Preparation, Preparation, Preparation – Giving Effective Business Presentations

Getting prepared to pitch for new business, to meet a new client, or make a formal presentation can be a very daunting concept to many people.

Selling can feel unnatural

Being the one selling can feel very unnatural for the majority of professionals, who would much prefer to be on the receiving side of the desk. However, as business becomes harder to get and more and more competitive, the ability to present well has become complete necessity.

The better prepared we are for any task, the easier and more enjoyable we find it. It’s human nature to feel comfortable with things we fully understand and good preparation provides us this understanding and hence comfort. It puts us in the best state to be at our best.

So, here are some things to think about when preparing to present:

An effective presentation must be:

  • Persuasive
  • Relevant
  • Entertaining, and
  • Structured

Breaking down these 4 key points:

Persuasive

  • Present a compelling case
  • Present with emotion, justify with logic
  • Be quickly and easily understood
  • Demonstrate the benefits that motivate your audience
  • Build on the NEED to buy
  • Present with clarity

Relevant

  • Focus on your client – be customer centric
  • Listen, really listen to your clients needs
  • Make the whole presentation applicable to your audience
  • Demonstrate that you have understood their needs

Entertaining

  • Be engaging, pleasant and easy to listen to
  • Maintain your energy throughout
  • Utilise all their senses
  • Appeal to a wide audience
  • If the subject matter is dry and even boring, you don’t have to be
  • Keep the audience engaged with appropriate stories, anecdotes, metaphors
  • Be impactful

Structured

  • Gives a roadmap for your audience
  • This lets them understand why they should listen and what is going to happen
  • Provides a framework, not a cage

Preparation in these areas allows you to show your client/audience that your presentation is well thought out and planned with them in mind.

Presenting a Short Sale to a Homeowner

Well the economy has changed and seventy-five percent of the homes are upside down (term of art which simply means that the mortgage is higher than the market value of the home) and our locators run into homes that we can not purchase unless the banks will take a loss. So how do you get a homeowner to agree to take a short sale on a home?

One of our locators has had the opportunity to perform two short sales during the month of July both were signed by the homeowners. This article will focus on the basics of a short sale from the locators view and the packaging of the short sale to the homeowner.

What is a short sale?

A short sale (sometimes known as a pre-sale by the banks) is a loss mitigation technique for the banks that allows them to move the property without having to foreclose upon the property. Yes the bank will lose some money and may need to get permission from the insurer on the loan to allow a short sale, but the bank is looking at it as less money lost than would be if they were forced to foreclose and then sell on the open market.

In our first example the homeowner had listed her property on the market for $299,000.00 and had lowered to $270,000 130 days later. The listing had expired by the time it came into the system.

We first placed it in our system on July 20, 2006. Administration thought that the house had equity. Last sale of the house was in 1992 for the sum of $128,000.00 dollars. The same owner continued to own the property. It was placed in a route first visit was on July 22, 2006 at 10:30 in the morning. Locator met the homeowner and scheduled a presentation for Monday July 24, 2006 at 10:00 a.m.. Based upon the note of the locator more research was completed on the property ( an index and rehab budget). It was the position of administration that the property had a value of $265,000 fixed and that if it could be purchased for 156-165,000 it would be a good deal. The locator visited the home on the 24th and wrote the following note:

Visited 7/24/06; 10:15AM. Presented HO with Fresh Start Program. Secured release; faxed to Admin. HO indicated that she will be 4 months arrears @ end of July. Monthly mortgage is $1700. Principal due is $209K before fees. HO indicated that the furnace is defective and will need replacement. Current system is steam by oil. Oil tank is in the basement and appears in good shape. Basement is unfinished, stone foundation with cement floor. Basement was wet; not flooded. Difficult to photo because there were no lights that worked. Water is probably due to the failing/rotted bulkhead door. There is no inner door leading out to the bulkhead. Clutter everywhere. HO indicates that the roof was redone 5 years ago. No leaks were observed except around the primary entrance. Some damage due to a problem with the gutter backing up. Entire yard is knee deep in grass. House is surrounded by overgrown shrubs. Interior is primarily open living. Windows – sill rot. One bathroom – needs rehab. Kitchen – cabs are in good shape; gas stove; no overhead range. Don’t recall seeing a dishwasher. Wood floor is in good shape on main floor. Basically, two bedrooms with an oversize utility room that could be made into a third. All carpeted and will need replacement. Ceilings and walls in good shape. Addition is a huge room that needs new floor as well as paint. Deck appears to be in good shape. Above ground pool – liner intact, cover is destroyed. Not sure about the pump and filter. HO did indicate that the septic needed replacement. fireplace on the main floor is used regularly. Not impressed with the wood stove in the “Great Room”. Roof line between the Main house and the addition has a visible seem. Poor construction. Property has potential as a good starter home I suspect. Certainly a stretch to call this a “3 bedroom”. No clean way to set up a 2nd bathroom or a laundry room without major rehab. Could be wrong.
Based upon the note we now knew that we needed to purchase this property for under what is owed. We needed to do a short sale. On July 27, 2006 the documents were placed up on the site for a short sale at a pourchase price of $155,000 plus 10,000 in a bill of sale for the fixtures in the house.
The locators presentation was scheduled for the following evening at the homeowners brothers house. The locator spent at a minimuim of one hour preparing for the meeting and took portions of the short sale memorandum, the index to complete a package for the homeowner to review while he discussed the pricing f the property.

