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Number 1.Sending out the right signals

Have you ever walked into a presentation to see a sea of uninspired faces gazing back at you? The Practice Manager is looking repeatedly at her watch, one GP has already rushed in and out of the door twice, and everyone else is staring longingly at the sandwiches – knowing that they will have to sit through your presentation before they are given a few precious minutes to eat?

Faced with the adversities of diverse audiences and strict time limits, you may feel uncertain or anxious before you start your presentation. So it is important that you send out the right signals when you begin, in order to create a friendly environment that allows you to build rapport with your audience.

Remember: You are your best audio and visual aid. Your audience picks up signals from how you present yourself, your voice and your body language. You need to project yourself in a positive way in order to influence them. Although some people are naturally good communicators, everyone can learn communication skills and use them to their advantage.

Number 2.Command with your voice.

Most people rarely use the voice to its full potential as a means of communication. When they start to make more use of the voice, they are surprised at how empowering this feels in helping them to influence and engage with their audience.

The starting point for anyone working on their voice is to create a relaxed physical state, since any tension in the body inhibits vocal power. Before starting your presentation, take a couple of deep breaths in through the nose and out through the mouth. As you breathe out, think of releasing tensions with the breath. This simple breathing technique will also encourage you to slow down – which is very helpful at the start of a presentation, when your nerves can easily make you go too fast.

Your voice should command your audience as soon as you say the first words. To provide your voice with support, it is important that your posture is strong. Always check that you are standing with both feet firmly on the ground – or if you are sitting, that the small of your back is firmly supported by the back of the chair.

Number 3. Pace yourself

A complaint I often hear from medical sales representatives is that they are always fighting against the clock. They struggle with the strict time limits imposed on them, especially when lunch has to be included in the time slot. So there may be a tendency to speed up in order to get all the information across. But this is counter-productive. Too much information given too fast can overwhelm your audience, resulting in a complete ‘switch-off’. Restrict the amount of information the audience has to take in: limit your presentation to no more than three key messages.

Keep the pace of your delivery steady by inserting pauses into your presentation. Pauses act as a brake pedal to stop you ‘free-wheeling’. Try to pause for three seconds after your first sentence to help you control your pace at the start. You will be less likely to speed up as you continue speaking.

Number 4. Enhance your messages

Another challenge is holding everyone’s attention and interest for all of the time. It is important that you speak with passion, even if you have delivered the presentation many times before.

When you speak, emphasize your most powerful words to help you sound more convincing and have greater influence over your audience. Emphasize the first word of your sentence to grab their attention, and emphasize the last word to help you avoid trailing off and losing energy. If you feel that someone has ‘switched off’, try emphasizing your next word while looking at them. This will help to regain their attention and make them feel more included. Our moods are expressed through our tone of voice. You may be giving a presentation late on a Friday afternoon, when you are tired – and your voice will sound flat, dull and lifeless.

You need to put more energy into your voice, so that it sounds enthusiastic and is more likely to inspire the listener. One way to help influence your tone of voice is to adopt a role. For example, a highly successful approach is to take on the role of a storyteller and imagine that your message is an exciting story. This will help to ‘lift’ your voice and create greater energy and variety in your tone. Finally, always remember to smile: when you smile, your voice smiles! This is always a good way to build rapport with your audience.

Number 5. Look good, feel good

Body language is important to consider when you want to send out the right signals. We all subconsciously read the body language of others – their posture, facial expressions, gestures and eye contact – and react accordingly. If you slouch, avoid eye contact and speak with an impassive or stern face, your audience may conclude that you are unmotivated or impatient, and be unlikely to receive your presentation with any enthusiasm.

You want to aim for a relaxed but professional image. To achieve this, make sure that your posture is strong without being tense. Share your eye contact around the audience to help you connect with them. A useful rule is to give three seconds to each person at any one time. This will allow you to engage with individuals and keep them all involved in the presentation.

Try to use gestures while you are speaking: this helps to create a stronger presence, and enhances your voice. When you use a strong gesture with a powerful word, you cannot help putting greater emphasis into your voice.

Number 6. Polish the practicalities

You also need to think about practicalities in order to ensure a polished, professional performance. Five key points to consider are:

1. clearly state your schedule at the start. It will help you to control your audience if they know how long the presentation and the following lunch break will be. You must then stick to your times in order to keep their attention.

2. Be conversational with your audience – ask them a few questions at the start to ‘open them up’ and find out more about them. This will help to create a more personal, relaxed environment, and you will be able to pitch your presentation more effectively to those present.

3. Make it clear at the start what you hope your audience will gain from the presentation. Ask yourself why should my audience listen to me? What are the key benefits to them?

4. Ensure that you are properly set up before you start – don’t waste precious presentation time setting up equipment while your audience are waiting

5. Try to walk around the presentation space before your audience arrives.

This will help you to feel more familiar with the space, and to look as though you have ownership of it.

Number 7. Finally, enjoy your presentation. A presenter who looks as if they are going to enjoy the meeting will send out the right signals. And if you enjoy it, your audience is more likely to do the same!

Good luck next time and don’t forget to train and sharpen your skills, remember all professionals have coaches, amateurs have none.

