Should you change or edit client testimonials? YES! Edit to polish and add value.

Posted by Patrice Rhoades-Baum

 

Have you heEdit client testimonialsard this advice: “Never change or edit client testimonials.” Not true! You SHOULD edit testimonials so they’re professional and add value. You can polish and edit client testimonials with a light touch. Just be careful not to change the meaning.

 

Use this checklist to edit client testimonials:

  1. PROOF – It’s vital to fix typos and punctuation issues. This helps to ensure your website and other marketing tools are polished and professional.
  2. SHORTEN – Brief testimonials get to the point and are easy to read. Trim long testimonials to 3-5 sentences. Yes, this means sacrificing content. But that’s better than loooong testimonials, which cause readers’ eyes to glaze over.
  3. REWORK (IF IT’S CONFUSING) – If a testimonial contains good content but is confusing or poorly written, consider rewording key sentences. Be careful not to change the meaning or the person’s intent. Then email the revised testimonial to your client for approval.
  4. ORGANIZE – I like to place testimonials with the most impact at the top of the website’s “Testimonials” page. When you organize client testimonials, alternate testimonials that address similar challenges.
  5. INCLUDE LOCATION & MORE – Make every testimonial work hard for you! Include the person’s full name, title, organization, and city/state or state/country. If your business is international, your testimonials from various countries prove that you work with clients around the world. Consider adding the client’s photo, if this is appropriate for your business. Also, if there are privacy issues (e.g., the healthcare industry) don’t publish the person’s full name. Instead use the first name only or initials only.
  6. ADD SEO KEYWORDS – When you edit client testimonials, sprinkle in organic SEO keywords. For example, if your name is Jane Doe and you’re a business coach, you can do this:
    Replace this statement: “Jane guided me to…”
    With this statement: “As my business coach, Jane Doe guided me to…”
  7. MAKE A BOLD STATEMENT – Your website visitors (your prospects) don’t read every word on your website. They skim. That’s why I select one sentence in every testimonial and make it bold.

Take time to edit client testimonials. This adds professionalism to your marketing tools – and adds value for your business.

 

 


How to create a Project Plan: Here are the steps and a Project Plan template to get your project done!

Posted by Patrice Rhoades-Baum

 

Checklist w-clipboard and pencil

 

Are you ready to tackle that big project? 

Is this your year to roll out a new product?
Introduce a new service?
Update your website?
Promote an online training program?
Develop a new workshop or keynote?

Recently, one of my Mastermind partners quizzed me about Project Plans. She knows I’ve relied on Project Plans for years – more than 3 decades, actually – to bring large, complex projects to fruition.

In my 25-year corporate marketing career…

I created Project Plans to organize $100,000 tradeshow events, to manage corporate websites with $250,000 budgets, and to research and write a case study printed in Fortune magazine.

In my 10 years as a marketing consultant and branding expert…

I created Project Plans to develop and launch new services and products, create webinars and workshops, and lead a significant revamp of my website.

What’s my “secret”? Create a Project Plan – a simple, strategic tool.

Decades ago, when I stepped into the role of Marketing Communications Manager at a high-tech corporation, I learned how to juggle a host of projects. On any given day, deadlines competed for my attention: company websites, newsletters, direct-mail campaigns, email campaigns, print ad campaigns, public relations efforts, and logistically intensive tradeshow events.

Every project had multiple milestones and, all told, an army of copywriters, designers, website developers, and other team members.

It was understood that deadlines would be met – never missed. So I created a Project Plan template and mastered using Project Plans.

~ ~ ~

Follow these 10 steps to create your Project Plan – using my Project Plan template – and you will complete your project. 

Step 1.
As with any strategic activity, creating your Project Plan requires concentration. Set aside time. Minimize distractions and interruptions, so you can stay focused.

Step 2.
Click to download my Project Plan Template. Save the downloaded Microsoft Word document in an appropriate folder on your computer. At the top of the document, type the name of ONE project to complete. For example: “Create content for a new workshop.” Use one Project Plan per project to avoid confusion.

Step 3.
In the “Activity” column, type a list of every task involved in your project, from start to finish. Keep each task description brief. (Long descriptions can get confusing and overwhelming.)

Step 4.
In the “Persons Responsible” column, type the name of the person(s) responsible for completing each task, even if it is you.

