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In this episode of the Advanced Selling Podcast, we talk about COVID-induced muscle atrophy.
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I talk about one of my linguistic pet peeves that makes me especially angry, and we go off on a topic.
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We talk about the reality of a post-COVID world.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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You are here every week.
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We re glad you re with us.
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We are heading into a fall with no college football.
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That s depressing.
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I don t like that at all.
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It s no fun.
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No college football?
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No college football.
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Well, I shouldn t say that.
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See, that s what I get.
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I get in trouble for saying that, because it s the Big Ten and the Pac-12.
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Do you know something we don t?
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No, I don t.
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I m sorry.
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We re glad you re here.
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If you haven t joined our LinkedIn group, we have a LinkedIn group, really, really big, active LinkedIn group for podcast listeners.
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We have a really great tribe of listeners.
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I would love it if you would share the podcast link with some of your people on LinkedIn.
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That would be really great to do and do this little swarming idea.
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I think take a link to the podcast episode, maybe your favorite episode, and put it up on LinkedIn, and maybe tag me and Bill, and tag a bunch of your salespeople friends.
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See if we can pull some of your cohorts in.
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Not your competitors, just your friends there.
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That would be fun to do.
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No, we re up, I think, almost a little over 11,000 LinkedIn tribe members.
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That s really great.
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Let s get that up to 111,000.
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Let s see.
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I did something this morning that I have not done since we went into the pandemic, except for maybe twice.
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And I m paying for it.
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I ve not lifted a weight or done push-ups at all.
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Are you serious?
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I haven t done it.
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I ve been running.
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Oh, OK.
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I ve just been running and walking.
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But I haven t done it.
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I ve got atrophy in my muscles, I can tell.
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And I did push-ups this morning, and not that many, and I m shaking.
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Like, I m literally, I can t move my arms.
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It s amazing.
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What s amazing to me is how much and how quickly your muscles atrophy.
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It is unbelievable.
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One of my kid s friends, he had Tommy John surgery.
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He s a junior in high school.
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And he said, he didn t show me, but he said when he goes to shower, take his shirt off or whatever, his left bicep is like a tenth the size of his right bicep.
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And this isn t a big kid either.
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He s like, it literally goes to nothing.
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It s incredible, isn t it?
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How much muscles atrophy so fast.
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You know when this whole thing started when the lockdown started We were my wife and I were really good about when the gym closed We went downstairs the basement every you know, not every morning, but every every second morning Yeah lifted and did kettle bells and push-ups and she did some yoga and we had some music and and after about a month of that We we I started to notice that it was two mornings a month or a week a week and then two mornings a month
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So we re back now to the gym.
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But I m a guy who I need some people there and a trainer to say, you re not doing your push-ups right, or come on, knock out five more.
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And I ll do it without a sweat.
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But if I m on my own, I m like,
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My shoulder hurts.
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I mean, I m terrible.
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I did that this morning that I know I would have finished this set of push-ups and I just stopped.
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I m like, I feel like stopping, so I m going to stop.
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And then I play that other game.
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Show me the other like a lot of trainers will say, like, show yourself some grace, you know, showing up as part of it.
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If you need a break, take a break.
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It s OK.
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I take all those breaks for myself.
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What good trainer says that?
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Oh, that s funny.
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Hey, if you re a sales pro and a fan to the Advanced Selling Podcast, we know you must be if you re listening and you want to navigate the coming upheaval in the sales profession, we invite you to join us at the Advanced Selling Podcast Insider Program.
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It s a group coaching program that meets monthly.
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We coach you on relevant topics.
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Every month is a different topic, and these topics will help you grow your business and your income.
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47 smackers a month or you can join for the year save even more go to advanced selling podcast.com Slash insider for details.
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There s a video that walks you through why we re doing this what s in it for you?
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There s also some videos of people who are actually in the program who had some recent success Some of the things that they ve closed over the last couple of months.
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So I go to advanced selling podcast.com Slash insider.
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We d love to see you on the inside
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It d be great.
