9 Secrets of Fine Art Auctioneers

Christie's auctioneer Tash Perrin conducts a sale.
Christie's auctioneer Tash Perrin conducts a sale.
Christie’s LTD. 2019

If a fine art auction can be compared to a well-coordinated circus, then the auctioneer is its ringmaster. At any given auction—which may include hundreds of people in the room and hundreds more watching online—the auctioneer is center stage, directing the audience's attention to lots big and small, generating excitement, and making sure the bidding runs smoothly. Auctioneers manage "all this while having charisma and a sense of engagement and great energy,” says Tash Perrin, an auctioneer who also holds a couple of senior management titles at Christie’s auction house. To find out what it takes to perform in such a fast-paced setting (and whether they always talk the way you see in the movies), we spoke with three New York City-based auctioneers who work for some of the world’s largest auction houses: Christie’s, Phillips, and Bonhams.

1. Auctioneering is mostly a side gig.

Auctioneer Jacqueline Towers-Perkins at the podium
Auctioneer Jacqueline Towers-Perkins at the podium
Bonhams

At the big auction houses, practically no one is hired to work solely as an auctioneer. As Perrin explains, “Nobody here at Christie’s is an auctioneer full-time. All of us have full-time jobs and then we do the auctioneering as a side gig.” Some auctioneers manage a particular department within an auction house, while others work in a variety of roles that may take advantage of their specialty in a particular field, whether that’s Chinese ceramics, Islamic art, or jewelry.

As a specialist in postwar and contemporary art with Bonhams, for example, Jacqueline Towers-Perkins sources all of the artworks for auction, researches their origin, and makes sure they’re authentic (and not some knock-off). Finally, as an auctioneer, she gets to find a new home for them. “When it comes to selling [an artwork], that is sort of the icing on the cake,” she tells Mental Floss.

2. Auctioneers need to be licensed in some states.

More than half of all U.S. states stipulate that individual auctioneers must get a license before selling items at public auctions. New York state does not have such a law, but leaves the decision up to individual municipalities. New York City—the location of many big-name auction houses—does mandate it. Would-be auctioneers must go to the Department of Consumer Affairs—“the same place that hot dog vendors get their license,” Perrin says.

3. Not all auctioneers speak quickly.

If you’ve been picturing an auctioneer who talks a mile a minute, you’re probably thinking of cattle auctioneers, who rattle off increments in an almost meditative style called "chanting." A few other types of auctioneers talk this way, but you won’t hear it at any of the major art and antiquities auction houses, which also sell across categories including jewelry, handbags, watches, wine and spirits, books and manuscripts, and more.

That’s because an auctioneer’s cadence largely depends on what they’re selling. Speed is especially important for cattle auctioneers because they often have more lots (a.k.a. individual cattle) to sell than the typical art auctioneer. (They also talk that way to "hypnotize" bidders, according to Slate.) However, when it comes to prized artworks and rare artifacts that rack up millions of dollars at auction, an auctioneer’s goal is slightly different: to generate excitement and build suspense. Sometimes, they might even slow down and allow a moment of silence to fill the room before speeding up again. “A really important element to being a good auctioneer is your ability to speak silence,” Perrin says. That means allowing for pauses when necessary—such as when a potential buyer might be thinking about a bid. It’s also about creating a welcoming atmosphere for bidders. “We want this to be a really great environment ... We don’t want to rush people through it or make it intimidating," Towers-Perkins adds.

4. Auctioneers sometimes stick out their tongues and recite Humpty Dumpty as a vocal warm-up.

Because auctioneers are talking non-stop for several hours at a time, the vocal warm-ups they do before an auction can get pretty ... creative. “Reciting Humpty Dumpty with your tongue out is definitely something we would encourage,” says Perrin, who also coaches auctioneers-in-training. In the above video from The New York Times, Christie’s former head of auctioneering, Hugh Edmeades, can be seen reciting this nursery rhyme to loosen up his facial muscles and warm up his voice. Perrin says some auctioneers might also recite their increments (we’ll get to those later) in the shower before coming to work, while others might use breathing and vocal techniques that are similar to the ones employed by actors and singers.

