Podcast Summary: BNI 785 - Weekly Presentation Coaching 123 with Sherri Madrigal, Travel Agent
Podcast Information:
- Title: BNI & The Power of One
- Host: Tim Roberts
- Episode: BNI 785: Weekly Presentation Coaching 123 - Sherri Madrigal - Travel Agent
- Release Date: February 7, 2025
- Description: A BNI podcast focusing on success, increased referrals, tips, strategies, and elevating your BNI membership through the Power of One.
Introduction and Technical Challenges
In the opening segment of episode 785, Tim Roberts addresses the listeners with a candid reflection on the podcast’s recent technical difficulties. At [00:26], Tim shares,
“Sometimes we just get in the motion of things working and we start getting a little bit lazy on checking and ensuring things are being done really well.”
He recounts past issues where podcast recordings sounded poor post-upload, leading to the need for re-recording episodes. This honest admission serves as a prelude to the episode's focus on quality and attention to detail, setting the stage for the coaching session.
Weekly Presentation Coaching: Sherri Madrigal’s Submission
Transitioning from the technical hurdles, Tim introduces the core segment of the episode: Weekly Presentation Coaching. He highlights the purpose of these segments—to review member-submitted presentations and provide constructive feedback to enhance their effectiveness within the BNI framework.
Sherri Madrigal’s Presentation Overview
Sherri Madrigal, a travel agent from Tucson, Arizona, presents her 60-second pitch aimed at attracting potential clients for holiday travel planning. Her presentation, timed at [00:50], goes as follows:
“Good morning everyone. With the holidays fast approaching, many families are starting to plan their vacations. But it can be overwhelming with so many options out there. That's where I come in. As a travel agent, I take all the stress out of planning your trip so you can focus on making Memories. Best of all, it doesn't cost you anything extra to use my services. Whether you're dreaming of a tropical getaway, a magical Disney vacation, or a winter wonderland escape, I'm here to help. If you know any families who are considering traveling this holiday season, I'd love for you to send them my way. Let's make their holidays unforgettable.”
After delivering her pitch in 33 seconds, Sherri experiences some stumbling, leading to the realization that her presentation needs a complete overhaul.
Host’s Evaluation and Constructive Feedback
Tim Roberts delves into an in-depth analysis of Sherri’s presentation, clarifying the objectives of a weekly BNI presentation:
“The purpose is to train people on how to identify referral opportunities for you and how to see if that opportunity is actually a good referral for you or not.”
He emphasizes that the focus should not be on selling services but on enabling members to spot and identify quality referrals. Tim outlines three key components essential for effective presentations:
- Identifying the Specific Referral Target: Clearly define who the ideal referral is for that week.
- Recognizing Referral Opportunities: Teach members how to spot when someone fits the referral criteria.
- Engaging in Meaningful Conversations: Guide members on how to approach and communicate with potential referrals.
Analysis of Sherri’s Presentation
Tim critiques Sherri’s pitch for being overly commercial and not aligning with the training objectives:
“This hit none of those and is very commercial... it's not uncommon in a lot of ways because a weekly presentation is very different.”
He breaks down the problematic aspects, highlighting the lack of specificity and the direct sales approach. For instance, Sherri’s call to action:
“If you know any families who are considering traveling this holiday season, I'd love for you to send them my way.”
Tim points out the vagueness and the focus on the audience in the room rather than training them to identify referrals.
Refining the Presentation: Specificity and Strategy
Tim advises Sherri to refine her presentation by removing vague terminology and honing in on specific referral targets. He suggests transforming the presentation to focus on a more tangible reference point, such as:
“Think of your colleague who is planning to travel during the holiday season and might be feeling overwhelmed by the options.”
He underscores the importance of identifying signs that someone is stressed about planning their trip, which could indicate a need for Sherri’s services. For example:
“Listen for complaints about being tired from trying to plan their family vacation or how stressed they are about it.”
Enhancing Conversational Techniques
Further, Tim educates on initiating conversations that lead to potential referrals without sounding like a salesperson. He recommends using leading questions to uncover referral opportunities, such as:
“How long have you been working on planning this vacation?”
and,
“Would you be open to an introduction to someone who could take that stress off your plate for free?”
By doing so, members can naturally connect potential referrals to Sherri’s services without immediate resistance.
Overcoming Common Challenges
Addressing common pitfalls, Tim explains why direct commercial pitches often fail within BNI settings:
“When you use words like, have you ever... Did you know... I can help you with... you're my perfect referral... this is what I can do for you type of conversations, we actually make it physically impossible for people to find us referrals.”
He encourages members to focus on building relationships and identifying genuine needs rather than pushing services, which can lead to rejection and hinder referral generation.
Key Lessons and Strategies
Throughout the episode, several foundational lessons emerge for crafting effective BNI presentations:
- Purpose Over Pitching: The primary goal is to train others to recognize and refer potential clients, not to sell directly.
- Specificity is Crucial: Clearly define who the ideal referral is to help members visualize and identify suitable prospects.
- Identify Pain Points: Teach members to listen for indicators of stress or need that align with the services offered.
- Conversational Engagement: Use open-ended, leading questions to facilitate natural introductions to potential referrals.
- Practice and Preparation: Acknowledge that creating compelling presentations requires time, practice, and thoughtful preparation.
Conclusion and Encouragement
In his closing remarks, Tim reinforces the importance of continuous improvement and the role of weekly presentations in achieving greater efficiency and effectiveness within the BNI network. He invites members to submit their presentations for future coaching sessions and encourages feedback through reviews on Apple Podcasts and Spotify.
“We want to get better, we want to get more efficient. We want to become far more effective.”
Tim’s closing sentiment emphasizes the collective journey of the BNI community towards mastering the art of referrals and leveraging the Power of One to elevate their networking success.
This episode serves as a valuable resource for BNI members seeking to refine their presentation skills, emphasizing the strategic approach needed to generate meaningful referrals and strengthen their professional networks.