Welcome to SALES with ASLAN, a weekly podcast hosted by ASLAN Co-founders Tom Stanfill and Tab Norris, geared at helping sales professionals and sales leaders eliminate the hard sell. At the end of the day, we believe that selling is serving. ASLAN helps sellers make the shift from a ‘typical’ sales approach, to one that makes us more influential because we embrace the truth that the customer’s receptivity is more important than your value prop or message.
The goal of these interviews is to spotlight various experts in the world of sales and sales leadership – sharing informational stories, techniques, and expert interviews on the sales topics you care about.
The following are notes from Ep. 155 – How to Nail Your Next Sales Presentation – Part 1
In this episode of SALES with ASLAN, Tom and Tab discuss a tried but true topic amongst sellers: how to nail a presentation. What can we do to set ourselves up for success? What can we do to minimize failure?
Our hosts unpack a very specific set of questions to ask yourself before any important sales meeting or presentation. With the help of his trusty checklist, Tom offers up tangible tactics for how to master your presentation, manage your time, and advance the opportunity that’s on the line.
Listen to the conversation here:
Resources:
- Check out our blog post on how to Master Your Sales Presentation with 3 Easy Steps
- Or better yet, make sure you’re prepared to present virtually with our e-book Delivering the Perfect Virtual Presentation
Transcript:
00:03
Tom Stanfill
Tab. Good to see you again, my friend. Welcome to another episode of SALES with ASLAN. As I’m the host and you are the co host. I don’t often remind you of that when we’re hanging out, personally, but I.
00:17
Tab Norris
I think you do that at parties, and I really don’t appreciate it. Hi, I’m a host. He’s a co-host, which is kind of like less than a host. It’s a wannabe host, I think co host usually. Aren’t you a co host before you’re a host, don’t you?
00:35
Tom Stanfill
The only reason the host is because I’m taller.
00:44
Tab Norris
And that you wrote a book. You’re taller, you’re more attractive, you’re faster.
00:48
Tom Stanfill
I’m definitely not more attractive, but I definitely am faster.
00:52
Tab Norris
You’re older.
00:57
Tom Stanfill
I have one more child than you.
00:59
Tab Norris
Do you have one more child? A lot more grandkids.
01:02
Tom Stanfill
A lot more grandkids.
01:03
Tab Norris
There are a lot of reasons you’re hosting.
01:07
Tom Stanfill
If our vast listening audience, Tab, and of course our sponsors want to change that yes. Make you host, I will do that.
01:18
Tab Norris
Anything awful that the world would come to an end, can you imagine the turmoil? Can you imagine our listeners? They would go ballistic. We would have hate mail coming in.
01:27
Tom Stanfill
I think they’re probably hating this conversation right now.
01:30
Tab Norris
Why don’t we get to the point? Okay, Tom, I know you have been, like, Presentation Man, doing a lot of presentations, a lot of what’s the word? High level meetings. I don’t want to say high level meetings, but meetings where there’s a lot on the line, a lot of pressure, fast. People are going to move forward with you or not move forward with you. They’re going to be the lots on the line related to the size of projects. As I was thinking about our topic today, because, as tab, our focus of our podcast is to equip, encourage, and elevate, right? Equip, encourage and elevate equip people. Help them do their job more effectively. Encourage them. This is a hard and elevate. We’re doing something greater than just selling here. We’re helping people solve their problems. We’re serving them. We’d love to focus on it today. We just really are focused. Narrowing in on the equip piece. One of the things I recognize I needed some equipping recently.
02:43
Tom Stanfill
Presentations and meetings are kind of something that’s in my sweet spot, I feel comfortable doing that, but sometimes I get lazy. I got a little lazy in a presentation a month or so ago, and it didn’t go well. The outcome wasn’t what I’d hoped for. I just recently had a presentation, and it went really well. I recognized the mistake that I made is I didn’t go through my presentation checklist. I have a very specific set of questions that I ask myself before every major presentation, critical presentation, or meeting. It doesn’t just have to be a presentation. It could be a meeting with somebody, and it’s just important. I need to have my A game. I need to bring my A game. I have a list of questions, as and I thought we ought to share that with our audience and maybe this will help other people who are about to either.
03:39
Tom Stanfill
It could be a keynote. I don’t know if it’s a keynote. It could be you’re sharing something important to people and you want to change their opinion. It could just be, again, a meeting. Or it could be, hey, I’m presenting our capabilities or presenting a solution, a recommendation, and at the end of this, something’s going to happen, good or bad. That’s good. And the good the outcome is important.
