SPEAKER_00
Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasts.
SPEAKER_00
My name is Brian Neal.
SPEAKER_00
My name is Phil Kasky.
SPEAKER_00
Just if you re watching on YouTube, saw the banner come in with just beautiful, pristine timing.
SPEAKER_00
I mean, Bill s doing all, he s running the audio board, the video board, the edits, the fly-ins too.
SPEAKER_00
I mean, the guy s multitasking.
SPEAKER_00
You can t even tell, can t even tell.
SPEAKER_00
Uh, but he did just pop up on the banner.
SPEAKER_00
If you can t see this, you re listening, uh, advanced selling podcast.com slash insider.
SPEAKER_00
Uh, bill had a little, uh, thing he showed the last time we record recorded.
SPEAKER_00
And I was very impressed.
SPEAKER_00
Do you want to show that thing again?
SPEAKER_00
Or could you have it nearby or your book?
SPEAKER_01
Yeah, here s the deal.
SPEAKER_01
We have a book that I went back and wrote after looking at the insider content for the last year.
SPEAKER_01
And it s called 12 Bold Moves, Insider Secrets to Reinventing Yourself and Your Results.
SPEAKER_01
And I went back and took the 12 most important, most
SPEAKER_01
Game-changing, needle-moving, most important things, vital things that you can do in 2024.
SPEAKER_01
So go to 12boldmoves.com.
SPEAKER_01
12boldmoves.com.
SPEAKER_01
12boldmoves.com.
SPEAKER_01
The number 12.
SPEAKER_01
1-2.
SPEAKER_01
Yes.
SPEAKER_01
Yes.
SPEAKER_00
Boldmoves.com.
SPEAKER_00
1-2boldmoves.com.
SPEAKER_00
Uh, that s awesome.
SPEAKER_00
Yeah.
SPEAKER_00
And, uh, I think you ll like it.
SPEAKER_00
It s it s, uh, there, there we go.
SPEAKER_00
Oh, I m blown away.
SPEAKER_00
You got to watch this on YouTube gang.
SPEAKER_00
You got to see that.
SPEAKER_00
I mean, we re now what s a video program now.
SPEAKER_00
What do they call these things?
SPEAKER_00
Vodcast.
SPEAKER_00
Are we a Vodcast now Bill?
SPEAKER_00
A Vodcast?
SPEAKER_00
I don t even know if that s a thing.
SPEAKER_00
It s a video podcast, a Vodcast.
SPEAKER_00
I just invent something.
SPEAKER_00
I hope I did.
SPEAKER_00
Vodcast.
SPEAKER_00
I ve never heard it before.
SPEAKER_01
I mean, look at this, it s beautiful.
SPEAKER_01
Trying to find our correct video.
SPEAKER_01
Anyway, so here s something that happened to me this weekend.
SPEAKER_01
Have you ever been to a concert where you re really looking forward to it and you get there and it doesn t deliver?
SPEAKER_00
Not a lot, but yes, for sure.
SPEAKER_00
I definitely do a little expectation building before a concert usually, yes.
SPEAKER_01
Yeah, and I try not to, especially if the artist is older, because I ve seen older artists who don t have it anymore.
SPEAKER_01
I ve seen like Anne Wilson with Heart, who had it.
SPEAKER_01
She could barely walk on stage, but once she got there, her voice was fine.
SPEAKER_01
And I ve also seen people like
SPEAKER_01
Oh, Gordon Lightfoot, who was one of my favorite folk singers from Canada.
SPEAKER_01
I saw him a couple of times, like, what are you doing still touring?
SPEAKER_01
I went Saturday to a concert.
SPEAKER_01
Name is Bruce Hornsby.
SPEAKER_01
Oh, yeah.
SPEAKER_01
No Bruce Hornsby.
SPEAKER_01
Bruce Hornsby and the Range.
SPEAKER_01
And he was popular in the 70s and 80s.
SPEAKER_01
My wife got his tickets.
SPEAKER_01
We were going with another couple.
SPEAKER_01
And before a concert, I always like, especially if I m not familiar with the person s music, go back on YouTube and listen to it a little bit.
SPEAKER_01
Just kind of, oh, yeah, that s right.
SPEAKER_01
Because I only thought Bruce Hornsby had one song.
SPEAKER_01
And he actually had four.
SPEAKER_01
Four top performances.
