you're very passionate about real estate, and that you can probably do a darned good job helping them buy or sell a house.
WHAT TO AVOID
There are a couple of mistakes to avoid. You don't want your speech to be too "pitchy." Turning your speech into a transparent pitch for new business will only turn off your audience and guarantee you're never invited back. The goal of the speech should be to provide value and get people to know you as an expert in your marketplace. Devote 95 percent of your speech to delivering valuable content. Then, at the end, you can say, "You know what? If you want to contact me for any real estate questions, here's my phone number, email address, and website. I'll happily answer any of your questions about real estate." Just add a one-minute elevator speech at the end of your presentation to discuss why you're different from — or better than — your competitors. Something like, "My name is John, and I'm amazing at selling homes in the tri-county area." or whatever it is. Just tell them a little about what you do and why you're so good at it — you specialize in the local market or certain homes in the neighborhood. This might be a great place to insert your niche, as we discussed in Chapter 9. Just keep it short and then move along. Remember, you're not here to "bash 'em over the head" and close an immediate sale. Just show them, through your presentation, that you're knowledgeable, likable, and approachable and that they'd benefit by working with you. Here's the deal. Once you develop a speech about real estate, you can start doing free speeches all over town. Most organizations need good speakers. There is more demand for good speakers
85
Powered by FlippingBook