58 Occupational Outlook Quarterly • Fall 2006

Norman Abrahams chants at breakneck speed, 

familiar words rolling off his lips: “Five dollars, 

give 10—$10. Now $15—now $20. I’ve got 

$20—now $25. Give $30—SOLD for $30 to 

number 100, for $30!”

Norman is an auctioneer in West Point, Nebraska. 

His fast-paced oratory builds excitement, encourages 

bids, and lets him sell a large number of items in a short 

amount of time. 

How did he learn to speak, and sell, so quickly? Auctioneering school, says Norman, is what taught him the 

tongue-twisting tricks of the trade. Chanting—the method 

of speaking auctioneers use—requires clarity, speed, and 

rhythm. It’s something most auctioneers learn through 

formal training.

A small number of schools throughout the country 

offer auctioneering programs. These programs typically 

last a few weeks to a few months. Students learn breathing and voice techniques and perform practice drills to 

increase their speed and precision. They might also study 

subjects such as ethics, public speaking, advertising, and 

auction law. 

Apprenticeships are another way for auctioneers to 

hone their skills. By working with an experienced auctioneer, apprentices learn firsthand how the job is done. 

Formal education or experience isn’t just helpful; in 

many cases, it’s required. Auctioneers in more than half 

the States need to be licensed, which usually requires 

completing a State-approved training program or apprenticeship, having a high school diploma or GED, and 

passing a written exam and criminal background check. 

Auctioneers who sell land, houses, or other buildings 

anywhere in the country must also have a valid real estate 

license. 

After they’re qualified for the job, some auctioneers 

take the title of colonel. This practice dates back to the 

Civil War, when only military colonels were allowed to 

auction off the spoils of war.

Now, as then, almost anything can be sold at auction. 

Art, machinery and equipment, and livestock are just a 

few of the items traded in this way. Some auctioneers 

specialize in one or more types of products; Norman’s 

specialty is antiques and consignments. 

Norman has been an auctioneer for 20 years, and he’s 

learned a lot in the process. But he didn’t always know he 

wanted auctioneering as a career. “I started off in farming,” he says. “I went to local livestock auctions, and I 

became interested through that.” 

The U.S. Bureau of Labor Statistics does not collect 

earnings or employment data specifically on auctioneers. 

But according to the National Auctioneers Association, 

auctioneers’ earnings vary considerably. Most are paid on 

commission. For example, they might take home 10 or 15 

percent of the total proceeds from an auction. 

The association also reports that many auctioneers 

work part time. Norman works full time, although his 

hours are fewer on days when there isn’t an auction. 

“I work mostly Monday through Friday,” he says. But 

like many auctioneers, he also works weekends—and 

evenings, when necessary. 

A lot of what Norman and his colleagues do happens 

before the auction begins. “In our case,” says Norman, 

“we go to people’s houses and haul stuff in. We also set 

up the auction.” Moving large items means that Norman 

sometimes needs physical strength, but not all auctioneers 

do heavy lifting. 

Auctioneers are versatile in the work that they do. 

Some, like Norman, help to set up and pick up after the 

You’re a what?

Auc

 by Elka Maria Torpey

Elka Maria Torpey is a contributing editor to the OOQ, (202) 691-5719.

ioneer
auction. Others might appraise or repair items, organize 

pieces by type or price and put them into lots to be sold 

together, or create a catalog of what’s for sale. Still others 

might do paperwork or process sales, but Norman says 

that many auction houses have office staff to perform 

those clerical tasks.

Advertising and marketing are usually a big part of 

an auctioneer’s job. Identifying and attracting prospective 

buyers—and sellers—is critical for generating business. 

During an auction, Norman stands on a podium or 

raised platform, called an auction block, in front of a 

crowd of people. He rapidly describes the item or items 

for sale, and the bidding begins. 

As higher and higher bids come in from the crowd, 

Norman acknowledges each in turn, chanting all the 

while. Down bangs the gavel—indicating a winning 

bid—and up comes the next item for sale. 

When not on the auction block, Norman acts as a 

bid spotter, or ringman. “When we work as 

ringmen, we’re ‘catching’ the bids,” he says. 

“If someone’s interested in buying an item, 

we watch for them to give a signal.” 

A signal might be a raised paddle or 

some other sign of acceptance, like 

a nod. Then Norman brings the bid 

to the attention of the auctioneer 

working as the bid caller on the 

podium. Norman and a colleague take turns spotting or 

calling bids throughout the 

auction. 

But to truly understand what it’s like to be 

an auctioneer, Norman 

says there’s nothing like 

Norman Abrahams might have 

something to sell you—but you’ll 

have to compete to buy it.

firsthand experience. “Go to an auction,” he says. “See 

how it’s handled and what goes on.” Doing this, he says, 

will help people decide if it’s the career for them.

“It’s a fun job,” says Norman, adding that for him, 

meeting people is the most interesting part. 

But dealing with so many people also means being 

able to control a crowd. In the excitement, noise levels 

can escalate and distract from the bidding. “People come 

to the auction and get to visiting,” says Norman. It’s his 

job to curb conversation, while at the same time creating 

a fun and energetic atmosphere that draws people into the 

bidding. 

Besides, when Norman’s on the block, auction goers 

need to pay attention. If they don’t, what they want might 

be going, going...gone!

Fall 2006 • Occupational Outlook Quarterly 59