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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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My name is Bill Kasky.
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And we are here every week.
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We certainly sound like a newser.
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Sound like a newsman.
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News, very serious, very, very serious in the podcast.
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Chad Huntley, David Brinkley.
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Boy, I miss those guys.
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Don t you miss 80s news?
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Peter Jennings, Peter Jennings, and tragic 9-11.
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Peter Jennings at 9-11 was a badass.
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There was none better.
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Gosh.
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I mean, 12 hours on the air.
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Just taking care of it, you know?
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Missed those days.
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Man.
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But I think we ve talked about it before.
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In between commercials, he was a huge smoker.
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A huge smoker.
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Big time.
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But you never heard in his voice.
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You didn t hear that gravely kind of voice.
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Didn t he die?
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He died of lung cancer, didn t he?
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He died of, yeah, he was.
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Yeah.
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News is dying.
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News is dying.
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Kids don t know the news.
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They don t know newscasters.
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They don t know local news.
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It s dying.
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No.
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I mean, it was just like you ate dinner and you tuned in and you didn t miss a minute of it.
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No.
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And those people were so stoic to me.
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You know what I mean?
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The news guy.
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You know, last week you asked me a question about trombone solos.
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Whenever I hear a little, an old song, nostalgia song, I always, I like the beginnings of songs that just, there s something about them.
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It s just magical.
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Okay.
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Yeah.
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Yeah.
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And so I ve got one here that I want, I m going to play eight seconds of it and you tell me if you remember it.
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Okay.
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Ready?
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Ding, ding, ding, ding, ding, ding, ding, ding.
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Yeah.
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Hang on.
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Can you play it one more time, please?
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I m glad I m not on a game show, because I know the song, and I guess it is... Is that Rush?
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It s not Rush.
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Is it...
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You know the song, you just can t think of the words.
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Or the name.
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I keep going to heart because it has that kind of barracuda vibe to it.
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Like, dun-dun-dun-dun-dun-dun-dun-dun-dun-dun.
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Yep.
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Dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-dun-
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Who is that?
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Roundabout.
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Roundabout by Yes.
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It s Yes.
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I knew it was Yes.
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All those one-word bands in the 70s.
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Yes, Rush, Kansas, Boston.
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Yeah, totally.
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That was the trend, wasn t it?
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Uh-huh.
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It wasn t the Dave Clark Five, the Beatles.
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It was all the 60s, and then we moved to just one word.
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Then in the 80s, it s bowling for soups.
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Smash Mouth.
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Abandoned band names for 500.
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Yes.
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That is interesting.
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We ll show it again.
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The trend.
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The trend.
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Yeah.
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Topic.
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I mean, bring a topic is we we had three of these last week.
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We did a poll on our LinkedIn page.
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If you have not
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take the poll, go to our LinkedIn page, the post should be up near the top, and take it.
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And if things change, if we have a lot of people that take it and it changes the results, then we will come back and revise the, our election bureau will have to revise its results.
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But we, number one,
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Most asked for skill was lead generation.
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Number two is improving the sales process.
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And number three was personal inspiration.
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And this wasn t number three by a lot.
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It was like only 10 points behind the first.
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It was 27%.
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The other was 40.
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So the point there is that it s on the table as a topic.
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And I m convinced that the last two years, two and a half years, and then this economic tightening, slowdown, winter, whatever you want to call it, coming has people a little unnerved, we ll say.
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Yeah.
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Yeah.
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What do you call it, by the way?
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Here s my take on this.
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People will say, everyone s going, are we in a recession?
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I don t know.
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Are we?
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I don t know.
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And then someday, someone s going to come on the news and go, well, it s official.
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We re in a recession.
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Oh my god, what are we going to do?
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We re in a recession.
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I knew it.
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I m like, what the hell?
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What s the difference?
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You re about your life.
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It s like, you know what s going on.
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You know what I mean?
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You pay more attention.
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Where I thought you were going to go with that is that
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We re going to be talking about, are we in a recession for the next six months?
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And then someone s going to say, Hey, we re out of the recession.
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They redo the numbers.
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They go, uh, we thought we were in a recession Q2.
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We weren t.
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It turns out the recession ended in Q1, right?
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We just miscalculated.
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Take your worry and take it back in the timetable.
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Exactly.
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go reworry or unworry, right?
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It s so dumb, isn t it?
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What we what we call it, like, you know what it is, you can just tell you just see things.
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So there are a bunch of people getting laid off.
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So there s a thing, prices are really high, there s a thing.
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And then you ll see your near own little patch of grass, what your version of it is.
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So it doesn t matter.
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We just know we see it collectively happening.
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So
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And as we know, it s as much psychological as it is financial.
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Because if I watch the news every day and I keep hearing recession, recession, slowdown, people getting laid off, it s, oh my God, it s winter time in America.
