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BNI & The Power of One
BNI 909: Weekly Presentation Coaching 163 - Danita Knowles - Virtual CRM & Assistance
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Sam foreign. Welcome back to BNI and the Power of One. Back with our weekly presentation coaching episodes where we review submitted weekly presentations. As always, you can submit yours at BNI. Power of 1. Appreciate everybody who continues to do so. These are again focused on just giving some feedback to try to make our weekly presentations as effective as possible. Remembering what the purpose of a weekly presentation is and that is training. This is our time to train our fellow members on how do I, what are we looking for, how to identify people like that and how to bring them to us. So today, today we are hearing from Danita Knowles. She is in South Africa and hopefully one of many, many members I get to meet while there. So I'm going to pull yours up here. It does not say, does it say in here, does not say how long we have. So I'm going to assume a minute as the standard. If you do submit yours, just let me know if you have less than a minute because I do time them. So Danita, I'm going to time this. Obviously we will be at slightly different speeds, but it does give us a point of reference on length and everything else, so. All right, I got it up. Here we go. Start our timer and good morning everyone. I'm looking for an introduction to a conveyancing, conveyancing attorney or conveyancing practice that feels overwhelmed by administrative repetitive processes, client follow ups and managing multiple property transactions at the same time. At hey Danny. We help conveyancing firms strateg streamline their operations through customized CRM solutions, process automation, virtual administration support. We don't just implement the system, we train your team to use it effectively. Helping reduce manual work, improve client communication and save valuable time. Imagine having all of your matters client updates, reminders, documents and workflows managed in one organized system, allowing your legal team to focus on clients rather than paperwork. So if you know a conveyancing lawyer who wants to improve efficiency, reduce administrative burden and create a more scalable practice, I. I'd love an introduction. Hey Danny. Streamlining your life through virtual assistants, CRM management, daily administration and office support so you can focus on growing your business. My name is Danny and I welcome your referrals. Okay, so it took me about a minute and three seconds but obviously stumbled through so. So it's probably right on. However, this is a commercial. This is not an effective weekly presentation in a training mindset. Okay, this I can is very common. It's. It sounds like A. Probably 95% of weekly presentations you might hear will sound very much like this and why I say it's a commercial for a couple reasons. Number one, you do put the target on the people in the room. Even though you say I'm looking to be introduced to conveyancing attorneys and conveyancing practices and maybe you don't have one of those in your chapter. After that you start getting into using the word. You imagine having all your matters, your clients, reminders, documents or workflows managed in one organized system, allowing your. And even though you say legal team, you've put the emphasis on as if you were talking directly to the customer, that's the way I would look at it. This is written as if you're selling your services to a conveyancing attorney. Right. It's almost like you're having the conversation with that attorney in the room instead of all of the other people and professions that are in your BNI chapter who this does not pertain to. So why it's ineffective is you will likely miss almost all your potential referrals because of that. Right. We need to train our team on how to identify a conveyancing attorney or how to identify the need from the conveyancing attorney they know. So we need to be very specific in what we're targeting. We got to be very specific in what we're solving in terms of our problem need for the conveyancing attorney. And we got to teach them how to actually bring us up. I don't think we did any of that. So number one, I would have a specific attorney or practice I'm trying to get into as the example that's being specific. You just said basically any conveyancing attorney, which is probably true in the sense of that's who you're targeting. But you got to paint the picture. So I'm looking to be introduced to conveyancing practices such as XYZ practice. One of the things that these practices, now this is where you get into being specific again is they get overwhelmed with one of the following. Pick one of the overwhelmed by administrative repetitive processes, clients following up, managing multiple property transactions. Pick which one of those you is going to be the trigger that we're going to solve and train them to listen for the more you give them, the harder it is. And remember, you're only one of however many weekly presentations that are going to happen that week. So we got to keep these things simple and focused because the more we put into it, the more confusion we add, the significantly likelihood of getting nothing from it. So I would be picking one area of this. Which one do you want to talk about this week and this Means you can talk about conveyancing attorneys for a month and have a different weekly presentation each week. So this time we're talking about managing multiple property transactions at the same time. Okay, that's the problem they might have. How do I know they have that problem? That's a big deal, right? Like if you're just assuming they have the problem or assuming that I know how to figure out if they have the problem. It's. That's a big assumption. So you're going to hear them say something like this, you're going to see something like this. It might probably, probably in your case be more of an auditorial clue, like they're complaining, they're doing whatever. But what is it? What is it? Or is there a leading question I can ask my friend who happens to be the attorney you're looking for? Just like that, you know, hey, if you know a conveyancing attorney like Jack Smith, whatever, ask him this question. Next time you're talking to him, ask him this question. And if the answer is this, follow up with this question. And that would be the introduction. So you would literally need to train our team members, again, who we're looking for, painting the picture so they can see it. Which is why we can't use words like anyone, someone, anybody, somebody, everybody. We need to train them on how to know or how to easily, naturally, comfortably find out if they're in the market and then how to basically make the introduction. Right. So it's who, how, what. Those are the three things we're hitting on. Who am I looking for? How do I know they're in the market? What do I say to them? I would say this one more targeted, again, was written very much like, there is the attorney in front of you and you're selling the services of how you can help them. Wrapped around the beginning of I'm looking for this attorney. And if you happen to know one in the middle, it was all towards the attorney, right? Selling the services, selling the benefits, that kind of stuff. You're not going to need to do that very much in a weekly presentation. You don't have time to do that very much in a weekly presentation. Sure. We can add in again, what's the specific pain or need we solve and how our product adds value. But most of the weekly presentation needs to be on here's who I'm looking for. Here's how you're gonna know if they're in the market for it. Here's what you're gonna say to them in that moment. Okay, so again, What I see here probably is way more common than what I'm giving you advice on. And that's the challenge with weekly presentations for all of us. This is an ongoing skill set that we gotta learn and practice, master and everything else. What we tend to do is start following what we see each week, right? So if everybody in our chapter is writing weekly presentations kind of in this manner, it's 100% natural to assume that's how it's done and to kind of follow suit using our own words and examples and everything else. But you know, in terms of the language and the approach, this is probably the most common approach to it. And it's because this is what we see each week from the day we started BNI, etc. So hopefully, Danny, this is adding some value to and give you some food for thought. And if we rework it, definitely submit it back. And if for everybody else, hopefully this is getting you think about yours. And again, if you're finding value, biggest thing you can do for me in return, Share it. More of your members if your chapter members are more effective in their weekly presentations, not only will they get more results from bni, but they'll be better prepared to listen to yours and help you get more results as well. So sharing education and increasing the skill sets of your team, it'd be like if you had a sales team, you'd want them all invested in learning to become better. Same thing here. So help share it. And as always, leave a review, leave a comment. All the things. Have a great day.