The Auctioneer Doesn’t Just Turn Up on the Day - The Work Starts Long Before

There’s a common misconception in the industry (and definitely among vendors):

“The auctioneer shows up, calls the bids, and that’s the job.”

But any agent who has worked closely with a professional auctioneer knows the truth - the real work happens well before the crowd gathers on the front lawn. At Holmes & Co, auction day isn’t a performance. It’s the final step in a carefully planned strategy that starts from the day the auction campaign is locked in.

Here’s what actually happens behind the scenes.

1. Strategy Starts Days Before the Auction

By the time we arrive on site, the structure of the auction has already been mapped out.
During the week leading in, we work with you to look at:

• Buyer behaviour and enquiry strength

• Pre-auction offers (if any)

• Feedback patterns and price signals

• The vendor’s comfort level and confidence in the campaign

Together, we prepare the strategy - not just the script.

2. Pace and Energy Are Planned, Not Improvised

A smooth auction feels effortless… but it’s designed that way.

We determine ahead of time:

• How quickly we set the pace

• When to build tension

• When to slow down and let buyers settle

• How to manage crowd energy and engagement

The flow of an auction can influence bidding psychology and we tailor that flow to suit your specific campaign.

3. Bid Increments Aren’t Random

Every bid call isn’t just about numbers - it’s about momentum.
Before auction day, we map out:

• What increments set the right tone

• When we may need to tighten (or open) bidding

• How to maintain competitive pressure without losing buyers

• Tactics for low-start bidders and dominant bidders

It’s all calibrated to keep your campaign on the strongest trajectory.

4. Reserve Strategy Is a Team Exercise

Setting a reserve is rarely a simple conversation for a vendor - which is why we support you through it.

Together, we:

• Analyse feedback and buyer depth

• Review genuine price indicators

• Prepare the vendor mentally for the flow of the auction

• Establish a clear plan for when and how the reserve may be adjusted

When everyone understands the “why” behind the reserve, decision-making becomes easier and quicker on the day.

5. The Post-Auction Plan Is Locked In Early

Whether the property sells under the hammer or is passed in, we step into the next phase immediately.

Before auction day, we’re already aligned on:

• Priority buyers

• Negotiation sequence

• Messaging to each party

• How to use bidding behaviour to drive urgency

This is why many Holmes & Co auctions that are passed in sell within hours - not days or weeks.

When the Moment Comes, Everyone Knows Their Role

By the time the auctioneer is standing in the driveway, the agent, vendor and auctioneer are already working in sync. There’s no scrambling. No guesswork. No stress-driven decisions.

Just a clear, shared plan, executed with confidence.

Curious What This Looks Like for Your Next Campaign?

If you’ve ever wondered how a fully structured auction process could strengthen your results, let’s talk through the flow.

👉 Send us a message and we’ll walk you through exactly how we prepare, plan and execute with our agents - long before the first bid is called.