How we spot a bidder

Ever wondered why a buyer’s advocate might position themselves in a particular spot outside the property when the auction bell rings? And have you seen an advocate move to a new position as the auction unfolds?

They are, most likely identifying their competition and preparing for a battle.

Often people ask how we know who is our likely opponent. Short of the agent tipping us off, we do have the experience to know who the likely bidders are. In a lot of cases, we can also deduce what type of bidding tactics they will likely employ too.

This information is simply attained by paying attention to their body langauge.

Firstly; noting those who aren’t holding a brochure is an important observation. A bidder is highly unlikely to take a brochure if they have seen the property, (possibly several times before) and have determined that they will partake in the auction, they will likely reject the agent’s offer to take a brochure at the pre-auction inspection.

Of course, not every person in the crowd without a brochure is a bidder, and this is when body language becomes important.

Those who are chatting with friends aren’t likely to be bidding. Bidders get quite nervous in the lead-up to the auction and aren’t comfortable having friendly conversations. They channel their nerves and are unlikely to be in conversation.

Even couples who would ordinarily be in their most comfortable zone when together don’t really chat.

As the bell rings and the auction-preamble begins, serious bidders don’t burden themselves with other responsibilities, such as handling children or dogs. Many people will source alternative care for their children, and for those who don’t; we will often see one partner split and relocate on the street in an effort to be solo when the serious part of the exercise starts.

Nervous buyers will look nervous. They may be rocking from one foot to the other. They could be checking their watch continually. Arms will likely be folded in a subconscious attempt to feel protected from what’s at bay. Taking solace behind a car or a tree may be evident. Some will attempt to cover their face or touch their mouth as the auction gets underway.

Smokers will most definitely be having a cigarette in those final moments before the preamble starts.

Confident bidders, (including those who wish to display a sign of confidence) will be front and centre, wearing their sunglasses, (even on a dreary day), and they will often exhibit some show of nervous energy when the bidding starts, such as small bounces from the ankles or side-to-side shuffles, or a single knee jitter.

Confident bidders bidding for others, such as Dads or mates who “tell their friends they love bidding at auction” will likely show an over-display of confidence. They may enjoy the idea of being front and centre, and could attempt to entertain the crowd too.

Professional bidders will display varying tactics depending on their personal style. Most will dress professionally, ie in suits or work attire, and more often than not they will have been on familiar terms with one or more of the agents.

What is fascinating to note is when a professional bidder moves across a crowd to relocate. This is usually the result of a bidder being identified as the serious competition bidder during the auction, as opposed to prior.

Being face to face when the final stages of the auction ensue is really important to us as bidders. Our ability to portray strength and determination is optimised when we have a direct line of sight to our opponent. Our deliberation, timing and other cues are most effective up close.

No professional bidder can be assured that their tactics will throw another buyer off their plan to bid, but occasionally they do, and in many situations, those final moments of battle can make the difference between a buyer applying a stretch budget on the fly, versus giving up.

Body language counts for a lot, and auctions take place in a finite period of time. Before we know it, it’s all over and the hammer has fallen. The auction can’t be replayed and the underbidder can’t have another chance.

Auctions are high stakes.