Veronica Morgan

And they do that by

you know, calling going once, going twice, going three times, right?

So they will try to bluff and flush out somebody who definitely wants to buy it and certainly at that price.

They want to get them bidding.

They don't want everyone waiting until it's on the market.

So that is one thing.

So when you go and watch...

auctions where you're not bidding, you can be a lot more objective about what's going on.

And you can usually see with most auctioneers, even the best ones, the way in which they do that call when it's before reserve is very different to after.

So they're trying to create urgency, but they lack the conviction because they know it's not going to sell.

Whereas after the reserve has been met, you watch them and the conviction they have

when generating that urgency it's different but buyers often can't tell the difference so that's one thing and they will also use dialogue that actually alludes to the price and tries to set you up so it's called anchoring you know they'll drop figures in that sort of give you a sense they'll be suggesting that you know properties around this area might be other properties like this would be selling for two million dollars for argument's sake and they'll drop these figures in and they are designed to be these anchoring figures in your mind so that you're more unlikely to increase

you know, your expectations in terms of what you might be prepared to pay up to that level.

So there's a lot of these really subtle things that they do.

The other thing that they do, and they will, they will hone in on an actual particular bidder when they feel that there is more, you know, they're watching body language.

So they think that person's got more in them.

They're

to somebody else who they think is absolutely spent.

And they're also going to be mindful that that person who's absolutely spent isn't probably going to come in with another bid on top of whatever the other guy does.

And so they're going to then suggest a higher bid, the stronger bidder.