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Carpe Dentum, Seize the Teeth.
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If you can tell me what movie that s from, I ll give you some swag.
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In this episode of the Advanced Selling Podcast, the reason I say that is because I tell a slightly disgusting airplane story involving false teeth.
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Bill has a surprise family announcement involving names that start with C, and we go crazy on why everyone, including you, should spend time and money to have an awesome coach.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I m Bill Kasky.
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I m Brian Neal here.
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We are delighted that you re with us today.
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We know that you are with us every Monday when we release a new episode.
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If you re just joining the fold and you haven t joined our LinkedIn group, make sure you go to advancedsellingpodcast.com slash LinkedIn.
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We ve got 12,000-ish members.
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We re on there occasionally.
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Also, I asked the group for topics, and I got some topic ideas back.
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So if you have a topic idea that you really wanna hear us talk about, we d love to hear us talk about it too.
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the weirdest, to me, the weirdest travel experience I d ever had.
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So I m flying to a game this weekend and luckily we get to fly up front first class, which is really nice.
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So, you know, it s first class.
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You re like, okay, it s just like, you know, some civil people making an assumption that doesn t mean anything if you don t fly first class, but you re like, all right, whatever.
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So we re up in the air and I glanced over at the guy who s in the opposite aisle next to me.
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And he has, he s like, you know how you eat a chicken wing?
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And then you kind of finish it, and you re kind of gnawing on it.
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You re gnawing on this thing, trying to get all the stuff off of it.
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And I m thinking the guy brought us lunch.
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So then he pulls it totally out of his mouth.
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And it s like a skin-colored retainer thing.
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And I look a little closer, and it s his two fake front teeth that the little insect thing you put up in there.
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That he s chewing on?
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He s like cleaning it off like this.
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I m like, you got to be kidding me, man, that you took out your two front teeth in your retainer, and you re looking like the chia seeds off of it or something like that.
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So he never did have a chicken wing?
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No, no, he was eating it like it was a chicken wing.
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No, it was just more about the that so I don t know and god bless people I understand if you don t lose your teeth, but there s a time and place man And the time and place to clean off your fake tooth retainer is not in the middle of a commercial air flight somewhere, but don t you think?
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What make what makes you think that s okay?
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That s what I don t get
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Anyway, it was really gross.
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Don t you think, though, that 2020 has created a little insanity in all of us?
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I didn t say a word.
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It s still hanging on.
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To each his own.
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I think we ve all been affected by it, and we all have little ticks we ve created.
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And then somebody else comes along and says, why do you do it that way?
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I m like, well, I don t know.
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I never did it that way before.
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So I think there s a level of insanity.
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If I ever lose my teeth, I ll clean them in private, baby.
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I will not.
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I will not do that.
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Well, it s like flossing in public.
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I ve seen people do that, too.
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And it s like, where does that thing, where does that little chip go?
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Cutting your nails in public?
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I saw a guy doing that one time at the airport.
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I ve seen that.
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I actually took a picture of it.
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It was horrible.
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Anyway, so if you travel a little bit now and you have fake false teeth, don t, please don t.
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Yeah, don t sit next to Brian.
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You can do it, just don t sit next to Brian.
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Hey, listen, if you have not joined us in the Insider program, we want to make another suggestion that you check it out.
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Just check it out.
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Advancesellingpodcast.com slash Insider meets once a month for 75 minutes live.
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We have about 70 people in the program.
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We re aiming for 100.
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We ve had some really good sessions lately.
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Kind of making it alone out there and you d like to have a group that you can connect to once once a month for $49 I believe or you can it s even less than that if you join for the whole year Just go check it out advanced selling podcast comm slash insider all the the topics for the upcoming Months are also there.
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You also said you had an announcement.
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I guess secretly a surprise announcement.
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I do You know Kara.
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Oh, I don t carry.
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Of course.
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She is getting married.
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Oh
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She is?
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Yay.
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Fantastic.
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Yeah.
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She has dated.
