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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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And we re glad you re here, here every week.
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And some of you have been here every week.
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Did you expect more from me there?
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Did you expect more from me?
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Just a little quicker time.
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We ll work on that.
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You had a disappointing look on your face when I just said, hi, I m Bill Kasky.
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I thought you were looking for some kind of
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gesture.
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Bill asked the question, do I feel like the podcast is different when we record remotely, which we are today?
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After that little pause, I d say, yeah, I do.
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Retract my natural cues just aren t, you know, the timing s a little off.
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It s all about timing and radio and podcasting, isn t it?
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So thank you if you attended our webinar, slash live recording with our friends at outreach, we ll be doing some more of those things with some other partners down the road.
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So stay tuned for that.
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That was really cool and fun.
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And hopefully some of you close your sales execution gap.
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And let s see anything insider wise, we need to know about bill other than people need to be a part of that.
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Well, we just had our May meeting, and we talked about referral strategies.
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This whole idea of referrals is one of those things that we, and maybe we now call them introductions, too, on LinkedIn.
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But it s a really vital part of our prospecting, and yet we don t do it very well.
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We had a great session on that.
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If you want to get access to the recording, go and join the Insider Program, and you will get access to prior recordings, including the one we just did here last Friday.
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That s fantastic.
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So if you re not a part of insider, just go be a part of it.
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It s a fantastic, uh, in terms of bang for your buck, there s not a better sales coaching group out there.
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I mean, it s just crazy.
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All of you should be a part of that sidebar bill.
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I m curious in your thought about where people get to this place in their life.
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Um, here s a headline.
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I saw this last night on the news video released from Florida wedding with allegedly drug laced food.
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Sheriff s departments showed up.
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After several guests complained, they started to feel strange.
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After eating, several told deputies they felt high.
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In total, 30 to 40 people at the party said that they were high.
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They asked if your food have cannabis in it.
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And did you authorize that?
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The Grimm said, no, I didn t.
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But his new wife didn t say that she did.
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Giggled.
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Giggled while he answered police questions.
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In the kitchen eating Cheetos.
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Yeah, that s right.
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And so, yeah, so the bride, Dania Glennie, 42, and the lead caterer, Jocelyn Bryant, turned themselves in and were accused of lacing their food at their wedding reception.
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What was the show that was the Netflix special that was about the drugging of people when they went to this camp?
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Oh, I don t know.
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Who was the Zellweger?
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I don t know who it was, but it was it was exactly this.
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Is that thing?
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Yeah.
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And they didn t know it, but they knew something was going to happen.
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But it was like severe hallucinations.
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And it sounds like you watch that.
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This is just a little weird.
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Just to make everyone chill a little bit.
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I m just so interested in the whole, at some point, one of the two of them had to say, I got an idea.
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I got it.
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And the other person was like, I like it.
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I like it.
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Let s go with it.
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So here s what we ll do.
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We ll get a bunch of weed.
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We ll put it in the cheese dip.
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It ll be awesome.
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Or the caterer was like, oh, come on.
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That s crazy.
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And then, oh, I don t think that s good.
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Well, I don t know.
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I guess you could worry.
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How did she bring him along?
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Totally.
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It s just, I don t know.
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So I d recommend if you re getting married and you re going through wedding planning that you would abstain from putting unsolicited cannabis into any of the food at the party.
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Have some brownies there, but mark them, just mark them.
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Just be a sailor.
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This is from the CBD store in Denver on East,
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East 8th Street.
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East every street in Denver, right?
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East every street.
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True.
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Yeah, true.
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Okay.
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I just, I get kind of giggled at that.
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That s not one of the things I partake in these days, but interesting.
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Interesting that you and I have the same kind of take.
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It s not how bad that is.
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It kind of is what it is.
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It s more, how did they get there?
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That s what I m so fascinated by.
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Yes.
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Oh, yes.
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The decision tree.
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I m just curious.
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Cause everything like that at some point started with an idea where someone goes, I got an idea.
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Hey, let me run something by you.
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Right.
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Don t say yes or no yet.
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Just hear me out.
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Just sleep on it.
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Just listen to my idea.
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What if we loaded all the food with weed?
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Okay, I like it.
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It s just fascinating to me.
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And then I wonder how that s going to play out in the marriage because apparently the guy wasn t involved, the new husband.
