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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, podcast history.
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I m host number two, Bill Kasky.
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Host number 2A, Brian Neal.
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See what I did.
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No, you re host number one.
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No, it s alphabetical order.
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Kasky Neal.
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We welcome you.
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We do so every week.
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We release every Monday.
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If you re new to the podcast, welcome.
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We hope you ll find it useful and helpful and prosperous for you.
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We have been doing this for the better part of 17 years.
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Started in 2006.
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We celebrate 17 years next year.
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And we know it s the week before Thanksgiving.
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If you re listening to this live, the week it s released.
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So hopefully you ll have a great Thanksgiving.
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And we ve had some really good episodes recently, we think, about planning, how to think about planning, what to do about planning.
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And if you re interested in joining the ASP Insider program, it s a monthly training that we go live the first Friday of the month.
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Go to advancedsellingpodcast.com slash insider.
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Bill, what is your take on the legislation passed unanimously in the Senate?
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You never hear that these days.
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Unanimously in the US Senate for our US listeners here.
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And I know this applies to our people who are outside the US.
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I think I know what you re going to ask.
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Of course you do.
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That is now stalled.
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The bill is now stalled.
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And I m wondering why it s stalled.
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About daylight saving time.
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Daylight saving time.
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What s your take?
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Do you have a take?
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Do you have a stance?
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Here s my stance.
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We have a lot of problems in this country.
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And depending upon who you talk to and what day you talk to them, some of these problems could be, quote, existential.
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Yes.
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Like, do we even exist if we don t solve this problem?
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Some are not existential, but they re positioned that way.
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I m not sure this is existential.
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I like the idea of not turning my clocks back.
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But if that s where our Senate and Congress is spending their time, I think they re crazy.
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I just love the idea that all 50 or 52 senators in the United States all agreed on one thing, which is just fantastic.
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I mean, they couldn t do that if they voted for, you know, Neapolitan ice cream flavors, you know, vanilla, chocolate or.
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strawberry.
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You know what I mean?
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It s just that I thought that was really, really funny.
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And then it goes to a place where now they can t decide in the Congress.
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So I did read some fun facts about daylight saving.
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There were myths that I did.
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It wasn t for farmers.
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I thought it was for farmers.
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It was for energy conservation in the 60s, which makes a lot of sense.
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Has a lot of nuances to it, I didn t know, about car wrecks and statistics around things like that.
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Crime, kids playing, seasonal affective disorder, a lot of stuff.
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I ve been doing my research, Bill, so to me it s a big issue.
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It s a swing issue for me.
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I m kidding.
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We already voted, I voted.
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Did you vote, by the way?
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Yeah, I voted.
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Yeah, I did early voting too.
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Very cumbersome process.
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It was and it was early voting was packed.
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It was packed.
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And well, I mean election is since done Yeah, but man, yeah I think sometimes we in this country are pretty privileged in that we Assign real problems to things that aren t real problems.
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Like I heard a guy the other day say, oh man daylights I can t wait for that change.
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I mean when we I don t mind springing forward but falling back it just it messes my kids up and i m like
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One hour, one hour earlier.
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They re fine-tuned.
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These kids are fine-tuned.
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They capture every minute of the day.
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They know exactly where they were.
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And when they lose that hour, they gain that hour.
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What s the matter, little buddy?
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Daylight, daylight, saving time.
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Three weeks ago.
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I m still not over it.
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I can t sleep.
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My cartoon s on an hour later.
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I can see maybe the first day, like Sunday, that there s a little bit of out-of-scorch-ness, but beyond that, anyway.
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Anywho.
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The surprise topic, you know, the little dumb, dumb suckers.
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Like they have those, there s like a mystery, mystery flavor.
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This is a mystery topic.
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I have no idea what you re going to say.
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Usually when Brian and I start our podcast, he will say, what topic do you have?
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Or I ll say that.
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And we ll kind of, you know, nurse, nurse through the topic and focus on it.
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And I say, I ve got a topic and I m not going to tell you cursed.
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He went on like a three minute cursing spree.
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And after I calmed him down, he said, okay, just bring it up on the couch.
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So here we go.
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Okay.
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There was a, um, there was a concept put out, uh, probably four or five years ago that I read about where if you needed to grow your business in sales, you re in sales person needed to grow your business.
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And you could not make another outbound call.
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You couldn t.
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It was off the table.
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Maybe the phones didn t work.
