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3 Things to Negotiate Before You Sign with an Auction House

Before consigning fine art, jewelry, watches, cars, or collectibles, learn the three essential terms to negotiate with auction houses. Insider tips from a 20-year auction veteran to maximize value, reduce fees, and protect against costly execution risks.

Title: Under the Palms Publisher: Rijksmuseum Date: 1880 Providing institution: Rijksmuseum Aggregator: Rijksmuseum Providing Country: Netherlands Public Domain Under the Palms - 1880 - Rijksmuseum, Netherlands - Public Domain.

If you think auction house contracts are “standard” and non-negotiable, you’re leaving money , and leverage , on the table. I spent nearly two decades inside one of the world’s top auction houses, and I can tell you this: the smartest sellers never sign the first draft. Auction houses work for themselves first. Your job is to make sure your property gets the right deal, with the right positioning, and flawless execution. That starts with negotiating these three key terms , every time.

1. Seller’s Commission Rate – Don’t Accept the First Number

A. Understand the Range

Seller’s commission rates can vary dramatically , from as low as 0% (yes, it happens) to well over 20%, depending on category, value, and how competitive the interest is for your property. High- value lots in hot categories often qualify for steep reductions or complete waivers, especially if they can anchor an auction or generate press attention.

B. Leverage Competitive Proposals

Never request terms from just one auction house. Solicit proposals from multiple houses , even if you already think you know which one you’ll choose. The best terms often emerge when houses know they’re competing for your consignment.

C. Watch for Hidden Fees

Some houses will offset a lower commission rate with “photography fees,” “insurance surcharges,” or “marketing contributions.” Insist on seeing all costs upfront so you’re comparing true net proceeds, not just headline commission rates.

2. Marketing Commitments – Control the Narrative Before the Sale

A. Standard Marketing Isn’t Enough

In many auction houses, “standard marketing” may mean a single catalog image and a mention in a generic press release. For a high-value consignment, that’s not going to cut it.

B. Demand Specific, Written Commitments

If you have a marquee lot, insist on elevated treatment: double-page catalog spreads, full-page ads, enhanced online presentation, social media features, dedicated press pitches, and targeted outreach to key buyers. Don’t just accept verbal assurances , get these commitments in writing, in the contract.

C. Align Marketing with the Right Audience

An exceptional marketing plan isn’t just about volume , it’s about targeting the right buyers. A masterpiece of Asian art should be marketed to top Asian collectors, not buried in a general art sale mailing list. Ensure your lot is presented where the most qualified, motivated bidders will see it.

people riding on horse near brown wooden house under white clouds and blue sky during daytime

3. Sale Timing & Lot Placement – Where and When You Sell Matters

A. Season & Location Impact Price

A winter jewelry sale in New York attracts a different crowd (and pricing energy) than a spring sale in Geneva. Certain cities, seasons, and even times of day can make a measurable difference in bidder participation and final prices.

B. Choose the Right Sale Context

Whether your property is in a specialized category sale or part of a broader mixed auction can affect bidder interest.

A blue-chip Impressionist painting will likely fare better in a focused Impressionist & Modern sale than in a

general estates auction.

C. Lot Order Can Boost or Bury Your Result

In a live auction, momentum matters. A prime placement early in the sale , ideally after the first few headline lots , can energize bidding. Being buried late in the catalog risks bidder fatigue. Placement is negotiable, and it’s worth fighting for.

Pro Tip:

Auction house specialists are skilled negotiators , but they’re negotiating for their employer, not for you. Having an experienced, independent advocate at your side ensures you don’t just get a fair deal , you get the best deal.

Thinking about consigning? Let’s talk before you sign.

I’ll make sure you get the right terms, the right exposure,

and the right results.

Thinking about consigning? Let’s talk before you sign.

I’ll make sure you get the right terms, the right exposure,

and the right results.

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INSIGHT ART & COLLECTIBLES ADVISORY