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I m going to start to say, well, I m not going to buy that new car.
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I m not going to buy those speakers.
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And maybe I shouldn t make that call tomorrow to that dude because he s in the fuel business.
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And then we start talking ourselves into it.
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Yes.
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And then here s a little trick I ve been doing.
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So I ve, I ve, I m done with news.
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So I ve been done for about three months now.
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And I don t even know what s going on sometimes to a fault.
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There s some big thing at someone, you know, something to ask me about something that was major there by new about my God, never even heard of that.
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It s really refreshing.
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I m telling you.
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And, um, what I ve noticed and what I ve tried to do is when I see these stats, I m, I ve been reversing all the stats for the headline.
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So Rivian, the electronic, um,
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automaker who makes trucks, is it Rivian, Rivian?
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I think it s Rivian.
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Okay, so Rivian, I think, let me get the stats right here.
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Rivian just announced some layoffs, okay?
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They re gonna lay off 6% of their workers.
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Okay, I reverse the headline.
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Rivian is keeping 94% of their workers.
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95 out of 100 people they re keeping around.
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Doesn t sound so bad, does it?
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It s funny how we look at these things.
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And when you even look at, and this article doesn t have it, but one of the articles I saw actually did the numbers and I don t know what it is, but if they have 5,000 employees and they lay off 6%, it s like 300 people, right?
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I mean, I feel bad for those people.
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But there s 4,700 people who are going to continue to work.
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It s like a 20% chance of rain on Saturday.
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And people are like, oh my god, it s going to rain.
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It s going to be fine.
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It s not going to rain, totally.
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Look at the odds, man.
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Look at the odds.
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You ve got to reverse these stats, because it s all clickbait on the top.
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It is.
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It is clickbait.
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Rivian layoffs.
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And they throw Amazon in there, because they re an investor.
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Amazon-backed Rivian layoff.
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Like, oh my god, Amazon layoff.
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It s all crazy, isn t it?
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It s crazy.
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It s all kind of fake.
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It s all kind of fake.
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I m not talking about fake news, like in the political sense.
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I m talking about it s all built to get clicks.
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That s all it is because clicks equal money.
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When COVID started, you know, oh my God, it s gonna be, it s gonna ravage our communities.
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Well, wait a minute, it was a 0.04% fatality rate.
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99.996% of the people who got it are gonna be fine.
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But all you see on media are scoreboards with how many more people died today or got sick or got put on beds.
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And it s all about clicks.
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So when you hear, like you say, Brian, when you see a headline like that, reverse it and say to yourself, oh, this headline was designed to get clicks, not to make me nervous, it s designed to get clicks.
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No, the vast, vast majority of people are gonna keep their jobs.
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The vast majority of people.
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And yet we, what this, this will tie into the topic of inspiration.
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Now, the problem is people that don t scrub themselves away or scrub the news or out of their lives, they, they internalize it.
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Then their performance is impacted.
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Then they are one of the 6%.
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And that s one of the little nuggets I want to leave with everybody listening today is that if you immunize yourself from these things,
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It s a timely word, isn t it?
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Immunize.
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Immunize yourself from these things.
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You re good at bringing one discipline into the other.
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I m just glad we haven t heard any headlines on COVID lately.
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There s a can of worms.
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You will.
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You will.
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Just wait.
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We ll be back.
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Your performance will be impacted by your thinking.
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and your emotions around these things, and then you might be at risk.
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So it s really important to really keep perspective on these things and focus on you.
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Isn t it interesting that we know that?
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I mean, you and I have, the listeners of the podcast know it because we talk about it a lot, is how you think determines how you act, how you act determines your results.
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Your thinking is a direct reflection, or your results are a direct reflection of your thoughts, thinking.
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But when it comes to something like this, we say to ourselves, oh, well, we need to be updated and we need to watch the news so that we can know what s going on in the world.
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It s screwing your head up.
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It is.
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completely screwing your head up and
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I m with you.
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I watch one show for about 15 minutes at night just to get caught up, but I ve turned that stuff off.
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It s just, I was in an office the other day and I walked in and there was a lady sitting in the receptionist area and she was watching, I don t know, CNBC, I don t know what it was, Fox, whatever it was, it didn t matter.
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And she was just staring at it and I thought, oh my God, you do that all day long.
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Are you about ready to do yourself in?
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I mean.
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I know.
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And then the same deal, you re scrolling on social media.
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And there are a couple of them, too, that are just like you re seeing all this negativity about the economy and the world and all this stuff.
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And this is just a natural cycle.
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It s just a breathe in, breathe out of the economy.
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And we ve got to look at it that way.
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Really, I had one of my clients in here, and we had a discussion.
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There was a group of VPs of sales.
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And one of them, he said, all this is is just getting back to normal.
