So… you want to be an auctioneer? Curious about what it takes to be a successful one? Interested in how their minds work and what they’ve done to acheive their success?

Unfortunately, we can’t help you there. We’re sign people. We’re clueless when it comes to this stuff. Lucky enough though, many of our most loyal customers just happen to be auctioneers! We asked some of the industry’s most seasoned auctioneers for their insight into personal challenges and triumphs, lessons learned, and advice for beginners.

Here are their answers.

Q: What originally drew you to the world of auctioneering?

“I’ve been in the auction business since I was 13, working as a handler/ringman, being the eyes of the auctioneers. I started working in the late 70s and went to auction school in 1981.” Scott Sykora, Sykora Auction Service, Inc.

“I got into the auction business in 1972 by accident. I never thought about being an auctioneer but I told the owner of the auction house if he needed any help to let me know. I meant to hold up things for the auctioneer. The next week, I walked into the auction house and he said, ‘here comes my auctioneer.’ I surprisingly stepped on the block and the rest is history.” Darwin Plumlee, Plumlee Auction Service

“I’m from Iowa, where auctions were part of the agricultural economy and culture. I worked for the local auctioneer as a kid, and then in my teens started working for an auto auction. In my twenties I started my own business, and was a frequent buyer at auctions. One day, I decided I wanted to try it myself. So I went to school, got licensed, and never looked back.” Stan Crooks, Auction America Inc.

“I grew up in the industry and my Father is an auctioneer. We were a family run business, so it’s all I knew from birth. The marketing aspect of the business is what really intrigued me. I wanted nothing to do with the auction industry until my last semester of graduate school, and I really started to see how that marketing literally was the biggest component as to the success or failure of the event.” John S. Nicholls, Nicholls Auction Marketing Group

“My father started our Firm in 1972, so I grew up in the auction business and knew at an early age what my career path would be.” Lamar Fisher, Fisher Auction Company

““I knew that coming from a rather blue-collar family, there wasn’t money to go around for everybody to go to college. And I really didn’t have a lot of direction getting out of high school. So the counselor said, how about we put you in the machine shop, and I thought, ‘that sounds like a good idea, my dad was a machinist so I’ll follow him in the trade.’ But it never was a love, it was a job. About the third year, I had gone just about as far as I could go and it would have been another 45 years of looking at the same speck on the wall. I just felt stifled in there. Then this gentleman that I worked with came to me with an article he wanted me to read. It was all about the Mendenhall School of Auctioneering and how they taught auctioneers. He said that the more he read that article, the more it pointed him straight to me. So I thought, ‘an auctioneer, I’ve never thought about that.’ Finally my wife and I decided to save up our money and our 2 weeks vacation, I went to school and graduated top of the class. But the main thing was that I found something that I actually loved. And it just rang the bell.” Barry Cole, United Country A.B. Cole & Associates Auction & Realty

Q: What’s one thing you wish you knew before becoming an auctioneer?

“I was first generation. I was not following my dad in an industry that he had already broken the ice for. I didn’t know anything. I had to go in, train, and create a spot. What I didn’t know was the importance of a business administration degree first, because I was embarking on something that took a business administrator’s knowledge to move me forward much quicker. I’m sure it set my career back 15 years if not 20. Had I pursued that degree first, than that would have prepared me much better and shortened the trip for me.” Barry Cole, United Country A.B. Cole & Associates Auction & Realty

“I wish I had known about how technology would change the auction business. Back when I started 40 years ago it wasn’t important, but it’s been a slow blindside for us. It’s very important to be adaptable.” Scott Sykora, Sykora Auction Service, Inc.

“How difficult at times it is to secure deals.” Lamar Fisher, Fisher Auction Company

“I wish I knew how much I would love the auction business, so I wouldn’t have wasted any time doing anything else!” Stan Crooks, Auction America, Inc.

“Growing up around it my entire life, I was pretty familiar with all aspects, but I really learned early on to diversify. Very important.” John S. Nicholls, Nicholls Auction Marketing Group

Q: What’s your favorite part about being an auctioneer?

“There are aspects to an auction. One, if you’re ADD, this thing moves. Whatever the scenery is, in a few minutes it’s gonna change and in most of the time in seconds. The faster it went the more I liked it. It’s not just the fast pace though. You have many things going simultaneously and that pleased me a lot. When you become experienced in your skill, you get to be able to talk to people and communicate in so many different ways, even when you’re calling the bid. You’re able to anticipate what’s going on in front of you even if it’s 400 people. Being a people person, I really enjoyed that part.” Barry Cole, United Country A.B. Cole & Associates Auction & Realty

“Every day we go out to work it is different. There’s nothing that’s the same. It’s an adventure every day. Our job is like a firefighter’s. We never know when that phone is going to ring and when it does, it’s a complete surprise.” Scott Sykora, Sykora Auction Service, Inc.

“Most people would think that bad weather is the worst part, but surprisingly, rainy days have sometimes been my best days. Nobody thinks anyone will show up on days like that, but because the bad weather prevents them from doing other things, they go to a sale!” Scott Sykora, Sykora Auctions, Inc.

