Why a Professional Auctioneer Makes a Difference in an Online Auction
What Credentials, Experience, and Judgment Bring to the Table
Online auction platforms have made it easier than ever to conduct a sale. The technology is accessible, the platforms are established, and the process of listing items and letting a timed system close the lots is straightforward.
But technology is not judgment. It is not experience. It is not the ability to recognize significant value that others have missed, or to know which auction format will produce the strongest result for a specific collection or estate. Those capabilities come from the person running the auction — not the platform.
Understanding what a credentialed professional auctioneer actually brings to an online auction helps sellers make better decisions about who they hire — and helps buyers understand why the quality of a sale varies so significantly from one company to the next.
Professional Designations Require Genuine Education
The National Auction Association offers several professional designations that require meaningful coursework, examination, and demonstrated competency. These are not honorary titles or membership perks — they represent a serious investment in professional education.
The most significant is the Certified Auctioneers Institute (CAI) — a multi-year program that covers auction ethics, marketing, appraisal methodology, business management, contract considerations, and advanced auctioneering practice. Completing the CAI program requires years of commitment and demonstrated professional standing in the industry.
Other meaningful designations include the Certified Estate Specialist (CES) for auctioneers focused on estate liquidation, the Accredited Auctioneer of Real Estate (AARE) for those conducting real estate auctions, the Auction Marketing Management (AMM) designation, and the Professional Valuation Specialist (PVS) for those with appraisal training.
When an auction company's principal holds multiple designations from the National Auction Association, it signals a level of professional commitment that goes well beyond setting up an online platform and listing items.
Association Membership and Professional Accountability
Active membership in professional auction associations — such as the National Auction Association and the Michigan Auctioneers Association — is not simply a credential to display on a website. Active members participate in ongoing education, stay current with industry developments, and operate under codes of ethics that govern how auctions are conducted.
Professional associations also provide a mechanism for accountability. Members who violate ethical standards can face consequences from their associations. For sellers and buyers, working with an actively affiliated professional auctioneer provides a level of assurance that goes beyond what a technology platform alone can offer.
Valuation Knowledge That Technology Cannot Provide
Online auction platforms list items. They do not evaluate them. The quality of a catalog — the accuracy of descriptions, the identification of significant pieces, the recognition of items that deserve focused marketing — depends entirely on the knowledge and experience of the people preparing it.
A professional auctioneer with valuation training and years of market exposure brings something an automated system cannot: the ability to recognize what something is actually worth. That means identifying a rare firearm variant from a generic description, recognizing a significant piece of jewelry from a box of costume items, or understanding that a collection of vintage advertising deserves individual lot treatment rather than a bulk listing.
Proper identification and accurate cataloging often have a greater impact on auction results than any other factor. Items that are properly identified and marketed to the right audience consistently outperform items that are generically described — regardless of which platform hosts the sale.
Auction Format Knowledge — Matching the Method to the Sale
Not every auction should run the same way. A professional auctioneer with experience across multiple formats — timed online auctions, live onsite auctions, simulcast auctions, and virtual simulcast auctions — can evaluate an estate or collection and recommend the format most likely to produce the best result.
That judgment matters. A timed online auction works well in some situations. A live auction with a calling auctioneer produces different results in others. A simulcast or virtual simulcast — where a professional auctioneer calls bids in real time across multiple online platforms simultaneously — creates a competitive dynamic that a purely automated timed sale cannot replicate.
A company that only offers one format will default to that format regardless of whether it fits the sale. A credentialed auctioneer with experience across formats makes the decision based on what will actually serve the seller's interests.
For a detailed explanation of how different auction formats work, read our guide on Live, Simulcast and Online Auctions Explained.
The Value of Live Bid Calling
Live bid calling is a skill developed over years of practice. A professional auctioneer calling bids in real time reads the room — or in a virtual simulcast, reads the online bidding activity across multiple platforms simultaneously — and manages the pace of the sale to keep competitive tension alive and drive participation.
This is not something a timed online system does. A timed system closes lots on a schedule. A calling auctioneer advances through a catalog with judgment, energy, and real-time awareness of buyer behavior. For sales with significant or specialty assets, that difference in dynamic can meaningfully affect results.
Continuing Education and Teaching
The auction industry continues to evolve — in technology, buyer behavior, platform capabilities, and market conditions. A professional auctioneer who invests in continuing education stays current with those changes rather than operating on approaches that worked a decade ago.
Auctioneers who also teach courses — whether through auction schools, professional association programs, or industry training — develop a deeper and more communicable understanding of their craft. Teaching requires the ability to explain concepts clearly, defend positions, and stay current with how the profession is developing. That discipline benefits the clients and buyers those professionals serve.
Licensing for Complex Asset Categories
Many estates and collections include assets that require specific licensing to handle legally and professionally. A credentialed auction professional who has invested in the appropriate licenses can manage these assets without requiring the seller to coordinate multiple vendors.
The two most significant licensing requirements in estate liquidation are firearms and real estate. Firearms require a Federal Firearms License (FFL) for legal transfers and buyer qualification. Real estate requires a real estate license or brokerage relationship to list and sell estate owned property.
An auction company that holds both licenses can manage personal property, firearms, and real estate as part of a single coordinated estate settlement strategy — simplifying the process for executors, trustees, and families significantly.
What to Look for When Choosing an Auction Company
When evaluating an auction company — whether for an estate you are settling or a collection you are consigning — the platform matters less than the people running the sale. Questions worth asking include:
- Does the principal hold professional designations from the National Auction Association or a state association?
- Is the company actively affiliated with professional auction associations?
- Does the team have genuine valuation knowledge in the asset categories your sale involves?
- Can the company conduct multiple auction formats and recommend the right one for your situation?
- Does the auctioneer call bids personally on higher-value sales, or does everything run on a timed automated system?
- Does the company hold the licenses needed to handle firearms and real estate if those assets are involved?
- What is the company's buyer reach — local, regional, national, or international?
The answers to those questions tell you far more about what an auction company will actually deliver than the platform it uses or the commission rate it charges.
About Epic Auctions & Estate Sales
Since 1977, Epic Auctions & Estate Sales has served families, executors, trustees, attorneys, collectors, and professionals throughout Mid-Michigan. Brad Stoecker holds the Certified Auctioneers Institute (CAI), Certified Estate Specialist (CES), Accredited Auctioneer of Real Estate (AARE), Auction Marketing Management (AMM), Professional Valuation Specialist (PVS), and Certified Michigan Auctioneer (CMA) designations. Epic is a licensed Michigan real estate brokerage and fully licensed Federal Firearms License holder, and an active member of the National Auction Association and Michigan Auctioneers Association.
In 2024, Epic's auctions attracted buyers from all 50 states and more than 24 countries.
Additional Resources
Serving Greater Lansing and Communities Throughout Michigan
Epic Auctions & Estate Sales serves buyers, sellers, collectors, families, executors, trustees, and attorneys throughout Greater Lansing, East Lansing, Okemos, Haslett, DeWitt, Grand Ledge, Mason, Jackson, Mid-Michigan, and surrounding communities. For significant estates, specialty collections, firearm collections, real estate, and complex or high-value assets, we also assist clients throughout Michigan. In 2024, Epic's auctions attracted buyers from all 50 states and more than 24 countries.
Schedule a Consultation
If you are considering an auction for an estate, collection, real estate, or other assets and want to discuss whether Epic is the right fit, we are happy to talk through your situation at no charge.
Call (517) 927-5028 to schedule a consultation.