But how do you get it? By first getting a bunch of little yeses. In the auction business, auctioneers often fail to realize there is a period involved in getting each signed contract. Not realizing that, auctioneers sometimes, many times get overly anxious. They press too hard too soon. Good auctioneers get a lot of information across to their sellers. Here's how it's done.

"You'd like to do business with a professional auctioneer wouldn't you?"

What can they say to that? "Oh, no I'd like to work with the dumbest jerk in the area." Of course they wouldn't say that; they'll agree they want to work with a professional auctioneer. As they give you that minor yes, aren't they saying that you are a professional and type they want to work with?

Here are some variations of that statement: "A reputation for professionalism is important to you isn't it?" When you say that, they aren't going to come back with, "If you have a fine professional reputation, we're not interested". Here is an important question I would like to have all auctioneers, whether you are just starting out or are a seasoned auctioneer, work on early when asking for the auction contract, "And you would also like an auctioneer who knows the auction business, wouldn't you?" If you have committed to being an auction professional you should be certain to tell every client or potential client you meet that it's true - that you are the most knowledgeable in the market because you are a professional auctioneer.

Once you get several minor yeses, go for the signed contract. "Mr. & Mrs. Seller, this is exciting. Based on what you've told me, we can do business together. The things you want are all the things we offer our clients."

Make a promise. If you've decided to become a professional in auctioneering and to stick with it through good times and bad, make a small but important promise to yourself. You have two ears and one mouth. Promise that you'll remember to use them in that proportion everytime you are making an auction presentation. Do that and you'll double your auctions. Go a step further and double your effectiveness again; ask the right questions, and listen for the answers. By continuing on the path of minor yeses, you'll find the right road to asking for the auction contract secret.

Success to you and have a bunch of great auctions.