Episode 50: Beyond the Mic — 50 Lessons in Generosity, Fundraising & Life
In this episode of Auction Is Action with U in It!, Bobby D. Ehlert marks 50 episodes with something different: not a how-to, not a strategy breakdown, but a reflection on what two and a half decades behind the microphone have actually taught him.
He used to think his job was to get people to raise their paddles. Today he believes his job is to help people discover why they want to raise them. This episode is the difference between those two things, told through 50 lessons across five chapters: the power of generosity, the art of fundraising, the power of connection, lessons from the microphone, and lessons for life.
Chapter One: The Power of Generosity
Lesson 1: People give to people, not organizations.
The mission matters, but human connection is what moves someone to action. People want to know who they are helping and why it matters. When you can put that who in front of them, people respond.Lesson 2: Generosity is contagious.
One paddle goes up and suddenly someone else finds the courage to raise theirs. Generosity creates momentum. More paddles up equals more paddles up. This is why pre-secured gifts before the paddle raise matter so much: they kill the crickets and give the room permission to follow.Lesson 3: People don’t give because you need money. They give because they believe they can make a difference.
Stop talking about what your organization needs. Start talking about what your donors can accomplish.Lesson 4: The biggest gift isn’t always the most meaningful.
A $100 gift can carry as much heart as a $100,000 gift. Never judge generosity by the number of zeros. Bobby once had a little girl on the front row walk up to him during the paddle raise, dump out her coin purse, and say: this is all I have and this is what I want to give. It brought the room to tears. The size of the gift was not the point. The pure act of giving was everything.Lesson 5: Giving is emotional. Justifying is logical.
Connect with the heart first and give the brain the reason to follow. Facts matter, but feelings move people to action. Emotions create motion. Motion is action. Action equals impact.Lesson 6: Never underestimate the power of being asked.
Sometimes the difference between someone giving and not giving is simply an invitation. Do not be afraid to ask. And invest in a professional fundraising auctioneer to make sure that ask goes off without a hitch.Lesson 7: Generosity is about willingness, not wealth.
Some of the most generous people Bobby has ever met were not the wealthiest people in the room. They were the most willing to make a difference.Lesson 8: Recognition matters, but appreciation matters more.
A donor does not always need their name on a building. Sometimes they just need to know their gift mattered. Communicate the impact.Lesson 9: The most powerful word in fundraising is “you.”
Not us. Not we. Not I. You. Make your donors the heroes of the story.Lesson 10: Generosity changes both sides of the gift.
The person receiving help benefits. The person giving experiences something powerful too. That is the magic of generosity.
Chapter Two: The Art of Fundraising
Lesson 11: A gala isn’t a fundraiser just because you call it one.
Fundraising needs to be intentional. Every part of the evening should have a purpose. A great party does not automatically create a great fundraiser.Lesson 12: Marketing your auction is just as important as the items you’re selling.
Do not wait until guests arrive to tell them what is available. Build excitement weeks in advance. Great auction marketing creates bidders before the bidding starts.Lesson 13: Consignment items are tools, not magic solutions.
Understand the cost, the restrictions, and the profit margins. Do the math before you put something on stage. When used effectively, consignment items help identify mid-level and major donors and create powerful stewardship touch points.Lesson 14: The right auction items matter more than the number of auction items.
Better is better. More is not always better. Live auctions are shrinking. Three great items outperform fifteen mediocre ones every time.Lesson 15: Your paddles are more important than you think.
Make them big. Make them bold. Make them easy to read. Every guest needs one and every paddle needs a unique number.Lesson 16: Never surprise your guests with a paddle raise.
Set the expectations before the event. Tell them what their generosity can accomplish and give them time to think about their gift. The paddle raise starts long before anyone picks up the microphone.Lesson 17: The board should be your fundraising ambassadors.
Board members are not there to fill seats. They should invite the right people, promote the auction, encourage participation, and lead by example.Lesson 18: The auctioneer shouldn’t be the first person to see the auction items on event night.
Great auctioneers need accurate descriptions, donor information, and an understanding of the audience. Pre-event consultation is vital.Lesson 19: Your auction software doesn’t raise money. People do.
