0
SPEAKER_01
Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast history.
0
SPEAKER_01
My name is Brian Neal.
0
SPEAKER_01
I m Bill Kesky.
0
SPEAKER_01
We are 17 years in.
0
SPEAKER_01
Almost.
0
SPEAKER_01
Yes, how about it?
0
SPEAKER_01
Almost.
0
SPEAKER_01
How about it?
0
SPEAKER_01
I don t know what was causing me to do this.
0
SPEAKER_01
I was Googling.
0
SPEAKER_01
I was looking up something around sales podcasts.
0
SPEAKER_01
And if you do a list, if you Google and you say something like a sales training podcast, we re on pretty much every list, mostly because we ve been doing it for so long.
0
SPEAKER_01
But the cool part was that we call ourselves the longest running sales training podcast, which we are.
0
SPEAKER_01
Contrast in college garb today.
0
SPEAKER_01
If you heard any of the pre-show role, it s spirit week over here.
0
SPEAKER_01
at the firm, college day, college paraphernalia day.
0
SPEAKER_00
Yeah, I love that.
0
SPEAKER_01
Show them the pants.
0
SPEAKER_01
Yeah, this is all the pants.
0
SPEAKER_01
Yeah, pants are, this is, so I went to Indiana University, that s IU, India, we call it the IU, the IU, I m backwards here, IU, IU, but we wear these pants.
0
SPEAKER_01
get a quick glimpse here.
0
SPEAKER_01
I m just too flimber.
0
SPEAKER_01
They re called candy stripers, candy stripes, candy stripers is a name for a person who wears them.
0
SPEAKER_01
But, uh, so we wear those to the IU basketball games, uh, in the seventies, the basketball team used to wear these as their warmup and now they ve stuck around for 45.
0
SPEAKER_00
Do they still wear them?
0
SPEAKER_01
They do.
0
SPEAKER_01
Okay.
0
SPEAKER_01
Uh, pretty, yeah.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
The team does.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
They wear the red, the red cover up and the thing, they, they re tearaways, you know, so the snaps everywhere, they just pull the snaps off.
0
SPEAKER_00
And, and the funny thing about that is in some meeting 30 years ago, somebody had that suggestion.
0
SPEAKER_00
How about if we, and probably the nine people around the table, are you crazy or you know what that would make us look like six, nine guys would talk.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
What did you have?
0
SPEAKER_00
You played college basketball.
0
SPEAKER_00
What did, were the tearaways, what was the equipment like?
0
SPEAKER_00
No, we didn t have tearaways.
0
SPEAKER_00
Like you got those, those were tearaways, right?
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
You get to peel them off and I wish, I wish I know that was the coolest part.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Right.
0
SPEAKER_00
Right.
0
SPEAKER_00
You got size 14 shoes and things don t fit over them.
0
SPEAKER_00
So
0
SPEAKER_00
OK, let s get to our topic.
0
SPEAKER_00
We did a insider program.
0
SPEAKER_00
As you know, we promote the insider quite a bit.
0
SPEAKER_00
It s a one hour and 15 minute training each month that we do for our insider members.
0
SPEAKER_00
You can join that at advancedsellingpodcast.com slash insider.
0
SPEAKER_00
Got a lot of new members this month.
0
SPEAKER_00
And we did a topic, every month is a different topic, and we did it on
0
SPEAKER_00
How do you exponentially improve your income in the sales profession and leadership?
0
SPEAKER_00
And I think when we think about that topic, A, the word exponential kind of scares us a little bit, because when you think of exponents, you think of it goes up 10%, and then 100%, and then 1,000%, and the line is directly upward.
0
SPEAKER_00
And I don t think it s that way.
0
SPEAKER_00
I think we just use the term exponential income to kind of get in the mindset that how can we achieve a lot more in the time that we re already working.
0
SPEAKER_00
So we had a couple of things that we talked about, but I wanted to get your
0
SPEAKER_00
opinion and perspective on a couple of things that you tell your clients about raising their income exponentially.
0
SPEAKER_00
So this is not about sales skills per se, although it could be, but it s really more about the bottom line income results and maybe a little bit of what stops that and a little bit of what promotes that.
0
SPEAKER_01
Great topic.
0
SPEAKER_01
You had all of Insider working on this, right?
0
SPEAKER_00
I did.
0
SPEAKER_01
All right, well, I ll start with just kind of my own philosophy and then my own path there.
0
SPEAKER_01
I think the first step in it, because almost every salesperson, almost everyone has some variable part of their compensation.
