0
SPEAKER_00
Hey, gang, we will not be recording a new episode this week.
0
SPEAKER_00
Brian had a family emergency and I was traveling all week last week, so we couldn t reschedule.
0
SPEAKER_00
So what we re going to do is play about 12 to 15 minutes of a webinar that we did a couple of weeks ago called Six Months to Momentum.
0
SPEAKER_00
You probably saw it promoted in the email or heard about it on the episode.
0
SPEAKER_00
And we did a whole hour and 15 minutes and it was designed as a kind of a promo for our insider program here for the next six months.
0
SPEAKER_00
We took six months of content that we think is going to be really important for you as you build your business and get ready for 2022.
0
SPEAKER_00
So our producer took this and clipped it out and gave you a lot of good content here for this episode.
0
SPEAKER_00
So I hope you enjoy it.
0
SPEAKER_00
If you re interested in the insider program, of course, you can go to advancedsellingpodcast.com.
0
SPEAKER_00
Forward slash insider for more information.
0
SPEAKER_00
Hope you enjoy this
0
SPEAKER_01
Okay, so in August, we re gonna talk about a mental concept before we get into some of the tactical things about limiting beliefs, limiting beliefs, okay?
0
SPEAKER_01
And all of us have these in our minds, right?
0
SPEAKER_01
And so this is about looking at ourselves in the mirror and taking you through an exercise that starts to identify very specifically what limiting beliefs that I have that might be in my way and starting to just remove those.
0
SPEAKER_01
When we teach this, we talk about chiseling.
0
SPEAKER_01
We talked about this too, a little bit.
0
SPEAKER_01
We re talking about just knocking away little bits at a time versus this wholesale massive change where we re going to like lift all the weight off of our shoulders and have this big, you know, part sky s part and the harp music plays and all that jazz.
0
SPEAKER_01
It s not going to be that.
0
SPEAKER_01
It s going to be identification.
0
SPEAKER_01
And then a small plan.
0
SPEAKER_01
Have you read the book, the atomic habits, atomic habits, or it s called atomic habits, not atomic.
0
SPEAKER_01
Yeah, just a really, really nice way to just chisel away at things over a long period of time to get a really big outcome in the end, but not quick, not quick.
0
SPEAKER_01
So we re going to look at things.
0
SPEAKER_01
What are limiting beliefs?
0
SPEAKER_01
All of us have limiting beliefs around our income.
0
SPEAKER_01
Most salespeople are compensated with some variable compensation.
0
SPEAKER_01
What s cool about this, every one of you have data to support your predicted income.
0
SPEAKER_01
If you live in the United States, you get these little booklets from the Social Security Administration.
0
SPEAKER_01
And in those booklets, it tells you from your very first W-2 or whatever you call it, your tax return, how much you ve made.
0
SPEAKER_01
Think about stats here.
0
SPEAKER_01
If you take all those numbers and put them in a spreadsheet and graph them, you re going to see a line.
0
SPEAKER_01
You re going to see a trend line and you re going to say, boy, my income has been stagnant or it climbed and then it flattened out.
0
SPEAKER_01
You ll see a line right there in front of you.
0
SPEAKER_01
And you have a limiting belief about what s possible with that.
0
SPEAKER_01
We all have those.
0
SPEAKER_01
And so we ll examine, that s a really common one, that s a thing.
0
SPEAKER_01
Limiting beliefs around some of the social media things Bill and I talk about.
0
SPEAKER_01
So when Bill encourages you to do a LinkedIn video, and you think, I don t have anything to say, instant limiting belief, no one s gonna listen to me, instant limiting belief.
0
SPEAKER_01
I launched a new client this week, we always go around the horn and talk about personal story first, because I wanna get to know people.
0
SPEAKER_01
You know how many people, half the audience always, you know what they say, Bill?
0
SPEAKER_01
When I say, okay, I want to hear a little bit about your background, your personal story.
0
SPEAKER_01
And I start with mine.
