the persuasive presentation structure
DESCRIPTION
The Persuasive Presentation StructureTRANSCRIPT
The Persuasive Presentation Structure
ANY product or serviceANY contextANY audienceANY timeANY where
You are NOT doing…
You are doing BUT….
You are doing great AND…
Results
6
7
8
Content
Vs
Structure
4Mat Learning Style Percentage
Why? Discussion 35%
What? Teaching 22%
How? Coaching 18%
What if? Self-discovery 25%
Source: Bernice McCarthy, 1970
Presentation StructureOpening - Question
Your Name & What you do
Content Preview
Why
What
Why not
How
What if they do not
What if they do
What’s next
Illustration topic Example:
“How to use FB marketing to crush your competition and
close more loans”
Presentation Structure
Opening - Question
Opening – Question
Example:
“How many of you would like to learn how to close 1 to 5 more
loans per month without spending $ 1 dollar in marketing dollars?”
Presentation Structure
Opening - QuestionYour Name & What you
do
Your Name & What you do
Example:
“ My name is Carl White and I am the founder of MMA…and I'm one of those guys you hear about that make money
while drinking Coronas on a Mexican beach …..”
Presentation Structure
Opening - QuestionYour Name & What you
doContent Preview
Why content Preview is Important?
Got it?
Content Preview
Example:
“Today I want to share with you THE MOST effective and results-generating
marketing idea that I have EVER utilized in my 20 years of marketing
and selling…It is called FB Marketing”
Presentation Structure
Opening - QuestionYour Name & What you do
Content PreviewWhy
Why:
Example:
“ and the reason it is important for you to understand this strategy is because it gets killer results….
a)No time (3 minutes)b)5 – 12 Agents asking for more infoc)It is the most effective marketing system I have seen (as long
I have a compelling message)
Reasons why they should listen to you. Why is your topic relevant to them?”
Presentation Structure
Opening - QuestionYour Name & What you do
Content PreviewWhyWhat
What: Example:
FB Marketing is teaching LO and RE agents how to monetize their Fan Pages
For Example: Scott Hupstead…the largest FB Fan page for RE in Michigan in 6 days
You can get anywhere from 5 to 12 agents asking for more information
What are the facts about it? What is the statistics, research, theory behind it?
Presentation StructureOpening - Question
Your Name & What you doContent Preview
WhyWhat
Why not
Why Not?:
Example:“People’s mindset is the major barrier, not good, bad, right
or wrong…..some people chose to have a job others chose to be
entrepreneurs….The best LOs are entrepreneurs…”
What are the potential objections that realtors could give you for not implementing the seller buy down?
Why Not?:
Reframing: It is NOT this (X), it is THAT (Y) pattern“It is my belief that it is not that people are born employees or
entrepreneurs, it is that they are choosing to be one or another, like they choose Coke or Pepsi. It is my belief that with the right mentoring and systems we all can be entrepreneurs and apply strategies like this one if we chose to.
What are the potential objections that realtors could give you for not implementing the seller buy down?
Presentation Structure
Opening - QuestionYour Name & What you do
Content PreviewWhyWhat
Why notHow
How:
Example:“So here is how you can implement the Facebook Strategy”
1.Open a personal profile page2.Set up a Fan Page3.Pre-load your Fan Page (free-cool stuff)4.“Friend” your target market
How do they implement in their business/life? How is the process? How can they use the information immediately?
Presentation StructureOpening - Question
Your Name & What you doContent Preview
WhyWhat
Why notHow
What if they don’t
What if they don’t:
Example:
“I believe that if LOs do not use this strategy they will experience what most LOs are experiencing right now…. ”
What will be the potential danger, cost of consequence of not doing it/implement this strategy?
Presentation StructureOpening - Question
Your Name & What you do
Content Preview
Why
What
Why not
How
What if they don’t
What if they do
What if they do:
Example:
“Imagine if you could have a Realtor Pond” (metaphorically speaking)…..
What will be the impact if they implement these ideas into their lives? What are the short and long term benefits? Who else will be impacted?
Presentation StructureOpening - Question
Your Name & What you do
Content Preview
Why
What
Why not
How
What if they don’t
What if they do
What’s next
What’s next:
Example:
“Make a decision, Yes or No (no maybe’s)…those who want to work less and make more go to www.themortgagemarketinganimals.com”
What do I went them to do? What is the next step?
Presentation Structure (Recap)Opening - Question
Your Name & What you do
Content Preview
Why
What
Why not
How
What if they do not
What if they do
What’s next
What if…..
Target: Realtors, homebuyers, referral partners
1. Webinars2. Teleconference / Teleseminars3. Workshops 4. Group Sales Presentations 5. Lunch and Learn Presentations6. Videos7. Media interviews8. Chambers of Commerce and Networking
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MMA Mastermind Retreat – August 12-14th / Newport Beach, CA
Module I - The Psychology of InfluencingModule II - Presentation StructureModule III – Presentation DeliveryModule IV – Increments of InfluenceModule V – Epropertysites.com Integration
1,997.00
“Prowling for Presentations”
Module I - The Psychology of Influencing
Overcome FUNDA of public speaking (Fear, Uncertainty, Nervousness, Doubt, Anxiety)
Overcome “camera shyness”Get you speaking, presenting, recording ASAPEnhance your coaching skills
MMA Mastermind Retreat – August 12-14th / Newport Beach, CA
Brent SuteMortgage America
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Module II - Presentation Structures
Reduce preparation time Create content Eliminate rambling Turn key solution for every presentation
MMA Mastermind Retreat – August 12-14th / Newport Beach, CA
54
"What I Learned at This Workshop
Would Have Saved Me Years.....”
Ron QuinteroCoach and Trainer
Module III – Presentation Delivery
Look and sound your best Select the appropriate medium Make your presentations memorable
MMA Mastermind Retreat – August 12-14th / Newport Beach, CA
"I've Been To A Lot of
Conferences.....but, I Haven't Learned
ANYTHING That Has Given Me As Much
Value In Business As I Have Learned from
Roberto..." Dave SavageMortgage Coach
“I got so much out of this workshop, it is
amazing….I can take these concepts and influence the people that I train who can then go ahead and
influence their clients and gain more
business out of it” Gibran NicholasFounder, CMPS
I think it will happen…..
I KNOW It WILL happen…..
MMA Mastermind Retreat – August 12-14th / Newport Beach, CA
Module I - The Psychology of Influencing
Module II - Presentation Structure
Module III – Presentation Delivery
Module IV – Increments of Influence
Module V – Epropertysites.com Integration
497.00MMA code “animal” 200.00Total 297.00
"Prowling For Presentations"
www.budurl.com/animalattack
Code “animals”