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One of the most notable shifts in real estate over recent years has been the evolving psychology of both buyers and sellers when it comes to auctions. While auction campaigns continue to grow in popularity due to their transparency and efficiency, there remains a clear disconnect in how different parties perceive the process, writes Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.
When a seller chooses to go to auction, they are making a conscious and strategic decision. They sign an auction agency agreement, align with their agent on the method of sale, and often agree that auction is the most effective and open way to achieve a premium result. The marketing is tailored around the auction timeline, and the campaign is designed to build competitive tension in a defined period.
Despite this clear framework, many buyers and even buyer’s agents approach the process with resistance. It is not uncommon to hear frustration that the property is not available for sale prior or that negotiations will only occur in the auction environment. Some buyers seem almost surprised, even disapproving, that the owner is holding firm on their commitment to auction.
This perception highlights a fundamental misunderstanding. If a vendor has chosen auction, it is because they value the transparency, structure, and competitive nature it provides. Auction is not a hurdle; it is a platform. And more importantly, it is not unique to property. High-value assets across many industries, from fine art to collector cars, are routinely sold through auction because it allows the open market to determine value with full visibility.
The real estate industry is no different. Auctions drive emotion, create urgency, and offer clarity. They also remove the guesswork and eliminate the risk of behind-the-scenes negotiations that can lead to mistrust or confusion. When buyers understand this, they can approach the process with greater confidence and clarity.
As agents, part of our role is to educate both parties, especially buyers, on the benefits of auction. It is not just a method of sale. It is a commitment to fairness, process, and ultimately, the best possible outcome for all involved.
Adrian Bo is the CEO of Adrian Bo Real Estate Training & Auctions.
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