Learn the 22 steps and guidelines for successful Charity and Fund Raising Auctions for civic groups, service clubs, schools, churches and other national charity fund raising organizations as well as how to charge for your skills and services.

Individuals completing this course will receive the Certified / Fund Raising Auctioneer designation and diploma.

Traditionally, auctioneers have not charged for their services at benefit and charity auctions. It started out years ago when benefits were small fund raising events. There certainly wasn’t anything wrong with this, but times have changed. The volume has increased from hundreds to thousands, even hundreds of thousands of dollars. In general, the auction profession’s views have not changed. Hopefully I can show you another market for your auction services and help you realize that charity auctions are a business.

There are many reasons auctioneers give their services away. I know of no other professionals who give so much for nothing. I have been doing benefits for a fee, for several years and I will try to analyze some of the reasons I hear against charging. Some feel that doing free auctions will bring them other jobs. I have found it doesn’t pencil out. It’s like spending a thousand dollars on advertising in hopes of getting a five hundred dollar job. 

Another reason is publicity. Most often, newspapers do not print the benefit auctioneer’s name or his company name. When the newspapers are covering an auction that I am doing, I make it a point to let them know I charge a fee. I not only get my name in print, but I am frequently in a feature article. At an out of town auction I was interviewed by the local paper. The next day the headlines read, “Local Charity Auction Imports Professional Auctioneer”. If I had lived in that town and donated my services they would not have even mentioned my name.

Forget about defensive publicity. That’s when the auction company does the job for nothing because he or she is afraid the competition will do it and get their name in the paper. If you continue to work for free you will fail in this business... 

When setting your fee, determine what of your services should be charged for. It is no longer a case of providing auctioneering services for the evening, but offering a package of your services for a fee. Provide your client with a list of your services you offer and explain how your services will make their fund raiser a success. 

Auctioneers head the list. One, two or more? Remember a four hour benefit auction takes a lot more energy than some other eight hour auctions. Ringmen are next on the list. True professionals are worth $250 per day and will more than pay for their expertise in obtaining higher bids and prices for the benefit. Clerks. Only professional pleasant people that know what they are doing. Cashiers. Only pleasant people that really care about the benefits success. Sound System. Your secret weapon. It sells more jobs than any other service. Clerking Trailer, Lunch Trailer, Auction Topper. You did not get these items free and they represent a sizeable investment. Just to rent a complete unit would be $500 per day, plus mileage. See what a rental car or truck costs! Stage Manager, someone in your organization in charge of display, modeling, etc. Dress is a service. We provide our people with caps, jackets, etc.

These represent the services we sell. When you are invited to be the auctioneer make sure you have them sign a contract if you expect to be paid for your services. 

Your fees must give you a return on your investment in equipment, time and energy above your current and fixed expenses. Storage, interest, principal, insurance, office, etc. None of these costs are given to you free.... 

Most professional auctioneers charge for charity auctions just like they would charge for any other auction.

Show me any other professional who gives away their services. People pay for just about everything else, why should the auctioneer or auction company work for nothing?

When you do that $50,000 Charity Auction for the blood bank and a month later your spouse has surgery and needs blood, do they let you go for less than $200 a pint? Tell me you’re not brainwashed?

If it sounds like I am trying to convince you to stop giving away your services, you’re right….