PRE-GAME STRAT­EGY

Elite Agent - - NATIONAL AUCTION | SPECIAL -

Auc­tion­eers vary in how much in­volve­ment they have in the cam­paign prior to auc­tion day. Some auc­tion­eers, such as Justin Nick­er­son, Gavin Croft and James Bell, be­lieve that the agent should take re­spon­si­bil­ity for the lead-in work where their ven­dor and buyer meet in the mar­ket on auc­tion day. This al­lows the auc­tion­eer to re­main in­de­pen­dent.

As an agent, Matthew Scafidi de­scribes how this works in prac­tice. “We al­ways have a pre-cam­paign meet­ing, a mid­way meet­ing and a pre-auc­tion meet­ing…it should be an op­por­tu­nity to be able to be pre­pared.” he says.

An al­ter­na­tive view, sub­scribed to by James Keenan, AJ Col­man and Re­becca Free­man, is that the auc­tion­eer can be in­tro­duced ear­lier so that the cru­cial con­ver­sa­tions for auc­tion day are pre­framed by the auc­tion­eer.

“Run through all sce­nar­ios that could hap­pen on the day and en­sure that every­one is ready for what­ever could hap­pen... and gear­ing them up to make quick de­ci­sions on the day when there may be a fair bit of pres­sure on them,” says Free­man.

Whether the pre-game is driven by auc­tion­eer or agent will come down to the pre­ferred prac­tice and the re­la­tion­ship be­tween the two, but the strat­egy is con­sis­tent: pre-game con­ver­sa­tions are crit­i­cal.

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