5 Key Elements of Successful and Efficient Conference Presenters

  • Be a slave to rehearsals… – no doubt you’ve probably heard it before, but even if you’re a seasoned veteran rehearsing is essential to a successful and effective web conference. Ideally your test run should come as close to the real thing as possible (i.e. be held the same room you will be presenting in, using the same equipment, even similar hand movements and expressions) to ensure you are able to iron out any possible unforeseen issues. While you cannot predict every unforeseen event, rehearsing dramatically increases efficiency; and in the event a glitch arises, don’t stress – it happens to everyone sooner or later – just keep calm, and carry on to the best of your ability. Maybe even keep a couple jokes on standby that you can use in the event your computer crashes, or another technical error surfaces.
  • …but don’t be a slave to slides – sure, slides can be very informative and helpful in almost any conference, but the key is moderation. Reading verbatim from every slide you present is boring and loses the interest and attention of your audience. Stick to bullet points on slides, and use them as a springboard to engage in active conversation and collaboration.
  • Put your own spin on it – while rehearsing, try and find a conversational/presentation style that you feel comfortable with. This will help put your audience at ease as they will feel more confident about what you are presenting than they would if you were reading directly off your slides and sounding like a robot. Helpful hint: the more familiar you are with the topic or material you are presenting, the easier this will be.
  • Enjoy it! – when you have fun with your presentation it shows, and if you’re passionate about whatever it is you are presenting, chances are your audience will become just as excited about it. Keep your energy high by going on a short, brisk walk or getting some fresh air just before presenting. And most importantly, SMILE! Even if you are only conducting an audio conference, people might not be able to see it, but they certainly can hear it in your voice.
  • Avoid ‘ums’ and ‘uhs’ – this can be difficult for many of us, but these verbal tics act as instantaneous cues for an audience to tune you out and are the bane of all presenters. Whether it’s due to nerves, fear, a lack of product or service knowledge or confidence, rehearsing helps eliminate them – or at least keep them to an absolute minimum. Another helpful hint: if you are recording your conference and happen to have a case of the ‘ums and uhs,’ see if they can edit them out of your recording.

Network Marketing – The Power of the Presentation

Presenting your products or business opportunity is one of the key income producing activities required for your network marketing business to become successful. The purpose of the presentation is to provide your prospect with the necessary information for him or her to make an educated decision about your products or business. You will need to decide what information you want to present, what format (DVD, CD, webinar, hotel meeting, 1-on-1, etc) to use, and who is going to present.

Deliver the Presentation

If you remember back to your speech class, the basic formula is to tell them what you are going to tell them; tell them; then tell them what you told them. That is the basic idea, but let’s expand that just a bit. It makes sense to start off with an overview of what you are going to talk about. It also makes sense for you to tie your presentation into what your prospect needs, wants, or doesn’t want. Let them know from the start that you are interested in making their life better.

Now, as you are making your points, you will want to make sure they understand what you are talking about. It’s easy to ask ‘Does that make sense?’ But, a more effective way ensure understanding is for you to ask your prospects to explain your point back to you in their own words. That way you can make sure that you are both on the same page. Move through each of the important points making sure that you have not lost them.

After you have completed all of your main points, come back around and summarize them. You want to keep your presentation as simple as possible. Now is not the time to dazzle your prospect with your brilliance. You want them to believe that they can do what you just did. Maybe not right away, but they need to have confidence that they can do it, too.

Practice, Practice, Practice

Have you ever done a presentation where you practiced on your audience? How did that work out for you? I don’t care how good you are, you would have been better if you practiced on your own, first. Steve Jobs has a reputation for giving killer presentations. Do you think it comes out perfect the first time? No, he spends days – not hours – but days preparing his talks.

You must practice long enough so that is doesn’t sound rehearsed. That’s what Hollywood does, isn’t it? Your favorite actor or actress gets paid millions of dollars to look natural. This really is what separates the professionals from the amateurs. Practice!

