-changing auction industry. Companies will continue solidifying their market center with more specialization, but there will still be room for the general auction companies. Live auctions will continue to be popular in rural areas, and online auctions will continue to increase in metro areas. Live auctions will still thrive in the auto, livestock, equipment, and farm auctions. The benefit auction industry will continue to grow in popularity, with live auctions being the norm. The equipment industry side of our industry has exploded but must reach a peak at some time. The sale of real estate at auction should continue in popularity as the public sees the advantage of competitive bidding in an escalating market. There will continue to be considerable demand for auctions for seniors in transition, but prices may rise slowly with the abundance of household goods on the market. The collector market should remain strong as people look at various investment methods. More young adults will see the value of an auction career and enter it in some form.

What has made your career successful?

It started with a positive work ethic learned from God-fearing parents and being raised on a farm. I knew little about business until my auctioneer father-in-law took me under his wing and taught me the value of competitive bidding, taking risks, and putting a deal together. Putting the client first has always proven to be my best guide in making decisions. I learned that spending money promoting the company and getting your name out in front of the public makes the phone ring. Treating buyers respectfully and making them feel appreciated is also a key to success in the auction business. Many of our referrals come from buyers as well as sellers. Marrying my business partner was probably my best decision. A happy marriage combined with a partner you can efficiently work with, and that relates well with the public contributes significantly to our success.

What does it mean to you to have family in the industry with you?

All three of our children worked in the auction business growing up. It gave them a sound work ethic and the ability to communicate with adults at an early age. Fortunately, one of my children chose to stay in the business with us. I could not ask for a better working partner than my son Eric. He is much more knowledgeable on the technology side of our business and is quickly learning how to sell. I appreciate that he questions why we do things a certain way and causes me to think outside the box. Terri and I have learned that she is best at booking an auction, and I am best at carrying out the details of running the business. Although we are on the job 24/7, we enjoy what we do. I have realized she needs time to shop until she drops, and she knows I have to cope with my addiction to fly fishing. “Yes, dear” is an important phrase that keeps peace and stability in our marriage and work.

Who is Lance Walker... in your own words?

Lance Walker is a Kid of the King, devoted lover to Terri, proud father to Conner, Eric, and Caroline, speaks Auctioneeze fluently, fly fishing fool, addicted to crossword puzzles, musically inclined, comfortable in front of a crowd, an enjoyer of one on ones, conservative to the core, honors the past, enjoys the present, looks forward to the future, looking for a new adventure, enjoys freshly squeezed orange juice and strawberries, proud of my parents and my rural upbringing, puts family first, spoiler of grandchildren, teacher, fast talker, good listener, student of the Bible, enjoys participating in auction alliances, worries too much, seeks the truth, beneficiary of sound advice from several mentors, sharing, caring, hopeful, uplifting, and honored and humbled to be President of the National Auction Association.