Technology facilitates fundraising. It cannot replace relationships, storytelling, excitement, and a great ask.Lesson 20: Your fundraising event isn’t over when the last paddle goes down.
Thank donors. Follow up. Report the impact. Turn a one-night gift into a lasting relationship.
Chapter Three: The Power of Connection
Lesson 21: Connection beats perfection.
People will forgive a stumble. They will not forgive feeling ignored. You do not have to make it perfect. You have to be present.Lesson 22: Read the room before you try to lead the room.
The audience will tell you what it needs if you are paying attention. Watch body language. Listen to reactions. Adjust your energy.Lesson 23: Listening is a superpower.
The best communicators are not always the best talkers. There is a reason we have two ears and one mouth.Lesson 24: Stories move people. Statistics support those stories.
Numbers explain the problem. Stories help people feel why it matters. Give your audience someone to care about.Lesson 25: Authenticity wins every time.
Audiences can spot someone who is pretending. Be yourself. Your personality is one of your greatest assets.Lesson 26: Humor opens hearts.
Laughter creates connection. Connection creates opportunities for generosity. A little fun goes a long way toward making people feel comfortable participating.Lesson 27: Energy is transferable.
Walk on stage with confidence, enthusiasm, and purpose and people feel it. Energy is not always about volume. It is about intention.Lesson 28: Make people feel like they belong.
Nobody wants to feel like just another seat at a table. Make guests feel like they are part of something bigger than themselves.Lesson 29: It’s never about the person holding the microphone.
The best auctioneers do not make themselves the star of the show. They make everyone else feel like the star. Shine the spotlight on the mission and the people making it possible.Lesson 30: The most memorable moments are rarely scripted.
Be prepared, but leave room for magic. Some of the best things Bobby has experienced happened when he stopped following the plan and started responding to the moment.
Chapter Four: Lessons from the Microphone
Lesson 31: A great auction starts before the first bid.
Build anticipation. Establish trust. Get your audience comfortable participating before you start selling. People have to know you, like you, and trust you before their hands will go up.Lesson 32: Don’t open the bidding where you want to finish.
Start at a number that gets paddles in the air. It is not about where you start. It is about where you finish. Momentum is your friend.Lesson 33: Multiples can be fundraising gold.
If two or three people are willing to pay the same amount for an experience, why sell it only once? Work with your item donors in advance to confirm this is possible and watch your revenue multiply.Lesson 34: Never underestimate a great spotter.
Your auctioneer is only as effective as the team helping identify bidders and record gifts accurately. A great fundraising motivator makes the difference between a smooth auction and a missed opportunity.Lesson 35: The best auction items aren’t always the most expensive.
Exclusivity, emotional connection, and access often outperform traditional luxury packages. Know your audience and sell what excites them.Lesson 36: Silence isn’t always a bad thing.
Sometimes you need to give a donor a moment to make a decision. Give people room to think, to feel, and to act.Lesson 37: The order of your auction items matters.
Build momentum with something accessible and exciting. Think about pacing, variety, and when your audience will be most engaged. A great auction has rhythm and flow.Lesson 38: Don’t make the auctioneer compete with dessert, dinner service, or the bar.
Timing matters. A room full of distractions is a room full of missed opportunities. Protect your fundraising moments.Lesson 39: Your sound system can make or break your fundraiser.
If guests cannot clearly hear the mission, the ask, or the auctioneer, you have created a barrier to giving. Professional production is an investment, not an expense.Lesson 40: The best auctioneers don’t just call bids. They create moments.
It is not about how fast you talk. It is about reading the room, connecting people to the mission, and inspiring action.
Chapter Five: Lessons for Life
Lesson 41: Success means more when it’s shared.
The people you help succeed become part of your legacy. Celebrate the success of others. There is plenty of room for all of us to make a difference.Lesson 42: Relationships are worth more than transactions.
Build relationships not just as a business strategy. The connections you create today may open doors you never imagined tomorrow. Fundraising is a people business.Lesson 43: Be willing to reinvent yourself.
Growth requires being uncomfortable. Sometimes you have to let go of what worked in the past and discover what is possible in the future. In 2017, Bobby made the jump from auto auctioneering into full-time fundraising. Nothing since has been the same.Lesson 44: Your reputation enters the room before you do.