Handling Objections

Now, some people say they love objections because it means the prospect is actively in the game. But is still makes people uncomfortable when their prospect is opposed to something that they said. As part of your preparation, you should also rehearse your responses to the most common objections to our industry. They’re not kept secret.

The top four objections for network marketers are:

1. MLM is a pyramid or scam;
2. I don’t like sales;
3. I don’t have time; and
4. I don’t have any money.

If you run into others, then start adding them to your list. Do you think politicians have all of the answers off the top of their heads? No. They anticipate what questions might be asked and they prepare and rehearse their answers ahead of time. You do the same.

The key is to rehearse how you would handle each objection. Because you know what to expect and you have practiced your ‘script’, you will have the confidence and posture of a network marketing professional.

Negotiation Tips for Commercial Real Estate Agents

When the commercial property market becomes slower or tougher, the negotiations that you undertake as a Real Estate Agent become more critical. Every negotiation needs to be planned and optimized; practice will help you as the commercial agent convert more positive results from each and every negotiation.

In this property market negotiations occur at a number of levels, and not just at the end of the sale or lease process. Most particularly they are the negotiations:

  1. With the property owner at the time of seeking a listing
  2. With the property owner regards the marketing campaign and vendor paid advertising
  3. With the prospective buyers or tenants that make initial enquiries from the marketing campaign
  4. With buyers or tenants as you take them through the property as part of the formal inspection process
  5. With the prospective buyers or tenants as you move them to finality on a written form or contract or a lease offer.
  6. With property professionals such as solicitors, accountants, and financiers that may be involved in moving the property transaction to finality

All of these people have a vested interest in the property itself and a point to negotiate from. Some of these people act for your client so sensitivity is required.

The best commercial real estate agents will normally consider the alternatives of the parties prior to entering into the final negotiation. You have to know where the other party is coming from. This forward thinking allows strategies to be available should the negotiation become difficult or slow.

So the critical tips or processes involved in negotiation include the following:

  • Be prepared for the negotiation from the outset. This means that you need all the information about the property and the people at your fingertips should any unusual circumstances or questions arise.
  • When an unusual hurdle or problem develops, take the time to ask questions of the other person so you can fully understand their position. The more questions you ask, the easier it is for you to work through the particular challenge. This question and answer process is called a ‘Freudian Slip’ and is used by all experienced salespeople. With the right questions you will get the correct answer to the challenge that exists.
  • At the appropriate points of the discussion, take notes of any critical factors or key points. Written evidence will always help you keep the momentum moving ahead and prevent any disagreement in the property transaction.
  • All negotiations where possible should occur face to face and not over the telephone. Do not take the easy way out when it comes to discussing final details or counter offers. It is very easy for the other party to decline or refuse the offer when it is made over the telephone.
  • The best way to move the negotiation forward is on a written offer of contract or lease. If the negotiating party is genuine, they will have no problem in putting the offer together on paper. If on the other hand they are reluctant to sign a written offer for you, then you know that something is not as it appears.
  • Make sure you understand the legalities that apply to creating a contract or lease on the subject property. Incorrect or misrepresented documentation can create a minefield of problems as you move ahead. It is not unusual for litigation to be the outcome of poorly prepared documentation.
  • Remember who your client is in the process of the property transaction. The client has to be treated fairly and professionally given your relationship with them as the agent. You also need to follow their instructions. They need to be fully briefed on every stage of the transaction as it moves towards finality.
  • When a property contract or lease has been created and is enforceable, ensure that each stage of the transaction is suitably monitored, qualified, and satisfied. Far too many agents leave the transaction momentum to the client’s solicitor to complete and settle. This can see your negotiated deal stall. You are the person to follow and push the deal to finality.

Be prepared for the negotiation using these tips and others that apply in your local area given the property type. Use third party evidence and information to support your negotiation with critical facts that help maintain the momentum of the transaction.