I had a client who had a great auction in year #1 of working with them, but year #2 was … blah.
The auction wasn’t horrible, but it didn’t hit where I think it should have, given the big gains we saw in year #1.
In my estimation, the reason for the change came down to one thing: Resting on one’s laurels. Instead of putting forth the same effort applied in year #1, the client took the attitude that since the auction was so much better in year #1, I would lead it to the same success in year #2.
But it doesn’t really work that way.
Sure, your auctioneer is absolutely making a difference. He or she is contributing to your success. Whatever you’ve planned, that auctioneer will take what you’ve got and run with it!
But as the auctioneer, I’d estimate that I’m the final 20 meters of a 400-meter relay race. The other 380 meters is in the gala committee’s hands. If those 380 meters are run half-heartedly, there’s little I can do to make up the ground in the final 20 meters.
In this video, I talk about a handful of the elements that need to have some attention before the auctioneer gets that baton.