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In the final week leading up to an auction, generating energy and momentum is critical to achieving the best possible result. Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions, shares his tried-and-tested approach for ensuring both vendors and buyers are fully prepared and engaged.
Follow up with every buyer
To create momentum, the first step is to contact every single buyer who has shown interest since the property launched. “Anyone who enquired or inspected – even as far back as day one – needs to hear from you during this final week,” Bo said. “Don’t let anyone slip through the cracks.”
This eKort ensures that all potential bidders are informed, engaged and reminded about the opportunity. Even those who initially seemed lukewarm may be inspired to participate.
Pro tip: Don’t ignore incomplete enquiries. Follow up with email-only contacts to ensure you’ve left no stone unturned.
Meet with the vendor – twice
Face-to-face meetings with the vendor are non-negotiable during the auction’s final week. “These meetings are your chance to ensure there are no unanswered questions, clarify all terminology, and confirm that the vendor feels confident about the process,” Bo explained.
Involve the auctioneer: The auctioneer should also connect with the vendor twice this week. This additional contact builds trust and ensures everyone is aligned ahead of the big day.
Prepare serious buyers
While staying in touch with all buyers is essential, a personal touch with your hottest prospects is invaluable. “Your most motivated buyers need to meet with you in person,” Bo advised. “It’s not just about logistics – it’s about helping them feel prepared and confident for auction day.”
What to cover:
• The auction process and what to expect on the day.
• Insights into other buyers they might be competing against.
• Key highlights of the property, including vendor insights about what makes it special.
These face-to-face meetings make buyers feel supported, reducing hesitation and increasing the likelihood of strong bidding.
Stick to the plan
Bo emphasised that success comes from consistency. “Follow the process – contact every buyer, meet with your vendor, and engage your serious buyers,” he said. “This creates the energy and momentum you need for a successful auction.”
The week leading up to an auction is your chance to build energy, inspire confidence, and ensure all parties are ready to perform. With clear communication, a focus on face to-face engagement, and a commitment to your process, you can create the conditions for an outstanding result.
Adrian Bo is the CEO of Adrian Bo Training & Auctions.
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