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In this episode of the Advanced Selling Podcast, I share an almost terrifying fall in the lake story, we offer some insight into shmedium t-shirts and man buns, and we give you actionable ideas to build your personal brand.
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Welcome to the Advanced Selling Podcast, the longest running sales training podcast created exclusively for you.
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gather, gain, orchestrate your own sales success.
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My name is Brian Neal.
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Bill Kasky here.
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We have obviously thrown the script away for the opening.
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Hey, if you re a new listener, welcome.
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You found us.
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We get listener notes all the time that say, I just found your podcast.
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It s only been up for 10 years.
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We were one of the original podcasters, and they re still finding us.
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And then I m thinking, how does any salesperson not know the advanced selling podcast exists?
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And yet millions don t.
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Plus, they start at episode one.
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They do.
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And so we ve had people who say, I ve been listening for a year.
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I m up through 1989 now.
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OK, well, you ve got a little ways to go.
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And if you go on YouTube, and if you kind of Google the Advanced Selling Podcast YouTube, you ll find the oldest archived video of us.
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And the very first comment, we used to videotape this thing, the very first comment we got was, that is a ridiculously huge microphone.
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Because I use this microphone spit guard
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It was massive.
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We couldn t even see your face.
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It was over my head, my whole face, no.
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And so the very first comment the Event Insighting podcast ever got was, that is a ridiculously huge microphone, which I just love.
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Hey, if you haven t done so, go check out our website.
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There s a product section there.
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And if you ve not already done so, buy the product called All In for yourself.
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You ll thank us later.
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It s just a great thing to have to take with you as you re out and about in your travels.
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All In s on the products page, advancelinepodcast.com on the product site there.
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So I had a little scare.
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This isn t really a fun, good story.
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So I ve got four kids, one of which I should say is in the studio.
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She s in the studio.
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Yeah, my oldest daughter Anna is an intern now.
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She s actually on a podcast episode, if you listen to old archives, when it says Brian interviews his favorite salesperson of all time.
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Go back in the archives, you ll hear Anna.
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Seven years ago.
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Yeah, she was like eight or nine, something like that.
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Now she s in high school.
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Just a little taller than she was back then.
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A little bit.
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A little more mature.
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Beautiful girl.
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Took one of my sons to a baseball game.
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I left my other two sons at my house and live on a little lake and have a little fishing dock.
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The kids fish.
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So I got a call as I was dropping one son off from my other son.
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I said, what s up?
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He said, William fell in the lake.
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That s all he said.
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And I m freaking out cause I m not there.
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And I m about 25 minutes away from the house.
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I said, well, is he okay?
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He s like, yeah, I m going to get him a towel.
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I m like, okay.
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And then he gets down and he s crying.
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I can hear him crying.
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I said, well, well, and he was scared.
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I said, are you hurt?
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Are you scared?
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I was the one that fell on the lake.
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Now I m talking to him.
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He s crying more scared.
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I said, well, how deep was the water?
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I said, where did it come up to?
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He said, my shins.
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And he s about five foot eight and fifth and sixth grade.
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So I relaxed a little bit on that.
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I m like, he s probably going to be okay.
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But you know, just imagine falling, which is scary for a kid.
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Because you don t know it comes up to the shins.
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You don t know that it comes up to the shins.
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But it felt really bad.
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So then I m like, oh, I m a horrible parent because I m leading my kids unattended around a body of water, which is really bad.
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It s three feet, two feet.
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But I thought, you know, but you hear they can drown in the bathtub, right?
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Yeah, that s right.
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And then I started thinking the bad stuff.
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Well, what if he did hit his head really bad and he was unconscious?
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So anyway, so they re not allowed to go to the lake for the next eight years until they re 18.
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So sorry, even though the water s only up to their shins.
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That was my story from the weekend.
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Happy Father s Day to me.
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Yeah, that s good.
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Hey, Brian, we ve got a great new partner.
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The company is called Breather.
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And are you familiar with Breather?
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Well, I was wondering about it.
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This is a new advertiser for us.
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And I m thinking about it.
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Yeah, it s really interesting.
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Any time you need to book a meeting or an event for work, it can be a nightmare, because obviously there s a lot of potential problems and loose ends.
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And where is the most convenient place?
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Will it feel professional?
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Will there be good Wi-Fi?
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That s always my big thing.
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But Breather is interesting.
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They have a solution with beautiful, inspiring workplaces.
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And I highlighted inspiring because I asked one of the guys from Breather.
