BNI 775: Weekly Presentation Coaching: David Shufelt - Custom Shades - BNI & The Power of One

Summary4 min read

BNI & The Power of One: Episode 775 Summary

Episode Title: BNI 775: Weekly Presentation Coaching: David Shufelt - Custom Shades
Host: Tim Roberts
Release Date: January 10, 2025

Introduction

In Episode 775 of the BNI & The Power of One podcast, host Tim Roberts continues the Weekly Presentation Coaching series. This segment is dedicated to reviewing and enhancing members' weekly presentations to maximize their effectiveness in generating referrals and fostering business growth. This episode features David Shufelt, the owner of Shade Masters USA and the new Education Coordinator for his BNI chapter.

David Shufelt’s Presentation Overview

David Shufelt submitted his 45-second presentation for review, aiming to refine his approach to engaging fellow BNI members and securing valuable referrals. His presentation focuses on identifying potential clients who own glassed or screened-in lanais and addressing their privacy concerns without compromising their view.

David’s Original Presentation Highlights:

Target Audience: Friends owning glassed or screened-in lanais.
Pain Points Addressed: Privacy issues without losing natural light or the view.
Solution Offered: Professional shade options to maintain privacy while preserving aesthetics.
Call to Action: Encourage introductions for educational consultations on shade solutions.
Duration: 40 seconds.

Transcript Excerpt:

"My name is David Shufelt. I'm the owner of Shade Masters USA. This week I'm looking for your friend who owns a glassed or screened in lanai... If your friend complains that the neighbors can see right in or it feels like a fishbowl... Please introduce me."
(00:26 – 02:15)

Tim Roberts’ Feedback

Tim Roberts provides constructive feedback aimed at refining David’s presentation to make it more engaging and effective.

1. Structure and Content Reordering

Tim suggests reordering the presentation to enhance storytelling and engagement. He emphasizes the importance of starting with a relatable story to draw the audience in.

Suggested Approach:

"Let me tell you about a client of mine who has a screened-in or glass lanai... they feel like their neighbors are always seeing in and were looking for some way to gain privacy without losing their view."
(03:00 – 04:30)

2. Incorporating Storytelling

Using a client story helps in painting a vivid picture and makes the presentation less salesy. This approach allows listeners to connect emotionally and envision the problem and solution.

3. Engagement Through Scenario Setting

Tim advises creating a scenario that places the listener in a relatable situation, facilitating a natural conversation about the service offered.

Example Scenario:

"When you're at your friend's house and you look out the back, if you see a glass or screened-in lanai, ask them questions like, 'Do you use it often?' or 'Have you ever worried about privacy?'"
(07:45 – 09:30)

4. Simplifying the Message

To maintain listener interest and avoid sounding too sales-oriented, Tim recommends simplifying the closing statement. He advises reducing the sales pitch and focusing on the introduction.

Simplified Call to Action:

"Tell them you have a trusted professional shade master who can provide options to maintain their view while ensuring privacy. Ask if they’d be open to an introduction."
(12:15 – 13:45)

5. Enhancing Conversational Flow

Tim emphasizes the importance of fluid conversation over scripted sales language. By asking engaging questions, David can seamlessly transition into presenting his services.

Key Technique:

"Ask them how they feel about their current lanai setup and listen to their concerns before introducing your solution."
(15:00 – 16:30)

Key Insights and Strategies

Storytelling Enhances Engagement: Starting with a client story makes the presentation more relatable and captures the audience's attention.
Scenario-Based Questions Facilitate Conversations: Placing listeners in a familiar situation encourages them to think about their own experiences and naturally leads to discussing the service offered.
Simplicity is Crucial: A clear and concise message avoids overwhelming the listener and increases the likelihood of a positive response.
Focus on Building Relationships: Rather than pushing a sale, the emphasis should be on introducing trusted professionals who can genuinely help.
Continuous Improvement Through Feedback: Submitting presentations for review and being open to constructive criticism fosters personal and professional growth within the BNI community.

Conclusions and Recommendations

Tim Roberts commends David Shufelt for his proactive approach in seeking feedback and his commitment as the new Education Coordinator. He underscores the importance of refining presentations to better serve the BNI mission of increasing referrals and fostering business success.

Recommendations for David:

Rework the Presentation: Incorporate storytelling and scenario-based questions as suggested.
Resubmit for Review: Utilize the feedback to enhance the presentation and resubmit for further evaluation.
Leverage Learning in Training: Use the improved presentation as a training tool for fellow BNI members to boost their own referral strategies.
Promote Accountability: Encourage chapter members to submit their presentations for continuous improvement and collective success.

Tim closes by expressing his appreciation for David’s role and encourages listeners to engage actively with their presentations and BNI network.

Notable Quotes

Tim Roberts on Storytelling:

"Let me tell you about a client of mine who has a screened-in or glass lanai... this is an area we really specialize in."
(04:10)
On Simplifying the Message:

"Just I would shorten that last piece... that's all they need to do."
(09:50)
Encouraging Continuous Improvement:

"If you rework it, I'd love to see it again. Hopefully, this is helpful for not only you but your chapter as your education coordinator."
(16:00)

Episode Takeaway:
Effective presentations within BNI are pivotal for generating referrals and business growth. By incorporating storytelling, simplifying messages, and engaging in scenario-based conversations, members can create more impactful and memorable presentations. Continuous feedback and refinement are essential for personal development and enhancing the collective success of the BNI community.

