Connecting With People
- [1:01] Let’s get to know Phip
- [1:42] What prompted her to join the direct selling business
- [4:16] What would life be for Phip without direct selling?
- [5:19] Connecting with People – Why she chose this topic
- [8:42] Nurturing the relationship after the first meeting
- [11:23] How to be persistent but not pushy
- [15:59] Teaching new team member
- the tips on how to make meaningful connections
- [18:47] The impact of personal development in connection building
- [22:02] Five top tips to connect with people
- [24:46] The secret sauce for your bottom line
- [25:19] Role playing sample
- [28:50] What every direct seller must know
- [30:44] The exciting things about the industry
Transcription:[0:42] Jen: Today I’m excited to talk to Phillipa Pickette. Phip is from Australian party plan company in the kitchen and homewares category. And today we’re going to be talking about Connecting with People. So thanks for being with us today, Phip. [0:55] Phip: Oh, thank you very much for having me, Jen. [0:58] Jen: Can you tell us a little bit about yourself?
[1:01] Phip: Oh yes I’m 51 years old, married, two grown up children living in rural New South Wales and my background has been farming all my life, born a farmer, raised a farmer and all I really was ever going to do was be a farmer, marry a farmer make little farmers.
I grew up in a really like a very remote tiny area and I’ve been where I am now for about the last nearly 30 years and you know I just love where I live and it’s been great to be really successful in doing direct sales no matter where you live I think that’s the one of the lovely thing about it.[1:42] Jen: So you know you mentioned that you’re a farmer and you’re going to make little farmers so why did you get involved in direct selling then? [1:49] Phip: Money, [laughs]. We have had five years of debt and I’ve been consultant now for over eleven years and when I first saw it we had five years of drought and I went off to this party having not a clue what it was. I was really just going to escape a drought dusty paddocks and really what made me to sit up and pay attention was towards the end. One of the guests said to the consultants, “So how much do you make?” And I can honestly say if she hadn’t asked that one question I wouldn’t be here because I think throughout history party plan has been perceived as a bit of a hobby that nobody makes any money and certainly that’s what my ex accountant thought. He dismissed it and just told me I was never going to make any money and meanwhile, my mom was freaking out I was joining a company nobody had heard of and I thought worst case scenario you know I’m going to have a lovely time so I just followed my gut instincts and [crosstalk] [2:41] Jen: I love that: “Worst case scenario I’m going to have a lovely time.” That’s great. [Laughs] [2:46] Phip: So, yes, that’s how I really did stumble across it. I wasn’t looking for something and the other key thing about that I could see straight from the start was flexibility and that’s, you know, it’s those two things money and flexibility. [2:58] Jen: Can you give us a short overview of your business today? [3:01] Phip: Yes, as I said, I’ve been a consultant for over eleven years. I’m a group manager in the company and lead the team of really successful consultants across Australia and New Zealand. I love supporting them, you know, I’ve gotten to it obviously just to make money to pay for groceries, but now I just love supporting other people to get out of it what they want. You know we’re all different. We all do it for different work reason. We are all women in my team at the moment. We’ve had blokes and would love some more blokes.
What we’re really aiming to do is teaching people how to cook family friendly meals, discovering good quality tools makes a huge difference. It’s not just the cooking experience but then the washing up afterwards, and that’s the worse bit of anything. But the other thing we’re really passionate about are getting family and friend back around the table, eating together and we just know when somebody actually cooked a meal, they do. They sit down and they eat together and they talk and they leave the mobile phone somewhere else and that’s really important to us, so yes.[4:04] Jen: Oh that’s great I can totally see where you’re coming from with that. I experience that in my house every single night. You see, we cook a meal and it brings everybody back together so it’s great to bring everyone back and connect again. [4:16] Jen: If you weren’t in direct selling what do you think you’d be doing? What would your life look like? How would you come out of the other side of the drought? I mean… [4:24] Phip: Oh, Jen, you know I really don’t actually want to think about where we would be if I hadn’t stumbled across this and I mean that quite seriously. I just don’t know what would have happened. Yes, just – you know I think in essence I’m still the same person. I haven’t changed, but it’s just given me so many opportunities. It actually – after I’ve been a consultant for 5 years it gave us the confidence to actually sell our farm and we started to change the direction of our lives a bit. So in that respect, I guess it changed us in a certain – pushing outside of my comfort zone more times than I care to remember. But each time it has, you know, it’s given me new skills, new beliefs, certainly a new lifestyle you know I wouldn’t have all the overseas trips and the people that I’ve met, the places that it’s taken me. So I actually don’t want to look backwards as to where I might have been. There’s no point in doing that I just look forward. [5:19] Jen: I know you’re so excited to talk with us today about Connecting with People. Can you tell me why this topic stood out for you? [5:26] Phip: I just believe that this industry, this is a relationship business above all else and I just feel that my ability to connect with people is the key part of my success in this industry. So If I can share something that is of help to others then you know I would love to do that so that’s why I chose this one. [5:46] Jen: Connecting with People for the first time is so important and people like to spend time and do business with people that they know and like and trust. So how do you build up trust with people and get them to know you and like you in those first few minutes? You know most people ask general questions about where they live, what they do, that type of thing, why they’re looking for something else but we know the best networkers ask deeper questions, probing deeper than others might do and connecting on that more emotional level. How do you go about this and what kind of things do you ask? [6:19] Phip: I would certainly say of me, what you see is what you get. I really love to be just be relaxed and have fun. I feel if I’m going to go out for two and a half three hours I will be having fun myself so I really try to make all the guests feel really relax and have a laugh early on.
