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Hey, if you re like most sellers, referrals account for a large percentage of your results.
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But the process can be clunky, can t it?
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Never know quite when to ask or how?
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Well, in May s Insider Training, we ll go deep into a referral strategy you can use that generates more discussions by getting introduced to the right people.
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If you re not an insider yet, what the heck are you waiting for?
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Tuition is not a secret.
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$47 a month, and you won t want to miss this session on referrals.
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Go to advancedsellingpodcast.com slash insider to find out more.
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In this episode of the Advanced Selling Podcast, Bill celebrates his 30th anniversary with his wife on the day of his 31st anniversary.
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We invite you to share complicated Starbucks orders.
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Make sure you listen to this episode till the end because we want to hear your complicated Starbucks orders.
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You ll post those in the LinkedIn podcast group.
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And we talk about what to do when your sales coach sees more in you than you see in yourself.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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Here every week.
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Glad that you re here.
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Lots of fun things coming up.
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As you know, we ve been talking about our good friends at Outreach.
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We re doing this partnership live recording with them coming up on May the 4th, Closing the Sales Execution Gap.
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That s what we re going to be talking about with Scott Barker, who s got lots of wisdom to share on the topic.
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And Bill and I, I guess we have some wisdom to share occasionally.
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After 15 years, we got a little left, don t we?
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I think we shared a little bit of that last week about forecasting.
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That was one of the three elements.
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But I think we have a little.
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It s minute, but it s there.
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It s little.
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SPEAKER_00
It s there.
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But we want you to join us, because this is a live recording.
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You ve always wanted to, like, what s it like to listen to Bill and Brian record the show live?
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Yeah.
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Well, now you get the chance to.
0
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So May the 4th, go to the website, advancedsellingpodcast.com slash outreach.
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And you can register there.
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And I think we ll put in the show notes, too.
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So if you want to enroll, it s free, complimentary.
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It s a good hour.
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I think it ll be an hour well spent of your time.
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Oh, it d be great.
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Yeah.
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And bring your boss.
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This is a VP of sales, chief revenue officer topic.
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And all of you should come to this thing, because it ll help everybody in the chain.
0
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Everybody should come.
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So Allskate.
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Do you ever remember skating?
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SPEAKER_00
I remember Allskate.
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You brought it up the other day.
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SPEAKER_01
Oh, you did, didn t I?
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Didn t I?
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It s been a long, it s been many years since I did an Allskate.
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SPEAKER_00
Same.
0
SPEAKER_00
I feel like roller skating.
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That s a TikTok thing.
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One of the trends I see on TikTok is people my age and older roller skating.
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Oh, really?
0
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They re really good.
0
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They never left.
0
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I wonder how this would catch you if someone said this to you.
0
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We re making a dinner reservation for a large party.
0
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We re taking our team out to a little dinner here.
0
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So party 14, this young girl s helping me on the phone.
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She s very, very nice.
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And a little rattled because I d called this restaurant.
0
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It s a restaurant I go to a lot.
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I didn t get a call back.
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I wasn t upset.
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But she said, let me get the manager, and he ll call you back.
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I m like, I ve already done that once.
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She s like, oh, OK.
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Let me go see if I can find you.
0
SPEAKER_00
Really nice, really well done.
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She goes, OK.
0
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So I talked to him, da-da-da-da.
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She goes, OK.
0
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You would normally, she wanted to know what time.
0
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Like you say, what s a good time for the reservation?
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Before that, though, she needed my name.
0
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And she said, what s a good name for you?
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And I thought, oh, all right, let s go with CJ.
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I don t know what s a good name for me.
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How about El Conquistador?
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Let me think.
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That s a good name.
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Like from my childhood?
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Caesar?
0
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Like, you want that?
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Childhood name.
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And she was just, you know, people get a little mixed up and little, you know, wound up.
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Because I was in a play once in high school.
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And I was Caesar.
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Were you?
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Would you call me?
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No.
0
SPEAKER_01
Oh, would you call me that from this point forward?
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Yeah.
