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In this episode of the Advanced Selling Podcast, it s odd animal day as we talk about both goats and bats, Bill impersonates some of my Southern Indiana family and friends, and we answer the question, now what?
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And we ll tell you exactly what to do now so you can save 2020.
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Hey, everybody.
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Welcome to the Advanced Selling Podcast, the longest running sales training podcast.
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This is your host, Bill Kasky.
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I m Brian Neal.
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Welcome, Brian.
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Good to see you, Bill.
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Good to be out of the house again in your studio down here at 54th and the Monon.
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54th and the Monon Trail, Indianapolis, Indiana.
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If anybody is a listener, ever wants to come by and see the studio, you re always invited.
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Got a full fridge of sodas and stuff like that people can have.
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Some snacks.
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You know, when we did the live stream here a couple of weeks ago, I was in the other room.
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You were out here because we didn t want to kind of mix up the sound.
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And I turned the heater or whatever that was back there, the fan off because it sounded like a farm fan.
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I turned it off and I didn t turn it back on.
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And then I m thinking today, I m on my way here and I m thinking they re probably all dead sitting in a corner because of carbon monoxide.
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We did have a little go, though, trying to fix the thermostat, which it wasn t the thermostat, trying to call the HVAC person.
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But I finally figured out that Bill must have turned off our entire unit.
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So there s a little switch.
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Did you incur costs with that?
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No, no costs.
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Thank God.
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But yeah, there was a little switch.
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It was hotter than Hades, as they say.
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Hotter than Hades in here.
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And I m like, why isn t the freaking air coming on?
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And I m really non-mechanical, so I get really frustrated.
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Well, you d be happy to know that was a week and a half ago.
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I just thought about it today.
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It s very thoughtful.
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Very, very thoughtful.
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But yeah, we got to switch back on.
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So it s nice and climate controlled again.
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70 and sunny inside.
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It s like a sauna in here, thanks to Bill.
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All right, well, that won t happen again.
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Let s see, people can still go, speaking of, when the lights are blinking now, all of a sudden the light s blinking.
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Are we plugged in?
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We re good?
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Let s see, one quick thing.
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We mentioned this last podcast.
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If you want the replay of all of the previous episodes, not the episodes, but the Zoom calls that we did, if you go to advancedsellingpodcast.com slash.
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Live stream.
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Live stream, because the last episode I said that wrong at the end.
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I don t know if we can cut that out or not.
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advancedsellingpodcast.com slash livestream.
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Go there, put your email in, and you will get the copies, the tapes, as we say back in the old days, to watch and listen to all three of those calls.
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There s some really great coaching moments on there, and it s great for you to have.
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It doesn t cost you anything.
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Just put your email in, and we re good to go.
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Vansellingpodcast.com slash livestream.
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And there s three of them, and they re about 40, 45 minutes each.
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So there s plenty of content if you re driving down the road.
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If you re pulled up in your basement in your bunker at home, you can get three hours of Brian and I. Be good.
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Have you watched The Last Dance, Michael Jordan s?
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I have not.
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No, I m not a huge NBA fan, number one.
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Number two, I was in high school through all that.
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I have really good memories of it.
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I would watch the finals, and just MJ was so great.
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And when he came for the Pacers, to go to actually see him in the building was just awesome.
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And I just don t want to know the rest.
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That s just me.
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But everyone else is watching it now, because it s a great story.
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Well, I saw a poll online that asked the question, does the show make you like Jordan more or not?
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And 95% of this poll, there s tens of thousands of people said, yes, it makes me like it more.
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Then I realized that he produced the thing.
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So this is not unusual for him to have produced it.
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Well, I saw one of Horace Grant came out, didn t he?
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And said that a lot of this stuff is made up and fake and whatever else.
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So who knows?
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I don t know.
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But if you re producing it and you re funding it, I guess you have the right.
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You have creative license to tell your personal story however you want to.
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This is the way I remember it, Horace.
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I don t know about you.
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This is how I want you to think about me.
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That s funny.
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Coming up this month in our ASP Insider program, we re going to be doing some work around business planning for the next six months, the personal business plan.
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And we ve talked about this on the podcast.
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But if you re not a member of Insider and want to go deep into that topic,
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We invite you.
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Our next program is June 12.
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You can go to advancedsellingpodcast.com slash insider and find out a little bit more.