One of the questions I love asking you know, apart from when I go around the group before the people arrive I go around and meet people. I love shaking their hands and you know getting to know how did they know the host. I love asking that question and I’m really looking for where I’m similar to them and also where those differences are. I love asking people you know have they always been born and raised in this area. You know that’s always a great question to lead them to you know, they might have lived somewhere else. They might have lived overseas. So I just you know if I can asked them interesting questions I feel I can get some interesting answers. And at the start of the party I love asking them who loves cooking and you know there might be few people put up their hands and then I’ll ask rather who’s at the other end of the scale. Who cooks because you’ll starve otherwise and there will be few who put up their hands and then I’ll say who loves eating and you know everybody puts up two hands. You know just relax from the start have a laugh. My brother actually when I got married 29 years ago, my brother gave me an apron and said never trust a skinny cook and I absolutely subscribe to that. So you know just saying things like that, I think if people just relax have a bit of a laugh then they’re going to be far more receptive as the party goes on as to what else I’m going to say.
So that’s what I’m really trying to do. I guess one of the other things is, in the master class that I promote you know, we taught that death by chocolate and take pleasure cooking and family favorites. Family favorite is just – I love using that one because I just look at somebody who feels like you are going round and round the two weeks cycle of cooking same sorts of things instead of looking for some new ideas, family favourites is a great theme and you just see people nodding and you just feel you’ve made that kind of connection.[8:22] Jen: I’m nodding, I’m nodding. [8:24] Phip: [laugh] so you know [[8:26] unclear] Absolutely, you know I’m no chef. So you know just little different ways, have fun with it and the fun that’s connection and the other thing that I really (sorry) the other thing I really work on it is making my host feel really special too. [8:42] Jen: After your original meeting or presentation where do you go from there to keep connecting and continuing to build those relationship? [8:51] Phip: I am really big on hand written letters to my host and to those who booked parties. So I just think it’s something that I’ve always done, I was just raised as a kid you know I didn’t feel I had thanked somebody until I had my hand written note and I thank my mother for that. So I do – I sit down and I write handwritten letters and I just think that it is an absolute point of difference in what I do. Hosts love it. I arrive to do their party and I’ll find it stuck to the fridge or it’s in their host pack. They don’t throw it out, which is great because obviously it’s got details and about, date and time. [crosstalk] [9:27] Jen: Especially in today’s environment, you know, a hand written note is just that a little bit more extra special than the text message, isn’t it? [9:35] Phip: Yes, and look, from my point of view it’s great because I can write. It takes me about two to three minutes to write it but I can write that when it suits me. It was the phone call I’m trying to time that to when it’s going to fit in with my host so from my selfish point of view it suits me extremely well, but you know the host they do they loved it you know. They have if somebody’s getting married or you know engaged instead of sending out a piece of paper or I will buy a little card thing like that. I give everybody who purchased something I give them my magnet with my contact details and I just really want them to take it home and stick it on their fridge instead of business card they’re just throw that or lose it, whereas the magnet they can put in their fridge and if they got a question if they want to purchase something in the future I’m really easy to find. So yes, so I really – I’ve done that for a long time and yes I love doing that.
