Who Says – A Simple Technique to Give Your Business Presentations More Impact

If you’re telling stories in a business setting, add more impact to your presentation by telling some stories in first person (“I”), some stories in second person (“You”), and some stories in third person (“He, She, or They”).

Knowing which voice to use in what setting is the key to being successful with this technique. How do you decide? It all depends on what you’re trying to communicate.

o First-Person Storytelling

Telling “I” stories is a good way to build rapport with your audience. First-person stories, including personal experiences of failures and lessons learned as well as successes, are very powerful ways to communicate your message.

Use a story about yourself to demonstrate that you understand what your audience is feeling, what doubts or fears they may be wrestling with; what disappointments they’ve endured; what hopes they harbor; and what dreams they aspire to.

o Second-Person Storytelling

Use second-person language to communicate empathy, create a sense of urgency, and invite participation. Telling a story that addresses your audience directly is the verbal equivalent of walking with someone hand-in-hand.

“You” is the most powerful word in the English language for a storyteller, because the story immediately becomes the listener’s or reader’s story. And once they’ve claimed the story as their own, they aren’t likely to let go of it.

o Third-Person Storytelling

Third-person stories are great for establishing and building credibility.

Use of the third-person often conveys a sense of authority, which is one reason why good case studies — problem/solution stories — are so compelling.

Another reason to use the third person is to help make difficult or complex ideas easier to understand without diluting their importance. Imbuing an important but otherwise dry or technical explanation with some human interest makes it much more likely your audience will retain what you’ve said.

Clear communication is the only way to guarantee your good ideas are heard. Knowing the best way to present this communication helps ensure your ideas are not only heard but remembered.

Are You Nuts? Negotiating Your Own Short Sales

I personally don’t think most real estate investors should bother trying to negotiate Short Sales themselves. Frankly, it’s just too time-consuming for most people and the stress of being put on hold and arguing with the banks’ loss-mitigation people is just too distracting to your overall business. You’re probably much better off finding a service provider who can negotiate on your behalf for a fee.

But if you ARE convinced you want to negotiate your own Short Sales, you definitely want to pay attention to the story I’m about to tell you: “ARE YOU NUTS?!”

That’s what I heard a professional Short Sale negotiators scream into the phone recently. Yep, that’s a direct quote. I don’t advise doing this often and certainly only if you are a skilled negotiator with experience – but sometimes it does actually pay to “flip out and lose it” on the phone. But hold on before you go throw a gasket. When you do this, it should be a conscious and purposeful negotiating decision – NOT because you are just upset and need to blow off steam.

Skilled negotiators manipulate their own STYLE and STRATEGY. You can be strategically adversarial and stylistically cooperatives OR sometimes your style needs to shift to something… shall we say, more combative. However, those shifts into yelling and screaming are the stylistic and purposeful CHOICES of a skilled negotiator. When I heard this negotiator yelling “are you nuts!!” at a lender, I knew he was allowing himself to “get upset,” but I also knew that he wasn’t really upset.

He was making the choice in his negotiation plan that “getting upset” was necessary in order to accomplish a certain outcome. It’s all part of what it is to be a skilled and experience negotiator – they keep their cool, even when it appears that they’ve lost it!

Success Secret – What’s More Important, The Present Or The Future?

Successful people have found a success secret that allows them to reach unprecedented levels of success. It’s time that you know just what this success secret is so that you can begin to apply it to your own life.

The first thing that you need to know is that most successful people don’t have any more talents or abilities than you do. The reason why they are so successful is because they know and apply certain success secrets in their lives. So if you found out what these secrets are and begin to apply them to your own life you will be able to reach great levels of success in your own life.

One success secret that almost all successful people understand can be found in a quote by Jerry Seinfeld who said, ‘I was in the drug store the other day trying to get a cold medication…Not easy. There’s an entire wall of products you need. You stand there going, Well, this one is quick acting but this is long lasting… Which is more important, the present or the future?’

Here’s the success secret: most unsuccessful people focus on the quick acting, quick fix, remedies that merely put a band-aid on it, where successful people are more concerned about the long-lasting well being of not only their own life, but the lives of their families as well. Successful people are willing to go through upfront discomfort and pain in able to have the long-term benefits of success. On the other hand, unsuccessful people don’t want to suffer so they find the quick fix only to find out the problem was merely covered up and will keep coming up again and again until it is dealt with properly.

An example of this success secret in action can be found in the way many people handle their finances. Many financially successful people today were willing to live below their means in the early parts of their life so that they could build true wealth. As a result, they can now buy whatever they want, live however they want, and travel wherever they want.

Other people just throw this success secret out the window because they want to have everything right now. So they buy the most expensive car, house, clothes, and vacations that they can but never get ahead financially in life. They are more focused on the present than they are on the future.

What will you do with this success secret? Will you throw it out so that you can enjoy the brief relief of success now or will you apply it to your life so that you can live a life full of success and leisure in the future?

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