TENNESSEE 7-12-21

TENNESSEE EDITION

ARE YOUR PRESENTATION SKILLS COSTING YOU MONEY?

BE THEIR REALTOR® FOR LIFE:

How to Build a Relationship with Your Clients that Will Last a Lifetime

6 WAYS TO GET YOUR CLIENT TO TRUST YOU

FEATURED AGENT

PATRICIA PEDDICORD COVER STORY

REBECCA PEDEN

TENNESSEE EDITION

PATRICIA 9

REBECCA PEDEN

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PATRICIA PEDDICORD

CONTENTS 4) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU 6) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

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15) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

For 20) Patricia Peddicord, real estate has alwa ARE YOUR PRESENTATION beenSKILLS a part of life. “I became COSTING YOU an agent in 2004, b priorMONEY? to that I was part owner of a new constructi plumbing business, so I’ve literally been in re estate from the ground up my whole adulthood Patricia says. Based in Chattanooga, she recen joined Keller Williams, which is the number o Phone 310-734-1440 | Fax 310-734-1440 office in the region. “They have amazing techno mag@topagentmagazine.com | www.topagentmagazine.com ogy, great culture, and a sales force of over 3 No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions she are taken to ensure theThrough accuracy of published agents,” explains. this brokerage s materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. is able to go above and beyond expectations a To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. provide continuous, high quality service. Speci izing in luxury and equestrian properties, Patric serves northern Georgia, Chattanooga Top Agent Magazineand su rounding areas, but can cover a wide range as s

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 4

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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REBECCA PEDEN

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Top Agent Rebecca Peden’s nickname is the “Energizer Bunny” because of how hard she works every day, and her responsive, attentive customer service has earned her a reputation in Middle Tennessee as an agent who goes the extra mile to further the best interests of her clients!

After pursuing a career as a college professor and teaching for multiple universities, Rebecca Peden wanted to find a job that would allow for more time to spend with her kids. After having many people suggest for her to look into real estate, she decided to make the leap and get her license. Rebecca is now in her sixth year as a Realtor, and has been thriving in her new career – her 10 Copyright Top Agent Magazine

nickname is the “Energizer Bunny” because of how hard she works every day, and her responsive, attentive customer service has earned her a reputation in Middle Tennessee as an agent who goes the extra mile to further the best interests of her clients!

Rebecca puts sincere effort into making her clients feel comfortable and confident in Top Agent Magazine

their ability to find success during their real estate transaction, and looks forward to the opportunity to offer genuine aid to her clients wherever she can. She is a creative problem solver with a wide variety of experience with various facets of real estate, including luxury properties and first-time homebuyers, who is well-equipped to overcome any obstacle that might arise during a transaction. “I love helping people. I take the time Top Agent Magazine

necessary to pinpoint my clients’ needs, so we can meet those needs and take away as much stress as possible,” Rebecca says. Her personal approach is a big reason why she gets the majority of business through referrals from satisfied clients.

When it comes to communicating with her clients, Rebecca finds it important to maintain a persistent line. She is quick to 11 Copyright Top Agent Magazine

“I’m always going 90 miles an hour,” Rebecca laughs.

“I juggle a lot of things, but my mission truly is to provide excellent service for my clients.” answer her phone, and makes her clients feel like they are the center of her attention when they speak with her. In order to build relationships with client that last for years, Rebecca stays in touch with them long after the transaction is closed through drip campaigns, regular phone calls, and social media – she becomes good friends with many of the people she works with!

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Throughout her career, Rebecca has made herself an attractive option for prospective buyers and sellers because she is friendly, helpful, and a great listener who consistently offers solutions to her clients.

“I’m always going 90 miles an hour,” Rebecca laughs. “I juggle a lot of things, but my mission truly is to provide excellent Top Agent Magazine

service for my clients.” Rebecca puts all of her energy into her work – she closed 40 transactions last year, and advertises heavily across social media for her listings and her brand in order to reach out to as wide an audience as possible.

In her free time, Rebecca loves spending time with her family. She lives a very Top Agent Magazine

active lifestyle, and enjoys working out and teaching fitness classes at the local gym. She regularly engages with her community through her church, the Franklin First United Methodist Church, and her faith informs everything she does.

The church conducts food drives, mission trips, and community events, all of which she has been involved with over the Copyright Top Agent Magazine 13

years, and Rebecca also taught music at Vacation Bible School through the church for thirteen years. Rebecca recently started drhome, a real estate partnership with fellow Realtor David Martin, which is part of the Middle Tennessee Home Experts team.

She hopes to continue growing her business and building out her team well into the future. If you’re looking for a Realtor in Middle Tennessee who works hard to provide maximum value to her clients, look no further than Rebecca Peden!