Facebook I use it a bit, I’m not the biggest Facebook fanatic and I’m very mindful of you know what I do and I think that’s something with Facebook is to be careful about what you post and I’ll just give this example. We’ve just had an election you know, I don’t care how people vote but if we as consultants we post something what we think is hilariously funny or witty or something it’s effectively going to put off aside the other half of the population so I think you do need to be really mindful about what you post as you know, because we do, we become Facebook friends, we use customers and host which is lovely so yes just take a step back and give some thought to that is my tip. Then there is sending e-mails I guess a bit but nothing beats you know personal phone calls anything that’s personal makes all the difference? Getting back [crosstalk] [11:23] Jen: And how do you keep it going but without being pushy?[11:27] Phip: Yes, I think when you come to it from a point of service then it’s nothing pushy about it. So I don’t keep record because really, the order form has all the information I need. I’ve got their name, their phone number, whose party they were at, what they purchased and I’ll mark on it when I’m chatting with them what else is on their wish list so I’ve got all that on there. if I discover that maybe they’re a nurse, I might write you know “she’s a nurse” you know, shift work. Just be mindful of when I might ring things like that but if I let people know at a party that I do love to make customer service calls so you know I will ring you and say hi and ask you what you’ve been cooking it’s not an out of the blue call they’re expecting that it’s going to happen. And it’s just respecting people’s time. I always ask if now’s a good time, I introduce who I am, what I’m ringing for that it’s just a courtesy call, have you got a few minutes or have I rang when you’ve got a few minutes.
So right from the start it’s coming in from the point of view service and I do believe with honest truth, people out there in the whole retail world, people are crying out for customer service and you know I just think we as an industry have the best opportunity to shine here, where we really can.[12:41] Jen: So what about mass communication? Do you ever use mass emails or anything like that and if you do how do you keep them personal? [12:49] Phip: Yes, I don’t do it very often. If I do it certainly a blind carbon copy, I just got into a group app on, a group app on my mobile phone and I’m finding this terrific for both for team and for hosting customers because you can send the text but you can insert their first name as whatever you got in your contact list so instead of it just me getting a text saying hi and whatever the specials are or whatever, I get Hi Phif, blah blah blah and then you know and I’ve got them from other companies and then you know they just far more open and receptive to reading that so I think that’s a great one if they haven’t gotten that get one. [13:31] Jen: So what’s that called? Can you share that with us? [13:33] Phip: You’re really asking the wrong person for that [laughs] I don’t know I just got it as a picture that I have to find as an app. It’s a group apps and it looks like the blue octopus but that’s about as much I can say… [13:49] Jen: Ok, Group App that looks like blue octopus ok everyone can have a search for that one. I love it, So let’s talk about authenticity and being genuine in your interaction. This is something that we talk about so often in this industry. How important it is to be genuine? Can you share with me your experience with this and how you go about it? [14:11] Phip: Yes, look this is just so vital and as we discussed, people do need to like us they need to trust us before they’re going to shop or work with us, you know. We can’t fool people, they can see straight through us so you know just being yourself everybody else is taken that one so I think that’s great. The other thing my integrity is really is something I just hold that is extremely important. So if I say I am going to do something, then I will and I’d love to give you an example. I did a party not so long ago and right at the start of the party I was asking whose got this product and a lady there said, Oh, yes, I do. Tell me what you love about it and she said well I don’t actually. It’s been covered, it’s been two years and I said ok what’s going on, it took me a little while to remember the story but anyway she did came back to me and have been actually three years since I’ve seen her and tell me what’s going on and I sat down there opposite the table so like I said this is right at the start of the party and she told me I said, where do you live? And she told me and I said, you know I would really love to just come and cook dinner one night for you and your family and you know we’ll get to the bottom of it and we’ll sort it out. So she said I’ll invite these girls to come and she turned to the host and she said, well there you go there she’s booking for you. Now that lady went to spend over $600 that night and it was just by me take – not brushing over the stuff. Not being awkward about it just you know really looking after her absolutely coming out of it from a point of view of service. I wanted her to be happy. I knew she had a great product she just needed some help and how to use it. So, you know, stuff like that I just think you can’t put a price on that. [15:59] Jen: When you bring someone new into your business how do you help them to make powerful and meaningful connections with people, and is it something that you train? [16:07] Phip: I guess I do. I really work in finding out what if somebody’s coming to the business what their why is, what’s their reason for doing these and letting them know that I’m absolutely there in a partnership to support them. I will meet them half way and I expect them to meet me the other half.