04:01
Tab Norris
That’s awesome. Well, it’s pilots you think about. I’m always amazed. I was talking to this retired Delta pilot flying his whole came up to the military, flew his entire life, flew for Delta, forever retired now. Has its own cool plane that it’s a cool biplane thing, has other planes that he has that he flies.
04:25
Tom Stanfill
You know people that have multiple planes?
04:28
Tab Norris
Yeah, I guess.
04:29
Tom Stanfill
Maybe you should be the host, I don’t know anybody.
04:34
Tab Norris
Ha. Anyway, that’s not the point. The point is he’s had a long career as a pilot. Were talking one day and I was saying is it nice just to kind of jump on a plane and go and kind of feel like you just know you’re just so comfortable? He said wrong. Never just jump in a plane. He goes, it is always the same. You have to have the check. You go through a standard checklist before every single flight. As soon as you decide you’re not going to, you probably would die. I just flippantly say my point was, isn’t it kind of nice just to kind of not have to even think about it?
05:15
Tom Stanfill
Because I love this point. I love this point because I’m that from the standpoint of I’ve been in sales.
05:24
Tab Norris
You’re in sales? Long time.
05:26
Tom Stanfill
Long time. I’ve been in Aslan for 27 years now. I shouldn’t have to I should be able to just jump. And that’s a really good point. I should just be able to jump in the plane and fly.
05:36
Tab Norris
Yes. You can’t you go really through the day? He goes every single detail. It’s like check here, check, check. Because you just never know what if something’s off and if you didn’t do every little detailed check all the pilots. Now, I’m probably saying this all wrong, but generally speaking, that’s what he told me. You don’t want to miss your checklist.
05:58
Tom Stanfill
Well, you see them, think about it. We got on your Delta, whatever, good.
06:10
Tab Norris
Let’s go.
06:11
Tom Stanfill
Did you do the checklist? Not really well, and there is a lot of stuff hey, maybe we’re about to walk in a meeting. We’re not worried about it, so maybe you can skip this. When it’s important and critical, and you don’t want to tie this back to each other if you don’t want to crash for you. Love it.
06:28
Tab Norris
All right, well, give it to us. I want the checklist because I’ve got a big presentation in three weeks, and you’re going to give me some prep right here. So let’s do this number one.
06:38
Tom Stanfill
Okay, so when it’s a critical meeting or presentation, I’m nervous.
06:44
Tab Norris
Okay.
06:45
Tom Stanfill
I have fear related to blowing it because, again, obviously, for obvious reasons, I want it to go well for a lot of reasons. Everybody’s reasons may be different. Mine typically actually aren’t financial, but I get nervous. The first thing I have to remind myself and I had this meeting coming up, it was like all the leaders from all the divisions, we’re going to be on this call. They already liked another firm. They were already aligned with another firm. I was told that these people have a strong personality, and they’re going to ask a lot of tough questions, and it’s it’s all going to come down to this. 45 minutes, right? And don’t blow it. 45 minutes. I was nervous, and it’s also virtual, and it started to read the audience, and it’s I’m not as comfortable virtual, for obvious reasons. I found myself getting a little nervous.
07:44
Tom Stanfill
I reminded myself, I went through my checklist, and the first question I ask myself is, what is my purpose? Because when I’m nervous, my purpose is to perform. I want a good score. I want people to think highly of me. I want and actually, it’s more important that’s more important to me than money. It’s not just, there is that, too, but it’s, hey, I’m going to get a call later, and they’re going to tell me they chose somebody else because I didn’t measure up. I actually think a lot of people in sales, if you really unpack it, that’s actually what hurts the most. We didn’t choose you. Yeah, it’s not even my solution. You didn’t choose me. And so that’s where I get nervous. I realize what’s my purpose and my purpose is to help them understand what I’ve learned about the best way to solve their problem and to communicate what I’ve learned, it’s not a performance.
08:46
Tom Stanfill
I find that I get settled, comfortable, and I’m myself. When I’m with myself, people, it’s easier for me to think because my brain doesn’t work when I’m nervous. There’s some science about that. There’s neural status that happens when we get nervous, and it actually shuts down our ability to think and read people and adjust and get creative, and that’s what happens. I always measure myself in a presentation by am I myself? Am I normal? That’s where I start.
