From Dummy Bidders to Underquoting: What Auctioneers Know That You Don’t

What really goes on in an auctioneer’s mind, and what do they see that most buyers and sellers don’t? In this episode, we chat with Emma Brown-Garrett, a seasoned auctioneer who’s been in the property world for over 20 years, to talk about everything most people misunderstand about auctions. Emma’s not just there to call numbers. She’s reading the room, guiding negotiations, and sometimes stepping in to rescue a sale when things aren’t going to plan.

We asked her what she notices that tells her a buyer has more money to give, and she was very clear: it’s in the increments, the confidence, the speed of the bids. She also shared why so many buyers get it wrong by waiting too long or hoping someone will say “it’s on the market.” If you’re holding back for that moment, you might just miss out. And when it comes to underquoting, Emma doesn’t shy away from the tricky parts. She opens up about what’s legal, what’s fair, and how agents handle the pressure of changing buyer interest during a campaign.

We also dive into the emotional side of auctions; those moments when people start bidding against each other out of ego, not strategy. Emma talks about how she handles it when it starts to feel more like a standoff than a sale, and why being involved from the start of a campaign makes a real difference. She’s not a “rock up on the day” kind of auctioneer, and that changes everything.

If you’ve ever walked away from an auction feeling confused or frustrated, this conversation might just give you the clarity you’ve been missing.

Episode Highlights:

00:00 - Introduction

00:55 - Who is Emma Brown-Garrett?

01:49 - What adds the most value to a property sale?

02:36 - Can auctioneers fix a bad auction setup?

04:21 - Are auctioneers expected to do more than just call bids?

05:31 - What auctioneers need to know before auction day

10:07 - What are the ingredients of a good auction from a seller’s perspective?

11:56 - Emma’s thoughts on agents being the auctioneers themselves

13:50 - The hardest auction Emma’s ever had to call

16:33 - Why being involved before auction day gives auctioneers an edge

20:23 - How auctioneers tell if a buyer has more money to spend

24:48 - Can you spot a dummy bidder? What do they look like?

27:52 - An auctioneer’s responsibility in ensuring that phone bidders are legitimate

29:36 - The role of an auctioneer when buyers start overbidding emotionally

32:09 - Is underquoting still a problem? What auctioneers see on the ground

35:44 - Common mistakes buyers make at auction (and how to avoid them)

39:13 - How has changing market conditions affected the way Emma approaches auctions

43:03 - Mistakes buyer’s agents make on auction day

46:01 - Why bids over $1 million can confuse auctioneers and buyers alike

48:51 - Emma Brown-Garrett’s property dumbo

About Our Guest:

Emma Brown-Garrett is a seasoned real estate auctioneer with over 20 years of experience in the property industry, beginning her career in residential sales with some of Sydney’s most respected boutique agencies. Known for her dynamic energy, adaptability, and sharp communication skills, Emma brings a deep understanding of both sales and auctioneering to every campaign. She is highly regarded for her ability to read the auction floor, guide complex negotiations, and build trust with buyers and sellers alike. As a committed professional who often works closely with agents and vendors throughout the entire campaign—not just on auction day—Emma has earned a reputation for delivering results with integrity, insight, and a personal touch.

Connect with Emma Brown-Garrett:

• LinkedIn https://www.linkedin.com/in/menckwhite
• Instagram https://www.instagram.com/emma_brown_garrett
• Website https://www.menckwhite.com.au/

Resources mentioned in the episode:

• Auction Ready by Veronica Morgan https://gooddeeds.com.au/auction-ready/

Resources:

• Visit our website https://www.theelephantintheroom.com.au
• If you have any questions or would like to be featured on our show, contact us at: The Elephant in the Room Property Podcast questions@theelephantintheroom.com.au
• Looking for a Sydney Buyers Agent? https://www.gooddeeds.com.au
• Work with Veronica: https://www.veronicamorgan.com.au
• Looking for a Mortgage Broker? https://www.alcove.au
• Work with Chris: chrisbates@alcove.au

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