Auctioneer Phyllis Kao talks taste
The Sotheby’s star on stage presence, the San Francisco Giants and selling a $45mn stegosaurus
My personal style is eclectic and imaginative. Depending on my mood and the occasion, I might wear contemporary, vintage, masculine or very feminine clothes. If I’m on the rostrum, jackets are everything. My go-to is a navy wool double-breasted YSL jacket with gold buttons – very military-style – and I also love the silver Armani jacket that I wore for the sale of Apex, an 11ft-tall stegosaurus skeleton, in 2024. I always want to be sensitive to the items in the sale – the clothes I wear for a Modern & Contemporary auction are different to those I’ll wear for fossil or manuscript sales. One exception is my hair, which I always wear in a ponytail. When I was auditioning to be an auctioneer at Sotheby’s in 2016, Hugh Hildesley, who was then a senior auctioneer, advised that my hair was hitting the microphone and was a distraction. I’ve tied it up ever since and never have to think about it during a heated auction. The last thing I bought and loved was a lime-green vinyl Prada purse. It’s lightweight and harks back to the ’90s, though it’s from a recent collection. I use it for everything, from running errands to an evening out.
The place that means a lot to me is my family home in Berkeley, California, where my parents emigrated to from Taiwan in the early ’80s. I had such a happy childhood – safe, educational and full of intellectual stimulation. I was also surrounded by natural beauty: the nearby Berkeley Hills are beautiful for hiking and views of the San Francisco Bay, and the food scene is an embarrassment of riches, with greats such as Alice Waters’ Chez Panisse. The best souvenir I’ve brought home is a 19th-century carving of the Hindu god Garuda. It was made in Tibet, but I bought it from a shop on Portobello Road in London that’s now closed. The figure is winged and has talons but also has beast-like elements. He’s fierce but good.
I’ve recently rediscovered how fortunate I am to be an auctioneer. I get to work with Old Masters, contemporary sculptures, photographs, jewels, books, rare fossils and more every day. And I am paid to learn about so many incredible things. I fell into the auction world by accident: the owner of the auction house where I got my start working as a cataloguer asked if I wanted to take on the next sale. I immediately said yes. I enjoyed it and just kept going.
There is no set formula for being a good auctioneer, but there are a few elements that will make it easier – having a stage presence, a facility with numbers and a quick reaction time are all helpful. I change my auctioneer style depending on the type of sale – an Old Masters auction at the Breuer, the Sotheby’s outpost on Madison Avenue, requires a different finesse to a charity auction with a partying crowd. That said, I always try to be entertaining. I’m there to raise the hammer price, and I want everyone to enjoy the process.
The auction lot that changed everything for me was the Apex stegosaurus skeleton [which sold for $44.6mn]. That sale got so much attention, it blew the auction world open. The general public is now more interested in different kinds of art and the sale process. As with any sale, it was a dance of applying pressure to keep it moving but not too much. You want to keep the rhythm going for as long as possible, to keep everyone in the groove. I prepare by learning as much as I can about the works beforehand. I also think about the personalities of the category’s sellers and bidders before I enter the saleroom. We knew Apex would do well, but we didn’t know it would do that well.