The Psychology of Giving
Why Reading the Room Matters More Than Reading a Script
There’s something electric about a fundraising gala. The lights, the energy, the buzz in the room—it all builds toward that moment when the ask is made and paddles start to rise. But here’s a truth most people don’t realize until they’ve been in the trenches…giving doesn’t just happen. It’s not automatic. You can have the perfect venue, an inspired cause, and an eager crowd, and still fall flat—if you don’t know how to connect.
That’s where I come in.
After more than two decades of stepping on stages across the country, raising over a billion dollars for nonprofits, I’ve learned that the most important tool I bring to the podium isn’t my voice or my bid-calling rhythm. It’s my ability to read the room. To tap into the psychology of giving. To create a moment where people go from passively attending to passionately engaging.
And believe me—it doesn’t happen by accident.
It’s Not About the Auction. It’s About the Audience.
Sure, on paper I’m an auctioneer. But what I really do is help people show up for something bigger than themselves. When someone raises their paddle, it’s not because I rattled off a starting bid fast enough or hyped up a trip to Tuscany. It’s because I tapped into something real. I made them feel something. I made them want to give.
That’s the psychology of giving. It’s emotional. It’s situational. It’s deeply human.
Every crowd is different. I’ve walked into rooms filled with buttoned-up corporate donors who needed precision, polish, and quiet confidence. I’ve also stood in front of crowds that needed to laugh—a lot—before they’d even consider opening their wallets. I’ve worked with faith-based communities, young philanthropists, hospital foundations, arts organizations, animal rescues—you name it. And every time, the key to success has been the same: connection.
You Can’t Script Chemistry
One of the biggest misconceptions I see is the belief that a good event is about sticking to a timeline. “We have 20 minutes for the live auction, here are the items, here’s the script.” That might work for a general emcee or a volunteer with a good voice. But if you want to maximize giving? If you want your audience to feel something powerful enough to take action in the moment? You need someone who knows how to read the room—and respond in real time.
Because generosity has a rhythm. And if you don’t catch it, you miss the moment.
Sometimes that means slowing down when a story hits a nerve. Sometimes it means speeding up when the energy peaks. Sometimes it’s about knowing exactly when to crack a joke to release tension—or when to stay silent and let the weight of a story do the talking.
It’s not about theatrics. It’s about emotional intelligence. It’s about body language. Behavioral cues. And yes, a deep understanding of human nature. These are skills you hone with years of experience, not something you can teach someone in a weekend training.
The Stakes Are Too High to Wing It
Let’s be real—nonprofit events are expensive. They take months of planning. Donors are bringing their checkbooks and their expectations. When that night arrives, you don’t want to be hoping the right energy shows up. You want to create it.
The job of a professional benefit auctioneer isn’t just to move through a list of auction items. It’s to guide the room through a shared emotional journey. To take a cause and make it personal. To take generosity and make it joyful.
I’ve had people tell me years after an event that they still remember how they felt that night. That they gave more than they’d planned—and were glad they did. That’s what you want from your auctioneer. Not just someone who can speak clearly or command attention—but someone who can make giving feel like an experience your guests never forget.
Why Humor Helps—and Heart Seals the Deal
I often use humor during events. Not because fundraising is lighthearted (it’s not), but because laughter creates connection. It breaks down walls. It opens people up emotionally—and when they’re open, they’re more willing to give.
But I rarely use the same jokes twice. And I don’t have a “schtick.” I walk into each event with fresh eyes and ears, watching how guests interact during cocktail hour, listening to the tone of the speakers, feeling the energy in the room. It’s all data. And I use that data to craft a strategy in real time.
That’s the work most people don’t see. But it’s the difference between raising some money and raising more than you ever thought possible.
Trust the Right Voice to Represent Your Cause
When you hire a benefit auctioneer, you’re not just hiring someone to call out bids. You’re choosing someone to represent your mission. Someone who will be the voice of your cause in its most public, visible moment.
That’s a responsibility I don’t take lightly. I work closely with each client to understand their organization, their goals, their donor base, and the tone they want to strike. Then I show up prepared—but flexible. Confident—but intuitive. Ready to create not just a successful auction, but a transformative experience.
Let’s Create That Moment Together
If you’re planning a fundraising event and you want someone who doesn’t just understand auctions—but understands people—I’d be honored to be part of your night. Let’s turn your mission into momentum and make magic happen on the mic.
