I was at a networking meeting the other day in which the Realtor® in the group was the featured presenter.

And as we all know, different people have varying levels of expertise when it comes to speaking in front of a group, so I have to be honest with you … I wasn't sure what to expect.

However, this Agent did such a great job in communicating her message, and "selling" her services (without seeming overly salesy in the process), that I wanted to share some things that I think can have a tremendous impact on your business…especially in a market as tough as this.

First off, her outfit looked great.

It was a dark brown pantsuit that wasn't too big or too small, and immediately told people -- before she said a word -- that she was a competent, professional person ready to do business.

Secondly, prior to her talk she handed out white, glossy folders to everyone in the room. And not only that, but each folder was loaded with good stuff, including things like:

• Informational brochures ("How Can I Sell my Home in Today's Real Estate Market", and "Why Should I Use a Buyers Agent to Purchase my Home?").

• Two page documents entitled, "Programs for Buyers" and "Programs for Sellers."

• A color business card, with a very professional looking headshot.

Needless to say, this "top shelf" marketing collateral made a huge impression with her audience, and gave me the feeling that she wasn't going to waste our time.

"But what about the presentation itself?" you might be thinking.

Flawless.

She quickly walked the audience through her folder. She pointed out specific brochures within the package, along with points of interest, but didn't get overly bogged down with the details of any one document.

And while this was going on, she talked a little about herself in terms of credentials/certifications, related some experiences she's had with clients over the past few of months, and basically conveyed a solid, professional image.

As the talk was winding down she answered a few questions, tied up some loose ends, and gave a solid "call to action" on how the audience could help her.

Now the reason I tell you this is not to say that you have to be a perfect presenter in order to get more business. But if you've been in real estate for a little while and feel relatively comfortable in talking in front of a group, then delivering a 10-15 minute presentation might be a great marketing tool for generating more business.

Especially in a market as "challenging" as this.

Not only does it get you in front of a bunch of people all at once, but it also puts you in a position of "instant credibility", since obviously the organization wouldn't let you speak, if you didn't know what you were talking about.

And don't get bogged down in the "I'm not a great public speaker" mindset. As long as you're organized, prepared and somewhat articulate, you'll do fine.

Places to speak might include:

• The Chamber of Commerce,

• Your local business association,

• Service clubs like Rotary International or the Kiwanis Club,

• Or even a referral group such as BNI.

All of those groups meet on a regular basis, usually have a featured speaker come in for a few minutes, and would absolutely love to talk to someone who can deliver a solid presentation.

But remember, this is not an infomercial on how you're the greatest Realtor® in town. It's a benefit rich presentation.

So a title like, "How to Sell Your House Even Before You're Thinking About Selling" would be compelling. Think about it for a minute, kick around some ideas, and then run some possible titles by people you trust.

The Bottom Line.

Times are tough.

And as an enterprising Agent looking to come out of this thing in one piece, you have to think "outside the box" when it comes to generating more business.

And by delivering a well thought out seminar or presentation in front of a relatively small group, you are definitely setting yourself apart from most other agents. Which I don't need to tell you is absolutely critical when it comes to excelling in a market as tough as this.

If you'd like some more ideas on how to get more business in today's tough market, just email info@agitoconsulting.com (Subject: More Buyers in Today's Tough Market) and we'll shoot you a copy of our free report.

So what are you waiting for?

Let's start booking some presentations!

Published: October 8, 2008

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As a popular speaker and author of the resource How to Get More Business in Today's Tough Market, Brian specializes in helping busy agents get more leads and close more deals - even in a market as "challenging" as this. For a free report on 2 Easy Ways to Get More Business in Today's Tough Market, just email my office and we'll send it right over.