Patricia Fripp Blog

As I transitioned from cutting the hair of ambitious professionals and the movers and shakers in San Francisco’s Financial District, I always asked about their business. Their advice helped me, and many stories gave me great content for my earlier presentations on Getting, Keeping and Deserving Your Customers.

Here is one example from long before we had LinkedIn, YouTube, and email. I am sure you agree; the PRINCIPLE is still sound.

John, a successful young financial planner, told me a compelling story demonstrating a powerful approach to building credibility and trust with high-value clients, especially when you are the new contender in a competitive field.

The Journey Begins

John told me, “When I was thirty-three, I transitioned from another industry into my father’s established financial planning firm. Although my father was well-respected, I started from scratch—no personal reputation and no clients.”

Innovative Strategy for Building Connections

As John faced the daunting task of establishing himself, he chose not to follow the well-trodden path of aggressively pursuing clients. Instead, he identified twenty influential and affluent community leaders—individuals bombarded with pitches from every San Francisco Bay Area financial advisor and beyond.

His approach was refreshingly straightforward and humble: “I’m new to this business. While you may know my father, you don’t know me yet. I’m not here to sell you anything, as I haven’t earned that right. However, could I ask for just ten minutes of your time? As a leader in this community, your insights on what it takes to earn the trust of esteemed clients like you would be invaluable.”

The Impact of Genuine Curiosity

This strategy removed the usual sales pressure, turning a typical pitch into a request for guidance. Remarkably, not a single leader declined his request. He respected their time, kept the meetings concise, and stuck to the agreed ten-minute limit unless invited to stay longer.

Results Speak Louder Than Words

By the end of John’s first year in the business, three of the twenty leaders had entrusted him with managing a portion of their investment portfolios. By the third year, seven had handed over significant wealth. His success was in gaining clients’ trust and respect.

Reflect on this: Who are the future clients you need to start engaging today to earn the right to serve them tomorrow?

If you need to upgrade your presentation, I would enjoy earning the right to be your speech coach.

“As a seasoned speaker coached by Patricia Fripp has helped me deliver my game-changing message with more power and eloquence. My client testimonials and feedback prove it.” Ron Karr, CSP, Past President, National Speakers Association

“Patricia Fripp is a genius speech coach. Even for seasoned professional speakers.” Tracy Hooper, President, The Confidence Project

“Your coaching, along with FrippVT, helped us land one of our biggest sales ever.” – Mike Stryczek, President & CEO, AB&R

“As a speech coach, Patricia Fripp is a miracle worker.” Larraine Segil, Chairman and CEO, Exceptional Women Awardees Foundation.

My journey into professional speaking and coaching began in an unlikely setting — a bustling salon on the island of Jersey in the Channel Islands.

At 18, I worked with experienced stylists from the West End of London, masters of their craft who could whip up hairstyles I had never seen before. However, they thought lunch hours were for eating lunch. Many of our clients were affluent or on vacation and were flexible with their schedules. For me, lunch hours were opportunities to welcome five more clients who worked in the banks and office and did not have other options.

I still remember a pivotal moment when my boss, Mr. Steele, told me, “Patricia, you bring in 30% more income to the salon than the other stylists.”

These colleagues were more seasoned and talented, earning three times my base pay. I asked myself, “Where can tenacity and relentless effort pay off?” The answer seemed clear: the colonies. Every January, I celebrate arriving in America.

When I relocated to San Francisco, I was hired to work at the prestigious beauty salon at the Mark Hopkins Hotel. My new boss, Charles, was astounded by my work ethic. He admitted. “I’ve never seen anyone work like you,” Charles even joked, “Patricia, go back to England and bring over 28 of your friends. I’ll become a multimillionaire.” I let him down gently, “Charles, I’ve never worked with anyone who works as hard as I do. You have me. That’s it.”

This personal story has shaped my philosophy as a hairstylist, speaker, and coach: Success isn’t solely about being the smartest or the most skilled. It’s often about outworking and outlasting, being the most persistent and consistent. It’s not just about what you can do; instead, it’s about how much you’re willing to do it.

This is what might be called part of my ‘origin story.’

As an executive speech coach, one of my popular requests is to help my clients create and perfect their origin stories.

An origin story is a backstory that explains the genesis and development of a character, company, or significant entity. It delves into their roots and important events that shaped their current identity and values. These stories are popular because they make the subject more relatable and understandable to the audience. By revealing struggles, triumphs, and pivotal decisions, origin stories humanize characters and organizations, making it easy for us to connect emotionally.