I think it’s really important to have regular booked in phone calls with team members and yes I do train that you know as they sign up team members that they do the same otherwise it’s just so hit and miss and you know somebody’s having a bit of a tough time or something. A two-week gap could be too long and so just that regular contact is really important. Encouraging everybody whenever they possibly can to come our team business meetings. We have a lot of fun great group of girls when we get together but at the end of the day making sure they’re going away with some things written down that are actually going to make a difference in their business. So those are some things that I tried to do and tried to train on.[17:12] Jen: Do you think that inability to connect with people on that next deeper level has the ability to hold someone back growing their business or stop them moving forward to that next level? Have you ever had somebody in your team that maybe have problems making connections? Maybe you can share a story with us about how they were able to overcome them or how they weren’t? [17:32] Phip: Yes, look I think yes it certainly can but it’s something that can be overcome with a bit of effort and a bit of commitment. I think people who perhaps are shy, you know, can struggle to make those connections, people who don’t like to give too much of themselves away, you know, you do need to give a little bit to get a bit and you know if we don’t stop talking and listen. So, I know I love the saying that we’ve got two ears and one mouth for a very good reason. Just to think that again I want to think it’s really important to find the most appropriate way to connect to different people because different people, you know, they respond to different things. Yes, phone calls are great. Some people find that text message is really helpful, Facebook, you know, I’ll give you one example. I was trying to get in touch a few years ago trying to get in touch with a team member. I had left messages. I sent text and I was very new on Facebook and I send her Facebook message I have an instant reply. So that was a really good lesson for me to just know that finding the best way to communicate with people what works for them the moment that there’s an emotion involved don’t use Facebook, don’t use text. Get on the phone. mobile. [18:47] Jen: Yes. Our ability or inability to connect with people it’s often to do with self-deception and self-awareness, how do you see personal development coming into the equation here? [18:58] Phip: You do become really self-aware and I think that’s a really good thing to look at ourselves again reminding ourselves. With getting in this industry we are most of us are fairly chatty, outgoing sort of people and you know we do need to remind ourselves when we need to stop talking and listen. So I think you know it’s the whole industry is just like a personal development course with paycheck attached you know you’ve got to have open mind to things that we can really, really take things on board. I think that’s important and if things aren’t going quite right to just stop and do a bit of self-reflection, you know, what could I do better? What was I doing when things were going well, you know, as women, we do beat ourselves up. So it’s really important, don’t do that, but look at it as a really positive thing you know what can I do today that’s going to move my business forward. [19:55] Jen: What kind of personal development have you pursued in the past, if any? Is there anything you’d recommend to your team or to others? [20:03] Phip: Anything that our company has put on, I have made a point of attending. I love it. I thrive on it. I love catching up with other consultants. You learn so much from each other and of course we have fabulous keynote speakers. I’ve just got over the years, get little bits and pieces from different people. We also have regular business meetings across the country attending those. We have fantastic webinars too, and that means that consultants can listen to other consultants from across Australia, New Zealand, just tapping into skills or experiences. So, yes, just to take advantage of anything that’s out there. It costs next to nothing. I haven’t invested a lot of money in myself, but I’ve invested time and I think time really well spent. [20:58] Jen: Sometimes we experience someone in our team who they might be really hard to connect with or they might have a different attitude or think they know better, how would try to connect with that person? [21:11] Phip: Yes, and absolutely I think that – I’m not going to say common, but can certainly happen and so I’ll ask them, how can I best support you? What support would you like from me? And then, that way I’m being the leader that they want of me. But you know, I don’t have a one size fits all approach. I think, also asking them lots of questions and then finding out from their answers, are they basically doing it the way that I think is appropriate and whatever, and if they are, that’s great. if it’s not quite then, ask them, “So, what do you think could happen did things this way? But I think that’s the best way and just for me to be a good role model. Doing what I say I would do and getting back to that expecting them to meet me halfway. I will do anything for them when they’ll meet me halfway. [22:02] Jen: So what are your