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In this episode of the Advanced Selling Podcast, we debate the best and worst way to respond to the question, how s it going?
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We get lost trying to think of a quote from Animal House, and we give you your December checklist to get you off to a bang up start in 2018, complete with a new program announcement for our inner circle.
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Welcome back to the Advanced Selling Podcast.
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I m your host, Bill Kasky.
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I m your other host, Brian Neal.
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And we craft and create this thing every week for you.
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Every Monday, we have a new release and we want to bring joy to your lives.
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But we also want to bring learning, and ultimately, we want to bring income into your life.
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And we do that by having topics that we think relate directly to sales professionals, sales leaders, CEOs, presidents, all around the topic of sales and business development.
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We ve got a beautiful tribe.
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We ve got wonderful people.
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We re really happy.
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It s the end of the year.
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You tend to do reflection back on the year and your life and those sorts of things, at least I do.
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I m so thankful for all the people that listen to our show and that have supported us over the years.
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And it s just a great thing to be a part of.
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And I appreciate you, Bill.
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And I appreciate you, Ryan.
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If you ve not told a friend about the Advanced Selling Podcast, it s a damn time you do that.
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Oh, yeah.
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Yeah, that s how we ve grown over the past 12, 13 years is by you telling friends and colleagues.
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I just heard a buddy of mine the other day says he s got his whole sales team listening to the Advanced Selling Podcast.
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That s great.
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So anyway, in fact, one of my former clients up in Michigan, Dave Gelpke, said his son, I think his name is Hodge Gelpke, works for another company.
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He says, you know what?
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He just found it, too.
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Isn t that funny?
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Coincidentally, yeah.
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That s just great, isn t it?
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I had a situation.
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I was in a totally other, I was at a meeting, and a guy came up to me.
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He looked at me and goes, I recognize your voice.
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And he winked at me.
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And you know what I mean?
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I m like, that s cool.
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The guy, you know, obviously, he was a podcast listener.
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Sales guy.
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Let s hope.
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Interesting thing.
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Let s hope.
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Exactly.
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I heard somebody ask a question today.
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It was out in the lobby.
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And it s not our staff out there.
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It s a shared office.
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And one of the ladies said to a gentleman who was passing by, hey, how s it going today?
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His answer was, hanging in there.
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And I thought, at the time, I thought, well, you know, there s probably days when we all have that.
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That s our attitude.
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But I was thinking, what are the worst answers you can give to the question of, hey, how s it going today, Brian?
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I think just hanging by a thread is probably your one.
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Well, this is a great debate.
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Because the great debate is, do you honestly answer the question, or do you give the?
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Because the best thing is when you say to somebody,
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What s up?
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And they go, great.
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Because they think you were going to ask him, how you doing?
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You re used to saying, great.
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But then instead, they say, what s up?
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And you say, nothing.
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You say nothing.
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Nothing.
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Or that sort of thing.
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Because maybe he is just hanging in there.
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Maybe the guy s struggling in his life right now.
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And he kind of looked like he was, actually.
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That could be the answer.
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Not to be judgmental.
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Yeah, but it s interesting to answer.
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Do you answer that question honestly?
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So if you said, how s it going today?
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It s not good.
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I m not having a good day.
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That s an interesting thing to do.
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And what do you do with that?
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And it is honest.
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Yeah.
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It is honest.
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And then there s people supposed to ask, well, I m sorry to hear that.
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Or anything I can do.
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Sit down.
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Yeah, right.
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You want to talk.
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But I thought, you know, hanging in there, it s bound to get better.
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That was one that I thought was good.
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Couldn t be any worse.
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Couldn t be any worse.
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You don t want to hear it.
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So we had a guy.
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Now, this is the other side of that.
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So a guy that you know, actually, that we used to work with a long time ago was really positive.
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And I m not sure his life was always really positive, but he kind of did that, which is great.
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He used to say, I m finer than a frog s hair split three ways.
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Finer than a frog s hair split three ways.
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How you like that one, right?
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I m like, really, you re not.
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But that s OK.
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Yeah.
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A little over the top.
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Yeah, that s a little over the top.
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If I was any better, I d have to be twins.
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I heard.
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Yeah, and I never know what to do with that one either.
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OK.
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But yeah, I thought that was interesting.
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And so, just something to be conscious.
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I think our language does matter though.
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I know we re just kind of making fun of this, but I think if every day you say, I m just hanging in there, you better make some life changes.
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Because hanging in there is not a good way to go through life.
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Fat, dumb, and happy.
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What is it?
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The animal house?
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Fat, dumb, and...
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Fat, dumb, and happy?
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Is no way to go through life.
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Was that from Animal House?
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I don t remember.
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Fat, dumb, and happy is no way to go through life?
