Foreign once told me that there's two great fears in life: death and dying and public speaking. and I Remember early on in my life thinking to myself well I don't know if I'll be able to get over to this one because we're all a little Peter Pan and want to live forever. But if I can Master this one I can Master The one thing that has more people, more people would rather die than be a public speaker to help you go to the next level. I Have someone that has some insight on this Patricia What does it take to be a public speaker? First, we all have to realize that outside the privacy of our own homes.

And now since the Pandemic in our homes, all speaking is public speaking. And if you want to improve a stage performance, improve your everyday casual conversations and more formal business conversations because what makes a good compelling sales presentation, team meeting are the same ingredients that go into a charismatic keynote to thousands of people. you are so good someone's asking right now who in the world is Patricia from who finished Patricia Well Patricia Fripp was a 20 year old hairstylist that came to America with no job, nowhere to live, didn't know anyone had 500 but knew everyone in. America was rich and the streets were paved with movie stars.

Oh movie stars! So I was very successful in hairstyling. I was one of the first women to go into men's hair styling when it was a new industry. I was one of the last students of the great J Sebring who did all the movie stars here and then when I opened my own Salon I started traveling Nationwide for a hair product company giving seminars to hair stylists and then of course all my executive clients said oh, you're speaking come speak to my rotary club Kiwanis Club Lions Club Breakfast Club and I realized what most people realize if they're smart is that giving presentations in your own community and now with Virtual that expands our own environment, it is the least expensive way to promote your business. Yes, so are you speaking to promote my business Joined the National Speakers Association Turned up at my first convention thinking no one's going to want to talk to me I only talked to Rotary clubs and hairdressers right? and two things happened.

one I realized hmm I started hairstyling at 15 when my lease is up I'll be 40. 25 years behind a hair styling chair. there will be another profession. Perhaps this is it.

Secondly, I got discovered by a big time promoter who booked me to speak to 2 000 people on the same program with Dr Robert Schuler the minister from Garden Grove who was a big speaker. Yes and of course in those early days I knew your dad. Oh yes oh yes he he would. He would tell me about you coming out of like NSA meetings He would say there's there's two legends in our space Ron Arden and Patricia Fripp and I've been blessed now to work with both of you.

good. So that's how I began. Seven years later I or eight years later I was the first woman president of the National Speakers Association went full-time Is that a big deal? It was. Yeah, it was it.

Of course NSA was smaller than it was our 10th anniversary, right? Dare I tell you we are celebrating our 50th Anniversary this year, right? And so for many years I delivered 120 Keynotes a year and then just as you would tell all your clients and followers listen to your clients. They will tell you what they want to give you money to do. Yes And then people started saying I liked you I liked your message but I loved how you deliver it. Can you teach our sales people to speak that way? Yes and then can you work with our executive? He's not a good speaker so although I still speak at conferences I make my living helping Engineers become rock stars, work with Executives and Professionals in all, Industries become Superstars at what they're doing.

You imagine that Bill Gates would have hired you I think you did okay without he did okay. but my goodness, the contrast between he and Steve Jobs as as presentation skills. but I regress. Let's for the person listening right now.

Yes, they've probably watched me over my 34 years go from Ron Arden and that's before you met me. Get them to watch you a year from now, Darling. Wait, yeah, you gotta have a growth mindset. So so talk to us about the mistakes to avoid and whether it's in the casual conversation or perhaps on an appointment with a Potential Prospect or I could be on Zoom or I could be shooting a video there's you've.

identified a lot of the mistakes and I think many times we we learn more from the mistake than we do from being told what to do. So so just shed some light. What are some of the mistakes we should avoid? Well one realizing, nobody gives a damn about us. Yeah, they care about themselves.

So it's a matter of if even in email, write down what you want to say and then look back and change the I worse versus you ratio. So I might say I'm sending you this proposal you might say then instead say Tom you will receive the proposal you requested. Yes, so look at it. it always about the other person and it's a subtle shift but a huge yes impact.

So that's as simple as sending an email and in a conversation and you say what would you like to discuss on and whether it's a sales presentation I work a lot with sales people. Now we've gone. Hopefully, although you don't always believe it from Hi I am John Smith I Work with this company. We've been in this nobody cares.

So I suggest every salesperson open the presentation whether it's a formal or just a conversation across the dining room table with the prospect congratulations, thank you See, congratulations, Congratulations! You've obviously been very successful in your profession and this home is magnificent. Now what are you looking for as you trade up to a larger home or whatever that yeah, context specifically for that movie? It's always so always start with talking about them before you talk about yes back then and very simply rather than say thank you for your time, No, everybody says that Yes. Now my number one principle in Superstar Sales presentations. If you sound the same as everybody else, you have no advantage.

I recommend you say congratulations and what do they genuinely have a right to to be proud of? And then you don't thank them for the time you say thank you for the opportunity, discuss how the Tom Ferry training might be exactly what you're looking for, how our services might be exactly yeah. I Love it. So so the first mistake is the subtle little shift of I versus you. The second one is you don't want to walk in sounding like everybody else which most walk in and I'm not saying my client watching but most walk in and say hi.

Thanks for having me over. Here's my stuff. Here's my stuff. Here's my stuff.

Here's my stuff. and then we do. And then we do. And then we do.