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Brian Caesar.
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What s a good name for you?
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SPEAKER_00
I don t know.
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We can go with it.
0
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Yeah.
0
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Yeah.
0
SPEAKER_00
Let s go with Bono.
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Bono.
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Party of four.
0
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What did you actually say to her?
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Did you?
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I kind of giggled.
0
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Yeah.
0
SPEAKER_00
What s a good name for him?
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Like,
0
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Let s go with Brian.
0
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How about Brian with a Y?
0
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That s a good name.
0
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It s been my name for 52 years, but thanks for asking.
0
SPEAKER_00
It s not a great name.
0
SPEAKER_00
It s a good name.
0
SPEAKER_00
Not a great name, but a good name.
0
SPEAKER_00
I just thought that was funny.
0
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What s a good name for you?
0
SPEAKER_00
I don t know.
0
SPEAKER_00
How s this sound?
0
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Let s chat about it.
0
SPEAKER_00
We can come up with something.
0
SPEAKER_00
We can work it out.
0
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Let s get a little uniqueness with the Y instead of the I. I don t know.
0
SPEAKER_00
I don t know.
0
SPEAKER_00
That just caught me funny for the moment.
0
SPEAKER_00
That is funny.
0
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What s a good name for you?
0
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People say the darndest things.
0
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They do, don t they?
0
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Especially when you get a little bit frazzled in your job.
0
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Just a little bit.
0
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And you kind of lose yourself a little bit.
0
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And whatever just comes out of your mouth comes out of your mouth.
0
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I had a similar thing.
0
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We made reservations at Rue s Chris, which is a steakhouse here in town.
0
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Had my 31st anniversary.
0
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Thought it was 30.
0
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Found out it was 31.
0
SPEAKER_01
I had all these things written up about 30 years and 30 and 30 and 30 for 30.
0
SPEAKER_01
We did an ESPN 30 for 30 on it.
0
SPEAKER_01
And she goes, oh, you know, this is great.
0
SPEAKER_01
I can t wait.
0
SPEAKER_01
She goes, by the way, it s 31.
0
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That s not good.
0
SPEAKER_00
I said, I have long COVID.
0
SPEAKER_01
I have long COVID.
0
SPEAKER_01
I can t remember last year.
0
SPEAKER_00
You didn t tell me that.
0
SPEAKER_00
That s really, I mean, I ve been there.
0
SPEAKER_00
I understand that.
0
SPEAKER_01
So anyway, I made reservations, which we typically go to Roost Chris for these.
0
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And we love it.
0
SPEAKER_01
We don t go that often.
0
SPEAKER_01
So I made a reservation.
0
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And then at the last second, she said, you know, I kind of don t want to, it s kind of, we do that all the time.
0
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We try something.
0
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thing else.
0
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And so I did.
0
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So I called Ruth Chris back, well, probably three or four hours before we were supposed to be there.
0
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I said, hey, we need to cancel, unfortunately.
0
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And she goes, OK, what s the name?
0
SPEAKER_01
What s a good name?
0
SPEAKER_01
I said, Caskey.
0
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She goes, OK, I got you.
0
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You were at 630?
0
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I said, yeah.
0
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Click.
0
SPEAKER_01
It s like, really?
0
SPEAKER_01
Not a thank you for letting us know.
0
SPEAKER_00
Please come back.
0
SPEAKER_00
Would you like to reschedule?
0
SPEAKER_01
Click.
0
SPEAKER_00
Wow.
0
SPEAKER_00
Wow.
0
SPEAKER_01
Okey dokey then.
0
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I mean, maybe she inadvertently hit the hold button or whatever, but she never came back.
0
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And I m waiting for like hours.
0
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OK.
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SPEAKER_00
I think we had a bouquet of 30 roses here, and we were running out to get the 31st.
0
SPEAKER_00
Yeah.
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SPEAKER_00
Right when you called.
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SPEAKER_00
That s right.
0
SPEAKER_00
That s right.
0
SPEAKER_00
She was done with me.
0
SPEAKER_00
She dismissed me.
