Episode 39: “Making Your Next Presentation Sparkle”

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Ivan Misner and Bob Adelmann discuss ways to make your first 10-minute BNI presentation not just painless, but brilliant by providing an outline.

P: Point of the talk (the purpose, the premise, the promise)
S: Story from your own life experience to prove the point (2 minutes)
S: Story from your own life experience to prove the point (2 minutes)
S: Story from your own life experience to prove the point (2 minutes)
C: Call to action or challenge (“The best referral for me would be…”)
Q: Quotation to act as a memory hook.

Remember: Prior Preparation Prevents Poor Performance on the Part of the Person Putting on the Presentation.

Brought to you by Networking Now.

Complete Transcription of BNI Podcast Episode 039 –

Priscilla Rice:
Hello everybody and welcome back to the Official BNI Podcast, brought to you by networkingnow.com here, the leading site on the net for networking downloadables.. I’m Priscilla Rice coming from Live Oak Recording Studio in Berkeley, California, and I’m joined on the phone today by the Founder and Chairman of BNI, Dr. Ivan Misner, as well as Bob Adelmann who is the BNI director from Colorado. How are you both?

Ivan Misner:
We’re doing great. How are you doing, Bob? Doing well?

Bob Adelmann:
Doing great, yes. Hi Priscilla.

Hi Bob.

Thank you, Priscilla. I appreciate the introduction. We have here on the podcast today Bob Adelman. Bob is a director for BNI in the Colorado area. Bob is also a profession or trainer and speaker. Before we end today, Bob, I want to make sure and put out your website so that everyone can go there and get some more information about you. It is my pleasure.

The reason we have Bob on the podcast today is because he has a topic which I think is really important for you as BNI members. Each of us every 15 or 20 weeks has a chance to do the 10 minute presentation at our chapters. The more prepared we are to do effective presentations, the better.

Bob has some great material that he’s going to share with us today on making the next presentation sparkle. Bob, it starts with an interesting sort of metaphoric example. That is a tent pole example. Let me turn it over to you and you run with it.

Okay Ivan. According to the book of lists, the fear of speaking in public is the number one fear of all fears. The fear of dying is number seven.

That’s amazing. That’s amazing.

Mark Twain put it this way. He said there are two types of speakers. Those who were nervous and those who are liars. So this particular presentation is designed to reduce, not eliminate, the nerves of somebody, especially a newbie, in BNI who is facing his or her first 10 minute presentation.

This particular outline can be and is often used by speakers making a presentation anywhere from 10 minutes to 90 minutes. It’s an outline anybody can use. It’s elegant simplicity is very powerful. The best way to think about it that’s what happened here is stick out your right hand, Ivan, as though you were pushing against the door and spread your fingers and thumb as far apart as you can.

Right. I’ll do that but I’m hoping that nobody walks in the office while I’m doing it.

On your thumb, put a P, the letter P. On the next three fingers put an S on each one.

S as in Sam.

S as in Sam, as in story. Then the C is on your pinkie. That is the outline. That’s it. We are all done.

Okay. That’s good to know. Thanks very much. So what do they stand for?

You know, when you put up a tent, if it has an internal poll, that is the P. I am into alliteration. That is the point of the talk, the purpose of the talk, the premise, the promise. That is, in your language, the LCD, the tiny little piece of business that we want to look at and examine closely. That is where most of the work will be done. Can we can put what we are looking at it 2 to 6 word sentence? That is why we are gathered here together and that is what we are going to hear. That is the purpose, the premise, promise, the point. And of course, but tent pole starts with a P.

As you know, I tent pole can hold up any size tent but it cannot stand up by itself. It has to be held down with three lines and pegs, not four. Human beings are wired together in a very strange way. We can remember threes. The telephone company has figured that out. A 10 digit telephone number is broken down into two sets of three and one set of fours. Past, present, future. ABCs, 123s. Solid, liquid, gas. We are just wired together to think in terms of threes.

We need the three Ss on your middle fingers which are stories to prove the point. Think of a peg that you are trying to drive into the ground. It goes a whole lot easier if the point of the peg is very very sharp. The sharpest point is a story that comes out of our own life experience to prove the premise. A story that comes from our own life experience — a customer, a client, or “let me tell you what happened in our office recently…” This is how to prove that particular point.

The example that I often use is when a realtor is trying to explain why staging a house is important, it’s important for three reasons. Then she would go on to tell a story of “let me tell you about a recent listing and we had at stage and we got a little more money for it than we would have otherwise” and that sort of thing. The more personal we get, the easier those stories go into our hearts to hold up the P, the tent pole, the premise, the promise, the purpose, the point.

