Building Your Business: Prospecting Tips for Finding New Auction Sellers – Affiliate Knowledge Base

How to Consistently Fill Your Pipeline with Quality Leads as a K-BID Affiliate

One of the most important—and most overlooked—skills in the auction business is prospecting. Whether you're just starting out or running multiple auctions a month, having a steady stream of sellers is the lifeblood of your business.

Here’s how to prospect effectively, identify quality opportunities, and position yourself as the go-to auction expert in your region.

🎯 Start with the Right Mindset

Prospecting isn't about chasing every possible lead. It's about qualifying the right sellers who have the right assets and the right mindset for an online auction. You’re not just looking for stuff—you’re looking for situations where your service brings real value.

📍 Where to Find Auction Sellers

Start building your lead list with these proven sources:

Your Local Business Community
Introduce yourself to commercial landlords, real estate brokers, bankers, CPAs, and attorneys. These professionals frequently work with clients facing business transitions (closures, liquidations, downsizing).
Networking and Associations
- Chamber of Commerce events
- Local BNI (Business Network International) chapters
- MN State Auctioneers Association and similar regional orgs
- Industry-specific groups (e.g., restaurant, construction, retail)
Watch for Business Transitions
- Commercial spaces with “For Lease” signs
- Businesses having moving, retirement, or closing sales
- Bankruptcy court filings or public notices
Leverage Online Tools
- Facebook Marketplace and Craigslist—search for people selling large volumes of items
- LinkedIn—connect with business owners and offer insight, not a hard pitch
- Google Alerts for keywords like “business closing” or “inventory liquidation” in your area
Tap into K-BID’s Existing Network
- Partner with other affiliates on cross-territory auctions
- Ask past sellers for referrals
- Follow up with cold leads from prior conversations

🛠 What to Bring to a First Meeting

Make sure you show up prepared and professional:

Business cards
K-BID one-pager or marketing materials
Auction process timeline
Example auction results in their asset category
A notebook to capture their situation and goals

💬 How to Start the Conversation

You're not there to “sell” them on an auction. You’re there to understand their situation and offer a solution. Try opening with:

“Tell me what’s going on—what made you think about an auction?”
“What are your goals for this sale? Is it space, time, cash, or something else?”
“Have you sold anything like this before? How did that go?”

Remember: listen more than you talk.

🚩 What to Watch For

Some red flags that might signal a poor fit:

Unrealistic value expectations
Hesitancy to commit to a timeline
Poor communication or lack of decision-making authority
Disorganized inventory or unsafe location

Know when to walk away—or at least adjust your pricing accordingly.

📊 Track Your Pipeline

Treat prospecting like sales. Use a simple spreadsheet or CRM to track:

Name and contact info
Type of assets
Date of last contact
Next step (e.g., proposal, follow-up, site visit)

Follow up relentlessly but respectfully. Many auctions are booked months after the first contact.

👏 Final Tips

Ask for referrals. After a successful auction, ask your seller: “Do you know anyone else going through a similar transition?”
Become the local auction expert. Blog, post, and educate. Show your value before you ever make a pitch.
Stay consistent. Prospecting once a month isn’t enough. Make it a weekly habit.

The most successful affiliates are those who never stop filling their funnel. Even when you’re booked out, keep planting seeds—because today’s “maybe” is next quarter’s big win.

Need help with a flyer, lead script, or custom marketing materials to help you prospect? Just reach out to the K-BID team—we’re here to help you grow.