SPEAKER_01
And we get there.
SPEAKER_01
And it s a two and a half hour concert.
SPEAKER_01
That s how it s built.
SPEAKER_01
Two and a half hours with a 20 minute intermission, which I don t like the whole intermission thing.
SPEAKER_01
It s like, just do it all in an hour and a half.
SPEAKER_01
Get us out of there.
SPEAKER_01
Well, he played for an hour, the first hour before the intermission.
SPEAKER_01
Nobody in the Palladium recognized one song he did.
SPEAKER_01
It was all either new or obscure.
SPEAKER_01
And he had this band with him from New York.
SPEAKER_01
And they had two violins, an oboe, a bass, a saxophone, and a French horn.
SPEAKER_01
Awesome.
SPEAKER_01
Yeah.
SPEAKER_01
Did you hear it?
SPEAKER_01
It was like, what the hell?
SPEAKER_01
And the violinist was like, ding, ding, ding, ding, ding.
SPEAKER_01
He was releasing blood pressure.
SPEAKER_01
And I told my buddy Terry Brookie afterwards, I said, you know, when he got this band to play with him, he should have told them, look, you can t all play at one time.
SPEAKER_01
You can t all.
SPEAKER_01
And then they play a song that you re like, oh, OK, yeah.
SPEAKER_01
I kind of hear the chords when it starts, like, oh, I think this is this.
SPEAKER_01
And then the songs are unrecognizable because of the way they ve been arranged.
SPEAKER_01
Because he s probably sick and tired of playing the same song for 42 years.
SPEAKER_01
He s like, I ve got to rearrange this thing to keep myself.
SPEAKER_01
And then it was rearranged to the point where you couldn t even figure out what it was.
SPEAKER_01
It s painful.
SPEAKER_00
Anyway, it was terrible.
SPEAKER_00
It s like, I don t know.
SPEAKER_00
I struggle with that because I see a little bit of both sides, but not really.
SPEAKER_00
I see mostly the, I see this fan side because the artist has been rewarded by the fans by buying records and down in streaming and downloading and then buying tickets.
SPEAKER_00
And in a basic business transaction, you and I, hopefully, we try to bring people a good experience and good value and things that are worth the money.
SPEAKER_00
Then they pay us for that.
SPEAKER_00
And so they don t pay us, and then we do whatever the hell we want.
SPEAKER_00
It s not how it works.
SPEAKER_00
Imagine if someone paid you, Bill, to come and work with their sales team.
SPEAKER_00
You do this whole agenda and a syllabus and everything.
SPEAKER_00
And then you came in and just decided to do whatever you wanted.
SPEAKER_00
You d get fired.
SPEAKER_00
I would too, right?
SPEAKER_00
Yeah.
SPEAKER_00
But artists, they got that kind of like a little bit of entitlement.
SPEAKER_00
Like, I can do whatever.
SPEAKER_00
It s like a free ticket to be artistic because they re artists.
SPEAKER_00
They re coming to see me.
SPEAKER_00
Gosh.
SPEAKER_00
Coming to see me.
SPEAKER_00
And it s one thing to do it.
SPEAKER_00
You know, if you re Jon Bon Jovi or Bruce Springsteen or the Rolling Stones, go ahead, man.
SPEAKER_00
You ve earned that.
SPEAKER_00
I mean, you re Prince.
SPEAKER_00
You know, I m not here anymore.
SPEAKER_00
Bruce Hornsby, bro, come on, man.
SPEAKER_01
When you see the Rolling Stones, it s three hours of nothing but their hits.
SPEAKER_00
They don t say, hey, we re going to play something from our latest album here.
SPEAKER_00
No.
SPEAKER_00
And it s exactly how they were.
SPEAKER_00
I saw the Eagles, second best concert we ve ever seen.
SPEAKER_00
Eagles, so tight.
SPEAKER_00
Exactly.
SPEAKER_00
I mean, they get it, right?
SPEAKER_00
That s why they keep going on tours, selling out and selling out.
SPEAKER_00
The sound, the sound quality, they re second to none.
SPEAKER_00
Bruce Hornsby popped pop-wise when I was in high school, late high school, early college.
SPEAKER_00
So I m very familiar with Bruce Hornsby.
SPEAKER_00
He was part of the soundtrack of my youth, so to speak.
SPEAKER_00
And yeah, I won t be seeing him anytime soon.