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But today, we re going to talk about a couple of elements of the business plan.
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And Brian, you ve got a couple.
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I ve got a couple.
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And we ll kind of dig into a little bit.
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But again, we ll go a lot deeper into it in the Insider Program here in a week or so.
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Yeah, this is a point where I feel like all of our clients are saying, the words that keep coming up for me are, now what?
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Now what?
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And where I miss the prediction.
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I thought whenever we got green-lighted in our cities, that sales would be back to normal, sort of.
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Like we d go visit people and see people, and that is not happening.
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Companies are not letting visitors in.
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It s still different, and there s no kind of end in sight for that.
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So now what do I do?
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It keeps coming up.
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And what we re going to do in the Insider Program, for those of you who are members, you re going to go through this in a deep dive.
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You re going to walk away with a very specific plan.
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If you re not a member, come become a member with us at the Insider.
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is now what?
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So May through December, June through December, I should say, what are we doing now?
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What are we going to do?
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So I ve got a couple of things here written down very specific.
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Okay, why don t you want to go back and forth here?
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Why don t you go first?
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I ll do that.
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Are we debating Michael Jordan and LeBron?
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No, that s a different project.
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No, I don t want to debate that.
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I don t like those hypotheticals.
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Oh, there s no debate.
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Oh, there s no debate.
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Bill Kasky played for DePauw in 1978.
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He did.
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And I m wondering, how does his game compare to LeBron s game?
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And somebody would say, LeBron s.
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Well, you don t know that.
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You don t.
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I ve never seen Bill s stats.
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Right?
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Okay.
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Let s see.
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The first thing that I am recommending we do, and the insiders are going to hear this, but they re going to go deep on it, is when you re doing your behavior plan, that s basically the things that you do.
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And on both sides of it, meaning sales behavior, it could be outbound emails, outbound calls, things like that.
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And then even the social media behavior is like, how much am I posting, all that stuff.
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Put your plan together.
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So it feels really good.
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And you look at your numbers and you say, OK, I m going to post on LinkedIn twice a week.
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And you re like, that s my plan.
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Once you re done with your plan, go to that behavior section and multiply everything by either 1 and 1 half or 2 times.
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Because I believe that, and the phrase I m using is a fishing analogy, we re going to have to fish.
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It s going to be hard fishing.
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We ve got to fish.
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I agree.
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It s going to be tough.
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We re going to have to switch baits, move around.
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And the behavior part of it has got to get amped up.
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So those of you who ve been in a nice groove,
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cruising uphill for the last few years, you know, like getting it going, you know, you re good, your behaviors, there s just gotta be more of it.
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Now there s all other things to it we re gonna talk about too, like what kind and that sort of jazz, but you just gotta do more than you did before.
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That s my theory on that.
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You know, that s a good point and it s and how we define behavior changes.
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Yeah said, you know 10 years ago Behavior might have been 25 cold calls a day.
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Yeah, and then today and going forward it might be 10 cold calls and writing an article for LinkedIn and posting three things on social media and and
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and creating a Zoom call for some of my colleagues.
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I don t know.
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But the behavior is still there.
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There s still behavior that has to be done.
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But it s changed.
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And that s what this business planning is designed to do, is help you realize, well, what should I be doing with my 8 to 10 hours a day?
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Yep.
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And my experience so far, taking a few direct clients through it, is that people are underestimating the amounts of behavior they re going to be required, I think, to either even continue to.
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And the goals are different, too.
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So that s my first.
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OK, my first is a rigorous assessment of your skills and talents.
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Sounds good.
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And we added that to the business plan.
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And without getting into a ton of detail here, I think that if you look at your current income and you say, OK, I want to double it in the next year, let s just say.
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You want to double it or two years, whatever the time frame is.
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There are going to be skills that you have to bring into the game that are different than what you have now.
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Simple skill, like productivity.
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That s a skill.
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How am I producing results based on the hours that I spend at something?
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You can either produce results like Steve Jobs did, where he produces a trillion dollar company, or you can produce
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Results at $50 an hour.
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Yep, and there s nothing wrong with either one or right with but you ve got to decide What is my what are my skill sets and my talent stacks is?
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Scott Adams calls it that I m good at and that I need to improve on to get to my next level.
