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.