0
SPEAKER_01
And when I get to them, I go, what about your next bill?
0
SPEAKER_01
What do a lot of people do to default?
0
SPEAKER_01
They say, I m not, what do they say with their story?
0
SPEAKER_01
I m not very interesting.
0
SPEAKER_01
They say, I m not very interesting.
0
SPEAKER_01
My story s boring.
0
SPEAKER_00
I m not very interesting.
0
SPEAKER_00
Okay.
0
SPEAKER_00
I got it.
0
SPEAKER_01
And you know, then you hear that.
0
SPEAKER_01
And then you hear that she s like, I m not very interesting.
0
SPEAKER_01
So I grew up in New Mexico.
0
SPEAKER_01
My parents were missionaries.
0
SPEAKER_01
So we moved 19 times.
0
SPEAKER_01
I m like, okay,
0
SPEAKER_01
Stop, you re a little interesting here, because I only moved five and I thought I was cool.
0
SPEAKER_01
You know, everybody s got a story.
0
SPEAKER_01
That s a limiting belief.
0
SPEAKER_01
And we hear them all the time in our work.
0
SPEAKER_01
I have this little phrase, it s kind of scary, words are windows into the soul.
0
SPEAKER_01
You hear people slip these little things out, these limiting beliefs out.
0
SPEAKER_01
Oh, that ll never happen to me.
0
SPEAKER_01
Well, yeah, it must be nice.
0
SPEAKER_01
I made a million bucks last year.
0
SPEAKER_01
It must be nice.
0
SPEAKER_01
There s a limiting belief like sneaking out of there.
0
SPEAKER_00
I had a call the other day with a client and he s in the tech business and he said one of his
0
SPEAKER_00
part of the sales process is an assessment.
0
SPEAKER_00
And it s a pretty thorough assessment.
0
SPEAKER_00
And I said, well, have you ever thought about charging for that?
0
SPEAKER_00
Like not millions of dollars, but 10,000, 5,000.
0
SPEAKER_00
Oh no, he couldn t do that.
0
SPEAKER_00
Well, there s people in his business who are charging for assessments.
0
SPEAKER_00
So he may not be able to do it, but we can t do that is a limiting belief.
0
SPEAKER_00
So anytime you hear yourself, and it s sometimes easy to tell when you re talking to somebody else,
0
SPEAKER_00
is you ll hear them say something and it just clicks into your mind.
0
SPEAKER_00
Be careful about calling them on it.
0
SPEAKER_00
But you have to, once you recognize limiting beliefs in others, you can start to hear them in yourself.
0
SPEAKER_00
Here s a thought about limiting beliefs of the sales process.
0
SPEAKER_00
What is the, what do you think the role of the buyer seller process is?
0
SPEAKER_00
And I m not going to ask you to unmute.
0
SPEAKER_00
But just think about that.
0
SPEAKER_00
Because the traditional belief is, well, the sales process is designed to help us push people through it so that we can close the sale at the end.
0
SPEAKER_00
If that s your belief, then every action you take will be in congruence with that belief.
0
SPEAKER_00
Our focus should be, well, wait a minute.
0
SPEAKER_00
Is that really the purpose of the sales process?
0
SPEAKER_00
To get people to buy?
0
SPEAKER_00
Because if that s our belief, that s how we will act.
0
SPEAKER_00
And guess what?
0
SPEAKER_00
When we act that way, what does the prospect do?
0
SPEAKER_00
Yeah, they shove off, they resist.
0
SPEAKER_00
So sometimes you can look in the most obvious places, what is your belief about the sales process in your business?
0
SPEAKER_00
And just check it out, write some things down and then examine that and say, is that limiting me?
0
SPEAKER_00
Because it could be, it could be that you re limiting yourself by just what you believe.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
Great topic, you ll see.
0
SPEAKER_01
And what we ve noticed in the Insider Group, this hour 15 that we re together every month is like this breathing space for you as a sales professional.
