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In this episode of the Advanced Selling Podcast, Bill disappoints me with his lack of Brady Bunch knowledge, we list some of our favorite millennial names, and we dip into the co-video mailbag with Jake, not from State Farm, who inspires the topic, young blood, new breed.
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Hey, welcome back to the Advanced Selling Podcast.
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I m one of your hosts, Bill Kasky.
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I m the other host, Brian Neal.
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We come to you every Monday morning, and we have done so for 13 long, arduous years.
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Is it 13?
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13 years.
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14, not 14?
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Going on 14.
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Just about 14.
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We re like the grandfathers of podcasting, aren t we?
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I mean, literally, we ve been here for a long time.
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I talked to a guy this weekend.
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He goes, how long you been doing that?
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Three or four years?
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I m like, 13.
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He goes, I didn t know there was podcasting 13 years ago.
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There was.
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We ve got to pull out some old episodes and listen to them and critique ourselves from some of the really early episodes.
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That would be fun to do.
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Pull them up from 06.
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I did that from probably 08 once I was looking for a specific podcast, and it wasn t.
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It wasn t awful.
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No.
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I mean, it was not awful.
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It s just different.
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Yeah.
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Cigars.
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I haven t smoked as many cigars then as I have now, so my voice a little bit deeper.
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Yes.
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And my voice did change.
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I went through a second round of puberty.
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Did you really?
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In your 40s?
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My mid-40s.
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The Bobby Brady.
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When it s time to change.
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Remember that?
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You ve got to rearrange.
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You don t remember that?
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I don t remember.
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I didn t do any braids.
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The Brady Bunch?
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Oh, how do you miss the Brady Bunch?
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I mean, I do them, but I didn t.
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When Bobby, when they were, they had a singing group, and they were trying to do the recording, and Bobby s voice was changing?
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We ll see if our listeners know about the Brady Bunch.
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I doubt it.
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Bobby Brady episode when it s time to change.
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Which brings us to our topic today.
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We ve been doing this mailbag thing.
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And I hope you enjoyed last episode s show with Brad Chiswell from Australia.
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He has since emailed us and thanked us for having him on.
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That was really fun.
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We had a lot of fun recording the podcast.
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That was a fun one.
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I really enjoyed talking to him.
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It was, yeah.
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And we had also an email from Olivia Carmel.
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Do you remember Olivia?
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Do I remember Olivia?
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Of course I do.
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She used to work for us.
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She did.
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Miss her so.
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First off, I miss you guys.
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I ve been listening on and off to the podcast since working with you two back in 2013.
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Encourage all my people to tune in as well.
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I m driving back from the start.
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As I ve gone off on my own, started a business, have been invited to consult others  business, I found so much more in ASP than I fully realized when I was there.
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So she just wanted to say hi.
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She s a wonderful, just human being.
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Really smart, really talented.
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I love she s kind of made her own way.
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She has.
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Really proud of her.
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She s great.
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Hi, Olivia.
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It s time for the Co-Video Mailbag, where Bill and Brian do their best to answer your questions or make something up that sounds good.
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So the question today is from Jake.
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Jake says, love the podcast.
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I listen at work at 2x speed.
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So if I ever meet you, I will be thrown off by hearing your voices at normal speed.
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Well, you ve got to let us know if you listen at 2x, and we can modify our live voices.
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We d want to slow it down.
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Or no, we d want to speed it up.
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No, we d want to speed it up a little bit.
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A little faster.
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OK.
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So the word, yeah, that d be boring.
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Anyway, I work for a sales agency in Cincinnati that has provided a few of us young guys with zero sales training, employee benefits, pension plans to employer groups.
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Myself and several younger guys joined the agency within the last five years.
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None of us has received any type of training.
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We ve had a few trainers in the area that showed little to no promise of improving our sales technique.
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If you guys are ever in the Cincinnati area and could find some time to squeeze in some free training,
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We d love to have you.
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Those are my words.
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Because you ve said that earlier.
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This is actually an invitation to come do some free training in Cincinnati.