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SPEAKER_00
All done.
0
SPEAKER_00
And you got canceled by the Ruth s Chris hostess, host.
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I like it when, in fact, the night that we went, we ran into a friend of ours, common friend.
0
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But this common friend s
0
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I guess it was date or significant.
0
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There was somebody with him.
0
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And I knew that person.
0
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And he stood up and said, hey, Bill, it s been a while.
0
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I said, hey, yeah.
0
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I couldn t remember his first name, but I pretended like I knew him.
0
SPEAKER_01
And he goes, hey, William, it was good seeing you, man.
0
SPEAKER_01
And he kind of dismisses me, kind of move along, does that.
0
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And I hadn t talked to the lady who he was with, who I really like.
0
SPEAKER_01
And she didn t even stand up.
0
SPEAKER_01
And she was looking at me like, hey, I d love to talk.
0
SPEAKER_01
But he s like, he s moving me along.
0
SPEAKER_00
Move along here.
0
SPEAKER_00
Scoot along.
0
SPEAKER_00
Nobody to talk to.
0
SPEAKER_00
Yes.
0
SPEAKER_00
So anyway.
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Call Child Protective Services.
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SPEAKER_00
People do funny.
0
SPEAKER_00
No, it s weird, isn t it?
0
SPEAKER_00
People do funny things.
0
SPEAKER_00
Funny, funny stuff.
0
SPEAKER_00
OK, topic time.
0
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Yeah, the topic, I came into the studio today to do this.
0
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And Brian and I were talking about possible topics, which we always do.
0
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And one of the things that I have found interesting, we ll just leave it kind of that description, is that when we go into a company to do work,
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I know I m very reluctant to assume I know who the high achievers are.
0
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Because a lot of times the CEO will say, hey, Bill, Brian, these three people right here, these are my top performers.
0
SPEAKER_01
I almost want to go, blah, blah, blah, blah, blah.
0
SPEAKER_01
I don t want to hear that, because I don t want to have any kind of preconceived notions about that.
0
SPEAKER_01
But sometimes you can just tell who the high performers are.
0
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And what happens is we go through, and we train, and we start to coach, and we do programs, and we do client interaction, and we start to do our thing.
0
SPEAKER_01
And at some point then in the process, we look at this group of people that we re coaching, and we start to ask ourselves questions like, you know, Peter over there, he could be really good, but he s not hitting his numbers, or he doesn t like sales, or there s some kind of,
0
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You know, something in the ointment there that s not sitting well.
0
SPEAKER_01
And I see that a lot, people that don t think they have the potential that they really have.
0
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And I wonder what that is.
0
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And I thought I d bring it up today.
0
SPEAKER_01
And when we were talking, you said, yeah, you see that occasionally, or more than occasionally.
0
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It s like, we see how much
0
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Awesome a person can be they don t see it.
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Yes happens all the time.
0
SPEAKER_00
Yeah, it has over 25 plus years doing this and The I think it s one of the most difficult things that I and I m guessing you deal with is to see high Potential in someone when they don t see it themselves
0
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And so if you re listening to this and maybe you re questioning, gosh, am I?
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Some of you, you re already there.
0
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You commit.
0
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You work.
0
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Boom.
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SPEAKER_00
And the performance looks there.
0
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Some of you may be sitting there wondering what s the problem or whatnot.
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And the problem is probably who you re sitting in the car with there by yourself.
0
SPEAKER_00
And it s not that you re a bad person or anything like that.
0
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It s just at some point, there s been this gap, this performance gap between what you believe and what s really occurring.
0
SPEAKER_00
And when you get a coach like Bill or me to come along to see that, one of the things that we listen for and pay attention to are your reactions to if we ever push on that, like say, OK, what is that?
0
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And it s amazing how many times some people will give lots of excuses.
0
SPEAKER_00
That tells me they re not what I thought they were.
0
SPEAKER_00
So they ll say, well, it s a territory problem, or da-da-da-da-da.