“Auction Day when your sale goes as planned.” Lamar Fisher, Fisher Auction Company

“The people we get to help and the art of the deal. I love planning your work and working your plan, and when everything comes together for the desired outcome it’s very satisfying. I also love working with my amazing team. Phenominal people!” John S. Nicholls, Nicholls Auction Marketing Group

“My favorite part of being an auctioneer is probably that we never, ever get bored with work. Because it’s always changing, something new to learn about and someone new to learn from.” Stan Crooks, Auction America Inc.

Q: What’s your least favorite part?

“Two hours prior to an auction – the waiting time is painful.” Lamar Fisher, Fisher Auction Company

“My least favorite part is probably paperwork and office work, but I mostly hire people to do that work.” Stan Crooks, Auction America Inc.

“Constantly having to correct preconceived notions about the real estate auction industry. Many people think that real estate auctions are only for distressed properties, and this drives me crazy!! It is somewhat gratifying, however, to watch the lightbulb turn on when you educate them to our amazing world and the truth.” John S. Nicholls, Nicholls Auction Marketing Group

Q: What would you say to someone on how to deal with stage performance nerves?

(When asked if he was nervous for his first auction) “Oh my Lord! You have invested a lot of money, time, energy, pride, and then you’re going to put it all on display hoping it’s going to be enough. One of the best pieces of advice that I got from one of the instructors was to practice in the mirror. You can’t face an audience until you face yourself. That mirror is the best audience you got. It was one of the best training tools I had. Today I can’t wait for them to hand me the microphone.” Barry Cole, United Country A.B. Cole & Associates Auction & Realty

“That’s a great question. For me, the bigger the crowd, the more comfortable I am, the smaller the crowd, the less comfortable I am. You have to be energetic up there. As an auctioneer, you thrive off the energy of the crowd and they thrive off yours. Sometimes jokes will slip out because you’re talking faster than they can think, but everyone laughs and you keep the energy going.” Scott Sykora, Sykora Auction Service, Inc.

“All of us have nervous tendencies when stepping on stage. Be prepared, practice your chant, know your product in advance.” Lamar Fisher, Fisher Auction Company

“Stage performance nerves are normal. Learn to look above their heads, so you aren’t distracted by anyone’s expression. And remember, they are there to get what you’re selling, it’s not really about you!” Stan Crooks, Auction America Inc.

“‘Don’t practice so much that you get it right. Practice so much that you can’t get it wrong!’ Thorough and effective preparation will greatly ease the nerves. Some anxiousness is good and it gets the energy flowing. If you ever loose the gravity and seriousness of what we do, it’s time to find another occupation.” John S. Nicholls, Nicholls Auction Marketing Group

Q: What would you say was the biggest challenge you faced leading up to your first auction?

“You gotta be willing to work for nothing. It was so long before I got an actual payday. Probably 2 years later. I’d go there at daylight, we’d turn out a house, carry it all out to the yard, put on a jumpsuit over your good clothes, then you’d strip off those coveralls, sell all day, and then you’d help load up all that stuff that you’d sold. Then at the end of the day you’d get 25$… This is constantly thousands of miles, thousands of hours. If you don’t have ‘stick-to-it’, if you don’t have a branded desire to work, you’re not really gonna acquire being really good in the business. You’re only going to be so-so.” Barry Cole, United Country A.B. Cole & Associates Auction & Realty

“Stage fright. Once you start selling it goes away. I had long hair back then but they made me cut it. Appearance is important because you have so many people looking at you and judging you.” Scott Sykora, Sykora Auction Service, Inc.

“Did I book the deal right and are the buyers going to show up?” Lamar Fisher, Fisher Auction Company

“The biggest challenge as a new auctioneer trying to have an auction is to find consignors or sellers. When I didn’t have much to sell, I went out and bought merchandise from estates, storage, etc. to sell in the auction.” Stan Crooks, Auction America Inc.

“My Dad is a legend in the industry, and I knew there were going to be inevitable comparisons. That’s OK…. it’s normal. I put the pressure on myself to be as prepared as humanly possible, and act like I knew what I was doing. ” John S. Nicholls, Nicholls Auction Marketing Group

Q: How do you mentally prepare for an auction?

“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.” 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.” 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.” 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

Q: Do you have any lucky charms, superstitions, etc., that you use to ensure you have a good auction?

“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

“Say a prayer before stepping up on the auction block.” Lamar Fisher, Fisher Auction Company

“My only lucky charms are lots of prayers, and my dog Domino.” Stan Crooks, Auction America Inc.

“Preparation and effective marketing is the best lucky charm there is!!” 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

Q: what is the most important lesson/ lessons you’ve learned in your career as an auctioneer?

