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In this episode of the Advanced Selling Podcast, Bill laments about his dead M key on his Apple keyboard.
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He also wins Dad of the Year for taking his seven-year-old daughter to a somewhat inappropriate movie.
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And we tackle a great topic and have you examine what exactly is your daily routine.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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My name, Bill Kasky.
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My name, Jose Jimenez.
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I don t remember that.
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I don t remember that.
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My name, Jose Jimenez.
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Hey, glad that you re here.
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A couple of reminder requests for you.
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Number one, we mentioned a couple episodes ago, sharing is caring.
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And we are really interested in letting the whole universe of salespeople be
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exposed to the Advanced Selling Podcast.
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How is that?
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We ll let them opt-in exposure.
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So here s what you do.
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Take a podcast.
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We do the podcast link.
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We put it up on LinkedIn.
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You can find them in Bill s feed.
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You can find them in the Advanced Selling Podcast feed.
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Take that.
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Share it to your tribe, to your LinkedIn group.
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Tag 15 of your salespeople friends.
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Then tag me and Bill.
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We re going to go through and scroll through some of those.
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We re going to pick a couple of random people to just call and do a little coaching session for, kind of like a sweepstakes-y free coaching session, but all in the spirit of the good for the whole profession there.
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So do that if you would.
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There s 17 million sales professionals.
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In the US?
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In the US.
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And we have about, we do about 125,000 to 50,000 downloads a month.
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That doesn t mean that individual, we re not speaking to 125,000, but generally that s the number.
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So we think there s a little bit of upside here.
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We think there s some upside.
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We d love to bump that number over three then to five.
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Yeah.
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Then we re going to call Spotify and see if we can get a Joe Rogan deal.
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Joe Rogan.
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You get any more of those Joe Rogan deals?
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Yeah, I heard about that.
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That s good.
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But we do love the fact that you re a fan of ASP and a loyal listener, and we know you have a deep commitment to up your game, which is why you re here every week.
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We invite you to become an ASP Insider, a group coaching program.
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We meet monthly.
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We coach the people in the group on relevant topics.
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It ll help you grow your business and your income.
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Tuition, $47 a month, or you can join for the year.
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So if you re a sales professional and you re not getting a lot of help or guidance or coaching or leadership from your VP of sales or your sales manager, or you like what we re talking about and want to go a little bit deeper into it, go to advancedsellingpodcast.com slash insider.
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Yes.
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We d like to have you in there.
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Love to.
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You have an interesting story about a very famous, very, very, very valuable company.
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Correct.
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Well, you know, I m an Apple fan.
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Same here.
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And you are too.
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And I have told so many people just, you know, just people say, why do you use Apple?
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Oh, my gosh.
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I ve been using it for, I don t know, Travis, 20 years.
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I mean, a long time.
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Anyway, and I m always singing their praises.
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Always.
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Always.
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Except.
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I went to the store the other day to buy a new laptop because mine s three years old, the M key does not work, so I ve got to buy a whole new laptop.
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The M key doesn t work?
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The M key doesn t work, and I m running out of storage, and I bought a two smaller one last time.
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So I went there.
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Of course, you ve got to go through a whole fitness calibration.
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I had to run a mile before I could even get in.
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They wouldn t let me in unless they had my temperature.
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And I had to run some line laps up and down the mall.
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So I was approved.
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My temperature was fine.
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In fact, it was like 95.
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95?
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Is he OK?
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He s poking on you to make sure you re not dead.
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So then I was approved.
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But then they said, oh, no, you can t come in if you re going to buy a laptop.
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Okay.
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Well, how does one buy a laptop procure a laptop and from the Apple agency?
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Well, you have to go online go over to the QR code on the honest on the thing So I went over I d never used QR code before used it all of a sudden popped up I m in the Apple system and there s a person texting to me.
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What can I help you with today, sir?
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Great.
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And so I thought okay good and as I m going back and forth I
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The tone of their message is a little stiff.
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It s a little stiff.
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And I thought, am I talking to a bot or am I talking to a live human?
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And as I went, I tried to put that out of my mind because I m like, well, if we re making progress here, all I want is a MacBook Pro.
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That s all I want at the end of the day.
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I want to spend a couple grand.
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I want to get it.
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I want to get it in my hand so I can hit M and be confident that it s good.
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So that s what happens.
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You click on it a long time, and it goes, m-m-m-m-m.