5. The auctioneer’s book is their bible.

Auctioneers can glean everything they need to know about a sale from something called the “auctioneer’s book”—although at some auction houses, it's a digital file on a laptop rather than a physical book. The book contains the lot number (the identifying number of the item or group of items up for sale), the item’s description, and the amount of money it’s expected to go for. It also has one crucial piece of information that neither the bidder nor the general public gets to see: The reserve price. This is the amount of money the owner of the lot will—or will not—sell it for.

6. An auctioneer's ability to multitask is crucial.

Auction staff talk to bidders on the phone
Andrew Burton, Getty Images

Juggling multiple tasks at once is a skill auctioneers must learn to master. In addition to remaining aware of the reserve price, auctioneers must also check their book for any absentee bids that have been placed prior to the sale. Bids are also coming in over the phone and online, and those bidders must be given the same attention and opportunity that bidders in the room are afforded. Throughout all this, auctioneers have to be engaging and charismatic. “If it looks like you’re very methodical and have a sense of just trying to get the job done, you’re not engaging the audience,” Perrin says.

While auctioneers are on the hook for most of the sales proceedings, they do get some help from a bid clerk. This person stands next to the auctioneer and surveys the room—including the phone bank, where staff talk to potential buyers over the phone and hold up a paddle whenever a bid comes through—to catch bids the auctioneer might not have seen. This extra assistance is especially helpful when there are 700 or so bidders in one space. “They play an incredibly important role, and I often refer to them as my best man up there,” Perrin says.

7. There’s a lot of math involved in auctioneering.

Auctioneers can only use certain increments, which means they’re limited in the exact price they can offer to bidders. “It’s very set,” Towers-Perkins says. “The numbers go up in tens at the beginning, then in twenties, then in fifties, then in hundreds.” (The precise numbers can vary by house.) This gets all the more confusing when absentee bids are factored into the equation. Auctioneers must ensure they’re referring to the exact amount declared in an absentee bid, which means they must think ahead and do a bit of quick math to figure out which number they should call out. Perrin calls this skill “numerical dexterity,” but there’s another term for it too. When everything goes well and auctioneers offer the correct increments, it’s called “landing on the right foot.” (And when things go wrong, it's called, naturally, landing on the wrong foot.)

8. Auctioneers can tell the difference between an involuntary nod and a bid.

Auctioneer Sarah Krueger
Auctioneer Sarah Krueger conducts a sale for Phillips.
Phillips

Sometimes, a nod is just a nod. Other times, it’s a bid. Auctioneers are trained to observe bidders’ body behavior and know the difference. Customers usually raise their paddles to place a bid, but some might prefer to remain discreet. Sarah Krueger, an auctioneer and head of the photographs department at the New York City branch of Phillips, said auctioneers get to know the bidding styles of frequent clients: “A nod or a slight move might indicate a bid from one person, but for another they might just be waving at a friend across the room.” Perrin says one client in England bids by raising his eyebrows, while other bidders wink to raise the stakes. Usually, an auctioneer can judge whether or not a bid is intentional by paying attention to the bidder’s level of engagement—for instance, if they’re looking at the auctioneer or still have a paddle in their hand, they’re probably interested.

9. They take their gavels seriously.

A gavel on a table
Mark Metcalfe, Getty Images

Krueger has her own personal collection of six gavels: Three of them she uses in auctions, while the other three are more like collector’s items. Each auctioneer has their own preferences in terms of the style of gavel they use. “For my purposes, what I’m looking for in a gavel is something that fits comfortably in my hand and isn’t too heavy,” she says. “You also want to test it out against your sounding block and make sure that it’s giving you the right sound.” After all, auctioneers say that the moment the hammer falls, signifying the end of a sale, is one of the most enjoyable parts of the job. “The sound the gavel makes on the rostrum is incredibly satisfying—particularly on the very first lot you ever take and the most expensive lot you’ve ever sold,” Perrin says. “That’s extremely gratifying.”

