One common thread I see among top advisors is they deliver effective and powerful presentations. By doing so, they communicate on an intimate level with their clients and prospects.
If you want to become better at presentations, look for our feature story in the December issue of Senior Market Advisor.
In the meantime, read the following comments from some of our subscribers who have already gained a mastery of presenting ideas and products to clients and potential clients.
Also, if you have presentation ideas you’d like to share and have them wind up in a future blog on this website, please send them to me at [email protected].
Have a conversation rather than give a presentation. Find out about (the clients’) concerns, their goals, their resources. Make sure you meet their expectations of the meeting–that’s more important than completing your agenda.
Hit them right up front with something that you are sure most are not aware of. Example: Medical Power of Attorney now requires HIPAA based on the law passed in 1996 and enforced since 2003. If they have not been told this then the question is why? We provide answers when you need them most with proactive planning vs. reactive planning. Give them notepaper and pens to take notes. Ask them questions right up front and tell them to write this down and they will pick up the pen and write it down. Get them involved early and they won’t check out on you before the food arrives. Our workshops are longer than many seminars. (They regularly run an hour and a half.) But we have the audience so involved they are not looking at the clock. We feed them the salad and bread up front and the main meal afterward allowing the appointments to be set.
Know what distracts your audience and know how to use that to your advantage. For example, a flashbulb a football field away will cause your eyes to wander … what will the headlights of a car coming through a restaurant window do to your clients? For that reason, pick a room with minimal light interference such as doors opening and closing. And then, use the same principle in your presentation. If you use PowerPoint, use a dark slide with a light text alternating with a light background and dark text when you want to draw emphasis to a point–their eyes will go where you want them to go.