0
SPEAKER_00
But some people say things like, you know,
1
SPEAKER_01
I m just not comfortable yet calling on CFOs.
1
SPEAKER_01
I still think I need a couple more years.
1
SPEAKER_01
It s like this thing, I think there s an innate thing they re going to get somewhere or learn something that s going to suddenly make it OK for them to be a high achiever.
1
SPEAKER_01
Well, I ve only been here for four years, Bill.
1
SPEAKER_01
And I m like, OK, where does it say in the rule book that you can t be the number one salesperson after only four years?
1
SPEAKER_01
But they think that.
1
SPEAKER_01
And that to me, so the first thing I guess I m bringing up here is the limiting belief that it s something outside of me, but not an excuse way.
1
SPEAKER_01
more in a fundamental belief way.
1
SPEAKER_01
Well, so I get that here s a here s a very common one.
1
SPEAKER_01
I hear this all the time.
1
SPEAKER_01
Well, you know, I m only 27.
1
SPEAKER_01
And the CEO I m calling on is 52.
1
SPEAKER_01
And I just don t know that they ll see, you know,
1
SPEAKER_01
see me as a peer.
1
SPEAKER_00
See my value.
1
SPEAKER_01
Yeah, see my value, because of age.
1
SPEAKER_01
And again, I go, OK, where does it say that?
1
SPEAKER_01
Where does it say that, that you have to be within three years of each other to see value in another human?
1
SPEAKER_00
Well, what you re talking about there, and I think this is where it all begins, is with our own beliefs about ourselves, or our role, or our value in the world, or why we re even at this job.
1
SPEAKER_00
There s this thing called confirmation bias, not to go into a ton of psychological detail, but we will confirm things that we believe.
1
SPEAKER_00
We will seek out confirmation of what we believe.
1
SPEAKER_00
So if I think the sky is blue, and I say it s blue, and somebody else disagrees, I ll go to you and say, what do you think, Brian?
1
SPEAKER_00
And you say, it s blue.
1
SPEAKER_00
I m like, see?
1
SPEAKER_00
I mean, Brian said that.
1
SPEAKER_00
I mean, I m not.
1
SPEAKER_00
And so we ll seek out ways to confirm our biases.
1
SPEAKER_00
And I think that goes also for performance biases, where we re operating at a certain level.
1
SPEAKER_00
And somebody like you or I comes along and says, hey, you could really be, without too much work, you could be getting to $200,000.
1
SPEAKER_00
And we say, well, no, no, no.
1
SPEAKER_00
I m at $100,000.
1
SPEAKER_00
I mean, look, I m content.
1
SPEAKER_00
I m comfortable.
1
SPEAKER_00
There you go.
1
SPEAKER_00
I m grateful for what I have.
1
SPEAKER_00
I don t want to kill myself.
1
SPEAKER_00
Right.
1
SPEAKER_00
I m not in a race.
1
SPEAKER_00
Not in a race.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
I don t want to work 16 hours a day, to which we say, did we say that?
1
SPEAKER_00
Exactly.
1
SPEAKER_01
That s what it is.
1
SPEAKER_01
The gaps get filled in with things that are beliefs that we never said.
1
SPEAKER_01
Just what you said.
1
SPEAKER_01
You can double your income.
1
SPEAKER_01
Well, nobody doubles their income.
1
SPEAKER_01
Well, people do double their income in a year.
1
SPEAKER_01
I don t want to work too hard or kill myself.
1
SPEAKER_01
We don t have to do that.
1
SPEAKER_01
Well, I already make twice as much as my parents and my teachers made.
1
SPEAKER_01
Where does that come into play?
1
SPEAKER_01
Why does that matter at all?
1
SPEAKER_00
All I m looking to do is fund my retirement, fund my college, and I m doing that fine.
1
SPEAKER_00
I m going to keep doing what you re doing, doing what I m doing, which is OK.
1
SPEAKER_00
But at least now you ve made a conscious choice that that is your path, your journey.
1
SPEAKER_00
And you may wake up in three months and say, you know, I thought about that conversation we had, Bill, Brian.
