An auctioneer’s DNA

The DNA of an Auctioneer

Jennifer E Kent talks with Dene Tucker, Director, RE/MAX Auction Services.

He’s one of the best in the business, and while Dene Tucker’s expertise extends beyond auctions, it is his passion that has led him to excel both as an auctioneer and mentor.

I sat down with him to discuss the notion of what makes an auctioneer. Is it something they are born with; and what exactly is ‘it’?

JEK: Are there certain characteristics that make for a great auctioneer?

Absolutely. First and foremost you need to be able to laugh at yourself, and let go of any ego.

The way in which you speak to others and connect with people is important. Having personality is a given, but the fast-paced nature of auctions requires an ability to think on your feet and be quick-witted.

And you need genuine advocacy for the seller, and really want to get the job done.

JEK: What about ‘learned skills’?

There are two main skills - the theatre (process) of auction and strong negotiation skills. These are both learned skills and a strong auctioneer must have the ability to ensure they complement each other.

JEK: What does an auctioneer’s responsibilities involve, aside from calling an auction?

You don’t just turn up the day of the auction! You are part of the entire marketing campaign, establishing a relationship with the seller and the agent from the beginning, being available throughout the campaign, having a presence at the reserve/strategy meeting through to the auction itself… is important. Also, on the day of auction, being approachable and mingling with buyers to get to know their motivations prior to auction.

JEK: How important is the auctioneer-seller-buyer relationship?

It’s important that an auctioneer gets to the buyer’s level fast. This comes from understanding their motivation to buy, resulting in confidence for both buyer and seller at auction.

Maintaining these relationships is incredibly important. From a seller’s perspective, having communication throughout the auction process, in particular throughout the auction call, is vital.

JEK: How does calling an auction relate to theatre?

A common misconception with auctions is that it is ‘all for show’. Granted, it is theatre - with the auctioneer taking centre stage - but there’s nothing smoke and mirrors about it. Quite the opposite actually, and it is the auctioneer’s responsibility to ensure transparency. Reading an audience comes naturally to some, and is a highly valuable skill to possess. Understanding and being conscious of body language and eye movement will help in understanding when to push and when to back off. Being able to connect with the buyers is important. JEK: Do you need to have a ‘big’ personality to become a successful auctioneer?

There is no doubt that a person’s personality plays a part; but in saying that, there is no one type of personality that best suits the profession of auctioneer. For some, when calling an auction, a certain persona comes out – almost an ‘alter ego’ in some cases. People are drawn to charismatic people. Whether that comes naturally to them or is part of their stage persona, having a strong stage presence and delivering with confidence will undoubtedly lead to a stronger engagement with the crowd/buyers.

JEK: You must work with many different personalities through your Art of Auctioneering course.

People with different personalities, with different traits, can become successful in the profession. What they do have in common, which is paramount to the success of any auctioneer, is that they are all passionate about calling auctions. It is a large part of what individually gives them such a presence up there, and why people are drawn to them.

JEK: What is your advice for someone interested in becoming an auctioneer?

The same advice I would give a client who is buying or selling. Make sure you experience the auction process first-hand. Listen to others’ experiences. And completely understand and trust the auction process.