0
SPEAKER_01
Because all day, every day, you re driving around, you re on Zoom, you re talking, your boss is on your ass, and all that stuff, and da-da-da-da-da.
0
SPEAKER_01
And then next thing you know, you have this hour 15, and you just go, ah, OK.
0
SPEAKER_01
And then the pressure s on us to give you some good space and to let you process the stuff and think.
0
SPEAKER_01
And it s just a great, great hour there.
0
SPEAKER_01
Okay, want to talk about September s bill?
0
SPEAKER_00
Yeah, I will.
0
SPEAKER_00
Jason had a couple good comments there.
0
SPEAKER_00
He s typing like crazy over there.
0
SPEAKER_00
He talks about how when somebody reaches out, he will look at their LinkedIn profile and if there s nothing on it, if there s nothing of value, and I think he s talked about that before, Joe talked about that.
0
SPEAKER_00
Same thing, if you re not on LinkedIn in a place where you re actually creating content, you can tell yourself, nobody looks at my LinkedIn profile.
0
SPEAKER_00
Jason does, Joe does.
0
SPEAKER_01
Jason s a professional buyer.
0
SPEAKER_01
He buys shit from salespeople for a living.
0
SPEAKER_01
And he looks at their, I m telling you, it s a thing.
0
SPEAKER_01
Okay, talk about lead generation.
0
SPEAKER_00
Next one, September, we re going to dive deeper into lead generation.
0
SPEAKER_00
And we have talked about this topic before, but any kind of survey or poll that we do of our listeners, Brian s business, my business, lead generation is at or near the top of topics that we need to keep focused on.
0
SPEAKER_00
And as the world changes, and I don t wanna go back to 2020 in many ways, I don t even wanna think about it.
0
SPEAKER_00
But the point is that,
0
SPEAKER_00
lead generation is changing and marketing is changing.
0
SPEAKER_00
There s a guy named Philip Stutz who wrote a book called the undefeated marketing system.
0
SPEAKER_00
And Philip has a podcast.
0
SPEAKER_00
I follow him on Twitter.
0
SPEAKER_00
I ve talked to him a couple of times and his big thing right now is, and he can back it up.
0
SPEAKER_00
The marketing system is rigged against you.
0
SPEAKER_00
And he uses the example of the casino in New Jersey, or Lake City, or Las Vegas, is do you think you have a chance against the casino?
0
SPEAKER_00
You may have a good night or two, but the reason there s $100 million buildings is because the system is rigged against you.
0
SPEAKER_00
Now, some would say, well, yeah, but Blackjack s different.
0
SPEAKER_00
OK.
0
SPEAKER_00
But generally, the system is rigged against you.
0
SPEAKER_00
So if you re going to go on Google or YouTube or Facebook and run ads and try to use their algorithm to create discussions, the system is rigged against you.
0
SPEAKER_00
It s not rigged for you.
0
SPEAKER_00
It s rigged against you.
0
SPEAKER_00
Now, I don t think there s somebody who s picking you out of the lineup saying, Jason s using LinkedIn too well.
0
SPEAKER_00
We re going to have to rig the system.
0
SPEAKER_00
But the point is that you ve got to find ways around that rigged system
0
SPEAKER_00
that favors the platform, not you, and figure out how you re going to generate leads.
0
SPEAKER_00
And so if you haven t read Phillips, Phillips Stutz is his name, the Undefeated Marketing Podcast, I think.
0
SPEAKER_00
He gets he s a political person.
0
SPEAKER_00
He s done a lot of political campaigns, but he also also does business now too.
0
SPEAKER_00
But I like that concept of the system is rigged.
0
SPEAKER_00
I think in many ways, the sales system is rigged as well, because the prospect
0
SPEAKER_00
knows what they want from you.
0
SPEAKER_00
They don t want to pay you for information.
0
SPEAKER_00
They want to use you for advice.
0
SPEAKER_00
They ll tell, because they have the money, they believe they should be in control.
0
SPEAKER_00
That s a rigged system.