The C is the call to action or the challenge [where you might say], “The perfect referral for me would be a family moving up, ” using the real estate example, “to a larger home and they want to be treated professionally. They want to be pampered and catered to. That would be a perfect referral for me.”

A call to action is to remind people to reconnect with the purpose, to redouble their efforts, to reinforce, to restate, to reaffirm. That word always seems to be starting with the Rs. That’s as simple as it is. We’re almost done. The final step to this thing is a quotation, something that is pithy, something that is memorable, perhaps a memory hook.

That’s as simple as it is. The tent pole is held up with three stories than the C is a call to action such as. “A perfect referral for me would be…” and then a quotation, normally a memory hook.

But you had at the end- wasn’t at a T that you said?

A C.

A C. okay that makes sense.

That is the challenge, a call to action. In the event that we are using this for the 10 minute presentation, as most of us on the call would be using, that would be, ?Therefore a perfect referral for me would be…”

Right. So members who use this kind of a process planning out their speech are going to be able to cover a little more comprehensively because it 10 minutes, it is very difficult to be able to do a comprehensive presentation. They can say a little more comprehensively what it is that they do and then close it with something specific that will help people remember who they are and what they do.

Yes. Normally most stories take two minutes. If we have three stories, that is six minutes. We have enough to get started, maybe a minute and a half to get people used to it. “You know that I am in this particular business. We are going to examine this particular piece of the business that helps you understand what we do. The title of my presentation is Why Is Staging Important in Selling Residential Real Estate?” for example. Then you are wrapping it up wit, ” A perfect referral for me would be a family moving on to a larger home wanting to be pampered and catered to the way only I can do”.

Talking about wrapping it up, we are just about at the end of our 10 minutes, Bob. Is there anything that you want to add or recommend to our members when they are going to do their 10 minute presentation?

Yes. That is practice drill rehearse drill practice. Here are the nine Ps. We beat ourselves to death with Ps, Ivan. Prior proper preparation prevents poor performance of the person putting on a presentation.

I’m glad this is being scripted out so that people can actually read this on the podcast as well as listen to it. That is a great example. Give it to us one more time.

Prior proper preparation prevents poor performance of the person putting on the presentation.

Bob, this is great information. I appreciate you sharing it with us today. One of the things I would like to add and that is what you are speaking at an BNI meeting, you really are speaking with a roomful of friends. It’s okay to make a mistake. It’s not the end of the world. These aren’t total strangers. These are people who are here to help you. They want to help you. They want to learn about your business, so by taking Bob’s ideas and putting them in the context that this is a room full of professional friends that are there to help you, I think you can be a lot more successful in getting the most out of your 10 minute presentation.

I don’t think we ever get rid of the butterflies, Ivan.

It’s true. I don’t.

But if we can get them to fly in formation a little bit, it is a little bit easier for the folks.

I like that example. It is a great example. For people that would like to see you more about what you do in terms of training, your website is www.BobAdelmann.com. For BNI members, feel free to go to Bob’s website. He is a director for BNI as well as a trainer and speaker. Bob, I thank you very much for your time today. Priscilla, I will turn it back over to you.

Thanks Ivan. Thanks Priscilla.

You are so welcome and thank you for sharing with us. That was really great. I think that’s it for this week. Thank you, Dr. Misner, for joining us. This podcast has been brought to you by networkingnow.com, which is the leading site on the net for networking downloadables. Thanks for listening. This is Priscilla Rice and we look forward to having you join us again next week for another episode of the Official BNI Podcast.


  1. says

    First of all – great advice fro Bob Adelmann!

    I’d suggest an additional focus, based on the advice of Andy Bounds (Speaker at the BNI Kulala Lumpur International Event in 2006 and author of “The Jelly Effect” book.

    The additional focus is: Explain what a potential referral will gain AFTER you have worked with them.

    For example, if your were a software vendor, don’t go into great detail on how the software works but focus on the greater efficiencies and increased profits that will result AFTER they have adopted it.

    Stories, emotions and ?afters? sell better than showing clients processes and issues.

    Colin Lamb
    BNI Laurus Chapter, Penang Malaysia

  2. says

    Straight to the point- great imagery- love the tent- have drawn my tent outline- I am very visual so this has helped me -and the reminder to practice is important.
    Thank you

  3. says

    Great concept of the tent, which is a strong structure when put up correctly, believe me I have camped in and worked with both analogies so I can totally grasp where this weeks Podcast is coming from,

Solutions-focused comments are welcome