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The Art of Elevator Speech: How to Make a First Impression That Sticks

The Art of Elevator Speech How to Make a First Impression That Sticks

Copyright © 2009 Horsesmouth, LLC. All rights reserved. It is forbidden to copy or transmit this report in any manner. Unauthorized use, reproduction or distribution of the material contained in this report is a violation of federal law and punishable by civil and criminal penalty. For permission and more information, contact [email protected].

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The Art of Elevator Speech: How to Make a First Impression That Sticks Copyright © 2009 by Horsesmouth, LLC. All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, faxing, e-mailing, posting online or by any information storage and retrieval system, without permission from the Publisher. Unauthorized use, reproduction or distribution of the material contained in this document is a violation of federal law and punishable by civil and criminal penalty. Multiple copies of Horsesmouth documents may be purchased for business or promotional use for special sales. For information, contact: Horsesmouth, LLC. 39 Broadway, Fl 23 New York, NY 10006 1-888-336-6884 (Outside the U.S.: 1-212-343-8760) ISBN


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Contents Introductory Remarks………………………………………………………..1 What is an Elevator Speech, and Why Should You Have One?.....................1 Forming Your Elevator Speech……………………………………………...6 Proven Approaches: The Team Approach………………………………………………..10 The Analogy………………………………………………………..10 The Rhetorical……………………………………………………...11 The Problem-Solver………………………………………………...11 The Straight Shooter…………………………………………….….12 The Offbeat………………………………………………….……...12 Practicing Your Speech…………………………………………………….13 Moving the Conversation Forward………………………………………....13 The Keys of Conversation………………………………………………….14 Building Rapport With a Niche ……………………………………………18 Questions and Answers.……………………………………………………19 Referenced Articles.………………………………………………………..23


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Introductory Remarks (Slide 1) Slide 1- The Art of the Elevator Speech: How to Make a First Impression That Sticks Doug: Hello. I’m Doug Pierce here at Horsesmouth. Welcome to the latest Horsesmouth Members-Only Teleseminar; The Art of the Elevator Speech: How to make a First Impression That Sticks. Today you are going to learn how to put together an effective introductory statement that will kickstart a conversation and let people know exactly what you can do for them. You should have received an email with links to the PowerPoint slides that accompany this presentation. If you haven’t opened these slides yet, now would be a good time to do so. Please note that all lines will be muted for this presentation, and you will have the opportunity to submit questions at the conclusion. So let’s get the show started. Here’s Ed Klink, Horsesmouth senior editor and client management expert. Welcome, Ed! Ed: Thanks, Doug. Glad to be here. I’m excited that so many of you have taken time out to join our special teleseminar. Today I’ll be sharing some proven strategies for successful introductions. My goal is that each of you leaves our program today inspired to create and test out some conversation-starters of your own. So let’s get started. You’re driving your own slideshow today but I’ll cue you when to advance the slides. And please no peeking ahead. So let’s begin by clicking on the next slide, which is slide number two. What is an Elevator Speech, and Why Should You Have One? (Slides 2-6) Slide 2 - What is an “Elevator Speech” anyway?


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So what is an elevator speech? It’s a short, compelling reply to the question, “So what do you do?” It should sound natural, genuine, and brief enough to deliver during an initial interaction, whether on an elevator, during a chat with the person next to you on a plane, or at a community function. Another name for this conversation-opener is a “positioning statement.” It’s how you answer when someone asks what you do for a living. Having a good opening statement is important because you never know when an opportunity will knock. The ideal speech should hit a nerve of a potential prospect and cause them to ask more. What shouldn’t it be? An elevator speech should not be a sales pitch. It shouldn’t sound like a canned message. It shouldn’t make people regret having asked what you do. The challenge is crafting an effective statement that is not “salesy,” vague, or long-winded, and leaves the other person wanting to learn more. That’s what we’re going to learn today. Please advance to slide 3. Slide 3 - Why have a speech? Why have a speech? In addition to having a response for when people ask what you do, writing an elevator speech can help you clarify who you are and what value you provide to others. With a little time and thought, it can help you re-focus or redefine yourself. A statement can help you target and zero in on a specific group, open up conversation and lead to referrals. It can help you become more confident at networking, which is an important skill that needs to be practiced—especially with many of us spending a lot of time behind our desks. Many advisors have tried their hand at creating “elevator speeches.” Let’s look and see some results of a recent Horsesmouth survey. Next slide, please.


