The Presentation is Important to Making an Annuity Sale – But, it Must Be Simple

I am often asked how I present the information to set up the close. I have one rule that I have used for years, this rule has allowed me to stay focused and to keep my prospect focused.

KISS….Keep It Simple, Stupid.

Early in my career I was taught this concept and it has been the backbone of my selling approach. Simple sells and complicated doesn’t. My presentation is simple and it normally takes me less than 20 minutes to prepare.

Why?

Because all I do is in a one page presentation repeat back to my prospect in writing what they told me about how they feel during the Fact Finder. I then use any third party information as supporting documents which outsources reference material away from me personally. Sources could include Morningstar Principia Pro, MSN Money, Moody’s and many others. I allow these sources to assume responsibility for content.

Here is an example of a typical presentation piece. I marked in red where I used outsource information.

Summary of Estate Plan

for

Mr. and Mrs. Jim Jones

Thank you for the opportunity to work on your plan. I have looked at your personal situation, enclosed current reports and made suggestions I think may benefit your goals.

Your current retirement monthly income from social security and Boeing pensions is $3,400. You are currently removing $600 from your IRAs.

Your current income of $4,000 is the needed and desired goal.

You have a LTC policy with Bankers Unlimited Assurance Company with premiums of $230 a month. I have enclosed current ratings for you from AM Best and Company. (A. M.Best ratings from the internet)

Your IRAs are invested in the Delaware Family of Mutual Funds (now owned by Lincoln Financial Group). I have enclosed current reports for you. (Morningstar reports from Principia Pro)

Since your IRA accounts are important to you for retirement security, I suggest you transfer them to a guarantee Equity Linked Indexed Annuity.

I have enclosed the benefits you can enjoy with this change. It can be accomplished without any tax liability.

Presentation Techniques: The Fundamentals and Purpose of a Great Presentation

Making presentations is the foundation of every growing company. Department heads use them to be able to submit reports with flair while newly graduates use them to vamp up their resume in order to attract more employers. Whatever the position, there is always the necessity to have good presentation skills.

Fundamentals of Good Presentation

Good presentation outlines a type of company, department or person. Whatever is shown determines the image, representation and branding of an institution or an organization. Anyone who knows how to cook the right presentation with the techniques always has an edge on professionalism and is always a potential asset. But knowing the elements of a good presentation is not as easy as frying scrambled eggs. So there should be a guide on how to go about it.

There must be a high level of confidence from the person presenting for the show to be successful. Having a unique personality who knows when and how to execute the words and tune in the punch line on the right estimation is always a plus. To do this, knowing the complete details in the presentation by heart and also anticipating possible critics is important.

While confidence is vital, learning significant technical skills is also crucial. Self-reliance is nothing when someone does not know how to control a PowerPoint, openoffice, keynote or windows movie maker. Whatever the career path is, being a true professional means understanding all the information related to the presentation and also going out of the way to acquire new skills.

Facilitating a Presentation

Just like a department meeting, there is always a designated person to show the presentation. While brainstorming sessions also need it, normally, presentations are more used after all the information is gathered. When this happens, the rest act as the audiences while the facilitator takes the role of the star.

For informal meetings, common for non-corporate settings, listeners are free to ask questions while the presentation is going on. This is where the information of the presentation can be altered. Facilitators should be ready to be able to paraphrase all the details handed out. So, it is good to make sure that the words on the presentation are in bullet form and the texts are not less than 10 points. This is to give a chance for the audience to read all the items on screen.

For a more formal setting where the facilitator needs to complete the presentation before questions are encouraged, making the presentation exciting and energetic is critical. Liveliness keeps the audience awake and allows them to take note of every point given. No one wants a listener to repeat the presentation after everything is shown, right? This is where animations, audio syncs, cool images and other visual aids are greatly of use.

Main Functions of Presentation

Presentation is important in every company setting. Staffs are required to prepare presentations for monthly, quarterly and annual reports especially in a corporate business. The boss assigns practically everyone with this task, randomly, so it is important to be prepared all the time.

Also as equally important in business or marketing companies, presentations are used to discuss summaries of the number of sales per employee in a given time. When some departments need to present significant changes on the sales plan, they also need to make a presentation.

Applicants for a multimedia position also need to prepare a presentation to serve as their virtual portfolio. Instead of handing out a large book, they can save it on a CD and hand it to an interviewer. Multimedia companies all have computers; anyway, so it is more convenient for the Human Resource department to review portfolios on screen rather than carrying those heavy clear books one by one.

With all the functions of presentation given above, it is evident that the main purpose of presentation is really to communicate with the target audience and persuade them to agree with the report using visual and textual techniques.

Is Your Resume Presentable?

Presentation is your first impression. Much like when you meet someone for the first time and you know that they’re forming their first impression of you. Of course we always hope it will be a positive one and it is the same principle with your resume. The presentation of the document is the reader’s first impression. You can either delight them and encourage them to learn more or you can turn them off and make them run in the opposite direction.

After completing approximately 400 resume evaluations over the past 10 days I noticed a very tragic pattern. Executives were using resume layouts and formats that were elementary for their level of expertise and experience and entry-level and professional job seekers were using resume formats from over ten years ago that use objectives and two inch margins. Shocking I know!

How is it that out of 400 job seekers only two people had somewhat decent resume formats and presentation strategies? Lack of education and information is my diagnosis. Here is the remedy folks: DO YOUR HOMEWORK! I am going to provide you a quick checklist to compare your resume to and see if it would hold up to the standards of today’s job market.

1) Resumes longer than 2 pages for professionals or 3 pages for Executives will not work. How much information do you really think a recruiter can read in that initial seven second review? Certainly not three pages worth of information.

2) The first third of your resume is the most important. If you are not utilizing an introduction/profile that contains a professional branding statement, industry specific keywords, and a career summary that highlights your value proposition you will get lost in the stack of every other boring resume recruiters receive.

3) Do not use more than one font on your resume. Use the same font for the entire document. Using different fonts screams **MISTAKE**. And also that you pay absolutely no attention to the details.

4) Do not use different font sizes on your resume in another place other than your header. Using a size 12 font and size 11 font in your professional experience section will be a red flag.

5) Please, please, please do not utilize 1 inch margins. That is like waving a flag that says hello, I’m writing a college term paper versus applying for a professional position within your organization.

6) Do not use more than one type of bullet. Using different bullets throughout the resume especially in the same section (namely professional experience) just seems disorganized and tacky. Streamline your approach, be consistent not confusing.

7) Watch your page length and spacing. Again, 1.5 spacing or double spacing seems juvenile. We are not in high school we are in the corporate world and a VERY competitive job market. There are no excuses, now you know.

8) Attractive formatting is everything when you are trying to land the job of your dreams or just any job for that matter. Do your research! Don’t just go to the sample resume sites out there check out professional resume writing samples from actual professional resume writing services. Compare your resume to the samples you see and then you will know right off how you measure up. If your work is significantly different then a professional’s work chances are you could probably use some help.

This is not an all inclusive presentation/format list and does not include advice about any issues other then resume formatting. This is just a checklist to see if you are on the right track or not. If you’re not, which in my experience seems to be most of us then get help! Either get out there and research what you’re doing wrong and find ways to make it right or hire someone who can. This isn’t just your resume people, it’s your career and your life.