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In this episode of the Advanced Selling Podcast, I share a very unique stranger danger story that I never thought would happen to me as a grownup.
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Bill talks about how he felt constrained in, of all places, Colorado.
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And we preview this month s insider with one of our greatest, greatest tools, the personal business plan.
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Hey, everybody, welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
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I m one of your hosts, Bill Kasky.
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Other hosts, Brian Neal.
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And we are heading into the final innings of 2021.
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Innings.
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Innings.
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Plurals.
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That s a baseball analogy reference.
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Tis the season.
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Yeah, so here we are, weekend after Thanksgiving in the US, and we are really locked and loaded here for the last few weeks.
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I ve got some international clients, and you have to temper everything, you know?
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And I said, by the way, those of you from the UK, do you miss us?
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Like, when we have Thanksgiving, you re like, I wish those guys would come back.
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I wish they wouldn t have left in the first place.
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Or do you like, no, good gosh, please.
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So all of you UK listeners, let us have it, please.
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You re like, no, good God, you Americans, stay away.
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Here s what I think.
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I think almost everybody in the world takes Thursday off anyway, because the US is off.
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And they don t celebrate Thanksgiving, because it s not important.
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But I still think people say, oh, it s today.
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What are you doing tomorrow?
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Well, I m taking Thursday.
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Well, all my clients are in the US, and they re all gone.
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Exactly.
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There s a Canadian Thanksgiving I didn t know existed.
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Did you know that?
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Canadians have a Thanksgiving?
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Yeah, it s October, I think.
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It s in October, yeah.
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I ve got a Canadian fellow on my team.
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a refereeing crew, and he celebrated Thanksgiving.
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Kind of very similar thing.
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I m not sure what their, did they come over too?
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You just don t hear much about it.
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You just don t hear much about it.
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I love the back, I love Canada.
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I just, I don t know, we re going to get in trouble.
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So I had an interesting thing happen today.
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I did.
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Go ahead, and then I ll tell you a story I had that you can relate to.
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You know, so we were very warm and welcoming here at the Advanced Selling Podcast World headquarters.
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And then when I see people or hear about them or see them on Zoom, I m like, hey, if you re from the neighborhood, stop by.
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We re very open.
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So I go out during a session, actually.
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I had a Zoom session.
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I had people in breakout rooms.
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I went out to go grab a drink out of the fridge.
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And this person was at the front door knocking.
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And I m like, oh, you know, go up there.
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I said, hey, the.
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The lock s broken, which it is, so come around the side.
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She s like, hey, I brought this for you.
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These are some macaroons.
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I put them in these little dishes.
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And then I got this little thing over from behind the thing and just want to say thanks.
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I m like, good.
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They have no idea who this person is.
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Were they ASP listeners?
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No, I have no idea.
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So then, so she left a little card.
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She goes, there s a money card there, but there s no money in it.
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And I m like, OK, thanks a bunch.
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It s so nice of you.
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Thank you.
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Then I open it up and it says to Brian and his beautiful wife, I miss waiting on you so much.
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Merry, happy holidays.
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Still don t know who she is.
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Waiting on you.
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She s a server.
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Like a server.
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Like a server.
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And we go to a lot of places.
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And now they have masks.
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And so what I m fearful of is she s clear.
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Now, I think I have a cue of who it might be.
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But then she said she moved.
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I don t know.
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Has anyone ever had this happen, where you get a gift from a stranger?
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It s like a scavenger hunt.
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Well, and it s also you re kind of like, OK, should I have this checked out like Halloween candy?
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Should I go have the macaroons x-rayed?
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I don t know.
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Yeah.
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I m still trying to put it together.
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I don t know.
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I was out in Denver this weekend seeing my daughter and her new husband and we went out for Thanksgiving because she s got to work on Thanksgiving because she s with a company called Attentive and they do SMS text messaging.
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So she s got to be on call for all these retailers that are doing Black Friday stuff.
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So we went out early and
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And what s interesting about Colorado is it s big.
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You know, everything out there is big.
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You can see the mountains.
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You can see the horizon.
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You can see 50 miles away.
