Thursday, August 11 2022

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Public speaking is an essential skill in real estate. Yet it’s also a skill that most agents avoid developing because they’re afraid to get up to give a presentation. It’s a skill you need to learn to land a listing, close a deal, and present yourself as an authority.

Why develop your public speaking skills?

When I started, I was a very bad speaker. I knew I had to improve because every real estate transaction I do requires me to be an effective public speaker. I need to find viable properties that match my buying criteria and get the current broker to sell me the property on terms that make the deal viable for me and my investors.

Then I have to explain to investors why the deal makes sense for them to invest while I build syndication around this deal. Then I have to go to the lender to get a loan. Much later down the road, I sometimes have to present the property to other potential buyers.

All of this requires me to be an effective public speaker, as I have to convey certain information in a persuasive way to my audience, position myself as an authority and inspire trust.

It’s the same for you. In order to get listed, you need to effectively present to a landlord why you are the best listing agent for their property. You then need to clearly articulate the value of this property to potential buyers in order to maximize its sale price. This requires effective public speaking.

personal improvement

I took public speaking classes and sought out every opportunity to speak at organizations and events I attended and conferences I attended. These opportunities are everywhere if you look for them. You’ll find them at your local Rotary club, real estate agencies, and networking groups. Since many people are reluctant to get up and speak, asking for an opportunity is often enough.

I have found that being prepared is the best way to reduce your fear of public speaking. Here are the key steps to becoming a better public speaker – if you follow them consistently, they will help you overcome your fears of public speaking, allow you to deliver more engaging and trustworthy presentations, and ultimately help you become even more efficient. Real estate agent.

Butterflies are your friends

If you feel nervous or stressed before going on stage, that’s a good sign. This heightened feeling of being on a rush is what has enabled Olympians and Warriors to perform at their best when it matters most. Tap into that instinct, smile at those butterflies in your stomach, and know that they’re there to help make the presentation of your life.

Almost all of us think too much when it comes to public speaking. This is why public speaking is the biggest fear for most people and why so many people are so afraid of this important activity.

People believe that others will judge them if they talk badly, make a weird expression, or fumble in some way. Let’s get the bad news out first – a very small percentage of people absolutely will. But the good news is that the vast majority won’t. People are busy and usually quite self-centered, so they don’t have the time or energy to sit around judging you.

During the presentation, if you share valuable information that your audience needs and doesn’t currently have, they will focus on absorbing and understanding what you are saying. They will never notice or really care about the little mistakes that obsess you.

Follow a process

Given my background in engineering, it should come as no surprise to know that I strongly believe in following a proven and documented process as it creates consistent and improvable results. This particularly applies to public speaking. Here is the process I follow:

Plan your presentation

  • What message or information do you need to convey?
  • How much time do you have?
  • Who is your audience?

Create your materials

  • slide deck
  • Documents
  • Any other visual aid

Practice (and practice some more)

  • Find a similar location such as an office, large room, or hall
  • Speak while moving your eyes from seat to seat or point to point imagining you are looking into each participant’s eyes
  • Use authentic hand gestures, tone and movement
  • Be sure to check in and watch yourself
  • Refine your deck

Preparation before the presentation

  • Discover the room/stage
  • If the presentation is virtual, make sure all technologies are working
  • Revise your presentation
  • Have the right mindset
  • Use the toilet
  • Drink some water and have extra on hand in case you get a dry throat while talking

Give your presentation

Rate the presentation video afterwards

  • What did you do well?
  • What could you improve next time?

This process helps ensure that you give the best possible presentation and, more importantly, it helps you objectively improve your presentation every time you speak.

Practice public speaking

You see, just following the moves is not enough. For the practice to be effective, it must be done correctly and repeatedly. It means slowing down to make sure you’re doing everything right. It’s important to point out that if you’re not a pro at public speaking, your practice won’t be perfect. The key is to keep practicing until it does.

That doesn’t mean quietly mumbling the words while rapidly scrolling through your slideshow. That means giving your presentation just like you would on stage or in front of a prospect, at full volume and with all the pauses, gestures, and facial expressions you’ll use in your actual presentation.

This is important because when most people are giving a presentation, they start speaking much faster than usual. If you don’t practice, you might find yourself finishing a twenty-minute presentation in ten minutes, making you feel nervous and creating an awkward ten-minute gap.

The practice also extends to regular public speaking. It is not enough to make an occasional presentation and practice beforehand. If you really want to master the art of public speaking, you also need to give presentations regularly.

In preparation for a particular presentation and infrequent public speaking opportunities, the practice will help you feel more comfortable and confident, so your public speaking skills will improve considerably. Because you’re better at it, you’ll enjoy it more, which, in turn, will make you even better. This is a powerful cumulative effect.

Be your authentic self

A common mistake people make because they are not comfortable with public speaking is to imitate the style of a speaker they admire. It’s a common tactic called modeling, and it’s great for a lot of other things, but it’s terrible for public speaking because you’re basically trying to impersonate someone else. When you do this, you’ll come across as inauthentic because you’re trying to be someone else, and as a result, your message won’t resonate with your audience.

You don’t have to be this over-the-top, loud, outgoing personality if that’s not who you are. Instead, just be yourself.

When your presentation style matches your personality, everything will flow more smoothly and you will be calmer and more confident. Your audience can sense it, so the information you present will be more engaging and perceived as more trustworthy.

Systematically following this process will lead to ever better results.

Because I’m constantly going through this process for my own public speaking, I get a little better every time I present. I’m also getting a little better at every part of my business that involves communicating with people.

Public speaking is like riding a bicycle. It’s painful the first few times, but each time you get on it, it gets easier and a lot more fun. If you follow this process, so will you.

patrick Grimes is the founding CEO of InvestOnMainStreet.com, a private equity firm whose mission is to improve the quality of life of busy professionals by providing tax-protected and inflation-protected passive investing. Follow him on Instagram and LinkedIn.



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