How I Mentally Prepare for Auction Day
There’s nothing like an Auction to get the heart rate pumping, and you’d think that after hundreds of auctions I’d be cool as a cucumber — but in truth, I’m not.
Here’s what I do to calm the nerves so I feel more in control and prepared for what is about to unfold.
Getting “in the zone” is an important part of my auction preparation routine.
My first EVER auction experience went down like this …
To say I was nervous was an understatement. My heart was pounding and I swear the auctioneer and anyone else who had eyes on me could see my hand shaking as I held up the bidder’s paddle and placed that first bid.
They didn’t know, but I did. It was my very first auction as a non-by-stander but I was doing my best to look like it was my 100th.
Whether you’re a hired professional or a regular buyer - No one ever forgets their first auction experience.
And for me, it would be my first of (hopefully) many.
After all, as a professional property buyer’s advocate, representing clients at auction is a crucial part of my job.
Ten years on and I’m a lot more comfortable stepping into that auction arena. Nowadays, I know the game. And I know it well.
But what people don’t realise about property auctions is that it’s not just about turning up, winging it and hoping you have the biggest budget on the day.
There’s an art to it.
A sequence of steps and rules you need to know if you’re going to put yourself in the strongest position to secure the property - for the least amount of money.
My Auction Prep Routine.
As a professional auction strategist, I have come up with my own pre-auction routine that gets me in the right headspace for what is to come.
Here’s an insight into what this process looks like:
I break it down into two parts - my physical routine and my mental one.
Let’s start with the physical.
This is all about how I look and why it’s important I’m dressed for success.
Ultimately, the way we present ourselves to the outside world, including the clothes we wear, makes an impact whether we like it or not.
I like to look sharp, professional and like a little assassin ready to own the room.
Most people who bid at auction dress in what they feel comfortable in but as a professional, I feel it’s important to show the crowd you mean business — and this means looking the part.
For me, Louboutins are a must but unless I’m bidding in an auction room, I’ll opt for shoes with a solid heel so I’m not sinking into the lawn or putting an indent in someone’s timber flooring.
Red lipstick always seems to give off that “polished” look and unless I’m going to be standing in 30 degree heat, I’ll opt for a sharp jacket to polish the look. My go to is my navy Dior with the gold buttons. I feel my most confident when I put this on.
My hair is clean and sleek, my make up is minimal apart from the lippy, and my outfit is on point.
You don’t need to dress in designer gear but make sure to choose items you feel your most confident in.
Representing a client at an auction in Isle of Capri, Gold Coast. (We secured the property following a heated bidding war with 4 other buyers.)
The aim is to give an aura of confidence and professionalism.
Remember, if you’re bidding to win, all eyes are going to be on you so give them something to look at that sends the message of confident, in control and professionally presented.
I once attended an auction where I was the under-bidder to another Buyer’s Agent and after the auction had finished, a by-stander asked the selling agent who I was. Although the other buyer’s advocate placed the winning bid, it was me that impressed this onlooker the most.
Next up I’m making sure I have everything I need for the auction.
Running through my checklist I’m ticking off the following:
Notepad and pen (to record the bids so I don’t get confused and can keep up with the bidding). Some auctioneers go super fast so it’s a good idea to record the bids as they come in, whether it’s your bid or someone else’s. It also makes you look super professional.
Water bottle. Most auction events offer free water but not all. I never like to be caught out without a drink at hand.
Hat or umbrella. If the auction is held outside, bringing a hat or umbrella will be your saviour as everyone else gets burnt to a crisp or rained on.
Dark sunnies. If it’s bright outside, these are a must. Not just for the poker face look!
Auction paperwork. I usually pre-register so it’s all out of the way and done when I arrive, but I always make sure I have my driver’s license as ID and copies of my authority forms just in case.
The mental prep …
Once I’m confident I have everything I need and I’m feeling good about how I’m presenting myself, it’s time to get into the right headspace.
As an introvert, I know that auctions wreck me.
It usually takes a whole day for my body to recover from the adrenaline and so I always plan my post-auction routine to allow for emotional recovery.
This means booking a massage and clearing my schedule the following day as best as I can.
So knowing the massage is booked, and I have a plan for my own self-care, it’s time to prepare for the actual auction.
Time is my friend.
Allowing plenty of time to arrive at the property (or auction room) means I’m not stressed from rushing.
I like to arrive at the venue at least half an hour early. I sit in my car for the next ten minutes and do a breathing exercise. I visualise what I think might happen and go over my bidding strategy one more time. During this time, I also check in with the client and make sure they’re ok because I know they’re likely feeling it more than I am.
I’ve represented some pretty powerful people in my time and it never ceases to amaze me how auction affects them emotionally.
The more powerful the person, the more they’re likely to be rolled up in the foetal position trying to calm their nerves!
I’ve always put it down to the fact that these people are used to being in control, and auction forces them into an uncontrolled environment.
When you’re used to calling the shots and getting your way, the nature of a property auction throws all this out the window.
I’m ready. Now what?
Once I feel emotionally ready, I’m out of the car and headed to the property (or the auction room) to finalise registration, grab my bidder’s paddle and position myself in a prominent spot beside or in front of the auctioneer.
I do this strategically to appear as dominant and like I’m part of the auction team. It confuses other bidders at best because when I do start bidding they don’t know if I’m part of the sales team, or who the heck I am!
I know most buyers turn up to auction and just wing it but as a professional, I’m mindful of having a pre-organised plan and strategy — and you should be too!
After all, it could very well be the difference between a great result and a not so great one.
If you’re about to bid at auction soon, feel free to steal my preparation steps above. If anything, you’ll feel a little more in control and ready for the day.
Good luck!
Hey there! I’m Wendy Russell.
I’m an independent buyer’s advocate, investor and self-made businesswoman with a knack for spotting a great property.
Representing a client at Auction at the Calile Hotel in Brisbane, Queensland.
