3 Emcee Secrets That Can Transform Your Business
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By Derek Jones, Director of Community for Buffini & Company
I’ve had the honor of being the emcee at Buffini & Company events for nearly a decade. That means I’ve been up on stage in front of thousands of people (now I kind of wish I’d been tracking exactly how many!) — setting the tone for the event and keeping things flowing smoothly.
You may never have the chance or desire to emcee an event, but there are things I’ve learned in that role that apply directly to how we show up in our real estate business meetings, whether it’s one on one with a client or in front of a team.
Here three Buffini clients share their personal stories of sacrifice, success and service.
1. Preparation Is Key
The most common question I get asked is, “Do you ever get nervous up there?” My standard answer: “Not if I’m prepared.”
I put in the work. I make sure I understand the goals of the event. If there are guest speakers, I dive into their content — reading their books, listening to podcasts, following them on social media — anything that gives me a full picture of who they are and why our audience should care. I go over every piece of content I’ll be delivering, so I know what needs to be said and when.
The real estate business is no different. If you have a big business presentation coming up, how prepared are you? Do you know who you’re meeting with and what challenges they’re facing? Do you know what you want them to learn—and more importantly, how you want them to feel when the meeting’s over?
The more prepared you are, the better the outcome.
2. Be Prepared… But Not Scripted
Wait, didn’t I just say to prepare? Yep. But here’s the catch: you don’t want to be so rehearsed that you can’t pivot.
The more prepared I am, the more freedom I have to ad-lib and adjust on the fly. If I’m doing it right, it probably seems like I’m just winging it up there. But that ease comes from knowing my material so well that I can be flexible.
Same goes for your real estate business conversations. Have you ever had one go exactly the way you practiced it in your head? Probably not. So be prepared but stay loose. Be ready to read the moment and adjust. That’s when it gets really fun.
3. Energy Is Contagious
The late, great Barth Eddy — who taught me so much about emceeing — once told me, “What you say is not nearly as important as the energy you say it with.” That stuck with me.
Words matter, but energy is everything. When I take the stage, it’s my job to set the tone. If the crowd needs to get fired up, I bring the heat. If it’s a somber moment, I’ll take it down. The audience will follow my lead.
That’s true for your real estate clients, your team, and your colleagues. If you’re down about the market, they’ll feel it. If you’re optimistic and enthusiastic, they will be too. Be intentional about your energy. Set the tone.
Whether you’re on a stage, in a client meeting or leading your team, these real estate presentation tips can help you show up more powerfully. Prepare well. Stay flexible. Lead with energy. Whatever your “stage” looks like, bring your best to it.
Derek Jones is Director of Community for Buffini & Company. Find out more about how getting connected can help grow your business with a free Business Consultation. Book yours today at buffini.com/bc.
