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

1. Storytelling Enhances Engagement: Starting with a client story makes the presentation more relatable and captures the audience's attention.

2. 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.

3. Simplicity is Crucial: A clear and concise message avoids overwhelming the listener and increases the likelihood of a positive response.

4. Focus on Building Relationships: Rather than pushing a sale, the emphasis should be on introducing trusted professionals who can genuinely help.

5. 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.