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Sounds like a Doug Drozen question to me in audio.
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Doug Drozen audio fact check.
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Where does the phrase fat, dumb, and happy come from?
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I don t think it was happy.
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It wasn t?
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I think it was the- In Animal House?
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I think it was the chancellor, not the- Oh, yes.
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I know who you re talking about.
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Yeah.
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I m not good with email house.
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We ll have to check, yeah.
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OK, we ll check it out.
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But we did have a person check out the bead versus beat.
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Oh, yes.
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Because remember, we talked about drawing a bead.
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I thought bead.
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You thought maybe beat.
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And it s bead.
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Bead.
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And it comes from sights on a gun.
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We re drawing a bead from the gun to focus on the target.
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So I d say I ve got a bead on him.
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I got a bead on him.
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Oh, that s great.
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I didn t know that.
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I love learning stuff like that.
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I ve got a bead.
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It makes sense.
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A little, little dot, right?
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When you re about ready to shoot a target.
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Yeah, that s great.
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You can have a bead on somebody too.
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Can you?
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We ve got a really interesting topic for you today, but before we get into it, we want to say hi to our friends at stamps.com.
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Okay, topic today.
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Yep, we re good.
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This is the time of year when we typically talk about how you can finish up the year strong.
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Yep.
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And we went back and looked at our last 15 podcasts in November and December, and we find that we re always doing that.
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And we want to do something different this year and be a little bit more forward thinking and acting.
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And so we re going to talk about, what is your December task list to start January of 2018 strong?
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Amen to this.
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Yeah, this is something we ve talked, and even in our consulting practices, you get to the end of the year, we have to
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do things, obviously, to close business in the year for the year.
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This was good, though, because I think we re starting into November to get December set up with the things to do that are going to launch us in 2018.
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And most people, they re so busy finishing strong, they didn t do anything to get ready, and they come back sluggish.
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That s right.
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And we all know you go Christmas, and you get holidays, and you
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eat, and imbibe, and those sorts of things.
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And you re sluggish anyway, sometimes physically.
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It s dark and cold.
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So this is about revamping that, changing that energy, not just hanging in there, moving forward, and getting ready early for 2018.
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December strong.
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I mean, January strong.
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I can see it right here.
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I like it.
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Should we make little, what do they call those things?
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Little wristbands.
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Yeah, little wristbands.
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OK, so I ve got a few things here.
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I ve got three things here that are to-do items.
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And this is a checklist thing.
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So you listeners, we re giving you things to do in December.
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Continue to finish strong.
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We re not saying don t do that.
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What we re saying, make time and space in your calendar to do the things Bill and I are about to give you right now.
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So 2018 takes off like a rocket.
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Ready to go first?
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Go, you go.
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Me go?
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Here we go.
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Number one, I do this with my clients.
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It s, to me, one of the most effective tools and elements of all the things that I ve
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I ve taught them, I think I ve talked about it once in the podcast in the past, and that is spend some time, defined time in December, setting appointments for January, both with prospects and connectors.
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What typically happens is people use a holiday excuse to not get together, and we re trying to drum up new business and start things.
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And they say, just call me after the holidays, and we say, OK.
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What I want you to do instead is set the appointment for after the holidays while you re engaged with the person then.
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or just tell them what s going on.
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Say you re wrapping up things for the year, you re kind of done for this year.
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I wanted to look at your calendar in January, see if we could connect early on next year.
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Let s go ahead and book it so we re not chasing each other after the holidays.
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And they have no excuses for that.
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None.
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They have no holiday excuse.
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It s gone, right?
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They can t do anything at that point.
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Now, remember, these are both prospects and connectors.
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So these are people that at some point you d want to sit down and interact with to either talk about helping them or
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having them help you, connect you to others.
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You should come back with a nice full slate of appointments booked to January.
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You shouldn t be starting the process of finding those appointments in January.
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It should be good.
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That s good.
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Well, I did something similar from mine, and we talked in the pre-show, that I ve just got one here that has five elements to it.
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But I actually think that
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This comes just slightly before what you re talking about.
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So let me go through these real quick.
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I think you should start five lists.
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And these five lists should be as follows.
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One list that you have strategic partners and or referral partners on it.
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So it could be that in 2017, maybe there were some strategic partners that you connected with, but you really never got together with, or maybe there was some you wanted to, but you didn t.
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And strategic partners, most of the time that s a referral partner, but sometimes strategic partners could actually be in business with you in some way.
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But I think there s a huge amount of potential for us.
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And we don t think about them because we re constantly thinking about prospects and clients.
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So December s a good time to be reflective and come up with, what is your list of strategic partners or referral partners?
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Maybe your goal is 10 people on that list.
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Number two thing is up-and-comers.