Protect it by doing what you say you are going to do. Be prepared. Be professional. Be someone people can count on.Lesson 45: Surround yourself with people who challenge you.
The right people will not just celebrate your success. They will push you to become better.Lesson 46: Gratitude changes your perspective.
It is hard to have a bad day when you remember how fortunate you are to do meaningful work. Take time to appreciate the people and opportunities in your life.Lesson 47: You don’t need a microphone to make an impact.
Some of the most important conversations happen when the event is over. A kind word, a little encouragement, simply showing up for someone can change their day.Lesson 48: Don’t measure your life only by what you’ve accomplished.
Measure it by the lives you have touched and the opportunities you have created for others. Success is not just about what you achieve. It is about what you make possible.Lesson 49: The greatest legacy isn’t what you leave behind. It’s what you inspire others to carry forward.
Teach. Mentor. Encourage. Help the next generation become even better than you. Do not throw pebbles into the pond. Throw boulders. Make big waves of change.Lesson 50: Auction is action with you in it.
Generosity is not a spectator sport. Whether you are raising a paddle, volunteering your time, sharing your talents, or helping someone in need: nothing changes until you take action. The world needs more people willing to do exactly that.
FULL TRANSCRIPT
Bobby D.:
Hello there everyone. Welcome to the Auction Is Action with You in It podcast. My name is Bobby D and I am going to be your host today. I am super excited because we are celebrating 50 episodes of the Auction Is Action with You in It podcast. And if you know me, I love a good milestone.
Today is not just about celebrating 50 episodes. It is about reflecting on the journey that has brought us here.
I have spent over 20 years behind the microphone. I have called thousands and thousands of bids, worked with hundreds of fundraising events and nonprofits, and had the privilege of helping organizations raise over a billion dollars for causes that truly matter. I have stood in front of rooms filled with hundreds of people, watched paddles fly into the air, witnessed extraordinary acts of generosity, and yes, I have had a few moments where things did not go exactly according to plan.
And somewhere along the way I realized something. The greatest lessons I have learned behind the microphone have very little to do with auctioneering. They have everything to do with people. What motivates us? What connects us? What inspires us to give? What makes us laugh? What makes us cry? And what makes us step outside of ourselves to do something extraordinary for someone else?
I used to think my job was just to get people to raise their paddles. Today, I believe my job is to help people discover why they want to raise them. And that is a pretty powerful shift. Because fundraising is not about money. Money is a tool. Impact is the goal. And generosity is what makes it all possible.
Over the years I have learned from incredible nonprofit leaders, passionate volunteers, generous donors, fellow auctioneers, mentors, and sometimes the toughest rooms I have ever worked. I have learned that preparation matters, but connection matters more. That sometimes the most powerful thing you can do with a microphone is stop talking. That a million-dollar gift can carry just as much heart as a $100 gift. And that success is not measured by the amount of money you raise, but by the difference that money makes.
So for this milestone episode, I wanted to share something a little different. Today I am sharing 50 lessons in generosity, fundraising, and life. Some are practical. Some are personal. Some might challenge the way you think about fundraising. And a few I had to learn the hard way.
I do not claim to have all the answers. Far from it. I am still learning every time I step on stage. But if there is one thing I hope you have taken away from these first 50 episodes, it is this: you do not need a microphone to make a difference. You just need to be willing to take action.
Whether you are a nonprofit leader, an auctioneer, an event planner, a volunteer, or someone who simply believes in the power of generosity: this episode is for you. And I want to thank you all for being part of this journey. Thank you for listening and sharing and helping to build this community. Now, we have 50 lessons to get through, so we better get started.
Chapter one: the power of generosity.
Lesson one: people give to people, not organizations. The mission matters, but human connection is what moves someone to action. People want to know who they are helping and why it matters. When you can showcase that and put that who in front of them, people will respond.
Lesson two: generosity is contagious. I have seen this happen hundreds of times. One paddle goes up and then suddenly somebody else finds the courage to raise theirs. Generosity creates momentum. More paddles up equals more paddles up. This is why it is so important to have those pre-secured gifts leading into your paddle raise, so that paddles will go up and you can kill the crickets in the room. Because nobody likes the crickets.
