I cannot think of two words – placed back-to-back – that have more positive impact than Thank You.  They are heard on a daily basis and in all kinds of settings.

Just the other day I held the door open at a convenience store as a lady was walking in.  She gave me a warm “Thank You.” Even the cashier at my favorite supermarket thanked me for stopping by.  Simply stated – a thank you means a lot.

As a professional benefit auctioneer, I thank each winning bidder as I close down one item and head to the next. But the Auction Chair, CEO and other key people within the organization should stand in the corridor that leads out of the building to personally shake hands and thank the people for attending and their generous bidding.

Now, how about a surprise thank you?  Have your parking valets place chilled bottles of water in the cars for your guests to enjoy on their way home. Chocolates are also a nice thought, but only if the temperature assures the tasty treats won’t melt.

And don’t forget to thank the businesses which donated items for your auction.  During the event encourage your guests to patronize these businesses and say thank you – and make sure they mention they say the item at the auction.  Not only is it the right thing to do – it will also help the following year when you return to that business and ask them once again to donate an item.

As for Thank You notes – well – they too are crucial when it comes to showing your appreciation.  I’ll tackle that subject in a future Blog.  But, if you need to know now call or email me.  I’d be happy to pass on a few tips.

I’ll conclude for now by simply stating:  “Thank You can never be said too much.”  So, to all of you, Thank You.  Your enthusiasm encourages me to work harder every day.

In the last blog we talked about my day leading up to a live auction.  I told you how I prepare.  What I review.  When I eat. What I load into my car.  What I do on the way to the venue. And then I stopped at my arrival.  So, now let’s continue my journey from the first hello to the final thank you and goodbye.

By the time I arrive at the venue I pretty much have my game face on.  I know what I need to do.  I know who I need to meet prior to the live auction.

But, the first major item on my agenda is the all important – in fact crucial – sound check and meeting with the sound engineers.  Unless they are totally in sync with me – and know the program from start to finish – the auction will not have the professional atmosphere I demand and that could reflect on the charity’s bottom line.

After coordinating the sound check I meet with the volunteers and other staff members who will be working with me, especially the recorders, clerks and bid-spotters.

30 minutes before the auction begins is ME TIME. I don’t want anyone to talk to me unless it is absolutely necessary.  This is when my final game face goes on and I totally focus on the task ahead – the charity that is depending on me to deliver – and the families my effort will help.  So please.  No idle chit-chat.

With 10 minutes to go – I like to be alone. I need to review my final preparations.  I need total focus. I need my head clear.  And then, the adrenaline begins to flow.  I’m getting amped up. I’m being introduced.  I’m walking into the room.  I scan the crowd quickly.  And think to myself; “Hello folks.  Game On!”

From here on out – it’s all fun.  All the preparation, work, meetings, phone conferences, research and planning comes out as the first auction item is revealed and doesn’t stop until the last one is sold.

When the event concludes and the attendees begin heading toward the exits – with adrenaline still high – I make a point to personally thank every major bidder as well as the organizers for the event.

As the ambassador for the organization, at least for that night, I feel it is my responsibility to shake every hand I can – and in return – help those high-bidding heroes bond tighter with the charity.  I don’t do this out of obligation, but rather as a heartfelt thank you.

Occasionally, a well-intended person will approach me after the event and say, “WOW. You make pretty good money for just an hour or two of work!”  I simply smile and respond, “Yes, I do.”

But, as they walk away I reflect on the past 6 months or longer that I’ve worked with the charity.  All the meetings.  All the phone calls.  All the planning. All the detail.  And, as those “well-intended” walk out the door I smile and think to myself, “If they only knew!  If they only knew!”

It’s been 20 years since I started my career as a professional benefit auctioneer.  I’ve learned a great deal from the nearly 1,000 auctions I’ve hosted.  Come to think about it, it’s probably over 1,000.  Either way, lots has changed.  I’ve grown older.  Events have become more frequent and the charity’s goals have increased right along with the need.

But, there is one thing that hasn’t changed – my routine.  Oh sure, I’ve made a few minor adjustments.  But overall, it’s been the same since day one.

I compare an auction day to a game day. Although I have been preparing for a particular auction for months ahead of time, my game day preparation is unique compared to other benefit auctioneers.