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So I m doing a lot of backspacing and forward spacing.
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And so I figure I pick up an hour a day just with a new Mac.
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So at some point a new act at some point.
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Yeah, that s right.
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It s too easy a new act.
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I got an apple So at some point it seems to change the language of the bot seems to go more personal and
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Because I m asking questions and they re coming back with these spot-on answer I m like, there s no way this is a bot.
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Although probably it s probably still could be and then she this bot I don t know why I call her.
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She she bought she bought she bought my baby.
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She says on Friday afternoon Let me see what I can do.
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I ll get right back with you.
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And that s the last I heard from her
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Are you serious?
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Yeah.
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So today I re-engaged this thing, this person.
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And I said, look, where are we on this?
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I want to get a MacBook Pro.
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And so I ve got somebody now.
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I got my new bot.
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I got bot two working on it.
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Two bots.
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Do you ever feel like when you re talking to somebody, is it AI or is it a bot?
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For sure.
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And I actually asked a question today.
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Are you AI or are you a human?
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And they said, I m a live human.
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But I don t know.
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Are you really?
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We did that.
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We took a, we took a, we were, Steph and I were driving a Friday afternoon and we got a telemarketing call.
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And so she took it on her phone on speaker just for, cause we re going to take it like, all right.
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And this guy s talking about selling us some sort of TV.
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And he s clearly from not the U S I think from India.
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And so she said... He s sick.
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He s sick.
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So I said, ask him.
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He said, all the channels are included.
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I just need your email address.
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I just need your email address.
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All the channels.
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She goes, all the channels in the whole world.
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And he giggles.
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All the channels.
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All I need is your email address.
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She s like, well, where are you calling from?
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Texas.
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I m like, you re not in Texas, dude.
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She s like, we re in Texas.
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He goes, I cannot give out my exact location in Texas.
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I need your email address.
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He just kept going.
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Oh my gosh.
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So yeah, that s a thing.
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I wonder if you were talking to a bot.
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I bet you were.
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I bet I was.
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You had to be.
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Had to be, right?
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But Apple continues to surprise me.
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I ll probably go home tonight, and there ll be a laptop sitting there on my desk.
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Hand-delivered by some woman named Susan, who s like, hi, it was me on the phone.
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Yeah, really nice.
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Totally.
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She invites me over for Thanksgiving dinner, and we have a long relationship.
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I m headquartered in Chicago.
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But yeah, I drove down just to deliver your phone.
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And then I ll be back next week saying, oh, Apple, they re amazing.
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And then, yeah, maybe she was a bot.
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She was a fembot from Austin Powers.
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All my 90s kids are laughing now.
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The fembot.
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That was on yesterday.
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What a great movie.
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It was a great movie.
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Oh my gosh.
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Such a great movie.
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I took my daughter, for some reason, she was about seven, to the spy who shagged me.
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You did.
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I have no idea why I took Cara to that movie.
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I had to keep sending her out for popcorn because I
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But I thought it was funny.
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She enjoyed it, but there were some pretty questionable parts of it.
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Yeah, you really need.
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You would think dad would know from the title, The Spy That Shagged Me, would have been not probably a good choice for a second.
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Bad dad moment.
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Bad dad o-int.
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I m sorry.
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I m trying to say it without the M s.
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O-int.
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Forever.
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Okay, today we re gonna talk about an interesting idea and concept is the daily routine.
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Kind of inspired, I m admitting, so I wonder for our listeners, I m admitting I m addicted to TikTok right now.
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It just captures me, people are real creative, it s funny, feeds me good, fun things to watch.
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One of the things that s kind of like a trend on TikTok is like show your day.
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So a lot of pilot, I follow a lot of pilots and a lot of pilots do this, like, I m gonna show you the day of a corporate pilot, 24 hours, what s the daily routine?
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Get up at 4.30, wash my face, and do this, and go down, go check the airplane.
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They do the routine.
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I m like, what is your daily routine as a sales professional?
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All of you probably have something that you do every day.
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The question is, is it on purpose?
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Is it a routine on purpose?
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Does it serve you well?
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Should you look at examining it?
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Should you change it?
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Should you keep it?
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What s the deal about the daily routine for a salesperson?
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So I d want to share maybe some of ours, some things, and maybe some places where we re kind of looking at our own daily routines and examining those and going, eh.
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So here s my, I told you in our show that I was going to hit you with a deep something out of the blue here.
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Best shot.