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The sun s gorgeous, blah, blah, blah.
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And yet the whole time I was out there, I felt constrained because we re in the car for three hours, and then we re in a small apartment for three hours, 10 hours.
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Then we re in a cabin, which was very nice.
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Husband, parents have a cabin up in the mountains.
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It s very cool.
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But everything is, you know, because you don t spend all your time outside.
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And the whole time I m like not wanting to knock things over because I don t have a ton of vision in my left eye.
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I m kicking chairs and stubbing my toe and stepping on dogs.
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And I thought, it s the ultimate in dichotomy.
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You re out in this beautiful place, and you re stuck.
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I hit my head when I walked through the door because I m 7 feet 7.
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Well, it s a cabin.
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It s from the pioneer days.
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It s awesome.
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But I just felt like when I got back to Indiana, I m like, oh, I can stretch out.
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I can stretch out.
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Look at these cornfields that never end.
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Yeah, that s right.
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I love these soybean fields.
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I can run for days in the soybeans.
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You won t see me.
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So much better than those mountains, isn t it?
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That s really ironic, actually, to feel constrained in Colorado.
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All right, let s roll.
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You want to tee us up here?
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Well, this Friday, we are doing a special Insider.
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You ve heard us talk about the Advanced Selling Podcast Insider program.
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It s a monthly event we do for an hour and 15 minutes.
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And this Friday, we are doing a personal business planning session.
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And so we wanted to honor that and revere that by talking about some do s and don ts in business planning.
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pitch is, if you have not done a personal business plan for 2022, there s still time.
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Go to advancedsellingpodcast.com slash insider, sign up.
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It s $47 a month for this program.
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If you want to come in, do the business plan and exit out the back door.
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We will not chase you now.
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But it s a it s an awesome group.
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We have about 70 people in the group and we re going to go through the entire business planning process We re going to talk about some elements of it today, but if you ve not checked out insider
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If you ve not checked out Insider, go to advancedsellingpodcast.com slash Insider.
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Little video there Brian and I did.
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Get in the program for at least a month.
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You might stay longer.
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If you were ever going to join Insider, do it this month.
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Because the tuition for the whole year, if you stay in it, you ll get a 10x return on just the plan.
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Just because you have a plan that you never had, plus you ll have a way to create business you didn t have.
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It s just a great thing.
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You ve got to do it.
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You know, I know you do a lot of planning with your clients, as I do.
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And it really is remarkable to me how little planning companies ask salespeople to do.
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What it usually gets down to is a forecast.
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Yes, always.
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Always a forecast.
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What s your revenue?
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Is that up 20%?
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Yeah, 1.3 million.
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OK, great.
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We ll see you in December.
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And yet, the thrust of a plan is not the end result.
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It s how you re going to get there.
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Yes.
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It s all the inputs.
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Always.
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Always, always, always.
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So we thought maybe we could share some do s and don ts about personal business planning.
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Love it.
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For whether you join Insider or not, this is a good time of year to do that.
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I ve got two pluses and two minuses.
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So two do s and two don ts.
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What do you want to start?
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You want to start with the do s or the don ts?
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Let s start with the don ts.
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Don t.
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Don t.
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I saw a cool game on TikTok where someone gives you a word and you have five seconds to sing a song that has that word in it.
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Don t change, buy in excess, for the word don t.
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It s a great song in the 80s.
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OK, I ll digress later.
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Or I ll just digress.
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Oh, never mind.
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Hi, welcome back to the Eventful Podcast.
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My name is Brian.
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Here we go.
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Do not, this is do not, do not do your annual plan in January.
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Do it in December.
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And it s so interesting to me how many people try to end the year strong.
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They don t give any attention to the next year until they re in the next year.
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And if you re a salesperson and you re trying to build up a good start to Q1, and you start writing your business plan on January 4, you are so far, so far behind.
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You have to do it in December.
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You have to do it before it starts.
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You can t do it while it s starting.
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Again, the insiders are great, because you re going to do it.
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It s December.
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What s the date on the next insiders?
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It s the 3rd, I think.
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December 3rd, I believe.
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Yeah.
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I believe it s the 3rd.