09:18
Tab Norris
Okay, say that again, because I really like that it needs to be to communicate what I have learned, what’s finished that? I really liked that.
09:26
Tom Stanfill
Yeah. I don’t know if it’s relevant to everybody based on what their solution is, what they’re selling. My goal is to communicate what the potential client needs to know about the best way to solve their problem.
09:43
Tab Norris
Okay, that’s really good.
09:48
Tom Stanfill
If I end up giving a performance, I’m going to get judged. If I change, my objective is to help them know to deliver information. Here’s what I can help you. Here’s what I want to communicate information and help you solve your problem. It’s not about me.
10:05
Tab Norris
Yeah, well, I really love that because that’s a good way to think about it. Candidly, I think that is relevant for every single person that sells anything. Yeah, that’s true. Think about it. Help the client need to know what they need to help them kind of figure out what they need to know in order to make the right decision. That’s really what you’re saying?
10:28
Tom Stanfill
Yeah. It’s like this one client that I met with recently, their goal was build pipeline. They need to build pipeline. We’re hiring. We need a training company. What is it that most people don’t know about how to train their sales reps on how to build a pipeline? It’s not a Tom Stanfill show, which is ridiculous when you think about it. That’s all about me. It’s like, what do I know and what have I learned in 27 years of training sales reps on how to build pipelines that most people don’t know or what are they missing, what’s important for them not to miss? I get in that mindset, I just met with a really large insurance company and they’re about to embark on this initiative and I just kind of pause and I said, guys, whether you work with me or not in the future, we never talk again.
Because this was the introductory 30 minutes meeting, like, hey, are you even a potential partner for us? Should we include you in the RFP? I said, hey, listen, I don’t know if we’re ever going to meet again or what’s going to happen after this call, but as you go forward, I want to share a couple of things that I’ve learned in being involved in this process literally hundreds of times. And I just shared with them. Again, I wasn’t trying to manipulate them. I wasn’t trying to get them to choose me. I just said this is things that most people miss. By the way, if I do that from a genuine place, they’re probably going to like me more. They’re probably going to include me in the RP and they’re going to probably but if that’s my, how do I say the right thing to get chosen?
It’s about me. And I personally don’t do well with that mindset.
11:59
Tab Norris
Why do you think people struggle with that?
12:05
Tom Stanfill
One is they may not know what to say.
12:09
Tab Norris
That’s kind where I was going, you can psych yourself up all day just kind of get all jacked up about, what I’m going to be all about. If I really don’t know the best way to solve a problem yeah, I was thinking that could be to your challenge.
12:28
Tom Stanfill
Well, and that kind of goes to the next question, and we’ll address that, but yeah, but by the way, this is prep. If I don’t know that, I need to go find that out.
12:40
Tab Norris
Well, that’s a good point. I like how your checklist is going. What is my purpose here’s? My purpose? My purpose is to do that check, okay? I got the right purpose, I have the right mindset, I’ve got the right focus. So now I go to my next.
12:55
Tom Stanfill
Well, it might lead me to I’ve got a gap here. By the way, to have some people that may not be realistic for them to say, I’m going to share. I’m talking to a doctor, right? I’m a farmer rep. I’m talking to the doctor, and the doctor super smart, and it might be very difficult for me to but there’s got to be but if I orient myself around, how can I help them achieve their objective? If I have nothing to say, I have no idea how I’m going to help them achieve their objective. I don’t know what it is, and I don’t know what I can offer versus I’m going to just deliver my generic marketing spiel that they tell me. Then you’re not ready.
13:37
Tab Norris
Well, what you’re saying is you’re not ready or your product is so easy it sells itself, and you’re just showing up and kind of showing it to someone. So that’s the point. I like the way we focus. We focus on the tough. We focus on you have to fight, you have to work hard. You have to do everything in your power to communicate value and help people buy your solutions. Those are people that are probably connecting to this.
14:01
Tom Stanfill
That’s a really good point, Tab. This means that we have to influence we’re in a situation which is a great point. We’re in a situation we’re talking about a situation where you have to influence people and you have to change the way they think about you or the competition or how to change the product. If they’re like, if you’re in order demand fulfillment or you’re just there to take orders and it works for you because your product is in such demand or service or whatever you sell, then this is less important.
14:32
Tab Norris
Yeah, that’s it. All right, so check one, check.
