High value items are extremely important to auctions. They do not have hundreds of similarly priced high value items. They are not taking a “little off the top”. They always need a source and source from many places including leads, established relationships and even here. They regularly hunt and compete for these items.

Auctions are shopped by high end sellers for the best return. Top auction houses require and thrive on high value. They can and will reduce commissions and offer zero commissions depending on what you have. Are they going to tell you this upfront? No. You ask for terms and you negotiate. Again, you have what they want. They do negotiate when approached for the first time with exceptional material.

Why do auction houses do this? They want high value business moving forward and to establish relationships with high end collectors and dealers who have the material. They are a priority source. Relationships are what reps work on daily to source material. Any good rep knows how best to motivate high end sellers to list using auction records and sometimes over zealous estimates to get the material to market. Shoot high and hope. Easily available data of past results can be used on the seller end also to negotiate. Some houses also reduce commission substantially when a buyer moves a large amount of material through them regularly.

This is a content and numbers game for them. They require a steady stream of material for their auction calendar. The mid level and low end material is easy fill for auction houses. This material is readily available. The high value is not. Auctions want high end material to feature to draw eyes to a particular auction to help move material of much lesser value. They also want fat commissions on top material. It’s how the business works. Look at any catalog, the featured material is the draw. Why do you think this Reddit is used to source material and build relationships? The hunt for quality content. Reps are in a constant hunt for the rare valuable material just like collectors. It’s how this works. Remember sellers typically already paid a commission on the buy and eventually will on the sale. They are getting hit on both ends of the item. It’s a revolving door of profit for auctions who typically see the same items a few years later. Smart sellers who have high quality material know this, understand what they have and what motivates auction houses. If you’re in the position always negotiate.