Reinvent and resize

In my last blog post, I talked about rethinking how to go about planning your next fundraising auction. One of the main points I covered was the size of the event. It really comes down to the ROI, return on investment. What if I told you that in the following year, you should only invite half the people AND double your ticket price? Your first thought would probably be an emphatic NO. I'll let you in on a not-so-secret secret. As with most other sales transactions, the 80/20 rule applies. This is true for most things in the world of business, auctions included. What is the 80/20 rule? Also known as the Pareto Principle, it is the rule of thumb that 80% of your output is determined by 20% of your input. For example, in business it works out that 20% of your customers represent 80% of your sales. Or in our case, 20% of your event's patrons are bidding for your auction items 80% of the time. That means, in a crowd of 300, there are really only 30 actual serious bidders!

Let's do the math: starting with 300 people, divide that by 2 because most people come as part of a couple, apply the Pareto Principle by calculating 20% of 150, you are then left with only 30 true bidders in the room. What if, instead of trying to accommodate a lukewarm crowd of 300 at $250 a head, you double the ticket price and halve the number of guests? That translates into $75,000 in ticket sales right off the bat! Plus your fundraiser is left with only your most committed of patrons. Isn't it likely that the guy/gal who already spent $1,000 to attend your fundraiser with his wife/her husband, be the same guy/gal who takes home the grand auction prize?

Do your own little study at your next fundraising event and then give me a call.

Size doesn't matter. Really

We live in a world where if it's bigger, it must be better.

In the fundraising world, that axiom is not always true. Sure, it's exciting to be in a room filled with hundreds of other well-dressed and like-minded people thrown together to raise money for a shared cause, while also being entertained by the theatrics of the auctioneer. But the reality of large fundraising events is that only a small portion of those in attendance are actually active participants in the live auction. In my experience, I would venture to guess that only about 20% of the room is doing 80% of the bidding and buying. Yes, it does seem that more people tend to join in on the bidding for a special appeal. Though often, that may be the single occasion of the evening when that specific bid card saw any action.

So my question to event planners out there is, "How much thought and effort do you put into the process of guest selection?" Like most not-for-profit organizations, do you simply send out invites to the masses hoping to fill the huge ballroom that you have rented for the night? Or do you pick and choose those patrons who have potential in their pocketbooks and the ones with proven buying power to contribute to your night's cause? What if you could cut the cost of producing your event in half and at the same time, double your audience participation? Wouldn't you be interested in knowing how? Stay tuned for some hints in my next blog. 

Location, location

I found a great website recently that I want to share with you. It lists all the favorite event spaces here in the Portland area. Go to www.eventective.com, to find a location for your upcoming auction. I've worked in many different spaces, from traditional ballrooms to tents and rough open urban warehouses. I really like working in rooms where the organizer, thought a bit out of the box. Every room has its challenges - sound, lighting, seating, as well as food and beverage services. Use your imagination to create a unique space for your next auction.  

Estate sales

How would you like someone, anyone to take off your hands, a dearly departed family member's house filled to the rafters with stuff? In return, you've saved a ton of time and still end up with money in the bank.

A real estate auctioneer can do that for you.

Instead of you and your siblings having to coordinate a time to meet, in order to sort through an entire household of remnants from the past and take carloads of used clothing to goodwill. Then empty, clean, stage and list that old house in wait of the right buyer to make an offer acceptable to you. Why not hand that task over to a licensed broker slash auctioneer to liquidate your shared family home and its entire contents? Even that old car that hasn't been started for years, collecting dust in the garage, can be taken care of in one fell swoop.

I happen to be one of a very few professionally-trained auctioneers in Portland, who is also a licensed real estate broker in the state of Oregon. If an estate sale auction peaks your interest or sounds like it might work well for you and your family, ask away. I will try to answer any questions you might have or be able to point you in the right direction.

Like father, like son

My son Spencer has worked by my side for many years now. He helps me out a great deal, mainly at fundraisers, and my auction team loves having him around. It's great that he'll put on a suit and hang out with his dad! I have watched him mature and learn a bit about the business world, sharpen his social and life skills, as well as build his confidence. It's hard for me to believe that he'll be graduating from high school next year. Where does the time go?

I'm lucky that we have the chance to work together and that he actually enjoys it. It gives us an opportunity to spend more time together since fundraising events are often on weekends. That way, we don't feel like we're missing out too much on our family time. We probably have as much fun as the guests at these fundraising auctions. The energetic and exciting atmosphere of an auction can't be beat. Especially if the alternative is having my son sit in front of a television or computer screen for the night. Plus it's extra rewarding to be able to feel like you're contributing to a worthy cause; whether it be for bettering the greater good of the community, improving a kid's educational experience or raising funds and awareness towards battling a life-altering disease.

Thanks Spence! I'm so proud of you.

School fundraisers

School fundraising auctions are some of my favorites amongst the variety of events that I do. They give parents and teachers an opportunity to socialize outside of the school environment. You have a highly motivated captive audience. Everyone in attendance has a student who benefits from the proceeds of the evening. It's a winning combination.

With smaller budgets and fewer subsidies, more and more schools are required to do their own fundraising - from kindergarten to high school, private and public school. Academic institutions are raising money for sports fields and equipment, international exchange trips, scholarships. The list goes on.

I'm a part of the fundraising team at a local private school's annual gala. For the past few years, a table of desserts made with love by the school's teachers goes to auction after the dinner portion of the night. The parents get pretty competitive. Little Lisa wants to hear how her dad made the highest bid for everyone's favorite teacher's triple-layered chocolate cake. I've seen bids go as high as $1,000 for a homemade cake. This year, the dessert auction raised $7,500 for the school's foundation!

Something to think about as yet another school year comes to a close. Have a fun and safe summer out there.

Auctioneers: There is a difference

Auctioneering is one of those jobs where it's not unusual for someone in the crowd to think, "How hard could it be to do that? It looks pretty easy. If that guy on stage can do it, why couldn't I?" If you have been part of an audience during a fundraising event, you can tell the difference between a professionally trained auctioneer with experience and someone who is just trying to wing it. There is nothing worse than to watch someone struggling on stage. It's like the feeling you get when you're at an amateur comedy show where nobody is laughing. It is painful to watch and can be incredibly embarrassing for the person on stage.

Once the audience's interest or the bidding momentum is lost, it's game over. What do you do then? Not much you can do, except to wait till next year to do it better.

Big or small, we can help

Last weekend, one of our fundraising auction patrons told me how pleased he was with the results of the evening. Then he asked whether or not I did small auctions. "Of course!" I said. Actually, I love the small grassroots auctions when they are just getting started. All fundraisers or benefit auctions have to start somewhere, and it's exciting be there from the start to watch them grow and develop into major events. Most of the charity work I've done through the past twenty years has been working with groups who are just starting out. So if you've been thinking about putting together your first auction, or maybe hiring a professional auctioneer for an established event; give me a call or drop a line.

You never know till you try

When we're watching someone perform for the first time, most of us are only seeing the final cut. The performance always seems void of mistakes, flawless. A good performer makes performing appear effortless. Though what you're really watching is someone who has spent thousands of hours trying to perfect his craft.

I was one of those guys who thought I could just pick up a microphone and be an auctioneer. I was awful at the beginning of my career. It's no wonder why people give up so easily early on when trying something new. Even when people said I should quit, I didn't. I kept practicing and have never stopped, constantly pushing myself to become better. Even now, I still feel like I'm a student of my craft. There are so many ways to do something better or differently!