Power Presentation – Episode 5: For Instances Build Your Case
There is a rhythm to every presentation. That’s true for Glen Oaks Escrow professionals and it’s equally true for you! A powerful presentation, as you’ve begun to see in previous postings, grabs attention (the Ho-hum Crasher), focuses it on why each person in the audience should care (Why Bring That Up) and, as you’ll see, builds a case in the body of the presentation (the “For Instances”) that supports the Why Bring That Up!
In the “For Instances” you’ll have the opportunity to prove your point (or points). This is the body of the presentation and it deserves a great deal of attention. You make your case and you set yourself up as an expert. You tell stories, present data and prepare the audience to say yes to what you will ultimately call on them to do. Here is a tip for building your “For Instances” that will really come in handy!
Organize the information in ranked order of importance, from the most important to the least important point. It’s called the inverted pyramid.
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Most important idea at the top of the inverted pyramid. |
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Least important idea at the very bottom of the inverted pyramid |
You can make your presentation as long or as short as you need it, simply by following this simple approach. Whether you have 10 minutes or 60 minutes, the inverted pyramid approach virtually guarantees you can deliver the content with power and authority. You’ll no longer be apologizing for not having enough time or for running over the time you’ve been given!
Go back again to our example…
Ho-hum Crasher: “Time is money!”
WBTU: This is important to each & every escrow officer because your clients live and die by closings… 100% correct …100% on time. If you want clients for life, close on time!
Everyone wants clients for life. Here is where you can present the things the people in the audience need to do to assure their clients stay with them. Each point can be expanded to fill the allotted time:
For Instance: Here is what you need to do…
Ø Communicate with the client. Let them know where they stand
Ø Follow a consistent process that always delivers on time service
Ø Treat your clients like old friends
At this point in you r presentation you have done three important things:
Ø Grabbed attention
Ø Focused it on an audience concern: Client Loyalty
Ø Described the things to do to assure you get it
What if you ended there? You have one last question in your mind: So What? That will be the topic of the next post in this series!
For more information contact Hugh McAllister, Director of training at Glen Oaks Escrow. He can be reached by phone at 818-459-1202 or by e-mail at hmcallister@glenoaksescrow.com
Tags: Canyon Country Escrow, Castaic Escrow, Glen Oaks Escrow, Newhall Escrow, Santa Clarita Escrow, Saugus Escrow, Stevenson Ranch Escrow, Westridge Escrow
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