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In this episode of the Advanced Selling Podcast, we conduct a ceremonious unboxing video from one of our greatest, most favorite listeners.
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Bill shares a story about 1971 that I assume has a point.
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I ll let you be the judge.
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And we wrap the year.
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See what I did there?
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We wrap the year with the final episode in our ASP December to Remember series and tell you exactly how to punch out this week, December 20th.
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Welcome back 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 Cassidy.
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We are here for the last time in 2021.
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Oh, what a year it s been, Bill.
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16 years.
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16 fabulous years.
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This is our 16th year of podcasting.
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I just love this.
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I love talking to people that are listeners and seeing them as we travel across the country.
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We get stopped in airports daily.
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That s not true.
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We don t.
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We don t.
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But we re thrilled to death that you listen to us.
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We re very, very thankful.
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It has been a wonderful year.
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Really has been a wonderful year.
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Podcast s been going great.
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We ve got great momentum, great people listening, great LinkedIn group, great insiders.
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It s good.
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Really good.
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I think we re going to make it.
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Happy.
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I was talking with a local radio host.
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I mentioned him on the pre-show.
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And he has a really good audience.
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He s a news talk host.
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And he also just started a podcast, started about two years ago.
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And it s a kind of a lifestyle podcast.
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He talks about food, drink, cigars, coffee.
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It s kind of cool.
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He does a nice job with it.
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But I saw him, and I said, oh, so I don t know if you know this.
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I got a podcast.
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He goes, no, I kind of remembered that because we met one other time.
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And he goes, how long you been doing it?
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I said, 16 years.
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He goes, what?
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16 years?
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Yeah, man.
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He goes, yeah.
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I said, yeah, we have.
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And of course, he s been in the radio business for that long.
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But he said, I had no idea podcasting was even a thing 16 years ago.
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I said, oh, yes.
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Yep, no one even listened the first four.
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No, that s right.
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It was just you and I. Her brothers.
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All right.
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Do you want to tee this up?
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Yeah, so we got a package from a listener in the mail.
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Can I read some of those things before you turn it into a two?
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Oh, yeah, sure.
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So we didn t have the approval to say their name.
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SW are the initials.
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Yeah.
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And this is a very clever packaging.
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So when you re talking about personalizing something, if you listen to the podcast, this person clearly does.
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There s a music trivia question on here.
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On the outside of the package, this one-hit wonder was originally offered to Cher, who turned it down.
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It hit number one in 1973 and received new attention in 1991 when Reba McIntyre, it says Reba, I m assuming McIntyre, recorded her own version.
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Flip over for the answer.
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That is very clever.
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That tells us that you care, that you re listening.
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It s really, really, really great.
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And this is a package for upcoming unpacking video.
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which also prompted us to do an unpacking video.
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And show this, I mean this is not anything that this person, can we say it s a lady?
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I think so.
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Do we know it s a lady?
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I don t know if we do, do we?
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I don t think we know.
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I don t think we know.
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From the writing it looks that way, but that would be a misogynist thing.
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Can t say that.
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Anyway, it s just a basic, it s just brown paper bag, or brown paper wrapping, and it s nothing special.
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It s very clever.
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But it s done in a way that causes us to want to open it.
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Very great.
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So we re going to unbox it.
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Bill s going to do the honors here.
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And he s working with our marketing director, for some reason, had a paring knife in his drawer, which reminded me to never, ever piss off Skip.
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Now, Bill, you should cut away from yourself.
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Do you know I m a freak about safety things, which is very weird.
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I m a very noncompliant person.
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Let s see what it says.
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What do we got here?
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We re here to help you connect.
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Now, I don t know if that s hers or whether that was on the... What is it called?
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Spectrum Reach.
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We re here to help you connect.
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Okay, you can take the card off that has the background.
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Well, we have to guess the music trivia thing.
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Oh, okay.
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So, 73, Cher turns a song down.
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73, she turned it down.
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It hit number one in 1973, and then Reba did her own version.
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Well, Reba did her version in 73.
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No, no, later.
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In 1991.
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Oh, Reba, you know who knows this is Stephanie Neal.
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She knows this.
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Reba, 1991.
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It s not Man, I Feel Like a Woman, is it?
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Man, I Feel Like a Woman.
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That was Shania Twain.
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That was Shania, dang it.
