BNI & The Power of One Podcast Episode: BNI 820: Weekly Presentation Coaching 135 - Avon Cobourne - Mortgages
Host: Tim Roberts
Release Date: May 16, 2025

Introduction

In Episode 820 of the BNI & The Power of One podcast, host Tim Roberts returns with the Weekly Presentation Coaching series. This episode focuses on providing constructive feedback to a fellow BNI member, Avon Cobourne from Wealth Builders in Charleston, West Virginia. The primary goal is to enhance Avon's weekly presentation to maximize effectiveness and increase referrals within his BNI chapter.

Avon Cobourne's Weekly Presentation

Avon kicks off the session by introducing himself and his business:

“My name is Avon Cobourne from your hall of fame lender with Gateway Mortgage and my perfect referral this week is a move-up buyer.”
(00:35)

He identifies his ideal referral as a "move-up buyer," specifically targeting individuals like a "little cousin ready to sell and upgrade to their dream home." Avon emphasizes understanding the client's current satisfaction and desired changes in their home:

“Ask them what they like about their current house and then ask what they would love to change.”
(02:10)

He addresses common homeowner frustrations such as dealing with an old house, excessive repairs, or the need for more space due to family growth:

“They will possibly be complaining, saying I'm tired of dealing with this old house, too many repairs or the kids need their own rooms, we need more space.”
(03:00)

Avon concludes his presentation by offering solutions despite potential barriers like high interest rates, encouraging referrals to connect him through a three-way text:

“Just connect us via three way text and I will take it from there. Avon with Gateway helping families step up to their next home.”
(06:45)

Tim Roberts' Feedback

Tim commends Avon for his bravery in submitting his presentation and provides detailed feedback aimed at refining Avon's approach:

1. Structure and Flow:

   • Current Approach: Avon begins by identifying the perfect referral and quickly delves into client questions.
   • Recommendation: Tim suggests rearranging the presentation to first set the scene with a triggering scenario before asking questions. This method helps in naturally segueing into the referral conversation.

   “I would give the trigger first.”
   (04:20)

2. Trigger Scenarios:

   • Tim advises painting a clear picture of situations where Avon might identify potential referrals, such as family events or casual gatherings, where homeowners express their frustrations:

   “Next time you're at their house for a barbecue and you hear them saying, I'm tired of dealing with this old house...”
   (05:15)

3. Dialogue Enhancement:

   • Instead of directly mentioning his affiliation with Gateway Mortgage, Tim recommends Avon to present himself as a collaborator working with a trusted professional:

   “I would say I work closely with somebody I think can really help you. Are you open to an introduction?”
   (07:30)

4. Consistency and Variation:

   • Tim emphasizes the importance of maintaining consistency while varying the scenarios across different presentations to keep the audience engaged without overwhelming them with multiple triggers at once.

   “You can do this same presentation, but make it sound slightly different for multiple weeks.”
   (08:50)

5. Preparation and Submission:

   • Highlighting the value of preparation, Tim encourages all members to submit their weekly presentations for review, noting that the act of writing out the presentation itself significantly enhances its quality.

   “Just that exercise alone to submit a weekly presentation is making them better than most.”
   (09:20)

Key Insights and Recommendations

• Trigger-Driven Referrals: Begin presentations by setting a scenario that naturally leads to the referral opportunity. This approach makes the conversation feel more organic and less forced.

• Collaborative Language: Frame connections with other professionals in a way that emphasizes teamwork and mutual benefit rather than self-promotion.

• Focused Messaging: Concentrate on one trigger per presentation to maintain clarity and avoid diluting the message with multiple scenarios.

• Consistent Preparation: Regularly crafting and refining presentations through submission and feedback is crucial for continuous improvement and effective networking.

Conclusion

Tim Roberts provides Avon Cobourne with actionable insights to enhance his weekly presentation strategy. By restructuring the flow, incorporating trigger scenarios, and emphasizing collaborative language, Avon can more effectively engage his audience and secure valuable referrals. The episode underscores the importance of preparation and continuous improvement in maximizing the benefits of BNI memberships.

Notable Quotes:

• “I would give the trigger first.” – Tim Roberts (04:20)
• “Next time you're at their house for a barbecue and you hear them saying, I'm tired of dealing with this old house...” – Tim Roberts (05:15)
• “I work closely with somebody I think can really help you. Are you open to an introduction?” – Tim Roberts (07:30)
• “Just that exercise alone to submit a weekly presentation is making them better than most.” – Tim Roberts (09:20)

Takeaway: Effective weekly presentations in BNI require a balanced mix of clear structure, relatable scenarios, and collaborative language. Regular preparation and constructive feedback are essential components in driving success and increasing referrals.