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In this episode of the Advanced Selling Podcast, we ask the question, should Bill become an Instagram influencer?
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I vote yes.
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Bill also talks about meeting our personal hero, a 90-year-old bourbon-drinking, cigar-smoking gentleman who has all of our hearts.
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And we go deep with a version of Simon Sinek s topic, finding your why.
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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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I m Bill Kasky.
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We are at the world headquarters of the Advanced Selling Podcast, our fancy pants studios.
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We re doing some behind the scenes.
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Our world headquarters is on a plain wooden floor in front of a white, but hey, it works.
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It s worked for a long time.
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We re glad you re here.
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You ve been hearing, Bill and I,
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Right, not me.
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Good, very good.
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You ve been hearing Bill and I talk about a program called The Insider.
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And after years and years of being asked by our listeners, how can you two become my sales coach, we created a program during COVID.
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that allows us to be just that.
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And so coming up in July, Bill, our topic is?
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How to create your personal brand.
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Yeah.
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So it leads to income and revenue, not just create it because you have nothing else to do.
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Yes.
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This is a business objective.
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Yes.
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How do you create your personal brand so that you can generate more revenue?
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Yes.
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Not a brand influencer.
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Not an influencer.
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Oh my goodness.
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We might have seen the end of brand influencers.
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I don t think so.
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I follow some and know a couple, and it s just unbelievable.
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Yeah.
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What s interesting?
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Well, I don t want to go off on that.
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Instagram influencers.
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I kind of want to do a sweep.
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I m sure some dude has done this, some exuberantly female.
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But it s just interesting, the whole dynamic that people see these people doing this influencing.
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And they aspire, to me, to be that person.
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And they don t realize it s not real.
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What you re seeing isn t real.
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It s a treadmill.
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It s crazy.
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But we consider ourselves influencers, don t we, Bill?
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We are real, by the way.
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If I didn t have a wife, I would never buy a stitch of clothing.
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Now, you re good fashion.
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You like to shop, right?
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I like shopping.
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You like to go to Nordy s.
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This COVID thing really set me back.
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It did, didn t it?
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I wasn t able to go to Nordstrom or anywhere.
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So I wouldn t.
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But it would be interesting, I think, to see a guy, a middle-aged guy like me, be an influencer, like what I would actually say.
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What about an old guy like me?
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You re a middle-aged man.
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Is there space?
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I think there might be space in the market for an old dude like me.
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Totally.
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Who still knows a little bit about technology.
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That s true.
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So I don t feel like I m a. Oh, that s for sure.
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You re younger than my years.
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You re way, for people your age, you re way, way, way advanced, in my opinion.
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No, I m serious.
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No, I m serious.
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I m being serious.
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But I wonder if there s space in that.
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You re past me, and I m younger.
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Because I m not going to be a hot 27-year-old model.
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Maybe a hot 60-something.
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Why not?
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Hey.
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Hello, Jane.
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Colin Jane.
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Jane Kasky.
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Hello.
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Here we go.
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So topic today, did we talk about Insider?
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Oh, if you want to get more, go to advancedsellingpodcast.com slash Insider.
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There you go, yeah.
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And it s a really, really great program.
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Meets once a month, virtually on Zoom.
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We ve got about 60 members in there right now.
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It still keeps a really tight feel, so we get direct access.
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I mean, Bill and I are coaching you live.
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It s not like it s recorded or anything.
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And we d invite you, if you re a listener and you re into that, go take a look at that.
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Become a member.
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And our next meeting is, I think, the 10th.
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And so if you re interested in this whole personal branding, July 10th, this whole personal branding thing, make sure you get on board.
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OK, topic today.
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As we ve talked about in the last few weeks, there s a lot of upheaval, a lot of shifts in the market, shifts in the market.
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Sometimes it can get the best of you and I ve got some clients who are struggling a lot Not necessarily in in the business sense of no revenue.
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It s more in the sense of what s coming What s what s going to happen to my business to my to my life to my how I do business the virtual?
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virtualization of it all
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And I think there s a lot of questions.
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And I was talking to a couple of clients in the last few weeks, and I said, guys, you ve got to get back to the why.
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Why do you do what you do?
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Not just, well, I do it because it s good for my family and I need to send my kids to college, but the work itself.
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What is there about the work that you do that really motivates you, inspires you?
