Author Archives: Brian Farrell

About Brian Farrell

Brian Farrell is a sales leader, author and social seller.

Quick Facts About Online vs Offline Shopping

This article below was written by our friends at

Everybody loves online shopping and its popularity has surged over the last decade. The ability to shop from the comfort of your own home and browse product reviews before committing to a purchase are two of the main reasons people love it so much and opt to shop online as opposed to visiting traditional retails.

Whether you prefer online or offline shopping, we cannot ignore how popular it now is. All you need to do is look at Amazon during Black Friday or Cyber Monday to get an idea of just how much people rely on it.

It’s not rocket science, though. By shopping online, you have the convenience of having millions of products by thousands of brands in one place: the internet. You do not need to go from store-to-store to find a specific product or look for <a href=”“>the best deals</a>.

Some of the facts are impressive though, here are some of our favorite ones –

  • Offline shopping grew by $3 billion in 2016, whereas online shopping grew by an eye-watering $376 billion.
  • 51% of Americans and 67% of American millennials prefer online shopping over going in-store.
  • The average consumer in Western Europe and North America makes 19 purchases per year online. Sure, that may not look like much, but what sort of things do you buy in-store? Probably groceries, mostly, whereas you’re far more likely to make large purchases online.
  • 59% of people also saw a product they purchased online before they decided to buy it, compared to 52% in offline channels.

Want to learn more about the way online shopping is now dominating offline shopping? Check out our infographic below!

Interview with Glain Roberts-McCabe, Facilitator & Coach

Glain Roberts-McCabe

As a child, what did you want to do when you grew up?
My father always said that I came from a line of ‘teachers and preachers’. Both of my parents were teachers and, on my father’s side, everyone seemed to be a teacher of some kind at either the high school or university level. I was on a fast track to teaching until a grade 10 art teacher derailed my plans by encouraging me to become an illustrator. It took 7 years after graduating college and stints in advertising, marketing and fundraising before I found myself back on the path my father had predicted when I moved into the world of corporate training.

What was home like?
I was born in the UK and emigrated to Canada in the mid-1970’s. My father had quit teaching and taken a role with the Canadian rugby team as their technical director (essentially, their head coach). I still remember landing at the Ottawa airport and walking across the tarmac into the arrivals zone. My brothers and I raced to see my dad who had been in Canada for a few weeks finding us a home and getting things set up. We drove to our new house in, what seemed like, the world’s biggest car and ate chocolate chip ice cream before falling asleep after a marathon 16 hour travel journey.

Being the oldest of four, and the only girl of a father who was highly traditional, wasn’t the easiest. I tend to be highly independent by nature, so it wasn’t surprising that by the time I hit my teenage years, my dad and I weren’t exactly seeing eye to eye. I left home at the beginning of my grade 12 year and when I was 19, my parents and brothers moved back to England while I remained in Canada. That experience helped me build a great deal of resilience and further cemented my personal values around autonomy and independence. No wonder I ultimately became an entrepreneur!

“Did I REALLY Sign Up For This?!” was recently published. What inspired you to write?
I had been blogging about leadership for 10 years on my blog RoundtableTalk. One day, my colleague Kim suggested that I consider pulling the posts together into a book format. She felt that there were so many great words of wisdom that would have a longer shelf life in a book than they do on a blog, which tends to be a bit more ‘just in time’. I started the blog as a way to share many of the tools and techniques we use at The Roundtable, in addition to providing stories and insights from the clients that I have the opportunity to work with as well as from my own personal experience. I’m really interested in how things ‘really’ work and found that there weren’t many voices in the leadership space that were active leaders writing about the ‘good, the bad and the ugly’ of leadership. I wanted to provide something that did just that from the perspective of someone who sees themselves first and foremost as a practicing leader and business owner vs. a leadership coach.

Who or what has influenced your writing?
My first job was at The Ottawa Citizenin the Advertising Department. I loved to write and signed up to be a staff journalist for our employee newsletter. The editor of the staff paper (who was a real journalist) was always giving me a hard time about bringing too much of a conversational/personal tone to my writing. I spent many an hour trying to be more ‘neutral’, but it was a challenge. I’ve realized that this is what people appreciate about my style. In reading my work, people tell me that they feel like they’re talking to me directly. I like that. So, I guess my style was influenced by a professional journalist who I chose to ignore. (See, there’s that independence/autonomy thing coming up again!)