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Yes, that s good this is a wonderful time to do that and
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And I don t think too many people are doing it at all.
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So you re going to get a look at that.
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We ll do that in the Insider.
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Again, deep.
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But that s a really, really, really great thing to do.
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And the timing couldn t be better for that.
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And I think it pulls into what you said earlier.
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The skills that you needed before are different.
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So like you said, you may not be a skilled writer.
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You didn t have to be.
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You need to be now.
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You need to understand that better or different or whatever that is.
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I think that s a great example of a future skill that we need to play into.
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Yeah.
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ability, whether it s writing or production, it s the ability to take thoughts and, and create something from them, like the podcast that we do, or a video or an article.
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So it s taking knowledge and packaging it in a way that can be disseminated.
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That s a huge skill for the first 10 years.
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For sure.
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Okay, last one.
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This is my next one on this is I tease this a little bit, but I m gonna get a little more detail.
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And then we get on the
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or on the insider program, we re going deeper.
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I do believe everybody, every salesperson should be hosting some event right now, your own event.
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So this is about building your personal brand.
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And the main takeaway here is, I had a guy ask me on coaching call yesterday.
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He said, I ve been offering my services for free all over the place, and no one s taking me up on it.
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And he s got some leadership skill stuff, like managing through crisis.
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He s got some really good content.
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No one s taking him up on it.
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I told him, I said, look, man, the problem is you re trying to be the spoke.
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You ve got the hub of the wheel and the spokes.
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You keep tapping on all the spokes, going around the circle, trying to find someone to let you in, and no one s letting you in.
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You ve got to be the hub.
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That s a great point.
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The way you be the hub is you be the inviter, not the invitee.
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And so when you re thinking about hosting your own event,
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the number one check thing that we re going to do is you re going to be the inviter.
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And when you re the inviter, the first step, I think, we did this yesterday.
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Is it or, er, er?
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Or, er, er, inviter?
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You know what?
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I don t know.
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I think it s or, isn t it?
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You said er, er, er.
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Inviter?
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So I thought maybe.
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Inviter?
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Well, that s my Hillbilly Evansville accent coming out.
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Boy, I m catching myself saying words like that that my aunts and uncles say that are really not OK that I say these things.
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I ve got one.
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I ve got one for you.
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I just heard it the other day, and I absolutely could be.
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I heard it first from a person who was born in southern Indiana.
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Yes, as was I. And here it is.
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Uh-oh.
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Now, some people are going to hear this and say, well, hell, I say that all the time.
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We, you can t even say it.
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I m trying to find the right context.
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I would like to invite you and Stephanie over of an evening.
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Have you heard that before?
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I have.
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That s the sticks.
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Yeah.
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I wasn t that far out of the sticks.
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Of an evening.
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Of an evening.
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I was listening to somebody the other day, and they said it like two or three times.
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And I m like, my hair was on fire.
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I couldn t.
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Of an evening.
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OK.
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Oh, that s really funny.
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So we re going to go into town.
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Getting on.
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I got on it.
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I got on.
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Yeah, but I heard your Uncle Randy got on third trick at Toyota.
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Now that s straight out of my family reunion, I m telling you.
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Yeah, heard he got on third trick at Toyota.
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I walked by that Toyota of an evening the other day.
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They also, people where I m from, they call, so it s Indianapolis, they take all the vowels out and they say Indianapolis, like it s P-L-S, Indianapolis, they all say that.
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Well, how is it up there in Indianapolis?
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It s like government.
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I m like, well, government.
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Government, it s like the government.
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Okay, so you host an event, the first thing you do,
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is you pick a date and a time.
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And don t worry about what you re gonna say, who you re gonna invite, any of that stuff.
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It s that first, we talked a little bit about movement, the first time you break freedom, and literally all you do is say, okay, I m gonna have some sort of event on June the 8th from noon to one.
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And then you ll back into what it is, who you invite, and that sort of thing.
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The main learning here, we re gonna go deep.
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The insiders are actually gonna create their event and do some more detail on it.
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But for you, you be the hub, not the spoke, and you pick a date.
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The most popular kid in school is the kid that hosts the party.
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When the parents are gone, host the party.
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That s the popular kid.
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And that s the one with the power.
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You have more power as a hub than you do as a spoke.
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But you have to step into that and say,
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And it doesn t necessarily have to be that you re the world s foremost expert on anything.