1
SPEAKER_00
I think I am ready to ignite and explore new vistas.
1
SPEAKER_01
Yes, and I think that s the lesson that comes from today s show.
1
SPEAKER_01
is examine those things in your mind.
1
SPEAKER_01
So if Bill and I came to you as your coach and said, OK, let s just use income as an easy thing, what s your average last five years W-2 base plus commission?
1
SPEAKER_01
It s 150.
1
SPEAKER_01
We start to press on that and say, we need to get that anchored to 300.
1
SPEAKER_01
Now tell me all the reasons within your own belief system that tell you that that s not possible.
1
SPEAKER_01
And that s where these things, and people need to inventory those things and see them on a piece of paper, right?
1
SPEAKER_00
You need to write those down and get them out.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
Because they re too mystical if they re not written down.
1
SPEAKER_00
If you get them down in black and white, then you re like, well, yeah, I said that, but I don t really believe that.
1
SPEAKER_00
Yes.
1
SPEAKER_00
I mean, Brian never said anything about working twice as hard, so why did I go there?
1
SPEAKER_00
Yes.
1
SPEAKER_00
And you can start to do some self-analysis, which is hard to do.
1
SPEAKER_00
Sometimes you need another human being there.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
But at least getting your beliefs, because,
1
SPEAKER_00
You know, if you come up with a goal, like you have a vision, I want to generate a million dollars a year of income, whatever your goal is, and let s say you re at 100 grand now, sometimes you look at that and say, well, that s a big gap.
1
SPEAKER_00
I mean, that s a huge gap.
1
SPEAKER_00
How hard am I going to have to work?
1
SPEAKER_00
And I think the way you have to start thinking about that is, well, what beliefs am I going to need to buy into for me to go from 100 to 102 million?
1
SPEAKER_00
Yes.
1
SPEAKER_00
Because the beliefs are always the problem.
1
SPEAKER_00
It s not the hours in the day.
1
SPEAKER_00
It s the beliefs.
1
SPEAKER_00
And sometimes if we have goals that are out there that we re not reaching, it s probably something like a belief that s holding you back.
1
SPEAKER_00
It could be subconscious, so you re going to have to go a little deeper.
1
SPEAKER_00
It could be a conscious belief.
1
SPEAKER_00
It could be something you ve just assumed to be true, like if I m going to double my income, I have to double the number of hours I work.
1
SPEAKER_00
Well, that s false.
1
SPEAKER_00
But if that s an opinion you have or a belief you have, you will never want to double your income because you know there s too much pain around it.
1
SPEAKER_00
That s great.
1
SPEAKER_01
definitely do this inventory, and then take it out.
1
SPEAKER_01
And I d love for you next to the next column, and as you write down why this belief that you re holding onto is accurate or true, now you re looking for that confirmation bias.
1
SPEAKER_01
And you ll see things like, well, like my wife, Stephanie,
1
SPEAKER_01
When she got out of college, she got a sales job, cold calling car dealers, cold calling.
1
SPEAKER_01
Turned out, after about a year, she was really good at it.
1
SPEAKER_01
And the way their pay structure was made was up.
1
SPEAKER_01
She made a ton of money.
1
SPEAKER_01
She was about 23, then 24, 25.
1
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Those three years, she made about $200,000 a year.
1
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This is years and years ago.
1
SPEAKER_01
That was a ton of money.
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Her friends were making $30,000.
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SPEAKER_01
She was so, and she never got past that.
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She never got through 200, to three, to four, to five as a salesperson.
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One of the reasons, she would tell you, and I would tell you, is because.
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She was tethered.
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That s it, tethered to, well, I m already making three times as much.
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Seven times.
1
SPEAKER_01
Right?
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She d bought a, paid cash for a BMW, this stuff, and then would catch some crap from her friends.
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Like, oh.
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You know, that sort of, but it does, it holds you back, doesn t it?
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SPEAKER_01
It does.
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SPEAKER_01
It pulls you right back in like, yeah.
1
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Maybe I m happy, I m comfortable, I got a good life.
