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Key’s from this episode
- How to set up a referral network and never cold call again!
- To increase sales, know your personality style and how to determine your prospect’s and client’s as well
- Special offer: A free coaching session with Patrick
Click to Tweet: HOW TO SELL HOW YOUR CUSTOMERS BUY See: https://www.dougmorneau.com/podcasts/12
Doug: Well, welcome back to another episode of Real Marketing Real Fast. Today I’m super excited to have a friend of mine to join us Patrick von Pander who is a master certified coach. He’s a husband, a son, a friend, a citizen, a great citizen in the community, a neighbor, an entrepreneur, a fitness nut if you follow him online you’ll see his many trips to the gym, a foodie, a sports enthusiast. We’re going to try to stay away from sports because I’m not sure what teams he cheers for, a movie lover and a music fan.
So Patrick is a master certified business and corporate coach and a life coach. He’s been helping people for the last 15 years. He’s also a professional speaker and a trainer. Most people know that it’s important to have balance in life and they understand that the business balance with life is very important in individual thing. So I’m happy to welcome Patrick today who’s going to walk us through a whole bunch of stuff that will help us be better entrepreneurs, business people and probably corporate citizens. So welcome today Patrick.
Patrick: Terrific. Thank you so much for inviting me on your podcast Doug. Very much appreciate it. I’m excited. I’m excited to be able to share some of what I know and have learned and helped people with your audience.
Doug: I’m happy we can catch up. I was thinking of you right away as we’re getting started thinking what great value you could bring to our listeners because I know a fair bit about your background and your program. So was there anything I missed in the introduction or anything that you’d like to add before we get started?
Patrick: We’re good to go.
Doug: Okay. So why don’t we just get start right off? Let’s get into business. So why don’t you share with us a major breakthrough or a major success that you’ve had helping your clients to grow their business?
Patrick: My background was in the corporate world. I spent a lot of time in the sales world, corporate sales especially business to business and one of the things that I found was a real breakthrough was how to be able to set up relationships that provide you with essentially a distribution channel to your market. If what you’re offering is a service, rather than distributing products out, be able to create almost like that reverse distribution system where that referral network sends you not just onesies, twosies kinds of prequalified ideal referrals but that regular flow.
That’s one of the things that I really focus on with business people that oftentimes they really underutilize. They underutilize the conscious approach to be able to set up that referral network that is active, is engaged and that really can take care of a lot of your inbound marketing with those prequalified prospects that could ideally benefit from what you have to offer.
Doug: That’s a really cool idea. It’s funny I mean to say that kind of tongue in cheek because I often will speak to business groups and say, “Would everyone agree here that it cost 10 times more to attract a new client than to keep an existing client?” Everyone says yes. Then I ask them the question, “So what percentage of your effort and budget is spent on maintaining your existing client relationships?” The answer is normally zero. So we spend all our money on new acquisition and not building a deeper relationship with someone who will stay with us for a long time and like you said will refer us, clients.
Patrick: Yeah. Can I share a little bit of a story with you about this?
Doug: Sure.
Patrick: This maybe demonstrates the point. So at one point and this was in the mid-90s. I got to admit, being in telecom, in that industry during the 90s was a really special experience. It was a heady, heady time for telecom as competition here in Canada was really heating up. There are lots of players coming into the marketplace and being the incumbent telecom player playing defense on that and being creative about it was really interesting. So against that backdrop, there was one time and you know in the corporate world they tend to restructure every two to three years. So in corporate sales, we tended to have new customer bases that we would handle.
So at one point they decided, the executive decided “Okay, we’re going to go to a specialist model. So all of you sales professionals you’re each going to be specialists.” I was based on my experience was given mid-level corporate accounts in the lower mainland to be a specialist in business class telephone systems size 20 to 200 telephones. We didn’t really have cell phones yet becoming mainstream at all yet. Voicemail was still quite new. So everything was still channeling through receptionist, head offices through those phone lines and switchboards.
So I was a specialist there and in the same geographic area, in the greater Vancouver area which it was carved up in our team, it was carved up into 10 territories. I was given the Richmond, New Westminster and Annacis Island territory to look after. In that same coverage area, 10 other BC [tel 00:05:12] reps were covering different services. There were five others that were handling just long distance services. There was three that were just specialized in data services so wide area network technologies. There was two that were handling Internet connection services. There was one that was handling ISPs.
