When it comes to the world of charity auctions, Lydia Fenet is a name that stands head and shoulders above the rest. Heralded as the world’s leading charity auctioneer by The Today Show, Lydia has a remarkable track record, raising over a billion dollars for more than 800 organizations. In our recent conversation on The Business of Giving, Lydia shared some of the hard-earned secrets behind her success and offered valuable, actionable advice for nonprofits looking to optimize their fundraising efforts. Let’s take a closer look at the key insights Lydia offered, each of which holds the potential to transform a fundraising event from ordinary to extraordinary. 

CEO & Founder of The Lydia Fenet Agency, Principal Auctioneer for Broad Arrow Group

The Trifecta of a Great Auctioneer

Success in charity auctioneering isn’t just about holding a gavel; it’s about mastering the trifecta of confidence, humor, and quick thinking. Lydia firmly believes that “the most important part about being a charity auctioneer is that you have to have spent enough time on stage to feel completely fearless when you’re up there.” This isn’t just a throwaway line—it’s a distillation of Lydia’s philosophy on what it takes to command a room and inspire generosity. 

In the high-pressure environment of a charity auction, where distractions abound and guests may be unaware that an auction is even happening, it falls on the auctioneer to seize control. Lydia’s strategy? Make the crowd feel good. She shared a recent experience where she singled out a particularly engaged table as the “star table” and used them to help quiet the room. “If the star table could just help me quiet the room,” she would say, turning what could have been a tense moment into a light-hearted interaction that kept the energy positive and the focus on fundraising. This ability to blend humor with authority is what sets great auctioneers apart from the rest.

Precision Timing: The Heartbeat of a Successful Auction

Timing isn’t just important in charity auctions—it’s everything. Lydia is unequivocal on this point: “You have a limited amount of time for your audience to pay attention.” An auction should be strategically placed during the event, ensuring the audience is engaged and ready to bid. Lydia likens the start of an auction to a “starting gun,” emphasizing that the auctioneer must strike while the iron is hot. 

But it’s not just about when the auction begins; it’s also about who speaks before the auctioneer takes the stage. Lydia advises that only those directly connected to the fundraising moment should precede the auction, ensuring that the audience’s attention is fresh and focused. This meticulous attention to timing reflects Lydia’s broader philosophy: the success of an auction depends not just on the items up for bid, but on the careful orchestration of the entire event.

Customizing the Auction Experience: Every Gala is a Wedding

Lydia’s approach to charity auctions is anything but one-size-fits-all. “I always say to my auctioneers in my agency: Every gala is someone’s wedding, right?” This analogy perfectly captures Lydia’s belief that each auction must be tailored to the specific cause and audience of the event. Yet, all too often, nonprofits treat the auction as an afterthought, hastily arranged in the final weeks of planning. 

This is a critical mistake, as the auction is often the centerpiece of the fundraising effort. Lydia urges nonprofits to reverse this mindset: “The auctioneer is the only person who you put on stage that night who can make money for you at any fundraiser.” By centering the event around the auction, nonprofits can maximize their impact and ensure that every detail—from the timing to the messaging—is designed to optimize fundraising. After all, as Lydia puts it, “Your napkin rings don’t bring money.”

The Power of Silence: The Unsung Hero of Auctioneering

One of the most fascinating aspects of Lydia’s technique is her strategic use of silence—a tool that many performers shy away from, but one that Lydia wields with precision. “That silence, as an auctioneer, is your friend. Because that silence is ultimately what will make someone bid,” she explained. 

Lydia described how she would announce a bid amount and then simply wait, observing the audience closely. This calculated pause often creates just enough discomfort to prompt a bid, turning the silence into a powerful tool for increasing contributions. Lydia’s mastery of this technique is a testament to her deep understanding of audience psychology. In a world where silence is often seen as a void to be filled, Lydia’s ability to let it work for her sets her apart as a truly extraordinary auctioneer.

Conclusion: Transforming Fundraising One Auction at a Time

Lydia Fenet’s approach to charity auctions is a blend of art, science, and psychology. Her insights—from the importance of timing and personalization to the strategic use of silence—offer a masterclass in what it takes to turn a good fundraising event into a great one. As Lydia herself says, “It’s all about the crowd. You never forget that as the auctioneer, because at the end of the day, the auction items that you’re selling probably are a lot more expensive than most people can afford. So you have to walk this very fine line where you’re encouraging the people who are bidding, but also making it interesting enough for everyone to pay attention.” 

In the world of charity auctions, where every dollar raised can make a significant difference, Lydia Fenet shows us that with the right approach, an auctioneer can be the catalyst that turns potential into reality. Whether you’re a nonprofit leader or someone just starting out in fundraising, Lydia’s lessons are ones that can—and should—be applied to your next event.

To listen to the full interview or read the transcript, just click here.


Denver Frederick, Host of The Business of Giving serves as a Trusted Advisor and Executive Coach to Nonprofit Leaders. His Book, The Business of Giving: New Best Practices for Nonprofit and Philanthropic Leaders in an Uncertain World, is available now on Amazon and Barnes & Noble.

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