In this episode of Speak and Get What You Want, Chad Kerby sits down with renowned auctioneer, Troy Black, to uncover the surprising communication principles behind high-stakes auctions and why they apply to every conversation in life and business.
Troy explains that great communication is not about “winning” while someone else loses. The true goal is creating environments where both people walk away feeling successful, understood, and valued. As an auctioneer, he must balance the emotions of buyers, sellers, and an entire audience all while making split-second decisions under pressure.
Throughout the conversation, Troy reveals:
- Why energy is one of the most powerful communication tools you have
- How reading the room can completely change outcomes
- The reason positivity directly impacts influence and trust
- Why people buy more when they feel relaxed, connected, and understood
- How momentum and emotion shape decisions in business and life
- The hidden danger negativity creates in teams, negotiations, and relationships
- Why your influence starts long before the “main event” ever begins
One of the most powerful insights comes when Troy explains that the success of an auction often begins days before he ever picks up the microphone. From the moment he walks into the room, his attitude, energy, and interactions begin shaping the emotional climate of the event.
The episode also dives into the intense pressure behind the scenes of high-end auctions, where millions of dollars can change hands in under a minute. Troy shares a remarkable story of a painting expected to sell for under $900,000 that exploded to $1.3 million in less than 60 seconds all because of emotion, momentum, trust, and communication.
More than just a conversation about auctions, this episode becomes a masterclass on leadership, sales, influence, emotional intelligence, and personal responsibility. Chad and Troy connect the dots between auctioneering and everyday life, showing that we are all “auctioneers” in our own environments constantly shaping the attitudes, emotions, and experiences of the people around us.
The big takeaway:
Your energy enters the room before your words ever do.