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I said, do you guys have a lot of fluorescent lights in your workspace?
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One of your faves.
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None.
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Yeah.
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None, because that sucks the life out of the room.
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Yes.
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Best part, you only pay for the time you need.
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A month, a day, or even just an hour.
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No minimums, no commitments.
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Breather is in L.A., New York, San Francisco, Palo Alto, Boston, Chicago, D.C., Toronto, Montreal, London, and they re growing, so they may be coming to a city near you.
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Google, Apple, and Facebook already have gorgeous offices, but even some of their
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employees use breather for their offsite and team meetings.
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So here s the deal.
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You can try breather right now, you ll receive $100 off your first booking when you go to breather.com slash selling $100 off your first booking when you go to breather.com slash selling that s breather.com slash selling check them out.
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It s really good people there.
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And I saw some pictures online of their
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and they really are inspiring spaces.
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So if you re getting ready to go to Chicago for a client meeting or just a retreat, or any of these cities I just mentioned, check out breather.com.
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And so many of those cities are our top listener based cities.
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They are.
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If you run, which we do, statistics on where our listeners from, we re covered in just about every one of those cities.
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Was DC one of our top cities?
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Yeah, I think it was number two or three.
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Yeah, they were all up there.
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So we know we have listeners in those places.
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Great places for salespeople to drop in and work.
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Awesome.
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Breather.
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Love the name, too.
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I do, too.
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I m the breather.
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OK, so here s the topic today.
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I just left a meeting with the VP of sales who was lamenting to me, and I work with her sales team, lamenting to me a little bit about how she doesn t feel the team has really embraced this concept of personal branding.
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And she said, you know, they re pretty decent prospectors.
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They re pretty good at business development, not great.
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But she said, a lot of times I feel like we re just going in doing the same thing, cold calling, trying to get an appointment, getting to the appointment, asking the right questions.
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Sometimes it s a decent first call, sometimes it s not.
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She said, I don t feel like we re really branding ourselves when we go out.
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And we ve talked about this.
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You and I have talked about it a lot.
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And I know that s what you do in your business and I do in my business.
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And I think that the sales professional of the future needs to be a little bit more mindful of their personal brand and how they are seen in the marketplace.
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I would agree.
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And I might even throw some gasoline on that and throw a match.
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Not to blow it up, but to blow it up.
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You know what I m saying?
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This is too.
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Did you like that little accent?
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I don t know what that was from.
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Southern Indiana, maybe?
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No, it wasn t Southern Indiana.
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No, definitely not.
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This is about something you must do.
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And I know she s saying they re not embracing it.
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And I m like, not just embrace it.
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You ve got to do it.
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You do.
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Because you are going to get left behind if you don t realize how important personal branding is to a sales professional these days.
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Everything s so cluttered, so many random messages, voicemails, and emails that just get lost.
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You have to stand out somehow.
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So we re going to hopefully turn this into some action today, I think.
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You know, I think if you re selling to consumers, like if you re a car dealer, I know we don t have a ton of any car salespeople, but I don t know that this really applies to you.
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Residential real estate, definitely.
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When you see the postcards and the things they send out, frankly, most of them are fairly weak, but at least there s an effort there, and they know how important that is, because you don t buy from Century 21, you buy from Lucy Smith.
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She s a big performer.
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She s got billboards up.
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She s a president s club producer, 30 years running.
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Perennially, Lucy.
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I always love when the realtors do the volume that they do.
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Because that s really good.
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I guess it s like they sell a lot of houses.
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Then I think, how are they ever going to talk to me?
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Because they re busy selling $4 billion worth of homes.
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Or expensive homes.
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Exactly.
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OK, so let s go.
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You ve got a few.
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I ve got a few.
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Why don t you take it away?
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Sure, I ll start.
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First, you know I m a junkie, this, Bill.
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And I know the listeners know this, too.
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I know you are.
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You have to look at LinkedIn as the front door to your personal brand.
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LinkedIn is the front door to your personal brand.
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So we can talk about other, which we will talk about other personal branding mechanisms.
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I believe the one that s most popular now that people expect to see
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and learn about you and your brand is your LinkedIn profile.
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So you ve got to say not just the things.
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A lot of people say, well, is it updated?
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Is there a picture there?
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Yes.
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But is it the right picture?
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Does the picture reflect your brand?
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Does the description of what you do reflect your brand and who you are as a person?
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Or does it say energetic, self-starter, closer?
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Or maybe that is your brand, so whatever.
