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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, podcast history.
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I m Bill Kasky.
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I m Brian Neal.
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And Brian, your sound is really strong today.
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It s really good.
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It s the microphones you bought me, Bill.
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The last episode.
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Yeah.
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Here, Brian, here s a gift for you.
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Why don t you use this one?
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Okay.
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No offense.
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No, you should use it.
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It s really good.
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You should try it.
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It looks good on you.
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It looks good on your face.
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I love good mics, though.
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I really do.
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I do, too.
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It s really, really fun.
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I do, too.
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December 6th.
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I also know, sorry, we talked about this a little bit last time.
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We re not going to bore you with all my crazy notions here today.
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But sometimes I ll be listening to a podcast, and I m like, oh, man, that microphone sounds good.
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And then I ll see them, and it s the same mic we have, the Shure SMB.
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It is.
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There s different sound you can get out of it if you program it.
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There s a lot of programming you can do, which I ve never done with mine.
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I just kind of use it out of the box.
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But even a good mic has some ability to make it better.
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OK.
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As does the Rodecaster.
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December 6th.
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Tell us about that.
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Tell us the December 6th thing first.
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Yeah, December 6th.
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From 12 to 2 Eastern, we re doing a very special 2024 personal business planning workshop, and the link to the page where you can learn more is in the show notes.
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Also, we ll be sending out emails to the list.
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If you re on our list, you ll get access to that.
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If you re not, you can click on the link in the show notes.
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You will leave that session with a very specific plan to accomplish your 2024 goals.
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They re not going to be worrying over the holidays about, well, how am I going to get to my numbers?
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The forecast is where you re going.
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The plan is how you ll get there.
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And that s what we re going to do on the December the 6th.
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So hope you got to be there.
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Got to be there.
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Noon to noon to two Eastern time, December six.
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All y all need to sign up for that.
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Um, and then, uh, I just noted, this is not what I was going to talk about, but I, I will talk about your C $50,000 pyramid or $100,000 period where they go to the final, they sit in that little circle.
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Notice that when they sit down, they re not allowed to use their hands.
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So they strapped their hands down and some interviewers will do that too.
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So they don t fidget and move.
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I just noticed I fidget a lot.
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I move a lot.
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I m kind of a pacey guy, and I m just noticing I need to sit still and stand here.
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But my knee hurts.
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So anyway, sidebar.
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Bill, I m making a list.
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I m going to keep adding to this list, but I d love your take on this.
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The list is called words that are too complicated for simple things.
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Words that are too complicated for simple things.
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I noticed, and what I was inspired by, was DoorDash.
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I think the word utensils is too complicated for a spoon, a fork, and a knife.
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It s too much, right?
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We need to come up with a better name.
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Utensils sounds very dramatic, very, very engineering-oriented, right?
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Like we re going to do some magical thing.
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And like chopsticks, are those utensils?
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Those are very simple, two sticks.
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A fork, knife, and spoon, one-syllable words.
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Another word that is too complicated for what is tarmac
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I think the word tarmac, it s really the parking lot for planes is really all it is, right?
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It s just a concrete slab, but tarmac is very.
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Yeah, where did that, who made that up?
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Is that a Latin?
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Too complicated.
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Yes.
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Toiletries.
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I think toiletries is too complicated for what it is.
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You ve thought about this.
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I have.
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Well, it s a lot of flying time.
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I m trying to think.
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Along with toiletries is dop kit.
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Like dop kit.
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What is, why do we have that?
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Like, it s just a bag.
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It s like a little bag that, you know, we make, why do we make these things so complicated?
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It s not a kit.
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But you get alarmed like on DoorDash, you know, or there s another group, there s a local place in Annapolis called ClusterTruck, you order stuff.
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And I mean, if you don t ask for you, it says yes or no on utensils.
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And it s red and it flashes and you can t place your order unless you yes or no the utensils button.
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And I just think that s too complicated of a word for what it is.
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It s a spoon, a fork and a knife.
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It s very simple.
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I need to come up with more simple words.
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You got one?
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I got one that I don t know if it s, I think it s more when I hear it, I think, well, why did you use that word and not the simpler word?
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And that is the word utilize.
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Right.
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Use.
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Are you, yeah, exactly.
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Utilizing your Rodecaster?
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No, but I m using it.
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I use it every day.
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Thank you.
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That s it.
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See, there s, there s a whole set of words here, which I d love our, our audience to chime in on what words are too complicated.
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Uh, so maybe we ll put this, this, uh, episode into the LinkedIn group and we ll tee that up and we ll have Travis do a little question.
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Words that are too complicated for what they represent.
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Yeah.
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Or.
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These words are common words that people use to sound a little bit smarter than us.