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Slide 4 - 2008 Horsesmouth Survey of 1,800 FAs We surveyed 1,800 advisors and nearly half have some form of an elevator speech. And nearly 40% want one. Let’s jump to slide 5. Slide 5 - 2008 Horsesmouth Survey of 1,800 FAs Over half of the respondents question the effectiveness of their present statements. This isn’t surprising, because the thought of boiling down the essence of what you are all about is a bit scary. Next slide, please. Slide 6 - 2008 Horsesmouth Survey of 1,800 FAs Over half of those in our survey use their statements several times a month, so clearly it is a tool you should have in your prospecting toolbox. Next slide, please, slide 7. Forming Your Elevator Speech (Slides 7-12) Slide 7 - So, what do you do?

How do people know what you do?

Back in the old days, it was a lot easier. In medieval times, often your name provided the answer. If your name was Smith, you were the guy out there pounding horseshoes. If it was Miller, you ground the village's flour, and all the Coopers were busy making barrels and casks.

Today, however, things aren't so well defined. You don't wear an identifying uniform like a firefighter or chef. Perhaps a few decades ago you could be pegged as a Wall Street type by your pinstriped suit, but with today's casual dress, even that’s less likely to be the case.


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Yet we all still want a way to convey to others what we do, and it's especially important for advisors to get that message across.

And for many people, saying "I'm a financial advisor" or "I'm a broker" just doesn't cut it. At least not without some other qualifying statement.

“So what do you do?” Let’s talk about that question for a minute. It’s right up there with “So what do you think about the weather?” Or “How ‘bout those Yankees?” Many of us are uncomfortable with the “What do you do” question. Why? Because the question gives the person asking it a measure of power. It’s a question we feel compelled to answer and we want to get it right. And since this question presents an opportunity it is a question we should want to answer. What you say when casually asked about your profession has the potential to open up new relationships or shut them down.

Next slide, please.

Slide 8 - Sample statement…

Here’s an example of what we’re talking about. This statement is from Bryce Sanders, a former advisor and Horsesmouth contributor.

“I’m a financial advisor with ABC securities, I work with successful small business owners and families in the Syracuse area.”

In this case, he goes with using “financial advisor,” and associates himself with a known firm. He also points to the target group he works with, small business owners, and well as highlighting his local ties, in this case Syracuse.

You might be using a variation on this approach already. As you’ll see later in the program there are many other ways to position yourself.

Next slide, please, slide 9.

Slide 9 - Where can you use it?

Where will you use it?

While we’re calling it an “elevator speech,” you also want to think about where and how you might be replying to the “What do you do?” question. This can help


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you in crafting your own statement and make it more local or appropriate to the types of people you are prone to encounter. The more you can convey how you help people living in the environment where you encounter them, the more relevant you will appear.

Your elevator speech can also be customized for use in a variety of situations. For example, museums, family reunions, conversations on a train, community events, and back-to-school night. I’m sure you can think of many others.

Next slide, please.

Slide 10 - The Prospect’s Perspective

When someone asks, “So what do you do?” There is a key aspect to a successful response. It must be tailored to the prospect’s perspective. It must address the problems and concerns of others, and it’s even more effective if it zeroes in on a “pain point.” Remember the Latin term, “Cui Bono.” It means, “Who benefits?”

Your statement should signal the prospect that getting to know you better will benefit them. So how about we make this a bit easier?

Let’s look at a sample template used by industry veteran and Horsesmouth contributor Katherine Vessenes.

Next slide please, slide 11.

Slide 11 - Template

Here’s a handy-dandy template.

Using the template as a guide insert the benefits you provide, your target market, and the client need you aim to address.

• We provide (benefit), (benefit) and (benefit) for (target market), so they can (satisfy desire).

• We have a team of experts who help boomers reduce their taxes so they don’t run out of money in retirement.

Next slide please, slide 12.


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Slide 12 - Starting Conversations…

Starting conversations

As we’ve talked about earlier, your elevator speech isn’t an advertisement; it isn’t a plea for business. The point is to start a conversation. Howard Gardner, author of the book Changing Minds: The Art and Science of Changing Our Own and Other People's Minds points out that conversations present an opportunity to have a customized dialogue with another person, unlike a scripted presentation such as a seminar. Here’s his formula for a successful conversation: Start with an interest you share with another person or small group.

