Become a Master Presenter in Real Estate: Part 1 – 5 Essential Tips

And welcome to Mike Ferry TV. It is the week of October 6th. I’ve been out of commission for a couple of months and it’s good to be back. I want to spend some time this week and next week talking to you about working on a few minor things that you could do to improve the quality of your presentation. When you’re talking to a buyer or seller or presenting an offer. I wrote a lengthy introduction, which I’m not going to read to you because it’s not necessary. But what I’ve put together is ten ideas that I think if you would take them at face value and apply them, you’ll find that the responses that you get from your buyers and sellers during the presentation will be a much more positive and much more in your favor. Becoming a great presenter is an attitude. It’s a mindset and it’s also a skill. Um, entertainers get paid millions of dollars. Not so much because of their voice or what they say, which is very important, but how they say it and the tonality that they use. So why does one entertainer get paid $5,000 to do a show, and another entertainer gets paid $5 million to do a show? And it’s because of the quality of the presentation. My strength has been always the same. It’s the content that I present that has been the strength behind my 50 years of doing the work that I do. I have said for years that there’s many, many great real estate speakers that probably are better presenters, but their content is not as strong. So, I’ve had to adapt because my content is strong to try to become a better presenter. I’ve worked on it for 50 years. Here’s some of the ideas that I’ve used.

1) Remember that the audience wants to learn how to sell real estate

So, number one, remember that the audience wants to learn how to sell real estate, so they want to be able to laugh a little bit, enjoy the experience, and be able to ask a lot of questions. But most importantly, leave with a content and ideas that they can use to go back and put into presentations that they’re making. So, think about this. They’re there to learn how to sell, and most speakers are entertainers, and entertaining is fine. It’s fun to have an audience laugh and enjoy the experience, but it’s much more fun when you get a response of, I want to go to your next seminar, or my neighbor wants to list their home for sale. And after seeing you present tonight, we would like to have you handle their sale also. So, number one, the audience wants to know how to sell real estate.

2) To keep an audience returning, content is critical versus stories and jokes that speakers like to tell

Number two, to keep an audience returning. Now in real estate it’s getting referrals to neighbors, friends and family from the people that you’re listing and selling. So, to keep an audience returning, content is critical versus stories and jokes that speakers like to tell. Remember, they’re listening because they want to improve the quality of their business. So, I will commonly say to an audience, how many people here are doing 50 or more transactions a year? Raise your hand. And it’s only going to be a few people out of an audience in most cases. And then I ask the second question, which gets a bit of a chuckle. How many people would like to do 50 or more deals per year? And we get 100% of the hands. I want them engaged. I want them learning, I want them participating. But most importantly, I want to help them understand they can improve the quality of their presentation by following these basic, fundamental thoughts.

3) Our job in presenting is to help who you’re talking to see and experience a high level of professionalism from you

Number three. Our job in presenting is to help who you’re talking to see and experience a high level of professionalism from you. We live today in a very casual society. Um, five years ago, ten years ago, if I did a Mike Ferry TV dressed casually, I would get letters, I would get emails, I would get responses. What were you doing? What were you thinking about? Well, today I could show up in shorts, and a t shirt and people still watch. So, the professionalism is not only your attire, but also your smile on your face, the energy you experience, the enthusiasm you have. This is all part of the professional approach. Not taking yourself too seriously is as important as taking yourself very seriously.

4) Stay away from using profanity when you’re doing a presentation

Number four stay away from using profanity when you’re doing a presentation. I’ve never understood that. You know, you hear people talking and they’re using language pattern that we would slap our kids 55 times if they use that same language pattern. Profanity is very common. Profanity is part of the English language. It’s just not something that should be used in a presentation. I wrote down, even if it is meant to be humorous. Do not use profanity. Period.

5) Always treat the audience with respect

And number five, always treat the audience with respect that goes from allowing them a moment to digest what you have stated to stating points to the audience that can obviously help them improve the quality of their business, quality of their production, quality of their income and quality of their life. So those five points are very vitally important if you want to improve the quality of your presentation. Folks, it’s not a matter of how you look. It’s a matter of what you are saying with the look that you have. Everybody has their own style. Everybody has their own little, you know, niches that they are involved with. But the important thing is that you follow basic guidelines to get their attention, to give them content and to keep them engaged with you at the highest level possible. Nar says that the average real estate agent will list two properties out of ten presentations. MFO trained agents list seven properties out of ten. The difference of five at 10,15, $18,000 per year is certainly worth learning how to present at a stronger and higher level to improve the quality of your production and your profit. Thanks for watching. Today we will talk to you again next week on the second part of becoming a better presenter.