SPEAKER_01
Well, here s the last thing I ll say about this, is he had a song called Mandolin Rain.
SPEAKER_01
Mandolin Rain, great song.
SPEAKER_01
Yeah.
SPEAKER_01
And so he was up on stage, and he had these three mandolins.
SPEAKER_01
You know, he had the mandolin or the stand where the guitar is set.
SPEAKER_01
Three mandolins behind his, and I m like, oh, I love, I just love, that s my favorite song of all he does.
SPEAKER_01
Yeah.
SPEAKER_01
And I was like, oh my god.
SPEAKER_01
Never played it.
SPEAKER_01
Didn t play them, looked at them.
SPEAKER_00
They weren t even tuned.
SPEAKER_00
Okay, let s move on.
SPEAKER_00
We re done.
SPEAKER_00
That was good.
SPEAKER_00
That was really fun to talk about.
SPEAKER_00
Let s see.
SPEAKER_00
This kind of goes along a little well, kind of.
SPEAKER_00
We re going to talk about accountability, but not in the way most people think we re going to talk about accountability.
SPEAKER_00
Bill and I in pre-show, we re talking about this and both of us, and sometimes we don t see the world the same way in this case we do.
SPEAKER_00
So this might get a little ranty to start with.
SPEAKER_00
But both Bill and I work with sales teams.
SPEAKER_00
We both work with sales leaders who lead sales teams and our CEOs who lead sales leaders who lead sales teams.
SPEAKER_00
And if we hear one thing every day, all the time, we hear this,
SPEAKER_00
urge, this desire, this push, this press, to create a culture of accountability.
SPEAKER_00
And we tell the sales leaders, you got to hold your team accountable to behavior.
SPEAKER_00
You got to hold your team accountable to results.
SPEAKER_00
You got to hold your team accountable, that, that, that, that, that, that, that.
SPEAKER_00
And I m sitting here going,
SPEAKER_00
If you have to hold your team accountable, you have a really bad culture on your sales team.
SPEAKER_00
Cause you got it backwards.
SPEAKER_00
You re hold them accountable to me means that they may not want to do something or they won t do something without you.
SPEAKER_00
So you have to make them or give them a consequence.
SPEAKER_00
If they don t, there s nothing else.
SPEAKER_00
There s no other way I can make that make sense.
SPEAKER_00
You know?
SPEAKER_00
And so if that s the case, we got to look in the mirror here and say, what, what are we doing here?
SPEAKER_00
Trying to create a culture of accountability when it comes like, I m going to hold you accountable to doing the things you re doing.
SPEAKER_00
Yeah, I agree.
SPEAKER_01
I think there s that.
SPEAKER_01
Yeah, there s that.
SPEAKER_01
And there s the whole what gets measured gets improved.
SPEAKER_01
There s all these tropes, these little, what are they called, aphorisms or whatever.
SPEAKER_01
I do think, though, in defense of those who talk about you have to hold people accountable, I do think your culture can be created so that people want to do the work, but they don t want to do it.
SPEAKER_01
versus having to do the work only when they re held accountable for.
SPEAKER_01
Like, I m watching you, I m watching you.
SPEAKER_01
But I think there s a culture of accountability where, look, I m going to bring my best to the field every day.
SPEAKER_01
And you look at great football teams.
SPEAKER_01
Their culture is built around, oh, no, we re going to get there 20 minutes early.
SPEAKER_01
We re going to do it.
SPEAKER_01
We re going to look at the films.
SPEAKER_01
We re not going to slough off.
SPEAKER_01
We re going to say yes, sir, no, sir, or whatever.
SPEAKER_01
And I think there is something to that culture of accountability.
SPEAKER_01
If you re a VP of sales and sales manager, you have to hold people accountable.
SPEAKER_01
It s probably because you haven t built the culture of accountability.
SPEAKER_01
That s the trick.
SPEAKER_00
That s the trick.
SPEAKER_00
That s what I want to hit on a bit.
SPEAKER_00
I was even listening.
SPEAKER_00
I don t want to get too far into football, but I was
SPEAKER_01
went, my youngest kids, you know, going through his getting ready to go through a senior year.
SPEAKER_01
They had their like, they have their 2024, 25, uh, kickoff meeting yesterday afternoon.
SPEAKER_01
And he had a coach come and talk about, you know, recruiting and things like that.