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Anyway, sidebar.
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Probably not very well.
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He s going to be looking at everything he puts in.
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Every time his wife, here, honey, I made you some muffins.
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Okie dokie.
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I put together ham sandwich for you real quick, right?
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Okay, topic today.
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We re going to talk today about what we are starting to think might be the actual magic bullet in life.
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People always want to know what that.
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And this is less to do with your happiness and contentment.
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We talked a little bit about that last time about being present.
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That s all the main thing.
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This has more to do with the things you accomplish in life, which all of us do at some point in some way, shape, or form.
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Whether it s your physical fitness, your emotional, your spiritual health, your business, your income, your investments, whatever.
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If there was one magic thread through all those things, we believe we have landed on one.
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I want to talk about it here and see how it shows up for you.
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And that one thing.
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is consistency, and specifically consistency, consistency and behavior.
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And it started this got me this is a shower thought Bill, by the way, as you know, you do them like, Oh, that s interesting.
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What is this?
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I even came up with a formula that I don t go all the way into it.
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But I m like, if there s one thing that is always the case in things that have been achieved that are
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big, monumental, good, whatever, you ll always find consistency behind it.
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If you find someone who s maintained a certain weight or body mass for over a period of time, guarantee they eat and work out consistently.
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If you have a big portfolio of investments, I guarantee you you were consistent in depositing into that account over time.
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If you have a podcast that has tens of millions of downloads, like the Advanced Selling Podcast, I guarantee you there s consistency where Bill and I
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And Bill, we talked, what have we done to promote the show?
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Not much.
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Not much.
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Almost nothing.
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Literally.
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In error.
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I mean, I don t, I m not proud of that necessarily, but when you think about how much we ve grown not having promoted it, we were consistent in showing up and doing it.
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We were not consistent in promoting it.
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There s your answer.
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There s your answer.
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And the power of just showing up, just doing the episode and releasing an episode every Monday for 16 years built this audience up that is you as you re listening to this, driving around going, that s me, I m part of the audience.
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How did you get here?
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Strictly because we, and you know what, you listeners, I guarantee some of you are massively consistent in listening.
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That s right.
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Listen every Monday.
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I got a text from a listener today who said, oh my God, great show.
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We did the, it was like four weeks ago, but
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You know, he listens consistently.
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Every Monday is part of his routine.
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So let s kick that around a little bit, Bill, the concept of consistency.
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Yeah, I m wondering, when I think of consistency, that s where my mind goes is to behavior or to actions.
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Like if you re going to write something for LinkedIn, do it on a consistent basis.
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Doesn t need to be every day, maybe every week, maybe every month.
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If you re going to make calls on past clients, do it consistently.
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Don t do it a bunch one month and then not again for a year.
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But also, I think there s a consistency in the mental and emotional side, too.
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And that consistency there might be, are we consistent in showing up to better ourselves and to improve our thinking of our lives and to develop mindfulness practices, as we talked about last week?
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So that s the physical and the mental.
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Then the emotional is, are we even
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And I m not, so I m free to say this.
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Am I really even connected emotionally to myself?
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I mean, I feel like I ve got a good sense of who I am, but I don t know that I ve ever been trained on how to emotionally
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be emotionally authentic in the world.
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I m kind of a chameleon a little bit.
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I know that used to be like a gift.
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Now I m not so sure.
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Now I m in therapy because of it.
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But I think consistency could be across those three things, too.
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We just naturally go to physical or action, but I think it could be the other two as well.
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There s no doubt, yeah.
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And in that, there may be some action around that.
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For instance, I consistently attend a therapy session once a week for 30 minutes, and I ve been going to a therapist for 15 years every Tuesday from noon to 12.30.
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consistent behavior that starts to feed that thing.
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There s just no doubt that, and I think one of the misses here, I ll speak for myself, is there s an intensity of behavior.
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And so it s like how big and how much there s an intensity, there s the consistency, which is the frequency, there s this intensity level to it.
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And then there gets to be the quality of the behaviors at the right thing, that sort of thing.
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And then after that, that becomes like kind of God gifted skill.
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And I think sometimes we try what ruins us is over-intensifying behavior when we re trying to make something be a certain way.
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So we can use any example.
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So let s use that example.
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Oh, my gosh, I don t feel emotionally connected to myself.
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I m going to go into intensive therapy.