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But you know what I mean?
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Does it say?
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You know, mine s kind of fun.
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You know what I mean?
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I m kind of, you know, goofy, fun, whatever.
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That s my thing.
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I m not really serious about stuff like that.
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And someone else is.
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So it s free of judgment.
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It s just whatever yours is.
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It s got to reflect your personal brand.
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LinkedIn, front door.
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That s good.
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Very good.
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I ve got one here, and that is, I think you have to do a certain amount of assessment of your brand.
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You have to really kind of understand, well, what are you?
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Who are you in the market?
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And where do you bring value?
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There s several different ways to do that.
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One is you can ask your peers at work.
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And that may be kind of a weird conversation, so get them liquored up a little bit and go ask them, what do you think of me?
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And after they go through all the taking pot shots at you, the real question is, what do you think I do well?
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How do you think people see me in the market?
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What do you think some of my gifts or just special competencies and skills are?
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You can ask your managers, your leaders inside your company.
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But I think really the best way to start is just look at yourself and try to suspend judgment and say, what am I really good at?
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What do I love doing?
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Because chances are what you love doing in the market, like let s say you love public speaking.
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You love getting up in front of people.
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Well, are you doing enough of that?
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Are you doing any of it?
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And I would look at what do you love, what do you think you re good at, and then one of my next steps is how to leverage that.
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But I think you ve got to do some assessment first.
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I bet you nobody, I should say nobody, close to nobody does that on their own.
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And now all these tens of thousands of listeners will do that now.
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You ve got to do a brand self-assessment that s really, really good.
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Brand audit.
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The brand audit.
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Next, for me, personal branding.
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You need to participate in other people s personal brands.
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Participate in other people s personal brands.
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So there are some people in the world that do this really well, people that are on Facebook, on Instagram, on LinkedIn, that sort of thing.
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And by participate, I just mean interact and communicate with those people, because what you do in a sense then is you leverage yourself around other people who are carrying this.
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So this is Jordan Harbinger, who s the Art of Charm podcaster, fellow podcaster, great guy.
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He s been on our show.
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We ve been on his.
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He does this thing on LinkedIn that he calls shower thoughts, just things that he thinks of in the shower that are clever.
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And he s got this little brand around it now.
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And he said one the other day that I thought was hilarious, where he said, while it would take me two seconds to pick up that little piece of paper on the floor, I run over it a million times from different angles with my vacuum trying to get it up, which I thought was just hilarious.
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That is so true.
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And so I just said, no, that is funny.
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And that s all I said.
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But then other people like my comment like that.
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And now I m in the mix with someone who s also really good at personal branding.
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I m in the mix now and around a guy like that.
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You just put yourself out there.
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So participate.
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Why don t you spell his last name?
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Because I think people should go to his site and just check out what he does because he s very good at it.
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Yeah, it s Jordan H-A-R-B-I-N-G-E-R s podcast.
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It s called The Art of Charm.
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The Art of Charm, if you just Google The Art of Charm podcast, you ll find him.
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And he s a really clever, sharp dude, has great guests on there, like Bill and Brian.
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We ve been honored.
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He does, yeah.
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It was a good show, yeah.
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Anyway.
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OK, very good.
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I ve got one here that just is, was there a Will Smith movie called I Am Something?
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Or maybe it wasn t Will Smith.
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Doug?
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Doug Drozen.
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I am legend, that s right.
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I am legend.
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Isn t that Will Smith?
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Was that Will Smith, Travis?
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Yeah.
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Yeah, OK.
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All right, good.
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So I ve got one here.
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Yeah.
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I am resource.
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Oh.
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And what that means is I am, I think we have to start seeing ourselves as resources for our customers, educational resources, marketing resources, idea resources.
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It could be anything, but you want to position yourself as someone who s in the know.
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The way to be in the know is to be in the know, and that
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is have resources.
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That s beautiful.
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So whether it, I ve got a client who s getting ready to start a podcast and they re going to be doing some interviews with their technical people internally.
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Yeah.
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And they are, they have them all lined up and they re going to be interviewing those people and they don t have to be the experts.
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They have to be the ones bringing the experts into the flow.
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So just think about IAM Resource.
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What resources are you putting out to the market?
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And it could be, again, could be speaking, could be writing, could be producing something, could be just a quip like Jordan did, but something that makes the market laugh, smile.
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It s really good IAM Resource.
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See, there s a brand on its own.
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You re already creating a brand.
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OK, here s my last one.
