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REIQ Journal : March 2010
Q You've won the REIQ's Auctioneer of the Year award three times now, how can entering competitions such as this, and the Novice Auctioneers Competition, have an e ect on a career? Well, there's no doubt that competitions such as these have an e ect on anyone's career. There's no question about that. And I've always said to people, when they compete -- win, lose or draw -- the next auction they call after the competition will probably be the best auction they've ever done. It's a competition that takes you out of your comfort zone and really makes you mentally prepared and mentally tough -- it just has to be good for your career. Q What are the challenges facing auctioneers in today's market as opposed to 20 years ago? A The biggest challenge is probably the ever-changing legislation. Through my way of thinking, I believe the changes are positive and bene cial to auctioneers today. The quality of auctioneer and the quality of real estate agent today is probably a little more advanced and sophisticated, perhaps, than what they were 20 years ago. Q Having been in the industry for more than two decades, you'd have noticed changes in the industry. What have they been? A Not only the legislative changes, but the population in South East Queensland has probably almost doubled in that period. There have also been a number of notable changes in the style of housing and also there's an emergence of younger people entering the real estate industry, more so than ever. Particularly in an auctioneering sense, one thing that disappoints me is that some auctioneers make the auction more about 'look at me, look at me' and it's not about that. It's more about 'look at the product on o er'. Auctioneering should be like a good football game. When you watch the game, you hardly notice the referee -- the game just takes care of itself. The referee is in the background managing the game. I think that if all auctioneers strive to be the 'referee', today's auctions would be even better. And there are a number of auctioneers like that. Q Having called well over 20,000 auctions, you'd have the auction process ne-tuned. How do you prepare for an auction and has it changed since you were rst calling them? A I still prepare the same way now as I did 25 years ago. My process on calling auctions comes down to three areas; preparation, focus and practice. If you diligently apply all three to the auction, I believe you are on the right road to becoming a great auctioneer. Preparation is the key to any success. If you don't thoroughly research and prepare yourself mentally, then you run the risk of your auction being a disaster. I've got an old saying, "nothing's ever a problem until it is a problem, and always anticipate the unexpected." So get yourself prepared and continue to hone your skills to keep at the sharp end. Q What advice can you give rookies entering the industry? A Practice, practice, practice, practice, practice! And when you think you've practiced enough -- practice a little bit more. My advice to anyone entering the auctioneering game is -- auctioneering is not about 'look at me'. It's a privilege to be an auctioneer and should be treated with the utmost respect. When you go into somebody's home, they are entrusting you with the sale and you should do everything you can to make sure the process goes as smoothly as it possibly can. You should strive to make the outcome one everybody is happy with. A lot of people say you are only as good as your last auction, but I think you are only as good as your next one. REIQ Journal March 2010 Journal Q & A