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And so I thought maybe it would be good for you and I to talk about, because we ve really not talked about this in a long time, about why we each do what we do.
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Because we re in similar businesses, coaching, advisory, consulting, training, and I think we all
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At least I would imagine that something has happened earlier in our lives and some themes that have caused us to say, this is what we want to do today.
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And I think connecting with the why, Simon Sinek talks about that a little bit.
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But I think there s a whole deeper level to it than just, well, I want to help people.
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Yes.
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Yeah.
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That s why I do it.
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I want to help people.
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OK, thanks so much.
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So I have no idea why I do what I do.
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So I m hoping you can tell me why I do what I do.
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Help us to all figure it out.
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Well, I think this is my own kind of commentary.
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We talked about this a lot.
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So our old good friend Dave Catalano, who we both know, who wrote the forward of Bill s book, Same Game, New Rules, who was a client, someone I worked with personally, used to talk about the mathematical concept of reversion to the mean.
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that all statistical things revert to a mean.
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And I think that goes past math.
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What I mean by that is there are these fundamental seismic shifts in the world that occur after a long period of the same thing.
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And so what s been going on, we ve been running the same pace for 10 years.
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Pretty much up, pretty much good.
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There hasn t been much to complain about.
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And if you kind of go down that theory that at some point, it can t keep going that way.
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It shifts.
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And when it shifts, everything moves.
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Everything moves.
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So the economy moves.
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Emotions move.
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It has to move because it s all connected.
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Correct.
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Yes.
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Yes, yes, yes.
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And so I think we re going through that right now.
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And in that, what typically happens is people do this self-reflection thing, which I think all of us are doing to a degree.
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Like, hold on a second.
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What s going on?
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Where am I?
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And everything s new all of a sudden.
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This kind of world I was used to for 10 years is new.
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Think about my kids.
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14 to 18.
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And so they ve been kind of rolling from the time they were four to eight with like nothing.
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And all of a sudden, my daughter s 18, it s like, oh my gosh.
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She can t graduate from high school.
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Right?
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No, no.
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And then she s jacked up college experience and jacked up though, relatively speaking, it s going to be her experience.
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So it s not technically jacked up.
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No.
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It s just going to be her experience.
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That s the weird part.
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Compared to last year, it s jacked up.
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Absolutely.
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And what she s known in the past.
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So that s what I think is going on.
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So I think this self-reflection is a really, really good exercise.
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Which is really where do you go to do that?
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I mean, is that something you do sitting on your porch at night?
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I have done it long enough and I think you have too that we can probably kind of sit and just imagine but if you re not used to doing that, yeah, I
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Do you just get a blank piece of paper out and look at it and start writing?
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Why?
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You just move to Colorado, right?
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Buy some things out there.
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Buy some things.
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Some stuff.
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You don t need to move.
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You can just go for the weekend.
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That s a good point.
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Find your way back.
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Or in Indiana, you can go up to Michigan nowadays, can t you?
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Let s go to St.
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Joe, Michigan, just north of South Bend.
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Oh, yeah, that s right.
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No, I think that s part of the process.
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is everyone is on their own process and plane and energy moving towards that themselves.
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And so some people naturally know how to do that and what to do.
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It s very natural.
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I think it s hard.
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I think it s hard for the majority.
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And then when it s really difficult, you either do what you do when you don t know how to do something.
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So some people get paralyzed and they can t move.
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Some people act out of it.
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Some people resist it.
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Some people go look for others to help guide them through it.
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I think it becomes a very personal path.
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So I think that first, but yet you have to start, this is getting a little deep, but you go back to Deepak Chopra, right?
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Where he says, if the universe is infinite, then you are the center of the universe.
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Which, mathematically, he s right, right?
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If the universe is infinite, then you re the center of the universe.
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So you start with you.
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I also think you have to start, now this is me being me,
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you have to start with some connection to something bigger than you.
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And if you recognize that, now someone doesn t believe in that, that s fine, that s their own deal.
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You start there.
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But I think the universe is bigger than you.
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So even if you don t have the religious affiliation or spiritual context, yeah.
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Was taking it the other day from a slightly different Place and that s if you ever remember the birth-death line.
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Oh sure.
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Yeah, and we say there s a line across it You just want to take a piece of paper and draw a line landscape across one end is birth
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the other end is death.