0
SPEAKER_01
Let s just kind of ground that.
0
SPEAKER_01
So if you re listening to this, I almost guarantee you have some commission, some upsides, some bonus.
0
SPEAKER_01
Very few of those are capped.
0
SPEAKER_01
Do you have any bill of your clients that have a capped commission?
0
SPEAKER_01
I have none.
0
SPEAKER_01
There might be one or two out there, but mostly none.
0
SPEAKER_01
What we re starting with grounding is you re going, okay, I have a controllable P, there s a piece of minus variable with no limit.
0
SPEAKER_01
Theoretically, you should be able to make a trillion dollars, a billion dollars, a hundred billion dollars, 200 million, a million, whatever.
0
SPEAKER_01
theoretically.
0
SPEAKER_01
Let s start with that possibility.
0
SPEAKER_01
There s no cap on the program itself process.
0
SPEAKER_01
There s nothing about it.
0
SPEAKER_01
Then we have to go look inward.
0
SPEAKER_01
Then we say, what are the controllable things that we have?
0
SPEAKER_01
We have our own, and Bill, you and I talk all the time about what we can t say, we ll call it the thinking column, the head, heart, and soul part of it.
0
SPEAKER_01
voiding the words we can t say, as you can tell.
0
SPEAKER_01
And your relationship with money and income, and just how you re hardwired.
0
SPEAKER_01
I love to take my clients through a, I pretend to play pop psychologist through a money scripting exercise that just has them examine their hardwiring around money and income.
0
SPEAKER_01
And just from an awareness exercise, not from a good or bad, this is awesome, because then after we do the awareness exercise, there are all parts of that wiring that help us and all parts that hinder us in some way, shape or form.
0
SPEAKER_01
And I think getting clear on that early on, if you ve never done a, uh, a, um, a journal or, um, um, if you ve never written out your money script, and when we do this, the exercises you just as early as you can think when you re five, six, seven years old, all the way up, just what were the lessons in the way you were wired messages.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
And everyone was raised in all different ways.
0
SPEAKER_01
Some people were raised really wealthy.
0
SPEAKER_01
Some were given everything.
0
SPEAKER_01
Some were bankrupt, all the above.
0
SPEAKER_01
And then that also levels you out into what you think is air quotes, a lot of income.
0
SPEAKER_01
So if your, uh, parents, you know, growing up, you, you, you know, they made $50,000 household income and they, you know, they, they, and they kept saying, well, we ll never make a hundred thousand dollars literally.
0
SPEAKER_01
Then you have this wiring in your head, like, well, I guess I won t do that then.
0
SPEAKER_01
So that s where I start, personally, is with the relationship with money and income.
0
SPEAKER_00
So just thinking here as you re talking, because that s a great exercise, because we haven t thought about that.
0
SPEAKER_00
And it s like anything else that happens when we re 14 and under is some of that stuff sticks with us in a way that we aren t familiar with.
0
100%.
0
SPEAKER_00
So it s easy for me to say, oh, I don t care about it.
0
SPEAKER_00
I mean, I m good.
0
SPEAKER_00
I m making more now than my parents ever did.
0
SPEAKER_00
And you re saying, no, that s not the point of the exercise, not to compare what you re earning.
0
SPEAKER_00
It s to understand what scripts they gave you, advertently or inadvertently.
0
SPEAKER_00
about money and maybe the culture that you grew up in or the town you grew up in.
0
SPEAKER_00
And knowing that is better than not knowing it, you re saying.
0
SPEAKER_01
That s it, yeah.
0
SPEAKER_01
And just being aware of just examining in your own self, just you, what helps or hinders.
0
SPEAKER_01
Like an easy example, if you grew up with Depression-era parents, they saved a lot of money and they kept cash around.
0
SPEAKER_01
And they also were scared, so they clung on to things.
0
SPEAKER_01
So a limiting script might be, I m more safety-oriented, security-oriented than growth-oriented, so I m going to not take risk.
0
SPEAKER_01
So I maybe won t switch jobs or switch territories.
0
SPEAKER_01
The good part is, you probably save money really well.
0
SPEAKER_01
You probably invest your money.
0
SPEAKER_01
You probably max your 401k out.
0
SPEAKER_01
So
0
SPEAKER_01
It s just about examining the helps and hinders for awareness, then you can look at all of those and say, should I do more of this thing that hinders me?
0
SPEAKER_01
What am I afraid of?
0
SPEAKER_01
And that sort of thing.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
Or should I, you know, it s so funny, because we re wired, like, you re taught that, right?