The presentation of Hamlet’s Denmark is first seen in the opening scene of Hamlet where the two guards enter and the first thing that is said is “who is there?” This immediately sets the mood of the whole play and to a certain extent what kind of state Denmark is in which is in a state of high alert, also the darkness and the mystery of who is there sets an ominous tone for the play and also sets an ominous mood for Denmark. It also suggests that the opening scene of Hamlet is set in the dark of night as they are unable to identify one another and so are on edge as to who the other person could be exactly.

Also when Bernardo says “long live the king” it shows that he is loyal to the current king of Denmark and by doing so proves that he is on the side of the other guard. This whilst establishing that both guards on the same side also shows that there could be an enemy and so the audience are able to conclude that currently Denmark is in a state of war. Throughout the whole of Act 1 scene 1 there is stichomythia where both Bernardo and Francisco have alternating lines and also there are blank verses that are broken up when Francisco says “Bernardo?” to which Bernardo replies in the same form of broken up blank verses “He.” By using this dramatic technique it suggests that the lines are spoken rather quickly one after the other which hints that there is some sort of tension between the two guards which is rather strange as they are only changing shifts and again this hints at the possibility that at that time there is some form of military instability in Denmark leaving everyone on edge.

In Act 1 scene 1 when Marcellus and the two sentinels see the ghost for the first time and they see that the ghost looks exactly like the late king hamlet “in the same figure like the king that’s dead.” Despite this they view it as a bad omen that maybe the men should have a military build up in Denmark in response to Fortinbras recruiting an army. Although Fortinbras’s army is supposed to be used against Poland, they fear he may attack Denmark to get revenge for his father’s death, and reclaim the land his father lost to King Hamlet. This is also backed up when they see the ghost in its full armour as the old king used to wear “such was the very armour he had on.” This again shows the risks that impose Denmark and how it is on the brink of war and the fact that the old king hamlet’s armour is discussed suggests that the old king was very much a war like king who was a hero to the people and so Denmark is going from a traditional war like place to a more political and diplomatically Denmark which can be seen when the new king Claudius sends a messenger to the king of Norway rather than confront the army which is being prepared to ensure that the army does not attack Denmark but merely passes through and goes to Poland.

In Act one scene 4 again the ghost is viewed as an omen on the fate of Denmark when Hamlet says to the ghost “Be thou a spirit of health or goblin damned,” so here it would be that Hamlet is asking the ghost is it an omen fro good health possibly to Denmark or is it a goblin. Then he goes on to say “Bring with thee airs from heaven or blasts from hell” this brings about the contrast and again an ominous mystery as to whether the ghost here is to bring gentle breezes or violent blighting gusts.

Also in scene 1 act 4 Marcellus says “something is rotten in the state of Denmark” this could refer to a number of things such as the new king Claudius marrying his bothers wife and becoming king or it would also be hinted at the ghost and it being an omen of bad news. Horatio replies to this “heaven will direct it.” This can be seen as Horatio saying that all that is currently wrong in Denmark in the end heaven will direct it all too good and that the heavens will make everything okay.

In conclusion the presentation of Denmark in Hamlet is very well done as it shows how the influential people of within Denmark affect the country as a whole.

Commercial real estate is a special class of investment property. It lives and breathes income and price. As a real estate agent, that should be the basis for your listing presentation and to improve your chances of closing on the listing with the seller of the property.

As agents and salespeople, we are up against several other real estate agents in most listing presentations. The seller needs to be convinced of your ability to get the best price for the property and in the timeliest way. That is the best leverage you can use to win the listing.

As part of the pitch in the sales listing presentation, consider this question:

“Just how can the income of the property be used to enhance the price that the seller can get in today’s market?”

To answer the question you really do need to know about the current and future cash flow that comes out of the property. That means reading the lease in detail and with focus on:

• Income strength
• Lease term
• Rent review and option terms
• Income growth
• Tenant profile
• Tenant stability
• Minimal vacancy threat
• Lease strength and controls over the tenant
• Lease protection for the landlord

These points will attract investment buyer interest. Knowing the answers will help you convert the seller’s property to a listing. Show the seller that you really do understand the lease and the value it brings the property in sale.

Not all presentations are simple when it comes to selling commercial property and you can have a number of hurdles to overcome. Importantly you can be prepared for these hurdles if you take the right steps such as:

1. Comprehensively inspect the property before you meet with the seller. As a result of that inspection be prepared to talk to the property from a detailed perspective.
2. Take pictures of the property that can be available on a laptop for use in your presentation with the seller if required.
3. Itemise the strengths and weaknesses of the property today that will be points to handle in the marketing campaign. As part of the listing presentation focus on the strengths and how you intend to use them in the marketing of the property.
4. Establish the target market that will be ideal for the property promotion. From that target market show how you intend to reach them, and exactly what the requirements are from that target market in today’s terms.
5. Understand where the competition property is located relative to the subject property and just how the competition property can impact the marketing of the subject property.
6. Understand the local property history and comparable rents and prices from completed sales and listings for that type of property. Be prepared to use those figures as evidence and argument to support your marketing campaign.
7. Understand the supply and demand for local property including the threat of new property developments coming up.
8. Be prepared to talk about return on investment in the current market and how that will impact price to the seller.
9. Comment on property enquiry of recent time, where it comes from and what they are looking for.

This knowledge will help you find the right points of closure as you present your real estate services to the seller of the property. Local property knowledge and your ability to provide it whilst tapping into the target market will help the seller see that you are the real estate agent of choice to market the property and get the best price.