14:35
Tom Stanfill
What’s my purpose? I got to get oriented around that because that frees my brain to think, and it oriented me around the right agenda. Second is I need to ask myself this question. I will win or I will achieve my objective. If blank other words, at the end of this meeting, they’re going to say yes to moving forward, yes to choosing me. Yes. To another meeting, whatever it is. If I do blank, this is where I need to be super clear on my strategy. What am I going to communicate, what’s my position? Because our biggest enemy in a meeting is time. We don’t have enough time. If we’re not super clear around what we’re trying to accomplish, which we could be wrong, but we got to pick if we’re not super clear, then we’re not going to win. It’s not going to go successful.
15:38
Tab Norris
One of the things that you’ve taught me that it helps a ton, which I think falls under this category is the bridge slide. Is that really what you’re talking about?
15:49
Tom Stanfill
Well, it could be, yeah. I mean, we have when we’re further down the process as what we call a bridge, like where we say this is your objective and if you want to achieve this objective, these are the things that need to happen for you to do that. It’s more than that because you have to know which one of those things on that list are you going to highlight.
16:17
Tab Norris
Even if you understand there’s seven things that you have to do on your bridge to get across this big river. I don’t have time to talk about seven. I can only talk about three.
16:29
Tom Stanfill
Exactly.
16:29
Tab Norris
I got you. That’s really helpful.
16:31
Tom Stanfill
Exactly. Like for example, with American Airlines. We worked with American Airlines. This was 2018 tab.
16:39
Tab Norris
Yes.
16:39
Tom Stanfill
We had our first meeting with them and this was a major project. We’re talking about 6000 people. The potential of going through training was our first meeting. My answer to the question we will win if my answer to that question was if they meet our people, yes. If they meet our team, we will win the project. That was my answer to that question. So what did I do? I flew our entire team to meet with them at the first meeting. What do you think about that decision? I know we’re all getting on a jet, we’re all spending on a hotel and it was five people. I think that was four people. Four people, yeah. Meaning the people that all had up so I wanted them to meet everybody in the room that was going to be would own a portion of the project. That was my answer to the question.
17:29
Tom Stanfill
Did we have a presentation? Yes. Were there a lot of things here and but we will win if they meet our people. We need to be clear about what it is this client will move forward if I show them our experience in the market or if they meet or sometimes it’s something like emotional that it’s an unspoken sometimes you make the decision. It’s about connection. If I feel comfortable with the people I’m going to be working with, it’s not about the product. We got to think about hopefully we know enough from our previous meetings to make that decision. Even if you don’t, you still have to make a decision because there’s too much that you have to say about your solution. If you just wander around or try to say it all, you say.
18:20
Tab Norris
Nothing, which I mean, I know we’ve talked about this before. That’s probably my greatest weakness. I want to talk about everything. I have such a hard time going, I got to pick it’s better off to pick two super relevant things and know that this isn’t all encompassing, but if they’ll do these two things, this is going to resonate the most. This is what’s going to really grab their attention for them to go, yes.
18:46
Tom Stanfill
It is so scary.
18:48
Tab Norris
It is wrong.
18:52
Tom Stanfill
This popped up the other day where I had a meeting. By the way, a lot of this information are being able to solve this puzzle or answer this question if your insider or your coach, whoever you can talk to internally, can help you make these decisions. I talked to one of them in the recent presentation. The information was shared with me. That last presentation, the person take a note, and there wasn’t an opportunity for discovery or have people give input and feedback. So I made the decision. I had to make this decision. I’m not going to show a lot of our content. I’m just going to show a framework, and I’m going to share my ideas around that framework, and I’m going to save more time for discovery and interaction about the topics rather than share the actual content. There was definitely questions, well, what is it and what do we provide?
19:50
Tom Stanfill
That was scary for me because I’m like, I could share that, but I couldn’t do both. I was either going to say, we’re going to talk, and I’m going to share high level my beliefs about things and share what I know about the best way to solve their problem and have more of interaction, or I can do the demo and we can dive into content. I can’t do both.
20:10
Tab Norris
Interesting. Yeah. Tell me about this, because I know people probably like I told you, I have a presentation coming up in a couple of weeks. I was meeting with my influencer, my coach, last week. I was out on his site with him, and I’m trying to do that because he’s the same thing. This is really important. I’m putting you in front of the two people that told me they’re it. You got 30 minutes. You have 30 minutes.