10 Secrets of Airbnb Hosts

iStock/Tero Vesalainen
iStock/Tero Vesalainen

Since it launched in 2008, Airbnb has grown from a scrappy tech startup to a major force in the travel industry. The website acts as a middleman between hosts with empty rooms, guest houses, and vacation homes to rent out and travelers looking for an unconventional (and often affordable) place to stay. The company reportedly recently valued itself at $38 billion.

Tech-savvy globetrotters may be familiar with Airbnb from the guest side, but being a host offers its own experiences. If they're willing to endure the occasional clueless, tardy, or rude guest, hosts often learn that meeting people from around the world can be just as rewarding as travel—and a lot more lucrative. We spoke with a few Airbnb hosts to get their perspective on what it's like to provide a temporary home away from home.

1. Airbnb will send a photographer to host homes.

Airbnb wants its listings to be successful, and they offer hosts some pretty appealing perks to make that happen—including sending a professional photographer to their space for a free photoshoot, if hosts ask for one. “The photographer made the room look really nice,” Steve Wilson, an Airbnb host who manages a listing in Austin, Texas, tells Mental Floss. “And the pictures are certified, so people know Airbnb took them and they’re not fake picture I took from the internet.” Enlisting a professional photographer pays off for both the hosts and the company: According to Airbnb, hosts with professional photos see a 40 percent increase in earnings compared to other hosts in their area.

2. Airbnb hosts know that cute pet photos can lead to bookings.

Brenda Tucker's dog, Boo.
Brenda Tucker's dog, Boo.
Brenda Tucker

Brenda Tucker first listed the spare room of her San Francisco home on Airbnb in 2009. As one of the company’s earliest hosts, she had the honor of having CEO Brian Chesky stay in her home, and he shared some useful tips. One piece of advice he gave is something dating app users may already know: Including photos of your pets is a great way to get attention. “Their data was showing that people weren’t really reading the listings, which is true of myself when I use Airbnb,” Tucker tells Mental Floss. “So I put my dog and my cat in the photos early on and that has been very, very helpful.”

3. There's a reason some Airbnb hosts greet you in person.

Some hosts have a set-up that allows them to check in guests without ever meeting them in person, but Wilson prefers to greet guests the old-fashioned way. It’s a friendlier way of doing business, but he says there’s another motivation behind the protocol. “I’ve worked in retail, and it’s like when you try to say ‘hi’ to every [customer]. It’s nice to do, but it’s also a way to reduce people shoplifting,” he says. “They might be more respectful of the space that way if they see a real person there.”

4. Sometimes Airbnb hosts get gifts.

Beyond checking in on time and being considerate, Airbnb hosts don’t expect much from their guests. But occasionally they encounter a guest who goes above and beyond to leave a good impression. Carla (not her real name), a host in Dublin, Ireland, who’s retired, recalls a woman from Belgium who expressed her gratitude by crocheting her a tea cozy. “It’s absolutely beautiful,” she tells Mental Floss. "She showed me that she used to make these, and she showed me photographs, and [then] she made me one. She was lovely."

Early in his Airbnb career, Wilson received a gift from an unexpected source. “One of my first guests was this guy, he had the worst possible photo of himself. It was weird and out-of-focus and he just looked mean and angry. I begrudgingly accepted his invite, and he turned out to be the nicest, sweetest guy. He was from Seattle and he gave me some freeze-dried salmon and a really nice note he wrote me later on a card. That taught me not to judge anybody by their picture.”

5. Not every Airbnb hosting experience is positive, however.

Even if hosts have positive feelings overall toward their experience with Airbnb, they’re bound to collect a few horror stories after working with the service long enough. One traveler Tucker hosted made herself at home by ruining the walls. “She brought her bike up 36 steps from the street, which left tire marks everywhere.” After that incident, the guest proceeded to wash her dirty clothes in the bathtub and lay it over the furniture in the shared living room to dry. “She did not expect me to come home early that day.”

