Top 10 auction day blunders and how you can avoid them

Adrian Bo, chief executive officer of Real Estate Training and Auctions, has given insight into the frequent mistakes that auctioneers make when attempting to secure a sale.

With 35 years in the real estate sector, Bo is currently the CEO of Adrian Bo Training & Auctions.

He has also been ranked fourth and ninth in REB’s Top 10 Agents.

Drawing from decades of hands-on experience, Bo has observed a wide range of errors made by auctioneers when under pressure and underprepared.

Before highlighting these mistakes, he underscored one crucial skill that distinguishes a great auctioneer from an average one – adaptability.

“Anyone can call numbers, but the best auctioneers read the room, adjust their pace, manage momentum, and keep buyers engaged no matter what’s happening,” Bo said.

“The ability to pivot at the moment, fluctuate your tonality from calm, slow and confident to a high-pitch urgency style, handling an unexpected vendor-adjusted decision, a quiet crowd, or a bidder playing hardball – is what sets great auctioneers apart.”

To ensure a seamless auction day, Bo outlines the key mistakes he has witnessed among auctioneers, offering valuable lessons for those looking to refine their craft.

Top 10 common mistakes auctioneers make on auction day

1. Lack of preparation

If you don’t know the campaign inside out – who the key buyers are, where the vendor stands, and the objections raised during the campaign – you’ll be on the back foot the moment things don’t go to plan. A well-prepared auctioneer walks in with a clear strategy, not just a script.

2. Misreading the energy in the crowd

Auctioneers who don’t pay attention to body language (55 per cent of the communication process), bidder engagement, or the natural pauses in an auction tend to struggle. I’ve seen some go full steam ahead, ignoring clear hesitation from bidders who just needed a nudge to commit. Others miss the opportunity to create urgency and end up with an auction that fizzles out. The best auctioneers know how to read the room and adjust their approach in real-time.

3. Losing control of bidding increments

Bidding increments need to be managed carefully. Let them drop too low too soon, and you slow the auction to a crawl. Push them too high, and you risk knocking out buyers before competition can build. It’s all about maintaining a steady rhythm that keeps bidders engaged while ensuring the auction doesn’t drag. I knock back bids that are not in the best interests of my seller and encourage the bidder to commit to a higher increment and 90 per cent of the time, they comply.

4. Talking too much (or not enough)

Silence is often more powerful than words. Some auctioneers talk non-stop, filling every pause with unnecessary commentary, or even worse cringeworthy jokes, which can make them sound nervous or desperate. Others are too flat, failing to create enough energy. The right balance – knowing when to pause and when to drive excitement – is what keeps the auction moving.

5. Poor use of vendor bids

A vendor bid should be a strategic play, not just something thrown in to fill dead air. I’ve seen vendor bids placed at the wrong time or worded poorly, making it obvious and damaging bidder confidence. A well-placed vendor bid should create momentum, not make buyers question whether the auction has any real interest.

6. Not managing vendor expectations pre-auction

One of the biggest challenges on auction day comes when a vendor has unrealistic expectations. If these conversations haven’t been had well before the auction, it can put the auctioneer in a difficult position. The key is ensuring vendors understand market conditions, buyer feedback, and possible scenarios in advance – so there are no surprises when the auction is underway. My “best practice” process is to also communicate with the seller.

7. Losing control of the crowd

An auctioneer sets the tone. If distractions or side conversations take over, it can make the whole process feel unstructured. Bidders need confidence in the auctioneer – they need to feel that someone is in control and running a professional process. It’s about being authoritative but approachable.

8. Not creating enough urgency

A great auctioneer builds that “fear of missing out” feeling. I’ve seen auctions where an auctioneer allows the energy to drop, and suddenly buyers start second-guessing themselves. Auctions thrive on urgency and momentum – knowing when to push, when to slow down, and how to encourage bidders to make a decision is what separates the great auctioneers from the rest.

9. Getting flustered when things don’t go to plan

Not every auction goes smoothly. Maybe bidding stalls early, or the reserve is well above market feedback. The best auctioneers don’t panic – they pivot. I once had an auction where we had no bids on the floor. Instead of calling it off, I used it as a chance to reinforce the property’s value, which led to an off-market negotiation immediately after. Staying composed in tough moments can make all the difference.

10. Rushing or dragging out the final call

The final call is critical. Rush through it, and bidders don’t have enough time to react. Drag it out too long, and the pressure eases off completely. The best auctioneers create a controlled and balanced sense of urgency – just enough to extract that last bid without making it feel forced.

Adrian Bo recently appeared on an episode of the REB Secrets of the Top 100 Agents podcast.