SPEAKER_01
One of the things he said, he said, I was recruiting a quarterback and I was talking to the parents and the mom said, well, when, when I woke TJ up the other day for school, dot, dot, dot, the coach was like, Whoa, Whoa, Whoa, Whoa, Whoa, Whoa.
SPEAKER_00
Time out.
SPEAKER_01
You woke him up.
SPEAKER_01
Well, yeah, you know, dah, dah, dah, dah, dah.
SPEAKER_01
And he s like, didn t offer him.
SPEAKER_01
Because it s like, the kid s got to get up on his own.
SPEAKER_01
I mean, it s just baked into the cake, and we just don t realize these little things.
SPEAKER_01
Isn t it, though?
SPEAKER_01
And it s such a pivot moment.
SPEAKER_00
How we do anything is how we do everything.
SPEAKER_00
And if your parents having to wrestle you out of bed in the morning to get to school, that s a sign.
SPEAKER_00
It says something, doesn t it?
SPEAKER_01
Yeah, it says something.
SPEAKER_01
So, so I want to talk about some things that our listeners because because the, you know, two thirds of the people that listen to this podcast are salespeople.
SPEAKER_01
And I think this is where it starts.
SPEAKER_01
So I want to talk a little bit about what salespeople can do on their own.
SPEAKER_01
to think about accountability for themselves and what that really means for them versus having to have my boss hold me accountable.
SPEAKER_00
And this is all part of the month where we re talking about forecasting and motivation, incentive.
SPEAKER_00
being one of our friends are going to be on here in a couple of weeks.
SPEAKER_00
Exactly.
SPEAKER_00
And they do this kind of thing.
SPEAKER_00
And so we wanted to give you guys kind of a month full of this thinking and these concepts so that when Taylor comes on, you ll be ready for him.
SPEAKER_00
That s for sure.
SPEAKER_00
So can I take a hit here?
SPEAKER_01
Try and take a hit.
SPEAKER_01
Take a hit doesn t sound good.
SPEAKER_01
See, I don t do that.
SPEAKER_01
I ve never done that.
SPEAKER_01
But it s old school, right?
SPEAKER_01
70s bill.
SPEAKER_01
Can I take a hit?
SPEAKER_00
Sit that thing around.
SPEAKER_01
No, it s actually fullback.
SPEAKER_01
Not a partaker, but I trust you.
SPEAKER_01
Let s see.
SPEAKER_01
Let s talk about this first.
SPEAKER_01
Two shoes.
SPEAKER_01
Well, no, no.
SPEAKER_01
There s an occupational reason I don t do.
SPEAKER_01
Oh, yeah, true.
SPEAKER_01
Let s see.
SPEAKER_01
So let s just talk about, so you re a salesperson.
SPEAKER_01
Let s talk about this idea of accountability.
SPEAKER_01
You think of your boss holding you accountable.
SPEAKER_01
I just want you to think about your own commitment to yourself, because this is where it starts.
SPEAKER_01
And I almost look at this as a kind of almost a unique form of self-care.
SPEAKER_01
is for you to take inventory of you.
SPEAKER_01
And we all have versions of this.
SPEAKER_01
All of us do in some way, shape, or form.
SPEAKER_01
And there are some things that you would always do.
SPEAKER_01
Naturally, you just do them, right?
SPEAKER_01
Like you said, some people get up early and go for a walk or work out early.
SPEAKER_01
You ve got some discipline in your life in something.
SPEAKER_01
Maybe in your sales life, you re really, really consistent with posting on LinkedIn.
SPEAKER_01
So the first thing to me is you take inventory of where you already are accountable to yourself.
SPEAKER_01
and then places where you re not as accountable to yourself that you d like to be, or you think you should be.
SPEAKER_01
I use LinkedIn as an example.
SPEAKER_01
Some of us are very disciplined on LinkedIn.
SPEAKER_01
You re very disciplined.
SPEAKER_01
I m very disciplined on LinkedIn.
SPEAKER_01
We re very disciplined with the podcast.
SPEAKER_01
We release an episode every Monday.
SPEAKER_01
There are probably parts of our world where we re not as disciplined relative to the business, right?
SPEAKER_01
Yep.
SPEAKER_01
And so I think you can t really start this process of culture of accountability bottom up until each individual person takes an inventory of things.
SPEAKER_01
They are naturally, you don t have to tell Bill and I to come record the podcast.
