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BNI & The Power of One
BNI 820: Weekly Presentation Coaching 135 - Avon Cobourne - Mortgages
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In this week's Weekly Presentation Coaching episode we meet Avon Cobourne a Mortgage broker in Charleston WV
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Sam Foreign welcome back to BNI and the Power of One. We are back with our weekly presentation coaching episodes where we are reviewing submitted weekly presentations for review to try to help make them as effective as possible. Today we are hearing from Avon Cockburn. He wrote in I'm just pulling up my timer. He wrote in what's up, Tim? Avon Cobron from Wealth Builders from Charleston, West Virginia. I finally built up the courage that my weekly presentation reviewed. I think it's pretty good. Hoping you think so as well. If not, give me the feedback so I can get more referrals from weekly presentation. My chapter has 45 seconds. Okay, so Yvonne, you and I will do this at different speeds. Sorry about that sound, but this will give you just a point of reference. So here we go. My name is Avon Cockburn from your hall of fame lender with Gateway Mortgage and my perfect referral this week is a move up buyer. You know, your little cousin who is ready to sell and upgrade to their dream home. Ask them what they like about their current house and then ask what they would love to change. 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. Let them know right now they might be sitting on a mountain of cash in their home and if they feel stuck because of higher interest rates, they the good news is let them know, you know the hall of fame lender and I, I have several solutions to help. 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. Okay, so that went 44 seconds. I stumbled a little bit just on the, the typing of it. So we're pretty close and, and it's actually not too bad. I would change a minor couple of things again for everybody. What are we trying to train on? Who, how? What? Who are we looking for? How will we identify? What do we say? You hit all three of those. I would change the order a little bit potentially. And I would also change on the what to say part. So let's just start. I like the opening. You know, your little cousin who's ready to sell and upgrade to their dream home. That's great. I would go into what am I going to hear from them before jumping into the Ask them what they like about their current house. Then ask what they would love to change. I don't know that that happens that way. And I'm definitely not walking into my little cousin's house and just asking that question out of the blue. So I need to get into that conversation and I need the trigger to get into it. So I would switch it up and say, you know, next time you're at their home or you're at their house for a barbecue and you hear them saying, I'm tired of dealing with this old house. Or they're. There's so many repairs, they've been doing one of those triggers. Then I would give them a language to say, you know, ask them how long they've been dealing with it. Ask them have they been thinking about moving or changing. Or, you know, you can. You could go with the. Ask them what they like about the house and then ask what they would change. But I would give the trigger first. And that's generally the case for a lot of us. We want to teach, kind of train people on how the situation is going to happen. So you paint the picture of who you're looking for. Okay? You paint the scenario, which again, I would add that here, just real quick, like, next time you're at their house, next time you're at a barbecue and you're here because you don't even have to be at their house, those could be two separate weekly presentations even. You know, it could just be at a family event. It could be at a family barbecue. It could be at a graduation party. It could be. It could be at whatever's coming up at this time of year. And you hear them complaining about their house is old and needs constant repairs, they're starting to think it's getting too small. Something like that. That's the trigger, right? So now I've painted this narrow. Here's where you're going to be, here's who you're looking at, here's what they're complaining about. Now what do I say? Right? And so I would change that. What you have the what to say in here. I would change that opening line, though, to a. Into a different question that ties with the complaint that I'm hearing. You kind of flipped it where you're like, go in their house and asking these questions. And if they start complaining about it, I would tell you it's more natural that I'm going to hear the complaint that triggers is, again, what's the point of the trigger? The trigger is to. To solve the problem of the fact that you're your members are not actively thinking about you outside of the B and I meeting. It's not a malicious thing. It's just the reality of the situation. Just like you are not actively thinking about all your Fellow members, when you're outside your meeting, so we gotta train them on how to hear something and go, ooh, that's a referral for Avon. So the trigger comes first. And then it's. Now that you've heard that trigger, here's what to say. You know, how long you been dealing with it? Have you thought about moving? Have you thought about upgrading? And then when they say, because you, you know, they feel stuck because of higher interest rates. Now the good news