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Why do I know that?
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I don t remember Reba.
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I mean, it s not that I m not a fan.
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I just don t know her music.
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Is it I Hope You Dance?
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Was that, that was Liam Womack, right?
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That s Womack, yeah.
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Liam Womack.
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I m not a big country person, so.
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Yeah, this is gonna be hard.
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This is gonna be hard, Reba Mack.
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Ready?
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Yeah, let s go.
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Here we go.
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The answer to who recorded this number one hit in 1973 is, oh, The Night the Lights Went Out in Georgia.
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The Night the Lights Went Out in Georgia by Vicki Lawrence.
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Oh, Vicki Lawrence, yeah.
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Remember Vicki Lawrence from the Carol Burnett Show?
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Do you remember that?
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She did that song?
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Yeah.
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Wow, I didn t know Reba did that later.
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Oh, I didn t either.
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I always I always associate that with Vicki Lawrence.
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That s great.
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Yeah, that s really that s really good.
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Great.
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OK, so we re going to open this up.
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This is Bill and Brian.
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This is a read those things.
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Yeah.
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Bill and Brian, this is an example of how I might reach out to a prospect.
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But generally, after I ve made an initial connection, advertising doesn t have to be a headache.
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She has some different posted notes here.
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Her name is Sarah.
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We can say, oh, yeah, I guess we can.
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Sarah, she included her business card and it s really good.
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She s got some
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Some bubble wrap in here.
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She got some bubble wrap pop sheets.
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You can see that.
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This is really great.
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Bubble wrap.
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Now, can I read this?
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End your search here.
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Yeah.
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So she also gave us this really nice Thanksgiving card.
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Now, we waited on purpose because we wanted to open this for Thanksgiving.
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Bill and Brian, as requested on your October 28, 2021 episode, a special swag delivery.
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One of my favorite things about my role is making prospects and clients smile with snail mail.
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I look forward to the unpacking video you promised to create.
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Speaking of videos, I posted one addressed to you on my LinkedIn profile.
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Let s connect.
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It s part question, part experiment.
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Enjoy the swag.
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Thanks for such a helpful podcast.
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I m a year and a half into my second career in sales, and I never miss a week.
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Sarah, that is great.
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That is just great.
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And she gave us this tool, which I know is handy as you are with tools.
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Give me the tool.
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Oh, yeah.
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Oh, that s fun.
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It s Tool Card Pro.
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It s a metric.
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It s a yardstick.
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It s a lot of different things.
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But anyway, she said that s her favorite.
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And it is cool.
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This is cool.
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This is so great.
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It s a Spectrum.
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Way to go, Sarah.
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Good job, Spectrum.
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Or good job, Sarah.
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Good job, Sarah.
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No, this is how you do it.
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Everyone s doing cadences these days.
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Well, let s put them in a cadence.
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This is where we re going back to.
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I guarantee you, mark my words, we re doing trends for 2022.
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We re going to go back to personalization.
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Physical, yeah.
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Yes, physical, snail mail, personalization.
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Actually show that I give a rats about you.
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Yeah.
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That s really great.
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And look at what she did here with the post-it notes.
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It wasn t all pre-done.
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It wasn t all advertising agency digital media stuff.
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It was something, and you can t not read that.
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You can t not read that.
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And here s what s great about this.
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This is how smart Sarah is.
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So that took a little while to do.
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Yeah, for sure.
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Yeah.
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Not crazy, but it took a little while.
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Took some time and effort, energy.
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Um, we have what?
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100, 120,000 people listen to the show.
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We have 14,000 people in whatever is 13,000 LinkedIn group.
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All that could do get help from Sarah.
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She is smart enough to know not that we have some big influence, but we do.
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We have an audience, right?
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We have a platform.
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And she took the time and effort knowing that, Hey, if Bill and Brian, uh, help me with my platform that I might get some new connections out there.
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And that was a really smart thing to do, sir.
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So how do we promote her without using her name?
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Well, we re going to get with her after this now.
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OK.
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And maybe in January, bring her on the show or do something with her, do a little video with her.
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That d be fun to do.
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Way to go, Sarah.
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So this is part three of our three-part December miniseries on things you should be thinking about and doing during the last three weeks of December.
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We just call it the ASP December to remember.
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Because we can t.
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Well, it s such a genius marketing line.