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And I got this from Michael, what s the guy s name we had on the podcast, Michael?
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Coach Michael Burt.
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No, Coach Michael.
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Oh, Coach Burt, yeah, from Tennessee?
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Coach Michael Burt.
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Coach Burt, in one of his programs that I purchased back when we interviewed him, he talks about this idea of up-and-comers, these people who you know who are the next wave of the high-potential people.
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They may not even be in positions yet of ownership and of decision-making, but these are the people that you look at, and we all see them in our territories and our businesses and clients.
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who are, you just know they re destined for high performance and for success.
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It s a great one.
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And so make a list of 10 people like that.
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And who knows, those people will, typically what happens is I think in the next few years are going to be a lot of people getting out at the top who are in their late 50s and 60s.
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All these people who are in their 20s and 30s are going to be taking a step up.
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And if you have good relationships with those people because you ve taken the time
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they will bring you with them wherever they go inside the company.
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Number three, key account execs.
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These are your accounts, but maybe there s some executives that you don t typically call on, or you re not in the day-to-day business with, but you need to have relationships with.
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So I d pick 10 of those.
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Key accounts that you have, they re execs.
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And it may, if you re always calling on the CEO, but you never call on the CFO, go take the CFO to lunch, get to know them a little bit.
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Number four media functions.
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These are people like maybe local writers for the paper or local podcasters or local TV video type people by By getting to know them you can find out from them where they maybe can plug you in because everybody s looking for content Yeah
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And if you have really good content around your business and you start creating relationships with these media people, they will find ways to insert you.
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But they re not coming to you, so you ve got to make the list.
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And then the last one is just past clients.
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And maybe it s not 2017 past clients, maybe it s 2012 clients that you just have lost track of.
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And you haven t done anything with, just start a list of those people.
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So I ve given you 10 times five, it s 50 people.
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And then when you make that list, and that list shouldn t take you more than a week to do, then you do what Brian says, which is set up appointments in January, not for all 50, but pick two or three in each area.
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And you ll be shocked at what kind of momentum you can build.
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It s wonderful.
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You ll come back, and you ll feel so good.
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Everyone has that kind of that, some people get anxiety on that Sunday night before the first Monday back.
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I do.
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You know, like, oh, New Year and all this stuff.
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It s just something about it.
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You ll feel so much more relaxed, I m telling you.
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If you look at your calendar, like, holy cow, I got a lot of stuff going on here.
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I will validate, too, what you just said this past, Clance.
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I just did this in one of my own, so I did what you talked about here, because we try to do this ourselves, we know.
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I did a past clients productivity pod, where I sat down with my team and we banged out some emails to past clients.
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I sent six appointments from that.
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Wow.
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Just in an hour.
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Wow.
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And that s not brag.
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You just do it all.
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And I could have done it all year.
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I just said, hey, let s do this.
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And we did it.
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And boom, there you go.
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Perfect.
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So this stuff works what Bill s talking about works.
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Perfect.
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OK, second on my list.
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There s only one on mine for my two.
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There s only one thing.
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OK.
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Instead of five.
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Oh, yeah.
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So it s to reset your anchor point.
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Reset your anchor point.
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Now, first, got to tell you what your anchor point is.
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If you look at your sales results in any sort of numeric form, so it could be revenue, could be gross profit, could be your income.
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All these things, you ll look at the past years.
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If you go back and analyze them and put them in a spreadsheet, you ll see that you hover around a mean.
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So if your income, let s say, hovers around $90,000, let s say, and you ll see that your commissions kind of rise up and around that each month, right?
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Or your revenue, let s say your revenue, you did a million dollars in revenue.
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And you ll see each month you did like, you know,
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90, then 120, then 80.
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So your anchor point is 90,000 a month.
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What I want you to do is I want you to examine your anchor point, what it s been, and I want you to pull it out of the wall and reset it higher than it was before.
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So if your income has been hovering around 90 grand, I want you to pull it out of the wall, and I want you to replug it in at 120 grand.
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And that s you re resetting your anchor point.
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And then I want you to mentally,
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And then figuratively, you ll see this will happen.
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SPEAKER_01
You ll start to hover around the new anchor point once you pull it out and reset it.
1
SPEAKER_01
But you have to physically do that, I believe.
1
SPEAKER_01
So you write the new anchor point down.
1
SPEAKER_01
You say, my income s going to hover.
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SPEAKER_01
My commission s going to hover around $10,000 a month.
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SPEAKER_01
That becomes your new anchor, when it s been hovering around $7,000.
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SPEAKER_01
And it won t happen overnight.
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SPEAKER_01
But you ll see if you do this, you ll just start to meander its way up there.
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SPEAKER_01
And then it ll hover around a new mean.