• Establish common links • Promote engagement in a common business interest • Have a little give-and-take on a topic • Keep the atmosphere open, upbeat, and optimistic

There are many ways to do this, so let’s look at some examples.

Mentioning that you work with “small business owners” makes you accessible, most people know a small business owner and many have plans or dreams of starting their own.

You might mention that you work with families. Most people come from a family or have one of their own. People have children, or aging parents, or disabled family members they need to care for. They want to provide for them and naturally have concerns about their well-being. By mentioning you work with families you are communicating you share their family values.

Mentioning that you work with local foundations or charitable organizations shows your philanthropic side. A prospect possibly has heard of the organization and can respond accordingly.

For example, saying, “I’m also on the board at the local hospital,” shows your community involvement and local prestige.

Mentioning how you work in the “local community” can catch the interest of people who are wary of big-city organizations, and signaling that you are a local guy or gal who isn’t going away anytime soon.


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When you use the right keywords, you can give the other person something to respond to, and build upon the conversation.

Now let’s look at some examples of the variety of approaches advisors are using in their elevator speeches.

Next slide please, slide 13

Proven Approaches (Slides 13-18)

Slide 13 - Team Approach

Team Approach

Advisors who use this approach highlight their connection to a team. This kind of statement is useful for conveying the range and depth of service that people can expect from you.

Rookies or young advisors who may lack, or be perceived to lack, expertise may also find this approach useful.

"My team delivers customized financial solutions to a select group of wealthy families and institutions." —John F., Atlanta, Ga.

Slide 14 - The Analogy

The Analogy

In this colorful approach, advisors relate their value to some vivid image the listener can immediately picture.

"I'm like an old-fashioned internist. I monitor your financial health and well-being. When there's a problem, I either treat it myself or bring in an expert from my team who can."

—Jeff R., Tarrytown, N.Y.

In this example Jeff is comparing himself to the image of an old-time doctor who made house calls.


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What variation on this theme would you create?

Slide 15 - The Rhetorical

The Rhetorical

In this style of statement, advisors ask a rhetorical question that most everyone has thought about or faced themselves.

Then they show how their work provides an answer to that question. Like anything you script, these statements are most effective when rehearsed so that they sound natural and off the cuff.

The advantage is that many people do use rhetorical questions in conversation, so this can come off as a casual and relaxed way of explaining what you do. The Q&A style also offers a seamless way to incorporate an analogy.

"You know how successful people don't always have the time to manage their wealth? Well, I help them manage their assets so they have the time to enjoy the things they like to do."

—Gary G., Portsmouth, N.H.

Slide 16- The Problem-Solver

The Problem-Solver

In this approach, advisors position themselves as providing safety from a commonly held fear or a common pitfall for their target niche. Again, it's important that you make a problem-solver statement sound genuine. Otherwise you run the risk of sounding like you trying to frighten people with scary marketing blurb.

“Have you ever seen a seemingly successful family business suddenly close its doors? Well we help small-business owners avoid the mistakes that can let this happen.”

Howard K., Atlanta


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You might work the current crisis into your own problem-solving statement.

Slide 17- The Straight Shooter

The Straight Shooter

Advisors use these short and sweet statements to zero in on a need and explain how they meet that need.

"I help take the stress out of retirement. My team and I design sound money management strategies so my clients can retire—and stay retired."

—Cyndy K., Bellevue, Wash.

These statements are deceptively simple: they're easy to deliver but can take a while to develop. Can you boil your practice down to just one or two straightforward sentences?

Slide 18 - The Offbeat

The Offbeat

Some advisors like to have fun with an offbeat approach.

When you try something bold or zany; it depends on your delivery and personality to work.

"I'm a ladder holder. I make sure people like you who are climbing the ladder to financial success aren't leaning against the wrong wall."

—Ken D., Altoona, Pa.

If you decide to use this kind of humorous or folksy approach, make sure you practice it on friends and family to get some feedback. Chances are that if it reflects the genuine you, it will be a keeper.

Next slide please…Slide 19


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Practicing Your Speech (Slide 19)

Slide 19 - Try it out…

Once you have a working elevator speech you’ll want to try it out with colleagues, family, and friends. Then memorize it and practice delivering it so it sounds natural. Try recording yourself delivering your speech and see how it sounds.

Remember, many of don’t like the way we sound on a recording so get some other opinions before you’re too tough on yourself.