For more details, contact Rebecca at (615) 788-1131 or at rebecca@drhomesales.com, or visit drhomesales.com www.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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PATRICIA PEDDICORD

For Patricia Peddicord, real estate has always been a part of life. “I became an agent in 2004, but prior to that I was part owner of a new construction plumbing business, so I’ve literally been in real estate from the ground up my whole adulthood,” Patricia says. Based in Chattanooga, she recently joined Keller Williams, which is the number one office in the region. “They have amazing technology, great culture, and a sales force of over 300 agents,” she explains. Through this brokerage she is able to go above and beyond expectations and provide continuous, high quality service. Specializing in luxury and equestrian properties, Patricia serves northern Georgia, Chattanooga and surrounding areas, but can cover a wide range as she is licensed in Alabama, Georgia and Tennessee.

She is an expert on rural opportunities, and loves to educate people on all of their options. “For instance, Alabama has very liberal laws regarding exotic animal ownership, so if you wanted to have a hobby farm with exotics, then I would suggest 18

there,” she says. But she is well-equipped to handle all types of real estate transactions, from downtown condominiums to luxury waterfront homes.

With the vast majority of her business deriving from repeats and referrals, it’s clear she is keeping

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her clients happy. “I just love this region, and I love maintaining my relationships with those I serve,” she says. Patricia stays in constant communication with her buyers and sellers throughout their journey, and is also there for them afterwards.

“I keep in touch with them through emails and cards, I also will connect with them through social media. If I hear that something big happened in their life, like they had a baby, I’ll send a gift over.

My goal is to build friendships that last.”

After the transaction is over, clients love to leave glowing reviews about their time together. One recently said, “We were so happy that we chose Patricia Peddicord to sell our property. We needed someone with knowledge and experience in multi use property. She has expertise in Equine facilities, international sales, onsite rental and venue opportunities. She was a very motivated agent and worked tirelessly to find us the right buyer and get us top dollar. We recommend her to all our family and friends seeking an agent.” Another wrote, “Excellent service. Always responded back quickly. Was able to help us overcome the challenges we faced when purchasing our property and negotiated a great deal for us. Highly recommend to anyone looking to purchase in the area.”

When Patricia isn’t working, she’s staying active in the community. She is a committee member of RPAC (Realtor Political Activist Committee), which advocates for government policies that benefit homeowners. “We make sure that we protect homeownership, the affordability of insurance, and much more.” They are the third largest political donor group and are continuing to grow. Patricia is also involved in animal rescue.

Looking towards the future, Patricia hopes to help more people with their real estate dreams. “I am focused on serving my clients with 100% of my heart, I will do anything for them.” She’s truly enjoying every minute of her work, and can’t imagine herself anywhere else. “I just love this industry. It’s part of my life blood.”

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To learn more about Patricia Peddicord, please call 423-681-8778 or email parealtor4u@gmail.com 19

Are Your Presentation Skills Costing You Money?

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ometimes we’re so focused on technology and education that we forget this is a “people business”. And, a great deal of the money you make comes from your ‘point of contact’ skills. What do I mean by that? Lead generating dialogues and presentation dialogues. Yet, how much do we work on those verbal skills?

Unfortunately, communication sales skills have gotten short shrift in the last decade. Why? I think it’s because many of us are so challenged by technological changes. But, slow down. Think about how you actually make money. It’s at point of contact.

Getting better at point of contact skills translates into more money in less time.

We’re All Presenters Everyone in the real estate business presents: Agents present, when they are doing listing or buyer presentations. Managers present when they are recruiting, or doing their office meetings. Mortgage and title 20

By Carla Cross

When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done. reps present when they are in front of a group of agents in an office, talking about their services. So, doesn’t it make sense to become ‘killer’ at those presentations? You’ll double your money and halve your time.

Bug Off: I Do Okay Just Like I Am Yeah. I know. As a musician, I’ve worked with literally hundreds of people who thought they ‘played good enough.’

Some people just get to a certain performance level and leave it there. Have you ever thought that, often, our presentation strategies (or lack of) work in spite of us, not because of us?

As a musician, I know the thrill of performing at high levels. So, open your mind and consider

stepping up to a higher presentation level. Not only will you have personal satisfaction, you’ll make more money!

Now, let’s tackle one set of presentation skills: Organizing that presentation effectively.

Having heard listing presentations that wander all around the world, I know the importance of effective presentation organization.

Three Steps to Organize Your Presentation to Knock Their Socks Off Most of the time, we just get in front of people and say whatever we think of first. That leads to some big presentation mistakes, and costs us ‘sales.’ Instead of stumbling through a presentation, why not organize it to Copyright Top Top Agent Agent Magazine

grab their attention, persuade them to your way of thinking, and motivate them to action?

