In this episode, Steve Fretzin and Ryan Estis discuss:Important keys for speaking in front of an audience. Adapting and changing to customer expectations and sophistication. Asking effective questions to connect in conversation.Altering conversations during times of crisis.  Key Takeaways:The best speakers are master storytellers. Blend expertise and emotional resonance and you’re doing a good job. The sales process today has to be more customized and personalized. You have to create customer intimacy and get obsessed with customer outcomes. Most people love to sit on warm leads in the land of indecision, and that can often be the kiss of death for performance, too. "We've got to learn to be comfortable being a little uncomfortable, having the courageous conversations, and getting clarity around where somebody is in their decision making process after a certain point in conversation or engagement." —  Ryan Estis Connect with Ryan Estis:Twitter: @RyanEstisFacebook: Ryan EstisWebsite: RyanEstis.comeBook: Adapt and ThriveYouTube: Ryan Estis & AssociatesLinkedIn: Ryan EstisInstagram: @ryanestis Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.