SPEAKER_00
So you re saying do an inventory of what you just naturally do and are disciplined about, and then also some of those things that you know you should do that you re not.
SPEAKER_00
You got it.
SPEAKER_00
Absolutely.
SPEAKER_01
Yeah.
SPEAKER_01
That s good.
SPEAKER_01
Like, I m really disciplined with connectors.
SPEAKER_01
It s very small, but I do it two a month, every month.
SPEAKER_01
I m super disciplined with that.
SPEAKER_01
I m not as disciplined at reaching out with old clients.
SPEAKER_01
I always think about, like, man, I should reach out to my old clients that I haven t worked with.
SPEAKER_01
We got a bunch of new stuff.
SPEAKER_01
I think about it all the time.
SPEAKER_01
I never do it.
SPEAKER_01
Never do it.
SPEAKER_01
I have no system, no process.
SPEAKER_01
Never do it.
SPEAKER_01
To be an example.
SPEAKER_00
OK.
SPEAKER_00
Yeah.
SPEAKER_00
Yeah.
SPEAKER_00
Yeah, whenever I think of the second column on your assessment, the column of, I need to do it, but I don t do it, I kind of take what you just said, and I take it to, well, there must be something stopping me from it.
SPEAKER_00
There must be something in the way.
SPEAKER_00
Because if I know I should do it, it s probably because I know it will pay off.
SPEAKER_00
And then what is in the way from getting me to do it?
SPEAKER_00
And so to me, if there s no pleasure
SPEAKER_00
In the process, you probably won t do it.
SPEAKER_00
Like, I find pleasure in this, in our relationship.
SPEAKER_00
I find pleasure.
SPEAKER_00
I think you do, too.
SPEAKER_00
And I think people can hear that.
SPEAKER_00
So if it was a drain on us, and we didn t like each other, or we just felt like we re doing it because we have to do it because somebody is paying us to do it, I think we would need to be held accountable for it.
SPEAKER_00
But when there s pleasure in the process, pleasure in the process, I don t think there s an accountability.
SPEAKER_00
So if there s things you re not disciplined at and not doing, find the pleasure within them.
SPEAKER_00
Look at them differently.
SPEAKER_00
Like, let s just say you hate cold calling, but you know damn well that you ve got to reach out to 100 people a month or whatever.
SPEAKER_00
And like me, I hate cold.
SPEAKER_00
I would never cold call.
SPEAKER_00
I would find anything else to do.
SPEAKER_00
So this is not about avoiding something and experiencing shame with it.
SPEAKER_00
It s about saying, look, I don t like to cold call.
SPEAKER_00
What are some other options?
SPEAKER_00
How else can I generate new discussions?
SPEAKER_00
And you re going to find a couple there, and you re going to say, oh, I would love to do that.
SPEAKER_00
I would love to host a podcast, or a panel event, or a webinar, or I would love to host a podcast, or I would love to host a podcast, or I would love to host a podcast, or I would love to host a podcast, or I would love to host a podcast.
SPEAKER_00
whatever those things are.
SPEAKER_00
So I think sometimes we get one tracked into what we have to make cold calls is an example.
SPEAKER_00
And we don t say, well, wait a minute.
SPEAKER_00
Is that the only way to do this?
SPEAKER_01
Right.
SPEAKER_01
It s not.
SPEAKER_01
Right.
SPEAKER_01
That s really good.
SPEAKER_01
I wrote down, that s good.
SPEAKER_01
I m going to change it now even after you just said that.
SPEAKER_01
So what I m picturing now for you listening, so you have these columns, right?
SPEAKER_01
So you have these easy to do easy things column A.
SPEAKER_01
And then we re going to flip out to column D. And we re going to go things that we should be doing that we re not.
SPEAKER_01
So forget your boss holding you accountable.
SPEAKER_01
You know you should be doing these and you re not.
SPEAKER_01
This is like grown up stuff.
SPEAKER_01
Then we have these column B and C. Column B is the pleasure column.
SPEAKER_01
So what pleasure do I get and or how can I get that from that thing over in column D?
SPEAKER_01
Or column C is the alternative.
SPEAKER_01
So if I know I need to be doing more outbound outreach, I know I ve been too busy managing existing accounts and going to internal meetings.
SPEAKER_01
I ve not done enough outbound work.
