If you’re thinking about buying a home in 2025, chances are you’ll encounter at least one property selling via auction.
While auctions can be thrilling and fast-paced, they can also be intimidating for inexperienced buyers.
We spoke with leading buyer's advocates around the country to unpack the auction process, expose common pitfalls, and explain how expert support can turn uncertainty into confidence.
"Understand How the Auction System Works"
Lou Lihari, director of LP Advisory and a former auctioneer, brings deep insight into how auctions really work — and how to gain the upper hand.
"I'm also an ex-auctioneer, which allows me to bid on behalf of my clients at auction and understand how the auction system works, which is quite prevalent here in the Melbourne market," Lou says.
In one recent case, his bidding strategy helped eliminate the competition early:
"My opening bid was at 1.3 (million), which is the top end of the range, which basically declared the property on the market... It did eliminate quite a few other buyers."
Knowing when to bid, when to pause, and how to read the room can be the difference between success and disappointment.
Avoiding Emotional Bidding Traps
Michael Taylor of Specific Property says buyers who go it alone often fall victim to emotion or inexperience.
"First-home buyers might lose the opportunity to purchase a property based solely on (being) unprepared."
At auctions, this lack of preparation can lead to poorly structured offers or overbidding based on pressure.
"They fall in love with renovated bathrooms and kitchens that look fancy, but then completely forego room sizes and natural light and ventilation and end up buying properties that are sub-par."
Taylor recommends understanding your financial limits, having a bidding plan, and walking away if the property exceeds fair market value.
The Value of Stepping Back
Carly Susic of Select Property Advocates says the pressure of pre-auction negotiations and last-minute decisions can lead buyers astray.
One common mistake: offering early without understanding vendor motivations.
"They fall victim to getting talked into things like offering prior to an auction, when we can stand back and understand how the process works."
Carly adds that going in alone can leave buyers exposed:
"They would be eaten alive by an agent out there on their own... agents are really good at asking questions and getting things out of people."
Buyer advocates, she says, can use inside knowledge and strategy to negotiate better outcomes, especially after a property passes in.
Understanding the Local Auction Landscape
While cities like Melbourne and Sydney are auction-heavy, other regions operate differently.
Michael Sier of BuyerX Mornington says this is particularly true on the Mornington Peninsula.
"We don't have a lot of auctions down here (on the Mornington Peninsula).
"In other capital cities, it's just a matter of, okay, it's the right property, now we need to go to auction and hope we've got the most money."
In his area, expressions of interest and private sales dominate, which changes the dynamic.
"You've got to get your values really spot on, because you don't know what your competition is paying, and you could be spending $100,000 more than you need to."
Sier adds that being able to pivot auction strategy on the day is a huge asset. In one case, he used buyer hesitation against them.
"As it turned out, when we got there on auction day, we realized that we were the only person there to bid... We opened with a conservative bid that passed into us, and we bought the property after auction without having to go any higher."
A Process-Driven Approach to Auction Readiness
Tonya Davidson, Davidson Property Advocates, emphasizes the importance of preparation — not just emotionally, but analytically.
Tonya uses data platforms like CoreLogic and Landchecker to establish value ranges well before auction day.
"We rely heavily on data to analyze the market and align our clients' briefs with current conditions... we drill down on price."
Davidson says auctions reveal key insights into how buyers respond under pressure — and that the right advocate can help decode these moments.
"Reading the play is important... Every 'no' is closer to a 'yes.'"
She adds that even if an auction result isn’t favourable, it often sharpens the buyer’s understanding for next time.
Final Word: Strategy, Not Luck
Navigating the auction process is not about luck.
It’s about planning, emotional control, and strategy — all of which can be bolstered by a qualified buyer’s advocate.
"Everyone thinks they're a real estate expert and they know the market, but it's not the case," says Lou Lihari.
"We do it on a daily basis."
As Australia’s capital cities remain hotbeds of buyer competition, it’s clear that auction success is no longer about who has the biggest budget — it’s about who has the best plan.
