I’ve done a lot of speeches and presentations to smaller senior groups in the Philadelphia community as my primary way to attract private lenders.  I would do presentations sometimes where there would only be three or four people and sometimes there would be 30. It all depends.

Massive Action Produces Massive Results
 
If you do enough speeches and presentations, you will get enough people that will come to you after the meeting and want more information about private lending.  If you can, stay afterwards and have a conversation and even sit down again.
 
Let’s say you do a presentation for 30 people and 27 leave at the end, but three stay behind.  You sit down and have almost a second meeting with these three.   Those three become very viable private lending prospects for you.
 
If you can, get to the point where you’re doing presentations, I hooked into senior groups.  If you can do that it’s wonderful.  Talk to the local senior community if you have one in your area. They typically are looking for speakers all the time.
 
In your networking event, BNI or whatever networking you go to, say, “Hey, I provide speaking.  I’d be happy to present for your group if you want somebody to do an interesting half hour presentation.”  You can get a lot of speaking presentations.
 
Avoid Direct Selling
 
The only warning is you do not – do not! – do any direct selling in these presentations. Do not start talking about specific deals.  Do not talk about specific private lending opportunities. You want to talk in an educational presentation style. It’s general information. You do not want to talk about specific deals.
 
As long as you follow that caveat you’ll be fine with presentations and speeches and you’ll do very well. You will get a very high response as opposed to postcards and letters. You’ll get a very high response from speeches and presentations.
 
Do What Works For You
 
Again, with speeches and presentations, it’s ultimately up to you. Some people are very comfortable doing it. I enjoy public speaking, so I don’t have a problem with it. Other people don’t. It has to fit your style and your personality. If you’re willing to do it, that is clearly probably one of the best ways to develop your private lender prospecting list.
 
If you do five or 10 of these presentations, I can almost guarantee you’re going to have a list of 15 to 50 people that have heard you speak, like what you have to say, and who want more information and will continue to want more information from you. This is a very powerful way of developing and getting people to kind of believe in what you’re doing.

There are factors that determine the degree of success you’ll have in a #negotiation. Those factors are what will also make you a good #negotiator or one that’s significantly better. The following are a few of those #killer #insights and how to use them to your advantage in a negotiation. Using them will ensure that you have a #better negotiation outcome.

Negotiation Environment:

Where you negotiate can have hidden advantages for the person controlling that environment. But there are also ways to control an environment that you’re not in control of.

1. Your environment – When you control the environment, you can control the temperature, lighting, and other creature features that would make one more comfortable while negotiating. If the negotiation becomes tense, you can increase or lower the temperature in the environment to coincide with the adjustments you want the other negotiator to make (e.g. he gets heated, you turn the room temperature up or down to make him hotter or colder).
2. Not your environment – When you don’t have control of the environment, if things become intense, you can offer to change venues. If it’s accepted, you will gain the advantage of not being in the environment that the other negotiator controlled. Plus, he will have allowed you to take the lead simply by his acquiesces.

Negotiation Positioning:

The way you position yourself before a negotiation determines how someone perceives you – it will also play an important role in the way you’re treated. If you position yourself as a tough guy, a tough guy negotiator type may treat you harshly – that’s his form of protecting against you perceiving him as being weak. If you position yourself as being weak, the tough guy may attempt to take advantage of you, while the weak type of negotiator may become emboldened to become more aggressive.

For the best positioning, consider the negotiation style (e.g. hard, soft, meek, bully) that your opponent may use – and assess which negotiation style you should adopt to offset any advantages he might gain from negotiating in that manner.

Negotiation Strategies:

Control – You command a negotiation by the degree of control you exercise. When appropriate, you can give the impression that you’re led by the other negotiator – you might wish to do that to gain insights into where he’ll take you with his control. You might also do it to put him at ease – less powerful negotiators become fearful when they sense they’re up against a more knowledgeable negotiator – letting him lead will allay his fears of being dominated by you.

Offers – Some negotiators will insist on getting a concession for everyone they make. You don’t have to do that. Depending on the negotiator type you’re negotiating with, consider saving the chits you gain from making concessions and using them in a combined force (e.g. I’ve given you this and that and I’ve not asked for anything. Will you please give me this?) – Accumulating concessions in this manner and calling in the chits earned from them can become a very strong persuader for the other negotiator to make concessions. Just be sure not to grant too many of them before making your request. The more concessions you make without getting a return, the more likely it becomes that they will lose their full value.

No matter the type of negotiation you’re going to be in or find yourself in, using the above insights will improve your negotiation abilities. And, it will improve your negotiation outcomes. So, always be mindful of how and when you use them… and everything will be right with the world.

Remember, you’re always negotiating!

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

Virtual presentations have become a standard communications tool in just about every industry and department. A cornucopia of industries are utilizing virtual presentations to achieve rock-solid business results.

Here are a few examples. You may want to peek at your industry and highlight a few of the uses that you have not yet considered.

Financial Services

o Accelerate loan processing
o Ensure compliance
o Accelerate product roll outs
o Communicate with prospective clients
o Provide personalized customer services

Healthcare

o Telemedicine
o Maintain regulatory requirements (e.g., HIPAA)
o Engage with high-level management at healthcare facilities

High Tech

o Accelerate meetings with team members, partners, customers and vendors to accelerate time-critical deadlines and product launches
o Troubleshoot issues immediately (e.g., access client environment, include QA and R&D staff)
o Reach out to prospects to share industry knowledge, and business information
o Provide rapid and effective technical support

Manufacturing

o Ensure compliance
o Collaborate with suppliers, technicians, dealers, employees, and customers
o Keep prospects engaged by providing free information
o Accelerate time-to-market by quickly training large numbers of dealers
o Enhance collaboration between engineers

Education

o Keep high-level professionals (e.g., physicians) current on the newest methodologies while accommodating their demanding schedules

It is true that many companies and departments are scaling back on travel costs as a way to reduce operating expenses. Some people are overjoyed by this news. It means that they can spend less time away from home and more time with their family. Virtual Presentations that work can reduce costs and keep employees happier and closer to home, thought more boring teleconferences where no one says anything and we all just kind of sit there, really doesn’t buy you, your company, or your organization anything. In order for virtual meeting to provide value, they need to work.

That means accomplishing business objectives, fostering communication, and building stronger business relationships.

Within each of these industries, virtual presentations not only support the general needs of the organization as a whole, but also the more specific needs of key departments including sales and marketing, customer support, training, product development, corporate communications, and human resources.