Step 5.
Check the chronological order of your task list. Move rows to organize the tasks, as necessary.

Step 6.
Review the task list to ensure it’s as thorough as possible. Creating a detailed task list helps to clear up “fuzziness” about specific steps involved to complete your project. Keep in mind: Clarity is the enemy of procrastination!

Here’s an example to ensure your list is thorough:

Let’s say you plan to create an outline for your new workshop and want your Mastermind partner to review it and give feedback. There are actually 4 different tasks that, most likely, would happen on 4 different days. Therefore, your Project Plan would list the following 4 discrete tasks, with the person responsible:

  • Create outline, give to MM partner      [Me]
  • Review outline                                        [Mastermind partner]
  • Meet to discuss feedback                     [Me and Mastermind partner]
  • Finalize outline                                       [Me]

Step 7.
Now it’s time to set the project’s completion date. Print your in-progress Project Plan. Grab a pencil and eraser. In the last row showing the last task on your list, write down a date in the “Due Date” column.

Here are tips:

  • For our “create new workshop” example, this would be a hard-and-fast deadline if you have committed to present this new workshop at a conference or corporate event.
  • If you don’t have a “drop-dead” date for your project, choose a target completion date.
  • Do not skip this step! Setting a target completion date is a critical step to (a) commit to your project, (b) finish your project.

Step 8.
Now it’s time to identify a due date for each task. Grab your in-progress Project Plan, pencil, eraser, and a paper calendar. Consider printing your Outlook calendar, which would show scheduled out-of-office dates. Whatever you use, consider it a “scribble calendar.” (You’ll see why in a minute.) Starting at the bottom of your Project Plan, identify a completion date for each task.

Here are tips:

  • I like to mark each task’s completion date in the “Due Date” column AND scribble the task on the calendar. If you start seeing too many substantial tasks loaded into one week on the calendar, it’ll be clear that you need to adjust dates for some of your tasks.
  • Work your way up to the very first task in your Project Plan.
  • Erase and adjust due dates for each task, as necessary.
  • If you started by identifying a target completion date (as opposed to a firm “drop-dead” date) and find that you’ll need more time to finish your project, you can move the completion date by a week or two, then adjust all task due dates accordingly.
  • Remember: The goal is to identify reasonable due dates that you can meet, week after week.
  • You may want to identify key milestones. For example, it may be critical to give the workshop outline to your Mastermind partner by a certain date, prior to his/her extended vacation.
  • For lengthy and complex projects, I like to build in contingency time. Often, I’ll include a 1-week task that is simply called “Contingency.”
  • Many tasks in your Project Plan must be completed by others on your team (virtual assistant, designer, website developer, etc.). Be sure to contact them to ask about their availability. You don’t want to discover, late in the project, that your website developer will be on vacation for 2 weeks, just when you need him/her.
  • When you’re done writing due dates for each task on your printed Project Plan, type the dates into your Microsoft Word document to finalize your Project Plan. I like to print my completed Project Plan, then place it in a binder or folder, so I can refer to it often. (Over the course of the project, I scribble lots of notes and sometimes adjust dates.)

Step 9.
Place each task’s due date in your Outlook calendar, day planner, or other scheduling system that you use. Be sure to indicate how much time the task requires. This way, when you schedule other activities and meetings in your calendar, you won’t over-pack your week and over-commit your time.

Here are tips:

  • You can schedule a meeting with yourself to accomplish each task. This ensures you have set aside time to address your tasks, so they don’t get pushed to evenings and weekends.
  • Once a task has been completed – on the printed Project Plan – I like to highlight it or cross it out. That gives me a great deal of satisfaction! You can also put a checkmark next to tasks, as you complete them.
  • Give your Project Plan to team members who are responsible for specific tasks. Ask them to schedule time in their calendar to address their tasks on or before the due dates. Often, a team effort is required to complete a project, even if you’re a solopreneur. To complete the project on time, all team members must complete their tasks on time.

Step 10.
This is less of a step, and more of a MINDSET. Every task’s due date is a commitment that you make to yourself. Give each task the time – and priority – it deserves. Meet each task’s due date, and you will successfully complete your project on time.

Click to download my Project Plan Template

Have questions? Need help?

I’m happy to guide you through the process to create your Project Plan! Send an email, and we’ll set a time for a consultation: Patrice@BrandingAndWebsites.com

 


“Murder your darlings”: A writing tip for Halloween

Posted by Patrice Rhoades-Baum


Knife-b&w

 

 

“Murder your darlings.”