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And like we say, you don t know when the death is.
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You don t know when it is.
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But we ll assume, let s just say that we re going to live to 100.
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And right now, you put a circle on that line where you are.
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So it s current reality.
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And so you ve already lived a lot of your life.
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Let s just say you re, I don t know what the average age of our listeners are, let s just say 45.
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You are about halfway through.
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And at some point,
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As you go to the next halfway You will not be probably able to create and you won t have the energy now for some it s gonna be earlier for some it s coming I saw a 90 year old guy At a cigar shop who was with a friend of his and I ve met him a couple times.
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He s 90 years old He lives in assisted living.
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Yeah, and he is the sharpest nicest he s in great shape and he smoked he has smoked cigars for 71 years and
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And he s drank bourbon for 71 years.
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I mean, not straight, hopefully, but straight bourbon, but not all the way.
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But the point there is that the birth-death line is important because we don t have forever.
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No, definitely.
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And so we have a certain amount of time.
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And that s not to make, this is not a negative thing.
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This is a positive thing.
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You ve got, let s just say, 20 years to do productive work.
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Yeah, what are you gonna do with that?
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Yeah, what are you gonna do?
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Are you gonna sit around watch YouTube videos?
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You re gonna sit around and watch TV five hours a night or do you have a why?
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That s inspiring the actions that you re going to need to take in the next 15 20 years.
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Yes, and I think that the that so that part of the issue becomes especially these days when we re external with everything meaning we re getting feedback from the world about what we should be doing and
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There s a should, you should be productive.
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Why?
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Who said you should be productive?
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What if someone sitting around watching YouTube is purposeful to them?
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Why not?
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And so who am I to say what yours is, what mine is, what it should be?
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All that matters is that you feel aligned with what you re doing.
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Now, if you sit around watching YouTube videos all day, are you gonna feel fulfilled or not from that?
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That s a question that you ask yourself, right?
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And some people won t.
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And so to me, it s about that.
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It s about seeing where you are.
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The other thing is I think there s a book called, The Seasons of a Man s Life.
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that I ve never read.
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I love doing this.
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I love the titles of books.
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It s a great book, though.
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Is it?
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You ve heard.
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No, you ve heard.
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I have.
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You got to get this book, though.
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It says, Man s Life, because it was written in the 20s.
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So it was the seasons of a person s life.
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I have no problem with that.
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But I kind of tick the title, and I feel like there s a thing that goes on.
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There are these seasons, and I ve not read the book.
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That s right.
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Right through our 20s, we re sort of just post-college figuring stuff out, totally.
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30s, we start to kind of like search, like, what am I doing here?
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Where am I going?
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Get more serious.
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Yeah, yeah.
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The 40s, we kind of find it, and we kind of, OK, now I m getting good at something, kind of productive.
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I think 50s, I just turned 50, you start to
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turn the hill where you go, you know, all this stuff I kind of been worrying about, I ve learned I probably don t need to worry about all that stuff.
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And then I m guessing you go to 60s, you find a little bit maybe more purposefully like, oh my gosh, I need to live out purpose and then so on and so forth.
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So those are like generic seasons of a person s life that I see a lot of people go through.
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When I have clients that come to me,
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and they re in that age bracket, and they re like, I don t know what to do, I don t want to, you don t know.
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The first thing I try to tell them is like, this is everybody, just about.
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This is just about everybody.
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It s part of the path.
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It is.
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And people think they re alone.
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Especially now, but it s always been that way.
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Yeah.
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Yes, right, right.
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And you see, again, and the thing that they have that maybe you and I didn t have is they ve got Instagram, and TikTok, and Snapchat, and LinkedIn in their face, where the perception is other people are ahead of them, or other people don t have this problem.
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Absolutely.
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And I m telling you, everybody has this problem.
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Everybody has this problem.
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Everybody has- It s not a problem.
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No, that s right.
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It s not a problem, I m sorry.
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It s not a problem.
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But everybody experiences the issue of searching for their why and why they, so let s get back to why you do what you do in this business and then I ll tell you why and maybe we can.
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Yeah, sure.
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Let s see, my why.
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I was raised to always think about what s possible.
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One gift my dad gave me was the gift to try to figure things out and think what s possible.
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And he really got to the point where anything was possible.
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if you believe in it.
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He was very universal.
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He was kind of a 70s hippie guy, sort of dude.
