Performance

Your performance is critical to your success. If you can’t convey your message succinctly and clearly, you won’t get the results you need to be successful. Your performance relates to your presentation skills. Your presentations must be delivered with enthusiasm, conviction and confidence based upon your research and knowledge of the market. In addition to gaining knowledge, you must rehearse your presentations. As the saying goes, practice makes perfect. Areas to focus on are your “elevator” speech, handling common buyer and seller objections, asking the appropriate questions, listening to their answers and taking notes.

To create an “elevator” speech, think in terms of the type and level of service you provide your clients, how your clients benefit from your services, and what differentiates you from others in your field. You must be able to communicate this value proposition concisely and have it rehearsed so it becomes second nature and sincere when you say it to others. Additionally, in this type of brief encounter, you must be able to let them know who is an ideal client for you. A professional, crisp, well delivered message can help you get more opportunities for success. Keep in mind that you performance should be less than 1.5 minutes or the time it takes to go up or down in an elevator!

As you contemplate buyer and seller interviews, think about common objections they have and how you answer them. Providing your clients with the appropriate answers by being prepared and by having the knowledge to answer them confidently show your professionalism and puts them at ease. A presentation with well rehearsed questions asked at the right time keeps you in control, sets expectations, and results in smoother transactions in the end. It is important for you to listen to the answers given by your clients and keep accurate notes and restate their answers for clarity. These steps will get results that lead to a great career.

When you can excel in your presentations your closing percentage will increase, you will obtain more referrals and in the end, add to your bottom line. Stay positive, focused and look for ways to continually improve your presentations and success will follow. Get it? Got it? Good!