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So we re going to make a topic out of this.
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Even though he didn t really have a question, I think there was an implied question in there, which is, if I m young,
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And I m new in an organization where I ve got other people who are my age, but also there s the seasoned vet wing of the, there s the East wing of the White House where all the studs are and studettes and those are all the people that make all the money.
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How do I get up and running and rolling?
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Do I copy them?
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Do I use them as mentors?
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And there s a few questions around that that we want to address today.
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And we re titling this Youngblood New Breed.
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Youngblood New Breed.
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Sounds like a book title, doesn t it?
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Has its origin in there s people who are in their 20s who are in sales Those are young blood people, but there s also a new breed of sales person emerging.
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We believe yep And so to copy someone who s 55 or 60 years old who s done it and they re pretty good at it We re not sure if that s the right thing.
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Nope.
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No, so you might be copying some old breed attributes and skills and we don t want you to do that so
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We re going to talk about that today.
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So Brian, I ll let you go first.
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Do you have something to kick us off?
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Well, I do have some things to kick us off, and I do want to put a little context to around the topic, because Bill and I see this in our in our ongoing coaching and training, which again, we ve got some fun things planned for 2019 so that you can actually become
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a more direct client of ours.
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Stay tuned for that, and make sure you pay attention, because we re going to be sharing some neat things coming up.
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One thing we always see is this dilemma.
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I don t know if dilemma is the right word.
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It s not a dilemma.
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It s a situation.
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What would you say there?
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I like the word dilemma.
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So tell me what it is, and then I ll weigh in and see if it s really a dilemma.
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And we say young.
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It means a couple of things.
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One, we re early in our sales career, and we re still on the lower end of the
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the life expectancy scale.
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Let s put it that way, right?
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So you figure age-wise, we re talking the 22 to 32 and maybe first or second sales job.
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This group wants and yearns for sales coaching and that sort of thing.
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The problem when there s no structured sales coaching, or even sometimes when there is, it is based off of performance by people who are in the latter stage of the life expectancy curve, people who are in their 40s, 50s, and 60s.
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And left alone, the only place you look is, well, Bob s been number one since the 80s.
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I ll do what Bob does.
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And the problem, there s a dilemma there.
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Because the way that Bob grew that thing is likely not how you re going to grow your deal.
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And Bob may not even be able to remember how he did it.
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No.
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Right.
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Because you are now where Bob was 20 years ago.
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Yes.
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He s not going to remember all the late nights, and the mailings, and the faxes, and all that stuff is irrelevant now anyway.
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Correct.
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Yeah.
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And so it s really important to step back.
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And I think sales leaders need to understand this too, that you cannot, and sometimes even the training that they do get that s formalized is based off of the stuff that Bob did.
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That s correct.
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And you really, really have to watch that and modernize that.
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So this podcast is dedicated to you who are in that realm, that stage of your sales career,
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And this is evergreen.
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I mean, you can listen to this one over and over and over.
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We re going to give you some things that will help really quickly give you your version of what s going to help you become a guy like Bob.
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Better than Bob.
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Better than Bob.
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That s the subtitle of this episode.
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Youngblood, new breed, better than Bob.
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B-T-B, better than Bob.
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I know I ve mentioned that on the podcast before about my rub with the airlines, the kids flying the plane these days.
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I ve said this before.
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When we flew, when we were growing up, there were Vietnam veteran war pilots, and their names were Don and Mike.
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AJ and Tyler.
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Chip, Kyle, Tyler.
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Hey, I m up front with Tyler.
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Hey, what s up?
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I ve said this lots of times, but it s an old joke.
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I was in church last night.
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We have five new listeners, though, so maybe.
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We do kind of a meet and greet when church starts.
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And I turned around this young, millennial-type couple, and I said, hey, I m Brian.
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And Steph said, hi, I m Stephanie.
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They said, hi, I m Emma and I m Tanner.
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I m like, of course, your names are Emma and Tanner.
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I m Cheyenne, I m Dakota.
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I always like it when you do the meet and greets and you say, hi, I m Bill, and they say, hi.