0
SPEAKER_00
Now, we happen to believe that they shouldn t be in control.
0
SPEAKER_00
You have the solution, so you should be in control.
0
SPEAKER_00
But you have to look at the systemization of that and lead generation is one of those places that shows up.
0
SPEAKER_01
Next one.
0
SPEAKER_00
October.
0
SPEAKER_00
Yeah, October.
0
SPEAKER_01
Here we go.
0
SPEAKER_01
Here s the next one, right?
1
SPEAKER_00
personal productivity, personal productivity, the answers in the topics in the topic, personal productivity.
1
SPEAKER_00
And this is looking at all the things that you do and have to do in a day that can produce an outcome for you.
1
SPEAKER_00
And what s interesting about this topic, there is one thing that is never the problem.
1
SPEAKER_00
And it s always what people tell us is the problem.
1
SPEAKER_00
And it s never the problem.
1
SPEAKER_00
That is that you don t have enough time.
1
SPEAKER_00
And you think about the futility of that argument, just how, and I m not dissing you if that s how you think, but just think about the futility.
1
SPEAKER_00
If it s a fixed thing, it is a fixed thing.
1
SPEAKER_00
It s all the same for all of us.
1
SPEAKER_00
It s never the issue.
1
SPEAKER_00
The issue is our ability to pick and choose what s gonna give us the biggest outcome for the smallest amount of input.
1
SPEAKER_00
We use this theory called Occam s razor, which is a philosophical idea that the best solution to a problem is always the simplest.
1
SPEAKER_00
If Bill and I write a book together and we want to sell 10,000 books, the best thing we can do is make one sales call to Target, sell all 10,000 and we re done.
1
SPEAKER_00
That s easy.
1
SPEAKER_00
Trying to sell one book to 10,000 people is a lot harder.
1
SPEAKER_00
So we re gonna pick apart all the things that you do.
1
SPEAKER_00
I m gonna use some, we re gonna use some excerpts from a book called Necessary Endings by Henry Cloud, really great book.
1
SPEAKER_00
We re gonna go through a pruning process.
1
SPEAKER_00
We re gonna cut down on internal meetings, external meeting times, get really disciplined with your productivity.
1
SPEAKER_00
I promise you we ll create space in your calendar when we go through that exercise in October.
1
SPEAKER_00
That d be worth it just that month.
1
SPEAKER_00
I m telling you, that s a good one.
1
SPEAKER_00
Okay, in November, can I please add to that?
1
SPEAKER_00
Oh, yeah, I m sorry.
1
SPEAKER_01
We re going to talk about December which is about the planning process but I think one of the things that helps me a lot and it s helped some of my clients and other people I know is when you have your one-year plan in front of you and you re getting ready to plan your day and I know you d say well you go from one year to 90 day to one month to one week to one day that s too much for me my brain doesn t work like that but at some point I have to look at my day and say what I have planned for my day is it helping me get to my annual goal?
1
SPEAKER_01
That s really that kind of the rubber hitting the road thing.
1
SPEAKER_01
So one thing that we re going to do later is do planning, but that might be something you can do right now as you plan your day, have a reference document, whether it s your 30 day plan or 90 or whatever 10 year plan and make sure that you are making progress because sometimes we start to plant, do things during the day that have no bearing at all on our longterm goals.
1
SPEAKER_01
So I m all for long-term goals, but at some point it gets down to, what am I going to do this hour, this afternoon, this day?
1
SPEAKER_01
And if you can plan that out and be really tight with that, you re going to finish the day saying, I made progress on my goals rather than, God, what the hell did I do all day?
1
SPEAKER_01
I watched YouTube all day.
1
SPEAKER_01
I listened to the advanced selling podcast all day long.
1
SPEAKER_00
Some of you do, we know this, right?
1
SPEAKER_00
Come on now.
1
SPEAKER_00
Let s see there.
1
SPEAKER_00
And I ll tell you one thing on that.
1
SPEAKER_00
I ll just go and give you one of these things on pruning.
