..and Death Came Third! [Paperback]

A must-read for anyone who wants to get on in business.

The one book on networking and presenting I'd have if I could have
just one. Excellent!

I've placed an order for every one of my team.

Anyone who's ever wanted to be able to network confidently can
benefit from the down-to-earth knowledge in this book.

Those of you that want to make something quickly from your life
and career should consider this book.

Do you hate going to networking events? Do you hide at the back of the room when you have the opportunity to present your business? Are you uncomfortable approaching people you don't know? Does the thought of speaking in public fill you with dread? If you answered 'yes' to any of these questions you need to read this book! In 1984 a New York Times Survey on Social Anxiety placed death third in the list of people's biggest fears. The top two responses were walking into a room full of strangers and speaking in public. In '.and Death Came Third!', Andy Lopata and Peter Roper share their wealth of experience and insider secrets on networking and public speaking, giving you the tips, tools and techniques you need to overcome your fears and make the most of all the opportunities that come your way. Read this book and discover how to: * WALK into a networking event and approach people with CONFIDENCE * STRUCTURE a talk so that you can get your key message across POWERFULLY * ENGAGE people in conversation and get them interested in YOU * FOCUS on the results you want from networking and achieve them EASILY * STAND and speak with CONVICTION and AUTHORITY * and much, much more..." A must-read for anyone who wants to get on in business." - Sir Digby Jones, Director-General, CBI

In 1984 a New York Times Survey on Social Anxiety placed death
third in the list of people's biggest fears. The top two responses were
walking into a room full of strangers and speaking in public.

In '...and Death Came Third!', Andy Lopata and Peter Roper share their
wealth of experience and insider secrets on networking and public speaking,
giving you the tips, tools and techniques you need to overcome your fears
and make the most of all the opportunities that come your way.

This book has been nearly two years in the writing as we have
developed our ideas through many `...and death came third!' joint
presentations, discussions and the gathering of more and more experiences
for us to share with you.

We have learnt through our experience as Speakers that people love to hear
stories and this book is full of them thanks to the many members of the
Professional Speakers Association, BRE, Ecademy and our other networking
contacts who have allowed us to use their stories to illustrate the many
points made in the book.

Please get in touch if you have any questions, comments or suggestions -
thanks to our networks - you'll have no trouble finding us!

ANDY LOPATA lives and breathes business-to-business networking.
He was the founder of Business Referral Exchange Networking (BRE), one of
the UK's largest referral focused networking companies and has developed a
series of successful tips and tools for building networks and referral
based marketing strategies. Fear of approaching strangers is often the main
reason why people find it hard to network. Andy believes that everyone has
a value to someone and believes that there are strategies we can all learn
to quickly overcome fear and build better and deeper relationships. The
tips and tools he provides have helped many of his clients including;
Barclays Bank, British International Franchise Exhibition, Business Link,
Chamber of Commerce, Chartered Institute of Management Accountants,
Institute of Management, Interalliance plc, Intellect, KallKwik, Pitman
Training, TaxAssist Direct and WSI Internet.

PETER ROPER is known as `The Natural Presenter', he is a co-founder of
Guruonline and its Lead Presenter. In 1996 Peter left corporate life after
a highly successful corporate career spanning three decades including a
four time `Sales Representative of the Year Award' with two different
organisations. In 2004 Peter made 153 speeches and presentations inspiring
individuals and organisations to grow naturally. He has spoken to over
150,000 people in the last six years. Peter is Immediate Past President and
a fellow of the Midlands Chapter of the Professional Speakers Association
(PSA). He is also the first recipient of the "Significant Achievement"
award presented by Personality Insights Inc. Atlanta USA in 2000. He has
been Chairman for the past four years of the `Sales Executive of the Year
Award', for the MARCHE Awards For Excellence and a Senior Consultant for
PTI the leading UK consultancy for Business Growth. Peter is an advisor for
AIESEC the world's largest student organisation, an international platform
for young people to discover and develop their potential. Peter's many
clients include: Business Referral Exchange, Business Over Breakfast, BFB,
MARCHE, The Institute of Directors, Meeting Planners International, the
Professional Speakers Association, The Women's Institute, Barclays Bank,
HSBC Bank, Lloyds TSB, National Westminster Bank, The Royal Bank of
Scotland, Renault Trucks, Prontaprint!, American Golf, Marriott Hotel
Group, Westons Cider Group, Hereford County Council, Academy of Chief
Executives and Action International.

FOREWORD

The need for `networking' or `presentation skills' did not enter my mind
when I first started on my career path. Back then in the 80s they were not
even considered to be key skills.

Instinctively, I have always focused on making my mark, building
connections and getting the message across to my listeners no matter how
complex or challenging the issue.

But it is only when I look back at the years I spent in huge corporations
like Ernst & Young, Lloyds TSB and AXA Insurance, that I can begin to
recognise just how important these skills truly are. In short, they were
responsible for my success. As you begin to achieve greater responsibility
in a business environment, the need to be able to connect with others
around you and to be able to present your information in a coherent and
appealing way increases. You start to be asked to represent your company at
meetings attended only by strangers and are expected to create rapport and
make alliances. From time to time, as you continue to progress, you have to
stand-up in front of a group or a conference and present your ideas. In
all, the higher you climb the more your success depends on your ability to
communicate effectively.

In business we all get faced with these situations - sometimes all at once!
It took me many years of trial and error before I could claim to be an
effective presenter and networker.

I am delighted to find that two experts in their fields have joined forces
to provide the definitive `handbook' to help those people who still `shake
in their boots' at the thought of opening their mouths in the company of
strangers. Andy Lopata and Peter Roper are the experts from whom we should
learn.

Both are experienced and accomplished presenters and networkers and are
both active in a number of business networks. In addition they are in
demand as keynote speakers and present their topics at forums, workshops
and conferences on a regular basis. In `...and death came third!', their
knowledge and experience leaps off the page as they approach these two
important subjects in a straightforward and accessible way, giving
practical tips, expert guidance and easy-to-use tools.

This is the equivalent of a `leg up' on the corporate ladder.

I'm sure that the information contained in these pages will be invaluable
in building your business success and your reputation. I only wish that
there had been something like this at the beginning of my career!

Peter Hubbard

Chief Executive, AXA Insurance