From our conversations with the locator he started with the purchase price of the home in excellent condition being $265,000.00 dollars. Once the homeowner agreed that was the purchase price he went through the list of things that needed to be fixed. (deferred maintenance) Septic system and the cost of replacement. Heating system and the cost of replacement, paint of the interior and exterior. Windows etc. The homeowner agreed that the cost of the rehabilitation of the property should reduce the selling price to a minimum of $225,000.00 dollars. With that and a brokers fee the homeowner would walk out with little to no equity.

The locator then explained our short sale procedure and what it would net the homeowner if we were able to get the bank to agree to the process. Here the homeowner would receive $10,000.00 dollars for her dishwasher, washer and dryers and other personal property in the home. Consequently, the homeowner signed the deal because it was netting her more money than a regular straight sale.

Melding Written Materials With Your Oral Presentation

There are a number of ways that written materials can support and enhance an oral presentation.

I do a lot of public speaking, teaching, and training. I utilize PowerPoint slides extensively.

I also prepare written materials which I distribute to participants to take with them which serve as a reference tool so that when they have a question later, they can use those materials to refresh their recollection and clear up any confusion they may have. I make it a practice to include a cover and table of contents, as well as appropriate authoritative citations, so that the packet will be “user-friendly” and, thus, have an increased chance of being added to the participant’s library. I generally include a printed copy of my PowerPoint show, as well.

I believe that communicating information in three differing formats is the best way to assure comprehension and retention. The PowerPoint presentation serves primarily as an outline containing only key words, terms, and concepts. The written materials are extremely detailed, of course. And depending upon the topic, my speech may contain a lot of examples and illustrations that are not included in either of the written formats, along with some personal recollections.

Whether or not you should utilize such tools in your presentation depends upon a number of factors.

First of all, you must consider the subject matter, of course. What type of presentation are you making? Does the topic lend itself to the use of visual aids such as a PowerPoint show? Will such tools enhance or detract from the main points you are communicating? Will text, graphics and/or music assist your audience in not only understanding your presentation, but also in recollecting the main points over time? Will such displays “pound home” the message or can it be delivered more effectively with just the inflection, dynamics, tenor and tone of your spoken words?

Once you have decided that you want to utilize a PowerPoint presentation as you speak, there are some things you can do to maximize its effectiveness. Most importantly, bear in mind that a slide show or other graphical display should never be a script (although it can effectively serve as an outline, as explained below). I have suffered through too many interminably long presentations where the speaker thought that every salient point should be included in the PowerPoint show and, as if that weren’t bad enough, decided to read the content of the slides to the audience. Sadly, the information being imparted on most of those occasions was of interest to me, but the speaker could not hold my attention once he/she decided to stay “on script” rather than speak contemporaneously.

A PowerPoint show or other graphic presentation should be used solely to augment and clarify your oral commentary, but should never overtake or overshadow it. This is one area where the old adage “less is more” is applicable.

Note that I said bullet points. Not lengthy, rambling paragraphs of text, but, rather, short, concise synopses that the audience can jot down if they’d like. Bullet points can also be read quickly by the audience as you are speaking without deflecting attention from what you are saying. There is nothing worse than looking out into the faces of your audience to discover that they are no longer listening to you because they are focused completely on reading all of the verbiage set forth on the slides you are projecting.

I use custom animation so that I can dictate when specific key words, terms or phrases appear on the screen. For instance, I find that the audience remains engaged if you pepper your presentation with questions. Ask participants if they know the answer to a particular question and open the floor for discussion and questions. When you are ready to conclude the discussion and move on, you can announce, “Here’s the answer” or “Look at how things turned out,” at the moment that the relevant information is projected. This is particularly effective if you ask your audience to guess numbers, percentages or the outcome of hypothetical scenarios. It is fun to hear the gasps when the group is surprised by the correct or actual answer, leading to further enthusiastic discourse and a memorable presentation.

By organizing your PowerPoint slide show, you will find that you have organized your discussion. This is a great way to stay on track. Make sure that you include each and every important point you want to make during your presentation as a bullet or outline point. That way, when you glance at the slides as you are speaking, your memory will be jogged and you will be sure not only to mention those key points, but also elaborate upon them.

Finally, as to the aesthetics of the PowerPoint show, let your topic and audience guide your selections. If you are talking about a very serious, thought-provoking subject, the colors and graphics that you select will probably be different than those appropriate to a more light-hearted or fun conversation. The possibilities are limitless, bounded only by the constraints of your imagination.