So what I did was instead of looking too cold call those areas or to work off of a list, I worked proactively to connect with these other 10 reps and I taught and trained them how to look for opportunities simply for me and then asked them what they would be looking for. I made it super simple. I asked them, “What are the top three things that you would be looking for and I’m looking for these following three things?” I’m looking for any business that is moving locations and that they’re between 20 and 200 telephone sets within their offices because I knew that if they were moving, that is usually the time when they invest in new computers, new phone systems, new furniture, new lots of stuff. That’s an ideal time for them to look at investing new technology. So I made it really clear that that was the number one thing.
The number two thing if they had one of our telephone systems but did not have voicemail system yet, I wanted to know it. The third thing, if they have a call center, any size from a smallest three up, I want to know about it, because those are all three. So keeping it very simple and then connecting with them regularly in a territory. Having coffee meetings with them, having lunches with these other reps and teaching and training them what to look for and then inviting them to the first meeting that I would have so that they can see firsthand how good I was at what I was doing and how much value I added to their contacts and connections so that they felt that much more comfortable and confident in referring me again and again and again.
Within three to six months I never cold called again. In my team by the end of the first year, I was delivering more proposals. They were being considered that anyone else in my team. Out of 10 people in my team, I ranked … within two years, I ranked from number six in the team in terms of a quota in the territory to number one and then by the third year I was crushing it. It wasn’t even close. I was at 185% of quota. The next closest person on the team ended the year at 115% of quota by a stretch by just implementing this simple distribution strategy.
Doug: Well that’s pretty interesting. So it’s really about investing in people.
Patrick: Yeah. Really knowing who those connectors are to your ideal target market audience, keeping it very simple in terms of educating them and then staying consistent about what you’re looking for from them. Proving to them that you add value to their clients so that they feel really comfortable. Usually, by the second or third time I invited them to attend the first intake meeting, I would have, they wouldn’t need to be there in the future anymore. They just told me, “Patrick, we know that you know your stuff. Just go do your thing. I’m going to be busy over here doing that.” Then on the flip side, I would always look for opportunities how to reciprocate for them so that they’re also being fed.
Doug: Well I certainly realize that in the time that I’ve gotten to know you and your new wife that you’re both big believers in you and you live that. So what I want to do is I want to shift gears a bit now because you have … I think you have a superpower that people are unaware of. I really wanted you to talk a little bit about how you deal with or how not necessarily you but how people in the sales and marketing and communications that are trying to grow their business should communicate with their prospective audience and appreciate that we’re not all the same.
Patrick: Absolute. Thank you so much. Yeah, I’ve been called a Jedi when it comes to personality styles. Every one of us is not born a blank slate. We are born with a certain set of predispositions to how we deal with things like time and people and tasks and situations. So the sooner in our lives … I wish I would have known this a lot earlier in my life. The sooner we can realize how our own predispositions sort of dictate or predispose us to handling things like … just even seeing the world and how we think about things and how we communicate naturally about things and how we interact with others about things.
The sooner we know about that, the sooner we have that self-awareness, the sooner we can know how our own perspective biases and influences, how we deal and communicate with other people. Here’s what most people don’t understand and I wish that everybody did. The reality is that most of us we project our own personality styles, our own predispositions to everyone else. We expect them to see the world the way we do. We expect them to think like we do. We expect them …
Doug: What’s wrong with that?
Patrick: I’m telling you what’s wrong with that is that the reality is that there is a small proportion …
Doug: Bingo!
Patrick: I appreciate that. I love you poking me on this stuff. It’s all good. The problem with that is that most people are not like us.
Doug: Yeah, I’ve noticed that. It’s taking me like I told you before when we’re talking about 50 years to figure out that not everyone has the same personality style. So how do you figure this out? It took me a long time to figure it out. My wife had gone, “Now everyone is like him.” I go, “What’s the matter with him?”
Patrick: You know what? You’re illustrating my point here with this. We tend to take it personally. When other people don’t think like or see the world like we do or interact and communicate like we, we take it personally. We think, “What’s wrong with that person? Why are they being so difficult? Why are they being such a jerk?” We take it personally when in reality they’re just being who they are and processing things the way they are. My personal experience even this extends to my personal life, my younger brother is very deeply embedded in one personality style. It’s kind of the personality style where it’s my way or the highway. He sees things in black and white. No shades of gray or no new ones embedded which is kind of more my natural predisposition. That driver type A personality style.
Doug: Awful personality Doug.
Patrick: It’s just like for it.
Doug: It sounds just like me.
Patrick: We love you, man. We love you.
