Advisor tip: Powerful presentations turn prospects into clients

"If I'm going to reference a book, even if I have the slide, I hold the book up," Williams says. "I tell them there's a table with all of my reference sources, and they're welcome to look those over. I even provide a list of reference sources I use, so they can go get them on their own if they want."

By sharing stories, you also create trust, Pruitt says, especially if they reflect your own experiences. Doing so shows you're more than just an advisor who is looking to make a sale, you're a person who empathizes with their situations.

"I tell them my mother-in-law has Alzheimer's and that we are caring for a sister-in-law who is 58 with early-onset Alzheimer's, and she lives with us," Pruitt says. "People can sense if you're being real in anything you say, so the bottom line is be real, be honest, believe in what you say, show passion and compassion." But avoid using stories about clients, Johnson cautions. You could break confidentiality clauses.

Of course, you don't want the audience to miss a word of your presentation, but that can be difficult in a large room. When Johnson gives a presentation, he uses karaoke equipment and places the speakers in the back of the room. People in the front of the room typically do not have a hard time hearing, Johnson says, but it is an issue for those in the back.

"If you're trying to speak loudly, you're overpowering the people in the front, but you also want everyone to be able to hear," Johnson says. "With the speakers in the back, it's like surround sound." Wrapping up the presentation After the presentation, don't immediately pack your equipment and head home, Pruitt says.

This is your chance to connect with prospects, so take some time to shake a few hands and thank them for attending. Let prospects see you as a person, not just an advisor connected to some financial institution.

Williams likes to follow the presentation with a phone call the next day and places the attendees on his newsletter list, he says. During these exchanges, Williams uses positive phrases, which have increased his appointments. For example, instead of saying, "If you come see me …" Williams says, "When you come see me …" which puts prospects in a more receptive mindset.

And even if a prospect doesn't immediately , you are not out of the running, Williams notes. Sometimes, these decisions take time. "Often, they may have really liked my presentation," Williams says. "But, for whatever reason, they're just not ready or something hasn't matured for them yet, but if you keep in touch with them and invite them to other events, when it's time for them to make a decision, they'll come back to see you."

No matter what presentation techniques you implement, the audience must find you approachable and trustworthy, Johnson says. They are placing their financial assets in your hands, and that's a role you should not take lightly.

"They do come in and bare their most personal items to you," Johnson says. "They don't share their bank account statement with their neighbors. They'll mow each other's lawns and help with projects and all kinds of things, but they'll never see their bank statements or investment statements–you will."