is what you left, you said, the good news is question mark. I wouldn't do that because that leaves us like open thing that doesn't help anybody. But. So the flow would be, your little cousin is ready to sell and upgrade their home. You're at a family barbecue and they're complaining about their old house is too small and just constantly needs repairs. You ask, have you thought about, are you thinking about moving or changing that? They say, we're really stuck because of high interest rates. You then say, that may not be the case. You might be really sitting on some money. And I know the person you need to speak with. Okay, I, I don't know about your fellow members, so this is just my own personal opinion. If I was a member of yours, I would not say, hey, I know the hall of fame lender. I just wouldn't say that. So. But I would say I work closely with somebody I think can really help you. Are you open to an introduction? And if they say yes, connect us through a three way text right there. So I think you have all the parts. I would just tweak it a little bit, change the order a little bit. And again, I would paint, really just try to paint that picture a little bit more clearly. I think it'll be more effective for you. And honestly, you can do this same presentation, but make it sound slightly different for multiple weeks. If you just said, you know, here's one complaint you're going to hear this week. My house is old and needs concert repairs next week. Here's one complaint you're going to hear. The kids need their own rooms. They're piling up next week. Here's one thing you're going to hear somebody complaining that it's just too small. Right. And that's where the consistency comes in, where they all stick. But you're not trying to cover, you know, four different triggers at once. So great start, great start. I think you're on the right path. Couple of tweaks I think will make it a little bit more effective for you. And that's usually the Case for a lot of us, it's been rare. There's been some where we've had to be like, all right, we got to start over. But I think the reason for that, as a lesson of anybody who's just listening and hasn't submitted theirs, the reason why it's rare that we've been like, hey, you have to start all over, is not because I'm not a jerk. That would tell you that. It's because in order to get your weekly presentation reviewed, you gotta spend time writing it out, which 99% of members never do. So just that exercise alone to submit a weekly presentation is making them better than most. You will hear at a BNI meeting because they've had to write it out. Spend some time thinking about it, a little bit of time, and I'm just giving some advice on how to strengthen it. So first of all, submit yours, because again, this is the skill set you're using every single week. Get the help if you're finding this value, get the help for your own. But if nothing else, every week, take some time to really write it out. I'm not saying you have to read it at your B and I meeting. You probably don't want to do that, but you should if you're uncomfortable. Like, I'd rather somebody read a weekly presentation than wing one, but just writing it out will organize your thoughts better than trying to do it off the cuff at your BNI meeting. Just that little bit of preparation. So kudos to everybody who has submitted. We've got a line here, which is awesome. We're always looking for more, though, and kudos for everybody who takes that time just to think about it for a little bit. I was at a couple B and I meetings this week. That wasn't the case for most of the ones I saw. Most were not well prepared for that moment, and I think they ended up probably just doing what they do most weeks and just kind of off the cuff and. And then we sit there and we wonder why we're not getting as many referrals as we want. It takes preparation. It takes time. And I think we'll be talking about that in some future podcasts as well. But all right with that. Have a fantastic weekend, everybody. I'll talk to you soon.
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We rise with the sun Ready for the day with hard work and passion we pave the way Every little task it builds and it grows in this world of business it's the heart that shows dedication Shines in everything we do Together we climb it's me and it's you we all work hard to make our dreams align with strength of spirit we leave the average behind the power of giving lifts us high and wide that's why we are proud to be a part of B and I From early mornings to late at night we hustle and we strive Keep our vision bright through every challenge we stand tall and strong Together as a family we can't go wrong the bonds we're building they take us far in the game of business we're shining like a star we all work hard to make our dreams come true with strength of spirit we all pull through the power of giving lifts us high and wide that's why we are proud to stand Stand side by side Being I is the place where connections thrive Uniting our hopes Keeping dreams alive Together we network inspire and share with every referral we show that we care we all work hard to make our dreams align with strength of spirit we're truly on the grind the power of giving lifts us high and wide that's why we are proud to stand side by side so here we are Lifting each other high with dedication and pride we're ready to fly Together we'll grow through every stormy night in this journey of ours we're shining bright.