And then we do. And then we do. which, which that works to a certain degree, but not for everybody. And you're saying, make it entirely customized about them Yes, for example, when I work with sales teams, some of my clients get 20 million dollars if they get a yes, if you look at what are the challenges, opportunities, or interests and you usually find this if you're moving along before a formal presentation and so after your thank you for the opportunity and if somebody prepares you for the meeting.

this might not be the same for a Realtor, but if it were a larger meeting, you might say John and Mary have been very generous with their time and information. If they're getting you ready to work with the executives and they and they told me that your interests are your challenges are your areas of Interest your opportunities are and then you structure your presentation around their interests, their interests. Yes And then when then you talk about your company because most people know more about you than some of your newer sales people do. By the time you get there, yes, other competitors have been pushed away.

it's you or maybe two or three other people. So then you say, well, this challenge reminds me of our other client, the ABC company. So just like you, so you're telling your stories in a way that you are answering the unasked question. Which is if we say yes to you, what's it going to look like right? and this is what I call and I Know you're a big promoter of stories, story stories, but good stories about happy, satisfied clients are as if you were taking them on your sales call with you.

That's right. that's right, People like it's Jason and I who you had the Good Fortune to work with in a very impromptu way recently. Uh, we talk a lot about I can give you a thousand things to do, but we always remember the story. we remember the metaphor.

we remember the example. and when you make the client the hero not you when it makes this person over here the hero I can see myself being that hero and if I want that, then I'm more inclined to say yes to you. Okay, Switching Switching gears because we're going to do. we'll do more in the future.

This is a nice little teaser for people. Um, everyone watching has had to stand up in front of an audience. That audience could be at an office meeting where they say I have a listing and it's a three bedroom, two bath, the yada yada. or it could be in front of their sales team and they're a sales team leader Or a sales manager.

Or a broker or someone in a leadership position who has to deliver a message. What are the two or three biggest mistakes that person's making that they should correct? Well what? I'm going to do is give them two or three techniques. Beautiful to incorporate one. Remember, nobody knows how you feel.

They only see how you project. You might be nervous. however. breathe, Stand firm, smile, and once and know exactly how you are going to open that presentation.

Yes, because as soon as you you've got your opening couple of lines out and people are leaning forward or responding or smiling back. And if you smile, the chances are they'll smile back. then you're into the flow. Also, you might prepare and this would be I Don't care if you've got a keynote that you've nailed.

you've delivered 350 times. There will be a day that for whatever reason you're distracted, you forget what comes next. The audience does not know what you intended to say no. So it so okay.

But let's Okay So I'm I am such a student of this. You in your first point had like Five Points All right. Stand and Deliver stand confidently, put a smile on your face. I Think a lot of people don't think about those.

uh, those details. Like we know when you you're standing in front of the audience like you have to control the like. You're not gonna probably do this, but some of you can. You have to stand in a way that is both inviting, authoritative, not not domineering and demanding.

but is there a posture that you recommend? Is there a movement you recommend that that Is gonna give me all of that in one shot before I even open my mouth. Everything we do Tom adds to or distracts from our message. You could just stop right there. That's such a like I have done a million talks of that.

Say that Again, everything we do yeah adds two or distracts from our message. Everything and what I In a perfect world if you're giving a big convention speech or if you're delivering a presentation for your Senior Management If possible, go to the room where you'll be speaking in Showbiz they call it make friends with the stage even if it's not a stages the front of the room yes, nowhere where the projector is, get comfortable, stand, move and act as if you will and imagine a successful outcome. I Have clients that come to me I'm a terrible speaker I Say no, you're not. You're an untrained speaker.

Bingo You're a brilliant speaker. Stop telling yourself what you don't want because we all know the subconscious might know You are a magnificent speaker. You've got great content now. another mistake though.

but I like the you're an untrained there is, there are clap. We're going to work with a group right now on these sort of Classics of what does it take to be a great platform presenter? You have many books. Can I Can I shamelessly self-promote one of your books? What book, What book should they read right now? Deliver Unforgettable Presentations This is the latest go to Amazon It's an easy read. probably four hours and it's step by step exactly how to put together a presentation.

Can I get a signed copy I have one for you I only have one book? Yes. Okay, the book is called again. Deliver Unforgettable Presentations yes and a presentation is whatever you are doing Yes and are you on YouTube All over all over I'm I'm being physicious so they can find you everywhere. They can find me everywhere and they can send me an email at Pfripetfrip.com You actually got people like I have some strange email for you.

So I I Do I have the same person even though you have the back phone. you have the bat phone but the easy one is.com double P Click on free resources? Yes. Sign up for my Weekly Newsletter We have so much information to give free. thank you so much for doing what you're doing and we're about to actually go right into a training with a bunch of speakers.

So uh, for the person watching right now, we could have spent three or four years unpacking everything that she's gonna teach. Dig in. Grab a book if you want to be, just want to be more effective. I Don't with your kids, with your spouse, with your friends, with your rotary club, with your office mates, with your office meetings from the stage again.

I Said it hurts it's Ron Arden and Patricia prep right like the the two legends of this space. So thank you for being in my world. Thank you for sharing quickly on this podcast. Promise me we can do another one I Hope right when we have more than like 15 minutes we can.

Yes, Okay, let's let's lock ourselves in in a room for a weekend and deliver and do nothing but a podcast. I Was just gonna say we're gonna have to talk to your husband and my wife about this. Maybe your wife. Okay, you heard it here first Ladies and gentlemen am I blushing right now on my show Yes! welcome to the Tom Fairy Blushing show and all right.

So Patricia thank you so much You take away some nuggets from this implement it just try something new I Love just the Simplicity of going in and being in the room right, finding that posture, finding that energy and then we can. we'll Explore More on opening questions and all that stuff. Buy the book by the book. Thank you.

.