Presentations: Knock ‘Em Dead with a Great Opening. Do you do listing and buyer presentations? Of course!
Have you thought about how you start your presentations? Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales’. Instead of stumbling through a presentation, why not organize it to grab their attention, persuade them to your way of thinking, and motivate them to action? You can.
In my new resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, (all digital), I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be
persuasive
Think about it. Real estate salespeople: When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.
In this blog, we’ll discuss great openings–one of the 2 most important parts of any presentation.
Grab Their Attention in the Opening
Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like:
I won’t take much of your time, but
We have a lot to cover today (boy, that sounds exciting and motivating, doesn’t it?)
We won’t get through the outline/presentation (then, why do we have that outline?)
I know you don’t want to listen, but
I’m not really prepared (this happens in many presentations in front of 2 or 2000!)
You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)
Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever comes ‘naturally’. Instead, make your openings
Provocative
Interesting
Different
Engaging
Motivating
The First Two Minutes are Critical
I just attended a Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action. I don’t mean to ask a rhetorical question, either!
Want many more presentation tips for your next meeting, listing or buyer presentation, or sales presentation? Check out Knock Their Socks Off: Tips to Make your Best Presentation Ever.
Is Your Listing Presentation Effective?
Do
you list every property you want to list? Do you always get listings at a salable price? Do you get dozens of referrals from satisfied sellers? If not, check out the all updated resource, Your Complete Power Listing System. You’ll get the updated statistics you need to prove what you know to be true. You’ll impress sellers and create ‘clients for life’. Check it out here.