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And so I just believe that to be true.
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And then when I went to school, I was interested in business.
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And then the combination of those two things is like, OK, there s the mechanical side of business.
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And there s this kind of etheric, spiritual connection, what if possibility side.
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And when I think about where those two things come together, it s what we do.
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It s about helping people do business, which I think is just fun and interesting, and then the possibility side of it.
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And I love to try to find ways, both my own business and with others, to try to figure out what is possible.
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and try to take a dream and turn it into an action and a plan and things like that.
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That s my biggest connection point.
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So when people come to you, do you feel like they haven t dreamt enough?
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No.
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Or they ve dreamt, but they haven t operationalized how to get there.
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Yeah, I think it s both.
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Yeah, it could be both.
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So some people have a dream, don t know how to do the actions.
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Some people have actions, don t have a big dream.
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Some maybe don t have both.
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And I also feel like, and I know I can do this, I can scare people with the dreamy side.
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I have to pull the net with my own group here.
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I m the most dreamy, so I m thinking, you know, I throw these big things and they all look at me like I got four heads, like, this guy s a moron, we can t do this.
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But somewhere in the dream is the reality.
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Yeah.
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You don t know, sometimes you don t even know where it is within the dream.
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No.
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No.
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And the dream takes you places you don t expect to go sometimes.
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Right.
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Like us.
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We have a podcast because we had a radio show.
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We loved radio.
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And that s why we have a podcast.
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I never expected it to go that direction.
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But here we are.
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But that all started in fifth grade for you and I. Yeah, absolutely.
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I mean, not together, because I m way older.
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But Mr. Microphone.
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Yeah, it started early.
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And it s a theme.
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And you find these.
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These themes that run through your life whether it s like I radio or communication and psychology has always been I majored in it in college Had no idea why I just found it fascinating.
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Yes, and that s kind of all I do today.
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Yes is communication and psychology
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And but what yeah, I like the idea of dreaming and so you took a personal experience And it was meaningful enough to you.
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Do you want to share that now with?
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People that you come across and you and you get paid for it and they reap rewards from it.
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Yeah.
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Yeah.
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Yeah, what s yours?
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I think I ve always been fascinated with the idea that by changing how we think about things, the things we think about change.
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And I always had this with selling, is when I got into sales, I was very average at it.
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I didn t know what the hell I was doing.
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I was never trained.
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I was never coached.
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Because back then, back in the teens, nobody coached.
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There was no coaches.
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I mean, coaching is sort of a recent thing.
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So I always figured why am I why am I not excelling in this?
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I mean I ve excelled the sports and you know some of what I ve done in life But why and it s because I never had the right thinking around it.
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I wasn t my mind wasn t right around it and I remember I heard about James Allen wrote a book called as a man thinketh and
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I have read that one.
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Yeah.
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And in it, he says that the most amazing thing of the 20th century, now 20th century was he lived in the early 1900s.
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So he lived just at the curve of the 20th century.
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And he said, the most amazing thing is that we can change our results by how we think.
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That s the biggest realization we have.
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And yet,
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We all know that, and we all talk about it, but we don t really act on it.
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And so one of my missions with my clients is, let s change how we think about prospecting, about our value, about ourselves, about our role in life, about our purpose, about our why.
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If we alter those things even slightly,
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Everything gets easier.
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Yes, everything gets easier.
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Yes, and we don t have the burden.
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We don t have the addictions.
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We don t have the stress and the Anxiety we don t have all that stuff because it does it just doesn t exist in a mind that thinks clearly no and I like the idea of the the the perpetual nature of that also
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So I even like to think, because I think of, OK, if I change something, I like the word evolve.
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I never stop evolving those things you re talking about.
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So it s a never-ending process.
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I m constantly evolving the thought, evolving the spirit, evolving the behavior.
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Whatever that is, there s always the next thing.
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And I m not talking about everyone like to do next level.
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It s not like that next level, grr, that testosterone ridden thing.
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It s the evolution, it s growth.
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Because in the growth sometimes, the testosterone shrinks, right?
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Speaking for a couple of middle-aged men here.
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Well, what you think might have inspired you 10 years ago doesn t.
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Yes.
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Yeah, even like the word, there s a big push now that the word hustle is now falling out of favor.
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Like, we need to slow down.