Doug: So, how do we figure this out? So I understand that now. So for people that are listening, how do they figure out what their tendency and their personality style is and then what the other styles are so they know how to adapt, so they can communicate better with their message to the market?
Patrick: The easiest best way is to be able to take a personality profiling based assessment tool, a quality one of some kind. What that will do for you is to help you gain a level of self-awareness about who you are and what your predispositions are so that you can start to at least be self-aware of this. The magic really comes in seeing it in writing. There’s an amazing dynamic that happens when we see ourselves in writing because it’s almost like we’ve been granted permission to own more deeply who we actually are.
Doug: I guess depending on your personality style when I saw mine and I looked at my wife’s. I looked at mine and I said, “Oh this is a bunch of crap.” She would, “That’s exactly who you are.” I went, “No, I’m not like this at all.” I read hers and I went, “That’s exactly who you are. This is what happens when you get under stress. This is what happens to you with confrontation. This is exactly you but mine is nothing like me.” She’s going like, “Read it again.”
Patrick: So with that self-awareness, with that ownership, with the understanding that this is science-based and this is objective, it allows us to be first of all aware of it so that step number two we can manage it better. My dominant personality style is very analytical and very task oriented and yet here I am working with people all the time. So when I know what my predispositions are and I’m dealing with people that are not like me, sometimes by a little bit, sometimes by a whole lot, I can suspend my natural predispositions and I can self-manage myself and let go of my attachment to those predispositions.
When we do that, suddenly the dynamic and the energy changes because the magic here in this process is that people tend to be naturally attracted and drawn to people who do see the world like they do, who do think about things the way that they do, who do communicate and interact the way you do. That’s why when you or I meet somebody that’s a lot like us, we just connect right away. It’s like it’s so much easier. It’s so much quicker. It’s so much less effort. It just seems to click and flow so much easier.
Well, the reality is if we’re looking to communicate and connect with and if your audience is looking to connect with a wide diverse audience, if they’re looking to be relevant and really unleash that attractive nature, they need to be able to appeal to those different personality styles. They need to be able to know their audience and that’s marketing 101. You and I both know this. You got to know your audience. So know how they think, know how they communicate and interact, know how they see the world and now you can start to play with that.
One example that I use in my live training, when we go to … if it’s a half-day training or a full-day training, as a good speaker or trainer you know that a couple of the things you just absolutely can’t compete with when it comes to the audience’s attention is you can’t communicate with food and you can’t communicate or you can’t compete rather with food and you can’t compete with bladders. So you need to be able to give people a break. So before we go to break, here is the language that I use that gives something to each of the four different major personality styles.
I say, “Hey, you know what, after the break, we’re going to have a great deal of fun sharing some terrific information that’s going to allow us to connect more deeply and meaningfully with one another and translate them into results.” With that one statement, every one of the four different personality styles is going to draw the one thing that makes it worthwhile to come back into the room after the break and come back into the room excited and anticipating something that’s going to be of value for them.
Doug: That’s cool. So two things on that. One is, know your audience and the second one that I wanted to talk to you about are the styles. So know your audience like you said is marketing 101 but I think that looking at the tools and the systems that you used to help people go deeper than that because I can know my audience, my target audience by demographics and geographic or whatever research I’ve done. If you think about it on a really finite level, if I wanted to get an interview with a particular magazine, I can identify the magazine. So that’s my target audience. You’re going to teach me the skills to understand the style of the editor by reading what they publish so I have a better chance of responding and getting their attention. Is that a fair assumption?
Patrick: That can absolutely be a fair point here. You know what? Across the four different major styles, they tend to sort into three different dimensions. There’s certainly task oriented versus people oriented personality styles. There is verbal versus action-oriented and then introverted versus extroverted. Let me make one point about introverted versus extroverted. The speed at which people prefer to go has a lot to do with those personality styles. Let me give you an example. When people tell me one of my superpowers is being able to take the complex and make it a little more simple to understand so that you can absorb it.
So one of the examples of that is introverts versus extroverts. There are two different personality styles that are introverted. There are two different styles that are extroverted. Isn’t it useful to know that the extroverts make decisions and receive and interact more quickly? In a four-speed transmission, if you want to use a vehicle as an example, the old stick four-speed transmissions. I know we’re dating ourselves a little bit here. Four-speed transmission, the type A personalities, the driver’s person, they’re used to operating in fourth gear overdrive. Everything is fast.
