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SMART NCOME RethinkingHuman.com

Part 1 and 2 of the Presentation -

Intro and the One Thing
Duration: 10-15 minutes

1- Intro:
The purpose of the intro is to build rapport and get people excited about what they are going to
learn
Start with the title of the slide: “How to …. Without …!”
For example: “How to become a customer experience trusted advisor without getting hostage of
automation and technology disruption.”
Hello Everybody! Welcome to the webinar. This is Georges Hanna and today I am going to show
you how to become a customer experience trusted advisor without getting hostage of
automation and technology disruption.

2- Rapport:
One Sentence Persuasion by Blair Warren.

3- The Ruler: Goal #1, The New Opportunity

It is the measuring stick people will use to judge your webinar (presentation).
You have to tell them your goal. Your goal must be their goals too. Otherwise they will get
upset because their goal is different from yours.
You goal in here is to:

- Help them see the new opportunity

- Give them their greatest desires
- Increase their status and Help them achieve their goals
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SMART NCOME RethinkingHuman.com

4- The Ruler: Goal #2, The One Big Belief

They need to believe that your instrument (or vehicle) is the only way to get what they desire
most. E.g. What are you going to learn on this webinar?

5- Qualify Yourself
Introduce yourself and let people know who you are and why they should listen to you.
Posture yourself in a way they perceive you as an expert and as an authority
Briefly touch the external results and dig deeper in the internal. This is your BTS Story #1.

6- BTS Story #1 – The Origin Story

Tell your origin story of the external and internal results.
Show the series of events that first convinced you that this new opportunity was the right
instrument for you.
Use BTS script. If you succeed, your people will be sold on your new opportunity after listening
to this story.

7- Liken Your story to their Situation

Make the story relevant to their situation.

Explain how your solution makes it easier for them; or better comparing to the traditional way
they were used to.

8- Case Study – The Proof

Show a quick case study for one of your successful student, so your audience can relate.
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SMART NCOME RethinkingHuman.com

9- Transition to the 3 Steps

Some trainers call them the 3 secrets.

You tell the initial story that get them excited about the new opportunity.
Here their objections raise to the roof because of their false beliefs.
You start breaking and rebuilding the false beliefs.

You transition to the next 45 minutes of the webinar (presentation) using the 3 Steps.

Step #1: BTS story related to the instrument

Step #2: BTS story related to the internal beliefs
Step #3: BTS story related to the external beliefs

Everything you did in the first two parts of your presentation is to build rapport, create
curiosity, and introduce the new opportunity.

Now we will transition to the content part of your presentation.