Origin stories resonate because they connect on a profoundly human level.

They tap into our love for examples that show growth and overcoming adversity—universally appealing and inspiring themes. In business and branding, they help customers feel closer to the company by understanding its ethos and journey.

For individuals, such as superheroes or public figures, these stories provide a rich context that deepens the audience’s investment in their journeys and achievements. In business, origin stories are a powerful way to convey values and build loyalty.

They often highlight the core principles that guide a character or company, serving as a roadmap for their decisions and actions.

This alignment of values can be crucial in attracting and retaining audiences or customers who share or aspire to those ideals. In a world saturated with content and choices, a compelling origin story can be the distinguishing factor that captures and keeps attention.

A compelling origin story can set a brand apart in a market flooded with choices.

If you need help creating your origin, give me a call!

“Your presentation was masterful. Your coaching is world-class.” Tom Ferry, #1 ranked Real Estate Educator

“Patricia Fripp is a miracle worker and an executive’s best resource.” Larraine Segil, Chairman and CEO of the Exceptional Women Awardees Foundation

If you want your speech to resonate profoundly and earn enthusiastic applause, remember that success depends on what you say and how confidently and naturally you deliver your message. This means beginning your preparations earlier than you think necessary—the French call this “répétition,” emphasizing the importance of rehearsal.

Master your material.

Once you’ve crafted the structure of your presentation, including compelling stories and visuals, it’s essential to internalize your material until it feels second nature. This mastery lets you shift your focus from recalling your following line to genuinely engaging with your audience.

Build rehearsal into your everyday life.

You will never be able to schedule as much rehearsal as much as you need, so make it a part of your routine:

Practice your presentation as you walk around your office.
Record, review and refine your presentation. Watching yourself will reveal areas for improvement in both appearance and delivery.
Exercise your presentation. Try rehearsing on a treadmill, as I often do. This practice engages both sides of your brain, enhancing your ability to think structurally and creatively.
Practice with Allies. Rehearse with colleagues or friends who have your best interests at heart. If you are lucky, you improve your presentations as a team effort.

Decide your movement strategy. Some presenters like to move, while others stand still. There is a big difference, however, between movement and nervous energy. Have you noticed that some presenters do what looks like a bit of dance in the front of the room? Or put their weight on one leg and then the other? Do not distract from your message with unnecessary movement.

Stand your ground: At the beginning, stand still. This symbolizes the solidity of your ideas and the stability of your company. Again, when you share critical points

The three ways to move: If you study exceptional speakers, you will notice that they employ three types of movement:

On purpose. When you are moving, it is obvious to the audience that you intend to move.
On transition. You move between one thought and the next. One of my clients’ transitional lines was “Fast forward seven years.” That was when he would move from one talking point to the other. If you have three or four talking points, feel free to move between each one. When you move, you can use the phrase “The second strategy is . . .” and “The third strategy is . . .”, etc.
On a movement-specific line. You move to act out your words, such as, “As I walked into your corporate office . . .”

The eyes have it. When you look around the table, use “piece-of-the-pie” eye contact. Deliver your opening line to one person. It will most likely be one of the most important people in the room. Then, look at each person for a thought, an idea, or a phrase. Don’t scan. Communicate your interest and confidence by looking at each of them for at least a few seconds.

Oscar-winning actor Michael Caine says, “Rehearsal is the work; performance is the relaxation.” This reminder proves the ease that comes from thorough preparation. When you see a naturally gifted speaker, chances are they are so well rehearsed that they make it look easy. Follow this advice, and you’ll get there. If you want to get there much quicker, let’s talk.

Get results quicker with my help. — Improve by yourself or with Fripp.

“Your presentation was masterful. Your coaching is world-class.” Tom Ferry, #1 ranked Real Estate Educator

“Patricia Fripp is a miracle worker and an executive’s best resource.” Larraine Segil, Chairman and CEO of the Exceptional Women Awardees Foundation

As an executive speech coach, I often stress to my clients that specificity is the cornerstone of credibility. To communicate effectively, every word must serve a purpose. One common misstep in public speaking and writing is the overuse of conjunctions like “and” or “but” to begin sentences. My English teacher told the class, “Originally intended as a verbal flourish, these conjunctions can overwhelm your message if not used judiciously.” Here’s how a few changes will help you deliver more compelling content. After all, we do not change what we are not aware of.