They value their time. They just want you to cut to the chase and get the bottom line from you. They want results. They’re task oriented and they’re results focused. They make decisions … here’s how fast they make decisions. It’s already made. That’s how fast they make their decision. They’re constantly assessing it and they’ve made … now, might be changed their minds? Well yeah absolutely. If it’s in their best interest or the company’s best interest to change their minds because new information has come to light, they have no qualms being able to change their minds about things. That they work at that speed. So as marketers, as business people, when we recognize that personality style, we got to be able to be ready to shift up into fourth gear and operate at that speed and frequency and level.
On the other side, at the other end of the spectrum where you’ve got interpersonal harmony, personality styles that are deeply, deeply embedded into trust and emotions or trust and relationships, they work at first gear. You got to almost treat them like deer and not make any sudden moves. They build their decision-making process very slowly. They want to know you, like you and trust you over a period of time. They’ll grow that quietly. They’re allergic to conflict and so they won’t engage with things the same way. They make their decisions more slowly.
Another personality style that’s introverted is the highly analytical personality styles who see the world through a lens of facts and information. So for them, you want to flood them with that facts and information and then give them the time and space to be able to do the research and they will do that research at levels of detail that most others don’t care about, which is why some people might call them perfectionists.
Inappropriately I would say because it’s not that they’re perfectionists, they’re just really highly personally invested in quality and adverse to making mistakes, which is why they can be a relied on a resource for some of the more extroverted personality styles that don’t want to take the time to do that level of deep research to vet things out, but they work at second gear and we got to be prepared as marketers and business people to give them the time to have them take themselves through that whole buying process that they go through at their preferred speed. We got to be able to shift down appropriately.
Doug: There we go. It was interesting you and I talking. We’re clearly totally different on personality styles. I’m going, “Okay, move along.” You’re going, “Why I want to explain this so people understand.” I’m going, “Yeah, I got it. Let’s carry on.” My question was, knowing this and the work that you do in coaching and helping people to be top performers in their business and their personal lives, is this something that … you’d tell our listeners this is something that they could learn and when they meet people in a conversation, in a business setting or a personal situation where they would be able to fairly quickly make an assessment of somebody’s style then be aware of it.
Not that you’re going to manipulate them but you’re going to … instead of manipulating actually paying them a compliment by shifting gears to get on their level, kind of like when you’re talking to kids. They say that don’t stand and talk to them. Get down on their level face to face. So I see this is that level.
Patrick: When you get where they’re coming from, it’s really doing a service for them for you to be able to adjust and adapt to their style what they’re showing you. Now let’s be clear. None of us is just one style. All of us are a combination of all four but every one of us and this is science, every one of us only shows one at a time. So to your point, absolutely, you can read and recognize what people are showing you in that moment. So I’ve met with say sales managers or general managers of companies where we’ve had a first coffee meeting outside of having a quick phone conversation or the email exchange that is set up the meeting, we don’t know each other.
Some of them are … sometimes even many of them are skeptical at first with regards to this whole approach. Sometimes I need to be able to showcase that by after just a few minutes of speaking with them and interacting with them, telling them levels of detail about themselves that maybe isn’t 100% but scary accurate like 70%, 80%, 90% accurate. Telling them about things that they never shared with me beforehand just from what they were showing me.
Doug: That would certainly be interesting. I mean as a sales manager I’m looking at my team thinking, “Wow my team could relate to our customers at that level and understand where they’re coming from.” It would certainly make the sales process and deepen the relationships a lot better.
Patrick: And faster. It is a meta-skill. It is foundational. This translates not only into business but you’re right into every aspect of our lives personal and professional. So when we can really recognize that, when we can gain clues from even facial expressions as well as language, their cadence, their speed, their energy, all of these things provided us clues for those of us that have become proficient at it to give us indications of what they want in the way that they want it, at the speed they prefer.
Doug: That’s really cool.
Patrick: It is really cool.
Doug: What’s the biggest myth about this particular tactic? You talk to, I don’t know how many people, hundreds of people every week with all the work that you do. What do you think the biggest myth and tactic is around this?
Patrick: A couple have come up for me. Number one is you mentioned earlier, it can come across manipulative. You know what? That comes down to what is your intention in terms of how you use it. This is a meta-skill and like with any skill, you can use it for good or you can use it for considered not so good. I would say the biggest thing to answer your question is really … yeah, but don’t our personalities change over our lives. That’s really a myth. The reality is that our predispositions towards our personality styles do not change over the course of our lives and that gives us information to work with. What does change over the course of our lives is how we manage those predispositions, how self-aware we become and how we use that self-awareness to then redeploy and make different choices.