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SPEAKER_00
What s the new word?
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I don t know.
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You better come up with it.
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We need to figure that out.
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Chill.
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SPEAKER_00
Yeah.
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Well, I was talking with one of my clients the other day who s 60, and he s a financial planner and really good, really got a lot of energy.
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And he s starting this new, like a cousin business to what he s doing now.
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And it s going to require him to go out and literally knock on doors like he did in his 20s when he was starting his financial planning business.
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And he s been toying with it and teetering and tweaking and modifying it for the last year.
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I said, when are you going to start?
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I mean, he s literally got all there.
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It s all there.
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Yeah, let s go.
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And I said, I got it.
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So you don t have it.
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You don t have it in you at 60 to do it exactly the same way you did it at 25.
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Doesn t mean it can t be done, but the how is so important.
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So we got the why.
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We understand his why.
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And now the how.
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The how starts to enter into it, because if you don t
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do that in the way that is in your season of life, then you re not going to do it, and you re going to get mad at yourself and resent, and you re going to start drinking heavily.
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That s probably not good.
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Like that 91-year-old friend of yours who drinks bourbon every day, which seems to be working pretty well for him.
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I love seeing people like that.
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I do, too.
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And he s unashamed of it.
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He was 20 years old when he went in the Army.
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He started smoking cigars.
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And I said, that s like 50 years.
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And he goes, it s 71 years.
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SPEAKER_00
Oh, sorry.
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He s been counting them.
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No, it s good.
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I think some of these conversations we have around the why and the how, this is perfect timing for this.
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Yes.
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And I think it s good because everyone needs to, I think you asked what would someone do?
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Some people don t know what to do.
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I think just this kind of awareness that, okay, this is normal.
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Everybody goes through this.
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Every human goes through this.
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I promise you they do.
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And that the way out, not the way out, the way through it all is going to be different with every individual too.
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There s no right way to do it either.
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I think everyone s like, what do I do?
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Like they want to be told exactly what to do.
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And there is no such thing.
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You re past your path.
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And so some of you are going to figure things out.
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Some of you may not.
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And that s going to be your path.
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And that s your thing.
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You just embrace the path.
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And I think that s the cliche, the path is the destination, is the thing that I think is so important there.
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The path is the destination.
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Yeah, I would suggest to you that we all look a little deeper than we maybe have in the past at our why.
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And it s not, I said pre-show, I said the why is not, well, I like to help people.
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I mean, there s nothing wrong with that as a starting point, but I ll bet you way deeper than that, there s something that happened in your life or happened with your parents or happened in your culture that really inspires you to, I remember I was speaking once, I think I told this story before real quickly, I was speaking to a group of college seniors and then we were talking about interviewing and how to conduct the interview, how to conduct yourself in the interview.
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And I said, why?
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And it was a music student.
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Did I tell you this story?
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I don t know.
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OK.
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Music student raised her hand.
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She goes, I m a music student.
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What the hell?
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I don t know how to, I don t, you know, I m trying to get a job in business.
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I m a music student.
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I said, why d you decide music?
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She hemmed and hawed and finally she goes, oh, you know what?
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I think it was when I was four years old I stood up and I sang at the Christmas You know seasons holiday outing with my family I stood up and I sang Oh Holy Night and she goes and everybody stood up and applauded Yeah, and she said that was the day that I knew I wanted to do to be on stage.
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Yes, I m like
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Tell that freaking story.
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Tell that story.
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And so what you did for the rest of your adult educational life, you studied that.
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You perfected your craft.
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You re on stage.
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You re able to move around in front of people.
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Who doesn t want that?
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Right.
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And why was she in business then?
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I don t know.
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She was a crappy singer.
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She was terrible.
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Then they stop standing up and realize maybe I should change.
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Maybe I should go into business.
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Maybe I should get a sales job.
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I don t think there s, I think the president, a lot of jobs in the music industry.
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SPEAKER_00
Okay.
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That s good.
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SPEAKER_00
So, uh, that was good.
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Good, good episode.
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So think about your why.
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Just think about it.
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And we can even talk about it later.
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Let us know on LinkedIn.
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If you have not joined our LinkedIn group, go to advancedsellingpodcast.com slash LinkedIn.
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SPEAKER_00
Yeah.
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And you ll be on board and we ll see you there.
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That s it.
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Bye.
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Bye.