It’s not a Halloween joke. It’s a century-old, highly respected writing tip!

Who said it?

According to Forrest Wickman’s research, Arthur Quiller-Couch offered this insightful advice in his widely reprinted 1913-1914 Cambridge lectures “On the Art of Writing”:

“Whenever you feel an impulse to perpetrate a piece of exceptionally fine writing, obey it – whole-heartedly – and delete it before sending your manuscript to press. Murder your darlings.” 

What does it mean?

Sometimes while writing, we create a sentence or paragraph that is particularly energetic. It flows! It sparkles! It may be brilliant!

But if that sentence or paragraph does not support your message, you need to kill it. You need to whip out your red pen or hit the delete key.

It breaks your heart, but it must be done.

I believe every word, every sentence must support the message. “Murder your darlings” reminds us to be objective when writing and editing our content.

We are servants of the message we seek to communicate. We cannot fall in love with a passage that does not serve our message.

I’ve been writing professionally for 30+ years, and I know it’s tough to “murder your darlings.” My advice? Take a breath. Buck up. Do it.

The more you “murder your darlings,” the easier it becomes. Your message is clear. Your writing improves. Everyone wins – except that “darling.”  :>

 


Writing tip: “Eat the big frog first”

Posted by Patrice Rhoades-Baum

 

What the heck does it mean to “eat the big frog first” – and what does it have to do with writing? 

First, let’s look at this cryptic and confusing phrase!

Mark Twain said, “Eat a live frog first thing in the morning and nothing worse will happen to you the rest of the day.”

Over the past 100 years, this phrase has shifted to “eat the big frog first.” In other words, tackle the most challenging or dislikeable task first – or a big task that will produce your greatest results.

Photo by Patrice Rhoades-Baum

Photo by Patrice Rhoades-Baum

 

Now, let’s look at how you can “eat the big frog first” when writing articles, blog posts, or website content.

In this context, “eating the big frog first” means tackling the most difficult aspect of your writing project, right off the bat.

For example, if you’re creating all new content for your website, you would tackle the Home page copy first. This challenging chunk of copywriting can be difficult and daunting. Why?

Website Home page copy must:

  • Convey your brand in a nutshell.
  • Communicate your key benefit message.
  • Be brief.
  • Be on target (for your target market).
  • Inspire the website visitor to keep reading, then contact you!

What if you don’t want to eat the big frog first?

Truth be told, I rarely eat the big frog first! I’ve been a professional copywriter for 30+ years. Often, I’ll start by writing smaller chunks of content. Editing a pile of testimonials. Compiling relevant notes to the project designer or developer. Later – when the creative juices are flowing – I’ll eat the big frog.

You can “nibble the little tadpoles first!” 

Thanks to 2 recent conversations on this topic – with my client Debra and with my friend and marketing colleague Susan – we collectively coined the phrase, “nibble the little tadpoles first!”

Some people want to tackle the challenge right off the bat. These brave souls eat the big frog first. Meanwhile, some of us prefer to first nibble on little tadpoles to get the creative juices flowing.

Which approach is right for you? 

There’s no right or wrong approach. As a professional copywriter, I encourage you to sink your teeth into your writing project and start by either eating big frogs or nibbling tadpoles.

One way or another, get started – and get that writing project done!

 


SAVE THIS CHECKLIST: How to systematically review your new website before it goes live

Posted by Patrice Rhoades-Baum

 

Use this checklist to ensure a successful launch for your new (or updated) website!

Green pencil & green checkmarksI’ve been a website marketing strategist, copywriter, and project manager “ever since Al Gore invented the Internet.”

Over the years, I’ve reviewed hundreds of business websites to ensure they were polished, professional, and working properly.

Before a website goes live – and immediately after – I thoroughly review the website. Top to bottom. Using my systematic approach.

Use this checklist to thoroughly review YOUR new or updated website. The goal, of course, is to successfully launch your new, polished, professional website, so you can happily share it with the world!

 

Here’s my 12-point checklist. Use it to review your new or updated website before it goes live AND after it goes live.

