A professional auctioneer’s tips for commanding the room

“I would like to introduce our Principal Auctioneer for the Broad Arrow sale today, Lydia Fenet at the Amelia.” As I walk up the steps to the podium to take my place next to the auction reader, I look out at a packed room of over a thousand people sitting and standing around the room. 

10, 9, 8. Adrenaline floods my body. Deep breath in. Deep breath out. 

7, 6, 5. Shoulders back. Chin up. Eyes forward. I listen as the reader finishes the last minute sale announcement and gives a brief description of the first car we will be selling. 

4, 3. As he is finishing the description I open the binder that holds all the auction information in front of me, glancing at the reserve price which is the amount agreed upon by the seller and the company to make sure the number is fully in my head. 

2, 1. Lydia, Lot Number One. I lift my head, smile, and bring the gavel down three times. 

For the next five hours, I’ll stand onstage representing Broad Arrow as the first woman to serve as Principal Auctioneer for a major car company. For some, seeing a woman preside over a car auction, where men have traditionally held the gavel, still feels surprising, maybe even a little uncomfortable.

But after more than twenty years refining my craft, I have complete confidence in my ability to command a room. Over a career as a charity auctioneer that has helped raise more than $1 billion for nonprofits around the world, I’ve developed techniques that allow me to perform at the same level, regardless of the size of the stage or the prominence of the audience.

The beauty of those techniques is that they work anywhere. No matter the pressure or the people in front of you, the same strategies that hold a room at auction work just as well in the boardroom.

Find Your Strike Method 

In my first book, The Most Powerful Woman in the Room Is You, I introduced what I call The Strike Method. The three cracks of the gavel against the podium serve two purposes. They steady my nerves and focus the surge of adrenaline that comes with stepping into a high pressure moment. 

That rush is universal. It can unsettle even seasoned speakers, and it can overwhelm someone who hasn’t spent a lot of time onstage. The Strike Method narrows my focus to a single, controllable action. When the gavel hits the podium, everything else fades. It allows me to step onto any stage and command attention with intention. 

Everyone needs a version of The Strike Method. It might be a mantra. It might be a small object that reminds you of your strength. Some people tap the underside of their desk before a meeting and whisper, “Here we go,” before they begin a Zoom call. A friend of mine carries a small red pebble in her pocket when she walks into a presentation. The ritual matters because it centers you. Once you use it, have your opening lines ready so you move forward with complete control. Equally important is what happens next. If you are a nervous public speaker, make sure you have lined up your next sentence so that no matter what happens you are already locked in. The minute you start speaking onstage the adrenaline dissipates so the further into your speech you can go, the easier it will be.

Mindset Over Everything 

Ask someone why they fear public speaking and they will describe the physical sensations. Shaking hands, a dry mouth, the feeling of standing at the top of a roller coaster.

Even the most seasoned performers feel the same sensations. The difference is how they interpret them. Instead of labeling those feelings as fear, see them as energy. Your body is preparing you to rise to the moment. Think of that energy as fuel and channel it toward the outcome you want to create in the room. 

Your Audience Wants You to Succeed 

One of the fastest ways to derail a presentation is to obsess over how you are being perceived. Remember this: your audience wants you to succeed. No one wants to sit through a bad presentation. 

Think of the audience as your supporters. They are hoping you will deliver something worth their time. When you focus on serving them rather than judging yourself, your confidence grows. Give them your full presence and they will respond in kind.