Better Ways to Begin Sentences

Conjunction Misuse: A Childlike Voice The tendency to start sentences with “and” or “but” can reduce sophisticated discourse to the simplicity of a child’s recount of a day trip: “We visited a dairy farm. And we saw cows. And they milked one of the cows. And we saw an old-fashioned butter churn. And…”

This approach may seem endearing in informal settings, but it lacks professional polish.

Strategic Alternatives to Starting with And/But Here are five refined strategies to replace starting sentences with “and” or “but,” enhancing the flow and impact of your writing:

The Success Formulas of Good Stories

Imagine sitting in a darkened theatre as the music swells, the curtains part, and you’re instantly transported into another world. That’s the magic of storytelling, not just in Hollywood; it is in every speech, sermon, or business presentation you’ve ever enjoyed and remembered. I guarantee that stories played a pivotal role in making those moments memorable.

Everyone loves a good story. That is part of their power. They are our culture’s way of teaching values, preserving family legacies, and making history resonate with us. In the business world, stories are not just tools they are essential frameworks through which we clarify complex concepts and forge strong connections with colleagues, customers, and diverse audiences.

Wise leaders and skilled sales professionals develop an arsenal of impactful stories that provide clear, dramatic examples. Good stories set us apart from the competition, illustrating our messages in ways that inspire, educate, and persuade.

When your story captivates an audience, whether one person or a thousand, it must resonate emotionally and reveal a clear lesson tied directly to your point. Remember, while your audience may not recall every detail, a well-told story allows them to visualize and remember your message, increasing the likelihood that it will be shared and remembered.

Growing up, my very glamorous mother Edith gave me excellent advice: “Of course, the inner you is important. However, you have to dress up and look good to attract others. They will then discover how nice and smart you are and how valuable you can be to them.” This advice has never steered me wrong.

Edith Head is a true icon in the world of costume design. During her illustrious career, she won eight Oscars, the record for the most by a woman. Thus, she is a legendary figure in Hollywood fashion history!

Edith knew about dressing with intention when designing for Hollywood’s biggest films. She famously said, “You can have anything you want in life if you dress for it!” Her insights go beyond the glitz of the silver screen—think of it as costuming for the movie of your life.

Before you even get a chance to dazzle someone with your charm and smarts, your clothes are already broadcast who you are. What you wear influences how others see you and how you see yourself. It’s like a sneak preview of your character. Why leave that first impression to fate?

Take Hollywood auditions as an example. Actors don’t just show up; they dress the part they want to nail. They won’t arrive in the latest runway fashion if they’re going for a farmworker role. When Estelle Getty first tried out for The Golden Girls, they thought she was too young. She didn’t give up—she came back dressed precisely as her character would, winning them over instantly. It’s about making it easy for people to see you in the role you’re after.

Once actors land the part, they work meticulously to embody their character visually because they understand that their outfits send strong messages, intended or not. This is crucial in everyday life, too. Your attire can set you apart, make you blend in, or even boost your confidence.

Your clothes can also transform your mood and the way you carry yourself. Stiff, formal attire might limit you to conservative gestures suitable for the boardroom, while something softer and more relaxed allows for more unrestrained movement, perfect for more casual, creative environments.

In my line of work, standing out is part of my strategy. I might skip hats on stage and when I coach Silicon Valley engineers; however, they’re my secret weapon at networking events. They catch eyes and spark conversations. Working a trade show booth, people who usually walk by make a beeline to the booth for conversation.

I’ve worn a custom-made Wonder Woman outfit for speeches on at least a dozen occasions. It’s a fun way for my audience to consider my premise: Are Wonder Woman and Superman comic book heroes or a state of mind? My goal is to make the case that the answer is both.

That’s why I suggest everyone needs their version of a superhero outfit. Wear it when you feel ready to conquer the world, whether closing a sale, delivering a presentation, or getting a promotion.

My advice is not to dress for the job, salary, and respect you now have. Instead, for what you want to enjoy in the future. Your wardrobe is more than just fabric and thread—it’s your trailer to the world, previewing who you are and what you can be. Make it count!

If you want to become a great speaker easily, conveniently, and quickly,

“The information in FrippVT is as valuable as any college course I’ve taken. This is a resource that everyone should know about. The investment is worth ten times more than I paid and has been life-changing. My fees, recommendations, and referrals have increased dramatically. I am delighted.” Mitzi Perdue, author of How to Make Your Family Business Last

Executive Speech Coach and Hall of Fame Keynote Speaker Patricia Fripp works with individuals and companies who realize that powerful, persuasive presentation skills give them a competitive edge.