 

  1. Test all links – Click the across-the-top navigation to ensure every web page is linked appropriately. Next, scroll down to the footer and click all text links to ensure they’re set up correctly, including social media icons. And don’t forget the site map: open the site map web page and check every link. Next, systematically move from web page to web page testing every link: any text links in the body copy, videos, audios, PDF speaker one-sheet, PDF resume, and all graphical elements (e.g., logos). If the blog has categories and a FeedBurner type of email subscription, check these links as well. Finally, on the interior pages, try clicking on the company logo in the banner – this should take you back to the Home page.

 

  1. Complete all forms to ensure they work – Complete all opt-in boxes and contact forms. Put on the “customer hat” and experience the process from the website visitor’s point of view. If there’s a PDF giveaway on the Thank-You-For-Subscribing page (from the opt-in box), click the link. It’s shocking how often this is overlooked! In fact, thoroughly review these behind-the-scenes thank-you pages (developers call these “success pages”). Also, critically look at any Captcha-type spam-control plugin the developer may have added to your contact form. Personally, I find reCAPTCHA beyond frustrating. If you and your website developer decide your website needs a spam-control plugin, select a version that your target market can easily use. Imagine a qualified prospect taking the time to thoroughly complete your contact form, then throwing in the towel due to a frustrating experience, right when they’re ready to hit Submit – you won’t get that lead.

 

  1. Now try to BREAK all forms! – What happens if you don’t complete a required field, then hit Submit? Is the “error” dialog box helpful? Or is it cryptic and confusing? On the contact form, can you input a long European phone number in the phone field or does it only allow 10 characters for US and Canadian phone numbers? Spend time trying to “break” every opt-in box and contact form. If there are any issues, it’s best for YOU to find them, not your customers.

 

  1. Purchase your product – Whip out your credit card and purchase your book or downloadable product. Check to ensure all pricing and shipping information is correct. Put on the customer hat to experience the purchase from the website visitor’s point of view. Is the purchase and downloadable process easy? Did it work properly? Are all directions throughout the process clear and easy to understand? Jot down any errors – and possible points of confusion – and discuss these with your developer.

 

  1. Test all email addresses – Is the main email address on the website Info@ABCcompany.com? Are there other email addresses? Ensure all are properly set up. If they don’t work, you may lose email messages from qualified prospects.

 

  1. Test all other features/functionality – Does your website have a search function? Test it. Any other features or functionality? Test these thoroughly, wearing the customer hat.

 

  1. Proof every word – Typos slip in … it’s a fact of life. Weirdly, typos seem to “hide out” best in 24-point headlines! Here are my favorite tips to flush out lurking typos and sneaky grammar and punctuation errors. This is an important step to ensure your website meets your high standards of professionalism.
    (A) Print every page and proof the old-fashioned way – on paper. This simple trick offers a surprising level of objectivity and is much more effective than proofing at the monitor.
    (B) Ask a family member, friend, or colleague to proof your website copy for you. Choose someone who has this skillset.
    (C) Hire a professional proofreader.
    ~~~
    ~~~
  2. Critically examine stock photos – If the developer used stock photos in your new website, are the images fresh or trite? Do the images support your message? Ask pointed questions of your developer to ensure you have purchased the rights to use all stock photos and clipart. Finally, you’ll want to ensure photos with people present a mix of male/female, various ethnicities and, depending on your target market, different age groups.

 

  1. Check all redirects – For example, if your website address is ParagonConsulting.com and you requested that your developer redirect ParagonCoaching.com, then you’ll want to ensure this is set up.

 

  1. Ensure your developer has implemented basic SEO strategies – Like a well, this is a deep subject, given the plethora of SEO strategies and philosophies. At minimum, ensure your developer added a unique meta title and meta description for each web page and incorporated important organic keywords.

 

  1. Review using different browsers and multiple mobile devices (both Apple and Android) – Yikes, this is the bane of every website developer – and reviewers! This task can be time-consuming, and many developers do not conduct a thorough review. However, it’s YOUR website so, ultimately, it’s YOUR responsibility. At the time of this writing, there are 5 major browsers: Google Chrome, Mozilla Firefox, Internet Explorer, Safari, and Opera. Download each browser onto your computer and test the key features and functionality of your website on every browser (especially email and contact form). Yes, it’s a pain, but this is vitally important. And take time to review your new website on a variety of mobile devices – both Apple and Android. I recently found a significant issue when reviewing a client’s new website on my Android smartphone – an issue he didn’t encounter on his iPhone.

