I'd guess that I've given about 800 presentations to Realtors in my time as a loan officer.  I could get an exact count, but the first say, 300 were absolutely awful meandering things.  They worked, but that's because of the famous "dog with an order form," rule.  I did everything I could to waste the work I did getting the appointment.

Oh, they still got me business because Agens do work with those LOs that show initiative, but they were not useful, they didn't build my brand, and they didn't help me do anything that I was going to do.  I made more mistakes than you're ever going to make, so without more adieu, here are the ten things you can do to make the presentation you've worked with useless.

10.)  Logorrhea.   That means talking to much.  You gotta shut up, you gotta LISTEN to what the hell the agent wants.  2 ears, one mouth, baby.

9.)  No testimonials/advance work:  Mike Mueller is getting great at this.   So is Mark Shandrow.   Having video testimonials sent in advance of the meeting will absolutely make your job WAY easier.

8.) Bashing the competition.  How do you look like a jackass?  Bash the compeition.

7.) Bashing Programs  Every loan we do is a tool to achieve a purpose.  They're not inheirently immoral or moral.  Let's keep that in mind at all times here.  An Option arm has a purpose, and so does an FHA loan.  Ignorant people bash things.  The farthest you should go?  "I don't do a lot of X."

6.)  Not having standards  Being willing to not work with an agent (if they are crooked or if they are hostile) makes you unfakably confident.  Takes the 'begging' aspect out of what you're doing.

5.)  WASTING A REALTOR'S TIME WITH A DRAWN OUT SPIEL.  World class, paid professional speakers don't usually have two hour presentations.  They can't hold an audience's attention that long.  Why should we?  We want to convey competence, we can do that in 15 focused minutes.   We want to show that we care, but we want to get moving, because familiarity breads contempt.

4.)  Not closing.  Duh.  Ask for the next deal.  "Can we start working together with the next buyer you have?"

3.) Not educating  Right now, agents have to know what's closing, what's not.  They don't care about your dog, they care about their clients.  Teach that. 

2.)  No enthusiasm.  C'mon people, we GOTTA HAVE ENTHUSIASM when we do our jobs.   MASSIVE amounts, especially over the phone.

1.)  Not asking Questions  You think we'd get this, but we wanna learn about THEM, not bark about us.

Now, at 12:30 Eastern, my students are getting training on how TO give presentations.  Loan Officer Survival Training is an ultra cheap way to build your buisness.  I want you all in my program, and so I'm inviting you to join so you can get the training, accountability, and homework that will take you to the next level.  We offer a DOUBLE your money back guarantee.  If you sign up, do the homeowork and don't add 2 deals a month in 90 days?  Bam.  Double your moneyt back.  Time for fun again.

Chris Johnson runs Loan Officer Survival Training.com  He can be reached at chris@loanofficersurvivaltrianing.com