“I wanted a Super Bowl quality coach. Patricia Fripp’s help in coaching and scripting was world-class. With Fripp on your team, you can go places.” Don Yaeger, Long-Time Associate Editor for Sports Illustrated magazine, Eleven-Time New York Times Best-Selling Author

“As the author of a best-selling sales book, the best investment in my speaking career was to hire speech coach Patricia Fripp. She is the master at helping structure and script your presentation.” Andy Paul, Author, Zero Time Selling
“Every year, my appreciation for you grows stronger! With great enthusiasm and reliability, you have proven to be an integral part of our annual conference and a favorite among our members. Thank you so much for being an important part of our success! My most gracious thanks.” Dan Maddux, Executive Director, American Payroll Association
“When we hired Patricia Fripp to improve our sales conversations and presentations, my expectations were high. Patricia Fripp’s customized approach before, during, and after her FrippVT online learning has resulted in more and larger sales. Patricia’s ability to excite, inform, and coach our team was impressive.” Scott Hamilton, Vice President of Sales, Distech Controls

When you deliver a speech, do you research your favorite frequently-used phrases?

One of my clients was preparing a keynote and wanted to use the phrase ‘burning the midnight oil.’ I asked, “Do you know where that comes from?” Together, we discovered it dates back to when oil lamps were used, perfectly illustrating the dedication and hard work he wanted to convey in his speech.

Deliver Unforgettable Presentations, Fripp, LaCroix, Brown

Bite the Bullet:

One client used the phrase ‘bite the bullet’ in his motivational speech. We discovered it originated from battlefield surgeries, where patients would bite on a bullet to endure pain. He included this in his speech to add a vivid historical reference that made his point about enduring hardship more compelling.

Break the Ice:

A sales team I coached wanted to ‘break the ice’ with potential clients. The phrase comes from ships breaking ice to create pathways in frozen waters, which helped them build a narrative around navigating and overcoming initial barriers in conversations.

Ambitious professionals like you must sound intelligent, powerful, polished, articulate, and confident during business presentations, interactions with senior management, and networking in your professional community. Consider these focused strategies:

How to Sound Intelligent

Pace Your Speech: Speak more slowly to allow yourself time to select the most appropriate vocabulary. This pacing gives the impression of thoughtfulness and ensures your audience can follow complex ideas more easily. For example, when explaining a new business strategy, carefully choose each word to convey your message.

Utilize Precise Language: Specificity builds credibility. Always use the correct word for what you are talking about, avoiding vague and unspecific language. Instead of referring to “things,” name the exact concept, product, or strategy you mean. This clarifies your message and enhances the perceived intelligence of your delivery.

How to Sound Powerful

Avoid This Common Pitfall in Your Presentations

As an Executive Speech Consultant and creator of Fripp Virtual Training, I’m dedicated to helping you sound as intelligent and credible as possible during your presentations. Whether you’re delivering a sales presentation, a keynote speech, or a critical boardroom report, selecting the right words elevates your message and ensures it resonates and sticks. This is true in the boardroom and on the convention stage.

Specificity Adds to Your Credibility

Many of my speech coaching clients have difficulty memorably closing their presentations. Like a great opening that arouses interest in your subject, your closing words should support your message and leave a lasting impression on your audience.

Whatever you do, don’t end with: “Well, we’re out of time.” Even if it’s true, it weakens your conclusion. Avoid thanking the audience as your final statement—it’s polite but forgettable. Before you close, you can say, “Thank you for your enthusiasm and great questions. Last story…”

Never assume you can “wing it.” A well-crafted conclusion is as critical as a strong opening.

Plan it. Script it. Rehearse it. Deliver it.

Here is the unforgettable six-step process to close your presentation:

Ask a Rhetorical Question Based on Your Premise

For example, if your topic is sales, begin the close with: “How can you double your sales with your current client list?” This reinforces your central theme while encouraging reflection.

Expert Advice about Presentation Skills
from Patricia Fripp

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From Styling Hair to Shaping Words: What’s Your Origin Story

My journey into professional speaking and coaching began in an unlikely setting — a bustling salon on the island of Jersey in the Channel Islands.

I still remember a pivotal moment when my boss, Mr. Steele, told me, “Patricia, you bring in 30% more income to the salon than the other stylists.”

This is what might be called part of my ‘origin story.’

Origin stories resonate because they connect on a profoundly human level.

They often highlight the core principles that guide a character or company, serving as a roadmap for their decisions and actions.

A compelling origin story can set a brand apart in a market flooded with choices.

If you need help creating your origin, give me a call!