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She s in Denver and lived with and dated a young man named Cody who s from Denver for the last two years plus.
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And he texted me the other night.
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And he never does.
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So he said, hey, I d like to talk with you and Jane sometime here really soon.
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I m like, I wonder what this is.
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So we knew what it was.
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And I can t imagine the anxiety that a young man 26, 25 goes through when he has to do that.
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Yes.
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And especially for somebody like me, who s not super warm and friendly.
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And I don t know him that well.
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I mean, we ve only met four or five, six times.
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But he was very good.
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And Kara is very happy.
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And so they re planning the wedding now.
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I don t have much to do with it.
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And as my father-in-law, Jane s dad, says, you are, N-I-R, no input required.
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Exactly.
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You are.
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That is great.
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That gets me a little kind of verklempt.
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Because I ve known Kara since she was two.
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That s amazing.
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It s just awesome.
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And I ve got a daughter coming up right behind.
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You ve got one.
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Yeah, that is awesome.
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Well, congrats to you and the family and to them.
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And Cody s his name?
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Cody.
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Cody.
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Cody and Kara.
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So if they name all if they have kids and name them all with a K, I m going to be bothered.
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That botherss me when people do that.
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He s a C, Cody.
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Cody s a K, Kara, Kathy, Caitlin, and our dog s name is Coco.
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And the number one name for 2020, Karen.
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Karen.
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We have a Karen.
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We have a house Karen here in the office.
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OK, topic today.
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I was watching Tom Brady, who is an NFL American football player.
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And if you are familiar at all, you ve probably heard his name.
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He s 43 years old.
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He s still, I mean, not only active, he s winning.
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He s a top flight quarterback still in this league.
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And 43 is pretty old.
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I mean, obviously, your relationship with the NFL, you know that not a lot of quarterbacks make it to 43.
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If you re a punter or a kicker, you might, because you re only playing seven, six, seven plays a game.
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But you re a quarterback, you re playing 40 plays a game.
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So I was observing him and thinking, God, how does this guy do it?
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And then I went back and I read, he has a book that he published called TB12, I think, and I bought it a few years ago.
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And I was referring to it, looking through it last night.
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And looking at all the coaches that he has hired over the years, not just for football, for fitness, for flexibility, for obviously nutrition and health.
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He has a couple of chefs that come in and make him.
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And I thought, I wonder what kind of bill he pays for all of these coaches
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to advise and suggest and hold him accountable.
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It s probably a million dollars a year, half a million.
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I m sure when he was making eight million, he wasn t spending a million a year on coaches.
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But my mind shifted to the value of investing in yourself, whether it s with a chef or a coach or whatever, just the value and how many sales professionals I find don t.
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They don t think of themselves as an asset to invest in, like I ll bet a Tom Brady does when he finishes the year and he gets all of his advisors together.
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And he says, OK, let s work on next year.
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You re really working on me, but I ve taken myself out of me and said, well, this Brady dude is the asset.
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What are we going to do to continue to keep him in shape and build his skills?
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And I think sometimes we get so close to our own world that we say, well, I m not really worth investing $500 a month in coaching or $300 a month in massages or whatever, whatever that thing is.
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So I wanted to talk to you about it today because, A, I know you re an investor in yourself, as am I. B,
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You re being in involved in professional sports.
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You see it a lot probably and see I don t know what C is, but there s a C there somewhere.
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There is what what are your thoughts on?
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Self-investing the C is in Karen Cody s family, right?
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It s our first kid, right?
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Anyway, yeah, that s right
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This is a fantastic topic.
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The reason I think it s so interesting is there are no rules about this.
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In other words, there are no laws or rules or there s no, no one says you can t hire a coach.
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No one says you can t invest money in yourself.
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No one says you can t spend the time to invest.
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There is a mentality orientation, I think, that first comes with those people that do.
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And I thought that would be interesting to talk about first from my standpoint to say, what is within someone that, why do you hire a coach?
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I hire a coach.
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Why do others not?
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And for those of you who don t, I think this is a great examination.
