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.

Many people fear selling—afraid of rejection or seeming arrogant—so they miss out on real business growth.

Imagine you're about to talk to a potential client, but there's a voice inside saying, "What if they say no? What if I sound pushy?" That’s where our guest, Percy Barr of Percy Barr Consultancy, comes in. He helps you change that story.

In this episode of East Trade Winds, Percy joins us to reveal the hidden secrets of successful salespeople. He shows how sales isn’t about pushing—it’s about being a trusted advisor. He then shares how mastermind groups become safe spaces to practice your pitch, build confidence, and cheer each other on.

Percy walks through how to create short, powerful pitches, deliver them with ease, and even promote others. It’s like training your sales muscle, one positive step at a time. He ends with a challenge: practice speaking up for yourself—and speaking up for others too. Because growth is about little actions that add up.

By the end, you’ll see selling not as scary or brash, but as helpful—both for your business and the people you serve.

Key topics covered:

• Why many people feel fear, rejection, or social pressure around sales
• How modern sales are about trust and value, not pushing products
• The power of mastermind groups to build skills and confidence
• Crafting quick, clear pitches that feel authentic
• How to deliver presentations with confidence
• The strategy of promoting others to build your own credibility
• Percy's final challenge: small, consistent acts of promotion lead to big growth

Guest links & resources:

• Percy Barr – LinkedIn – Website

Supporting shout-outs (recognition):
This conversation is made richer by the supportive community behind East Trade Winds. A huge thank-you to our hosts and the event organizers who bring these sessions to life week after week.

Ready to go deeper?
Watch the full presentation on YouTube: The Hidden Secrets of Successful Salespeople Revealed! (link)

Call to Action:
We’d love to hear from you! Did a tip help you feel braver in your next sales conversation? Drop us a comment, share your story, or connect with Percy directly.
Reach us anytime at info@kreativinsight.com.

Also, join us next East Trade Winds Tuesday (8–9 AM EST) to meet new guest speakers, learn, and practice grow‑your‑business tactics live.

Register here: East Trade Winds Weekly meeting.

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.

The Problem This Solves:
Many business owners overlook the goldmine hidden in their own client lists—missing out on referrals and repeat business.

When it comes to business growth, some of the most overlooked assets are right under your nose. In this episode of East Trade Winds, we’re joined by Percy Barr, founder of Percy Barr Consultancy, who shares why your client list isn’t just data—it’s dormant gold waiting to be mined.

Through a relaxed yet insightful conversation, Percy walks us through how to:

• Turn client lists into a revenue-generating engine
• Use CRM tools to automate and track referrals
• Build strong relationships that keep giving back
• Reward clients and partners in meaningful, repeatable ways
• Develop systems that grow your business even when you're not looking

Whether you're brand new to using a CRM or you’ve had one collecting dust for years, Percy lays out clear steps to clean it up, re-engage your contacts, and start seeing results fast.

You’ll hear how he:

• Developed repeatable strategies to monetize referrals
• Created trust-first systems for building long-term client loyalty
• Leveraged tools to keep referral partners actively engaged
• Helped others turn overlooked relationships into recurring business

📌 Key Topics Covered:

• How to uncover revenue hidden in your contact list
• Building referral systems that actually work
• Leveraging automation to build better relationships
• The psychology behind client loyalty and trust
• Why your CRM should be your best business partner

🎙️ Guest Info:

Percy Barr
🔗 LinkedIn Profile
🌐 Website

🎥 Watch the full episode on YouTube: Why Your Client List Is Secretly Gold!

🙌 Special thanks to the team at East Trade Winds for hosting this session and to all our attendees and contributors.