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Right.
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I m going to go on a I m going to go away for 30 days.
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Yeah.
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To a you know, to the Dali wilderness.
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Exactly.
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30 days.
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I m not going to I m only going to drink water and I m going to pray for 30 days.
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And then we come back like, oh, my God, that sucked.
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You know what I mean?
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Where s the Diet Coke for me?
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I got to go to Starbucks now.
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I m like, it doesn t stick.
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Yeah.
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So it s too intense.
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It s too much.
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Like we do this with prospecting.
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Okay.
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We re doing a power hour.
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Everyone s making 150 calls.
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We re going to do this all month, every Friday.
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And it gives us.
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Yeah.
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We ve been schooled on that though.
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We ve been trained on that.
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We, we talk consistency, but that s really not the way it comes down when our bosses or managers talk about, Hey, we re,
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you know, we re, we re way behind this quarter, we got, we got three weeks, and we need to, you know, all hands on all hands meeting, how many times you ve heard that all hands on deck, we got to, we got to, you know, get off the ship short sinks, we got to bail, bail water, or whatever those, you know, those metaphors are.
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And yet, that s exactly the opposite of what you re talking about.
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So even though we want to see consistency, our world is not teaching us that.
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No.
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I mean, think about exercise.
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What s super popular?
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HIIT.
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High Intense Interval Training.
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HIIT.
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I mean, think of the name, HIIT.
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And so it trains people.
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And what happens is people go try HIIT, and they do it for a little while, and it wears them out.
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Then they stop.
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And like, like the big thing that I m like, even physically, cause this is my biggest problem in my life personally with this, this sort of thing is consistency is learning to love walking.
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So my trainer has us walking, he s on a four-mile-a-day walk thing, and everyone you read now, it s like, the 10,000 steps, I know we say, I m getting my steps in, cliche.
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It s legit, though.
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And anyone can walk, man, if you re, I mean, not anyone, but you know, walking is not difficult, doesn t wear you out, doesn t beat up your shins, doesn t kill your hips, you know, but doing 150 burpees when you re 25 pounds overweight will destroy your bones, I m serious, right?
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Like, oh my God, and you re puking and stuff, it s like, what are we doing?
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So probably the most worthless exercise.
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Ask any of the experts on Twitter.
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It might be a good cardio, but there s other ways to get cardio.
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And even just, but you can, the odds are like walk, you can walk, like you can walk.
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It s just, it s an easy thing to do.
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So from a sales standpoint, I think one of the encouragements here is to look at your behavior and kind of where you land on this consistency intensity grid.
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I wrote down the word on my notes here, applying mild pressure.
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like consistent mild pressure.
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So we feel mild pressure recording the podcast.
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Over 16 years, we have like, you know, we have a recording schedule.
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Every other Monday we d record.
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We usually record two or three episodes at a sitting.
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There are times when we get behind, we feel pressure.
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Hey, we re out of episodes.
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We got to get a, you know, let s get together Friday to get Mondays out or Monday day of show.
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So there s a mild pressure, but neither of our lives end if, you know what I mean?
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It s not like, oh my gosh,
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It s mild pressure, always.
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It s not like, hey, we re going to take the month of June off and not do any podcast.
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Neither of us think that way.
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Right?
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I don t think that way.
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I don t think you do either.
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No.
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But what if, what if the consistent behavior that I know I need to engage in is distasteful?
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Because this is our podcast.
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We ve talked about it.
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It s not distasteful.
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We enjoy each other s company.
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We enjoy the topic.
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But there are things, you know, not every activity is a blessing from heaven.
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I mean, some activities we have to do are, and some of them are delegatable.
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and some of them aren t.
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But what happens if my effort toward consistency, if I know I need to do something, but I just hate it, I detest it, it s distasteful.
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That s a great question.
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As I m trying to develop this grid like on the fly, what I didn t have on there is the type of behavior, and it s less about the type of behavior, it s your relationship to that behavior.
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Yeah.
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Right.
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Like you said, is it, do you enjoy, what s the, uh, you know, I had this like kind of, uh, geeky guy.
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So he s in college in our fraternity would say, what s the enjoyment ratio on that?
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Like, like how much do we like that thing?
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Yeah.
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But it s legit.
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So I personally in this, even in this subject, I would say, you know, going back to, you know, burpees, do you like doing burpees?
