#BforB - Need to do a great spotlight presentation - some thoughts

BforB Midlands

The BforB Spotlight

Some thoughts on how to get the most from a BforB spotlight presentation

Introduction•The BforB spotlight is a privilege of

membership

•Key part of the process for establishing what referrals you want along with 60 secs & 121s

•A good spotlight will help a member boost their referrals to new levels

•A bad spotlight can really hurt!

•Here are a few thoughts on delivering a great spotlight

What is a BforB Spotlight?

•The spotlight is a privilege of membership ie only members should deliver them

•Occasionally BforB members from other groups or BforB directors can give the spotlight

•Guests do not give spotlights

•The spotlight is 10 minutes & can be delivered using props, overhead slides or other media

•The spotlight presenter is always introduced by the group's Coordinator.

•It is always done between the 60 seconds & the networking break to maximise the contributions to can be made to the presenter.

Why do a Spotlight?

•BforB members have a number of ways to establish their credentials, referral needs & reputation - 60 secs, learning point, 121s, participate in group management.

•The spotlight is a key part of that reputation building process for any member

•You're chance to explain in more depth what you do and what referrals you want.

•You're opportunity to show you are a well rounded & professional person (by delivering a good focused spotlight) that people can refer to their trusted contacts with confidence.

Elements of a good Spotlight

•Speaker properly introduced by coordinator & "applauded with energy onto the stage"

• The 10 minutes should be split as follows - 1 minute intro, 7 minutes presentation & 2 minutes for questions

•The 7 minutes should be split into three - who I am; what I do; what I want.

•Always ask for referrals

•No one needs to be a great actor - it's ok to be nervous but do practise, be prepared & be enthusiastic

•The Moderator must then conclude & encourage members to look for referrals for the presenter into the networking break

Things to avoid!

•Not doing a spotlight - don't you want referrals?

•Not do your 60 secs the day you are presenting - don't you want more referrals?

•Go over the 10 minutes - are you reliable & professional?

•Too many baby photos at the beginning - this is a business presentation after all!

•Too many or too many confusing slides!

•Trying to be too clever, funny, dull, unpractised, externalising inner thoughts, uninterested etc ....

•Not asking for specific referrals....

An example of a good spotlight

•The following spotlight presentation was delivered by Neil Holloway from AMB Insurance at BforB Lichfield in February 2014

•Spotlight was properly prepared (showing the evolution of the ideal client) & delivered in a very credible manner.

•Referrals were correctly asked for - As a result his business objectives were pushed forward in the contribution section.

•What other great BforB spotlight presentations have you seen & can learn from?

WHY USE AMB AS YOUR BROKER?Communication

To get to know the client and their business

To present this accurately to the insurers

Present and explain terms to you the client

AMB

Engaging

Fresh

Contemporary

Heavily involved in network marketing and use of social media

Perfect Client

• Public Liability• Tools• ‘Bona Fide’ Sub

contractors

In need of a Woman’s Touch…

• Public Liability• Tools• ‘Bona Fide’ Sub

contractor• Wife employed

(No Employers Liability Needed)

Expansion

• Public Liability• Tools• ‘Bona Fide’ Sub

contractor• 1st Direct

Employee

Next… the world

• Public Liability• Tools• ‘Bona Fide’ Sub

contractor• Direct Employee• Contractors All

Risks• Plant• Materials on

site• ‘item worked

upon’

The claim

• On site meeting with loss adjuster/ claims inspector

• Help in presenting the claim in best possible light

• Understanding of policy terms and conditions

• Negotiation

People we would like to work with

Digbits, Rugeley, Staffordshire

Bayliss Contract Services, Lichfield

In Conclusion

•The spotlight presentation is a key part of the process for members to establish their reputation and ensure they get the referrals they are looking for.

•Following our advice & ensuring you have prepared correctly will ensure you achieve your business aims.

•Nobody is expecting you to be world-class presenter but they do expect you to respect their time by making the effort to prepare & do a good job.

•Take every opportunity to do a spotlight & try different things to make it even more memorable and you more referable.

•Asking for referrals is the thing most spotlight presenters fail to do - make sure you know and communicate what your referral targets are.

•What other great BforB spotlight presentations have you seen & can learn from?

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