When I wake up my first thought is; “I have an auction today”.  I know the charity.  I know the cause.  Even with that I still review my notes on the charity.  I want to refresh my memory of the organization and the items that are going up for auction.

I also review my notes meticulously – looking for every detail – every word mentioned from previous meetings with the auction chairman and/or committee.  I want to make sure I know the challenges of the past and contemplate strategic solutions – and then write those solutions down on paper so I don’t forget to share them with those involved once I get to the venue.

Reviewing the entire event in my mind is the next step.  I think about pacing.  I mentally picture where I will be in the venue at various times. And, if I’m made aware of the potential larger bidders – the most generous of the generous – I go online to try to learn more about them so I can address them directly in a knowledgeable way.

Music is a crucial element of the production of my live auctions. I confirm the music list matches the compact disc I created previously and the cue points are all exactly where I want them within a song.

Once that task is complete I go through my checklist to make sure I have all the items I need for the event and then load them individually into my car.  That checklist includes everything from extra batteries for the microphone to cuff links for my tuxedo.  Every item, no matter how small, is crucial for a successful presentation.

Now, it’s time for a little relaxation.  I like to work out by swimming, running or lifting weights. If I have a work out partner I let them know I will not be talkative unless it has something to do with the auction. This is something my wife Mary is used to.

After exercising I usually have something to eat, depending on the start time of the event.  If the fundraiser begins early evening I prefer to have a late lunch.  I need to fuel up so my energy level remains high every minute I’m on stage or running around the room.

As for transportation, if I’m driving I turn off the radio and focus.  During this time I talk to myself by practicing introducing the auction items and other emcee responsibilities.  If I’m in the air, the private flight also provides time to reflect thanks to autopilot and my flight instructor of seven years, Rhonda.

With the day behind me I arrive at the event and……..!  Well, what happens next will be discussed in the next blog.  But, I will give you a little clue – my focus intensifies.  Stay tuned.

Five years ago, if I asked the benefit auction chairmen I worked with; “What are the three scariest words they know?” – They would have probably said:  Facebook.  Linkedin.  YouTube.  In other words, any social network site.

Since then, things have changed.  But, we still have a long way to go especially as it relates to benefit auctions and fundraising events.

Every business, including charities, need to think of the social network as a valuable friend.  These sites have become important marketing tools – and if utilized correctly – can add a great deal to the bottom line of any fundraiser.

Let’s begin with Facebook.  If your charity doesn’t have a Facebook page I recommend you start one today. Once that is set up, send out emails to everyone on your email list and alert them to the addition. Get them to sign up as Friends. Then don’t forget to continually update your Facebook page with the latest information regarding the fundraiser.  Constant contact is good.  

Also link up with Linkedin.  This is a business to business social site.  How effective is it?  Well, a friend of mine related the following story.  He produces real estate videos for a company and downloads the videos on YouTube.  Usually 20 people see the videos every day.  A new employee to the company suggested they place the link for the video on Linkedin.  That was done and within a week more than 600 people had viewed the video.  That’s the power of not only your Linkedin business connections, but your connection’s connections, and their connections.  This is another great way to get your announcement distributed to thousands – and for free.

And then there is YouTube.  You can produce in-house a short video about your upcoming benefit, why it’s important and even show the items to be auctioned off.  Once produced, download that video on YouTube.

This is also a great place to show videos that reflect your success stories – a video testimonial if you will. Interview families and individuals that have benefitted from past events. Videos that show donors how their money was spent can be very emotional.

Of course, there are so many other social networking sites.  I don’t have time in one blog to mention them all, but feel free to contact me for more suggestions.

Social networking sites can be your friend.  In fact, I’d go as far to say, “In today’s Internet-obsessed world – they have become crucial players.”

Throughout the course of history researchers have changed the lives of nearly every person on this planet. From breakthroughs in medicines and health related issues to weather phenomena to undersea exploration. Researchers seek knowledge.  And knowledge advances civilizations for the better.

As a professional benefit auctioneer, I too am a researcher.  I don’t expect to change the world – but through my efforts I do expect to change the lives of the children and adults through the charities for which I help to raise money.

What research do I conduct?  Well, this may surprise you since so very few do it. In fact, the majority of auctioneers, both professional and amateur, never do it and the fundraising effort is short changed because of it.