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No, then burpees shouldn t be part of your program.
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I agree.
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Because you re not going to be part of it.
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I think that asking the question, okay, I need to do this, something in this, in this family of behaviors.
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Like cold calling, I hate making cold calls, but I ve got to do some outbound.
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So what do I like doing outbound?
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I love doing connecting work.
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So I just, each week I send out two connector emails to ask people to get lunch with me.
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Just two a week, that s it.
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And that s all I do.
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Because I love that action.
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That activity is fun for me.
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And two, I can do two a week.
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Yeah.
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So within the category of, in this case, prospecting or networking, within that category, you ve got to find the thing that you like.
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And there has to be something.
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Like I don t like cold calls either.
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And but I also do like talking to people about their issues.
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And so sometimes I ll just do like a webinar style Q&A where I just invite people, and we can have some camaraderie, and we can get questions.
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And guess what?
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Something comes of it.
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Not everyone, but something will come of that.
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Creating groups of people that are safe groups where people can share things that are going on is my gift.
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I enjoy doing that.
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And so therefore, it falls under the category of prospecting, but it s not distasteful at all.
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So I think if you re listening to this and saying, yeah, I m asked to do a lot of things I don t like, well, find a substitution.
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Find something that will get you where you re going, because there s got to be something.
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There s always something.
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Love it, love it.
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It s like ordering at Cold Stone.
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Like it, love it, gotta have it.
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That s like their sizes, like small, medium, large.
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Like it, love it, gotta have it.
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I had to stop going to Goldstone.
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That s part of the consistency.
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Uh-oh.
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I ll tell you the reason.
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I was very consistent.
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Yeah, right.
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Well, that s another thing.
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So there s a whole other subject, which is consistent behaviors that are bad.
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Exactly.
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Even in selling.
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Like I consistently get drunk Thursday nights, which makes my Fridays worthless, or whatever.
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Or I consistently
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talk to the same four connectors all the time.
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I never break out of that or something like that.
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Or I consistently call too low inside the buying organization.
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That s what it is.
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And I think there s a lot of those things that you and I and our listeners can probably identify.
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We can t identify it in you.
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You can identify it in you though.
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And just
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make a list of some of those things and say, you know, here s where I consistently show up in a positive way, in a good way.
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Maybe you re posting something on LinkedIn.
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Awesome.
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Every week.
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And here are some areas where I, I don t show up consistently or I show up, but I m, but I m off track.
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Yes.
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Doing the things, but they re not working.
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SPEAKER_00
And I need to reinvent retool.
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SPEAKER_00
Yes.
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SPEAKER_00
Bring it, innovate those.
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SPEAKER_01
And you ve got, we ve got listeners that we know, you know, Angela, you know, um,
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SPEAKER_01
We can t use her name.
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SPEAKER_01
I don t know.
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SPEAKER_01
Maybe we can, but Angela, who does a video, Angela P all the time.
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SPEAKER_01
And Don K, who does videos all the time, podcast listeners, they re massively consistent.
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SPEAKER_01
And they don t worry about that immediate, how many likes did I get?
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SPEAKER_01
How many shares?
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SPEAKER_01
They just keep doing it over and over and over.
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SPEAKER_01
Consistency is the trick.
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SPEAKER_01
That s the trick.
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SPEAKER_00
So we d love to hear from you.
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SPEAKER_00
If you have not been to our LinkedIn group page, if you re not a member or just haven t been there in a while, make sure you go advancedsellingpodcast.com slash LinkedIn.
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SPEAKER_00
And you can join.
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SPEAKER_00
We ve got, I don t know, 11, 12,000 members.
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SPEAKER_00
And that s the best place for you to communicate with us, either if you have story ideas, topics, or want to talk about an episode that we just released, because we put all episodes up there when they re ready.
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SPEAKER_02
And if you have a topic or a conversation that you want to start about this topic of consistency, we d love to hear it.
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SPEAKER_02
See, someone should consistently put one topic per week into the LinkedIn group for advanced podcast.
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SPEAKER_03
Feed the show.
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SPEAKER_03
Feed the show that feeds you.
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SPEAKER_03
Feed the show that feeds you.
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SPEAKER_03
I like that.
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SPEAKER_03
All right.
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SPEAKER_03
I ll see you next time.
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SPEAKER_01
Bye bye.