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December 3rd.
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So you ll have your plan done for three, four weeks before you break for the holidays.
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Do not wait.
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So many people wait, and they do it in January.
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And then it s not really even done until the end of January.
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Then you re way behind.
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Yeah.
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One of the things we re going to do on Friday is we re going to one of the areas is quick wins and quick wins.
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It means what can you do between now and the first of the year to get some velocity and momentum around your plan?
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And so quick wins is one thing we re gonna talk about.
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My don t is, don t ignore the clarity that a business plan brings you.
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I think it was, was it Dwight Eisenhower, who was a US president in general, he s talked about, it s not the plan that s where the value is, it s the planning process, which is where the value is.
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And what I believe he means by that is that it s great to have a plan, and it s great to have it tacked up on your wall, or it s great to have some projects within it, but it s the process of thinking through, what do I want for 2022?
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What do I really want?
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End of the year, December 31st of 2022, as I look back on the year, what do I want to have occurred?
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And if you don t have that and don t have the process around that, then you end up chasing a lot of shiny objects, which you and I are both famous for, through the year.
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And it s the process, I think, that really narrows your focus.
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Yes.
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And I say business planning is very similar to exercising.
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Very rarely do you get done exercising and say to yourself or someone else, I wish I wouldn t have done that.
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I wish I had just laid on the couch and eaten a bag of Cheetos as opposed to gone for a walk.
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No one ever says that.
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You re like, God, I m glad I did that.
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Man, I m glad I went to the gym.
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Nobody says, man, I feel so bad when I exercise in the morning.
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I do.
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I feel like crap.
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You re dragging all day.
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Yeah, exactly.
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I feel lethargic and tired.
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And no one ever does a business planning session and afterwards goes, that was such a waste of time.
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I wish I would have done it.
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You re right.
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I wish I would have just been ambiguous and just blown in the wind through the year.
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Just wing it through the whole year.
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Right, totally.
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You want to do a do or another don t?
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Well, I got one more don t here.
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Yeah, I do too.
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I ll do, here s my don t.
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Oh, I thought that was it.
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OK, go ahead.
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I ve got one more.
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Don t do this alone.
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Do not do this alone.
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Everyone does business planning alone.
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You have to have some help.
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You have to have a facilitator, a guide, a coach, or a partner, or a mentor, or an accountability person.
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This always works better if you do it in a small group with someone else.
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Doing a plan by yourself and staying in it just by yourself is never as effective as doing it with a group.
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That s so true.
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Got to share it around.
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Even if the people who you re surrounded by don t know you or don t care about you, it s the idea that you have the wherewithal to explain why you re doing certain things.
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Or if something s out of whack, like, well, I m going to take my business from a million to seven million this year, somebody in that group needs to say, whoa, whoa, whoa, what?
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From one to seven million?
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Exactly.
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How the hell did you get there?
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And get a reaction.
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Yeah, get a reaction.
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Yes.
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So I like that a lot.
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The only other one was kind of a half do.
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It s really the opposite of the do.
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So I ll save that one until we go to the do s.
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I love it.
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So I ll take the first do.
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Do it.
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Let s do it.
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It is not a one and done type of thing.
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So you re going to come.
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You re going to do your business plan, however you do it.
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Don t do it one time and say, there we go.
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Got it done.
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Check, check.
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You have to go back to that thing.
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And I ve got a client who s gone back to his business plan now.
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And we just started a couple of weeks ago.
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He s gone back to it three or four times.
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He s redone it.
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But every time he redoes it, he gets clearer and clearer and clearer.
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And it s almost like it becomes more real.
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the more you work on it.
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So the do is devote four or five hours to it.
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I was reading a book by, who s the guy that started Keller Williams?
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He wrote a book called The One Big Thing.
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Mr. Keller?
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Or Mr. Williams, not sure which.
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I don t know.
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And he said that you should be spending an hour a day planning your day, four hours a month planning the next month, one day a quarter planning your next quarter.
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And when I first read that, I m like, oh, God, who has that kind of time?
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But he said, that will save you hours and days, hundreds of hours, because you re so focused.