Next slide, please.

Moving the Conversation Forward (Slides 20-21)

Slide 20 - Every action in a movie serves to move the scene forward

Move the scene forward

While it’s important to practice your speech, let’s talk about the main purpose of your elevator speech, to move the conversation forward. In movies every scene exists to move the plot forward. We’ve all heard of great shots or clever dialog that ends up on the cutting room floor. The editor has an important behind-the-scenes job—mercilessly cutting anything that doesn’t move that plot forward. Your goal as a facilitator of good conversation is also to “keep the scene moving.” Keep that in mind when crafting your own speech. Next slide please, slide 21. Slide 21 - Move the scene forward Once you engage someone in conversation you have to be able to improvise. You’ve probably seen that show with Drew Carey, “Whose Line is it Anyway?”


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It’s a great example of how Improv actors are given a topic and asked to run with it. The thrill to the audience is watching how the actors can move the scene forward by essentially making up the routine as they go. Improv actors are taught to play off one another and keep the focus on the other person. Done right, it’s a treat for the audience and the same applies to good conversation as well. Try using the “yes…and” approach improv actors use to advance the scene. For example:

• “I don’t know what to do in this market, it’s scary.”

• “Yes…and one of the things I do is help people make sense of the current crisis and see if they should make any changes to their financial plan.”

Try improv, you never know where it may lead. Next slide please. The Keys of Conversation (Slides 22-26) Slide 22 - Being a conversationalist is an art Conversation is an art We've all met people with personal magnetism, the ability to walk in and light up a room. They have a genuine smile, an aura you feel. We know it when we experience it, but it’s tough to pin down. The dictionary describes charisma as "a personal attractiveness that enables one to influence others," or a "personal magic of leadership." But what we really want to know is: what is the source of that kind of power? Jim Rohrbach, a business coach and Horsesmouth contributor shares this definition: "People with charisma have a clear-cut sense of purpose. They're a living, breathing manifestation of who they are and what they're all about, and people find that attractive." Charisma isn’t just limited to larger-than-life folks like Brad Pitt or Frank Sinatra. It can be felt in others on even a brief elevator ride. Studies have shown that “chemistry” is a key determining factor for clients when choosing advisors.


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Here are some tips to keep in mind to have more of a charismatic effect on others. Next slide, #23 please. Slide 23 - Do you have charisma? In the book “Blink” author Malcolm Gladwell cites numerous examples of how we all use limited information to come to a decision within seconds. First impressions count. We truly do make snap assessments and judgments about others. It’s an ancient practice, one that helped our distant ancestors survive. Keep these tips in mind as you work on your elevator speech. Project confidence. Most of us know the basics, walk with purpose, look folks in the eye, have a firm handshake. But it’s important to remember to actively project it. Be Happy. Be a person who is on the lookout for solutions and opportunities, and avoid being a part of the doom and gloom crowd. Express a genuine interest in others. People like people who are interested in them. Get slightly famous. Local media appearances can work wonders on boosting your charisma. Write an article for the local paper, or get interviewed by a local radio station. There are lots of resources on Horsesmouth on how advisors have done this. Be bold but humble. People with personal magnetism seem to instinctively know how to balance talking about their accomplishments with being humble. They know the level of both boldness and modesty that make people comfortable. They don't hide what they've done, yet they never engage in one-upmanship. They don't take themselves too seriously and are willing to joke about their foibles because it puts others at ease. Live for a mission. Charismatic people walk and talk their own personal mission. As Jim Rohrbach says, "Most people stumble through their whole lives without figuring this out,"


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But charismatic advisors know who they are and are not afraid to tell it to the world. They're not afraid to succeed. They turn their prospecting outings into adventures because it's really where they want to be. Next slide, please Slide 24 Slide 24 - Body language Body language Another important aspect to an effective elevator speech is body language. Even the best speech will be nullified if the advisor stands too close, or appears disinterested, or his checking a Blackberry while talking to someone. You also want to take note of the body language of others and adjust your conversation accordingly. As you are mentioning the benefits you provide, you want to be paying attention to the prospect. Have her eyes glazed over or does she appear interested in hearing more. It’s also important to cultivate a personal style. People with magnetic personalities know they're at their best when they are dressed in a way that says something genuine about who they are. Charismatic advisors develop a style that's appropriate for their region, clientele, and personality. How do your clients view you? Next slide please, slide 25. Slide 25 - Learn to listen and ask open-ended questions Learn to listen and ask open-ended questions An important aspect of a successful conversation is the effective use of questions.