1
SPEAKER_00
So do any of you suffer from internal mandatory meetings?
1
SPEAKER_00
Like you gotta do them too much?
1
SPEAKER_00
Like, yeah, wave your hand.
1
SPEAKER_00
Yes.
1
SPEAKER_00
You re required to be at these meetings, right?
1
SPEAKER_00
Like, oh my God, I got an hour long sales meeting, hour long product meeting, all this stuff.
1
SPEAKER_00
Okay.
1
SPEAKER_00
You re gonna, when I first say this, this will be a limiting belief.
1
SPEAKER_00
I want you to do one of two things.
1
SPEAKER_00
Either one, start to decline every other one of those and don t give a reason.
1
SPEAKER_00
Just say, I m not gonna be able to be there.
1
SPEAKER_00
And you ll pick the right meeting.
1
SPEAKER_00
Like don t pick your actual sales meeting maybe, but pick one and you re like, I don t know why the hell I m in here.
1
SPEAKER_00
Pick that one and say, hey, just FYI, I won t be at the product standup today.
1
SPEAKER_00
You don t tell anybody why, just don t go.
1
SPEAKER_00
And you create this hour, or this 45 minutes.
1
SPEAKER_00
You can do that.
1
SPEAKER_00
Second, if that s a little too aggressive, I want you to leave one of those early.
1
SPEAKER_00
If the meeting s from noon to one, leave at 12.30.
1
SPEAKER_00
Just leave.
1
SPEAKER_00
Say, I gotta cut out at 12.30.
1
SPEAKER_00
And then go do something that s more productive than what you re leaving.
1
SPEAKER_00
And you ll know what that is too.
1
SPEAKER_00
Now don t leave and go, hi Skate, look at me and go out, you know, and go vape on the back patio.
1
SPEAKER_00
Don t do that, you know.
1
SPEAKER_00
And take pictures of yourself, put it on Facebook at the time.
1
SPEAKER_00
Flip around on Instagram.
1
SPEAKER_00
Switch it out with productive stuff.
1
SPEAKER_00
But think about that.
1
SPEAKER_00
That s part of the pruning process that we teach.
1
SPEAKER_00
Okay?
1
SPEAKER_00
So all of you can do that, right?
1
SPEAKER_00
And if you don t think you can do that, it s a limiting belief.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Here s a question.
1
SPEAKER_00
Is action better than perfection?
1
SPEAKER_01
That s good.
1
SPEAKER_01
That s actually better than perfection.
1
SPEAKER_01
I would think so.
1
SPEAKER_00
I would say yes.
1
SPEAKER_00
My first vote, yeah.
1
SPEAKER_00
Perfection is funny.
1
SPEAKER_01
I m not one, so I don t know how to answer that.
1
SPEAKER_00
No, totally right, exactly.
1
SPEAKER_00
So, and I love action, and I think we learn from action, good and bad.
1
SPEAKER_00
We learn things that work, we learn things that don t work.
1
SPEAKER_00
We don t learn anything just sitting there.
1
SPEAKER_00
We never learn anything unless we try.
1
SPEAKER_00
Until, you know, Bill and I have been talking about doing the insider for a while, and it wasn t until we tried that we realized, hey, we got something here.
1
SPEAKER_00
And some things we ve tried we haven t, and we don t know until we try.
1
SPEAKER_00
I think there s a lot of knowledge in action.
1
SPEAKER_01
I have a friend of mine, Chris Worthwine, who you know from Five Minicom, and he does this thing.
1
SPEAKER_01
When he brings a new employee into his work, he says, I want you to develop a one-year plan for yourself.
1
SPEAKER_01
And I want you to share it with me.
1
SPEAKER_01
And the person will say, OK, when would you like that back?
1
SPEAKER_01
And he ll say, 5 o clock.
1
SPEAKER_01
And it s like let s say it s nine now and he says the problem is and I do believe that if you re looking to Engage in something like let s say you re going to write a book.