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Transcript1 lines

[00:26]
A
Foreign. Welcome back to BNI the Power of One. And we are back with our weekly presentation coaching episodes where we are reviewing submitted weekly presentations. Try to give feedback, make them as effective as possible. If you ever want yours done, go to bnipower of1.com and submit it there. Make sure you let me know where you're from, how long you have all that fun stuff. Today we are hearing from David Shufelt. I hope I'm saying that right. I believe I'm saying that right. David Shufeld. He says I am new but old member. A new but old member. Okay. I used to be part of another chapter in the Kissimmee Orlando run by us that is in our Florida Central region. This was a while ago and have since started my own business. Congratulations. It's awesome. It's a big step and I think anybody who does that should be applauded just for doing that part of it. Love your podcast. I've been a believer in BNI and its philosophy for years. I am new to a chapter in my region and I'm the new education coordinator. We are focused on accountability this year, so I wanted to hold myself accountable and make sure I'm doing my own 45 seconds, the best I can be. So I wanted to submit mine as I would love to make sure I'm doing it right, update or add anything you suggest and make sure I'm teaching our fellow members the right things to do for their 45 seconds. Look forward to hearing your feedback. All right, David, so again, congratulations on that. Wish you were still in our region. We're going to read yours here. I'm going to pull up my timer and just if you're listening for the first time, I time them all. You and I will speak at different speeds, but just gives us a point of reference. And David, as education coordinator, if you find value out of this, maybe you share it with your your fellow members as the base point for the training and that accountability. It'd be a great opportunity. So I'm gonna pull up my timer and then we're gonna go. So here we go. My name is David Shufelt. I'm the owner of Shade Masters usa. This week I'm looking for your friend who owns a glassed or screened in lanai. We're called out to these situations often and usually most folks are looking for some sort of privacy. When it comes to privacy, though, most think they will lose their view and others think that you might. You must black out the room. Neither of these are the case. If your friend complains that the neighbors can see right in or it feels like a fishbowl. This is a great referral for us. You can tell your friend you have a trusted professional shade master who can come out and give them options to be able to see out and still maintain their privacy. If they'd be open to an education on shades. Please introduce me. Okay, 40 seconds. So we get a little bit of room. You've got some of the basics down here. I would probably reorder them a little bit and change some up. So this week I'm looking for your friend who owns a glass or screened in lanai. How I would approach this is. Let me tell you a story. This is off the cuff, so I'm not timing it, but just to give you idea. Let me tell you about a story of a client of mine who has a screened in or glass lanai. I was called in because they, they love the room, but they feel like their neighbors are always seeing in and they were looking for some kind of if there was any way to gain privacy without losing their view. And this is an area we really specialize in. So when you're at your friend's house, right? So now we're putting them in a situation. Because if you, if you're asking, I want to know, I'm looking for your friend who owns this. You're asking them to sit there and like, go through each of their friends and visualize, and they're not going to do that. So you got to the. The whole idea of training is put them in a scenario. When you're at your friend's house and you look out the back, if you see a glass or screened in lanai, ask them this question. Whatever. The best question would be, how do you like it? How do you. Do you use it often? Have you ever worried about privacy? This is now getting them into the conversation, right? This is what training is about. I'm putting you in a situation. I'm teaching you how to get into the conversation. All right, you did a good job with the complaint that comes after. Now it's like, all right, I'm in the conversation. When they complain. When you ask them this question, if they complain that, yeah, we don't use it very often because our neighbors see right through or it feels like a fishbowl, that is a good opportunity for us. Ask them this. Ask them, hey. Or tell them, I, I work some. I work closely with somebody who's had a lot of success with people in this situation. Can I make an introduction? Simplify that part? You can tell your friend you have a trusted professional shade master who can come out and give them options to be able to see that that's too long and too salesy. I don't need all that. Okay. All I need to is to get into the conversation. That's the tricky part. Once I'm in and you say if they complain about this, just tell them you are closely with somebody who's had a lot of success helping people just like them and ask if you can make an introduction. That's all they need to know. That's all they need to do. Right. The rest of it is on you to do when you show up. So I would shorten that last piece, use that time plus the extra five seconds on the front end telling a little bit of a story that paints the picture and isn't salesy. And then get into when you're in your friend's house and you look out the back and you see their lanai, ask them do they use it often, what do they think about it and if they complain about it in any way from they never use it. There's no privacy. It feels like a fishbowl type complaints. Ask them or tell them that you are closely with somebody who's had a lot of success with similar situations and ask them if you can introduce me so I can help see what their options are. Something like that. So I think you got the basics here. Just I would reorganize it a little bit and just streamline it a little bit to make it more training like and a little bit more effective. So David, good start. If you rework it, you want to resend it, I'd love to see it again. Hopefully this is helpful for not only you, but your chapter as your education coordinator. Congratulations on that Role is one of my favorite roles of all time. And like I said, maybe you use it even at your chapter meeting as an educational moment to get people to understand and encourage your fellow members to submit theirs and have it reviewed. And anybody listening submit yours. Have it reviewed and if you're finding value, leave us a review. I'd appreciate that as well. Have a great day.