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Is the daily routine the thing?
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And I m assuming you re talking about morning routine here.
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Well, I mean.
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Or are you talking about through the whole day?
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Through the whole day.
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Morning s part of it for sure, but yeah.
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Because the question I would have, and I m trying to answer this for myself right now, is how much importance do we put on the morning, I ll call it the morning routine, because I look at the first hour, Tony Robbins talks about the power hour, and a lot of people have written books about the morning rituals.
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But I do really buy into this idea that between 6 AM and 7 AM, we will do things that will help us at 4 PM and 2 PM with prospects and clients.
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And I m not sure how much of that has to do with planning your day and, OK, what am I going to say to Travis when we meet today?
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It feels to me like if we re doing the daily or morning routine right, all that stuff just sort of happens and flows easier.
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What do you think about that?
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I have the same debate myself with routine.
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So I tend to be an early riser.
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I enjoy getting up early.
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It doesn t really bother me, even though sometimes I gotta climb out.
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And when I m working out at six, I ll get up at 5.15, and it s just quiet.
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I love the quietness of it.
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I especially love it quiet in the winter when it s snowy and cold.
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That s just a nice time, very thinking-oriented, like brainstorming, thinking in my mind.
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When I was in heavy prospecting mode, I would actually do some sales behavior really early at like 530.
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I actually gave that a name called seeding the day because I believe exactly what you said, Bill, which is if I send out 10 emails to connectors and prospects at 530, because it s so early, I ll forget that I did that and I ll get a response at one.
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I m like, oh.
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That s a good response.
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And I found it to be a really, really effective way to get your day going.
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What I don t know, so then there s like the, you should drink 20 gallons of water before 6 AM, and you should work out, and you should lift something heavy, and you should meditate for 45 minutes, and you should write down what you re grateful for, and you should sit with a cup of coffee.
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You should be quiet.
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There s a lot of stuff.
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And five kids going to school and all this other stuff.
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I m like, I m not there yet.
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And so that s the part where I m like, OK, kind of one thing at a time.
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Just getting up early.
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The exercise is key for me.
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The exercise is key for me.
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Working out early.
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And I know a lot of people, they re like, I can t work out in the morning.
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There s no better feeling way to start the day than exercising in the morning, my opinion.
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Yeah, I agree with you, though, about the, there s a laundry list of things possible to do.
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And so then it becomes two hours.
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And then I feel like, well.
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So what if it s two hours?
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I mean, you always hear about Richard Branson.
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He works out and meditates and does all that stuff.
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Takes him two hours in the morning.
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He gets to work by nine.
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He has tremendously productive days.
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He spends two hours doing that.
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That s good enough for Richard Branson, probably good enough for us.
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But I think sometimes what we do is we try to rush through it.
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Well, I got to meditate for 10 minutes, and I got to work out for an hour, and I got to be at the office by 8.
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And it feels to me like that s not the way to look at it.
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The way to look at it is to carefully craft that first hour or two or hour and a half.
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carefully crafted based on what works for you.
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If meditation doesn t work for you, don t meditate.
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I don t think we can put everybody s groceries in our basket and have them fit perfectly.
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It just doesn t work that way.
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Never heard that analogy.
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I like it.
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Yeah, we use that in Carmel.
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Don t put your groceries in my basket.
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Because it could have the row on it, and I don t want any part of that.
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Don t put your groceries in my basket.
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I like that.
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It s a good one.
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I think one thing that you read off a list, and you did not read this one, and I think this for me is important, and that s writing.
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Oh, yeah.
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And it doesn t have to be literally writing an essay or getting your red book lined and writing.
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It could be just a map.
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It could be drawing pictures.
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I think we need to get away from thinking about it as an essay assignment.
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And to just more, how are we getting our thoughts out of our brain onto a page?
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And again, whether it s mind mapping or charts or graphs or just bullet points, I think it s the process that s more useful than whether it turns into an essay or a blog of some kind.
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And again, that s a thing.
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So that grocery goes in your basket, doesn t grow in mine.
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You like that, don t you?
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Because I love that, actually.
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I m going to go tell your wife what you said about her last week.
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She ll know.
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I ve been trying to find a way to say that, because you get so much information.
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And when you follow people that are like,
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oriented for personal growth, you get all this info, and you can start to feel like a failure.
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Like, oh my god, I m not doing a gratitude journal.
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I m not writing.
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I m not meditating.