five top tips to connecting with people? [22:05] Phip: Building rapport. That’s number one. Probably, number one, two, three, four, and five. Building rapport and there’s lots of things that are very involved in doing that. Remembering names, that’s your first step in making someone feel special and often I’m told, “Oh gosh, she’s so good with names.” Well, I can tell you, eleven years ago, I was not, but that was because I never bothered trying. And now, I work really hard at remembering names. Sometimes [crosstalk] I’m better than others. [22:36] Jen: Do you have any strategies for that? [22:37] Phip: Saying it a couple of times, but then listening to what they’re all calling each other or another one we do sometimes is throwing out chocolates, using a chocolate game, so okay, tell me your name, especially if we’re doing the death by chocolate theme. Think of a chocolate that starts with the same as your name. So if I’m Phip, I’d be Picnic Phip. So we go around the group and that just – by the time you hear your name, several times, you can pretty much nail it when you make the effort. [23:06] Jen: I know what I’m having for morning tea to bring [crosstalk]. [23:09] Phip: So that’s [unclear] [Laughs]. I’m actually not a picnic fan. [23:16] Jen: Well, I am. [23:17] Phip: The other is empathy. Having empathy with people, being flexible, as I said before, my integrity, doing what I say I’m going to do, being genuine, learning to understand the person and what’s important to them so all of those things but I guess all of those things sum up to building rapport. And, you know, people are not going to buy or book with us until they like us. So building that rapport right from the start and then maintaining it, and I would say with any party plan in this industry, we’ve got so many points of contact with our hosts and our hosts are our most special people, without them we’ve got lovely products and nobody to show them to. So you must make them feel special, but the different points of contacts so you’ve met them when they booked and then I send them my little thank you letter and then I ring them a week before and I email them an ingredient letter, and I ring them one or two days before and then I see them at the party. And then I write them a thank you letter afterwards and then I do a follow up phone call or I just send a text when it’s left the warehouse. I’ll let them know when it’s going to arrive in a follow up phone call. So there’s nine points of contact with my host over a period of a month to two months that’s absolutely going to build a solid rapport but to maintain it and that’s important, obviously, for future business. [24:46] Jen: So if you were coaching a consultant that wanted to grow her business, what would you suggest that she do every day that could make the biggest difference to her bottom line, as far as making connections with others. [24:57] Phip: There’s no question in my mind, between five to 10 customer service calls every day. Again, coming from a place of service and just in that call, you just check if there’s an appropriate time to call but, how can I help them, remembering what was on their wish list going back to the order form. So you got that all in front of you. [25:19] Jen: Maybe I could be the customer and you could show me what you would say to me if I was answering the phone. Can we do that? [25:24] Phip: Yes, right on. [25:25] Jen: Okay, so, hello. [25:27] Phip: Hi Jen it’s Picket speaking, from my company. How are you going? [25:32] Jen: I’m great, how are you? [25:33] Phip: I’m really well, thank you. I was just ringing with my promised little customer care call. Have I rung when you’ve got a few minutes? [25:39] Jen: I sure do. [25:41] Phip: How have you been? [25:43] Jen: I’ve been wonderful. Thank you for asking. How are you? [25:45] Phip: I’m really well, thank you. Yes, really well. I was just – I’m really curious to know what you’ve been cooking in your such and such in the last week or so since you had it. [25:56] Jen: Well, I have made a chicken casserole. I tried to make a pizza. I wasn’t great at it, but I’m going to improve and I’ve made a cake! [26:07] Phip: Oh, yum. That sounds delicious. Have you been to my website and seen the recipes that are there? [26:15] Jen: I haven’t. No. [26:17] Phip: Look, there’s some fantastic recipes and you can actually search by product so you could actually put in and find some great recipes for that particular pan. [crosstalk] [26:27] Jen: Okay, I’ll do that. [26:28] Phip: But I can give you some tips on the pizza. So while we’re chatting, I remember that you said you had something else on your wishlist, does that still something that you’ve been thinking about? [26:39] Jen: Yes, it is. [26:41] Phip: So what do you think, I mean, I know you said at that time you would love that death by chocolate. You’re a bit of chocoholic. I was just wondering what your thoughts about getting some friends together and we could do a death by chocolate and you could get that such and such for half the price or for free. What do you think? [26:57] Jen: Hhmm… That sounds pretty good to me. I’ll have to have a think about it. [27:02] Phip: Yes, absolutely. [27:03] Jen: When do I need to let you know by? [27:05] Phip: I’ll tell you what, if you’d might want to ask your friends, how about I ring you in a couple of days and we’ll just see if we