The Persuasive Presentation Structure

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

51

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"

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Code “animals”