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And so they re three-syllable versus one-syllable, like utensil, three-syllable, utilize, three-syllable.
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Pedantic.
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Is that even a word, pedantic?
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Well, what is the rule?
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When you re writing, you write so that a fifth or sixth grader can understand it, not because your audience is stupid, but because people take in information quickly when it s written that way.
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And you start adding words, pedantic and utilize.
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I know it sounds crazy, but it takes me a second to, OK, pedantic, is that pedagogy?
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What is that?
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Is that a question, or is that a way?
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And I miss the next three sentences, because I m thinking.
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Bifurcate.
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Oh, bifurcate.
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I ve not used that today yet.
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Bifurcate is a word.
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Here s one I love.
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Financial people say this.
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So what will that do to cash flow?
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Well, it s accretive.
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It s what?
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It s accretive.
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It means more.
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Accretive means more.
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So what will this decision do to our cash flow?
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It s accretive.
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It s going to go up.
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Who uses that?
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It s a little better word.
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Anyway, I think it s a funny thing.
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I don t know if this is not a complicated word, but the context of it, I mentioned last week, I went to see David Foster.
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And David Foster, who s written and composed a lot of music, he s arrogant as hell.
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I mean, this guy is.
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Yes.
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And he deserves to be, because he s the best.
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Yes.
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But he s still arrogant.
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In fact, he had a piano album that was released here six months ago.
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And the title of it was music about me.
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The best of me.
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The best of me.
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The best of me.
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Which you re like, yeah, it kind of is the best of me.
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But we were doing like a sing-along.
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He wrote Peter Cetera s song.
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I can t remember the name.
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But anyway, we were singing along.
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And they had the words on the screen.
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And we were all singing, the crowd singing.
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And it got to the point where the bridge was.
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the bridge in a song, he goes, OK, another bridge.
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Really?
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All the non-musicians like, what is this?
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Exactly.
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Just go with it.
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Just go with it.
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I just happen to know what it is, because I heard somebody talk about it one time, and I got interested.
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And go look at another bridge.
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Yes.
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So funny.
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Anyway, so funny.
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Anyway, so give us some, yeah, we ll put that in LinkedIn group, and you ll tell us what words you think are too complicated for what they really are.
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Superfluous.
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What words are superfluous?
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Superfluous, correct.
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Okay, surprise topic today.
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Yeah, surprise topic.
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You know, Brian and I always ask each other got a topic.
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And this time, I said, Yes.
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And he said, What is it?
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And I said, I ain t telling you.
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There we go.
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Telling me out unwrapping presents.
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We re gonna unwrap it here.
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gonna unpack it, unpack.
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I ve heard that a lot, too.
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Whenever I hear people say it, I always want to record it and then put together a collage and play it for you.
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It s awful.
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OK.
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As we re thinking about this business planning initiative, whether you come to our workshop on December 6 or do it yourself, when we re thinking about that, I think one of the most important areas for us to be mindful of is our gifts.
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G-I-F-T-S.
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I know we talk about skills, and we talk about plans, and to-dos, and languages, and accountability, and all that stuff.
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And those are all important part of the grid.
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But what are the gifts that we ve been given or learned?
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Maybe you believe that your creator gave you these gifts.
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Maybe you believe that
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There is no creator, and you just kind of are learning these things over life.
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It doesn t matter.
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But you ve got gifts.
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You ve got things that you re really good at, unique abilities, in Dan Sullivan s speak.
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Yes.
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And my question is,
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Is there anything there that we need to be more mindful of?
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And do we spend nearly enough time trying to understand what those gifts are?
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Because our gifts, if we use them, can, I think, help us get to a whole different level.
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But if we keep them in the background, even though they re unique, and we don t pull them out and use them, then they re not helping us achieve and be productive and be impactful in the world, too.
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What do you think?
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Interesting.
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Uh, I, so let me tell you where my head s going since it s a surprise topic.
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It s good to get the first reaction.
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I m thinking, what is the, what s the hold back here?
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What seems like it s really easy.
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You know, you get some gifts, Billy got a gift here.
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Brian s got a gift.
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Why not use those gifts?
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Why do we try to, you know, improve our weaknesses and all this other stuff and just versus just accentuate our things.
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Um, he.
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here s what came to mind for me, is I feel that things that are gifts to us don t feel special to us.
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at all, because they re gifts, they re very natural.
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And when they don t feel special, we don t see them as special.
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And so we don t like go out to the world with things that we don t think are special.
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It s just true, simple and easy to us.
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I think you ve hit that s the, that s the triple there.
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Thank you.
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Thank you.
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Thank you.
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Thank you.
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I was sweet.
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I just want you to get around a little, a little slow.
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You haven t seen me run, have you?
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But if you had to turn your wrist over as you were kind of
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I did a really good job racing in my last game.
