Reflections on the Illinois State Auctioneers Association Conference

Attending the Illinois State Auctioneers Association (ISAA) conference is always an opportunity to learn, grow, and connect with others in the industry. This year’s event was no exception. From thought-provoking sessions to reconnecting with colleagues, it was a whirlwind of education, networking, and inspiration.

A Text Message That Stopped Me in My Tracks

The first day of the conference had barely started when I received a text message from a seller. At first glance, I assumed it was a routine follow-up—maybe a question about final numbers or a simple thank-you. But as I read it, I could tell there was some real concern behind it.

The seller had reviewed their auction results and believed something was off. Their total seemed too high. Not just higher than expected—they were genuinely worried that other people's items had been mistakenly included in their total. They had gone over the lot numbers with Ashton and wanted to make sure there wasn’t a mistake.

This isn’t the first time I’ve seen a seller react this way, but it’s always a reminder of how unpredictable auction results can feel to someone outside the business. Most people assume sellers only worry about items selling for too little, but every so often, a seller sees their total and panics, thinking, That can’t be right.

I completely understood their concern, so we did what we always do in situations like this—we triple-checked everything on Monday.

Every lot number. Every sale. Every total.

And everything was correct. No mix-ups, no extra items, no mistakes.

The auction had worked exactly as it was supposed to. Competitive bidding had driven prices, and buyers had determined the value. It was simply more than the seller had anticipated.

It’s a moment that highlights the power of an auction. We don’t set the prices—the market does. And sometimes, that means a seller walks away with a total they never expected.

The Value of Education in the Auction Industry

One of the key reasons I attend these conferences is the opportunity to continue learning. No matter how long you’ve been in the business, there’s always something new to discover. The auction industry evolves constantly—whether through changes in technology, marketing strategies, or buyer behavior. Staying ahead of these trends is crucial to serving clients effectively and maintaining a competitive edge.

This year, the conference featured an insightful session on body language, which was a standout for me. As auctioneers, we often focus on the words we say and the numbers we call, but non-verbal communication plays a significant role in our success. Understanding how to read and respond to body language can make a difference in both negotiations and auction events. This session reinforced the importance of being mindful of what isn’t being said, as well as how we present ourselves to bidders and clients.

The Power of Reviewing What We Do

Another valuable aspect of the conference was the opportunity to step back and review what we do every day. In the fast-paced world of auctions, it’s easy to get caught up in the routine—calling bids, setting up sales, marketing auctions, and moving on to the next one. Sometimes, we continue doing things a certain way simply because that’s how we’ve always done them.

But when we take a moment to pause and reflect, we remember why we started doing those things in the first place. The conference gave me that moment of clarity—to revisit best practices, re-evaluate strategies, and confirm that the methods we use have a purpose. Hearing from other auctioneers and industry leaders reinforced that the way we approach our work matters, and that the effort we put in makes a difference for our clients and bidders.

Reviewing and reaffirming our processes isn’t just about validation; it’s about improvement. It’s about ensuring we aren’t just going through the motions but actively working to provide the best auction experience possible.

Networking and Community: The Heart of the ISAA Conference

Beyond the educational aspects, one of the best parts of attending the ISAA conference is the chance to catch up with old friends and make new connections. The auction industry is unique in that it blends competition with camaraderie. We may be bidding against each other at times, but at the end of the day, we support one another in our shared profession.

Conversations with other auctioneers always bring fresh perspectives. Whether it's discussing new marketing techniques, sharing funny auction stories, or brainstorming solutions to common challenges, the knowledge shared in these informal moments is just as valuable as what’s presented in the official sessions. The auction industry is built on relationships, and conferences like this reinforce just how important those connections are.

Looking Ahead: The NAA Digital Marketing Summit

With ISAA behind me, I’m already looking ahead to my next learning opportunity: the NAA Digital Marketing Summit in Little Rock, Arkansas. Digital marketing is an essential part of the modern auction industry, and I’m eager to dive into strategies that will help reach more bidders and better serve sellers.

Technology continues to reshape how auctions are conducted, and online bidding has changed the landscape dramatically. Attending a conference specifically focused on digital marketing will provide tools and insights to enhance our approach. From social media trends to SEO strategies, I expect this summit to be packed with valuable takeaways.

Why Continued Education Matters

Some might wonder why I dedicate so much time to attending conferences, taking classes, and staying engaged in the auction community. The truth is, while experience is invaluable, education is what keeps that experience relevant. The auction industry isn’t static. What worked five or ten years ago doesn’t necessarily work today.

By participating in these events, I’m investing not just in my own growth, but in the quality of service I provide to clients. Whether it’s implementing new marketing strategies, refining auctioneering techniques, or strengthening industry relationships, every bit of knowledge gained contributes to better auction experiences for both buyers and sellers.

Final Thoughts

The Illinois State Auctioneers Association conference was another reminder of why I love this industry. It’s an ever-evolving field filled with passionate professionals who are dedicated to doing things the right way. I left the event feeling inspired, motivated, and ready to apply what I’ve learned.

And that text message on day one of the conference? It was a perfect example of how auctions work. Sellers sometimes don’t expect the results we deliver, and it’s our job to help them understand that the process is working exactly as it should.

With another great conference in the books and the NAA Digital Marketing Summit just around the corner, I’m excited for what’s ahead.

Until next time—Happy Bidding!

– Kara C. Belcher-Miller