“The ability to multitask is acquired. you have to learn how to count differently, forwards and backwards – it has to be as autonomic as your breathing and heart beat. You’ve got bidders on the floor and recognition of who’s bidding and where’d the last bid come from and all these things going on. You have to look beyond all of that and into the psychology of selling. Understanding what it’s gonna take to get to the next bid and at that exact instant apply that to that situation. That’s a professional. You have to have the voice for it too. It just comes with some God-given talent, abilities that are already there, and you take it and work with those. Do not get into this business if you’re not a people person. I think now you have a better opportunity because now you have a tool called the internet. All we were back then was local. Back in the day, the amount of people that would come out to one of our auctions would be about 175-200. Also, you get beaten down for your stand and for your public display of how you felt about certain things. You’re gonna be popular sometimes, sometimes you’re not. But you have to be true to what you believe.” Barry Cole, United Country A.B. Cole & Associates Auction & Realty

“Our philosophy is overachieving and bringing more to the table for our customers. Treat your customer right, because your clientele will respect you if you’re respected in the industry. Don’t trust the internet. When you’re on the auction block your reputation’s on the line. Don’t be afraid to call bidders by their first name. Establish a relationship with your people. Get good at multitasking and reading body language. If you combine live auctions with online auctions you cast a wider net for potential buyers. Tell the truth all the time. If you tell the truth all the time, you don’t have to remember what you said.” Scott Sykora, Sykora Auction Service, Inc.

“Always have a back-up auctioneer at your auctions as you never know what might happen.” Lamar Fisher, Fisher Auction Company

“I would say my most important lesson is that business is built on relationships. Find out what you want to sell in your auction business, and look long and hard at who can supply that merchandise. Next, develop relationships with those people. Meet their needs, and they will meet yours.” Stan Crooks, Auction America Inc.

“‘People may forget what you tell them, but they’ll never forget how you make them feel.’ Also, “People do business with people they like and trust.” It’s all about people and relationships. If you are honest, hard working and do what you say you’re going to do, you’ll always have work. Of course, you also must remain relevant. The mission never changes, but the methods may change.” John S. Nicholls, Nicholls Auction Marketing Group

“Always have a web-site. Don’t put an auction date on your sign. Make them go to your web site for information. Always use 1-800-The-Sign for value and service.” Darwin Plumlee, Plumlee Auction Service

Q: What would you say is your greatest achievement in your career – the pinnacle of your contribution to the industry – so far?

“I made a promise to myself that if I ever made it up the line to where I could hire other people and have my own business then I wouldn’t treat them [the auctioneers] quite that hard. But we about starved to death in the first couple months and years. The first year that we really committed to business we were down to the last night, and I said I had to go get a job tomorrow. We were getting behind on our payments. The business wasn’t coming after struggling and working so hard. But I ran into an opportunity. The phone rang that evening for a nice auction, and somehow we were able to stay in business ever since. Nobody’s gonna pay you better than you pay yourself. But you have to have the guts for it.” Barry Cole, United Country A.B. Cole & Associates Auction & Realty

“Having a satisfied seller and buyer!” Lamar Fisher, Fisher Auction Company

“I have had several achievements in my career. I have been President of the Florida Auctioneers Association twice. I have been Bid Calling Champion. I am in the Florida Auctioneers Association Hall of Fame. I have taught at auction school. I have given seminars at the National Auctioneers Association. I have gone to Tallahassee to lobby state officials on behalf of the auction industry. I have travelled around the country and conducted auctions in many states, and even in other countries. I ahve been an expert witness in court cases. I have raised money for many charity organizations. My greatest contribution to the industry is surely to have a good reputation with my seller clients. Every time you take care of a client, and do what you say you will, you make a positive impact on the auction industry. That seller will speak favorably about the auction process, and that will give another auctioneer an opportunity in the future.” Stan Crooks, Auction America Inc.

“The most fun sale we have done was for Col. Ralph Albertazi who flew Air Force One for five presidents. We had items from all over the world as well as many items from the Presidents and the airplane.” Darwin Plumlee, Plumlee Auction Service

“My parents built our company from scratch, and the biggest pressure on me is to not screw it up and to honor their hard work and legacy. To be able to, with the help of an amazing team, grow our company and enhance how we can help our clients is the best way that I can honor my parents and our great profession. There have been too many wonderful hard working men and women who have paved the way for me to succeed, so it is my responsibility and duty to make them proud and take it to the next level while at the same time paying it forward to the next generation.” John S. Nicholls, Nicholls Auction Marketing Group

Thank you to all of our esteemed auctioneers for making this piece possible:

Barry Cole, Owner of AB Cole & Associates Auction & Realty LLC, United Country Master Auctioneer, Graduate Personal Property Appraiser, Certified Auctioneer of Real Estate, Accredited Auctioneer in Real Estate, Graduate Certified Auctioneers Institute

Lamar Fisher, President and CEO of Fisher Auction Company, Accredited Auctioneer in Real Estate, Broward County Commissioner, Graduate Certified Auctioneers Institute

John S. Nicholls, President of Nicholls Auction Marketing Group, Graduate of Certified Auctioneers Institute, Accredited Auctioneer of Real Estate and Auction Technology Specialist, World Wide College of Auctioneering Hall of Fame

Stan L. Crooks, President of Auction America Inc., Certified Auctioneers Institute, Certified Estate Specialist

Darwin Plumlee, Owner of Plumlee Auction Service, Certified Estate Specialist

Scott Sykora, President and Owner of Sykora Auction Service, Inc.

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