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We re going to be practicing next.
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We re going to be practicing the story next time we re together in the podcast.
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If you re talking about your story, your positioning statement, your messaging, we re going to be practicing that.
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That s a great time to join.
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That would be a good first episode.
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And you get all previous recordings if you join, too.
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So today s topic is inspired by one of our long-term friends of the show, clients, CEO of a company in Columbus, Ohio, who I had a conversation with him last week.
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And he, for lack of a better term, went off on a topic.
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And I thought it was a really relevant topic to bring to the podcast.
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We talked about it.
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I think we want to talk about this.
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And the idea was... First off, before you start, isn t it nice when people go off on a topic?
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It really is.
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Because how many times do you hear it from somebody who you re used to being very reserved, very...
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composed and very chill, and you hear them go off and it s so nice, even if you disagree with them, it s so nice to hear truth come out.
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And we just don t do that enough.
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We just don t go off enough.
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We should be going off on each other every day.
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All the time.
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And essentially, or I would say especially, I was almost gonna say ex-specially.
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Do you know anyone that says ex-specially?
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You do, don t you?
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I do.
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Everyone in Indiana where we re from knows someone that says ex-specially.
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and it s like nails on a chalkboard, isn t it?
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It s so painful.
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One of my clients says, especially, I don t, I can t anymore.
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But especially when someone isn t normally that way.
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So this is a person that s very charged up, very energetic, that sort of thing.
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But to go off on the topic, it was an extra level.
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That tells me this is meaningful and I should pay attention.
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It tells me that.
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So that s what I did, I paid attention.
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Now I m bringing it to you, the listeners.
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The topic is,
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the concept of a post-COVID world and what that means.
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And is there such a thing as post-COVID?
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And what my client said, and he was inspired by listening to someone on CNBC or one of the talk shows in the morning he was listening to and said, essentially, that s a ridiculous thought to think that there s some sort of magic that s going to occur when a vaccine comes or when a virus is eradicated, like a post-polio world is gonna impact the way that we sell or something like that.
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And so many of you that are listening, I know, have a mentality that is, boy, when this all lifts, when things get back to normal, dot, dot, dot.
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And I think that s a really good topic to debate, whether that s a good mentality to take with me.
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And if I have it, what do I do with it?
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if I have the mentality.
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Yeah, when this all goes away, when we get the vaccine, boy, then I dot, dot, dot.
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Well, so let s talk for a minute before we get into that, because I like Steve, and I love it when people like that really get truthful.
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But what is it that stops us from really accepting the facts on the ground?
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Because you don t have to look very far to see the facts of this.
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And unfortunately, we can look at something that s black or white or a color, and we can say, yeah, but there s a shade of gray in there.
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And you look, and I m like, no, there s not.
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There s no shade of gray.
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And I think sometimes we look at things, and we see what we want to see.
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And what s the mechanism in our mind, in our ego?
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Is it just that we are operating from fear?
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And I think when we re operating from fear and vulnerability, it gets even worse.
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then we won t even see the truth, we ll just see what we want to see because we re afraid of the truth.
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Yes, that s what I think, that s what it is.
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It s fear.
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It s fear based at its core.
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First of all, and we re talking about this, do you think
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when we get a vaccine, or let s pretend the COVID virus suddenly mutates away and disappears.
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Do you think Zoom s gonna go out of business then?
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Hell no, it s not.
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Zoom is here to stay.
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Do you think all of a sudden everyone s gonna go flood back to office buildings and not work from home?
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No, it s not.
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Everyone s going, wait a second, we can get this done in a different way than we could before.
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So that notion to me is flawed and insane.
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I also think it, but what it is, it s that I don t know if I m hanging on.
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What you said, Bill, is so good.
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If I m hanging on to the way I used to do things, and I m not, you know, there s a, in recovery programs, there s a step six, they call it Drop the Rock.
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It s a book, there s a book called Drop the Rock.
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It s letting go of our old shit, old stuff, and you can t move on unless you let go of your old stuff.