1
SPEAKER_01
Yeah, and I know that may not be on anybody s agenda But let s say, you know, I ve been thinking about writing a book.
1
SPEAKER_01
Well by five o clock Have the outline done because if you say three months from now, I m gonna get my outline done at the end of October Guess what?
1
SPEAKER_01
You ll do it.
1
SPEAKER_01
You probably won t do it and
1
SPEAKER_01
Same thing with the LinkedIn.
1
SPEAKER_01
I gotta start shooting LinkedIn videos.
1
SPEAKER_01
Okay, in the next hour, give me the 12 things that you re going to shoot on.
1
SPEAKER_01
And you ll be surprised at how your brain starts to work and three come out and then four and five are tough.
1
SPEAKER_01
And then all of a sudden the reservoir gets hit and you ve got six more things.
1
SPEAKER_01
But if you give yourself too much time, that s why I like action and not perfection because we d say, well, let s make it perfect if I have three months.
1
SPEAKER_01
No, because it won t get done.
1
SPEAKER_00
We know that.
1
SPEAKER_00
For sure.
1
SPEAKER_00
We just did a session out a little bit before Bill and I started here and went out and checked on everybody.
1
SPEAKER_00
And they were actually made by the coach.
1
SPEAKER_00
They were made to shoot LinkedIn videos.
1
SPEAKER_00
It was not an option.
1
SPEAKER_00
They had to do them and post them up and tag each other.
1
SPEAKER_00
And they were scared to death.
1
SPEAKER_00
Some of them were scared to death.
1
SPEAKER_00
First video ever.
1
SPEAKER_00
You know what?
1
SPEAKER_00
They re up there.
1
SPEAKER_00
They re up there.
1
SPEAKER_00
All right.
1
SPEAKER_01
OK, let s move to November.
1
SPEAKER_01
Next month, November.
1
SPEAKER_01
Oh, it sounds cold already, November.
1
SPEAKER_01
Anyway, that topic in November is messaging and uniqueness.
1
SPEAKER_01
How do you frame your messaging in a way that is unique?
1
SPEAKER_01
And, you know, I heard a guy the other night, I really like this.
1
SPEAKER_01
A lot of times we are told you got to tell more stories.
1
SPEAKER_01
How many times have you heard that in the past five years?
1
SPEAKER_01
Storytelling, man, that s it.
1
SPEAKER_01
Everybody s got to tell stories.
1
SPEAKER_01
I say that.
1
SPEAKER_01
And yet, do we really know how to tell a good story?
1
SPEAKER_01
And a good story isn t like a 30-minute rambling essay.
1
SPEAKER_01
A good story has a beginning, it s got a plot, it s got an incident that happens, it s got a resolution.
1
SPEAKER_01
A story brand does a good job of this.
1
SPEAKER_01
There s a lot of people online that do that.
1
SPEAKER_01
But I heard a guy the other night say, a story always has an inciting incident.
1
SPEAKER_01
always has an inciting incident.
1
SPEAKER_01
And the inciting incident, think about a movie.
1
SPEAKER_01
Anytime you re watching a movie, the producer doesn t come out at the beginning of the movie and say, well, let me tell you what we re going to do in this movie.
1
SPEAKER_01
The first five minutes, they just start.
1
SPEAKER_01
They start with the action shot, with the bank robbery, with the spaceship exploding.
1
SPEAKER_01
They start with the inciting incident.
1
SPEAKER_01
In your world, what s the inciting incident?
1
SPEAKER_01
Anybody want to?
1
SPEAKER_01
I ll give 25 bucks to this pot.
1
SPEAKER_01
What is an inciting incident in your world with your customer?
1
SPEAKER_01
What s the inciting incident?
1
SPEAKER_00
There s one answer?
1
SPEAKER_01
Yeah, that would be good to tell a story about.
1
SPEAKER_00
For 25 bucks?
1
SPEAKER_00
25 bucks.
1
SPEAKER_00
It s coming from Bill.