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All those things are very real.
1
SPEAKER_01
And you ll see where these beliefs that you have, whether they re true or false, you will find that most of them are false.
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Most of them are made up in your mind.
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There s no rule, there s no law that says you can or can t.
1
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And if you flip those around, and flip those around to I can t because, and flip that to how can I with this.
1
SPEAKER_01
So how can I double my income, work the same amount of hours, feel comfortable with that income,
1
SPEAKER_01
How can I do those things?
1
SPEAKER_00
Now you re solving the problem in a good way.
1
SPEAKER_00
Right.
1
SPEAKER_00
And you can t just do that for five minutes.
1
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You have to really explore it and have meetings with other people, maybe your spouse, maybe your manager.
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Say, look, I want to have a series of three or four meetings over the next month where we re going to focus on how can I triple my income without tripling my time work.
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SPEAKER_00
Just start the process.
1
SPEAKER_00
And what happens is these beliefs
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SPEAKER_00
the disempowering beliefs, but also the empowering beliefs start to rise.
1
SPEAKER_00
They start to surface.
1
SPEAKER_00
And then you can deal with them as opposed to subconsciously, if I don t think I m worth it.
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SPEAKER_00
If you never identify that, it s going to run your life.
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SPEAKER_00
It does run our lives and it runs my life too.
1
SPEAKER_00
I mean, we all have these subconscious beliefs.
1
SPEAKER_00
It s not just those of us who are underperforming.
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It s all of us.
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SPEAKER_01
Yes.
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And I want everyone also to think about the fact that if you pick any high-performing individual, human being, whatever they are, they ve been through a path on very rare occasions.
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Let s take massive inheritance, people who are born into a billionaire family.
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That s such a small percentage.
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For the vast majority of the 350 million Americans of us, we ve all been on a path.
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And some of the people that we know, I was inspired.
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I saw a little video from 1999 from Google
1
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when I think there were 19 employees there.
1
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And they had a birthday party.
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And they were singing happy birthday to one of their employees.
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And you saw Larry and Sergi there.
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And they had a birthday cake.
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And they had some beer.
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And it was 1999.
1
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And they were sitting around.
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All those people now are worth hundreds of millions of dollars.
1
SPEAKER_01
Yet in that moment, they were at a really small startup with 11 people or whatever, 19 people.
1
SPEAKER_01
I m having a birthday cake, because, you know, it s someone s birthday.
1
SPEAKER_01
So my point is, everyone you see like that, look at the old pictures of Jeff Bezos, with his, like, drawn, like, almost crayon version Amazon thing sitting behind him.
1
SPEAKER_01
Have you seen that picture of him in his office and his garage?
1
SPEAKER_01
Look at Steve Jobs and Wozniak in the garage.
1
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Most people have been through a path.
1
SPEAKER_01
And so that, to me, also wipes away the this is impossible.
1
SPEAKER_01
Because all those people, like you were sitting, you know?
1
SPEAKER_01
Someone was in the office complex with Google.
1
SPEAKER_01
Like, what are those?
1
SPEAKER_01
Some insurance guy was down the street like, what are those guys?
1
SPEAKER_01
A couple of young dudes from Stanford.
1
SPEAKER_01
I don t know.
1
SPEAKER_01
Some technology thing.
1
SPEAKER_01
I don t know.
1
SPEAKER_01
They have birthday parties and drink beer at work.
1
SPEAKER_01
I don t know.
1
SPEAKER_01
Doing OK now, eh?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
But those two guys had to have some kind of belief that they were onto something.
1
SPEAKER_00
Yes.
1
SPEAKER_00
And that there was something behind this notion of Google, and they had to believe it.
2
SPEAKER_02
And I think that goes for us, too.
2
SPEAKER_02
And sometimes I think it s a fear factor where we re a little bit afraid of buying into something because the crash could come and we could fail.
2
SPEAKER_02
I don t know if I want to spend $1,000 on personal development.
2
SPEAKER_02
It s like, well, that s a poverty mindset.