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And for those of you who do, it s kind of a reflection on, what kind of coach am I hiring?
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And am I leveling up enough, like you said?
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Because if you take a player like Tom Brady, each year in him, from reading, watching, and being on the field, it s a level up.
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It s what s the next thing?
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What s the next thing?
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He was not doing this in his first three, four years of his career.
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Probably not, no.
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Well, he wasn t.
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He wasn t eating.
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Look at Tiger Woods.
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Remember Tiger Woods, when he got famous really early,
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And he was really great.
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I remember he said he used to play video games and eat McDonald s and Coke and drink and all this crap.
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And he s like, that wasn t serving me.
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well, so he changed his diet, got a different swing coach.
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And so I think that first starts within, and you really have to examine it.
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If you re sitting here listening to us, what s interesting, if you re listening to us, you re already investing in yourself.
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Yeah, that s right.
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And it s time.
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It s time.
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Yeah.
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That s why I m bringing it up.
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I don t think our 20,000 listeners, or however many we have,
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are not interested in it.
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I just am not sure we ve ever talked about it.
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And really try to suggest, highly suggest, and be a little bit more indignant about what you invest in yourself.
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Yeah.
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So that s my first hit is to examine the if I do or don t.
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That s kind of me as a pivot point.
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And if I do, I m examining my coaching relationships and say, I m going through this right now.
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I m thinking, what s the next thing up for me, like in terms of getting a coach for a business and that sort of thing?
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And then if you don t.
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to ask yourself, what can I do?
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And I see it as a spectrum, too.
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So there s a, I listen to podcasts.
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That s great.
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I read books.
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That s great.
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Well, some people write a check for $50,000 a year for personal coaching.
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Or a lot more.
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Or more, exactly.
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Yeah, or $100,000.
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And so there s a spectrum there.
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And I think you ve got to figure out where you are on the spectrum, too, and what you re willing to.
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The size of the check in many ways determines the commitment to change.
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That s it.
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And I know that that s not always the case, but it s got to stretch you a little bit.
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So let s talk first about why people don t, and then we ll talk about how to maybe think about it in a slightly different way.
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You want me to start?
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Yeah.
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I think the first thing that what I have experienced when people invest in themselves to come into one of our programs is,
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there s a self-worth issue that goes with investing in yourself.
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Because you re not going to invest in something that s not worth much.
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If you have an old wallet, and it s 20 years old and it s falling apart, you re probably not going to go invest $50, having it redone, when you can go buy a new one.
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So I think the question is, what do you think the asset known as you is worth, and is it worth
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cutting a check, writing a check, spending money, or just spending time developing that asset.
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I happen to think we are all assets that either operate at anywhere between 0% and 100% optimum effectiveness.
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And if you re operating on two of eight cylinders, using my vast experience in the car market, the repair and the repair.
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The cylinder engine is still a real popular thing, right?
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It is.
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I got a cracked head, man.
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It s a way of talking.
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If you re operating less than, and you look at yourself and say, wait a minute, I could be at $500,000 a year.
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Why am I making $100,000?
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Then you might need to invest in yourself to get there.
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But if you don t have the self-worth, then you re probably going to say, well, I m not worth cutting a check for $500 a month, or $5,000, or $50,000.
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Absolutely.
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There s definitely something intrinsic first that has to be examined before you can say, yeah, I m in with time and money.
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I see a mechanical issue that I think there s a mechanical issue that s more that people are more aware of.
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I think the real issue is what you just said.
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But the way that people mask that is they say, I don t have time.
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I just don t have time for a coach.
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I can t squeeze it.
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I m too busy already.
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That s a thing.
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Or they say, well, I get my coaching from experience.
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So there s this list of reasons why someone doesn t need something.
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Oh, no, or a blind spot, like, no, no, well, I listen to podcasts.
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I read books.
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I m very coachable.
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I m very open.
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But they haven t taken that initiative, like you said, to write a check, commit to a program on the regular basis, spend the time, that sort of thing.
