Winning at auction isn't amount having the most money, it's about strategy

GUEST OBSERVATION

With limited stock available for buyers to choose from and the average amount of bidder at an auction still sitting comfortably around two, buyers are likely to be feeling the pressure when it comes to trying to ‘win’ the home they want at auction.

Now, more than ever, strategy is likely to play an even more important role in your success on the day.  Having been involved in over 50 properties for sale this year, our success (or purchase) rate is sitting at almost 90%.

Some buyers may believe professional bidders are more successful just because the buyers they represent have more money.  It would be great if this were true. However, why would someone who is guaranteed to have more money than everybody else need to use a buyer advocate? The fact of the matter is that it is almost impossible to guarantee anyone will have the most money. So maybe it’s not about money, maybe it’s about strategy.

One example is a property bought earlier in the year in Hampton.  The strategies resulted in the property being purchased for $102,000 less than the underbidder paid for a near identical home in a lesser street, less than one month later.  There were three parties bidding, yet the underbidders stopped – why?  The first underbidder’s later purchase shows they had more money.  Why did they choose to stop? Was it just they assessed value at a $102,000 difference? Maybe, but probably not? So

• Was it lack of preparation?
• Was it uncertainty?
• Was it nervousness?
• Was it stress?
• Was it inexperience?

Nobody knows for sure, all we know is, it wasn’t lack of money.

Some buyers may believe that the next best solution is to just keep bidding. However, this could be a risky strategy if you haven’t done your research on the property’s strengths and weaknesses and values, particularly if you find yourself needing to sell in a market that may not be moving in the same direction as the one we are currently experiencing.

Kristen Hatt is principal buyer advocate at James Buyer Advocates, which advocates on behalf of buyers of property over $1 million. Weekly auction reports, advice and in-depth market analysis are available on James' website.