Home Buying Seminar, Part 3

Conducting Your Seminar 

Continuing our blog series on home buying seminars as a mortgage marketing strategy, we now get to the lesson on how to conduct your seminar.

The Sequence
With a home buying seminar, it’s usually best to follow a logical time line of the home-buying process. This will make the material easier for you to present and easier for your audience to follow.

Also, if you have a co-presenter (a real estate agent, perhaps), be sure to group all of their slides together. The overall presentation will be more organized that way, because each presenter can take his or her turn and be done (without mixing up slide).

The Delivery
Deliver your home buying presentation consistently, using your PowerPoint slides as cue cards to keep you on track. Don’t let questions throw you off track. Answer people’s questions politely but briefly, reminding them about the Q&A period that will follow the presentation (or at intervals between sections).

I recommend that you have an opening script and a closing script, and then improvising through the middle. There are two reasons for this:

First, the opening and closing are important parts of your seminar presentation. A short script will help you remember everything you want to say.

Secondly, improvising the middle part will make your delivery more natural and keep you from having to memorize large amounts of information. Remember, your slides will serve as cue cards to help you stay on track for the bulk of the presentation.

If you have a handout, be sure to let the audience know in advance. If you periodically remind people that the information you’re presenting is also in the handout, they’ll be less likely to scribble notes the entire time. You want their attention on you, not on their notes. This will help create more of a connection between you and your audience, which will lead to more of them contacting you afterward and possibly becoming clients.

In our next post, we will be talking about ways to promote your home buying seminar to ensure the best attendance possible.