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It is, and we would steal that.
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So this one is for the 20th, the week of the 20th of December.
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If you have not listened to the 6th and the 13th, too late.
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Those weeks have gone by.
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So I didn t have much for this week, but I do have something.
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But why don t you go ahead and contribute.
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You know what, I think what s great, so we feel, even when we were doing some show prep, I think there s a little discomfort, like, well, I m not really sure, we don t, what do you do this?
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I think everyone feels that way.
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Everyone feels like this is sort of a dead, like, what do I do?
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So when you re feeling that way, we were feeling that way, you re feeling that way, let s talk about what we can do to not feel that way.
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And it s okay to feel that way.
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You should unwind a little bit, right?
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Holidays are gonna be busy, you re in the middle of all the stuff.
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So there are a couple of things we talked about on previous shows that I just, to me, is like a punch-out list.
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So you know when you do a project at home, you did a kitchen or something, the contractor does a, there s a punch-out list at the end where you basically walk through and you, you know, make sure the nail pops are covered up and everything s, you know, the corners are all
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where they should be.
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I think you need to do a punch out list this week.
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Punch out list for me includes your January to June 2022 plan.
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should be done this week.
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You should not leave this week without that thing done.
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Do not get almost done, and then think, well, I ll just pull this back out the first week of January.
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Be done.
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Make it a punch-out list.
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That s the first thing that I m going to recommend everyone do.
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So what should be on the punch list?
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Oh, that s a good question.
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So you ve got your calendar for January, June.
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So I have a Jan to June plan, 2022.
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Okay, so really you re taking the things that we ve already talked about that if you haven t done those yet, this is the week to get those done.
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Totally.
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Yeah.
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I would, I stole your idea here.
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I would have my LinkedIn editorial, my LinkedIn editorial calendar complete for the month of January before I leave this week.
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So I literally have everything scheduled of my posts, my videos, my whatever I m going to do on LinkedIn.
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I would have that done this week, because that starts January 3rd when you get back, so you ve got to have it done this week.
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Any final appointments for January?
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Last episode, we talked about January appointment setting.
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If you ve sent a few of those invitations out and haven t heard anything back, just try again.
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Just tell people you re just trying to get cleaned up before you break for the holiday, just to give you a yes or no thanks, not right now, and ask for those decisions.
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Those are for meetings, not for deals.
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That s the punch list for me.
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Yeah, last set of meetings.
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Get your LinkedIn editorial calendar completed your January, June business plan done this week of 1220.
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Yeah, and one thing on your content calendar for January, one thing that I m doing in December is my plan, I ve already started to outline three, but my plan is to get at least three articles, significant articles done that I can post on LinkedIn, on the article platform, on the blog, other places, and they can also provide for other content.
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Get those done and then spend the rest of January promoting rather than creating.
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Yes, we get into this and we talked about this I think a couple episodes ago But this is a good time as you re starting to plan January s calendar Don t overwhelm yourself with content to create Create two or three pieces or one major piece and then spend the whole month promoting and distributing that piece to your audience to your people so
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That s a whole lot easier and doesn t require the burden of, oh God, what am I going to create now?
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Create one thing for the month, let s just say, and promote it 27 times during that month.
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Because on the 26th time, you re going to get 20% of the people who never saw the first 20 times, and you re going to have a new audience.
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So don t forget about continuing to repurpose the promotion of whatever content you re doing.
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Boy, I might add that to the punch-out list.
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You could be.
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Because you ve got, like we said, a lot of people just see this as kind of a dead week.
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Some of you are already going to be on vacation, or if you don t have any left, you re working, but your customers are gone, your prospects are gone.
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So there is some space here.
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Yeah.
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I actually, to pile on your idea, I might shoot some content this week.
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If I can t, like you said, it could be a repurposing, like, OK, I m going to take this article.
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And or it could be, I m going to plan out a little three-part video series.
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I m going to launch the first three weeks of January.
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Go and shoot the video now and just load it up to schedule.
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Or you ve got the video already on your phone or wherever you keep that.
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That d be a good thing to do this.
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Yeah, it s perfect There s a lot of people that just are gonna have that space in that time.
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That s right, and you re not you re not in between appointments No, you can chill and have a glass of wine and get ready for the yes to shoot and have your camera people and your lighting people and Only white wine before noon now.