SPEAKER_01
And I look at the column D, and it says cold call.
SPEAKER_01
I m like, eh, that s outbound work, but I hate it.
SPEAKER_01
Column C is the alternative.
SPEAKER_01
Like, what else could I do besides outbound?
SPEAKER_01
Then play the same game.
SPEAKER_01
Because I think what happens here, Bill, is I think there s underlying deeper resistance around things.
SPEAKER_01
Absolutely.
SPEAKER_01
Right.
SPEAKER_01
So if we have, um, I hate when I say right like that, right.
SPEAKER_01
Right.
SPEAKER_01
That drives me nuts.
SPEAKER_00
I didn t, I didn t notice it there.
SPEAKER_00
I heard it so frequently.
SPEAKER_00
It doesn t even register.
SPEAKER_01
But, uh, you know, I went to a speech the other day, someone that I know 14 rights on a panel chalk.
SPEAKER_01
Oh my God.
SPEAKER_01
Anywho.
SPEAKER_01
Okay.
SPEAKER_01
I digress.
SPEAKER_01
Uh, so outbound is this subject cold calling is one option.
SPEAKER_01
I go to count that s in column D outbound and column, uh, D says a cold calling column sees my alternative.
SPEAKER_01
I go, Oh, LinkedIn, I should do LinkedIn.
SPEAKER_01
Like Bill Caskey said, then I have resistance around that too.
SPEAKER_01
I don t look, there s no joy in column B from doing so.
SPEAKER_01
What like you have this great little worksheet now to think through these things at a deeper level.
SPEAKER_01
Yeah.
SPEAKER_01
You know?
SPEAKER_01
Yeah.
SPEAKER_00
And, and I,
SPEAKER_00
You know, I probably misspoke a little bit there.
SPEAKER_00
It s not that I only want you to do things that bring you joy.
SPEAKER_00
But if given a choice between doing something you hate or something that gives you joy, you re probably going to be better at the thing where you re joyful as you re doing it.
SPEAKER_00
But I also know that
SPEAKER_00
You know, there s some things that we do as business owners and as trainers and coaches, people that we just don t enjoy doing.
SPEAKER_00
Yes.
SPEAKER_00
Like, you know, uh, cleaning the garage.
SPEAKER_00
Well, I, I just, I hate cleaning the garage and sometimes they ll say, you know, the garage is looking a little shoddy lately.
SPEAKER_00
Okay.
SPEAKER_00
Yeah.
SPEAKER_00
And I hate it.
SPEAKER_00
And you know what?
SPEAKER_00
It takes 15 minutes.
SPEAKER_00
It doesn t, it s not like you have to pull everything out.
SPEAKER_00
At least I would never pull everything out.
SPEAKER_00
I would never do it right.
SPEAKER_00
But the point sometimes is sometimes you just have to do things you don t want to do.
SPEAKER_00
And that s just the world.
SPEAKER_00
But if you can keep those to 20% of your time versus 90% of your time, you re going to be a happier human.
SPEAKER_00
100%, you will.
SPEAKER_01
Yeah, it s really, really good.
SPEAKER_01
Because I think when you start to put everything that Bill and I are talking about together, what happens, sales leaders, listen to this, is there is no holding people accountable.
SPEAKER_01
What you ve done is created both space and a mechanism to allow them to find their own way to their own personal
SPEAKER_00
responsibility, and it s intrinsic, and then there s no holding people accountable to anything.
SPEAKER_00
Is that right?
SPEAKER_00
It just makes no sense.
SPEAKER_00
And I know you and I get bent on these things, too.
SPEAKER_00
We re like, everyone should have a podcast.
SPEAKER_00
And we believe that.
SPEAKER_00
I totally believe that.
SPEAKER_00
Or everyone should be posting on LinkedIn three times a week or whatever.
SPEAKER_00
And I do believe that.
SPEAKER_00
And I also recognize some people just have resistance around that.
SPEAKER_00
So they re not going to.
SPEAKER_00
So you have a space in my world to not do it.
SPEAKER_00
Then what we can do is keep it.
SPEAKER_00
We can t stop exploring, though.
SPEAKER_00
That s right.
SPEAKER_00
You can t go, well, what s your other alternative to podcasting?
SPEAKER_00
And what would that look like, sound like, to the place we find you?
SPEAKER_01
And we live in a world where the opportunities are almost endless and boundless possibilities for trying something that you don t like to do, trying a different avenue, trying a different vehicle.