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You re just the kid that hosts the party, hosts the Zoom party.
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That s it.
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OK, my second one here is a rabid identification of your personal assets.
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OK.
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Assets are things like your email list.
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Assets are things like the knowledge that you ve accumulated over the years you ve been in sales or in the business that you re in.
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Assets could be company assets, like blogs on your web page, or maybe even assets of people inside your company that you could interview, that you could take out with you on calls.
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But I don t think we do a good job of assessing our assets.
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Assessing our assets.
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Rabidly.
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Rabidly.
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Now, is that rabid as if I have the disease rabies?
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Is that the proper?
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Yeah, that s exactly what it is.
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In fact, I encourage you all to get that disease because you ll be rabid.
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It s a bad one.
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You ever had a bat in your house?
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I have.
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Yeah, you have to do that.
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Do you know that?
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Legally?
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Legally, if you get the bat removed, you re supposed to get it, you have to get it tested for rabies.
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You have to send it to the health department.
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Oh, I didn t know that.
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Yeah, a guy, off topic, but yeah, a guy came over.
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Oh no, this is not off topic.
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Not at all.
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I brought a bat.
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I mean, it scared the heck out of you, you know what I mean?
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And
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and the guy comes by and he s great because like he s like crouching down and he s got his headlamp on video gear.
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This is several years ago and he gets the bat and he comes down and he s so proud because he caught this bat and the bats a lot.
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They have to keep it alive because they have to actually dissect its brain.
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I think I told you where this is yeah and this is way too much regulation.
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He goes he goes hear that and you hear the back.
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It was in this trash bag.
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I m like, get the hell out of my house, bro.
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Oh, that was funny.
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But you ve got to be proud of your work.
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Yeah, and he loved it.
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I was passionate.
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His truck was immaculate, and he had all this equipment.
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And he was so happy, and he was wonderful.
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A little bat soup, had a little bat soup on the way home.
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Well, I caught one once.
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It was up on a curtain, and I walked in, up on one of the, I don t know what you call it.
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The awning?
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No, it was above the curtain.
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Oh, the Vance, something like that?
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Yeah, like Vance.
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And we walked in, and we saw it.
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I m like, what the hell is that?
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It looked like a pile of, you know.
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And it was dark.
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And so here we go.
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So I got the net out.
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I got the pool net out.
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I finally get it down.
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And I put it down.
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And the only way I can, I got to crush it.
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SPEAKER_00
You got to.
1
SPEAKER_00
But I didn t know about all these rules.
1
SPEAKER_01
Yeah, it s a health department thing.
1
SPEAKER_01
So hopefully, they re not listening.
1
SPEAKER_01
Yeah, because apparently they can carry rabies, and their bites are very light, and you can t tell you ve been bitten by a bat.
1
SPEAKER_01
Oh, really?
1
SPEAKER_01
Yeah, that s a thing.
1
SPEAKER_01
OK.
1
SPEAKER_00
Anyway, so assess your assets and decide what you have at your disposal that you have not used.
1
SPEAKER_00
Beautiful.
1
SPEAKER_00
And part of that is a lot of different things.
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SPEAKER_00
We ll get into that inside.
1
SPEAKER_00
But I want to give you that, because I think if you just start to think about and believe that you have them, you ll find them everywhere.
1
SPEAKER_01
That s a great thing to do.
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SPEAKER_01
And I m telling you, no one s doing this.
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SPEAKER_01
So if you re listening to this, do that.
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SPEAKER_01
If you want to do it full on and walk away with it done and be facilitated and get outside ideas, you need to join us in the Insider Program.
1
SPEAKER_01
We ve got about 55 people to date so far in that program.
1
SPEAKER_01
And those of you who are in it, you know it was a really, really great group.
1
SPEAKER_01
Yep.
1
SPEAKER_01
Okay, that s it.
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SPEAKER_01
Go to advancedsellingpodcast.com slash live stream, and you ll get copies of all of our former Zoom calls, the last three of those at least.
1
SPEAKER_01
And go check out The Insider.
1
SPEAKER_01
We d love to have you there if you want to be a member of that.
1
SPEAKER_01
Let Bill and I be your personal coaches and take you on a fun, fun journey.
1
SPEAKER_01
That s it.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
Bye.