My two dominant highest scoring personality styles are both task-oriented. The other end of the spectrum is people oriented. My two lowest scores predisposition wise are people oriented and look at the business I’m in.
Doug: People business, yeah.
Patrick: I’m in the people business. I’m in with people all the time. I’ve learned how to manage myself better by that self-awareness. The other thing I would share is that what does change over the course of our lives is our highest personal values. That’s one of the other drivers to shaping who we are as people. Personality style doesn’t explain everything in terms of what shapes us personality styles or people wise. There are certainly other factors; biophysical influences, our social teachers, our self-worth levels and a few other factors.
You know what? This personality style piece it is one of the six core areas and when you can really dive deep into it and embrace it and learn about it and work with and play with it, boy, things just get really a lot better for you personally and professionally when you leverage that for advantage and for a more successful business on one side and a more satisfying fulfilling personal life.
Doug: One of the revelations to me was when I went through the testing process that you use was being in a room with obviously a mixed group of people. Then they separated the room into your predominant style and then they had each of those people elect somebody to stand up and then share what they thought of the other personality styles. It wasn’t to be derogatory or pick on people but it was, what does this particular style think about when they’re dealing with somebody else? So for me, we’re all interested on ourselves. I was surprised at the comments that came from the introverted and the analytical and the people who like people of my personality styles say, “Well, he’s arrogant and he’s forceful and he’s this and he’s that.”
I’m thinking, “Man, I’m just busy getting stuff done. I wasn’t really thinking about anyone else’s feelings.” To your point, I wasn’t thinking about how they would perceive what I was doing and they perceive I was just taking stuff over and charging ahead. It’s like, “Well, I thought I was supposed to get this task done.” So for me, that was a huge wake up to be in a room and have that conversation with other people, because I went, “Oh okay, now I understand why I get that kind of feedback when I talk to people.” So that was the first time I was ever aware of why I get the feedback I do.
Patrick: You know to that point, your dominant personality style, there are other personality styles where you can come across as too much when you’re getting deep into your Doug. It can be too much, too fast, too soon for them or because you’re so task oriented and results focused, that it can come across to other people, more people-oriented styles as maybe uncaring or disconnected.
Doug: Were you listening to that conversation? That’s exactly what the conversation was.
Patrick: Believe me, I know. I know, right? So this becomes a huge point of self-awareness. The whole notion that and we’re back to full circle from the point we started off with, we project our own personality style onto others and we expect most of us most of the time expect others to operate the way we do. The sooner we can suspend our attachment, our romantic attachment to other people doing things the way that we do things, the sooner we’ll be in flow and we’ll be able to embrace and appeal to a much larger, much wider, much more diverse audience. That just makes for better conversions in business and in life.
Doug: Absolutely. So let’s … we’re getting close to the end of the show today. So let’s wrap up with a couple of quick [inaudible 00:30:57].
Patrick: I want to help you get this done Doug.
Doug: Okay. So looking back in time, what advice would you give yourself?
Patrick: Oh man! Looking back at my life you mean?
Doug: Well looking back, what you know now and the skill set that you’ve got and the training and the coaching you do with others? If you can go back and give yourself some advice 20 years ago, what would you say?
Patrick: Oh man! Really be able to give yourself permission to see things from other perspectives and know that there is science and objectivity that you can bring to bear here and that it’s not just all airy-fairy soft skills, woo-woo kind of stuff. There is real science, real objectivity that can be brought to bear here to gain insights into the way that other people operate and take the mystery out of why people do what they do and think what they think and see the world the way they see it. Get out of the mindset of, “Why aren’t you more like me?”
Doug: Yeah, that’s right. That’s funny. I think there’s a good book I’ve heard that has that similar topic.
Patrick: Yes, I’ve got a shelf full of them behind me here. I make that required reading whenever I’m doing work with management teams or sales teams or service teams. Even before we meet, get them to do that assessment and to read the first 98, 99 pages of that book to get a frame of reference so that when we get together we can actually do that workshopping and actually apply it in different working and professional situations.
Doug: Well a couple more quick question for you. So what are you most excited about today as it relates to the transformation that you’re seeing in your clients and their businesses?
Patrick: What I’m really excited about is there’s more and more focus on EQ, that emotional quotient. In this task-oriented world with technology being deployed the way it is, there’s an increasing focus on how important it is to not just appeal to people’s logical minds but their emotional hearts as well and to engage that balance between hearts and minds. I call it magic mechanics. You want to be able to appeal to both of those aspects. You can have people make decisions purely on the logic or the information of something or you can help them make decisions by just appealing to their emotional side, but it is really the best when you can appeal to both of those levels.