• Closed-ended questions are designed to elicit a "Yes" or "No" response. Here are a few examples:

o Do you own the business? o Do you invest in stocks?


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o Would you like a good stock idea from time to time? o Could I call you if I find what you are looking for?

The problem with closed-ended questions is that you only have two possible outcomes: yes or no. If the client says no too many times, he or she may begin to view you as someone who offers little value.

• Open-ended questions elicit responses that are much more conversational. They get prospects talking. That's because they can’t be answered with a simple "Yes" or "No." Typically, an open-ended question begins with one of these words: "what," "where," "why," "when," and "how." Here are a few examples:

o What does money mean to you? o When was the last time you had your portfolio reviewed? o Why are you overweighted in the technology sector? o When is the best time for us to get together? o How important is it for you to reduce your taxes?

Open-ended questions should be used often, because they deepen the conversation and help form a solid foundation for the relationship. Most long-term relationships are formed through open-ended questions.

Next slide, please, slide 26

Slide 26 - Try to work in something personal Try to work in something personal You have a life outside of your job as an advisor. Maybe you like to cook, maybe you’re a Chicago Cubs fan, maybe you’re into meditation. Try to work in aspects of your personal life into your conversation whenever you can as it gives people a reason to relate to you. It will set you apart from many other advisors who prefer to tout their money managers or large research departments. "I help people figure out what to do with their money" Use the improve method we discussed to tack on a little blurb. (statement) but on the weekends I try to come up for air and go bicycling.


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(statement) but on the weekends I enjoy walking my yellow lab, “Corky.” (statement) but when I’m not working I coach youth soccer. Next slide, Slide 27. Building Rapport With a Niche (Slide 27) Slide 27 - A Niche Builds Rapport It’s even better if the personal thing you work in to the conversation concerns your niche. Wendi Webb has done a great job with her Rich Niche Prospecting Program you can check it out on the Horsesmouth site. Niche marketing is when an advisor narrows the field of prospecting to a smaller pool based on a common element such as a particular occupation, behavior or pain point. Too often advisors pick a niche that is too broad. The ideal niche is one where you have personal knowledge and interest. It should be something that will build your reputation and grab the attention of prospects and centers-of-influence. Some advisors ask if they should have different versions of an elevator statement or just a “one-size-fits-all” message. There are different schools of thought on this. But our research has shown that having a well-defined niche in no way limits prospecting opportunities but rather enhances them. If the person you’re speaking to is a not a member of that niche they may know someone who is. Oh and it doesn’t mean you need to turn away business. There are various ways you can still market to a niche and not pass people up. For example, let’s say you want to specialize in retirees. That's a pretty broad field. This could mean retired postal workers, doctors, retired business owners, or retired airline pilots.


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So for a quick example, if you use the template as a guide, you might say, “Our team helps airline pilots maximize their retirement income so they don’t run out of money after they’ve turned in their wings.” You’ve got a niche, but that doesn’t mean you couldn’t help other people transition into retirement. You might add, “but we also help folks who aren’t crazy about flying, too.”

No matter what elevator speech angle you decide to try remember the key is to deliver an enthusiastic and positive answer to the question, “So what do you do?”

Here’s one more for you to tweak from former advisor and speaker Katherine Vesseness

“I have the greatest job in the world; I get to help retired teachers acquire and protect their wealth so they can live the life of their dreams.”

Next slide, please. Slide 28

Questions and Answers (Slide 28)

Slide 28 - Q&A

Well that’s about it for our presentation today.

Now let’s turn it back over to Doug for some questions.

Doug, what do we have?

Doug: We’ve got some good questions, Ed. The first one is from Patrick in Arlington, Texas. Patrick asks, “What do I say after the elevator speech if the person doesn't respond?”