Special recognition to:

• East Trade Winds Masterminds
• Weekly moderator [Name if available – insert with LinkedIn link and/or website]

📧 For questions, collaborations, or to be a future guest, reach us at info@kreativinsight.com

🔔 Ready to tap into your own hidden gold?
Connect with Percy, watch the full episode, and don’t miss our next live East Trade Winds Tuesday event – 8–9 AM EST.
🗓️ Register now: Weekly East Trade Winds Meeting

💬 Let’s keep the conversation going:

👉 What’s one referral system you’ve used that really worked?
👉 Comment below or message us — we’d love to hear how you turn your contacts into clients.

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.

Problem: Many small and medium businesses struggle to automate tasks and scale efficiently using affordable technology.

In this episode, Kenneth Edmonds, founder of 22 Century Management and the host of “Discover the Secret to Better Business with AI Agents!”, shares his journey and key strategies to help businesses harness the power of AI agents. Through storytelling and concrete examples, he explains how AI can simplify complex workflows, reduce operational costs, and open new revenue opportunities.

Key Topics Covered:

• Kenneth’s personal path to founding 22 Century Management
• What AI agents are, and why they matter for SMBs
• Real‑world use cases: customer service, sales automation, and lead generation
• Common mistakes and how to avoid them
• Steps to pilot and scale AI agents in your organization
• Optimizing ROI and monitoring system performance

Guest Resources & Links:

• Connect with Kenneth Edmonds on LinkedIn: Kenneth Edmonds
• Visit 22 Century Management for services & AI agent consultation
• Learn more and book Kenneth to speak: 22ctymgmt.biz/speak

Hosted by East Trade Winds:
Catch the episode on Simplecast ➝Listen here
Watch the full video ➝YouTube: Discover the Secret to Better Business with AI Agents!

Acknowledgments

Thank you to Kenneth Edmonds for sharing these game‑changing insights. Also grateful to the East Trade Winds team for producing and supporting this episode.

💡 Call to Action

Loved this episode? Let us know—comment below, connect with Kenneth, and reach out to us at info@kreativinsight.com.
Join our next East Trade Winds Tuesday event (8–9 AM EST)—register here to meet other inspiring business leaders ➝Register for Weekly Meeting

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.

The problem this speaker solves:

Many businesses struggle to know exactly who their ideal customer is — and end up wasting time, money, and effort chasing the wrong audience.

Imagine you’re running your business, pouring your heart into marketing, and still wondering: “Why aren’t my dream clients finding me?” You tweak your ads, post on social media, and send emails, but nothing seems to click.

That’s where Catharine O’Leary comes in. Known as The Quiz Queen, Catharine has spent over 30 years helping global brands like Apple, Adobe, and Pepsi uncover exactly what makes their customers tick.

In this episode of East Trade Winds, Catharine shares her secret to knowing your audience: asking the right questions — including what she calls the “3:00 AM question” — the one thing that keeps your customer awake at night.

She introduces a powerful AI tool that delivers a nine-page deep dive into your ideal client’s profile, helping you fine-tune your messaging and engagement. Whether you’re launching your first business or scaling to the next level, these insights can help you connect with the people who are already ready to say “Yes” to you.

Key Topics Covered

• How to uncover your true ideal client
• The “3:00 AM question” and why it’s a game-changer
• How big brands use targeted questions to win loyal customers
• Using AI to create a complete, detailed client profile
• Crafting messages that resonate and convert

Guest Links & Resources

• Catharine O’Leary LinkedIn: Catharine O’Leary
• Join CIA Now: joincianow.com

Special Mentions
Thanks to the East Trade Winds community for supporting this episode.

Connect & Contact

📧 Email us: info@kreativinsight.com
🎥 Watch the full episode on YouTube: How To Know Exactly Who Wants Your Product!
🎙 Listen to the podcast: East Trade Winds – Episode S2E043
📅 Attend our next East Trade Winds Tuesday event (8–9 AM EST): Register here

Call to Action

If you’ve been guessing at who your audience is — stop. Watch this episode, connect with Catharine, and join us next Tuesday to meet other thought leaders who can help your business grow.

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.