1
SPEAKER_00
My plan?
1
SPEAKER_01
What would be an ideal?
1
SPEAKER_00
My kids.
1
SPEAKER_01
All right.
1
SPEAKER_01
Pain.
1
SPEAKER_01
Okay.
1
SPEAKER_00
Are you looking for an answer?
1
SPEAKER_01
Yeah, I m looking for an answer.
1
SPEAKER_01
Saving a life.
1
SPEAKER_01
That s good.
1
SPEAKER_01
Problem challenge they have.
1
SPEAKER_01
You re really close, James.
1
SPEAKER_01
Take it a little further.
1
SPEAKER_01
We re telling a story.
1
SPEAKER_01
What are we telling a story about?
1
SPEAKER_01
Providing a solution to the problem, client, something personal, success.
1
SPEAKER_01
Okay, good.
1
SPEAKER_01
I m gonna give this to Jessica and Jason.
1
SPEAKER_01
So the inciting incident in your world is, I was sitting there one day at my desk and I got a call from a prospect.
1
SPEAKER_01
and they were almost in tears because they had tried to solve this nagging problem.
1
SPEAKER_01
They had been trying to solve this problem for three years and they were at the end of their rope and they called me saying I don t know what I m going to do.
1
SPEAKER_01
Now that s a good start to a story.
1
SPEAKER_01
You may not like the way I framed it but generally the incident is a prospect reaches out to you and says hey I got
2
SPEAKER_02
got a problem.
2
SPEAKER_02
I got a big problem.
2
SPEAKER_02
That s an inciting incident.
2
SPEAKER_02
So if you want to shoot a video or tell a story of any kind, start with a prospect came to you and describe their problem very clearly.
2
SPEAKER_02
Describe the emotional state they were in when they told it to you.
2
SPEAKER_02
Just get very clear.
2
SPEAKER_02
that will capture people s attention.
2
SPEAKER_02
They will watch to hear what you told them or what the solution was.
2
SPEAKER_02
If you start by saying, hey, my name is Bill Caskey.
2
SPEAKER_02
I m really glad to be with you today.
2
SPEAKER_02
I m gonna tell you a couple of things.
2
SPEAKER_02
You know, I ve been doing this for the last 39 years and I really appreciate all y all listening to me.
2
SPEAKER_02
They re gone.
2
SPEAKER_02
They re gone.
2
SPEAKER_02
Start with the inciting incident.
2
SPEAKER_02
I got a call last week from this lady.
2
SPEAKER_02
Let me tell you what it sounded like.
2
SPEAKER_02
And boom, you got him.
2
SPEAKER_02
You got him.
2
SPEAKER_02
Now you got to make the story interesting and compelling.
2
SPEAKER_02
And I wouldn t make it 30 minutes.
2
SPEAKER_02
It s a one minute story, but it starts with that inciting incident.
2
SPEAKER_01
That s how you start to develop your messaging is through story.
2
SPEAKER_01
Be Kasky at Kasky Training for the money.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
Be Kasky at Kasky Training.
2
SPEAKER_01
And don t all of you do this.
2
SPEAKER_01
Jessica and Jason.
2
SPEAKER_01
Did Jason double dip?
2
SPEAKER_01
Did he get the first one too?
2
SPEAKER_01
Yeah.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
He s 50 bucks, man.
2
SPEAKER_01
This is a good, yeah.
2
SPEAKER_01
He s already paid for his first month.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
Already paid for your first month, man.
2
SPEAKER_00
I sit across the table and listen to this stuff all day long.
2
SPEAKER_00
I think I picked two up.
2
SPEAKER_02
I love it, man.
2
SPEAKER_02
It s you deserve it.
2
SPEAKER_00
Yeah.
2
SPEAKER_02
Next contest will not include you ll be procuring people excluded.
2
SPEAKER_03
We love that Jason s here.
2
SPEAKER_03
I wish way more procuring people would show up to this.
2
SPEAKER_03
It d be a better world for all of us, I think.