20:38
Tom Stanfill
That’s scary.
20:39
Tab Norris
Scary. I said, I need an hour. He said, Let me just reiterate you have 30 minutes.
20:44
Tom Stanfill
I get 31 minutes. 30 minutes. Oh, my God.
20:48
Tab Norris
I can’t do much in 30 minutes. That’s what you got. So it’s the same thing. At first, I’m like, you got to give me insight into what are the blah, blah? And I’m kind of going? And he’s just like, I don’t know. I just said, what do you know? He goes, oh, I guess that’s a good question. Well, I do know this. You better hit this, and this. You know what else you better do? I mean, it was so funny because when I was just asking him about, like, tell me about the people in the room, he had a hard time talking about that. When I said, what do you know? He starts spouting out things that I went, that’s exactly what I need to know. See, because he got passionate about it because he knew that I would mess up if I didn’t do that.
21:34
Tab Norris
So I think that’s what you’re saying.
21:39
Tom Stanfill
That’S going to help you take you’re bringing up a really good point. Tab, this is exactly what happened in the presentation I was just referring to is that was were going through the list of people that were going to be in the room. I asked my coach, I said, who would you star?
21:57
Tab Norris
Yes.
21:58
Tom Stanfill
One of my favorite questions, who would you star? Without hesitation, she starred two people. As I focused on those two people, then I got a bigger, better, clearer picture of what my position needed to because I knew more about those two people that helped me make my decision. Bottom line is, choice is not an option. Yeah, you got to make a choice.
22:27
Tab Norris
Even if you don’t know. Let’s just say my insider couldn’t give me anything. And I even said this. I said, I’m going to make a couple of picks. I’m going to pick a couple of paths, and can I run it by you to see?
22:43
Tom Stanfill
Good idea.
22:44
Tab Norris
He said totally fine. I said, okay, because I think he may be able to react to something better than just wide open. Because the thing about from his perspective, he just wants to win. Like, he wants to work with us. He wants to win, but he doesn’t have a critical eye. Like I know that senior person is going to have he’s busy. He’s running around. He’s like, Tab, just win. Just win. Be good, be awesome.
23:09
Tom Stanfill
Tell him be Tab and be awesome.
23:13
Tom Stanfill
I need a week to be Tabbed.
23:19
Tab Norris
I grow on you slowly.
23:23
Tom Stanfill
My point is, there’s so much awesomeness about you. You have to spend a whole week to know the awesomeness of Tab.
23:29
Tab Norris
I love this. This is really good.
23:33
Tom Stanfill
That’s key. Okay, so if you don’t let’s talk to the person right now who doesn’t have the opportunity for the insider, they’re coming in cold because that happens to us. Obviously you’ve got to look at some well, let me just say it this way. Look at what’s proprietary, what do you own, what’s unique about you, and try your best to match that up with the audience that you’re meeting with. What’s their role and what does that role tell you about what they might care about? One of the things that also do tab is I have a slide. When I come in cold, I just thought about this that allows me to flex. I bring in the slide and I think, okay, well, actually, I could focus on three things. I’m just making that number. I could go through in three directions with what I offer that’s proprietary.
24:29
Tom Stanfill
And I’m not really sure. It’s I don’t know why this just came to me, but I’m a musician and I’ve got several songs that I can play, and I don’t know which ones to play because I don’t know my audience. I’m coming in cold. I’m prepared to go to play five songs, but I’m going to base that song based on what happens with the audience. It’s the same thing with my I got five things that I can offer that are proprietary, that’s unique to me, that’s good, that I think will give me a competitive advantage. I bring up a slide, and I start talking about this slide or the concepts that are on the slide. From that, I make my decision. Okay, guys, as you think about the five things that need to happen for you to hit your number or for you to draw pipe, or for you to achieve this objective, or for you to implement a successful software program, solution, blah, blah, these are the five things.
25:20
Tom Stanfill
Of these five, which one are most challenging for you? You immediately look at go, that’s a problem. And then I go down that direction.
25:29
Tab Norris
That’s really good. It reminds me I love the Billy Joel channel.
25:33
Tom Stanfill
Yeah, okay.