Wilson recalls a guest who dealt with mosquito season by nearly setting his room on fire. “A few mosquitos had gotten in, he had basically let them in, so he kind of freaked out about it and bought all these mosquito candles and left them under the bed.” Fortunately, Wilson caught the fire hazard before it turned disastrous.

6. Hosts appreciate it when you clean up.

People who host on Airbnb know that cleaning up after guests is part of the job, but that doesn’t mean they don’t appreciate it when people go out of their way to be neat. “It’s nice when they clean up a bit,” Wilson says. “They can leave their sheets or towels wherever. I don’t care about that stuff, but it's a nice little touch when they do the dishes. It's not that big of a deal but I feel like it’s considerate.”

7. Airbnb hosts hate it when you're late.

Traveling can be stressful and unpredictable, but if you tell your Airbnb host you’ll arrive at a certain time, try your best to stick to it if you want to stay on their good side. “I don’t want to wait around for hours and hours,” Tucker says. “I understand if your flight is late and that’s something you can’t help, but there have been a few people who unfortunately think I have nothing to do on a Saturday except wait around for six hours. When people are rude or have the expectation that you are a personal concierge and you should behave as a hotel, that makes things more difficult for me.”

Wilson repeats the same sentiment, adding that updating your host if you know you’re going to be late is much better than not communicating with them at all. “I always appreciate it when people give me a decent ballpark figure of when they’re planning to get in, and if they don’t make it at that time if they could possibly give me a heads-up that they’re going to be a little later than they were expecting. I have a set check-in and check-out time, but sometimes I can give people a little more time if they need it.”

8. Airbnb hosts don’t want to give you a bad review.

Airbnb hosts know how important reviews can be, and they aren’t quick to assign negative ratings to guests. Tucker says she always tries to confront issues with her guests in person before airing out the problems online. “I try to be diplomatic. Generally I can have a discussion in person where I can feel heard and there’s some kind of understanding,” she says.

But in some cases, even diplomatic hosts may feel forced to rate guests poorly as a warning to future hosts. Tucker says, “I had a woman who was very challenging. She came too early and she seemed a little entitled. She requested a refund because she was leaving early but she hadn’t let me know. I think that was probably the most negative review I ever gave.”

9. It's hard to make a living just from Airbnb hosting.

Many hosts use Airbnb as a source of supplemental income. For her day job, Tucker is the director of arts marketing for the San Francisco Travel Association, and Wilson is a freelance writer. Both say the money they make from Airbnb is a nice cushion, but it’s not enough to make a real living. “It’s not super lucrative, it’s just a stable stream of dough. I don’t think anyone would get rich off it, especially in a place where you’re taxed and have to have a [short-term rental] license,” Wilson says. Airbnb also takes a service fee of at least 3 percent from hosts for every night they book.

For Tucker, being an Airbnb host is more about meeting new people and being exposed to different cultures than it is about making money. “That opportunity to intersect with other cultures is incredibly interesting to me, and something that has enriched my life quite a bit,” she says.

10. Sometimes hosts make lifelong friendships with guests.

The relationship between Airbnb host and guest doesn’t necessarily end at check-out time. Thanks to her hosting gig, Tucker has developed lasting friendships with former guests who are scattered around the globe. “I've made very close friends with people who’ve stayed with me. I’ve traveled with an Italian guest of mine in France and in Italy. I’ve gone to Sweden twice to see a guest I keep in touch with. Those opportunities have been pretty amazing.”

7 Behind-the-Scenes Secrets of Roadies

Lindrik/iStock/GettyImagesPlus
Lindrik/iStock/GettyImagesPlus

Although the word roadie may conjure up images of non-stop partying with rock stars, the reality is that most work unglamorous, physically and emotionally demanding jobs. They lug the gear, set up the instruments, manage the stage, run the sound, sell the merch, drive the bus, and generally do whatever it takes to make concerts possible. Mental Floss talked to a few roadies (who probably wish we'd stop calling them that—see below) to get the inside scoop.