1
SPEAKER_00
So is there a magic percent above where you are, like you don t want to go 2%?
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SPEAKER_00
That s not much.
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SPEAKER_01
No, I use this.
1
SPEAKER_01
I stole this from Dave Catalano, the ping test in your gut.
1
SPEAKER_01
And so as you start to play this game, kind of like the high-low game on Prices Right back in the day, where he s like higher, lower, higher, lower, your intuition will tell you.
1
SPEAKER_01
If you say, OK, if I m going to go from $9,000 a month to $9,100, how does that feel?
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SPEAKER_01
I can t.
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SPEAKER_01
It s pretty easy.
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SPEAKER_01
If I go from $9,000 to $20,000, that s too high.
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SPEAKER_01
And just hone in on it, and just get it where the ping is just soft.
1
SPEAKER_00
OK, good.
1
SPEAKER_00
I like that.
1
SPEAKER_00
$90,000 to $120,000, that feels like, for most people, if you have the potential in your market to generate an extra 35%, if you re a flat salary person, you don t have that, then maybe it doesn t go to $120,000.
1
SPEAKER_00
Most people who are listening probably have potential, upside potential like that.
1
SPEAKER_00
Okay, I just have one more.
1
SPEAKER_00
I think that 2018 is the year of the personal brand.
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SPEAKER_01
I m laughing because I look at my number three.
1
SPEAKER_00
I have the same thing.
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SPEAKER_01
I have makeover your personal brand.
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SPEAKER_01
Don t I?
1
SPEAKER_01
Yes, I do.
1
SPEAKER_01
Should we tell everybody the truth?
1
SPEAKER_01
Yes.
1
SPEAKER_00
This is intentional.
1
SPEAKER_01
We did this on purpose.
1
SPEAKER_01
Can you tell?
1
SPEAKER_01
If you are in our inner circle, which our inner circle we define as people that use the app, people that are in the LinkedIn group.
1
SPEAKER_01
I need to slow down on these, don t I?
1
SPEAKER_01
People that are in the app.
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SPEAKER_01
If you re an app user, you re in the inner circle.
1
SPEAKER_01
If you are in the LinkedIn group and the podcast group, you re in the inner circle.
1
SPEAKER_01
And if you re on our email list, you re in the inner circle.
1
SPEAKER_01
Those of you who have downloaded the ultimate pregame.com or have asked for our personal brand checklist or other tools.
1
SPEAKER_01
we have your email, you re also in our inner circle.
1
SPEAKER_01
And Bill and I are really, really pumped to tell you about a new program that we re offering that helps you do exactly what we just mentioned, which is make over your personal brand.
1
SPEAKER_00
If you remember back in August, we did a four part or five part series where we took
1
SPEAKER_00
People who wanted to improve their brand and we did a makeover and we had live interaction with them We got so many people who number one responded to those episodes But also people who wanted to be a part of those episodes wanted to put themselves in the on the hot seat there
1
SPEAKER_00
that we started to look at this whole idea of personal branding, doing research on it, looking at this.
1
SPEAKER_00
And Brian s got clients, and I ve got clients, and I think there s this gap between corporate brand and personal brand.
1
SPEAKER_00
And we think that there is a massive amount of opportunity for you if you were to look at and improve your personal brand.
1
SPEAKER_00
Yeah, there s no doubt about it.
1
SPEAKER_00
So you re going to state
2
SPEAKER_01
tuned for the actual launch of that program here very, very shortly.
2
SPEAKER_01
And if you are not in those inner circle elements, again, that s if you are not an app user, or if you are not in the LinkedIn group, or if we do not have your email address, you need to find your way to one of those places, because there are going to be some special, unique things that the inner circle is going to get access to that others won t.
2
SPEAKER_01
So really important that you join one of our inner circle groups.
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SPEAKER_01
You can join all three of them if you want.
2
SPEAKER_01
We won t blow you up with three or four different emails.
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SPEAKER_01
one element.
2
SPEAKER_01
But it s a great, great program.
2
SPEAKER_01
We re really proud of it.
2
SPEAKER_01
And the best part about it is that it came from the listeners.
2
SPEAKER_01
You are the ones that told us, we want more of this.
2
SPEAKER_01
And so we listened, and we re bringing this to you for your personal development.
2
SPEAKER_01
So that s it.
2
SPEAKER_01
Be on the lookout for that information about that new program.
2
SPEAKER_01
We wish you lots of success in 2018 as we run through December here, getting ready to roll.
2
SPEAKER_01
And hope that the things you heard today were helpful to you.
2
SPEAKER_01
That s it.
2
SPEAKER_01
We will see you next time on the Event-Selling Podcast.
2
SPEAKER_01
Bye.