4d • General discussion
Get Drunk... Or Run An Auction??
I was at the casino over the weekend to watch a show.
We had dinner.
Watched the show.
And afterwards, we grabbed a couple seats at the bar for a few cocktails.
The place was PACKED.
And sitting there, I was watching the bartender work.
Not because I was impatient (I actually know him, and sat there on purpose).
But because the dude is fu@$!ng GOOD.
There were probably 20 different things competing for his attention at any given second.
Someone needed another drink.
Someone was trying to get his attention from the other end of the bar.
A couple just sat down.
Somebody wanted to close their tab.
Another guy was telling him a story.
The waitress needed drinks.
Glasses were stacking up.
And somehow...
He was controlling the entire room.
One thing was very clear…
A great bartender doesn't just pour drinks...
He controls attention.
He controls anticipation.
He controls conversation.
He controls the ENERGY.
And THAT is exactly what makes for a great auction!
Think about it.
He sees a couple getting quiet.
He cracks a joke...
Energy comes back.
Somebody asks what drink he's making...
Now he's got three people involved in the conversation.
Maybe he gives the guy at the end of the bar a little shit.
But he keeps moving.
Keeps talking.
Keeps acknowledging people.
Keeps the whole damn bar ALIVE.
Now pay attention...
Because here's what he's NOT doing.
Pouring everybody their first drink...
Then sitting back and watching.
Yet that's EXACTLY how most people typically run an auction.
They put up the auction post...
Then they sit back and wait for bids.
That's not an auction.
That's a freakin Craigslist listing.
An auction is LIVE.
It's a performance.
Once that Hero Package goes on the block, YOUR JOB HAS JUST STARTED.
Someone bids?
Acknowledge it.
Someone asks a question?
Answer it where everybody can see it.
Bidding slows down?
Stir the pot.
Drop an update.
Ask a question.
Reveal something.
Add an enticer.
Maybe add a bonus.
Someone makes a surprisingly big jump?
"HOLY SHIT... I wasn't expecting this thing to get here this fast..."
Now people are watching again.
Because you're not merely managing bids…
YOU’RE MANAGING THE ROOM.
And there's something else the bartender understands instinctively...
Not everybody sitting at that bar is drinking at the exact same speed.
Somebody is ordering.
Somebody is halfway through a drink.
Somebody is thinking about another.
Somebody is ready to close out.
A great bartender knows where everybody is.
AND DURING YOUR AUCTION… YOU SHOULD TOO.
Who's bidding?
Who's commenting?
Who's asking questions?
Who's lurking?
Who bid three hours ago and disappeared?
Who keeps coming back?
Who's obviously interested but hasn't pulled the trigger?
Those are signals.
And if you're paying attention, the auction is telling you exactly where the energy is.
Auctions are a SHOW.
The Hero Package gets people into the room.
The bidding gives you something to work with.
But YOU create the energy that makes people want to stay at the bar.
Because the longer they stay, the more they're emotionally involved.
And that’s EXACTLY what you want.
Why?
Because of what happens after.
When you have a chance to GRAB that emotion.
For example…
My friend came and met us at the bar after his shift.
We were talking and I was complimenting him on “working the room”
He laughed and said “working the room”??
You don’t know the half of it.
He told me about all the ladies slipping him their phone numbers.
"Call me."
"I'm interested.
"I'd like to see you again."
I said “holy shit, which one are you calling first”?
He said “none of them”
And he took that entire stack of numbers...
and threw them in the trash.
I said “are you freakin nuts”???
Those girls raised their hands.
They already told him they're interested.
The hard part is DONE.
Call them.
Set up a date.
Make an offer.
And probably don't wait three weeks to do it after they've forgotten why they gave you their number in the first place.
Nope… he just let all that opportunity go to waste.
Literally in the waste basket.
Moral of the story…
Don’t be THAT guy.
Every person who bids in your auction gave you their number.
Don't throw those numbers away.
Follow up while the night is still fresh.
While they still remember the excitement.
While they can still picture themselves owning the damn thing.
Because while the auction is running...
Your job is to run the bar.
Watch the room.
Read the signals.
Control the energy.
Keep people engaged.
Keep the conversation moving.
But for God's sake…
When the excitement of the night is over…
And they give you their number…
CALL THEM!!
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Get Drunk... Or Run An Auction??
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