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That s a public statement, so I can talk about it.
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I had to sprint down and touch the ball so the team could snap it.
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Oh, really?
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Yeah, it s good.
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I was lumbering down there.
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It s a funny video, but hey, I made it.
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Well, you look like you ve lost some weight.
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A little bit.
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Trimmed out a little bit.
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Thank you.
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Yep.
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Yep.
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I also wear a myrtle.
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True story.
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Myrtle.
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It s a male girdle.
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Male girdle.
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Oh, OK.
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No, it s kind of like a back brace.
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You know, but I also use it to, I keep bad posture reading a little off topic, but I stand with my belly out in my power posture.
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Oh, okay.
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I stand on my belly out.
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That s my power posture.
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Like change your posture a little bit.
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Seriously.
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Like I have to, I don t stand up.
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I stand out.
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So that doesn t look good.
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And I can literally make myself look like I weigh 40 pounds more just by pushing.
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I m serious.
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It s true.
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Okay.
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But yeah, I think that s a thing.
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We don t see them as gifts.
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So they re not special.
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So we, we believe that if we don t think they re special, nobody else does.
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Correct.
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Why would we go out and try to sell that?
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Correct.
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You know what I mean?
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That s just easy.
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And you know, um, I know I, uh, I think about that when, when I go in and examine my keynote speaking life and path or doing keynote speeches, not coaching training, but like event things, I would do it for free all the time.
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I mean, I just, I love it and a pretty good at it.
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And I just don t, you know,
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But people will pay for that.
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And you don t realize what they ll pay for that gift, like our podcast.
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We should start charging for it.
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Just kidding.
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Yeah.
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Well, but you have to be taking the public speaking.
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And I m going to be doing, I ve signed up for a speakers bureau next year.
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I m going to be doing more of those next year.
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And I think I have a,
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I think I have a little bit of a gift there, but I don t think I have a public speaking gift just yet.
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I think I need to work on that.
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But how does one come to the conclusion that there is a gift, that I have been blessed, we ll just say, with this gift?
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Like, one of my gifts, and this is going to sound weird, is my height.
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And I m 6 5 and 2 10.
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And so from a stature standpoint, I think that s a gift.
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I don t think I use that enough.
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I sit here in front of a microphone and a camera.
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And so on stage, I need to use that more.
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I need to be more bigger.
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I need to be bigger, because I am big.
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But if I m big and playing small, that s not helping.
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Truth.
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That s really good.
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I wouldn t think about that.
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That s true, though.
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Especially to someone who s six feet Yeah, I think all the time.
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I got me if I was just six three even and six feet isn t short No, but I see guys like you re sick.
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Yeah, she s like all the benefits that come with that.
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Yeah, and then we man I wish I was six three, so I like you so I wish you had out a crowd Yeah, dick down so I could actually stand up at a concert and dance.
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I
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So I think one way to identify what these gifts are, and you said it earlier, was you would do speaking for free.
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Not that you will, but it just inspires you.
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You re good at it.
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It s your, who was the Sir Ken, oh God, what was his name in England?
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He had a book called In Your Element.
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And it was about, we all have elements where if we get into that mode, it s just who we are.
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Like even in front of a microphone and a camera and a light and on the phone doing this with you, it s my element.
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I love this.
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This is really good.
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Speaking is something that s in your element.
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And so the question becomes is how does somebody who s listening really understand what their gifts are?
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Where do you feel like, man, when I m doing that, I m in my zone of genius or I m in my element.
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That s really great.
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So it s a cueing into that comfort feeling, not comfort like I m safe and warm.
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It s like, I have got this.
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I feel so natural right now in whatever this thing is.
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Yeah, this is funny.
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My wife, Steph, who s a phenomenal salesperson,
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uh, has always been an inside salesperson.
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And when she has to go to an outside sales call and go visit with someone, she is a mess.
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And I m like, you re awesome.
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People love you.
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And you re really great at conversation.
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Yeah.
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You know, easy on the eye.
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It s like, you know,
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Whatever.
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But she s so uncomfortable with it.
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But you stick her behind a desk all day, all day behind a desk making sales calls, she s in such heaven.
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And that literally pushed me off a bridge.
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I hate it.
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But that s the whole idea of this, is spend the time doing things that are in your zone of genius.
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And I would encourage listeners here to think about, as you think about 2024,
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And even looking back in 2023, where did I not use my zone of genius?
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Where did I not use my unique talents, gifts, abilities, whatever you want to call them?
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You know what they are.
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There s those things that you and you alone do pretty damn well, and you kind of lose track of time doing them.
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And I think that s one thing about shooting video that s so hard for people is it s not in their zone.
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It s not a unique gift, unless you were brought up in a broadcast area.