0
SPEAKER_01
You talk like, you got to max out your 401k.
0
SPEAKER_01
Well, what if you took your 401k money, and bought a bought a company yourself, right?
0
SPEAKER_01
It s like, but well, it s a little risky there.
0
SPEAKER_01
I m like, well, well, I mean, you know,
0
SPEAKER_00
Yeah, we ve talked about that before here, and that is the orthodoxy of how things are supposed to be.
0
SPEAKER_00
And I ve got, you can t see it because my camera has failed, but I ve got my shirt on that here that says, no sheep in my circle.
0
SPEAKER_00
And I ll tell you a story next week about the t-shirt.
0
SPEAKER_00
But the point there is that when
0
SPEAKER_00
People like us come along and say, hey, let s look at your income.
0
SPEAKER_00
There tends to be some resistance to that because I think we all know that we will need to dive deep to get at some real issues.
0
SPEAKER_00
And our reluctance to do that keeps us in this, well, I ll grow 5% this year and 10%.
0
SPEAKER_00
I m doing fine.
0
SPEAKER_00
I went from 110 to 117 in three years.
0
SPEAKER_00
That s a 2.5% increase.
0
SPEAKER_00
That beats cost of inflation.
0
SPEAKER_00
We get into that mode instead of saying, well, wait a minute.
0
SPEAKER_00
What are you really about in your business?
0
SPEAKER_00
It s almost like in order to get the money, you have to defocus on it periodically until you say, what could this business be for you?
0
SPEAKER_00
What could you be doing in it?
0
SPEAKER_00
And then it allows you to dream without the constraints.
1
SPEAKER_00
of, well, you know, nobody else in the business has gotten to 250, so who am I to get to 250?
1
SPEAKER_00
So, yeah, it s a dichotomy.
1
SPEAKER_00
In order to grow it, you have to kind of ignore it for a period of time.
1
SPEAKER_01
Grow it, you gotta ignore it, that s really good.
1
SPEAKER_01
That s a thing too, so there s another exercise I love to take people through.
1
SPEAKER_01
You re gonna answer the question you ask.
1
SPEAKER_01
So if you ask yourself, how can I make $500,000, all of your energy s gonna go to figure out how you can make $500,000 in your comp plan.
1
SPEAKER_01
If you ask yourself, how can I make a million, all your energy s gonna go to focus on how I can make a million.
1
SPEAKER_01
Yeah, once you get past that, well, I can t.
1
SPEAKER_01
I can t totally.
1
SPEAKER_01
OK, cool.
1
SPEAKER_01
Yes, it s an exercise.
1
SPEAKER_01
Yes, it s an exercise.
1
SPEAKER_01
That s right.
1
SPEAKER_01
And so you have to ask yourself, am I asking the right question?
1
SPEAKER_01
How could I make two million dollars in commissions?
1
SPEAKER_01
And then that that warning sign will go, that warning track buzzer will go off in your gut like it s too much.
1
SPEAKER_01
That s OK.
1
SPEAKER_01
It just tells you where you are.
1
SPEAKER_01
It s just an exercise.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
It s just an exercise.
1
SPEAKER_01
And we re just looking at examining it.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
And then you can t do the, and if you wrote two plans, like in any business, if I wrote a plan to get the 500,000 and a plan to go to a million, I guarantee they re different guarantee.
1
SPEAKER_01
It s not just do twice of the other.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
Right.
1
SPEAKER_01
Um, you ve got to look, yeah, you can t.
1
SPEAKER_01
And I think about like an example is, um, you, you won t, someone that s going to a million won t, we ll have a higher, smaller deal size than the person going to 500,000.
1
SPEAKER_01
So someone that s going to a million won t mess around with a $20K deal.
1
SPEAKER_01
They ll mess around with an $80K deal, but they won t touch anything less than $50K.
1
SPEAKER_01
Or someone going to half a million in commission will touch the lowers than $50K.
1
SPEAKER_01
And they ll justify it.
1
SPEAKER_01
Well, you know, these are good deals here.
1
SPEAKER_01
I mean that some can grow and they justify that where the million dollar producer cameras back on welcome back.
1
SPEAKER_01
Thank you million dollar producer goes that not worth the time and then they just they create space for more of the bigger ones.
1
SPEAKER_01
Yeah.
1
SPEAKER_00
So here s one exercise that I took people through, which we didn t have time to do the one you just said.
1
SPEAKER_00
But I really like that, just becoming super aware of what are your scripts and messages about money.