can find a day that suits. [27:14] Jen: Great! I’ll sus them all out and see if anyone’s interested. [27:17] Phip: Lovely, and if you had said no, and you know, I’d say, “Look, that’s fine. Do you know anybody else, have you got any friends who might love such and such for, you know, would love to do some half price shopping or free shopping. So asking for referrals I think is really important too. [27:35] Jen: Sure, and what happens when you do get that referral? [27:38] Phip: Asking for the name and phone number and then I follow up. I might ask the person, “Do you mind ringing them and letting know you’ve given me your phone number so that that’s not completely out of the blue.” And yes, just give them a ring and just introduce myself. Ask if it’s a good time to chat. Do they know anything about our company. [28:01] Jen: What about the other way around? I mean, if you got a referral and somebody contacted you and said, “Look, you know, I’ve been referred by my friend Karen to give you a call. Do you ever get back in touch with Karen and what do you do there? [28:16] Phip: Oh, yes. I go back to Karen and say, “Look, Mary has rung me and she has booked a party so I just wanted to come back to you with a really lovely thank you gift for sharing the love.” And I say that at my parties too that you know my business is built on referrals so if you recommend somebody, blah, blah, blah, I’ll come back to you. So yes, and I think as consultants, no matter what party plan we end up, period of time with all sorts of odds and sorts so very easy to give a lovely gift that’s cost us very little but again, it makes them feel appreciated. [28:50] Jen: Yes, it continues to build that connection. [crosstalk] So, there’s lots of books and programs, resources, out there for people in this business looking to grow themselves and their business. So, is there anything you consider a must have for other direct sellers? [29:05] Phip: I guess the thing I would say is that, “Know your learning style.” And by that I mean, I know for me there’s absolutely no point in me buying books because I simply don’t read. I have to put my hand up. But CD works particularly well because I do quite a lot of driving and so I can listen to those. [29:27] Jen: We need to get you on the podcast. CD’s? [29:32] Phip: I know. I know. I have to tell you the truth and this is going to sound dreadful. My mobile phone is so old that I can’t – it won’t accept the app for the podcast show. I had to get it from my husband’s phone so, yes. I’ve just got a new computer and I’ve got to do one thing at a time so I don’t risk losing everything. That mobile phone is the next thing that absolutely I’ll be onto the podcast. [29:56] Jen: But if you will… [29:57] Phip: You just know your learning style. [Laughs] And work with it. Don’t waste money on things that you know you’re not going to use. That’s not smart. [30:08] Jen: So do you have a mentor or someone that you look up to that helps you in your business? [30:14] Phip: Ah, yes, I do. Certainly the other leaders within the company that I’m with they are absolutely fabulous and so much support and guidance and encouragement and cheering each other on, all of that. And also in head office. Those who have been in the industry on the ground and then have now chosen to do it in a corporate way, huge respect for them and I’ll be lost without them. [30:44] Jen: That’s really lovely. Just share with me, what’s one thing that has you the most excited about your direct selling business or this industry right now? [30:55] Phip: I think that from the industry point of view, that we’re just in such a prime place to look after customers. As I said earlier, there were shops I go to in town and I do not go there for the customer service, I go in there because it’s the only place I get what I’m after. So we are in the prime position in this industry to give people, to look after people. That’s what they’re crying out for they just want somebody to look after them to listen to them. So from that point of view, I think we could just have this whole industry boomed. From my company’s point of view, I just feel we’re part of a whole societal shift where households are wanting to claw back some of the family core values that we have lost over the last 20 and 30 years. I just think we’re in a prime place to be part of that whole shift back to the values that we hold dear.
So those two things are really just either excite me but they just empower me.[31:56] Jen: We’ve discussed earlier about a group messaging app and I was able to quickly have a look on my app store and I think – is it called Squad? [32:07] Phip: I have no idea. [Laughs] [32:11] Jen: It’s like a dark purple screen. It’s got a little white octopus there and [crosstalk] [32:15] Phip: I’ll have to text you the icon. I have got the picture of this so you’ll know. [32:19] Jen: Do that and we’ll put it in the transcript as well so that if I’m not right, it will definitely be corrected there in the transcript.
So thank you so much for being with us today. I’ve learned a lot about connecting with people and I’m sure our listeners will too. You’ve had some incredible insights and some really great hot tips. So thank you for your time for sharing with us.[32:43] Phip: Oh, thank you so much for letting me be part of this. It’s been a huge honour. Thank you. [32:47] Jen: Thank you.