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like you and I kind of were, not on video, but on audio.
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And so then it s a struggle.
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So what is not a struggle?
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When maybe other people around you say, oh, man, how do you do that?
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I couldn t do that.
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But for you, it s like falling off a log, standing up in front of 1,000 people.
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SPEAKER_01
For some people, Brian, it would crush them.
1
SPEAKER_01
But for you, it s like that s where you draw the energy.
1
SPEAKER_00
Yes.
1
SPEAKER_00
Yeah, and this is a great topic.
1
SPEAKER_00
Examining the opposite side of that, too.
1
SPEAKER_00
So live networking events are the, I can t think of much that I d rather not do.
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SPEAKER_00
And I just went to one the other night, and I was so uncomfortable the whole time.
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SPEAKER_00
because you ve got to bounce around and see people and small talk.
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SPEAKER_00
I hate small talk.
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SPEAKER_01
That s why I love COVID, because all those things went away.
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SPEAKER_00
Seriously.
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SPEAKER_00
But there are people that are, there s a guy in that room who owns a really awesome accounting firm here in Indianapolis who knows everybody.
1
SPEAKER_00
He s one of the greatest connectors.
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SPEAKER_00
He is a genius in that environment, a genius.
1
SPEAKER_00
And he s not some glad hand dude that s flying around.
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SPEAKER_00
He is so meticulous.
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SPEAKER_00
He knows how to connect people.
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SPEAKER_00
He s awesome at it.
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SPEAKER_00
And I hate it.
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SPEAKER_00
And he loves it.
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SPEAKER_00
And he s great at it.
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SPEAKER_00
And I suck at it.
1
SPEAKER_00
So why would I keep?
1
SPEAKER_00
I m like, I need to get better at going to networking events.
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SPEAKER_00
I got to work on that skill.
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SPEAKER_00
Like, no, I don t.
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SPEAKER_00
Exactly.
1
SPEAKER_00
Right?
1
SPEAKER_00
Exactly.
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SPEAKER_00
Yeah, that s what we re saying.
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SPEAKER_00
Yeah.
1
SPEAKER_01
And we re saying, no, well, maybe.
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SPEAKER_01
Maybe you do.
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SPEAKER_01
Maybe you need to get better.
1
SPEAKER_01
But if you re not paying attention to the true gift you have and trying to honor something that you re not great at, that seems like a recipe for disaster.
1
SPEAKER_01
So just be thinking about that over the next couple of weeks.
1
SPEAKER_01
And we re going to be talking about that a little bit more on our 2024 business planning session on December 6.
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SPEAKER_01
So if you haven t signed up yet, make sure you do.
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SPEAKER_01
We re limiting that to 100 people.
1
SPEAKER_01
So I want to keep it somewhat intimate.
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SPEAKER_01
So in the show notes, there s a link that ll take you to the info page.
1
SPEAKER_00
Can I go backwards just a minute?
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SPEAKER_00
Yes, sir.
1
SPEAKER_00
I just don t want to lose this.
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SPEAKER_00
Some people go, I don t know what my gifts are.
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SPEAKER_00
I don t know what my gifts are.
1
SPEAKER_00
I don t know what they are.
1
SPEAKER_00
They know.
1
SPEAKER_00
They just don t think they know.
1
SPEAKER_00
The way to find out your gifts is just ask people who are really close to you that question.
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SPEAKER_00
And to say, hey, if there was one thing that you think I m just like really awesome at, like every time you see me do this thing, you re like, you re really great at that.
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SPEAKER_00
What would that be?
1
SPEAKER_00
You ll get it.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Sorry.
1
SPEAKER_00
I just wanted to say, because some people struggle with that.
1
SPEAKER_00
That s good.
1
SPEAKER_00
And if they say, hmm.
1
SPEAKER_01
Let me get back to you next year.
1
SPEAKER_00
I d go back to school.
1
SPEAKER_00
I d go get my vet tech degree.
1
SPEAKER_00
I d go.
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SPEAKER_00
I d go do something different.
1
SPEAKER_01
Yeah, make sure you get the people you ask there.
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SPEAKER_01
You have an option for being ready for the truth.
1
SPEAKER_01
Truth.
1
SPEAKER_01
That s a good.
1
SPEAKER_01
Yeah, that s true.
1
SPEAKER_01
That s true.
1
SPEAKER_01
Be ready for now.
1
SPEAKER_01
Can t think of it.
1
SPEAKER_01
Give me a minute.
1
SPEAKER_01
from that last month.
1
SPEAKER_01
Can t come up with anything.
1
SPEAKER_01
So it s funny.
1
SPEAKER_01
All right.
1
SPEAKER_01
I ll see you next time.
1
SPEAKER_01
Bye.