1
SPEAKER_00
We did one where I said, just write the number down on your page.
1
SPEAKER_00
Don t share it with anybody.
1
SPEAKER_00
Just write it.
1
SPEAKER_00
But write it bold.
1
SPEAKER_00
We gave them a big box.
1
SPEAKER_00
And write down the target income, the exponential income number.
1
SPEAKER_00
Make it bold, but don t make it insane.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
be somewhat realistic, which is kind of hard to say.
1
SPEAKER_00
And then I think sometimes what we do is we immediately go to, OK, well, how am I going to get that?
1
SPEAKER_00
What am I going to have to do?
1
SPEAKER_00
And I say, I don t want you to do that.
1
SPEAKER_00
I want you to stick with that number.
1
SPEAKER_00
I want you to write about the number.
1
SPEAKER_00
I want you to think about it.
1
SPEAKER_00
Think about what life would look like if you did it.
1
SPEAKER_00
You may find that you don t want the life that would look like a million dollars a year.
1
SPEAKER_00
And this whole idea of writing, and so we gave people a whole page, and I gave them an example.
1
SPEAKER_00
And what was interesting is nobody had, very few, maybe a couple had done that, had really thought through the big dollar.
1
SPEAKER_00
We immediately go to how.
1
SPEAKER_00
How many calls?
1
SPEAKER_00
How much more time?
1
SPEAKER_00
Am I gonna have to work weekends?
1
SPEAKER_00
And I said, no, you can t look at that first.
1
SPEAKER_00
You have to sit with the target income and just be with it and let it come, let the how come to you instead of immediately going to the how.
1
SPEAKER_00
Love that.
1
SPEAKER_01
Remember Bill and I, we saw Wayne Dyer speak, didn t we?
1
SPEAKER_01
Remember that?
1
SPEAKER_01
Oh yeah, we did.
1
SPEAKER_01
I don t know if you remember this interview or not.
1
SPEAKER_01
So Brendan Burchard,
1
SPEAKER_01
interviewed Wayne Dyer on stage, Bill and I were at this event, it was awesome.
1
SPEAKER_01
Brendan started pressing Wayne Dyer, Google those two people if you don t know who they are, but guru-ish type people, started pressing Wayne Dyer on money.
1
SPEAKER_01
Wayne Dyer made a boatload of money at
1
SPEAKER_01
And dozens and dozens of bestselling books and big whatever, $6 million house in Hawaii, blah, blah, blah.
1
SPEAKER_01
Anyway, how do you tell me about making a lot of money?
1
SPEAKER_01
And Wayne said, I decided early on in my career that I was not going to chase money.
1
SPEAKER_01
I was going to let money chase me.
1
SPEAKER_01
And he stopped.
1
SPEAKER_01
And then Brendan went back to him and said, well, yeah, but people in the audience, they want to like, I can tell them how to make a million dollars.
1
SPEAKER_01
And he just wouldn t go there.
1
SPEAKER_01
Wayne wouldn t go there.
1
SPEAKER_01
He said, I just don t think that way.
1
SPEAKER_01
I just let the money chase me.
1
SPEAKER_01
And then in his mind, the money is futile.
1
SPEAKER_01
He gifted his $6 million house to his 30 year assistant because he just had no use for it.
1
SPEAKER_01
He said, I just have no use for this house anymore.
1
SPEAKER_01
So he gave it to his assistant.
1
SPEAKER_00
And all the stuff in it.
1
SPEAKER_00
Oh, everything.
1
SPEAKER_00
Like, give her the keys.
1
SPEAKER_01
You re going to have this.
1
SPEAKER_01
Yeah, it s yours.
1
SPEAKER_01
Whatever.
1
SPEAKER_01
And so I think about this.
1
SPEAKER_01
I need to look this up.
1
SPEAKER_01
The cubic volume of a human body.
1
SPEAKER_01
I m getting to figure out what that is.
1
SPEAKER_01
It can t be more than a couple cubic feet or a couple cubic meters of the space that we can be in at any one time.
1
SPEAKER_01
So if you have an $800 million yacht,
1
SPEAKER_01
that has 19 bedrooms and 14 bathrooms, you can only be in three cubic feet on the earth at any one time.
1
SPEAKER_01
So you think about, when we think about stuff, you have a Lamborghini, you have a big house or whatever, none of this shit, none of this stuff matters, you know?
1
SPEAKER_01
You can t be in it.
1
SPEAKER_01
So you have to also frame up what money is.