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That s all it is.
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This isn t like a retraction.
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This isn t a big recession.
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Like everything was, it just went so high.
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We re just getting back to normal.
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You know, and he said, he goes, and I love him.
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He s very, uh, he s in like an industrial type business.
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He goes, some of this stuff s hard.
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It s hard and hasn t been hard for a while.
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And all of this is getting back to normal where it s, it s not, not super easy, you know?
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So no, it s true.
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Okay, so let s let s move to our topic of inspiration, because I do think that what we just talked about there has an impact on people s inspiration, whether it s media, whether it s constant inbound messages, even if it s not media, if it s just your friends, and you get together with your buddies, and all they talk about is the awful economy, you ve got to you ve got to excuse yourself from the table and say, Look, I can t sit here and listen to this.
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This is not good for my soul.
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It s not good for my health.
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and they will laugh at you, and then you ll go outside and smoke a cigar and take your drink outside, and then before you know it, two or three others will come out, many others, and then before you know it, you re all out there and you re not.
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You get to make the rules, because it s your party now.
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Passing the bottle around.
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Yeah.
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Well, Bill Graske.
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How you been?
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I see a huge desire for inspiration.
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I think they re looking for it, and they don t know where to go, because social media is not the place to go, and the news isn t the place to go.
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And sometimes our leaders aren t the place to go for inspiration, because they re all nervous, and pressure, and everything.
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So what s a person to do?
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Come to the Advanced Selling Podcast for inspiration?
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I have a little, can I say something on this inspiration?
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I think, you ever go to a comedy show and there s a heckler?
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It s just so annoying.
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And people go to comedy shows, and it s very rare, but they go like arms crossed, grumpy frown, and they look at the comedian and say, make me laugh.
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I m like, what a bad way to show up in life.
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Why don t you go to the comedy show in a jovial mood, looking to laugh, finding humor in the joke.
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And I think that s the same for inspiration.
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I think people are sitting around like someone needs to inspire me.
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Mick, why don t you go look for the inspiration, open yourself up to the inspiration, find it and go look for it.
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That s the first thing I m seeing.
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I just had a situation very, very rare, but you know, client that just, you know, just kind of like the old back when we used to do this in the nineties, you know, there s a lot of like, Oh, okay.
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Prove it to me.
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Arms crossed.
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Like I m skeptical.
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You prove it to me and this better be good.
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And just, you know, I m like, you got to look for your thing.
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Just show up differently.
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Meanwhile, 99 other people are showing up differently and their results are through the roof.
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So yeah.
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Look for it.
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Yeah.
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I don t know where to go with that, because it was well said.
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There s nothing I can add to that.
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I just think that how you show up.
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And the thing about it is that most of the places we go today don t give us inspiration.
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Media, news, friends, sometimes gossiping.
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I mean, church, we go to church.
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But church is only inspirational for a certain percentage of people.
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And sometimes I leave church.
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I go to church occasionally.
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I don t want to get into that, but I m just sometimes not.
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Anyway, it doesn t hurt.
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I don t think it hurts me to go to church, but I don t know how inspired I get from it.
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And I know that ll upset some people in the audience.
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So where do you go?
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Do you go to, you come here.
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I mean, this is one place.
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I hope you feel like, even though we re not actually sitting across the desk, I mean, you feel like we care about you.
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You feel like we re on a mission to help you grow your business.
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Some of the things we talk about, nobody else is talking about.
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That s one of the things that I was thinking about the insider the other day.
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I want the insider, and for those of you that don t know, you can go to advancedsellingpodcast.com slash insider.
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It s our monthly training.
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I want people to come there and talk about stuff they don t get anywhere else in life.
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And I think that s what we do here at the podcast.
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We talk about things that nobody else is talking about.
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Very few sales training podcasts are talking about this emotional heartache and anxiety that we re going through.
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They pretend like it s just, we just grind it out.
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We ll just go grind it out.
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No, sometimes you have to fricking talk about this stuff.
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Absolutely.
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That s so true, isn t it?
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I mean,
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I see so many people that don t, yeah, they re just not open to it, and they need to be.
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And I also see people yearning for it, trying to find it.
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So, yeah.
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So what advice would you give to someone?
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Oh, go ahead, did you have something?
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I was gonna do the advice thing.
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Yeah, what advice would you give to somebody who comes to you and they re good at what they do, but they re just lacking some of that ambition today, and they used to have it and they don t, but it s not,
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It s not like they re past their prime.
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That s not the problem, although sometimes it can be.
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It s more just temporary.
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Yeah.
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How do you get them out of it?
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I ll give one and a one A. I m going to steal from a book called The Book of Joy by Desmond Tutu and the Dalai Lama.
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The Book of Joy.