Before I take center stage for a fundraiser I spend hours upon hours researching the charity and its specific cause. I cannot convey, with sincerity, why the attendees should give generously if I know little about or am not passionate about the charity and its cause.

But, it doesn’t stop there.  I also need to research and understand every item that will be up for bid.  Through years of experience I’ve learned the more I know about an item the more the item will actually sell for at auction.

In short, time is money.  The more time I spend researching the charity, the cause and the items to be auctioned off, the more money the event will raise.  I don’t do this homework the night before.  My research is done weeks to months in advance.

While attending school – to be honest – I wasn’t a big fan of homework.  Today, I not only love it – I look forward to it. That’s because I know my research effects the lives of tens of thousands of children and adults every year. So bring on the homework.  I’ll love my “study haul.”

It’s no secret – we humans are creatures of habit.  If something works we tend to stay with it – foregoing change – even if that change could improve the situation. That’s why the two words I least like to hear in the same sentence are well and but.

You’ve probably heard something along this line hundreds of times.  You make a suggestion and the response is, “Well, that’s a great idea, but we’ve always done it this way.”

For some, the status quo is good enough when it comes to how money is raised at a charity auction.  However, in the past few years many organizations are discovering their fundraising efforts have remained flat or are falling short of preset goals.  The economy can be partially to blame for the lack of growth or the shortfall.  But, a more likely culprit is boredom.  Organizations that hold the same event year after year, without taking it to a higher level or adding new exciting elements, is on a path to status quo stagnation. (In no way am I suggesting that all established traditions at event be abandoned, what I am suggesting is to be receptive to new ideas that may just help the flavor of the event).

Professional benefit auctioneers have their pulse on the latest trends, which is crucial to success.  Their years of experience have taught them every event needs to be fun and fresh – which will keep the guests attending – but also willing to reach deeper in their pockets.

Everyone’s goal is to raise as much money as possible for a needy cause.  So, keep an open mind.  The next time a professional fundraising auctioneer offers suggestions on how to make your auction more successful – forego the status quo – and allow new ideas in.

And a response like this could really make a professional benefit auctioneer’s day.  “Well, that’s a great idea.  No buts about it.”

Paws For The Cause

It’s a wide known fact in the advertising world kids and dogs help sell products.  Currently there is a major campaign that depicts toddlers touting the benefits of E-Trade.  And who can forget Spuds MacKenzie, the spokesman or should I say “spokesdog”, for Budweiser.  The bottom line is kids and dogs are cute, grab attention and evoke emotions.

Although the majority of the items I help sell at a benefit auction can’t jump into a guest’s lap, it’s not unusual for me to auction off cute, cuddly, gives lots-of-kisses puppies. They are a crowd pleaser every time.

I have a list of 8 helpful hints regarding off a puppy at an auction.  Here are 4 of them.

Pair up a team of pretty young ladies to show the puppy to attendees.  Dogs of any size can get heavy after a while and sharing the carrying will make it easier on all involved.

Allow the dog to take frequent breaks.  I recommend 20 minutes   in the room and 10 minutes outside.

Puppies are sleepy creatures, especially by the hour auction time rolls around.  To assure you can show the canine in action play a pre-recorded, short video clip of the puppy running around on the grass chasing a multi-colored beach ball.

Have a kennel, water dish and food and food bowl for the dog’s new owner.  Making it easier for them in their first 24 hours together will create less stress on the puppy and high bidder.

I have 4 other suggestions.  Feel free to contact me for the entire list.

So don’t hesitate to put a puppy in your auction. The “Awe Shucks” can bring in the “Big Bucks.”

A FUNdraising FUNdamental

One doesn’t often associate a benefit auction with a statistical equation, but I actually have one for you.  What percent of the guests who attend a benefit auction come for the fun?  Well the answer is high.  Very high.  92 percent to be exact.

There is no doubt your guests would not be there if they did not support your cause or want to donate generously.  But, research has shown they give more when they are surrounded by a fun environment.

This can be accomplished partially by creating a fun theme and then decorating the venue to coincide with the theme. Themes can be crucial to your success and can change as fast as Clark Kent in a telephone booth.

I have a long list of current theme ideas.  The list is too long to mention in a blog, but contact me and I’d be happy to share some ideas with you.