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Ed: Good question, Patrick. Most people will reply when it’s their turn in a conversation if only to be polite. But that’s the thing about people, they can be so unpredictable! You might want to try using the rhetorical style of elevator speech that we discussed. Compose your statement in the form of a question and work it into conversation using improv. Here’s an example from as advisor named Dick in Texas: "You know how a lot of retired people in today's economy need a second job to make ends meet, such as Wal-Mart greeters? Well, what I do is work with individuals' and families' investments to help ensure they only have to retire once." Most people feel compelled to reply to questions when asked. Another suggestion is from Hap in California who uses a sort of pregnant pause approach by saying simply and enigmatically: “I help people attain peace of mind.” Usually they reply with “And what is that?” Hap then goes on to share how he helps people maintain a steady income stream into retirement. Doug: Thanks, Ed. Next up is a question from Tom in Wyoming. Tom asks, “I'm trying to advise prospects that this is the time to buy and waiting until markets turn up is a mistake. But prospects say, ‘I'm just going to sit on cash till everything turns around.’ How do you overcome this attitude?” Ed: Hi Tom. Sometimes the adjectives you use can prompt a different response. For example, one advisor I know of, Peter K., swears by the word “review.” As in “I review people’s investment accounts to see if they are well positioned.” or “I review people’s financial plans to make sure they are on track to reach their goals.” These days, who wouldn’t appreciate a review? Doug: Ted in British Columbia asks, “How do you get people to ask what you do?


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Ed: Good one Ted. Unfortunately when many people talk, they are thinking about themselves and what they are going to say. We always have a “me-centric” dialogue going on in our heads. The key to getting people to want to talk with you and like you is to show a genuine interest in others. Politicians are good at this. I’ve heard people who didn’t like Bill Clinton or George Bush, but were amazed when they met them in person at how both men showed a genuine interest in them. It’s hard not to like someone who’s interested in you, personally. So get in the habit of asking other people what they do, and show a genuine interest, no matter what their calling or station in life. Doug: Thanks, Ed. Philip in New Hampshire wants to know: “How is the elevator speech different from a tag line? For example, ‘Protecting You, Your Business and Your Employees from the Consequence of Disability, Dying Too Soon, and Living Too Long" Ed: The key to a successful speech is to avoid having it sound like a marketing pitch. So if you are going to use elements of your marketing blurb make sure you re-work it so it sounds natural. You might try something like, “We help small business owners manage their health costs more effectively while still providing attractive benefits to their employees.” Doug: We have time for one more….. Cindy from Tallahassee asks, “I’m a hopeless introvert. What are some ways I get over my fear of breaking the ice with strangers?” Ed: You’ve taken the first step, Cindy, by participating in this program. Everyone has experienced shyness to some degree, and there are many well-known speakers who learned to overcome it. Start by making it a point to smile and chat with strangers a couple times a day. Then try out your elevator speech. You can also check out your local Toastmasters, they’re a big help, too. We have a lot of resources on Horsesmouth to help you with this as well. Type the keywords “networking” and “prospecting” into the Horsesmouth search box for lots of great tips and strategies to help you build your networking skills.


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You can also email us at [email protected]. That address is on slide 29 Doug: Well that’s all the time we have, thanks everyone for joining us, today. And thank you Ed for an informative presentation! Ed: You’re welcome, Doug, thanks everyone for listening in today. Now get out there and meet your next client!


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Referenced Articles 27 Tight, Tactful, and Telling Elevator Statements http://www.horsesmouth.com/linkpo/79045.htm 3 Ways to Answer 'So, What Do You Do?' http://www.horsesmouth.com/linkpo/80193.htm 5 Steps to Your Own Red-Hot Elevator Statement http://www.horsesmouth.com/linkpo/77182.htm Snappy Answers to Vexing Questions http://www.horsesmouth.com/linkpo/79714.htm More Snappy Answers to Vexing Questions http://www.horsesmouth.com/linkpo/80148.htm A Networking Classic: How to Win Friends and Influence People http://www.horsesmouth.com/linkpo/78591.htm Talking With Wealthy People: How to Approach Them http://www.horsesmouth.com/linkpo/79797.htm 7 Quick Scripts for Broaching Business With Wealthy Friends http://www.horsesmouth.com/linkpo/79339.htm Networking Hollywood-Style: How to Pitch Mr. Big http://www.horsesmouth.com/linkpo/76931.htm 9 Relationship-Building Tools for Introverts http://www.horsesmouth.com/linkpo/76075.htm 9 Secrets of a Consummate Networker http://www.horsesmouth.com/linkpo/72252.htm 7 Tips for Mastering the Art of the Brag http://www.horsesmouth.com/linkpo/75479.htm Breaking the Ice Without Feeling Like a Salesman http://www.horsesmouth.com/linkpo/76598.htm

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