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And it s a really great book and they talk about this and what we re talking about with inspiration is really the fundamental feeling of joy And they talk in the book about the difference between joy and happiness happiness is short-term and fleeting joy is a consistent feeling Joy, though isn t always happy is the idea and what they both said they both said it s funny They said the same thing in the same kind of sentence when they are feeling sad often they do they re very jovial people and
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they think about others, about giving to others to help them with their own stuff.
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So a very specific example I would use was if you re looking for inspiration, go do something for someone.
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Go mentor a college kid in business.
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Do a favor for a client.
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Send them something.
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Make a connection that they didn t ask for to a prospective buyer.
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We do this, we probably don t realize, we do this every week.
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And it s a business, yes.
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Do we make money?
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A little bit.
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And it s a little bit.
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We love it, though.
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It s giving.
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It s very fulfilling and rewarding to share ideas with people.
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It s very fulfilling.
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It s very inspiring, too.
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So that would be my bit of advice.
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Yeah, I like that.
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I like that.
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That s really one way to operationalize the gratitude
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Because gratitude to me is the precursor to inspiration.
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If I m not grateful for anything in my life, hard to be inspired about what tomorrow s going to bring.
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But if I m grateful and gracious and generous with the gifts that we ve been given and the money and whatever, and we operationalize that by helping somebody who s in need, whether it s a poor person or underserved or just somebody in your community, that
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allows you the feeling of abundance, which also then allows you to be inspired about tomorrow.
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Yes.
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So I like where you went with that.
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It s great.
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Desmond Tutu, and who?
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Dalai Lama.
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That s a pair.
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That s a duo.
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It s a great book.
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The author, it s essentially an interview of the two of them, and it s just transcribed is all it is.
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Okay.
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This journalist got them together, interviewed them together over a series of days, and he just transcribed the interview.
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It s phenomenal.
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The Book of Joy.
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It s really great.
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really great.
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What I would say is, if you were to ask me the same question, which I was going to, I think we have to acknowledge the thing that is in the way.
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I think just to say, well, you know what, I m just going to, I m just going to burst through this and tomorrow I m going to wake up a new man, new woman.
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No, probably not.
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Because at that
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thing that s holding you back is still there, you will not be able to move forward.
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So I think it s sometimes useful just to be mindful of what s really holding me back.
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Well, you know what?
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It s uncertainty.
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I ve realized that over the last 15 years, I ve been certain about the economy and about my business and about my income growth.
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And I m feeling a little uncertain right now.
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And so as long as you can identify what that feeling is, maybe it s uncertainty, maybe it s scarcity, maybe it takes you back to childhood.
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I mean, to me, a lot of this starts in childhood.
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It s the traumas that we experience that keep raising, rearing their heads up as we go through life.
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And so it could be that something you re feeling now about lack of inspiration is just a repeat of something that happened earlier in life, like uncertainty,
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fear, I mean, all those things, if you can at least just identify them.
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Forget about going through a seven-step plan to fix them.
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Just recognize that it s not you, it s this feeling of fear.
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And if you can separate yourself from the feeling, then I think it just, it sort of passes by, and it s not something that you start to identify with.
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Because that s the problem, is we feel fear long enough, we start to identify as the one who feels fear.
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Yeah, absolutely.
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That s brilliant.
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Well, it s just me.
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I feel fear all the time.
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That s brilliant.
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Brian, it s just me.
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No, it s not.
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That s so true, isn t it?
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You take that on as your persona then, when you re in it.
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Oh man, that s great.
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That is awesome.
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So those two things, if you think about those, and if you re in it, inspiration.
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And direct messages on LinkedIn.
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If you want to do a group chat, group message on the LinkedIn group, that s fine, or direct messages.
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And let us know either how you were impacted by this, or
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we should.
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We d love to hear about it because I think that topic, it was third in our poll at 27%.
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27% still means a quarter of the people struggle with it.
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So true.
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Reverse the reverse the stat.
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Yeah, we d call it.
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Don t screw you 20.
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I have this business.
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I was on business.
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I do like maybe we and I should give out free inspiration.
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People can volunteer in the in the LinkedIn group and say, OK, Bill and Brian, give me a nugget of inspiration.
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I will just do that one at a time.
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Won t charge for it.
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Just spread it around.
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Wouldn t it be fun?
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Yeah, puts the pressure on to individually to come up with it.
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So good stuff.
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Good.
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All right.
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Good job.
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Next time.
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Well, next time we ll talk about the fourth leading thing that people wanted the personal brand.
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Just kidding.
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We will not.
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We re never going to do that again.
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No, it s just the advanced, the advanced personal branding podcast.
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Exactly.
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And the person that wanted that information probably has a $4 million brand.
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Probably.
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Yes.
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They teach personal branding for a living.
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I get it.
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Yeah.
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All right.
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See you next time.
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Bye.
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Bye.