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And I ve given this idea to several people, probably dozens of people.
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And a few of them have taken me up on it.
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And that is, to be your own brand, start your own peer group or your own lead group.
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And I know some people are in memberships of lead groups.
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They re in BNI, or they go to Amazon.
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In Indianapolis, we have one called Rainmakers.
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And those are great.
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Those are wonderful.
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If you re the one that starts the thing, though, from scratch, and you re the center hub, you start to build your personal brand around your connections and what you do in a town.
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And I know a gentleman here in Indianapolis who s a young guy, sells for a big mechanical contractor.
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His name is Andrew Cohote.
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And the guy is just starting to be everywhere.
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And he s young.
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I don t think he s 25, 28, something like that.
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But he has done this.
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So he was kind of natural this way.
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But I said, talk to him.
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And he talked to some other guys.
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And they started this lead group.
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And now they re bringing speakers in.
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And people are trying to get into him now and trying to get to him.
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He s in the middle of it.
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He s in the middle of it all.
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And he s got a personal brand now as a guy that gets after it, even what he wears.
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He wears a suit and tie.
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That s kind of a rare thing these days.
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He s a young guy, so he s not wearing the medium t-shirt.
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and running around on a scooter with a man bun like some of the other tech startup guys.
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Sorry, Trav.
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Trav, he doesn t have a man bun on.
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But he s on a scooter today, I noticed.
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You ride that in today?
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No, but he s got a personal brand.
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Be the hub.
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That s even bigger than just being a network.
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Be the hub of something.
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Be the hub of the network, yes.
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of your network.
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It could be a LinkedIn group.
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I mean, it could be anything, but are you the hub?
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That s good.
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So we challenge you all to do some of these things.
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Don t do them, don t try them all, but take one that really resonates with you and let us know either on the Facebook page, Advanced Selling Podcast, or on LinkedIn.
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SPEAKER_01
Let us know what you pick and what you do.
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SPEAKER_01
And if you have some ideas of ways you ve used, you know, assessing your brand or
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SPEAKER_01
Being a resource or being the hub, let us know on that, too.
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SPEAKER_01
Yeah.
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SPEAKER_00
And you know what?
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We might even promote your personal brand.
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SPEAKER_01
Yeah.
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If you could compel us to do that, that would be fun, wouldn t it?
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SPEAKER_01
You know what we should do?
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SPEAKER_01
We should give this a couple weeks to simmer in the pot.
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SPEAKER_01
Oh, yeah, yeah, yeah.
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SPEAKER_01
And then have somebody on who wants to be on, maybe who we can do a brand makeover on.
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SPEAKER_01
Oh, that sounds fun.
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SPEAKER_01
Somebody who says, look, I want help.
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I m not sure what to do.
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SPEAKER_01
Yeah.
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SPEAKER_01
We should do that.
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SPEAKER_01
So I ll tell you what.
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SPEAKER_01
If you want to be, let s just, can we do this right now?
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SPEAKER_00
Let s do it.
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SPEAKER_00
I love this stuff.
1
SPEAKER_00
We re winging it here.
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SPEAKER_00
And I know how planned out you are.
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SPEAKER_00
This is one of my favorites.
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SPEAKER_00
Yeah, exactly.
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SPEAKER_01
Why don t you email us at listener at Advanced Selling Podcast.
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SPEAKER_01
And let s just, in the subject line, put something about brand.
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SPEAKER_00
About make my brand over.
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SPEAKER_00
Is that too much?
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SPEAKER_00
Too much.
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SPEAKER_00
Make my brand over.
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SPEAKER_00
That doesn t make any sense.
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SPEAKER_00
Brand makeover.
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SPEAKER_00
Brand makeover.
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SPEAKER_00
Brand makeover.
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And we ll look at all the end.
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And tell us a little bit about yourself, like what business you re in, whether you have a start on this.
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You might have even already started this thing.
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SPEAKER_01
Yeah.
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But we ll pick one and maybe a couple to do that over the next month or so.
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SPEAKER_01
Yeah.
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SPEAKER_00
Get you some new glasses.
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SPEAKER_01
Oh, yeah.
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SPEAKER_00
Some new shoes.
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SPEAKER_00
And a man bun, of course.
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SPEAKER_00
That comes with it.
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SPEAKER_00
All right.
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SPEAKER_00
That s it.
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SPEAKER_00
Thanks for listening.
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SPEAKER_00
We ll see you next time on the Advanced Selling Podcast.
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SPEAKER_00
Bye-bye.