2
SPEAKER_02
You re not willing to bet on yourself for $1,000 or $10,000 or $100,000.
2
SPEAKER_02
And so I think we ve got to identify those beliefs, come to terms that that may be the things that are stopping us from getting to that next level, whatever that is, and be a learner, be curious, be interested.
2
SPEAKER_02
In fact, that s one reason we re doing this work with outreach here on May 4th, is we want our listeners to be curious about, how can I improve these forecasting and the sales pipeline?
2
SPEAKER_02
How can I improve those things?
2
SPEAKER_02
How can I get better at that?
2
SPEAKER_02
And we think it s up to us to share these kinds of opportunities with you.
2
SPEAKER_02
And whether you do anything with outreach or not is sort of irrelevant.
2
SPEAKER_02
It s like, you need to get in the game, understand what the game is today.
2
SPEAKER_02
And that s why we re doing that.
2
SPEAKER_02
If you re interested in that, by the way, you can go to the show notes.
2
SPEAKER_02
It s called Closing the Sales Execution Gap.
2
SPEAKER_02
There s plenty of information on the website.
2
SPEAKER_02
But I wanted to share that with you, too.
2
SPEAKER_00
Love it.
2
SPEAKER_00
Love it.
2
SPEAKER_00
Love it.
2
SPEAKER_00
So you got some homework from today s episode, some thoughtful homework.
2
SPEAKER_00
And like Bill said, this is not a 10-minute exercise.
2
SPEAKER_00
drop into a coffee shop real quick and slam a double cappuccino ice mocha with two pumps of drizzle and whatever else you guys do at Starbucks that I don t do.
2
SPEAKER_00
Two pumps of drizzle.
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SPEAKER_00
Whatever you do is what you do.
2
SPEAKER_00
It s one pump.
2
SPEAKER_00
That s funny.
2
SPEAKER_00
Two pumps is funny.
2
SPEAKER_00
It s one.
2
SPEAKER_00
I ll get two extra shots of espresso, ice only up to the midline, though, and then
2
SPEAKER_00
We do need to have some people, please.
2
SPEAKER_00
You re a Starbucks guy.
2
SPEAKER_02
I want like a half, like a quarter of a container of ice.
2
SPEAKER_02
I want light ice.
2
SPEAKER_02
But now, I used to say light ice.
2
SPEAKER_02
Now I have to specify how big the container.
2
SPEAKER_02
How far it goes up.
2
SPEAKER_02
And then the other day, I wouldn t get one pump of mocha in my.
2
SPEAKER_02
And I noticed that at the bottom, it was just, and this is one pump.
2
SPEAKER_02
It was just all mocha at the bottom.
2
SPEAKER_02
And it s just so sweet.
2
SPEAKER_02
I m saying, how many usually do you put in?
2
SPEAKER_02
They said four.
2
SPEAKER_02
Like four pumps of mocha would be that much.
2
SPEAKER_02
Chocolate at the bottom.
2
SPEAKER_00
I can make chocolate chip cookies.
2
SPEAKER_00
We do need to have some people comment in the LinkedIn group about their complicated Starbucks order.
2
SPEAKER_00
I would love to hear.
2
SPEAKER_00
And we will read complicated Starbucks.
2
SPEAKER_00
Be proud of it, though.
2
SPEAKER_00
You should.
2
SPEAKER_00
And I love when people, they rattle it off.
2
SPEAKER_00
You can tell they do it.
2
SPEAKER_00
So I want a venti iced chai latte with two pumps, no driz, extra whip, and two venti cups or whatever.
2
SPEAKER_00
I don t even know.
2
SPEAKER_00
With a little room at the top.
2
SPEAKER_00
Exactly.
2
SPEAKER_00
For something.
2
SPEAKER_01
But I don t know what it is yet.
2
SPEAKER_01
A little funny.
2
SPEAKER_01
All right.
2
SPEAKER_01
We digress.
2
SPEAKER_01
See you next time.
2
SPEAKER_01
Bye.
2
SPEAKER_01
Bye.