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I was like, really?
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Nameless church member.
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No one knows I m here.
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Shh.
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Very funny.
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OK.
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OK.
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You want to go?
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I will.
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So here s my first piece of advice.
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And we also talked about, Bill, we re going to kick around this.
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Bill and I were talking, like, kick it around like an idea.
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And then we re like, well, this younger tribe likes to be told what to do.
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And so some of this is very prescriptive.
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Number one, I said, you need to have and write down and create your own how I roll document.
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How I roll document, and what goes into how I roll document is a combination of your philosophy and your own personal rules that govern your sales career for the foreseeable future.
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Things that might go into your how I roll document are things like, I believe in the abundance of the market, and I have a healthy detachment from all my outcomes.
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I say who, I say when, I say how much.
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I m in charge of the process.
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I love what I do, I work hard, and I play hard.
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Whatever that is, it s kind of like a philosophical document for yourself.
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Philosophy, I like that.
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Yeah, 7, 8, 10 at the top.
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Pieces that are yours, they re real, so you don t need to overdo it, little phrases and things.
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But you should be able to have that carried around with you and produce it for someone.
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So if I ever met you after you listened to this podcast,
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And I said, hey, man, Tyler, TJ, AJ, Connor.
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And I said, hey, can I see your How I Roll document?
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Augie.
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Is that a new one?
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Augie?
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That s a new one.
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It s becoming more popular.
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New millennial name?
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Yeah.
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I didn t know that.
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I heard one the other day.
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Oh, a girl, her name was Jagger.
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Love it.
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Parents.
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Jagger.
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Big Rolling Stones.
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No, Jaeger.
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Jagger.
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Jaeger.
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Her parents were really into the boozers.
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Boozers for Rolling Stones.
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This is my daughter, Jaeger.
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This is our son, Wild Turkey.
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Yukon Jack.
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That s my cousin.
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All the fun stuff.
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So, how I roll documents.
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Okay.
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I would create that.
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I love that.
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I love that.
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I think I gave this advice here a few episodes ago, but it s every bit as relevant now as it was then.
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And that is, if you have some people inside your firm who are studs and studettes, and they are willing to sit down and respond to your questions, interview them, record it, and get it transcribed.
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Now, you might say, well, wait a minute.
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I thought you just said that we don t want to do things the way Bob does them.
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No, but Bob is a wealth of information about how the industry works, how people work in it, the kinds of pains and problems that he sees customers having.
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So don t disregard the knowledge he has.
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How you take that knowledge and then execute it might be different.
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But this is not about how do you market your business, Bob.
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This is about what do you know that I need to know.
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Yes.
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So I would suggest you have some questions, a dozen questions, and go interview people.
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You can just do it on your iPhone, your phone, get it transcribed, and now you ve started to kind of coalesce and assemble some DNA and some real how-to skills.
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Love it.
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That s a great idea.
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That s a great idea.
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Next, and I ve mentioned this too on previous podcasts, but this is something, if I were giving any one piece of advice to people early on in the stage, and what happens is Bob has done this, he just has done it without intentionally knowing that he s done it, is you have to build and feed your network at a really, really young age, an early stage in your career.
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And you have so many tools that we didn t have before.
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You ve got LinkedIn.
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You ve got all social medias, Instagram and that sort of thing.
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And I m talking about finding connections to people.
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And learn to build your network early so that you can leverage it down the road.
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And this is easy to do because the person who wins the build the network game is the one who works the hardest at it.
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It s just an effort thing.
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So don t sit back.
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I get so bothered when people come to me, younger people in their career,
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And they ve been working at a place.
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I just interviewed someone for one of my clients here.
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And she s really good, really skilled, great pedigree background, super smart, late 20s.
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And she doesn t know anybody because she s been stuck in her company and hasn t done a job, a good job, outside the walls of the building.
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She could have.
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She just hasn t.
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She just hasn t.
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And it s not her fault.
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She was never taught to.
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So I m teaching you to do that.
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It doesn t matter if you need it or not.
