Auction Expo 2025: Three Days of Innovation, Education, and Industry Excellence
This past September, nine members of the United Country Heard Auction & Real Estate team made the trip to Kansas City, Missouri for the 16th Annual Auction Expo. Held at the Cascade Hotel on the Country Club Plaza from September 22-24, this three-day event brought together auction professionals, brokers, and agents from across the country for what has become one of the industry's premier education and networking experiences.
This year was exceptionally meaningful as the real estate and auction industry, and the world at large, are changing rapidly. As a company, we have spent many man-hours integrating new technology such as our proprietary AI for personal property and real estate listings. We have been running at a fever pitch to keep up with these ever-changing markets. During our time at the Expo, we had the pleasure of having mastermind sessions on these changing areas.
The Expo did not disappoint. The organizers assembled a strong lineup of speakers and session formats specifically designed to sharpen our skills and elevate the service we provide to buyers and sellers.
Day One: Building the Foundation
Monday kicked off with intensive, hands-on education that got the wheels turning on how we approach relationships and negotiations in this business.
Effective Tactics in Auction Negotiations
Led by Shane McCarrell, Nashville Auction School
This session focused on the art of communication in auction negotiations–how to build trust with clients, understand their motivations, and create successful outcomes for everyone involved. Through case studies and practical exercises, we explored handling commission discussions, managing high-pressure situations, and approaching the critical conversations that happen before the gavel ever drops.
Customer & Staff Relations & Policies
Led by Jason Deel, Nashville Auction School
The second session emphasized emotional intelligence and relationship management, teaching us how to ask better questions, handle difficult conversations, and strengthen partnerships with both clients and team members. For our team, these sessions provided valuable insights into building stronger, more transparent relationships.
Jason Deel is a treasure to the auction industry. Auctioneers are notorious for talking, when they should listen. We all grew up on the elevator sales pitch after all. However, we all should remember the golden ratio of effective communication: you have two ears and one month, so listen twice as much as you talk, and always remember you are in the service business. The question is, how do you serve, who do you serve, and to what ends?
Day Two: Fast Ideas, Big Impact
Tuesday afternoon brought a fresh format to the Expo—TED Talk-style presentations. Instead of long-form lectures, we got focused, fast-paced sessions designed around one core concept, delivered in 30 minutes or less.
The energy was different. Each speaker came prepared with real-world examples, clear takeaways, and practical strategies that attendees could apply immediately. It was about absorbing innovative tools and creative strategies from professionals who are genuinely pushing the industry forward.
One of the major themes throughout the day? Artificial Intelligence and its role in the auction industry.
The conversations around AI weren't theoretical—they were practical. We discussed how AI tools are already transforming marketing, client communication, property valuation, and operational efficiency. The message was consistent: AI isn't here to replace the auctioneer; it's here to make us better, faster, and more effective at what we already do.
AI is a buzz word, a word that inspires fear, anxiety, and even hatred. It also inspires. Humanity has always been creators who were willing to push their capacity to learn and grow. When the open chat models were released to the public, I remember not having a clue where to start, or what it even was. However, I was acutely aware that no company that expected to survive the next technological revolution could afford to stick their head in the sand. Over the next four years, I spent my free time studying and coding. This culminated in our partnership with Bitstrapped and Google to create an AI power Vertex catalog system.
Day Three: Learning From Each Other
Wednesday wrapped up the Expo with a roundtable-style format—small-group, guided discussions that prioritized participation and collaboration over one-way presentations.
This was peer-to-peer learning at its finest. Professionals from different markets, different specializations, and different stages of their careers came together to share challenges, exchange ideas, and problem-solve in real time.
The topics covered were diverse and deeply relevant:
Commercial Property Listing Strategies & Best Practices – How to position and market commercial properties for maximum auction impact
The Role of AI in Auction Business Operations – Continuing the conversation from Day Two with more specific applications
Educating Sellers on Auction vs. Traditional Sales – How to clearly communicate the auction advantage
Auction Terms & Conditions: Best Practices – Protecting all parties while maintaining transparency
Succession Planning: Building a Sellable Auction Business – Long-term strategy and business sustainability
Best Strategies for Implementing Staff and Agent Training – How to build a culture of continuous improvement
The format encouraged open, informal conversation. Whether you were contributing insights or listening and learning, the emphasis was on practical solutions and professional growth.
Beyond the Sessions: Fellowship and Team Growth
As valuable as the education was, some of the most meaningful moments happened outside the conference rooms. The Expo provided numerous opportunities for fellowship—reconnecting with old friends in the industry and making new connections that will likely lead to future collaborations.
For our team, it was also a chance to bond outside the office environment. Getting to know each other better in a different setting, sharing meals, swapping stories, and experiencing the event together strengthened our working relationships in ways that will carry forward long after we returned to Clinton.
Bringing It Home: What We Learned and What Comes Next
Three days in Kansas City gave our team a renewed sense of purpose and a toolkit of strategies we're eager to implement.
The auction industry is evolving—new technology, new buyer expectations, new marketing channels—but the fundamentals remain the same. It's about trust, transparency, and delivering results for the people who put their faith in us to handle one of the most important transactions of their lives.
Events like the Annual Auction Expo remind us why we do this work and how we can do it even better.
Interested in learning more about United Country Heard Auction & Real Estate and how we're applying cutting-edge strategies to deliver exceptional results? Contact us today or follow along on social media as we share more insights from our time at Auction Expo 2025.