The Hidden Secrets of Fine Art Auctioneers

In the world of fine art auctions, if it's like a perfectly choreographed circus, the auctioneer is the charismatic ringmaster. With an audience ranging from hundreds of people in the room to even more online viewers, the auctioneer stands at the heart of the action, guiding attention to every item, stirring excitement, and ensuring the bidding flows seamlessly. As Tash Perrin, a seasoned auctioneer and senior manager at Christie's, puts it, auctioneers need to possess 'charisma, engagement, and boundless energy.' To understand what it takes to perform under such pressure—and whether they truly speak the way they do in the films—we spoke to three top auctioneers from New York City's leading auction houses: Christie’s, Phillips, and Bonhams.

1. Auctioneering is often a part-time pursuit.

At major auction houses, very few people are hired exclusively as auctioneers. As Perrin explains, 'No one at Christie’s is a full-time auctioneer. We all have primary roles and auctioneering is more of a side hustle.' Some auctioneers oversee specific departments within the house, while others bring their expertise to various fields, from Chinese ceramics to Islamic art to fine jewelry.

Take Jacqueline Towers-Perkins, for instance: as a postwar and contemporary art specialist at Bonhams, she is responsible for sourcing the artwork, verifying its authenticity, and ensuring its provenance (no counterfeits allowed). The auction part is the cherry on top, as she explains to Mytour, 'Selling an artwork is like the final flourish of the whole process.'

2. In some states, auctioneers must hold a license.

In the U.S., more than half of the states require auctioneers to be licensed before they can sell goods in public auctions. New York doesn't have a statewide law but leaves it up to local governments to decide. In New York City—home to many prestigious auction houses—it’s mandatory. Aspiring auctioneers must apply through the Department of Consumer Affairs, 'the same place where hot dog vendors get their permits,' as Perrin humorously points out.

3. Not every auctioneer talks at lightning speed.

If you imagine an auctioneer who speaks at a breakneck pace, you're likely thinking of cattle auctioneers, whose rapid-fire delivery—known as 'chanting'—creates a rhythmic, almost meditative flow. While this style is common in some auction sectors, you won't hear it at top art and antiques auction houses, which also handle diverse categories like jewelry, handbags, watches, wines, spirits, books, and more.

The speed of an auctioneer’s speech is influenced by what’s being sold. Cattle auctioneers, for example, often deal with larger volumes of lots, which is why they speak quickly. (Some say it's also a strategy to 'hypnotize' bidders, according to Slate.) But for fine art and rare artifacts that can fetch millions, the goal shifts. The auctioneer aims to build excitement and anticipation, sometimes slowing down to allow suspense to hang in the air before accelerating again. 'A key skill for a successful auctioneer is your ability to 'speak' silence,' says Perrin. Pauses, like when a bidder is weighing their offer, are as crucial as the words themselves. The experience is about creating an inviting atmosphere—'We want this to be an enjoyable process, not rushed or intimidating,' adds Towers-Perkins.

4. Auctioneers occasionally stick their tongues out and recite Humpty Dumpty to warm up their voices.

Given the non-stop talking during auctions, vocal warm-ups can get pretty quirky. 'Reciting Humpty Dumpty with your tongue out is actually something we recommend,' says Perrin, who also trains auctioneers. In a video by The New York Times, Hugh Edmeades, former head of auctioneering at Christie's, demonstrates this technique to loosen his facial muscles and prepare his voice. Some auctioneers even practice their increments in the shower before heading to work, while others use vocal exercises akin to those used by singers and actors.

5. The auctioneer’s book is their sacred guide.

Auctioneers rely on something known as the 'auctioneer’s book' to gather all the details they need about a sale. While it used to be a physical book, at some auction houses it’s now a digital file on a laptop. This book contains essential information: the lot number (the identifier for each item or group), a description of the item, and the anticipated price. But there's one key piece of info that remains exclusive to the auctioneer: the reserve price. This is the minimum amount the seller is willing to accept for the lot, which neither the bidders nor the public are privy to.

6. An auctioneer's multitasking skills are essential.

Auctioneers are masters of multitasking. Not only must they keep track of the reserve price, but they also need to stay on top of absentee bids placed before the auction. Additionally, they must manage phone and online bids, giving remote participants the same attention as those present in the room. All of this is happening while maintaining charisma and energy. As Perrin points out, 'If you come across as too robotic or like you're just going through the motions, you’re not engaging the crowd.'

Though auctioneers bear the brunt of the sales process, they have an essential ally in the bid clerk. Positioned beside the auctioneer, this person observes the room—including the phone bank where staff members communicate with potential buyers and raise paddles to signal bids. This extra set of eyes is crucial, especially when hundreds of bidders are in attendance. 'They play a vital role, and I often call them my best man up there,' Perrin says.

7. Auctioneering involves a surprising amount of math.

Auctioneers must adhere to specific increments when calling out bids, meaning they can only offer certain price increases at a time. 'It’s very structured,' explains Towers-Perkins. 'The increments start in tens, then move to twenties, then fifties, and finally hundreds.' (These exact increments can differ by auction house.) The challenge increases when absentee bids are involved. Auctioneers need to quickly calculate the correct increment to reflect the absentee bid, a skill Perrin refers to as 'numerical dexterity.' When everything flows perfectly, it’s called 'landing on the right foot'; when things don’t, it’s, understandably, 'landing on the wrong foot.'

8. Auctioneers can distinguish between an accidental nod and an actual bid.

At times, a nod simply means 'hello,' but at other times, it’s a bid. Auctioneers are trained to decode bidders' body language to distinguish between the two. While most bidders raise their paddles to place a bid, some prefer to stay under the radar. Sarah Krueger, an auctioneer and head of the photographs department at Phillips’ New York branch, explains that auctioneers learn the subtle bidding habits of their regular clients: 'A subtle nod or a slight movement could signal a bid from one person, while for another, it might just be a casual wave across the room.' Perrin shares that one client in England signals his bids by raising his eyebrows, while others raise the stakes with a wink. Generally, auctioneers gauge a bid's intent based on how engaged the bidder is—for instance, if they’re maintaining eye contact with the auctioneer or holding onto their paddle, it’s likely they’re placing a bid.

9. Auctioneers are very particular about their gavels.

Krueger owns six gavels: three of which she uses for auctions, and the other three are cherished as collectibles. Each auctioneer has their own preference when it comes to the style and feel of their gavel. 'For me, I seek a gavel that fits comfortably in my hand and isn’t too heavy,' she explains. 'You also have to test it on your sounding block to ensure it produces the right sound.' The final moment when the gavel falls to close a sale is one of the most rewarding experiences for an auctioneer. 'The sound it makes on the rostrum is incredibly satisfying—especially on the first lot you ever auction or the most expensive one you’ve ever sold,' says Perrin. 'That’s an extremely gratifying moment.'