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You have to build your network early.
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Got to do it.
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So what would be a minimum number of networking meetings?
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And you might not look at it that way, but this is a good idea.
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So should I be, if I m a 25-year-old, and maybe I m in sales, maybe I m not.
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We have a lot of listeners who aren t even in sales.
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They re either in account management or account development, or they just listen for the pure pleasure of it.
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Just a velvety smooth voice isn t enough for a lot of people.
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So should I be seeing people three or four times a month, like different people?
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Should I assemble some kind of a plan to do that?
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Yeah, that s a good question.
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My first hit when people, so I always answer this question with, you ve got to first see where you are, and then that ll kind of baseline.
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where the next level up is.
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So if you re at zero, then zero might turn to two.
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If you re at four, four turns to six or whatever.
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You mean four meetings per month.
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Meetings or connections, things like that, yeah.
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I m a big fan, especially early on, and this is going to sound like a lot, of three a week.
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One on Monday, one on Wednesday, one on Friday, or shuffle those around.
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You ve got 40 hours.
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You can surely find three hours.
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Yeah, you just find all those things that will contribute to growing your business, growing your connection base, all those things.
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So you get to three a week.
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I mean, there s a book called Never Eat Lunch Alone.
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I ve never read it.
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It s funny, books like that, that have the whole book in the title.
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Yeah, you don t even read it.
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It s like, why would I waste time?
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Okay, got it.
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I just always wonder if I open that book, is it just a bunch of blank pages?
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It s like, read page one.
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You ll never know, because you ll never buy it.
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Exactly.
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That s a good idea though.
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So, that would be my precise instruction there.
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Yeah, yeah, yeah, that s good.
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That s good.
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What I was another one I had and this is along the lines of the journey from new to Seasoned is can you document that journey in some way?
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Can you can you build a storyline around it and and?
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visibly or visually depict that to the world so
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Let s just say that you start and your first day with this benefits company, in this case, your first day, you get on LinkedIn and you say, hey, it s my first day.
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Here s some of the things I m going to be doing.
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I love what I m anxious to start.
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If you want to talk to me, I don t know crap about this, but I d love to talk with you.
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And just start to build a journey and become the real you in that journey, rather than pretending like you ve been in the business 25 years and trying to act smart and be smart.
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You don t know anything when you re a year in.
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And there s nothing wrong with that.
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And that s OK.
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And that s endearing.
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And it might be a little engaging.
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Yes, yes, yes.
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So can you document the journey in a way that doesn t make you look like an idiot, but still makes you look like someone who s on a path?
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And people might love that.
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In fact, I think people would love that more than you pontificating about how bright you are.
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That s so true.
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And that s such a mistake that people early on make, is they try to channel their inner Bob.
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And it doesn t come off real, because it s not, because you don t know the stuff that Bob knows.
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And people understand that.
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That s OK.
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People get real bothered by that.
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Yeah.
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I did that for a long time in the training business, and even in the businesses before.
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And I think it s a...
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When you re young, I think you tend to do that more.
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Because when you re older, you don t really care what people think, what they think of you.
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But young, you really do.
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You do.
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Yeah.
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And you re fighting all these inner demons of things like, I need to be accepted, I need to be liked, I need to be smart, and all those jazz.
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And those are all real, so we re not trying to.
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say that they re not, the quicker that we can recognize that s going on and let go of that, the better off you re going to be.
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My next one I have, as early as you can in your career, learn to take control of the sales process.
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And this is one of those things that I think is counterintuitive to what people think.
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They sort of think I need to serve a customer and go along with them.
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And I don t think that could be further from the truth.
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If you can learn as quickly as you can, some of the tools you ve heard on the podcast, things like process work that Bill and I have done, clear future date setting, timelining, go, no-go dates, those are all tools.
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If you search back in the archives, you ll find us talk about.
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Those are all ways and tools to help you control the process.
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The quicker you can learn to control the process, the more efficient your sales process is going to be, the quicker you get to high performance.
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Yeah, that s excellent.
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For sure.