Lesson three: people do not give because you need money. They give because they believe they can make a difference. Stop talking about what your organization needs and start talking about what your donors can accomplish. What is the impact they are creating?
Lesson four: the biggest gift is not always the most meaningful. I have seen $100 gifts carry as much heart as $100,000 gifts. Never judge the generosity by the number of zeros. There was this one time I was at an event going through the paddle raise and a little girl on the front row pulled out her coin purse, walked up to me, and said: Bobby, this is all that I have and this is what I want to give to this organization and to the people we are helping. It brought the room to tears. And it still brings me to tears telling the story. Because it was not about the size of the gift. It was the pure fact that someone was there to give. And this little girl showed a whole room full of adults what generosity and philanthropy are really all about.
Lesson five: giving is emotional. Justifying is logical. Connect with the heart first and give the brain the reason to follow. Facts matter, but feelings move people to action. Emotions create motion. Motion is action. Action equals impact.
Lesson six: never underestimate the power of being asked. Sometimes the difference between someone giving and not giving is simply an invitation. Do not be afraid to ask. And if you are afraid, that is okay. Asking is scary. Every time I hop on stage and make that ask, I am a little scared, a little nervous, a little anxious. And what that shows is that I care about what I do and I want to do a good job. Now at the event you need a professional fundraising auctioneer to be there to make sure that ask goes off without a hitch. Because there is nothing worse than having the funny uncle or the board member or the newscaster get up during the most important moment of your event and have it flop. Invest in the professional.
Lesson seven: generosity is not about wealth. It is about willingness. Some of the most generous people I have met were not the wealthiest people in the room. They were the most willing to make a difference.
Lesson eight: recognition matters, but appreciation matters more. A donor does not always need their name on a building or a plaque or a trophy. Sometimes they just need to know their gift mattered. Communicate the impact their gift has had.
Lesson nine: the most powerful word in fundraising is you. Not us, not we, not I. You. You are the one making this impact possible. You are the one doing the work. Make your donors the heroes of the story.
Lesson ten: generosity changes both sides of the gift. The person receiving help benefits. But the person giving experiences something powerful too. That is the magic of generosity.
Chapter two: the art of fundraising.
Lesson eleven: a gala is not a fundraiser just because you call it one. Fundraising needs to be intentional. Every part of the evening should have a purpose, from the connection hour to the final paddle raise to the final thank you. A great party does not automatically create a great fundraiser.
Lesson twelve: marketing your auction is just as important as the items you are selling. Do not wait until guests arrive to tell them what is available. Build excitement weeks in advance. Share photos, videos, and stories about your auction packages. Great auction marketing creates bidders before the bidding starts.
Lesson thirteen: consignment items are tools, not magic solutions. A consignment package can be a great addition, but understand the cost, the restrictions, and the profit margins. Just because something has a big retail value does not mean it will generate a big return. Do the math. When used effectively, consignment items can identify mid-level and major donors with willingness and capacity and create powerful stewardship touch points.
Lesson fourteen: the right auction items matter more than the number of auction items. Better is better. Five exciting well-matched experiences will outperform fifteen mediocre packages that exhaust the audience. Live auctions are shrinking. Quality matters.
Lesson fifteen: your paddles are more important than you think. Make them big, bold, and easy to read. If the auctioneer cannot identify the bidder, you may be leaving money on the table. Everyone in the room needs a paddle with a unique number. The ideal paddle is five by eight with big black numbers on a white background.
Lesson sixteen: never surprise your guests with a paddle raise. Prepare them before the event. Set the expectations. Tell them what their generosity can accomplish and give them time to think about their gift. The paddle raise starts long before anyone picks up the microphone.
Lesson seventeen: the board should be your fundraising ambassadors. Board members are not there to fill seats. They should invite the right people, promote the auction, encourage participation, and lead by example. When it is time to be quiet, be quiet. When it is time to be loud, be loud.
Lesson eighteen: the auctioneer should not be the first person to see the auction items on event night. Preparation matters. Great auctioneers need accurate descriptions, restrictions, donor information, and an understanding of the audience. Pre-event consultation is vital.
