Podcast – Episode 6: Live Auction Secrets: Why You Don’t Need Airfare to Raise More
In this episode of Auction is Action with U in it!, Bobby D tackles a common myth: that every winning live auction travel package needs airfare. He explains why airfare often lowers perceived value, creates logistical headaches, and eats into profit—and shows smarter ways to package trips that donors love. From leveraging points, adding a flexible travel credit micro-sponsor, to using miles as incentives or paddle-raise prizes, Bobby shares field-tested strategies that consistently raise more, with less stress.
If you’re a nonprofit leader, event planner, or benefit auctioneer, you’ll learn how to:
Avoid airfare traps that depress bidding
Package travel for maximum flexibility and value
Use micro-sponsorships to offset costs (without shrinking margin)
Harness donor psychology and incentives to drive higher gifts
Key Takeaways
Airfare isn’t mandatory—it often reduces perceived value and margin.
Many bidders prefer using their own airline points and preferred carriers.
Offer a flexible travel credit via a micro-sponsor ($500–$1,000) instead of airfare.
Pool frequent-flyer miles from board/committee for optional add-ons or incentives.
With consignment travel, avoid stacking credits that erode nonprofit profit—sell multiples instead.
FULL TRANSCRIPT
Bobby D: Happy Fundraising Friday to all of my fabulous fundraisers out there! Yes—we’re playing with Star Wars LEGOs. I’m a big Star Wars geek. I don’t have an airplane, but I do have the Mandalorian Starfighter with Grogu in it. If you’re on YouTube, you can see it—if not, just imagine the awesome spaceship from The Mandalorian.
The reason I bring this up is because I get this question all the time from our gala clients: “Don’t we need airfare for these live auction items?”
Answer: Nope, you don’t. In fact, sometimes adding airfare hurts the price and the value of your auction item.
Here’s why. Let’s say you’ve secured a donated beach house—San Diego, Hawaii, wherever—and the donor says, “We can give you the house, but not airfare.” That’s okay. You don’t need the airfare because most donors already have a preferred airline and points. If you add airfare on Southwest, American, Delta, JetBlue—whatever—your winning bidder might not want to fly that airline or will just never use that airfare because they’re sitting on points.
I’m an American junkie. I love Delta. JetBlue too. I’ve got points and cards piling up miles all the time. If I bought a vacation at your fundraiser, I’d use my own points and fly myself. No problem.
So, the points reality is a big reason to skip airfare. And this applies to silent auction travel as well.
If you feel like you must include something flight-related, try this instead:
Create a flexible travel credit and find a micro-sponsor. You’ve got your big sponsorships ($25k, $10k, etc.), but there are plenty of businesses that can’t do those tiers and still want in. Invite them to sponsor a $500–$1,000 travel credit attached to a marquee trip—“Kauaʻi Getaway + $1,000 Travel Credit courtesy of XYZ Accounting” or “courtesy of ABC Realty.” The sponsor gets logo/name placement on the item; the winner gets flexibility to use the credit on airfare, dining, spa, excursions—whatever.
Another route, if you really want flight help:
Pool miles. Airlines like American allow point pooling. Identify a “point person,” then ask your board, committee, and major donors to contribute miles toward a pool—100k, 200k, etc. Now you can say the item includes miles, or use those miles as a paddle-raise incentive (e.g., everyone who gives at $250 is entered to win 100k miles). It’s a great motivator at the “paddle drop.”
If you’re working with a consignment vendor (risk-free travel for nonprofits), you generally don’t need a travel stipend. Ideally, you’re selling multiples of the experience. Adding a $500–$1,000 credit to each sale can chip away at your margin and reduce net. Keep the package clean, drive competition, and sell it twice (or more).
Bottom line: I want you to raise as much as possible and put more into your fundraising bank account. You do not need airfare for auction items—there are better ways to add flexibility and perceived value without shrinking profit.
Get your LEGOs out, have fun, and get out there and make an impact. There’s unlimited funding out there—you can tap into it with smart package design and donor psychology.
Thanks again—my name is Bobby D, lead auctioneer, lead consultant, and CEO/founder of Call to Auction. We’ll see you next time.
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At Call to Auction, Ready to Raise More?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.
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