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I m like, no, no, no.
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That s not what it s about.
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It s about finding your things.
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But here s what I would say about that.
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You and I and anybody in the profession of knowledge, where you are coaching, consulting, and I think really every sales professionals in B2B is in the knowledge work world in some way because you re taking information you know and you re passing it on.
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Yeah, the biggest challenge we have yeah is extraction of knowledge truth because you have been doing what you re doing for years I ve been doing it years and Every day we re in front of people we re learning about podcasting and microphones and this not and if we don t start extracting that
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it doesn t allow us to put more in.
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And at some point, it just becomes like we re constipated with knowledge.
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That s an old Indiana term.
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I m going to stay away from that one.
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Constipated with knowledge.
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But the point is that how are you extracting what you know and putting it out into the world so you can get paid for it?
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Yes.
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Don t you think that s a big problem for us?
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Oh, huge, huge.
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I mean, think about the podcast.
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The nice thing about this is we get a chance to extract a little bit.
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Yeah, totally, totally.
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Yeah, and even this summer, I had a videographer, Will, an intern, follow me around all summer.
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And those videos live forever.
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And now that I will do.
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I will pull out the video, and I ll record a whole bunch of things on my phone that some I use, some I don t.
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That s my version of that.
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Yeah, good.
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You know what I mean?
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Does that make sense?
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Yeah.
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But it s good just to catalog all those things.
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Did he pass from the row?
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He survived.
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He s a survivor.
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It s not funny.
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It s not funny, but.
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He s one of the slim 99.9.
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He had the sniffles for it.
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He did.
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Sweet and sour sniffles.
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He s good.
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So here s the thing.
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Here s something that I told you in the pre-show that some people get surprised when they find out that I don t do, that most people do.
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And we re both very busy and we have really successful businesses and lives and all this other jazz.
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And I do not, and have not for years, I do not do to-do lists ever.
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I don t do them ever.
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I don t have one.
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You couldn t find one anywhere around me.
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SPEAKER_01
The reason I don t, I remember my dad used to have every day, he d have this little piece of paper, kind of like what you have here, this little, he d have like a hundred things on the list.
1
SPEAKER_01
Every day he did one, it was the first thing he did every day.
1
SPEAKER_01
which is fine.
1
SPEAKER_01
That doesn t work for me, because I feel like I become hostage to it.
1
SPEAKER_01
So I never do a to-do list.
1
SPEAKER_01
It s an interesting routine.
1
SPEAKER_01
And what I see people doing, now some people they have to, and then some people actually will do a to-do list.
1
SPEAKER_01
It s like they write things down that they ve already done to check it off the list, because that s the motive.
1
SPEAKER_00
That s sick.
1
SPEAKER_00
That is.
1
SPEAKER_01
I think so.
1
SPEAKER_01
But I know people that do that.
1
SPEAKER_00
Last Christmas, I bought my wife this.
1
SPEAKER_00
Well, I don t have to do that again.
1
SPEAKER_01
Shack.
1
SPEAKER_01
Yeah, exactly.
1
SPEAKER_01
Well, after I work out, work out, check, did that.
1
SPEAKER_01
Look, I worked out, drink two bottles of water.
1
SPEAKER_01
Oh, did that, check.
1
SPEAKER_01
And you write it down.
1
SPEAKER_01
It s just not my bag.
1
SPEAKER_01
Because to me, what I think about in the day is I just want to do, if I can just do two really big things that are, like we talked in the last podcast about leverage, that s all I m consumed with.
1
SPEAKER_01
And the rest to me can be set aside.
1
SPEAKER_01
In fact,
1
SPEAKER_01
This is a good exercise for me.
1
SPEAKER_01
I wrote down, so I wrote down, wake up, exercise, see the day.
1
SPEAKER_01
The fourth thing I wrote was boundaries, defining boundaries.
1
SPEAKER_01
And I don t think people put that in their routines, which is, how am I going to handle the stuff that comes at me for the day that kind of doesn t matter or shouldn t matter?
1
SPEAKER_01
And I think people really, salespeople really struggle with that.
1
SPEAKER_01
They re so reactive to their inbox, to their boss, to their customers.
1
SPEAKER_01
Their day runs them every day.
1
SPEAKER_01
And I d have you listening to examine that and say, as part of my routine is I ve got real healthy boundaries.
1
SPEAKER_01
Let s say, you know, it s already not going to do that.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
The last thing I had here on my list was about probably the end of March.