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my coaching programs that I ve been in and that I host, there s not a person.
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Anyone that thinks they re too busy for coaching should come follow around the people that I m in coaching with, where they actually spend a half a day, a full half a day a month, working on themselves and their business and that sort of thing.
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Follow them around.
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I guarantee you they re as busy or more busy than you think you are, would be my guess.
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So that s another thing, too, is get rid of those ancillary excuses.
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OK, so you said time.
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I thought you were going to follow it up with money.
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That s another reason.
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Which is another.
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Yeah, yeah.
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External.
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Tom Brady s chief financial person probably reviews his expenses at the end of the year and says, Tom, why are we spending a half million on fitness and nutrition coaching chefs?
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Why are we doing that?
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He s saying, because I can make another $20 million.
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And so if you look at it only through the eyes of expense, not through the eyes of return on that expense, then you ll never do it.
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You ll never do anything.
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But you ll waste three hours a night doing something at home, watching worthless TV, when you really could be generating interest and developing your skills.
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So time and money are both total excuses, total excuses.
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But we use them.
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We love them.
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We fall in love with those fricking excuses.
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Absolutely.
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Yes.
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Here s another thing, as you were talking, I ll ask you.
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Can your manager be a good coach?
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Sales manager, if you re a sales person.
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So the short answer is yes.
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And, asterisk, I always think there s value and benefit to getting away from the hierarchical slash corporate org to get neutral, objective coaching outside of your organization, your company, whatever that is.
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Because I don t care what anybody says, you can be a great coach if you re a manager.
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And it s loaded, because you re the boss.
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It s very loaded.
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It s loaded.
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Yeah.
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So can they be coached?
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Yeah, they can be a great coach.
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I would never, ever have that be my only coach, though.
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Yeah.
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Ever.
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I think you re right.
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They could be, but I think it s rare.
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Yes.
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And the manager, and for you leaders and managers listening to this, and you fancy yourself as good coaches for your people, I think you can deal coach fine.
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I think that s cool.
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And we talk about the deals like we do here.
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But when it comes to goals and life coaching and strategies and skills and things like that You have a vested interest in the outcome.
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Yes, and that s what makes you less effective Folks like Brian and I and other coaches.
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I don t I don t have any I don t have any
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what do you call it, skin in the game, if one of my coaching clients does great or doesn t do great, I don t have any skin.
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I don t want any skin.
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Yes.
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Because if I have skin in the game, then I start to change my coaching habits based on what I want.
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And that s just not, that s my personal opinion.
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That s good.
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So I don t think a manager typically can be a good coach.
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Although I think coaching can come from managers, I would think about investing outside that realm.
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Yes.
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And I think going back to the money thing, so I invested.
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I went to Gary Vaynerchuk s, it s called 4D s, and got to spend a day with his staff and about an hour, hour and a half, more than an hour, really, with him.
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It was great, phenomenal.
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When I say, yeah, I spent a whole day with the staff, and people say, you know what they ask me?
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They always ask me the same question.
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What d you get for it?
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No, no, not quite.
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They say, how d you do that?
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How d you get to do that?
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And I say, I wrote a big ass check.
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But that s what you got to do.
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You got to get OK with that.
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Now, you re right.
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I see it as an investment.
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I m like, I need one itty bitty idea out of this whole day
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to then replicate over years to make that a 10x.
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And it s easy, easy money.
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But people go, ooh, $10,000, $12,000, ooh, that s a lot of money.
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And it s only a lot of money if you think of it as an expense coming out of your checking account.
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And it s not if you say, OK.
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And you measure the return, too.
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I think that s the thing.
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So we also, here s the other side.
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Some people are, we call them seminar junkies.
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So they re just constantly going to different coaching programs.
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SPEAKER_01
And they re not measuring the outcomes of what s coming from that.
1
SPEAKER_01
I think it s important to pay attention to that, too, what s coming from it.
1
SPEAKER_00
So what, I mean, we ve kind of gone down the path of coaching.
1
SPEAKER_00
And that doesn t have to be the only thing.