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And this is a version of that, I think, a little less serious version.
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I totally agree.
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I think it s a great analogy.
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We ve filled our glass up with all these beliefs of the way things should be, and now something comes along and we still have a full glass of the way things should be, and we ve got to get some of that out of there, which is hard.
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I mean, think about this podcast.
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20 years ago, nobody would have imagined that we could communicate with a million people around the world
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in 15 minutes.
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Nobody would have imagined that.
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But it s like the frog in a boiling pot.
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If you put them in there and you gradually up the temperature, the frog
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will boil to death.
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This is a nice thought for a Monday morning.
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Frog will boil to death, but if you pop him into an already boiling pot, he ll jump out.
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And I think the gradualness of this is one thing that we ve really not wrapped our arms around, but now there s a quickening.
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It s like you said, pull the trigger, and boom, we re all scurrying around trying to figure out what s what.
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That creates fear, that creates anxiety, and that creates resistance.
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And what I ve been telling my clients is, what if this is the most amazing opportunity ever for you?
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Because a lot of people will cower, they re going to shrink.
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Yes, they re gonna say, uh, you know what?
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I you know, i m just i m gonna hold on here until we can go back to our office Those people will be gone.
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They ll be out.
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So this is a unique opportunity for you to transform your Mindset and your actions and your zoom and your studio or whatever
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And be a part of the leading edge of this instead of cowering in the corner.
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And it s hard not to cower in the corner.
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I got to tell you, over the last couple of months, I ve cowered a few times.
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Not literally, but I ve caught myself saying, you know, I m 60-some.
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Is this worth it at all?
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Is this worth it?
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And I think, what the hell are you talking about?
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Heck yeah, it s worth it.
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Yes.
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And the thing I, what will happen, these are the words that I, when I hear these words, I m like, please God, no, not me.
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I don t want it to be that.
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Irrelevant, redundant, forgotten, obscure, lost, you know what I mean?
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Left behind.
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Those are the kind of words that if you continue to think that life s going to be different post-COVID, air quotes, those are the words that are going to become your reality.
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Think of the things that have already happened to you.
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And I watch my ego in this one.
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Remember when we started the podcast and we would tell people we re doing a podcast, people would say this is 15.
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What s a podcast like?
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Well, it s kind of like a little radio show.
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You can get kind of on your phone, your computer.
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They go.
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People do that.
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They listen to them.
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I m like, yeah, they go.
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Oh, there you go.
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There you go.
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There you go.
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Oh, look at you boys.
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They d pat me and Bill in the head.
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They have to reach higher for Bill s head, but yeah.
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Oh, that s cute.
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You guys run along to your little radio show on the iPhone pod phone now.
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Everybody does a podcast.
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Now it s the greatest idea.
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He s got $100 million for a podcast.
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We re still sitting here.
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But anyway, that s a thing.
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That happened, and it s happening, and it s amazing.
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And everyone forgot about the before when they said to you and I, you guys, that s kind of weird, kind of silly.
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Think about LinkedIn.
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When LinkedIn came out, most of my clients
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Nope, not going to do it.
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Not going to let my competitors see what I m doing.
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Not going to let people in.
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Not going to let my employees look for jobs.
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That s no good.
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That s not a good platform.
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You can t not be there now.
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But there s still people who are not on LinkedIn who should be because they are resistant
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You know, my clients aren t on there.
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What am I going to say?
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I mean, it s just a place for job seekers.
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I mean, that s really all it is.
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So there s always going to be people who lead the charge and people who follow the charge.
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And those followers might be a year, two, 10 years, 20 years behind.
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You and I both know people who are still today and who ve been talking for 10 years about doing a podcast.
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They never pulled the trigger.
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And I don t know why.
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I mean, sometimes it s another topic.
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The point is that are you going to be leading this charge?
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Are you going to be a leader or are you going to be a follower?
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And I m not talking about the bleeding edge where you go out and invent some kind of zoom competition.
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I m not talking about that.