1
SPEAKER_01
Now that also doesn t mean you can t have that stuff or it s bad.
1
SPEAKER_01
It just means that you have to really take perspective of that and say, what does having a lot of money, what does it do for me?
1
SPEAKER_01
Yeah, that s good.
1
SPEAKER_01
So I think that s important to examine.
1
SPEAKER_00
I looked up the cubic volume.
1
SPEAKER_00
Oh, yeah.
1
SPEAKER_00
What is it?
1
SPEAKER_00
62,000 centimeters, which is of no value.
1
SPEAKER_01
I ll Google my conversion calculator.
1
SPEAKER_01
Yeah, exactly.
1
SPEAKER_01
We ll have it within a week.
1
SPEAKER_01
Cubic centimeters to cubic meters.
1
SPEAKER_01
It sounds like about, yeah.
1
SPEAKER_00
It s good for chat GPT, right?
1
SPEAKER_00
Yeah, right.
1
SPEAKER_00
Yeah, I ve heard that story about Wayne Dyer.
1
SPEAKER_00
And that s the way I started this Insider meeting.
1
SPEAKER_00
As I said, there are some schools of thought, or a school of thought, that all you have to do is write the number down.
1
SPEAKER_00
You don t really need to write the number down, but you have to imagine it in your mind.
1
SPEAKER_00
And then imagine yourself there and the feelings you get while you re there.
1
SPEAKER_00
And then let it chase you.
1
SPEAKER_00
Let your dream chase you.
1
SPEAKER_00
And I think for those of us in the West,
1
SPEAKER_00
I don t disagree that that s true.
1
SPEAKER_00
That feels a bit woo-woo to me.
1
SPEAKER_00
However, I ve seen it work.
1
SPEAKER_00
I ve done the whole post-year financial goal at the beginning of the year on an index card and look at it every morning when you get up, every night when you go to bed, and things happen.
1
SPEAKER_00
And it s almost like it s almost just an organic, like you say, the dream chases you, the money chases you, if the vividness of the imagination and the picture of it is strong enough.
1
SPEAKER_00
That s what it is.
1
SPEAKER_00
Yep.
1
SPEAKER_01
And then if you don t get it, you don t get it.
1
SPEAKER_01
That s another thing too.
1
SPEAKER_01
It s like, none of this really matters to you as a human.
1
SPEAKER_01
That s, and that s what happens.
1
SPEAKER_01
No one wants to do the exercise, the insider, because they re afraid of comparison.
1
SPEAKER_01
They re like, oh my God, I made $88,000 and the person in my small breakout room and insider made 800,000.
1
SPEAKER_01
I m a schmuck.
1
SPEAKER_01
I m no good.
1
SPEAKER_01
Like, no, you re not.
1
SPEAKER_01
Um, we do that.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Culture has told us that there s, there s always a comparison game to play.
1
SPEAKER_00
It s hard not to, but you re right.
1
SPEAKER_00
It s like, well, it s kind of like the idea of, well, let s put a bunch of all stars on one basketball team and we ll be better.
1
SPEAKER_00
And it s never that way.
1
SPEAKER_00
I mean, the Miami heat, is that what you re talking about?
1
SPEAKER_00
It didn t work.
1
SPEAKER_00
Right.
1
SPEAKER_00
Because you have one ball.
1
SPEAKER_00
Right.
1
SPEAKER_00
And basketball is a little different than football in that you re all kind of on the same floor at the same time doing the same thing.
1
SPEAKER_00
But the point there is that more is not necessarily better.
1
SPEAKER_00
So anyway, I like that conversation.
1
SPEAKER_00
I think we should kind of come back to that because there were some other things that we talked about.
1
SPEAKER_00
If you re interested in this topic, you should go join Insider.
1
SPEAKER_00
You can get back episodes, back trainings.
1
SPEAKER_00
This was a really good training.
1
SPEAKER_00
There was some good breakout sessions and a lot of lessons that came from it.
1
SPEAKER_00
Advancedsellingpodcast.com slash Insider.
1
SPEAKER_00
If you join, you get up to, I think, six months of the back episodes.
1
SPEAKER_00
So there was some good stuff going on.
1
SPEAKER_00
Bravo.
1
SPEAKER_00
We need to keep this one going.
1
SPEAKER_00
That s a good topic.
1
SPEAKER_00
Yeah, that s a good topic.
1
SPEAKER_01
All right.
1
SPEAKER_01
All right.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
Bye.
1
SPEAKER_01
Bye.