Presentations: Three Mistakes Too Many Make, and How to Prevent them
Do you do presentations in front of
people—such as in real estate offices? You may be a title rep, a home warranty
specialist, a mortgage rep, a real estate manager, a salesperson—or a meeting
planner. In fact, almost all of us must get in front of people and present at
some time. But, it’s not something we’re trained for. We probably don’t even
realize we CAN gain a process, and get some training, to do a great job! So, we
just ‘wing it’—and, unfortunately it shows. However, there’s a process to
create an effective presentation, and I’m going to share three major tips in
that process for you here.
When you look out at the audience, what do you see? If it’s the picture below, you’ll love these tips. Why?
After you adopt these principles, your audience will be attentive to your every word!
As a long-time speaker and member
of the professionals’ National Speaker Association, and trainer of trainers, I’ve
learned the importance of presentation—no matter what we do. Here are three big
mistakes ‘amateurs’ make, and three major presentation tips that assure your
sales presentations and trainings will be professional—and effective.
Mistake #1: Launching Right in
Without a Great Opening
Recently, I was at a real estate
sales meeting. I heard 5 presenters in a row all start their presentations by ‘rambling’
into them. I wasn’t sure what they wanted to say, why they were there, or why I
Solution #1:Grab a Great
What’s your ‘hook’? How are you
going to begin your presentation? With a provocative question? With a relevant
story? How does that beginning tie to your theme? Sit down and write down your
Start with a great ‘hook’—something
that grabs their attention.
For example, I give a presentation
(usually to affiliates) to teach people how to do a persuasive presentation. As
a ‘hook’, I start at the piano. They certainly aren’t expecting that, and it
gets their attention right away. Of course, then I segue to the rest of the beginning:
Pose the problem, suggest your solution, and build a rosy future when following
your recommendations. This works great, too, in an open house to grab the
attention of the ‘looker’ who’s trying to avoid you.
Mistake #2: Not developing a cohesive solution to the problem and developing it in the middle of your presentation. Instead, these presenters I heard in the sales meeting wandered around in a vast wasteland of incohesive facts, figures, and stories with no relationship or relevance to a ‘theme’ that should have been developed at the beginning.
Solution to #2: Get Persuasive
You need to be selling your point of view always to your ‘audience’. That means to structure your point of view persuasively. What stories, statistics, and facts do you have to shore up your solution—the solution you promised at the beginning? How persuasive are you here?
Mistake #3: Not crafting a great
In some of the presentations I
heard during that sales meeting, there was no ending! The presenter just ran
out of time and sat down! What if you heard your favorite tune and it ended
about 4 measures before the actual ending? It would feel and sound weird,
right? Well, a presentation without a logical ending feels and sounds ‘weird’,
Your ending should re-state your
solution that you developed throughout your presentation.
Solution # 3: Bring it Home with a Great Ending
Have you ever been at a
presentation that just puttered out at the end? The speaker said, “Well, we’re
out of time.” And you thought, “Good”. Remember, a persuasive presentation is
just like a popular tune.
Bring back the theme at the end.
Close by reminding your audience of
the rosy future they will have by following your recommendations.
Your Job Up There
Your job during the persuasive
presentation is to persuade. And, here’s my point of view: All
presentations that anyone gives should be persuasive. You’re up there to
persuade your audience to YOUR point of view, not just to regurgitate facts and
figures. Otherwise, the audience could simply read a scientific report or watch
a video (well, the video may be more interesting than a boring ‘live’ presenter…..)
Based on the three major points, how
would you rate yourself? What will you do differently next time to make your
presentation cohesive, attention getting, and motivating?
Stepping Up to Great Presentations
Do you provide training for your presenters and trainers? I’d love to help you, and them, learn and practice these types of great, quickly applicable strategies. I do trainings and presentations for Realtor trainers, trainers of real estate companies, and affiliates.
Get in touch with me and we’ll talk about your needs. I customize each presentation, too, for YOUR specific audience needs. My background as a performing musician, coupled with my real estate sales, leadership, and training experience, gives me a unique ‘take’ on training trainers. I’d love to help you!