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That s excellent.
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I ve got one here.
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I don t know if this is a tip or a tactic.
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It s more of a way to think and that is use your ignorance as a virtue.
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Use your ignorance as an asset.
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We might have talked about that a little bit in this whole idea of documenting your journey, but it s okay.
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A lot of times, I think, when young people join a company, they bring a perspective that s really unbiased, because they have no clue what they re doing or what the company does.
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And that s not a bad place to be, because a lot of the customers also are in that position.
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So it s almost like you have something immediately
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some immediate rapport with someone who has never done business with your company and doesn t even know that much about the category, neither do you, that s an immediate bond to me.
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So if you can use that ignorance of the, that s a terrible word, but what is a better word?
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Ignorance is bliss.
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Ignorance?
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I think that s OK.
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So we re not saying you re ignorant.
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We re not making any judgments there.
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But use that.
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And then when you re out talking to prospects or people who are networking, ask them questions.
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Be curious.
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Always be in a mode of learning.
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How do you look at this product or service when you buy it?
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I know you re not in the mode right now, but I want to know.
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How do you look at this?
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How do you look at the rep?
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How do you look at the company?
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Be curious.
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And you can t be curious if you think you know it all.
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And you don t know it all, so this is a perfect time to do it.
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That s so true.
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I like it.
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My last one is going to go against what most older people think about younger people.
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And I m going to give some advice here that I think the younger group is going to like.
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And I m going to say, stay on your phone.
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Stay on your phone.
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And we ve always talked like, oh, these people are out there.
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Kids are on their phones all the time.
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They don t even look.
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They can t have a conversation.
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Can t look in the eye and let you ask.
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You know what?
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Where you have an advantage as a younger person over everybody else, especially when we re talking about your elder people that have gone ahead of you, is you re better on the phone than we are.
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Now, you and I. You mean better with the phone?
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With the phone, so I ll talk about what I mean by that.
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So you re on Snapchat, you re on Twitter, you re on Facebook, you re on Instagram, you re on all those things.
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You re on LinkedIn.
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You ve got to make those things your friend, though, versus just your social time for sales.
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And so what I m telling you to do is I want you to use what you re good at, what you re good at staring down at your phone.
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And I want you to use it to do the things that Bill and I have just talked about.
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So I want you to constantly post things on Instagram relative to your business, constantly be on LinkedIn connecting, trying to email and text people to get meetings, constantly look at being on Facebook.
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and watching and engaging with people in your world on Facebook.
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And so I m encouraging you to do what you re already good at and stay on your phone.
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Just do it in a slightly different way.
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Do it for business versus the person, because they re good at that.
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And they ll kick anybody s butt.
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They ll kick Bob s butt every time by doing that.
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Eventually.
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Eventually over time, for sure.
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For sure.
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You have a new person who joins your firm, and he s in the benefits business, Jake is.
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Would you say to that person, spend a certain number of hours per day for the first 90 days doing nothing but creating content, linking up,
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Don t you make a call, you bring your lunch in, and you play loud, whatever your favorite music is, and you get in the groove, and that s all you re doing is you re creating quote cards, you re asking questions, you re recording audio, you re recording video.
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I mean, yeah, I would do that.
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Maybe it s all day.
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But think about the momentum and velocity you could build if you did that, as opposed to, well, I got to go make calls.
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And then next week, I m going to post something on Instagram.
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You never get any momentum.
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SPEAKER_00
No, no.
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I would absolutely lock a kid, kid being an operative word there, in an office, maybe for a month, saying, your deal is to learn as much as you can and create as much of this stuff, whether it s video, audio, that sort of thing.
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That s a great idea.
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And interview clients.
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Send them out and let them interview because they re better than that than a 50-year-old is.
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SPEAKER_00
Right.
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Now, I stay pretty good.
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You stay pretty good.
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But most of us don t that are guys that are our age and gals our age.
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And you can kick Bob s butt.
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I m telling you, you can.
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I hate Bob.
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SPEAKER_00
I don t know.
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I don t know how I ve come to hate Bob so much.