I think that where we’re seeing great inroads in the business community is where they’re starting to deploy both of those aspects. It’s just much more powerful when you can get that multiplier effect going between heart and minds, that magic and mechanics piece of it. So I’m really excited that we’re heading into that awareness piece.
Doug: Well totally makes sense. If you think of today the onset of social media and looking at the say the more mature people in the industry that are selling and they’re wondering why social is not working for them because they’re taking a direct marketing approach to social media. Hey, I run ads in the newspaper so people are really going to follow me on social media. So I can just do nothing but send them ads and not add any value to their life or have any conversation. It’s really all about me just sending out advertising.
Patrick: It’s a distribution channel pure and simple for a sales approach without building those know, like and trust relationships first.
Doug: Yeah and that’s the emotional side. So who’s one guest that you think that I absolutely have to have on the podcast that would be great for our listeners?
Patrick: I’m a huge fan of Simon Sinek. That would be an absolutely fantastic gift for you.
Doug: Okay. So I will mark Simon’s name down. I will put him on the hunting list.
Patrick: That’s a big one to land if you can get it but that would be a home run in my opinion.
Doug: Well, here’s what we can do. I mean you’ve got all these great skills. We can work together on this and you can teach me how to stop being a high B and actually to build this relationship and maybe Simon would talk to me.
Patrick: Can I think about that for a second? Okay, time’s up, I’m in.
Doug: That was awfully fast for you.
Patrick: Well I know you’re a high B personality style and you like speed so I wanted to play to that Doug.
Doug: I tell people that I’m driving with my foot to the floor and I’ve got my finger firmly locked on the nitrous oxide button all the time.
Patrick: Yup white-knuckle death grip on the steering wheel, full out hairpin back.
Doug: Yeah. There’s nothing wrong with that. I don’t know what people’s faith situations are, but I tell people that I probably have more people pray when they’re driving with me than praying church in the weekend.
Patrick: Is that a conversion strategy?
Doug: Well, I don’t know if it’s conversion but I do know a lot of people close their eyes and pray when they’re driving with me. So I don’t know why that is. So let’s move back to where it’s supposed to be. What’s the best way for people to find you online, off-line? How do you want people to reach out to you?
Patrick: I would love to be able to connect with people. My main website is bigpicturecoach.com. Our new online academy, I have to admit I got in my own way. I love the live training so much that I resisted going online, but with the help of my new general manager, she is helping us get my programs into the online world. So you can find those at thebigpicturecoach.com. That will take you directly to our online academy which is new. We’ll be rolling out more and more of the programs that I’ve written over the past decade on that platform. So I’m excited to share that. People can find me there. People, I’m on Facebook and I’m on LinkedIn. Patrick von Pander, you’ll be able to find me easily on LinkedIn. Have a pretty good community there that I’d love to be able to share and connect with your listeners.
Doug: Well excellent. Hey, thank you for taking time today. It’s always I enjoy our time together and it was just so great to be able to have you on the show to share some … just a small little glimpse of the extreme value that you add to people as you’re helping them personally or corporately. Now the show notes will contain the transcription of everything we talked about today and there’ll be lists and links and everything. So you can reach out, you can find Patrick and you can find his website and his LinkedIn, all those good things. So thanks so much for coming on the show today Patrick.
Patrick: You’re very welcome. Now you mentioned if I had a special offer?
Doug: Well if you have a special offer feel free.
Patrick: For your listeners? Wonderful. My tagline is have your best year ever and that’s what I do with business people is help them have their best year ever. So if you go to haveyourbestyearever.com that will redirect you to a landing page on my website. That will allow your listeners to connect with a free one on one 25 to 30-minute coaching session with me that can be done either in person at my offices here in Burnaby or via Skype or FaceTime or by phone. That’s a landing page. There’s a menu of things that include the things that we can talk about on that coaching session that you can choose from. I ask you to choose the top three things that you most want to talk about. Be prepared to talk about why those things are important to you and I’ll make that available. It’s a one on one results coaching session that’s available to your audience.
Doug: Wow! Doesn’t get any better than that. So there you go listeners. Make sure you tune in, check the show notes. Take advantage of Patrick’s generous offer. I know that only a small portion of our listeners are local. We have lots all over the world. Skype works really well. So thanks again Patrick. Thanks for making the offer and thanks for tuning in today. Look forward to our next show.
Patrick: Thanks for having me. It was great to be had.
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