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There are several aspects to the job of being a manager of the company. Most of these roles are things that I enjoy and look forward to each day. However, there are things about the job that I wish I did not have to do. One of those things are presentations. It is not that I do not like to give a presentation, it is just that I am not very talented in this area. Given that I knew this ahead of time, I decided that some presentation coaching would not be the worst thing in the world for me to give a try.

When you are receiving your presentation training, you are basically learning the proven tips to being able to deliver an effective presentation. If you are able to pull this off, you will find that you can really change the way in which information is delivered throughout your business. Assuming this works out well for you, you will be able to deliver news about any subject from a customer audit to a quarterly report with no problem.

The first thing that I was really taught about was confidence. Most of us simply do not have the confidence level we need when we get up there to deliver a presentation. For whatever reason we feel that something is going to go wrong. What I was told was to think of things in a different way. I was told to not care if something went slightly wrong. I should realize that everyone gets nervous when they give a presentation, and the audience is not going to expect perfection. With that in mind, I would be able to make myself a little more flexible in the way that I ran things. I felt that this was probably some of the best advice I had ever been given on the subject.

I firmly believe that anyone who feels that they have some trouble when it comes to giving presentations should consider getting some presentation coaching. I believe that it was the only thing that helped me to be able to get over my fears, and it could probably do wonders for you as well. If you are willing to give this a shot, I would highly recommend it. The better the presentations you give, the better the information will be received. Start working on this very important part of your job today.

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.

When going into a negotiation, you must be aware of what kind of self-talk is happening in your mind. Chances are if you are like most average negotiators, you are experiencing some version of the Assumption-Compromise-Assumption thought process.

First, the chain of events is set of by fear or doubt in your position in the negotiation. You think that there is either something wrong with what you’re offering, or there is a fear of your negotiating opponent.

What happens in your head is something like this: “I wonder if they are going to think my consulting service is too expensive? Maybe I should drop my price a bit. Maybe they are going to think I’m crazy for asking so much.”

The first assumption is that the person you are going to negotiate with will think that your price is too high. So, you start to compromise by lowering your price. You justify that with another assumption that they would certainly think you’re crazy for asking such a high price.

You’ve just successfully negotiated against yourself before even meeting the prospect. Why did this happen?

The main culprits are a lack of confidence in what you are offering and a lack of a proper negotiating system.

First, go back to step one and really consider what it is that you are offering. Whether it’s a product or a service, analyze its value and be sure that you are comfortable representing this product or service.

The car ride to the prospects office is not the time to think about this. You should have confidence in your offering long before setting up an appointment to negotiate with someone. If you haven’t done so yet, go back and be sure to do this or you will be stuck in the Assumption-Compromise-Assumption trap forever.

Now that you have 100% certainty that you are offering something of value, it’s time to turn on the self-talk monitors. Be aware of what you are saying to yourself and be sure to classify something as an assumption or a compromise as soon as you recognize it. Then, step back and re-check your new-found confidence in your offering to counteract this assumption. It looks like this:

“I wonder if they are going to think my consulting services are too expensive. Maybe I should drop my…wait, that was an assumption! Let’s step back here. OK, I analyzed it and I know that if I do the job the way I’m supposed to, I can increase their profit margins by at least 10% which would more than pay for the service I offer. So, there’s no reason to think about lowering my price. I’m offering real value.”

This type of self-awareness and self-control does not come about easily. It will take a lot of effort and a real focus on changing your way of thinking. But, if you put forth that effort, your negotiation skills will drastically improve and your level of confidence will also rise to a new level. Put a stop to the Assumption-Compromise-Assumption trap now.