Your emcee or host is also crucial.  He or she must set the pace for the evening and keep the audience engaged and entertained.

And don’t forget to step up your “Fun Meter” every year.  Benefit auctions with the same basic theme year after year soon fail to raise the excitement level of attendees and that translates into falling donations.  Think fun and think fresh.

So, keep the fun in your FUNdraising FUNction.  It’s great for your bottom line. And 92 percent of your guests are there because of it.

Dozens of times throughout the course of the year I’m asked by benefit chairpersons across the country, “Why don’t people show up for charitable events?”  Then they go on to explain what they did to promote their once-a-year fundraiser.

They advertised in the local paper and social magazines.  They ran some free spots on the local radio.  They placed the information on their website, email blasts and other social media outlets.  And they passed out flyers at local businesses willing to tape a sheet of paper to their window or wall.

I’m quick to say that’s great.  But when I ask, “Did you cover the 3 C’s?”, they pause for a minute – the gears in their brains working overtime – trying to decipher what the heck are the 3 C’s.

Perhaps it will help if I list the Top 3 reasons people DO NOT attend fundraising events.

1)     They are not asked.

2)    They feel they won’t know anyone attending

3)    They think they won’t have any fun.

As for Number 1, the first C stands for Contact.  Sending out an invitation is great but personally contacting someone, especially friends, and asking them to attend more than doubles the chances they will. This is also a great opportunity for a 30-second pitch on the organization’s mission and why the funds are needed.

As for Number 2, the C stands for Camaraderie.  Assure invited guests they will be among friends.  And if they won’t know anyone attending, be sure to tell them you have friends and important community contacts you’d like for them to meet at the event and make the introductions.  This way they have something to look forward to. Everybody can use new friends.

And finally Number 3, the C stands for Celebration. Keep the event FUN & FRESH. Don’t be afraid to let all attendees know the program’s highlights and mention there will be a few surprises.  Keep the mood festive, the guests entertained and the event’s pace moving.  There should never be a dull moment.

Casey Kasem had his Top 40.  David Letterman has his Top 10.  I only have a Top 3.  But boy, what a difference they make.  Incorporate these Three C’s into your event planning and watch the C NOTES roll in.

On two occasions I had the opportunity to share the stage with actress Sharon Stone. She is one tough lady – knows exactly what she wants – and proceeds with a fiery passion. But during a major benefit auction in Fort Myers, Florida a few years back she did something I had never seen before from a Celebrity Co-Auctioneer.

During the course of the auction I received a slip of paper which basically stated an attendee would like to bid on Sharon’s shoes if she’d be willing to put them up.  After a little coaxing she did – and the shoes brought in about $6,000.

Soon after, another slip of paper arrived.  This time the attendees wanted to bid on Sharon’s purse.  She agreed and the purse sold for around $8,000.

Just when I thought Ms. Stone had run out of personal items to auction off a third note arrived – and you guessed it – they were inquiring about the dress she was wearing.  To my surprise Sharon agreed to auction it off and the dress sold for around $12,000.

Immediate following Sharon quipped, “I am going to leave here this evening barefoot and wearing a tablecloth.”

As Sharon’s assistant began the task of finding a replacement dress a fast-thinking guest wrote the words “Sharon Stone” on a white tablecloth and handed it up on stage for her to wear as comic relief.

Well, Sharon didn’t hesitate one bit.  As I held up one end of the tablecloth and a volunteer held the other end – to hide the “I-can’t-believe-what’s-about-to-happen” moment – Sharon took off the dress. She then swung it over the top of the “tablecloth wall” – like a scene from the opening credits from the TV show Petticoat Junction.  Of course, the crowd went wild.

We then wrapped Sharon in the tablecloth and I gave her my jacket to wear and hold everything in place as the dress was presented to the very happy winning bidder.  The auction proceeded with Sharon still on stage – wearing a tablecloth and formal jacket.

Eventually her assistant arrived with a new dress and Sharon departed briefly to make herself “attire whole” once again.

And then guess what happened?  We placed the tablecloth Sharon was wearing up for bid and it brought in close to $10,000.   

This true “Expect the Unexpected” story is one of the most treasured memories I have in my nearly 20 years as a professional benefit auctioneer.  Not only because we raised a record amount of money that night.  But, because I got to hold a tablecloth’s end.