Is there a message in your book you want readers to grasp?
The main thing that I would like readers to take from my book is that leadership is ultimately about progress and not perfection. I often feel like leadership books are written with the view that we need to be the ‘perfect’ leader in order to be a successful leader. There is so much advice out there and my own conclusion is, to paraphrase Maya Angelou, when you know better, you can do better. Leadership is about self-insight. When you know yourself, you can lead others. In compiling the book, it was interesting to me just how much I wrote about that notion of self-discovery. Leadership development is a journey, not an event, and we need to be kind and patient with ourselves and we travel the roads ahead. I hope people see themselves in the book and feel inspired to keep trying to be a little bit better, each and every day.

Since this website is about sales & leadership, talk to us about some of your favorite blogs and websites you visit for information.
Right now I’m obsessing about neuroscience and mindfulness, so many of the places I like to haunt are in those areas. David Rock and his team at The Neuro Leadership Institute is one of my favourite consultancies for brain-based coaching and they have some excellent resources. His SCARF model is just outstanding. Marshall Goldsmith is my idol when it comes to behaviour based coaching and his Thinkers50 website is just loaded with resources that are so useful and practical. His feedforward technique is a gamechanger. Danielle Laporte and Brené Brown are both my sources for spiritual and mindful inspiration. Plus, they are great brand marketers. And finally, Gary Vee (Vaynerchuk) is the guy I go to as a salesperson and marketer to really get inspired along with Scott Scratton and his ‘Unpodcast,’ as well his material from UnMarketing. Such a brilliant book. Oh, and Always so much inspiration there.

Finally, any advice to writers just starting?
Just start. The hardest thing for me was entering that very first blog post. It was terrifying. And then I saw the stats and only 10 people saw it. True confession… it was probably me viewing it 10 times. It will take a while to find your voice and your rhythm, but keep at it. As Seth Godin says, it’s all about shipping. Keep creating great content.

I carry around a journal where I’ll jot down ideas. Sometimes the hardest thing is to get inspired on what to write about. Tracking things as they come to you is a way to make that easier. The most challenging thing I’ve found about writing is keeping it consistent. I have friends who block the same two hours every week to write. My life (and I) tend not to work that way. I’m more of a binge writer, so knocking off a few articles and posts is easier for me to manage than trying to write at the same time every week. Do what works for you.

Glain Roberts-McCabe is Founder of the Roundtable, a place where leaders cultivate their leadership, together through group and team coaching. She is the author of Did I REALLY Sign Up for This?! #leadership truths on how to drive, survive and thrive. The Roundtable was named the top External HR Advisory/Consultancy of the Year in 2016 by the Canadian HR Awards. Visit their website at


Shoppers Psychology Online (Infographic)

This article below was written by our friends at

Shopping has become a way of life, a culture for everyone. For some, it has even become a habit. Have you ever wondered why you end up buying more than you bargained for, both online and offline? Ever wondered why at the end of the day, you go home with goods you never even planned on buying and very little of what initially wanted?

Well, turns out it doesn’t ‘just happen’. In fact, it is just the end result of a well thought-out process, with adequate implementations put in place by marketers.

After this article, you might begin to see shopping as a war rather than a spree because these marketers are all in for us. However, the better news is that you would be better equipped with full armory for the war zone.

There is a certain way the human brain works. There are certain incentives that appeal to our subconscious that we may have never really taken note of. It is all of these that marketers have put in place to devise the right strategies just so they could appeal to shoppers’ psyche.

It might surprise you to know that every precise detail has been well thought out and these techniques we most times overlook, are what are being used to take advantage of our minds. Right from the colors of products, to the smell of the shop, to signage, our decision making is constantly being properly influenced by the marketer’s own choices.

Take Groupon as a case study. The company gets people to buy their products with various tempting offers like one deal per day, catchy phrases which get your attention, herd shopping, cash backs, last minute sales and so on.

In fact, a survey revealed that coupons granted to customers go a long way in affecting their state of mind when shopping. Apparently, there is always a spike of oxytocin levels for those who receive coupons, say, a $10 voucher, compared to their friends who did not. This surge in oxytocin decreases the respiration rate by 32%, heart rate by 5%, increases happiness by 11%, lowers sweat level 10 times and ultimately makes one feel relaxed and stress free.

Would you look at all of that for just $10! Now, who would not want to shop better?

Certain colors are also used to appeal to a certain group of shoppers, just to sell certain items. Pink appeals to the ladies and is widely used to market feminine products. Black is for the managers and CEO’s as it exudes a sense of power, luxury and sleekness.

Apparently, even music is also just one of those tools to attract and make a shopper stay longer.

We hope that next time you visit a store, with all of these things in better perspective, you would be able to shop more selectively.

Interview with Hamid Safaei, Author & Coach

Author & Coach Hamid Safaei

Today, we had a chance to interview Hamid Safaei, who recently published First-Class Leadership, a manual on how highly effective teams can achieve breakthrough results. Below is an exchange between Hamid and FIND the CLIENT’s Brian Farrell about the book.