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SPEAKER_00
We talked about the Youth of the Nation, a song by P.O.D.
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And see, now we re getting some 90s.
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90s-ish.
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SPEAKER_00
Is that 90s tribe or 2000s?
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SPEAKER_00
90s?
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Yeah, it s good 90s stuff.
2
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Well, we re going to play the song.
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Kind of relate to our listeners.
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Youth of the Nation is the song by POD.
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Are we going to get in trouble for this?
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POD s a Christian band, so no, we ll make a donation to the church on their behalf, I think.
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SPEAKER_00
No, but if you re Youth of the Nation, this is how you win.
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SPEAKER_00
They pay no attention to licensing to Christian bands.
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They re not in it for the money.
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They re in it for the cause.
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Just ask their accountant.
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Yeah, I just think that s a great thing to do.
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And that s where you win.
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You have to play to your skill.
2
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Too often, we try to take a millennial person who s great on the phone, great with content creation in their normal life, and make them make a bunch of cold calls.
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Right, makes no sense whatsoever, in my opinion.
2
SPEAKER_01
That is really interesting.
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We should do, God, that is a course right there on how to, not just how to do that, but how to lead someone to do that.
2
SPEAKER_01
So if you re a VP of sales, I always like to think of it as, if you were to start your business over today, what would you do to build it?
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You wouldn t do what you did in the 70s and 80s and 90s.
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No.
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do that, even in 2000.
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You would use the biggest asset you have, which is your phone, the internet, and social media, and you would construct a plan that created momentum so that six months from now, you don t have to worry about anything because you ve got a network built, you ve got business coming in, you ve got referrals.
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SPEAKER_00
Yes.
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And if you re in this stage of life, you re already doing it.
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You re either doing it with your friends or your family on Facebook, Instagram, or you re doing it on, um, swipe right.
2
SPEAKER_00
What are those things called?
2
SPEAKER_00
The dating?
2
SPEAKER_00
Like, uh, what was it called?
2
SPEAKER_00
Tinder, right?
2
SPEAKER_00
It s things like that.
2
SPEAKER_00
Uh, all those that you re already doing it.
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SPEAKER_00
And so you just got to shift gears on why you re doing it for.
2
SPEAKER_00
Now you re going to do it for your sales life versus your personal life.
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SPEAKER_00
That s it.
2
SPEAKER_00
So.
2
SPEAKER_00
Drop the mic, man.
2
SPEAKER_00
Bill drops his earphones.
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SPEAKER_00
I love that.
2
SPEAKER_00
Youngblood, Newbreed, brother.
2
SPEAKER_00
Yeah, Youngblood, Newbreed, POD, Youth of the Nation, baby.
2
SPEAKER_00
Bring them home.
2
SPEAKER_00
All right.
2
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If you re having a sales meeting, Bill and I are heading out on the road.
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You ve heard us talk about this.
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We re going to be bringing you, I think, we think some videos, some in-room recordings things, so you ll see what it s like.
2
SPEAKER_00
Highly encourage you, if you have a sales meeting, sales retreat, send us up the ladder saying, hey, boss, we re having a meeting.
2
SPEAKER_00
We need to bring these guys in.
2
SPEAKER_00
They re really, really fun, really good, and super useful.
2
SPEAKER_00
send us an email, listeneratadvancesellingpodcast.com, but come see us in the subject line.
2
SPEAKER_00
We ll come visit you.
2
SPEAKER_00
If your boss s name is Bob, forget we said that.
2
SPEAKER_00
Please do.
2
SPEAKER_00
Forget this whole episode.
2
SPEAKER_00
Yeah, we should have everyone, everyone who has a Bob in their office should post them or tag them in this episode.
2
SPEAKER_00
That would be funny on LinkedIn.
2
SPEAKER_00
Okay, all right.
2
SPEAKER_00
See ya.
2
SPEAKER_00
Bye.
2
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We are, we are the youth of the nation.
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We are, we are the youth of the nation.
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We are, we are
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♪ You ll love the nation ♪