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And my question is, well, OK, if I m spending a day, a month planning my quarter, how long should I take planning my year?
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Yes.
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Because at that rate, you should take
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you know, 10 to 15 hours really planning out your year.
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Now that may be overkill, but don t spend 10 minutes on it.
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Your life is so much, you re worth so much.
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If you want to really exponentially increase your income next year, it s worth six to eight to 10 hours to spend on your plan.
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You owe it to yourself.
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You have a duty to yourself to do that.
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I thought you were going to go.
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Then you spend a month planning the next year.
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I m like, OK, where does that happen?
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I m going to Aruba.
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That s not going to work.
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Aruba to do our planning for 2022.
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That s really, really good advice.
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I always say plans should be tattered and torn.
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They should have a lot of action on them, right?
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A lot of touching and scratching out and moving around.
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OK, here s a do.
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And this is kind of inspired.
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Kind of it is inspired by a client who I felt like, mm, first round through didn t hit this.
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You ve got to be numeric in this thing.
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Now, I m not saying the whole thing s got to be a whole bunch of numbers.
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And it s not a forecast.
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But you can t put things in your business plan like, be more productive.
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Be more active on LinkedIn.
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You can t do that.
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You ve got to say, post two videos a week on LinkedIn.
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Otherwise, you don t know what you re doing.
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If I say, be more active on LinkedIn, I go, were you more active on LinkedIn?
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You go, yeah, pretty much.
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Yeah, I accomplished that once.
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Yeah, yeah, yeah.
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Versus, did you do two videos?
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Yeah, I averaged three per week.
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Done.
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That s good.
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Be numeric.
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I think we are pretty good being numeric about the income goals and the revenue goals, but not so much in the how to get there.
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I think that s great.
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Yes, the inputs.
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One thing I think you should do when you re doing your business plan, and we re going to talk about this on Friday, is devote some time to how your mindset needs to shift in order to accomplish the goal.
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Because if you re going, let s say you re a $100,000 earner and you want to get to 150, which means you re going to have to go out and find 10 new clients, you re going to have to shift your mind around something.
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And I don t even know what it is, and you ll have to decide what that is.
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But maybe one of your mind shifts needs to be, I need to say no more often.
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I need to say no to opportunities that are never going to happen.
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But in the past, I ve pursued them because I didn t have anything else.
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You might say, I need to change my mindset around my personal brand.
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Maybe I
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You need to be, oh, I was in a program a couple of days ago, and it was a large Fortune 500 company, and we just had this little group of people in this one guy s division that I ve worked with in the past.
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He had his VP of sales join, because we might do some work with them.
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And I was so impressed with this lady.
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We were talking about personal branding in this business planning session.
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And she stopped me right in the middle.
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I thought, oh boy, she s going to stop me and say, we don t need to be doing any personal branding.
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SPEAKER_00
She said, guys, ladies, this is the most important thing you can do next year is build your personal brand.
1
SPEAKER_00
We can t do it all from the home office.
1
SPEAKER_00
And I thought, oh my gosh, where s she been?
1
SPEAKER_00
And I m wondering, I mean, that s just one person, so it s not a data significant, but I m wondering if people are finally onto, and the leaders are finally saying, you know, this personal brand, we gotta get our people out there creating content, doing things, whatever, and I was so pleased about that.
1
SPEAKER_00
So that may be one of your mindset shifts, is I need to embrace and start thinking about myself as a brand that I put out there into my audience so that they can sample my work and start discussions.
1
SPEAKER_01
And I love finding managers and leaders who have figured that out.
1
SPEAKER_01
It s so refreshing, isn t it?
1
SPEAKER_01
Oh, man.
1
SPEAKER_01
OK, my next do, my last do, is you need to systemize accountability.
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SPEAKER_01
Systemize your accountability to your plan.
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SPEAKER_01
This is super simple.
1
SPEAKER_01
I mentioned earlier, don t do it solo, which means do plan and do this process with others.
1
SPEAKER_01
Then systemize the accountability by finding another human or a small group of people, small being three or four,
1
SPEAKER_01
that gets together regularly, which regular to me would mean once a month, at least.
