Page 43 - Live Event Blueprint

Starting AND Hook with a VALUE STATEMENT
When doing a presentation to a room full of people whose heads can easily be on so many different things (appraisals, loan commitments, counter offers, scheduling showings, new listing presentation, emails...etc), it’s imperative that you hook them from the very beginning.
And the best way I’ve found to accomplish this is by using a VALUE STATEMENT that allows the Realtor to quickly envision themselves reaping the benefit of working with you. As you’ll see here, this value statement connects to the last question in the survey.
VALUE STATEMENT
“I want to make sure that all of you get a lot of value out of today so I’m going to ask a question that will help me know if I’m on the right track here. Would you find it valuable and worth your time today if I could successfully show you how to close an extra 3 deals, 6 deals, 9 deals, 12+ extra deals per year from the exact same online leads you already have? Oh, and I will show you how to do with without spending an extra penny, and I will show you how to do it without spending any extra time working the leads other than showing these converted leads homes or listing their homes. Would that be valuable and worth your time today?”
I call this a value statement, but I guess I technically frame it as a question. By framing as a question, it allows the Realtor to see themselves receiving the benefits of what I provide. I could turn the question into an actual statement, but it would not have as good of an impact as asking a question would be.
As you can imagine, once I lead with a statement (technically a question) like this, I have them hooked for the rest of the presentation. They WANT to see how I will do this and will give me their full attention throughout.
Once you have them hooked, the actual presentation part is pretty easy which we’ll talk about next.