1
SPEAKER_00
It could be classes at a local university.
1
SPEAKER_00
It could be a small group coaching.
1
SPEAKER_00
It doesn t have to be individual.
1
SPEAKER_00
It could be put yourself in a small group.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
buying online courses.
1
SPEAKER_00
The problem with some of that is if it s all one-way consumption where all you re doing is listening and reading and watching, and you don t have somebody there on the other end of the line challenging you, it s not as effective.
1
SPEAKER_00
And so if you re going to get into an online course, make sure there s a component of a human being on the other end challenging you to execute and implement.
1
SPEAKER_00
And a lot of digital courses just don t have that.
1
SPEAKER_00
And I think they re less than effective if they don t.
1
SPEAKER_00
So that s just one of my thoughts is it doesn t have to be coaching.
1
SPEAKER_00
It could be something digital.
1
SPEAKER_00
But make sure there s a human component there.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
And if I were doing a prescriptive piece of advice to everyone listening to this,
1
SPEAKER_01
If you re sitting there going, OK, what does that look like?
1
SPEAKER_01
Start with a number, a money number first and a time number second, that makes you go, OK, that s like a legit in my personal household budget.
2
SPEAKER_00
that numbers shows up.
2
SPEAKER_00
It s not like a throw.
2
SPEAKER_00
It s not like, you know, even like insider is 50 bucks a month.
2
SPEAKER_00
And if anyone ever says that it s too expensive, then it s insane because it s way, way, way worth it.
2
SPEAKER_00
But you go to a coaching program that s $1,500 a month, that shows up in the checking account.
2
SPEAKER_00
And you know what?
2
SPEAKER_00
If you re spending, what is that, $18,000 a year?
2
SPEAKER_00
$18,000 a year, and you go, look, I need to find one or two ideas to get me two deals I wouldn t have gotten.
2
SPEAKER_00
And I know my commission on those is going to be $40,000.
2
SPEAKER_00
That s 2x my money.
2
SPEAKER_00
I ll do that all day, every day.
2
SPEAKER_00
Then you write the check every month for $1,500.
2
SPEAKER_00
But it needs to be a line item, like we have it as a line item literally in our financials.
2
SPEAKER_00
There s a line item that says individual coaching.
2
SPEAKER_01
And along with that, you might also say, well, what kind of return would I want from that $18,000 or that $500 or whatever it is?
2
SPEAKER_01
And I always feel like if you re not generating 5 to 10x return on the investment, then there s something wrong with either the implementation of it or it wasn t the right course or coach or whatever.
2
SPEAKER_01
Think big here.
2
SPEAKER_01
Don t think in terms of, well, what am I generating on my $10,000 that I m leaving in the bank?
2
SPEAKER_01
Well, I m generating 0.005%.
2
SPEAKER_01
And if you can 10x that or 5x that, why do you have any money in the bank?
2
SPEAKER_01
Why aren t we taking money out of those CDs and putting them in to invest in ourselves?
2
SPEAKER_01
Because if you re looking for purely return, nothing does it like investing in yourself.
2
SPEAKER_00
No.
2
SPEAKER_00
You have to do that.
2
SPEAKER_00
And you ve got to carve the time just like you do the money.
2
SPEAKER_00
So it s got to be a number of hours per month.
2
SPEAKER_01
So let us know in the LinkedIn group, if you re in there, what you learned from this.
2
SPEAKER_01
And we ll make sure that we have an entry.
2
SPEAKER_01
And I think Travis is putting things in our LinkedIn group, so you ll be able to respond to this.
2
SPEAKER_01
And we appreciate you, appreciate you listening.
2
SPEAKER_01
Tell a friend, tell a colleague, tell your whole sales team.
2
SPEAKER_01
We are loving your responses and some of your input.
2
SPEAKER_01
And we will see you next week.
2
SPEAKER_01
And I hope you ve already started off with a great 2021.
2
SPEAKER_01
All right, see you.
2
SPEAKER_01
Bye.