Lesson nineteen: your auction software does not raise money. People do. Technology helps facilitate the fundraising, but it cannot replace relationships, storytelling, excitement, and a great ask. Technology is a tool. Human connection is the strategy.
Lesson twenty: your fundraising event is not over when the last paddle goes down. Thank your donors. Follow up. Report the impact. Turn a one-night gift into a lasting relationship. The best fundraising events create momentum that continues long after the room is empty.
Chapter three: the power of connection.
Lesson twenty-one: connection beats perfection. People will forgive a stumble. They will not forgive feeling ignored. You do not have to make it perfect. You have to be present.
Lesson twenty-two: read the room before you try to lead the room. The audience will tell you what it needs if you are paying attention. Watch body language. Listen to reactions. Adjust your energy.
Lesson twenty-three: listening is a superpower. The best communicators are not always the best talkers. Sometimes the most important thing you can do is stop talking and listen. There is a reason we have two ears and one mouth.
Lesson twenty-four: stories move people and statistics support those stories. Numbers explain the problem. Stories help people feel why it matters. Give your audience someone to care about.
Lesson twenty-five: authenticity wins every time. Audiences can spot someone who is pretending. Be yourself. Your personality is one of your greatest assets.
Let me take a quick break here. We are halfway through the list and I want to recognize our sponsor of the Auction Is Action with You in It podcast: calltoauction.com. We are a nationwide team of fundraising auctioneers out here to serve you, serve your nonprofit, serve your gala, and serve your guests. We want to make sure they have an exceptional experience, that you are raising as much money as possible, and that it feels good in the process. We want to bring our best to your event and put that action in your auction. Because remember: auction is action with you in it.
Back to the show.
Lesson twenty-six: humor opens hearts. Laughter creates connection. Connection creates opportunities for generosity. A little fun can go a long way toward making people feel comfortable participating.
Lesson twenty-seven: energy is transferable. Walk on stage with confidence, enthusiasm, and purpose and people feel it. Energy is not always about volume. It is about intention. When people feel that energy, they want to be part of it. When they want to be part of it, they take action. And when they take action, they become donors. With proper stewardship, they can become donors for life.
Lesson twenty-eight: make people feel like they belong. Nobody wants to feel like just another seat at a table. Make your guests feel like they are part of something bigger than themselves.
Lesson twenty-nine: it is never about the person holding the microphone. Your job is to shine the spotlight on the mission and the people making it possible. The best auctioneers do not make themselves the star of the show. They make everyone else feel like the star.
Lesson thirty: the most memorable moments are rarely scripted. Some of the best things I have experienced happened when I stopped following the plan and started responding to the moment. Be prepared, but leave room for magic.
Chapter four: lessons from the microphone.
Lesson thirty-one: a great auction starts before the first bid. Build anticipation. Establish trust. Get your audience comfortable participating before you start selling. People have to know you, like you, and trust you before their hands will go up.
Lesson thirty-two: do not open the bidding where you want to finish. Start at a number that gets paddles in the air. It is not about where you start. It is about where you finish. Just last night I sold a $100,000 item that started at $10,000. Momentum is your friend.
Lesson thirty-three: multiples can be fundraising gold. If two or three people are willing to pay the same amount for an experience, why sell it only once? Confirm the economics and the availability in advance and watch your revenue multiply.
Lesson thirty-four: never underestimate the importance of a great spotter. Your auctioneer is only as effective as the team helping identify bidders and record gifts accurately. A great fundraising motivator can make the difference between a smooth auction and a missed opportunity.
Lesson thirty-five: the best auction items are not always the most expensive. Exclusivity, emotional connection, access, and experience often outperform traditional luxury packages. Know your audience and sell what excites them.
Lesson thirty-six: silence is not always a bad thing. Sometimes you need to give a donor a moment to make a decision. Give people room to think, to feel, and to act.
Lesson thirty-seven: the order of your auction items matters. Build momentum with something accessible and exciting. Think about pacing, variety, and when your audience will be most engaged. A great auction has rhythm and flow.
Lesson thirty-eight: do not make the auctioneer compete with dessert, dinner service, or the bar. A room full of distractions is a room full of missed opportunities. Protect your fundraising moments.
