Become a Master Presenter in Real Estate | Part 2: 5 Final Tips

Welcome back to Mike Ferry TV the week of October 13th. We talked last week about becoming a little bit more professional, a better presenter to get a higher response and get more production. It’s interesting to me that so many real estate people say, I don’t want to use a canned presentation. And of course I have been teaching canned presentations for 50 years, so I’m a great believer in a canned presentation. What I did last week was excuse me while I take a sip. What I did last week was the canned presentation of what I’m going to do this week is a canned presentation. If you think about it, you know, people say to me, well, I don’t like the language. I don’t like the scripts; I don’t like the dialogs that you recommend. And I understand that change is difficult and most of us have our own sales personality, our own sales presentation. But I want you to think about this for just a minute. We take agent A, who goes out and has a presentation that creates a reasonable number of transactions. Then we have agent B, who has taken a script and really practiced that script and make that script part of who they are. And as a result, we’ll do 2 to 3 times more business than agent A. Everybody uses scripted canned presentations. What I’ve said for years, the difference is we’ve got to change what’s in your can, because otherwise you’re just going to get the same results in the future. I used to use the example that if a man or woman is going to be cooking breakfast for their family, they have eggs and bacon and toast and potatoes that are going to prepare, and they use a canned presentation. You don’t stand at the refrigerator, take the eggs out and throw them at the at the oven. Expect them to be prepared themselves. It’s the script. It’s following a certain path all the way to the contract being signed. So last week we finished on number five, which is always treat the audience with respect.

6) Make every presentation you make as impactful as you can

Point number six make every presentation you make, whether it be a long presentation, 45 minutes to an hour and or a short presentation of, say, 5 to 7 to ten minutes, make every presentation as impactful as you possibly can, as it may be the last time you experience talking with this particular person. Because remember, you can learn from not taking a listing, and you can learn from taking a listing. The question is, are you willing to learn from the presentation you made? The more impactful it is, the stronger the response and the more you’re going to learn, as will they.

7) Be sure to present at different levels throughout your presentation

Number seven, since people learn at different levels and always understand, you can talk to five people and get five different responses to the same presentation. Be sure to present at different levels throughout your presentation. So, if the couple that you’re talking to, the man or woman is really excited, it’s best to try to be excited if they’re a little bit more sober in their response, be a little bit more sober in your response. Um, if they’re fidgeting around, fidget around a little bit. Be respectful of who they are. But most importantly, understand that everybody responds at a different level. Um, I had a fun thing happen. I think it was someplace around Denver, Colorado, one of the suburbs. I was doing a one-day event and a fellow sitting in the front, 5600 people, a guy sitting right in the front row, I mean, virtually center seat. First row by 10:00 was sitting sound asleep. I mean, this guy was sound asleep. I felt bad for him. So finally at the break, I said to the person next to him, would you wake him up? And of course, we woke him up and I said, are you okay? He said, yeah, I’m just tired. I said, well, then get a hotel room, take a nap, come back and see me this afternoon. His level of ambition was very small. I found out from his broker that the guy had been in business for two years and done two deals. So be respectful but learn that they learn at a different level. We asked the audience to have versatility, which is something that is very vitally important if we’re going to ask them to the audience to have versatility. We have to have versatility also. And versatility, of course, is the ability to adapt to a variety of people and a variety of situations and a variety of ways. So, we have to be flexible. We have to we have to be not so stringent in what we are saying and doing that they can accept what we’re saying and doing.

8) Don’t make them sit for too long

Number eight on my list. Don’t make them sit for too long. You know, somebody said to me one time I sat through a seminar recently. It was the hardest thing I’ve ever sat through. I said, why? She said the guy spoke for 2.5 hours straight without taking a break. And I said, well, that’s you’re not going to get that from me. I take a break every hour and 15 minutes. It doesn’t matter if I’m speaking half day, full day or for five days, because we can only sit comfortably as comfortable as we are. And they don’t make the chairs in conference centers for comfort. So, I wrote don’t make them sit too long. 2 to 3 hours is way too long. Give them a break. In fact, I attended a seminar in Phoenix a couple of years ago, and the speaker did something really, I thought was interesting. I don’t think it was 100% appropriate, but I thought it was very interesting what he did. He started out by saying, you notice that I’m starting 20 minutes late in my presentation, because the other speakers all took an extra 5 to 7 minutes. So, I have to quit on time, so we’re not going to take a break. But what I’m going to do is every 15 minutes have you stand up and applaud for me. And I thought, well, that’s a different approach. But every 15 minutes he would have them stand up. They would all applaud. They would sit down, they would laugh a little bit, and then they didn’t mind the fact that he kept them an extra 15 minutes to finish his presentation.

9) Understand that you’re going to have a bad day when you’re speaking to a group but you’ll never have a bad audience

Point number nine I wrote. This one is very important. Understand that you’re going to have a bad day when you’re speaking to a group occasionally, but you’ll never have a bad audience. There’s bad presenters. There’s things that go wrong, microphones that go out. The lighting doesn’t work. You know, the front three rows are all together and they get mad, and they leave early. These things happen. It’s never the audience. It’s always the presenter or the speaker. So, watch this one is very important. Understand? You’ll have a bad day on stage occasionally, but you’ll never have a bad audience. So always be thankful that you have the opportunity. Whether you’re doing a team leaders meeting at the office or a sales meeting for your broker, or you’re going to invited by the board of realtors to speak, or you’re coming to a Mike Ferry event, and I have you on the stage with me. It’s never going to be a bad audience.

10) Being very strong in your presentation is certainly okay, except the fact that some days it may be more difficult than others

And number ten, being very strong in your presentation is certainly okay, except the fact that some days it may be more difficult than others. I think everybody that presents on a listing presentation has the intention of doing the best job possible for the clients they’re talking to. But some days it just doesn’t work. Um, I can’t even tell you. I’ve done 7500 seminars in my career over 50 years. That’s a lot of seminars. That’s 150, 175 per year, and probably 20% of them. I didn’t do a great job. But the advantage I had, they didn’t know I hadn’t done a good job because they’d never seen me do the job before. But I’m going to always be as strong as I possibly can be to make it as impactful for the audience as I possibly can. So, thanks for watching these ideas. On becoming a better presenter. Don’t leave them in your computer. Don’t leave them on your recorder. Listen, watch and use. It’s the name of the game. See you in a week or so. Thank you.