1
SPEAKER_00
I don t know if I talked about this or not.
1
SPEAKER_00
I started doing what I call the Kasky Chronicles.
1
SPEAKER_00
Oh, no, you didn t tell me this.
1
SPEAKER_00
And it was just on my recorder, voice memo function.
1
SPEAKER_01
Yeah, good.
1
SPEAKER_00
And I started doing them every day.
1
SPEAKER_00
And I was doing them amidst the COVID and telling my phone what I really thought.
1
SPEAKER_00
I was brutally honest because I knew that nobody would ever hear it.
1
SPEAKER_00
And there s something kind of refreshing about giving voice to true feelings that we can t say.
1
SPEAKER_00
Mark Twain wrote an essay once, I think it was published in The Atlantic, I think I may have mentioned it, something about you only can tell the truth when you re dead.
1
SPEAKER_00
The only time you can really tell the truth is when you re dead.
1
SPEAKER_00
Because you can t tell it when you re alive because you ll get too much crap for the truth.
1
SPEAKER_00
And so I was going through.
1
SPEAKER_00
And so what has happened, though, is that Chronicles has become something I m doing like three or four days a week, where I just give voice to frustrations, feelings, excitements.
1
SPEAKER_00
Maybe when I die someday, you can publish this at the funeral.
1
SPEAKER_00
Maybe we ll do that.
1
SPEAKER_00
Well, I will someday.
1
SPEAKER_00
Would you like us to play that at your funeral?
1
SPEAKER_00
Yeah, we could just play it.
1
SPEAKER_00
If that happens.
1
SPEAKER_00
Just put some nice music.
1
SPEAKER_00
Are you good with playlists?
1
SPEAKER_00
Oh, I ll DJ.
1
SPEAKER_00
I ll DJ your funeral.
1
SPEAKER_00
Yeah, you ll have a DJ.
1
SPEAKER_00
OK.
1
SPEAKER_01
I m going to DJ Bill s funeral.
1
SPEAKER_01
There s a gig.
1
SPEAKER_01
It s a gig.
1
SPEAKER_01
That s right.
1
SPEAKER_01
Mark it down.
1
SPEAKER_01
Who should I?
1
SPEAKER_01
Would you like me to voice Jane or Kerry?
1
SPEAKER_01
I ll put you in the will.
1
SPEAKER_00
I ve got a whole binder.
1
SPEAKER_01
Will you leave the podcast to me, please?
1
SPEAKER_01
Can you play it?
1
SPEAKER_00
I ll leave it to you if you shag me.
1
SPEAKER_01
I ll leave it to you if you shag me.
1
SPEAKER_01
Yeah, exactly.
2
SPEAKER_01
Oh, jeez.
2
SPEAKER_01
OK.
2
SPEAKER_01
That s good.
2
SPEAKER_01
I love that, the Kasky Chronicles.
2
SPEAKER_01
It s a great idea.
2
SPEAKER_01
What would you say if no one would ever see it or hear it, if all the fear of that being found out was gone?
2
SPEAKER_00
Exactly.
2
SPEAKER_00
And I noticed the first few days, I couldn t do it because I thought, wow, somebody s going to hear this.
2
SPEAKER_00
And then at some point, I just let go.
2
SPEAKER_00
That s phenomenal.
2
SPEAKER_00
And then I went back the other day and listened to a few right in the middle of the lockdown.
2
SPEAKER_00
And I was kind of spot on.
2
SPEAKER_00
That s good, man.
2
SPEAKER_00
Some of the things that I was saying that nobody would believe.
2
SPEAKER_01
Tony, stuff.
2
SPEAKER_01
Yeah, we like it.
2
SPEAKER_01
So, hey, join our LinkedIn group.
2
SPEAKER_01
By the way, if you re not on our email list, if you re listening to this right now, no email, you re not on our email list, you need to get on that.
2
SPEAKER_01
Go to ultimatepregame.com is where you give us your email.
2
SPEAKER_01
We ll give you something for giving us your email.
2
SPEAKER_01
That s easy.
2
SPEAKER_01
Ultimatepregame.com, a real useful tool there.
2
SPEAKER_01
And then join our LinkedIn group if you would, please.
2
SPEAKER_01
Lots of people there, lots of chatter.
2
SPEAKER_01
And that s it.
2
SPEAKER_01
See you next time at the EventSellingPodcast.