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Just are you using the tools that are available to you to promote your business, to chat with people, to connect with clients, and are you bringing value so that your phone rings and you re not leaving the house maybe?
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Exactly.
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Because that s what it s going to be like.
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And I love the idea.
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To me, most people hate times like this.
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And they re not easy.
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And I ve been a little withdrawn a little bit in some of this.
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And everyone s emotionally processing it the way you do.
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And they re awesome.
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because the rules are being rewritten right in front of us, and we can help rewrite them.
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We can find new ways to do things, and we can reinvent ourselves to a better place and a more modern place.
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That s a great idea.
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How can you be the architect of the new rule book in your business?
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Yes, because it s all equal now.
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People are like, well, I m a face-to-face sales guy.
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I ve got to be face-to-face.
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Well, no one can be face-to-face.
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So it s not like you re going to get beat by someone that they can be face-to-face and you can t.
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No one can be.
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So you need to figure out now how to be present and not be face-to-face, that sort of thing.
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So there s a really good... You talked about being the leader of it.
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There s a really cool little video about a group of people dancing at like a jam band concert.
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Have you ever seen this?
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It s called First Follower.
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I ll get it to Travis, and Travis will get it up so you can see.
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It s called First Follower.
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It s the guy that kind of narrates the idea of what happens when someone starts to do something.
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It s basically this one person s dancing by themselves at this kind of, you know, a jam band,
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Grateful Dead or that kind of place.
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Not really my cup of tea in terms of music.
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But this one person s dancing by themselves.
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And there s a bunch of people watching.
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All of a sudden, one other person goes and joins the one person.
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And then two and three.
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Next thing you know, there s like 50 people all dancing together.
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That s kind of what s going on.
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So decide.
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You don t have to be the first one on the dance floor.
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But that first follower idea is a little safer.
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And we can all do it as an idea.
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Yeah.
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Here s another thought is I ve been looking at okay.
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We re five years out from this Yeah from the event and everything is different and it s unique And so the question is then what what are you doing?
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What are some things that you could be doing?
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And here s here s a thought I had is Why shouldn t?
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Everybody listening have their own YouTube channel.
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Their own YouTube channel.
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So you re not a part of, you might be a part of your company s channel, that s fine, and most companies don t really have channels that they pay attention to.
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But why shouldn t you, and we ve talked about this, and we ve had actually quite a few people who have started podcasts, who are listeners to this podcast, and they like the vibe, and they like what we re doing, and they ve started podcasts.
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We get emails once a month from somebody who says, hey, I d like you to listen to it.
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And actually, I think we re going to be on one of the people who started the podcast.
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I can t remember when it is.
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But the point there is, how can you have a channel that communicates and distributes your message
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that is findable and searchable online.
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YouTube is the logical one.
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It s not LinkedIn for that kind of thing.
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But could you have your own channel?
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And on that channel, could you interview people?
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Could you interview people in your industry, maybe thought leaders, experts, speakers?
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People are always looking for ways to get their message out into the Zeitgeist.
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We did a lesson on that a couple weeks ago.
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But shouldn t you have your own YouTube channel?
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Why don t you?
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And I know all the resistance.
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Well, you know, I m not good on camera.
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That s BS.
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Forget about the good on camera or not the right voice.
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And start thinking about, how do I take my knowledge and wisdom and effectively get it out to my market?
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And if you can do that, and if you want to do that, YouTube might be the way to do it.
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I think everyone should have a YouTube channel, including me.
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It s one of the things we sought out to do this summer, and I don t know that we re done with it yet, but we re doing that.
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My phone s ringing, that s my daughter calling.
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But I can t answer it, but that s okay.
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Now when the phone rings on air, you re supposed to answer it.
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It s one of the rules, right?
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I think I mentioned in the last episode that we moved her in, but then she leaves on Thursday.
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That s the big thing when they leave for college.
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You know what I mean?
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We moved her into her dorm room.
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And then brought her back.
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SPEAKER_00
I brought her back because of COVID.
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You can t stay.
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SPEAKER_00
You can t, but you re not supposed to.
