5 Biggest Mistakes Advisors Make When Giving

Presentations—And How You Can Fix Them!

Host: Janet Bernstel, Horsesmouth Sr. Editor and Director of Advisor Voice Guest: Ellen Rogin, CPA, CFP®

Horsesmouth Survey of 500 advisors

Horsesmouth Survey of 500 advisors

Business Growth And Niche Development

“My first presentation to a group of professionals in transition at a local department of labor propelled me into a niche I have served for over 12 years and some of those people are still clients to this day.”

Horsesmouth Survey of 500 Advisors

Builds Confidence and Earns Respect

“I am much more confident than I used to be. Also, I have learned to be so much better prepared and not rely on notes. After taking a company led public speaking class, I was actually asked to teach it the next year and again this year!”

Horsesmouth Survey of 500 Advisors

Builds Brand, Credibility and Referrals

“I find public speaking is like farming - you're planting seeds which may take a short time or longer time to produce a harvest. Significantly builds my brand as an expert and builds credibility and referrals.”

Horsesmouth Survey of 500 advisors

• 65% confessed they can’t tell a story very well

Horsesmouth Survey of 500 advisors

• 65% confessed they can’t tell a story very well

• One in two financial advisors fears they don’t connect

with their audiences

Horsesmouth Survey of 500 advisors

• 65% confessed they can’t tell a story very well

• One in two financial advisors fears they don’t connect

with their audiences

• 40% rate their speaking skills as just low or okay

82% said good public speaking was vital to business success!

Horsesmouth Survey of 500 advisors

Builds brand identity

Why are public speaking skills important for advisors:

Builds brand identity Brings in new prospects

Why are public speaking skills important for advisors:

Builds brand identity Brings in new prospects

Why are public speaking skills important for advisors:

Builds brand identity Brings in new prospects Establishes credibility

Why are public speaking skills important for advisors:

Builds brand identity Brings in new prospects Establishes credibility Be seen as an expert and an educator

Why are public speaking skills important for advisors:

Builds brand identity Brings in new prospects Establishes credibility Be seen as an expert and an educator Demonstrates confidence, and confidence closes

Why are public speaking skills important for advisors:

How do you rate your public speaking skills?

Scale: 1=poor --- 10=Top notch!

Speak to Change Lives

Mistake #1: Focusing on the Wrong

Thing

Where is your attention when you present?

Love Your Audience

Mistake #2: Being Boring, Annoying,

or Worse…

Glossophobia

Glossophobia

…The fear of public speaking

The Power of Story…

Winging It is a Bad Idea

Handling Q & A

Mistake #3: Act Like Amateurs

Don’t practice ‘til you get it right.

Practice ‘til you can’t get it wrong.

Mistake #4: They Commit

Slidocide

Mistake #5: Don’t Move Audience to

Action

How much is $25 trillion??

What can 10% of $25 trillion do?

Questions?

Horsesmouth Survey of 500 advisors

Generates New Invitations to Speak Elsewhere “I gave a presentation at a marriage retreat. I expected I was going to spend the weekend on the beach by myself as everyone was there to renew vows. I met with 18 couples in the 2 days I was there (Virgin Islands) and only saw the beach upon landing and takeoff.”

The Calls Keep Coming “I get a lot of people calling months (some times over a year) after saying, ’You probably don't remember me, but I attended one of your workshops last year.’ They do keep the information and get around to taking action.”

They Remembered Us “Patience and trust is critical. We just closed a nice piece of business with a client (now a friend) who came to our workshop on Social Security and retirement. We did not hear from them again until a year later. In the interim they had been to many ‘free’ meal seminars, etc. basically auditioning advisors looking for who they might trust. They remembered us.”

More opportunities to improve your skills coming up! Interested? Fill in the form and we’ll be in touch! www.horsesmouth.com/voicedemo