Dropping the gavel: How Bernard Mel went from agent to auctioneer
‘Terrifying, exciting and amazing!’ That’s how Bernard Mel describes his role as an auctioneer. It’s a position that demands confidence and composure – but for Bernard, it began with curiosity and a willingness to learn. What followed was a journey that took him from behind the scenes to the centre of the action.
A natural next step
It was his drive to immerse himself in every aspect of the sales process that inspired Bernard Mel to put his hand up for auctioneer training.
‘Auctioneering was always a feather in my cap that I wanted to learn more about,’ he says.
Having grown up in Caulfield, Bernard had witnessed some of the area’s best auctioneers in action – and knew it was something he wanted to pursue one day.
That day came a year into his role as a Sales Consultant at Gary Peer. He volunteered for auctioneer training with Director Phillip Kingston, and the process began.
‘I don’t know if it was the theatrics or the excitement. I’ve certainly never been a public speaker. But auctioneering felt like the right mix of career progression and personal growth,’ says Bernard. ‘And that’s not even to mention the adrenaline of auction day,’
What followed was an intense training process, guided by one of the industry’s most experienced auctioneers.
Building the foundations
Becoming an auctioneer is as much about preparation as it is performance.
For Bernard, the training process quickly revealed just how much happens behind the scenes. From understanding the structure of an auction to learning how to read a crowd, every element was broken down.
‘I looked around at the group Phillip was training and saw some incredible, high-level achievers,’ Bernard says. ‘I remember thinking, this is an amazing group to be part of. Before long, I was picking Phillip’s brain between meetings about how to structure and conduct an auction.’
A key focus was mastering the scripted opening – the legalities that are crucial for every auction.
‘We were told to practice it a thousand times. If you don’t practice, people will know,’ he says.
That meant repetition. Recording, listening, refining. Practising in the car, at home – even in the shower.
‘My wife is probably just as good an auctioneer as I am. She’s heard it that many times,’ Bernard laughs.
Just as important was learning how to manage the pressure.
‘It was interesting hearing Phillip and Jeremy Rosens say that for their first 100 auctions, it was all about controlling their breathing and adrenaline,’ says Bernard.
‘I’ll carry those breathing exercises with me for at least the next 500 auctions.’
Stepping up for the first time
No amount of practice can fully prepare you for your first auction.
For Bernard, the day brought equal parts excitement and expectation. With several interested buyers identified throughout the sales campaign, it had all the makings of a competitive result.
‘I was so excited,’ he recalls. ‘I thought, this is exactly how everyone dreams it will go. My first auction will be a success with bids flying, the property hitting the reserve and getting this phenomenal price.’
But as the auction unfolded, the reality looked different.
With only one active bidder on the day, the property passed in, and the process quickly shifted from a fast-paced auction to a more measured negotiation.
‘I really thought we were going to have a competitive auction, but it was probably the best outcome I could have asked for from a learning perspective,’ Bernard says.
‘It was fascinating working with the team and my selling partner behind the scenes, seeing how the negotiation process unfolds after a pass-in.
‘We passed the property in at the bottom of the range and ultimately sold it at the top of the range. It was still a fantastic result for the vendor, just not the high-adrenaline, multi-bidder auction everyone imagines.’
Finding his rhythm
It was through experiences like these that Bernard began to find his rhythm as an auctioneer.
That meant striking a balance between structure and personality – knowing when to guide the process and when to let it unfold naturally.
‘You see plenty of auctioneers who are the loudest, but they’re not necessarily the best,’ Bernard says. ‘Some of the best auctioneers are conversationalists. You’ve got to be a people person.’
Drawing on his lifelong connection to Melbourne’s southeast, Bernard leans into what he knows best. From local parks and transport to the lifestyle that defines each suburb, his auctions are grounded in genuine local knowledge.
‘I’m very lucky to sell real estate in an area I’ve called home my whole life,’ he shares. ‘I’m passionate about the area, and I think that comes through in my auctions.’
It’s also about reading the room. Knowing when to push for another bid, when to pause and when to let silence do the heavy lifting.
‘Every great auctioneer treats it like an art and a skill that needs to be honed,’ he says. ‘But they also bring excitement and passion to getting the best possible result for the vendor.’
Routine, focus and composure
Beyond style and delivery, Bernard believes mindset is what grounds every successful auction.
And that starts well before auction day. A self-described creature of habit, Bernard’s mornings are built around routine: an early start, a coffee and a walk through Caulfield Park with his dog.
‘I’m very much a structured person. Whether it’s a meeting, an inspection or an auction, it all deserves maximum effort,’ he says.
And while he’s only just getting started, the future is firmly in focus. A move into a new family home is on the horizon for Bernard – a home that will soon go to auction itself. At the same time, he’s focused on continuing to grow both personally and professionally.
‘There’s still plenty of growth ahead for me with the amazing team at Gary Peer,’ he says. ‘I’m really excited about what the next 10 years might look like.’
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