 

SIDE NOTE: As of December 2014, W3Schools.com listed the most popular browsers (in terms of market share) as:

  • Google Chrome: 61.36%
  • Mozilla Firefox: 23.6%
  • Internet Explorer: 8.0%
  • Safari: 3.7%
  • Opera: 1.6%

 

  1. What’s missing? – I’ve done a ton of professional editing in my career. Long ago, this realization popped into my head regarding the difference between a proofreader and an editor: The proofreader looks at what IS there; the editor also looks at what is NOT there. Step up to the 10,000-foot level and ask yourself: “Is anything missing? Are all photos, videos, and other assets represented in my new website, as planned? Is the contact form robust, so it serves as a hardworking inquiry form? Have we overlooked anything?”

If you have thoroughly reviewed your new or updated website – using this checklist and a systematic approach – then you’re ready to go live. Congratulations!

 


Marketing & Branding Views: Humility vs. self-promotion

Posted by Patrice Rhoades-Baum

 

THEME: “Humility vs. Self-Promotion” (Marketing Tip for Solopreneurs)

TIME: 3 minutes

LOCATION: Downtown Colorado Springs

THE KEY VIEWPOINT: I joined Katharine Lee Bates – who penned “America the Beautiful” in 1893 after summiting Pikes Peak by wagon and mule – to chat about this topic.   :>  Ironically, while we prize humility as a personal trait, you don’t want to be TOO humble when promoting yourself and your business. Here are marketing tips for solopreneurs to overcome 3 common stumbling blocks to forge a powerful brand and promote your business – without feeling like it’s shameless self-promotion!

 

 

CLICK HERE to read the transcript: Humility vs Self-Promotion – Marketing Tips for Solopreneurs and Small Business Owners, by Patrice Rhoades-Baum

 

 


Got a minute? Here are 2 time management tips for solopreneurs and small business owners

Posted by Patrice Rhoades-Baum

 

In a blog post last month, I mentioned my penchant for being organized and productive. Several small-business owners have asked for more tips! I’m delighted to share 2 of my favorite time management tips for solopreneurs and small business owners.

 

Time-management tip #1:

Ask yQuestion mark-redourself, “What is the ONE thing – the most important thing – I should do right now?”

When working for an Internet start-up company, I was always on the run. Literally! Too much to do. Not enough time.

Throughout the day, I repeatedly asked myself the question: “What is the ONE thing I have to do right now?” Sometimes the task was tactical, sometimes strategic.

This question kept me focused, efficient, and sane.   :>

 

 

Time-management tip #2:

Schedule a Detail Day AND a Strategy Day in your calendar

Wake up! It’s 3am! Did you take care of that loose end?!

Details can be overwhelming. They can nag at you, wake you up and, worse, divert your attention Balance-scalesfrom important projects and goals.

Every so often, I’ll schedule a DETAIL DAY in my calendar. I make a long list, then attack!

But we need balance.

It’s important to climb up to the 10,000-foot level. That’s why I also schedule a STRATEGY DAY.

 

 

 

Time management tips for solopreneurs and small business owners: I hope these quick-tips fuel your ability to be organized, productive, efficient, and strategic. 

What are YOUR favorite time-management tips and productivity tips?

 


Idioms of the World

Posted by Patrice Rhoades-Baum

 

Ever wonder where those colorful – but cryptic – idioms come from? 

  • “It’s raining cats and dogs.”
  • “She’s under the weather.”
  • “He kicked the bucket.”

According to Merriam-Webster, idiom is “an expression that cannot be understood from the meanings of its separate words but that has a separate meaning of its own.” 

My sister Karen, who also is a writer and word buff, forwarded a fun and informative article to me: “Idioms of the World.”

Written by London-based Matt Lindley and illustrated by Marcus Oakley, they explain the meanings of 10 wild and wacky idioms from around the world:

  1. Into the mouth of a wolf (Italian)Not my circus-not my monkey--idioms of the world--illustrated by Marcus Oakley
  2. Not my circus, not my monkey (Polish)
  3. To have a wide face (Japanese)
  4. To have the midday demon (French)
  5. To feed the donkey spongecake (Portuguese)
  6. A cat’s jump (German)
  7. To give someone pumpkins (Spanish)
  8. To ride as a hare (Russian)
  9. To let a frog out of your mouth (Finnish)
  10. To have a stick in your ear (Danish)

Curious? Click to read Marcus and Matt’s article: “Idioms of the World.” 