25:34
Tab Norris
Love it. On serious. Yesterday, I was driving along and listening, and he was doing Q and A. The question was, as long as the doctor would say we did a survey, we’re always trying to figure out what are we going to play? We got these all these different playlists and all these different we play the hits. Do we play obscured? We play this, do we play? He goes, so, we just did a survey once. We go, hey, survey, we can play have a playlist right here with all our hits. I have a playlist right here with all the obscure things you’ve never heard before. What would you like us to play? He said, we did that a few times, and we started realizing they always picked the hits.
26:16
Tom Stanfill
I don’t get it. I wonder why.
26:19
Tab Norris
I like that because it’s here’s your choice. We’re going to put it out there, and you have a choice to make. And if you have to do that.
26:27
Tom Stanfill
Well, it’s funny, I think people gravitate to what they’re comfortable with. We tend to like as sellers, we tend to like the parts of our solution that we’re comfortable with or that we’re excited about. Right? Because either of our last meeting or.
26:44
Tab Norris
Oh, my God, it’s the Billy Joel thing. He likes to play the new, cool, obscure things that he’s excited about, but everybody’s going, but we’re the customer. We’re the customer.
26:56
Tom Stanfill
It’s a combination of what problems the customer has and what you do differently or better than everybody else. When you talk about what makes you unique, it could be a who what or how. It could be how you do it. It could be what you offer or be who gets who works with them. It’s simply going to fall in those three categories. The story tab you had about Billy Joel reminds me of Chris Martin. That’s the leader.
27:20
Tab Norris
Chris Martin, the coldplay guy.
27:22
Tom Stanfill
Is it Chris Martin? Yeah. Because really all this is about being other centered. Right. The key is being other centered, but we got to have a checklist that helps us figure out how to be other centered. And Chris Martin is very other centered. He says he calls it the silhouette effect. When he plays a song, he looks in the halls where people can leave to go get refreshments. I call beer refreshment.
27:47
Tab Norris
Okay, got it.
27:49
Tom Stanfill
He goes, when we play a song and those halls are empty, he goes, People like the song. I play a song, and you can see them going out the hall. He goes, that song is not a good song. I said so. But pay attention. You can see when people light up. Pay attention to that. I think the biggest challenge is we got to have a different meeting every time. That just sucks as a seller.
28:13
Tab Norris
It does. It’s constantly changing, and it’s constantly adjusting.
28:18
Tom Stanfill
That’s if you want to have above average. I mean, they’re literally people that have closing rates in then there’s the average, I think, is below 20% doing that low. Yeah, I’ve heard of the statistic recently. It’s like 17%. There’s people that are double and tripling the average, and what they do is they have a different meeting every time because they start with this checklist. They say, what is I’m going to win if this happens? That making that decision, which is tough, is key.
28:56
Tab Norris
Hey, as a co host, this is one of my main jobs. I don’t get a lot of, being vice president. You don’t get a lot of things you get to do, so when you get to do something, you really want to rise to the occasion, do it well in light of picking and not doing too much.
29:13
Tom Stanfill
Okay.
29:14
Tab Norris
All right, we’re at two of five, and I don’t want to rush this.
29:22
Tom Stanfill
All right?
29:22
Tab Norris
I think we need to carve out another podcast for three, four, and five, if you want my humble opinion.
29:32
Tom Stanfill
That’s a great idea, tab. Why don’t we do that? We’ll wrap. It up for this session, this podcast, and we’ll come back next week for another episode, and we’ll dive into questions three, four, and five and help the people that we love to serve the sellers out there and leaders of those sellers to help their team prepare.
29:58
Tab Norris
I love it. So, I mean, what we talked about, we have to influence, change the way people think. Five questions that Tom has on his checklist, which I’m now going to have on my checklist. One, what is my purpose? I have to answer that question first. Two, I will win or achieve my objective if blank this happens.
30:21
Tom Stanfill
Beautiful. Got to make that decision.
30:23
Tab Norris
Two great pieces on our checklist. If you got to do a presentation between now and next week, good luck. You at least have the first two right down. I would say if you at least do that, Tom, you’re going to be better than what you would have been.
30:36
Tom Stanfill
Yes. I tell you ,the first two, actually, and I know we spent quite a bit of time on the first two, but I think the first two are probably the most important.
30:44
Tab Norris
So you may make it without crashing, with just a little turbulence.
30:47
Tom Stanfill
And If you try those, I’d love to hear some feedback on how’d it go.
30:55
Tab Norris
Perfect.
30:56
Tom Stanfill
Well, thanks for joining us, and we’ll see you next week.
