Most salespeople talk too much and listen too little. Paul shows how mastering the right questions can change every sales conversation.

In this East Trade Winds session, hosted by Bernie Franzgrote and Wayne Pratt, we meet Paul Kirch, founder of Boss Academy. Paul built his sales career the hard way—trial, error, and rejection. Along the way, he discovered that questions, not polished pitches, turn strangers into clients.

Out of those lessons came the Ask Askology Method. It’s a practical system that teaches anyone to ask with purpose: the right timing, the right tone, and the right depth. Instead of pushing logic or features, Paul shows how to guide conversations toward emotion and trust—the real drivers of buying decisions.

Key takeaways from this episode:

• Ask to become interesting — stop selling and start sparking curiosity.
• Four powerful question types — leading, investigative, empathy, instigating.
• Why emotion beats logic — connect first, persuade second.
• Networking in a modern market — keep relationships alive in a busy, distracted world.
• Perseverance & mindset — staying motivated when sales cycles feel tough.
• Turning rejection into data — what “no” really tells you about your pitch.

Guest links & resources:

• Paul Kirch on LinkedIn
• Boss Academy official site
• Watch the full video on YouTube: Why Asking Questions Makes You Interesting!
• Listen to the podcast episode: East Trade Winds Podcast – S3E004

Supported by:

• East Trade Winds Weekly Meeting — a live Tuesday networking space for small and medium businesses.
• Hosts Bernie Franzgrote and Wayne Pratt bring together founders, entrepreneurs, and experts to share real-world growth ideas.

Disclaimer: Please note that the East Trade Winds podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.

It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.

It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.

Teams often struggle because we don’t understand why people think the way they do — leading to miscommunication, low performance, and frustration.

In this episode of East Trade Winds, we host Adam Kirkaldy of MindTime (LinkedIn: Adam Kirkaldy, websites: adamkirkaldy.com and mindtimedynamics.com). He shares a powerful framework called the MindTime model that explains individual motivations through three dimensions: past thinking, present thinking, and future thinking. Adam introduces how this model is different from behavior‑only models by going deeper: exploring how people’s thought patterns shape actions, communication, and collaboration.

You’ll hear about how using the MindTime survey can predict how teams behave and how organizations can apply insights to build balanced, whole‑thinking teams. The presentation ends with an invitation: join the East Trade Winds weekly meeting, network with peers, hear more guest speakers, and learn how this thinking tool can be used in your business.

Key topics covered:

• What the MindTime model is: past, present, future thinking
• Why behavior‑only models are not enough
• How to map individual thinking styles
• How thinking styles affect communication and project execution
• How to use the MindTime survey to predict responses and manage teams better
• Building ‘whole thinking’ in teams: why balance matters
• Real-life applications: improving team dynamics and collaboration
• How leaders and small business owners can implement these ideas now
• Opportunities to network and host / speak at East Trade Winds events

Guest links & resources:

• Adam Kirkaldy – LinkedIn: Adam Kirkaldy
• Adam’s websites: adamkirkaldy.com, mindtimedynamics.com
• YouTube video: Why MIND TIME Is The SECRET to UNBEATABLE Team Performance — watch here: https://youtu.be/r5NvvWjvs64
• Podcast link of the presentation: https://easttradewinds.simplecast.com/episodes/s3e003

Supporting acknowledgements:

Thank you to East Trade Winds for hosting, to all attendees, and to the people behind the scenes making this episode possible (platform tech, moderators, organizers).

Call to Action:

If your small or medium business wants stronger teams, improved communication, or project execution that just works — view the YouTube video now, connect with Adam Kirkaldy to explore MindTime,

and register for the next East Trade Winds Tuesday meeting (8‑9 AM EST) to meet more experts and grow your business:
Register here

We’d love to hear from you — comment or share your thoughts about thinking styles, send questions, or suggest other guests. You can also reach us any time at info@kreativinsight.com.

Disclaimer: Please note that the East Trade Winds podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.

It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.

It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.