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SPEAKER_00
And then so we take her down Thursday.
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So it s the last hurrah.
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SPEAKER_01
So it s this Thursday.
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SPEAKER_01
Yeah.
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SPEAKER_01
OK.
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SPEAKER_01
Sniffing a little bit.
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SPEAKER_00
So you had two.
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SPEAKER_01
You had one.
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SPEAKER_01
You had a little practice session.
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We did, totally.
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SPEAKER_00
I cried packing the car.
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I cried packing the car.
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I started to do a little video with her, and I started crying, and so I stopped.
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And she s not very emotive that way.
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She s not touchy-feely 100%.
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She s looking at you like, what s up?
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Exactly.
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SPEAKER_00
Are you serious?
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We re going to do a video?
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I m like, yeah.
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SPEAKER_01
So what s the lesson here today from this?
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We ve been tagging around the topic here, but I think it s a good topic.
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And we like to give advice, tactical things.
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This isn t overly tactical.
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These are thoughtful things.
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But here s what I d ask you to think about.
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Number one, what are you hanging on to?
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that s going to hold you back?
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What belief are you hanging on to that s going to hold you back?
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Examples are, eventually, I ll be able to get back into face-to-face selling, which is what I m really good at.
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SPEAKER_00
That s an idea that you may want to consider reconfiguring in your brain, because that idea may hold you back.
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That s a thing.
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So I d have you think about that first.
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What are the things that are holding me back?
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The second is on the positive front.
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Where can I be that first follower?
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Where can I find leadership, a leadership position?
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Not like a role, but where can I take the lead?
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in modernizing or going forward in my industry and selling.
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SPEAKER_00
A thing like Bill said, can I open my YouTube channel?
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Can I start that?
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SPEAKER_00
Can I post my first video?
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That sort of stuff.
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If you let go of some stuff and then move towards a new thing, it s awesome.
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It opens you up.
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SPEAKER_00
Yeah, absolutely.
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SPEAKER_01
Yeah, one thing I would say is I like that idea of writing your rulebook and maybe just the way you do it is go to Google Docs and open up a new folder or file and start thinking, okay, what are the new rules that I want to implement in my business?
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SPEAKER_01
And maybe it s a, you know, who knows, maybe it s a YouTube channel, maybe it s a podcast, maybe it s, you know, we ve heard a lot about real estate over the last 20 years about, you know, there s only so much real estate and you got, and I think the new real estate s the web.
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SPEAKER_01
I mean, I know it has been for
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for 10, 15 years, so this is not a new concept.
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SPEAKER_01
But as you re thinking about your own personal brand, what is your online real estate?
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SPEAKER_01
Is it attached to LinkedIn?
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SPEAKER_01
Is it attached to Facebook?
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SPEAKER_01
Or do you have your own real estate?
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SPEAKER_01
Like I know you have Blind Zebra.
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I ve got BillKaski.com.
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We ve got our own real estate that s not tied to a social media platform.
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SPEAKER_01
So that s another question, is can you own some digital real estate that will
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SPEAKER_01
connect with people that can point people in the right direction if they re interested in working with you.
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SPEAKER_00
Yes, yes and yes and yes is the answer.
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SPEAKER_00
Great topic today.
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SPEAKER_00
Have you examined that topic for your own mind?
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Take it back to your sales team.
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It s really, really great stuff to do.
2
SPEAKER_00
If you haven t already thought about it or joined, please become an insider.
2
SPEAKER_00
We d love to be with you.
2
SPEAKER_00
That s a live coaching session once a month with me and Bill.
2
SPEAKER_00
Join you and a hundred or ish of your friends as part of that program.
2
SPEAKER_00
It s a really, really great program.
2
SPEAKER_00
advancedlingpodcast.com slash insider.
2
SPEAKER_00
We d love to see you there.
2
SPEAKER_00
And that s it.
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SPEAKER_00
We ll see you next time.
2
SPEAKER_00
See ya.
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SPEAKER_00
Bye.