As a child, what did you want to do when you grew up?
A very good question. I always wanted to do something significant for Mother Nature and mankind. I visualized myself as the one who was inspiring thousands of people. For a very long time (until I finished my master’s and passed the exam to start a PhD program in 1997) I wanted to be a professor at university. However, my affinity with leadership and working with senior leaders changed my perspective.

What was home like?
I am the 4th child in a crowded family. My parents never went to school. My father had to work very hard and was nonstop involved in many businesses to feed 10 children. He was a farmer and urged all of us to study hard to make it to a better level than what he achieved. And he was right. My mother was very often ill and we had a challenging life. We all came short on many things, but as I and my brothers and sisters often tell each other we never came short on loving and caring for each other. And my parents did whatever they could to teach us the things that matter most. Examples were: word is word, don’t do to anyone what you don’t want others do to you, and be kind and generous to whoever comes your way.

First-Class Leadership was recently published. What inspired you to write?
On Feb. 2nd, 2015 when my wife and son were visiting my parents in Iran I had plenty of time which I usually spent on them. So, I reconnected with myself and visualized what a fulfilled Hamid would look like. Then I wrote down as my mission: By 2025 I have achieved breakthrough results in the peace process in the Middle East. I knew and still know I am one of very few who believe in such a huge thing.  I broke this down into several milestones. The first one included a 3-year plan that should lead to connecting with at least 3 world leaders and publishing two books. First-Class Leadership was my second book and Your Journey to Fulfillment was the first. Just before my deadline I achieved all parts of the first milestone. The idea of publishing First-Class Leadership was a tool via which I could connect with world leaders and top 500 CEO’s. And it works!

Who or what has influenced your writing?
My publisher Gerry Robert has had an important role in shaping First-Class Leadership as it is. Whenever I got stuck, I reached out to Gerry and he helped me out.

Is there a message in your book you want readers to grasp?
Learn to lead yourself before even trying to lead anything or anyone else. Reconnect with the deepest level of your true self, identify your biggest why, find out what you love to do, develop your vision around your passion,  set a sound strategy to bring your vision to life and then implement like hell. First-Class leadership takes your hand in every step of your journey.

Since this website is about sales & marketing, talk to us about some of your favorite blogs and websites you visit for marketing advice.
Gerry Robert is the best person I have known when it comes to marketing. I follow his advice whenever I can. Here’re his website and blog:  and

I also admire Sir Richard Branson: and Bill Gates :

And here’s the link to my own blog:

Finally, any advice to writers just starting?
Don’t wait for the perfect moment to start writing. Start to write right here right now. Whenever something comes to your mind while you are not in a position to write, take a note of the idea and whatever comes to mind and save it in your notes/cellphone/email. Then explore on your notes. This is how I wrote a great part of my books.

If your audience visit my website they can download two free eBooks:

About Hamid Safaei
Best known for mentoring on leadership and personal development, Hamid Safaei is a certified executive coach who helps leaders, senior managers, and budding entrepreneurs overcome their fears: Fear of being found to be incompetent, fear of failure, fear of losing everything, fear of losing beloved ones, and so on.

Hamid is passionate about helping both individuals and teams to always be at their best. He has led successful business transformations for a number of Fortune Global 500 companies. Hamid is the author of bestselling First-Class Leadership and Your Journey to Fulfillment.

He has developed ImOcean Academy, a unique institute where he applies first-class coaching tools and techniques combined with best practices. He regularly publishes learnings on www.imoceanacademy. com and on subjects such as leadership, realizing goals and dreams, target setting, and bringing potential to fruition. His passion is to create a better world by and with better leaders.

His biggest dream is for peace in the Middle East, which he sees as a fundamental step for the peace on a global scale. Hamid aims to achieve breakthrough results in the peace process in the Middle East by 2025. Originally from Iran, Hamid Safaei lives in the Netherlands with his family.

How to Create Clickable Social Cards in Seconds

Every successful marketer knows that creating great visual content is the key to high customer engagement and strong brand identity. This is why content creators everywhere are now using social cards rather than regular images to drive more traffic from social media.

Social cards can be posted on all major social media platforms and used for many different purposes. What makes social cards so good at getting customers to engage with your content is the fact that – unlike normal image posts that simply expand when clicked – social cards send users directly to your chosen landing page.

Since creating social cards can be tricky, it’s always a good idea to use one of the free online tools such as AnyImage to help you.

AnyImage allows you to create clickable social cards in a matter of seconds. If you don’t believe us, just take a look at the informative infographic below.

Courtesy of: AnyImage