 


How to run a paperless office

Posted by Patrice Rhoades-Baum

 

Yikes, being a solopreneur is a juggling act. Seems we have to squeeze in client projects (actual paying work) between proposals, marketing projects, and accounting tasks.

Before we know it, our office is overflowing in files. And why does it always seem like the specific piece of information we need is at the bottom of our “horizontal filing system”? Ack!

An example of what I try to avoid: "horizontal filing."

An example of what I call “horizontal filing.”

Overall, I tend to be extremely organized. But 2014 was crazy-busy, and my office reflected it. 

Starting January 1, I gave myself the gift of organization. I put “cleaning, filing, and organizing” on my priority list. Like Larry the Cable Guy says, it was time to get ‘er done!

Here are a few of my favorite tips to run a paperless office (and increase efficiency and productivity). 

  • Type notes versus scribbling on scraps of paper – If you’re on the phone and need to take notes, don’t scribble on a piece of paper that would need to be filed later. Instead, open an MS Word document (or other note-taking document) and type your notes. Get a good-quality, comfortable headset.
  • Scan paper notes & business cards from networking events – If you do have paper notes or a stack of biz cards, scan them and file them in folders on your computer. Then toss the paper.
  • Use sticky notes judiciously – I once worked with a guy who wallpapered his desk with sticky notes, plus they encircled his monitor. That would drive me crazy.
  • Only touch a piece of paper once – Waay back in the ’80s – in my first time-management class – the instructor gave us this advice: When you pick up a piece of paper, you handle the matter or you file or toss the paper. This rule may feel like old news, but try applying it to your email in-box. It works!
  • If your filing cabinet is full, it’s time to toss stuff out – As I conquered my “horizontal filing” stack in the photo above, I realized a big issue was space. While many papers in the stack were out of date and could be tossed, a few key items needed to be filed. I ended up cleaning out 3 file cabinet drawers, then had a shredding party.
An almost paperless office

This is my desk — an almost paperless office.

I should revise this article’s headline to:
“How to run an ALMOST paperless office.” 

Why? Because my favorite strategy for keeping a paperless office is using an organization system.

I’ve put systems into place to tie my electronic calendar (Outlook) to action items in my paper-based Franklin Planner. Over the decades, I’ve cobbled together a one-of-a-kind system that’s virtually foolproof.

In fact, my NSA/Colorado Programming Committee “partner in crime” Traci Brown has commented several times that she likes to think she stays one step ahead of others – and that I’m always 2 steps ahead of her! [blush]  :>

I’m not sure that’s always true, but I do like to run an efficient office. And now that my “horizontal filing” stack is gone, it’s an ALMOST paperless office.

~~~~~~~~~~~~~~~~~~~~~~~~~

BONUS Time-Management Tip:
The end-of-day brain dump

Clock--6pmAt the end of every workday, organize and write down all action items, project notes, meetings, and reminders for the next day. You can do this in your time-management system (paper or electronic) or, at minimum, on a to-do list.

Allow at least 10 minutes – more if you have lots of irons in the fire. Sometimes this takes me 30 minutes!

Next, prioritize your list.

The result? The next morning, you’re super-organized the minute you walk into your office.

The icing on the cake? You get a good night’s sleep! No more waking up at 2am, remembering stray pieces of information, then “working” all night.

 


Marketing & Branding Views: “Referrals are golden”

Posted by Patrice Rhoades-Baum

 

THEME: “Referrals are Golden”
TIME: 2 minutes
LOCATION: Catamount Open Space, north slope of Pikes Peak

THE KEY VIEWPOINT: To grow your business, it’s important to stay top-of-mind with your referral partners (those who refer clients to you). Here are specific ideas to nurture your referral network – and even formalize and up-level your referral program.

CLICK HERE to read the transcript

The following photos by Patrice Rhoades-Baum

Photo by Patrice Rhoades-Baum

Photo by Patrice Rhoades-Baum

 

 

 

 

 

 

 

 

Photo by Patrice Rhoades-Baum

Photo by Patrice Rhoades-Baum

 

 

 

 

 

Photo by Patrice Rhoades-Baum

 

Photo by Patrice Rhoades-Baum