You can. In my new resource, Knock Their Socks Off: Tips to Make Your Best Presentation Ever, I show a simple three-step format to create your persuasive presentation. No matter why you’re in front of people, we need to be persuasive Think about it. When you’re doing a listing presentation, what do you want to happen? You want them to sign the listing agreement when you’re done.

So, it’s extremely important that you organize your listing presentation using a persuasive format, not just an information-heavy dialogue flow.

Grab Their Attention in the Opening Have you thought about your opening? Or, are you nervously standing at the sellers’ door, worried about what you’re going to say? Are you hiding in your office because you dread doing that sales meeting? When we haven’t organized our presentation, we come up with some really boring, off-putting openings, like: I won’t take much of your time, but...

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We have a lot to cover today We won’t get through the outline I know you don’t want to listen, but...

I’m not really prepared

You just open your presentation book, point to the pretty pages, and say, “here’s a keybox” (I’m not kidding. I’ve seen it….)

Great openings, yes? Yet, we’ve heard them dozens of times. You don’t have to settle for whatever 21

If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view. comes ‘naturally.’ Instead, make your openings: Provocative Interesting Different Engaging I just attended a ‘Train the Trainer’ session (yes, I still learn great stuff every day!), where the trainer said it was important to engage the audience in a meaningful way in the first two minutes of your presentation. I think that’s a great rule to follow today, because people’s attention spans are the length of a gnat’s eyebrow. So, the next time you attend a presentation, see how much time elapses before the speaker/presenter/trainer gets the audience into meaningful action.

I don’t mean to ask a rhetorical question, either!

A Middle That Educates Your ‘Audience’ to Your Point of View In the middle of your pres22

entation, add those stories, statistics, and visuals that support your point of view. By the way, as you create that presentation, jot down your point of view. If you’re doing a presentation to sellers, one of the major objectives of your presentation is to persuade them to your listing price point of view.

Retention is Key

Why Use Visuals?

Three days later:

There are two reasons to use visuals in your presentation:

We retain 10% of the information when we hear it

We believe what we see

We retain 65% of the information when we hear and see it

We retain the information much longer As you organize your presentation, ask yourself:

Have you ever met with sellers or buyers, given them lots of information—and then had them question you about it a few days later—as if they never heard you—or heard you backwards? That’s because people don’t hear and retain very well.

Look at the statistics:

So, use visuals to prove your points, not to merely show pretty pictures of houses.

The Ending: What are the main, and fre- Back to the Beginning quently, unspoken objections my ‘audience’ will have? How do I educate them to show them the reasoning behind my point of view?

Have you thought about your wrap-up? Or, like many presenters, does your ending sound like this?

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Well, that’s all. What do you think?

pop tunes are constructed with this format:

We’re out of time. Thank you.

I hope you’ll list with me

theme—variation—theme

I don’t have time to close.

I couldn’t get to much of the material, but you can read it In fact, even the most professional presenters frequently have trouble with their endings.

One of the main reasons is that they run out of time. Another is that they haven’t thought the ending through.

How to Do a Stunning Ending Crafting an effecting ending is the second most important part of your presentation. (The first is the opening). To craft a great ending, Go back to your beginning opening theme Summarize the benefits of going ahead with you/take action Motivate your ‘audience’ to take action

A Great Presentation is Crafted Like a Pop Song As a musician, I know that all Top Agent Top Magazine Copyright Agent Magazine

This is known in the music business as the ABA format.

Think of your favorite pop tune: Hum the beginning.

Think of the end. They’re alike, right? It’s the middle— known as the ‘bridge’—that is the humdinger. It wanders all around. Your persuasive presentation should be crafted like that pop tune: A. A compelling start (think Billy Joel, Neil Diamond, etc.)

B. An interesting, developed middle, with stories, statistics A. Back to that theme, with a motivating ending Now, you’re all set to craft a great listing or buyer presentation, great recruiting meeting or sales meeting, or awesome product/service presentation to any audience.

Carla Cross, CRB, MA, President of Carla Cross & Co., is an international speaker, coach, and resource provider specializing in real estate management. A former master level CRB instructor, and National REALTOR® Educator winner, Carla was recently named one of the 50 most influential women in real estate. For a free document on standards to establish, email Carla at Carla@carlacross. com and ask for standards document.

Carla has written six internationally published books, and provides coaching programs for management, including her affordable inoffice coaching programs Up and Running in 30 Days and On Track to Success in 30 Days for Experienced Agents, which provide standards, focus, and accountability.

Reach Carla at 425-392-6914 or www.carla cross.com.

P. S. Practice!

Many more tips on presentations and presentation skills are in my new resource, Knock Their Socks Off: Tips to Make your Best Presentation Ever.

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