SPEAKER_01
If you leave this and say, yeah, you know what?
SPEAKER_01
There are some things I don t like doing.
SPEAKER_01
Just make a list, like Brian said.
SPEAKER_01
Have the columns there.
SPEAKER_01
Say, how can I do this differently so that I would enjoy it, and I would do it, and I would probably be good at it?
SPEAKER_00
That s it.
SPEAKER_00
See, that s the trick.
SPEAKER_00
I was just coaching a group the other day.
SPEAKER_00
And I ve been with him for a few years, three years now, maybe something like that.
SPEAKER_00
So there s a guy in there who s really awesome, super coachable.
SPEAKER_00
And what he s, one reason it makes him awesome, he s very open about his resistance to ideas, not in a fighting way.
SPEAKER_00
You know, he really tries to find his way in, but he s like, I m just not comfortable with this.
SPEAKER_00
He ll say stuff like that.
SPEAKER_00
He s not, this won t work.
SPEAKER_00
That s a bad idea.
SPEAKER_00
He s really great.
SPEAKER_00
We were talking about some trade show work.
SPEAKER_00
When we teach trade show work, we talk about these roles.
SPEAKER_00
One of the roles, we call it the carny.
SPEAKER_00
It s the step right up person.
SPEAKER_00
So you know a trade show booth at a trade show?
SPEAKER_00
One of the roles we say you should have is the carny.
SPEAKER_00
Step right up, step right up, OK?
SPEAKER_00
You wouldn t catch me doing that if you paid me a billion dollars.
SPEAKER_00
This is me talking to them.
SPEAKER_00
I m sharing with you my resistance.
SPEAKER_00
I will never do that.
SPEAKER_00
I m awful at it.
SPEAKER_00
Hey, how you doing?
SPEAKER_00
I m Brian.
SPEAKER_00
I couldn t, it couldn t be.
SPEAKER_00
I hate it.
SPEAKER_00
I m terrible at blah, blah, blah.
SPEAKER_00
This dude who is not like a real gregarious guy, he goes, I love doing that.
SPEAKER_00
I love stopping Pete.
SPEAKER_00
I m like, are you serious?
SPEAKER_00
He s like, Oh, I do it all day, every day.
SPEAKER_00
I m like, Oh my gosh, there it is.
SPEAKER_00
Right.
SPEAKER_00
Yeah.
SPEAKER_00
So I don t have to hold him accountable to work in the trade show.
SPEAKER_00
I just need to go put them in more trade shows.
SPEAKER_00
Right.
SPEAKER_00
I love it.
SPEAKER_01
And he said the key word.
SPEAKER_00
I love doing, I love doing it.
SPEAKER_00
Hey, I love that.
SPEAKER_00
You re doing that.
SPEAKER_00
You re doing it.
SPEAKER_00
All of us do it the whole show.
SPEAKER_00
See there, there you go.
SPEAKER_00
So instead of like dividing and conquer and sending different teams to trade shows and sending Brian Neal to the trade show, who s going to go hide in the corner or the bathroom and not speak to anybody.
SPEAKER_00
Cause he s an extroverted introvert.
SPEAKER_00
Send this dude out.
SPEAKER_00
Cause he ll talk to everybody.
SPEAKER_00
Right.
SPEAKER_01
Aye, aye, aye.
SPEAKER_01
Hey, once again, before we go, download 12 Bold Moves.
SPEAKER_01
Go to 12boldmoves.com.
SPEAKER_01
It s awesome stuff from our Insider program.
SPEAKER_01
And if you want more information on Insider, there s information there.
SPEAKER_01
Go to advancedsellingpodcast.com slash insider.
SPEAKER_01
And we will be back next week to talk more about the Bruce Hornsby concert.
SPEAKER_00
We re not going to do that, but we are going to talk to our friend Taylor, not Tyler Taylor.
SPEAKER_00
You got to listen just to hear that Taylor Tyler thing.
SPEAKER_00
That s a thing.
SPEAKER_00
But X, A, C, T, L, Y. Exactly.
SPEAKER_00
Dot com.
SPEAKER_00
Great partner of ours.
SPEAKER_00
And go check them out before you get there.
SPEAKER_00
And then you ll hear the whole Taylor Tyler Tolar thing.
SPEAKER_00
See you.