After years of working as a charity auctioneer, I’ve seen it all—the soaring successes and the missed opportunities. And while every event is unique, I’ve noticed a handful of mistakes that show up again and again. The good news? They’re easy to fix once you know what to look for.
Here are the biggest mistakes I see nonprofits make in their auction programs—and how I help them avoid them.
1. Overloading the Auction with Too Many Items
One of the fastest ways to dilute energy is by offering too many items. I’ve watched guests start to lose focus and bidding momentum stall when the catalog is too long. In my experience, less is more. A curated list of high-quality items always outperforms a bloated one.
2. Skipping the Storytelling
An auction without a strong connection to the mission is just shopping with a twist. The most profitable auctions I’ve led are the ones where every item and every moment ties back to the cause. Storytelling turns transactions into impact, and I weave it into everything I do on stage.
3. Bad Timing for the Fund-a-Need
The fund-a-need (paddle raise) is often the single biggest revenue driver of the night. But I’ve seen it placed too early, too late, or even lost between other program elements. Timing matters. I always work with nonprofits to make sure the paddle raise becomes the emotional centerpiece of the evening.
4. Underestimating the Role of the Auctioneer
Not every emcee can drive an auction. I know how much difference it makes when a professional auctioneer is on stage—someone who can read the room, keep energy high, and maximize giving without making donors feel pressured. An inexperienced auctioneer can leave a lot of money on the table.
5. Forgetting About Donor Experience
Sometimes organizations focus so much on revenue that they forget about the guest experience. I’ve learned that if donors feel bored, rushed, or ignored, they won’t come back. That’s why I design auctions to be fun, inspiring, and memorable—an evening donors look forward to year after year.
The best auctions don’t happen by accident—they’re the result of smart strategy and thoughtful planning. By avoiding these common pitfalls, nonprofits can raise more money, engage donors more deeply, and create events that truly move the mission forward.
At Michael Green Auctions, I partner with nonprofits to design auction programs that are both profitable and unforgettable. If you’d like to avoid the mistakes that hold so many events back, I’d love to connect.