Lesson thirty-nine: your sound system can make or break your fundraiser. If guests cannot clearly hear the mission, the ask, or the auctioneer, you have created a barrier to giving. Professional production is an investment, not an expense.
Lesson forty: the best auctioneers do not just call bids. They create moments. It is not about how fast you talk. It is about reading the room, connecting people to the mission, and inspiring action.
Chapter five: lessons for life.
Lesson forty-one: success means more when it is shared. The people you help succeed become part of your legacy. Celebrate the success of others. There is plenty of room for all of us to make a difference.
Lesson forty-two: relationships are worth more than transactions. Build relationships not just as a business strategy. The connections you create today may open doors you never imagined for tomorrow. Fundraising is a people business.
Lesson forty-three: be willing to reinvent yourself. Growth requires being uncomfortable. In my previous life I was an auto auctioneer selling used cars to used car dealers. At the end of the day that did not give me the warm and fuzzies. So I made a pivot. In 2017 I made the jump into full-time fundraising and I am almost ten years in. I have learned so much, felt so much, and been able to raise so much to make impact happen. If it was not for that reinvention, none of this would have ever happened.
Lesson forty-four: your reputation enters the room before you do. Protect it by doing what you say you are going to do. Be prepared. Be professional. Be someone people can count on.
Lesson forty-five: surround yourself with people who challenge you. The right people will not just celebrate your success. They will push you to become better. If you are interested in becoming an auctioneer or improving your craft, check out auctionerschool.com. Tons of free content, a great community, and everything you need to be the best auctioneer you can be.
Lesson forty-six: gratitude changes your perspective. It is hard to have a bad day when you remember how fortunate you are to do meaningful work. Take time to appreciate the people and the opportunities in your life. We are going to have bad days. But when we think about how fortunate we are to do what we do and the impact we make in the world, that can turn a bad day into a great one.
Lesson forty-seven: you do not need a microphone to make an impact. Some of the most important conversations happen when the event is over. A kind word, a little encouragement, simply showing up for someone can change their day. And saying thank you: at the event, after the event, and way beyond the event. Keep saying it. That is what is going to keep your donors connected to your mission.
Lesson forty-eight: do not measure your life only by what you have accomplished. Measure it by the lives you have touched and the opportunities you have created for others. Success is not just about what you achieve. It is about what you make possible.
Lesson forty-nine: the greatest legacy is not what you leave behind. It is what you inspire others to carry forward. Teach. Mentor. Encourage. Help the next generation become even better than you. Do not throw pebbles into the pond. Throw boulders. Make big waves of change.
And finally, lesson fifty: auction is action with you in it. This might be the most important lesson of all. Generosity is not a spectator sport. Whether you are raising a paddle, volunteering your time, sharing your talents, or helping someone in need: nothing changes until you take action. And you have the ability to make a difference. The world needs more people willing to do exactly that. The world needs more people just like you.
Fifty episodes. Fifty lessons. And you know what? I am still learning.
When I started this journey, I thought auctioneering was about selling things. Creating excitement. Getting people to raise their hands and bid. But somewhere along the way I discovered something much bigger. The microphone gives me a front seat to humanity at its best. I have witnessed extraordinary generosity. I watch strangers come together for people they will never meet. I have seen communities accomplish things they never thought were possible.
And here is what I have learned above everything else. You do not have to be wealthy to be generous. You do not have to be famous to make a difference. And you certainly do not need to hold a microphone to change someone’s life. You just have to be willing to take action.
Thank you so much for being a part of these first fifty episodes. Thank you for listening, for challenging the status quo, and for believing that fundraising can be so much more than raising money. Thank you for striving to create better events. Because better events raise more money. And the more money we raise, the more impact we have.
If something from today’s episode resonated with you, I would love to hear about it. Leave a comment or send me an email at bobby@calltoauction.com. What is one lesson you have learned about generosity, fundraising, or life? Share it with me. The truth is we are all learning from each other.
Here is to the next fifty episodes, the next generation of change makers, and the incredible things we can accomplish together. Because remember: auction is action with you in it. And the world needs more people like you willing to take action. Keep raising those paddles. Keep inspiring generosity. Keep making a difference.
My name is Bobby D and we will see you on episode 51 of the Auction Is Action with You in It podcast.
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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.