Demystifying the Auction Process - Why It Works

Demystifying the Auction Process – Why It Works

The auction process is often perceived as more expensive and highly stressful, yet in reality, neither is true. The key to achieving an exceptional sales result is creating a competitive environment among buyers, and auction remains one of the most effective ways to do this.

Importantly, an auction is not just about selling on the day itself. An experienced agent will guide you through the different stages of an auction campaign and prepare you for each possible scenario. When sellers understand the process and know how each situation will be handled, the experience is far less stressful.

The Four Common Auction Scenarios

1. Multiple buyers, with one willing to pay far more than the rest
   In this case, selling before the auction can achieve the best price. At auction, a buyer only needs to bid $1 more than the competition to win, so if one buyer is clearly prepared to pay well above the rest, securing their offer early can be the best outcome.
2. Multiple buyers at similar price levels
   This is an ideal auction scenario. When several buyers see similar value, the competitive nature of an auction environment encourages them to push their limits, often driving the final price higher than anticipated.
3. Only one buyer
   When there’s a single interested party, the lack of competition can result in lower offers. However, this situation can still be managed effectively by knowing the market & buyer’s motivation to secure a strong result. We have an effective strategy to sell at auction if this also unexpectedly happens on the day.
4. No buyers during the campaign
   Don’t be discouraged, this is more common than you might think. Properties with unique features or limited comparable sales often suit the auction process. Throughout the campaign, we gather critical feedback from buyers to refine the pricing strategy post-auction. In many cases, fresh interest and offers are received within two weeks of the auction date. In fact, auction campaigns often achieve shorter days on market compared to traditional private treaty sales.

Why Pricing Can Limit Your Result

Attaching a price too early can unintentionally cap buyer offers, as it signals to the market not to pay more than the listed amount. Auctions remove this ceiling and allow the market to determine value through competition.

If you’d like to explore whether an auction is the right strategy for your property, we’d be happy to walk you through the process in more detail.