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1. A
Tip for Improving Your Personal
Presentation Skills
Presentation
skills are an extremely vital component
to your success as a real estate agent.
But very little time is normally spent
in our industry at proactively working
on improving agents' presentation
skills. Instead, most of the focus is
normally on finding more prospects and
clients for agents to work with. So
how do you improve your presentation
skills? Well, the best way that I know
of is by getting feedback on them and
then implementing the feedback towards
improving your presentations. And here
are a couple of different ways you can
do this: First
of all, you can simply record yourself
making a presentation to someone on
audio cassette and then play the
recording back, noticing how you feel
about your presentation. In a situation
like this you will want to find
someone--another agent, a manager, or a
friend that you can deliver one of your
real estate presentations to. You could
deliver your listing presentation, or
any other presentation you would like to
improve your performance on. Record the
entire presentation, then leave the
recorder on and ask the other person for
their feedback when you've completed
your presentation. After they give you
their feedback, it's probably a good
idea to then deliver all or a portion of
your presentation to them again while
incorporating the feedback they've given
you. Then later you can listen to
everything you've recorded so you can
first hear how you're normally making
your presentations to your clients, and
how you would sound after you've
incorporated the feedback you were given
by the person who received your
presentation. Secondly,
and this is the more recommended
approach, you could do what I've
outlined above but videotape your
presentation, the feedback, and your
revised presentation to the person
instead. This will give you much greater
value when compared with recording and
listening to your presentation on audio
tape alone. When
the truth is told it takes an
exceptional agent to be willing to try
either of these two approaches. Many,
many agents out there are extremely
uncomfortable looking at and listening
to their own presentations. But if these
presentations may be costing you money
and actually driving some business away
from you, wouldn't you rather find out
how your prospects are perceiving your
presentations, put in any correction you
feel is appropriate, and begin producing
more successful results instead? And
if you're a manager reading this, I have
a recommendation for you. Have one or
more sessions in your office where you
individually videotape agents making
presentations to you. After an agent
finishes his or her presentation, offer
them your feedback on how they can make
the presentation even better. (And
please, be positively supportive of the
agent and not critical of them during
this process.) Leave the videotape
running the entire time and then have
the agent implement the feedback you've
given them in a revised presentation to
you. And when you've completed with the
agent, give the agent the videotape for
them to review and improve their
presentation on their own. You could
also consider having one or more top
agents present while videotaping for
additional feedback to each individual
agent. Again, it's a confronting
process, but it beats the heck out of
letting agents continue to deliver
presentations that are costing
themselves and the office money. Doing
what you must to become the top agent
you want to be sometimes involves doing
things that are not completely
comfortable. Therefore, getting real and
learning firsthand how your clients and
prospects are perceiving your
presentations is one of the most
valuable activities you will ever move
forward with and do. It will also
increase the amount of money you earn
and get paid every single year.
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