1
SPEAKER_01
It s at least once a month, that just spot checks your plan.
1
SPEAKER_01
And say, are you doing?
1
SPEAKER_01
You re committed to these two LinkedIn posts, doing a blog.
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SPEAKER_01
You re committed to having this many networking meetings or whatever.
1
SPEAKER_01
And you just share it with somebody else.
1
SPEAKER_01
And then they share theirs with you.
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SPEAKER_01
Just systemize your accountability.
1
SPEAKER_01
Most people don t do that.
1
SPEAKER_01
Biggest thing I see with business planning, if they do one, people will then just put it away.
1
SPEAKER_01
And then they re like, oh, I did a plan, actually.
1
SPEAKER_01
Let me pull that out and see what happened here.
1
SPEAKER_00
It s in here somewhere.
1
SPEAKER_01
I knew I had it.
1
SPEAKER_01
Hang on.
1
SPEAKER_00
What did I call that thing?
1
SPEAKER_00
Charlotte, did you see my plan?
1
SPEAKER_00
What did I call that thing?
1
SPEAKER_01
I called it something.
1
SPEAKER_01
Hang on.
1
SPEAKER_01
How about business plan 2022?
1
SPEAKER_01
Come on.
1
SPEAKER_01
But systemized accountability, that s, to me, been the most valuable thing that really takes the plan and makes it into something where it becomes actionable and actually produces results.
1
SPEAKER_00
I think we ve got to call on Fact Checker Doug for this question.
1
SPEAKER_00
Oh, yes, please.
1
SPEAKER_00
I love it.
1
SPEAKER_00
Is it systemize or systematize?
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SPEAKER_00
And I really don t know.
1
SPEAKER_00
I ve used it both ways, but it feels like one should be correct and one not.
1
SPEAKER_00
Fact Checker Doug, happy holidays.
1
SPEAKER_00
I think it might be, I don t know, systematize or systemize.
1
SPEAKER_00
What did I say?
1
SPEAKER_00
Systemize.
1
SPEAKER_00
Systemize?
1
SPEAKER_00
You might have said systemize the first time.
1
SPEAKER_00
We ll have to go back and check the recordings.
1
SPEAKER_01
Systemize your account?
1
SPEAKER_01
Yeah, systematize?
1
SPEAKER_01
Yeah, I don t know.
1
SPEAKER_01
Systematize sounds like it s trying too hard, right?
1
SPEAKER_01
It sounds like you re trying to impress them with your big vocabulary, like, oh, they want to systematize this, or organization.
1
SPEAKER_01
That sounds like I m from Canada.
1
SPEAKER_01
You betcha.
1
SPEAKER_01
Going to go have a chat.
1
SPEAKER_01
I m going to go have a chat with the coach.
1
SPEAKER_01
Is he Canadian?
1
SPEAKER_01
Yeah.
1
SPEAKER_01
You don t really have chats with the coach.
1
SPEAKER_00
I m in a British group, and they have a whole different set of languages.
1
SPEAKER_00
Oh, yeah, that s great.
1
SPEAKER_00
Sort it out.
1
SPEAKER_00
We ve got to sort it out.
1
SPEAKER_00
Sort it out.
1
SPEAKER_00
It s about probably three or four quid.
1
SPEAKER_00
They say quid instead of bucks.
1
SPEAKER_00
And when they say $997, it s always $997.
1
$997.
1
$497?
1
SPEAKER_00
$397?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Oh, it s only like $10 or $15 P. They say P instead of cents.
1
SPEAKER_00
I love it.
1
SPEAKER_00
All right.
1
SPEAKER_00
So one more pitch for the Insider program this Friday.
1
SPEAKER_00
Go to advancedsellingpodcast.com slash insider video there.
1
SPEAKER_00
Sign up.
1
SPEAKER_00
It ll be well worth your time.
1
SPEAKER_00
I d like to get this thing up to 100 people here over the next few weeks.
1
SPEAKER_00
And this is a great way to start on your personal business plan for 2022.
1
SPEAKER_00
Yes, please.
1
SPEAKER_00
See you next time.
1
SPEAKER_00
Bye bye.