1. Roadie is an outdated term.

Some roadies who worked in the 1960s through the 1980s later wrote books bragging about their sexual conquests, wild partying, and drug use while on the road. Although that lifestyle is not completely obsolete—genres such as metal, rap, and hip hop supposedly see more illegal activity than indie, pop, folk, and alternative—most roadies don’t refer to themselves as such.

Morgan Paros, a violinist and singer based in Los Angeles, says that the generic term roadie seems slightly derogatory now. Instead, it’s better to use terms that more specifically describe individual duties. “Anyone on a tour is generally working very hard to fulfill their role of tour manager, front of house (sound engineer), light tech, stage manager, instrument tech, or merchandise manager,” Paros says. “These individuals make everything possible for the performers every night.”

2. Roadies work insanely long hours.

Most roadies work 16- to 20-hour days. Waking up early and going to sleep late is part of the job description, as Meg MacRae, a production coordinator who’s been on the road with Bon Jovi and the Eagles, attests. A typical day for her starts with a 6 a.m. bus pickup, after which she sets up a temporary production office at the venue. After a long day of problem-solving, booking flights and hotels, and making sure the crew is taken care of, she ends her day at 1:30 or 2 a.m.

3. Roadies get used to roughing it.

Unless they’re working for an A+ list performer, most roadies are not living the high life, sleeping in luxury hotel suites and flying on private jets. Being on the road can be hard work. Depending on the band’s budget level, the road crew may sleep on the floor of a shared hotel room, or sit in a crowded Ford Econoline or Chevrolet Express van for hours.

Tour conditions offer minimal privacy and maximum mess. “You wouldn’t believe how insanely messy a van can get after a 6-week tour of the country,” says Michael Lerner of Telekinesis.

David, a front-of-house sound engineer based in New York, also describes the dirty working conditions in many venues. “Consider how grimy some music venues look. The dusty mixing board in the back coated in spilled beer, the germs of hundreds of singers talking/spitting/shouting into the same microphones night after night, and the questionable odors of green rooms inhabited by people who spend a solid portion of their days packed into a van … this is your office. Good luck not getting sick.”

4. Roadies usually have good reasons for putting up with it all.

So why do roadies subject themselves to the long hours and less-than-glamorous conditions? Many say they love music so much that they can’t imagine working in any other field. “For as long as I can remember, I have always wanted to have a job in music,” tour manager and sound engineer William Pepple writes. Some roadies also get into it because they love traveling all over the world, seeing new cities, and meeting new people.

5. Maintaining relationships at home is a big challenge for roadies.

Being a roadie is a lifestyle rather than just a job. Because they travel so frequently for work, roadies often struggle to maintain relationships with loved ones. Technology such as FaceTime and Skype has made keeping up with family, friends, and significant others easier, but it can still be a challenge to find privacy to make phone calls. Roadies who travel on buses have a little more privacy and time to connect with loved ones back home, since bus tours often give them the freedom of waking up in the city where the band’s next show is, while road crew on van tours spend the majority of the daytime driving to the next show.

6. They probably have at least one horror story from the road.

Whether it’s an unscrupulous promoter cheating the band out of their earnings, a bus overheating, a van breaking down, or driving through dangerous winter storms, roadies probably have at least one horror story. Most awful promoters or venues, though, are usually due to simple misunderstandings. “Most bad days are due to either bad communication or a lack of understanding that most touring people just want simple comforts: a clean shower, clean towels, a safe place to put their stuff, laundry machines, and good food,” says Mahina Gannet, who’s worked as a tour manager and production coordinator for bands such as The Postal Service, Death Cab For Cutie, and Neko Case.

7. Good roadies are there to work, not just hang out with the band.

Achieving a balance between being professional and having fun is harder on tours because “you are working, living and traveling with your co-workers,” Gannet adds. “I’m there to get a job done, and when it’s done, I love to hang out. A lot of tour managers I’ve seen definitely can go to either extreme (some actually thinking they are a member of the band, some so distant the band can’t talk to them), but it’s like everything else in life. It’s about finding your own personal balance.”

This piece first ran in 2016 and was republished in 2019.

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