Podcast – Episode 35: Free Isn't Free: The Hidden Cost of Bargain Auctioneers
In this episode of Auction Is Action with U in It!, Bobby D. Ehlert records live outside Cipriani Wall Street in New York City, bow tie on and gala minutes away, to make a direct case about one of the most quietly damaging decisions nonprofits make: handing the microphone to the free guy.
Free does not mean low cost. In fundraising, free can mean leaving $50,000 on the table, turning off your donors, and damaging your event's reputation for years to come.
Key Takeaways
Free Truly Does Cost You Money
When the free guy runs your auction or paddle raise, you are not saving a few thousand dollars. You are risking the entire fundraising yield of the night. An organization trying to raise $250,000 to $300,000 cannot afford to put that outcome in the hands of someone with no stake in the result.The Free Guy Has Zero Stake in the Game
Donating auctioneer or emcee services often reflects someone who does not fully value their time, their craft, or the opportunity to help you raise as much as possible. Most organizations using the free guy do not realize what it is actually costing them until after the damage is done.The Record Scratch Moment Is Real and It Is Devastating
An off-color joke. A comment that goes against the mission. A political detour. These are the record scratch moments that kill room energy instantly. Once a donor checks out emotionally, no amount of recovery can bring them back to full generosity that night.The Free Guy Hurts More Than Just That One Event
Future fundraising opportunities go out the door when donors have a bad experience. Relationships are damaged. Development directors lose credibility. And the mission suffers because impact that should have been funded simply was not.There Are Solutions at Every Budget Level
The answer is not to go without a professional. It is to find a creative way to fund one. Bobby's team has a zero-fee option and there are multiple ways to underwrite a professional auctioneer's services, from auctioneer sponsorships to dessert dashes to other revenue strategies covered in the free guide linked in the episode.If You Are the Free Guy, There Is a Better Path
If you want to step into this role professionally, the skills are learnable. Bobby's auctioneer training is available at auctionerschool.com. But if you have not done the work, the most respectful thing you can do for the organization you love is step aside.
FULL TRANSCRIPT
Bobby D.: Hey there everyone. Bobby D here, your Auction Is Action with You in It podcast host, billion-dollar fundraiser. Been doing this for 25 years, auctioneer coach at auctionerschool.com. And today we're going to be talking about the free guy. That's right, the free guy.
I am just getting ready to go to a big gala right over here at Cipriani Wall Street. It is a beautiful day here in New York City. Bow tie is on and we are getting ready to do some fundraising.
The free guy. We're going to riff a little bit and talk about why the free guy is costing you so much money. Yes, you heard that right. Free costs money. The truth is that free truly does cost you money. And in the case of tonight, this is a big organization with a lot riding on the line. They are trying to raise $250,000 to $300,000 and they do not want to trust this event to the free guy.
The free guy is someone that is out of control. The free guy is someone that has zero stake in the game. And I do not want you to ever experience that. But the sad reality is that many of you have.
The free guy is someone who is donating their auctioneer or emcee services. That is someone who does not really value their time, their profession, or the opportunity they have to help you raise as much money as possible. Now, there are exceptions to this rule. There are well-meaning board members who are genuinely skilled. There are even a couple of events per year where I donate my services. I am very picky about that. But there are organizations out there using the free guy, and I would say 98 to 99% of them are unaware of what it is truly costing them.
You have the well-meaning board member. You have the sports analyst from the news, the weatherman, the news anchor, the celebrity, the gregarious funny uncle. And it is heartbreaking when this happens because they are leaving real money on the table. And when money is left on the table, that is impact you are not delivering to those you serve.
I have had conversations this past week with potential clients who said, Bobby, I cannot believe how bad it was. Our guests felt pressured. Our guests felt annoyed. Our guests were not in a comfortable place. And this happens all the time with the free guy.
What I call the record scratch moment is where the free guy says an off-color joke, something that goes against the mission, something political. And it instantly kills the room. It is so unfortunate that this drives development directors, event planners, and executive directors to reach out to us after the damage is already done.
In the nonprofit world, there are auctioneers available at all varying fee structures. Even our auction team has a zero-fee option. We are not going to let a few thousand dollars stand between you and success. But the free guy continues to hurt the reputation of auctioneers overall. I go to AFP conferences, Association of Development Officers events, and many others, and I hear it all the time: the auctioneer was horrible. And it does not have to be like that. It can be good. It can be great. It can be inspiring. And to hear that the free guy is creating those stories is heartbreaking.
We are creating a resource, available in the link below, about how to stop hiring the free guy and hire a professional instead. We are providing eight to ten different ways you can underwrite the services of a professional auctioneer so that you can guarantee your success at your gala, your golf tournament, whatever your event might be. A fundraising specialist. A benefit auction specialist. Someone who has spent time, energy, and dedication to the craft of fundraising.
Please download the free guide. It will show you how to fund a professional without putting extra money out of your existing budget. Because the free guy is hurting your fundraising, hurting your reputation, and closing the door on future fundraising opportunities that should have been open.
And to the free guy: I am talking directly to you right now. If you do not know what you are doing, put the microphone down and step off the stage. You are hurting the organization you love the most. You are hurting the dollars that are being raised. And if you genuinely want to become a paid professional, here is your path: go to auctionerschool.com. Learn the craft. Get the education. Because you do not know what you do not know. And when you step on that stage without preparation, you are doing a disservice to everyone in that room.
Organizations that are still using the free guy: stop it. It is 2026. It is time to move into the future and invest in actually good fundraising. You can do this.
Thank you to everyone out here in beautiful New York City. I am excited for this event tonight at Cipriani. Thank you for spending some time with me today and for the impact you are making in the world. Do not forget to click the link below and grab the free resource so you can hire a fundraising auctioneer without putting any extra money out there. We are just going to help you bring more in.
Thanks again. Bobby D, Auction Is Action with You in It podcast. We will see you next time.
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At Call to Auction, we specialize in turning galas and fundraising events into mission-driven, revenue-generating experiences. From paddle raises to live auctions, our team knows how to excite donors, engage audiences, and inspire generosity in the moment.