Property Auctioneer

Aimee Brown

Kate Lumby jokes that her first words were “vendor” and “purchaser”, but there is no question that the real estate game is her lifeblood. At seven she resolved to become an auctioneer, from 12 she spent weekends helping at her parents’ Kellyville real estate agency and once she had the necessary qualifications she was selling property.

But her first auction didn’t progress as smoothly as her career path. “I got the call and had 40 minutes to get there. Just before I got there the car in front of me ran into the car in front, then I ran into that car. I just had to jump out, give them my licence and details and run,” she says.

She’s never had such high drama on the way to work since, but says each auction is a performance in itself. “It’s quick, it’s dramatic, it’s exciting, it’s serious, and all rolled into a one-act play,” she says. “You’re like a conductor, you need to connect with the audience.” An auctioneer must be able to quickly adapt to the different demands and expectations of bidders. “You have to focus on what the audience is feeling, not what you’re feeling,” she says.

Most property auctions are on a Saturday-Lumby says she’ll do between four and six a weekend — but they are occasionally held mid-week. Leading up to the auction Lumby liaises closely with the agents involved in the sale. She has sold countless properties, but still gets a kick when the “sold” sticker goes up. “I’m pleased for the agent and the owner, it’s great to see the joy on their faces,” she says.

How to be an … Auctioneer

Qualifications: To work as a property auctioneer you must first be a licensed real estate agent. Your licence must then be endorsed by the Office of Fair Trading for auctioneer
work. If you have no prior auctioneering experience, you must complete a five-day Conduct Property Sale by Auction workshop. To become a licensed real estate agent you must first gain your Certificate of Registration by completing a course in property practice at a registered training institution.

You then need to do your licensing course, in either a full-time block mode or part-time. Course description: In the registration and licensing courses you will cover all aspects of real estate buying and selling, including legal issues, building client relationships, property appraisal, selling and negotiation procedures, and obtaining listings. The auctioneering workshop covers the practical and compliance issues involved in conducting an auction and is a combination of practical demonstration and assignments.

Costs: The Real Estate Institute (REI) NSW Conduct Property Sale by Auction workshop costs $925 including materials. Prices vary for registration and licensing courses according to training centres.

From the inside: Kate Lumby not only practises as an auctioneer, she also trains aspiring auctioneers, both privately through her business Auction Action and through the REI NSW. She says communication skills are vital for the profession. “You need to have vocal resonance and an ability to adapt and interpret the needs of the audience,” she says. She recommends voice or performance training for all auctioneers.

More information: REI NSW on 02 9211 8707 or www.reinsw.com.au