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It doesn t really count, right?
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Have you ever watched the series on Apple TV called?
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1971 no
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It s about a 12 to 15 part series, about 30 to 40 minutes each on the year 1971.
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And how music figured into all the cultural things and all the things that were happening in 71.
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We came out of the 60s and many of you are way too, you weren t even born there.
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But 71 was like a crucial year where we really, we had riots in the streets.
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We had tear gas.
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We had prison lockdowns.
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I mean, it was really, sometimes you look at that and say, we got pretty good now.
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It s not so bad, right?
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But you would like it because it s all about the music of that time.
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whether it s Sly and the Family Stone, or Carole King, and even people who are still around today, the Rolling Stones, they figured really heavily into 1971 and the music that was happening.
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David Bowie, I know you like David Bowie, but that was when all these people were just getting their start, and some of their songs were awful, but they were so popular because they were rebellious, they were in that rebellion
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mode, and it was just really good.
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And why were you telling me that?
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Because I know you like music.
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I thought it was prompted by something else.
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No, this is a good time to spend 12 hours watching a Netflix doc.
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You re trying to stretch the episode.
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I know what you re doing.
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That was great.
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Remember those days, though, in TV and radio?
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It was nothing.
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Stretch the episode.
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There was no connection at all.
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Whenever you see the newscaster just, like, BSing for three minutes.
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Yeah, that s right.
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I m sorry.
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I thought there was going to be a connection.
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That was great.
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But I will check it out, because I have some airplane time coming up.
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I have one more thing to do this week.
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Oh, I didn t know.
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I thought you were done.
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That s why I went into that.
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SPEAKER_01
No, that s funny.
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I thought we were stretching.
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SPEAKER_01
Oh, that s great.
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I love stretching.
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I think you should take a little time this week just to do some reflection.
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You just look back on the year.
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I think it s a great time to do it.
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A lot of people debate about New Year s resolutions and all that jazz.
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It s just fine, whichever side of the fence you re on with that one.
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I just think you should think, sit back and think, and look back on the year and like, okay, I m a big fan of Dan Sullivan s.
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He s a coach, a company called Strategic Coach.
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He does a positive focus.
1
SPEAKER_01
He does a real short-term positive focus for the week, but I think it s good to do a positive focus for the year.
1
SPEAKER_01
Just look back on what went well, and you take your blessings in, and things were good.
1
SPEAKER_01
things were not good or whatever they were, and just reflect on it.
1
SPEAKER_01
I think it s a good reflection time.
1
SPEAKER_01
I think it s a great time.
1
SPEAKER_01
Yeah, do it out loud.
1
SPEAKER_01
Great time to do that.
1
SPEAKER_01
Do it out loud, so.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
All right.
1
SPEAKER_00
All right, man.
1
SPEAKER_00
It s been a great year.
1
SPEAKER_00
Good stuff, yes.
1
SPEAKER_01
It s always good to finish one up.
1
SPEAKER_00
We ll carry on.
1
SPEAKER_01
We ll get another one next year, so.
1
SPEAKER_01
We ve decided we are going to continue for our 16th year.
1
SPEAKER_01
We are.
1
SPEAKER_01
The Advance Link episode.
1
SPEAKER_00
This ll be 17, yeah.
1
SPEAKER_01
Advance Link podcast lives.
1
SPEAKER_01
Going nowhere.
1
SPEAKER_01
Lives forever.
1
SPEAKER_01
Awesome.
1
SPEAKER_01
Until one of us croaks.
1
SPEAKER_01
And we are very appreciative of all of you.
1
SPEAKER_01
Croak s a word from the 1970s.
1
SPEAKER_01
People are like, what does he mean croak?
1
SPEAKER_01
They re googling.
1
SPEAKER_01
What does it mean?
1
SPEAKER_01
What does that mean?
1
SPEAKER_00
Vomit?
1
SPEAKER_01
When a boomer says croak.
1
SPEAKER_01
That s good stuff.
1
SPEAKER_00
Happy New Year.
1
SPEAKER_00
Merry Christmas.
1
SPEAKER_00
Happy Holidays.
1
SPEAKER_01
Happy New Year to all.
1
SPEAKER_01
See you next year.
1
SPEAKER_01
Bye.
1
SPEAKER_01
Bye.