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You could not make.
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How would you go about building your business?
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Same goals, same targets.
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Everything s the same.
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But you can t talk to people, basically.
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Wow.
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Wow.
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Theoretically, I think there s some value in that exercise because it causes you to think, well, what would I do?
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Would I send letters?
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Would I send packages?
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Would I send emails?
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Would I do a podcast?
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You can talk.
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You just can t talk to people.
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Would I do a podcast?
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How do I make the phone ring?
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There s a lot of things around that.
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And so I was thinking about that the other day and thinking this might be a good topic.
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Not that one, but if you couldn t teach any sales training, any traditional sales coaching like positioning and messaging and how you handle objections and some of the stuff that we do in our business, although I don t think we do as much of it as maybe we used to.
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If you couldn t teach any sales, traditional sales skills training, but you still needed to grow a company, they hired you to come in, what would you teach them?
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Jeez.
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Can t, you can t.
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I thought, I thought these surprise topics were supposed to be easy.
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This is hard on purpose, but I like it.
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I like it a lot.
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Okay.
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I m gonna go where my brain s going and I may have, I may have the drill a little bit wrong.
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So if I do correct me, please see where you re taking away is my ability to phone call people.
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Can I still email them or no?
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Am I allowed to email?
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That s not the, that s not the proposition here.
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I use that as an example only.
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Oh,
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I just use that as an example, like if you couldn t do this, what would you do?
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Now we ve pivoted to, you can still reach out, but you as a trainer, coach, high performance person can t teach traditional sales skills.
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So what would you teach?
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So I m going to quote something I just heard this morning from Uncle G.
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Uncle G, Grant Cardone, polarizing guy, been on the show, friend of the show, Grant.
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But he said something, you know, love him or hate him, I get stuff from him.
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He said, Starbucks isn t the best coffee, it s the best known coffee.
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And it s better to be the best known than the best.
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Got my wheels turning on this.
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So now I m going to answer the question with that as the backdrop.
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And that is, I would teach my clients how to shift their mentality to becoming known, not to becoming transactors of something, and to be the best known at whatever it is they are.
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How do they do that?
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They do that by becoming essentially a production company.
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Yeah.
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They become a network media company, a media company.
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Yeah.
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A hundred percent.
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That s what I teach them.
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And that would include all things that media companies do.
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They do TV shows.
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They do short form.
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They do commercials.
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They do creative.
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They do everything.
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It s all pumping out writing.
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And some of it is paid.
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Some of it s behind a firewall.
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The other thing I ll say, so that s kind of the backdrop.
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I would teach them to be a media production company.
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to become the best known, whatever it is that they do.
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And then the other element that popped in my head was the word intrigue for intrigue marketing, which is this idea of people see things and wonder what it is.
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You ve seen this in branding or whatnot, or you ll see a commercial.
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Remember in the Super Bowl last year, there was a flashing QR code that basically moved around the screen.
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Everyone s like, what is that?
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People love to wonder what things are.
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So I would add that also.
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Intrigue marketing and becoming a network.
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That s what I d teach, I think.
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I don t know if I d teach that, but yeah.
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If you would have asked me that question, I would have answered it the exact same way you did in number one.
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That s so funny.
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We didn t even talk about that.
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We did not talk about it.
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But we have talked about it before about personal branding and all that.
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But I think this takes it a level deeper that if you wanted to be known,
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And you may think you re known now.
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And people may be having heard of you versus being known to me are two different things.
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100%.
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Yeah, I ve heard of Kasky and Neil.
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I ve heard of the Advanced Selling Podcast.
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But when you know us and you listened, now the knowing is at a whole lot different level, a whole lot deeper level.
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So you have to ask yourself, in my market, am I known?
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Am I really?
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known?
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Have I told my story?
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Have we talked about some of the issues?
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Have I produced content that people say, boy, if you re going to solve problem A, go to John Smith.
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He s the guy to solve it.
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And I don t think any of it, I don t think most of us are known, even though we might have been heard of before.
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So I totally agree.
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I think we are media, little mini media companies.
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And we have to think of ourselves that way.
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And if you do, and you re constantly producing things that cause people to think, cause people to sweat a little bit, cause them to reach out, what kind of sales skills do you need if somebody says, hey, I listened to your podcast the other day, guys.
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I want you to come in and work with my team.
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You don t have to have all the fancy, clever footwork and one-liners and stuff like that.
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No.
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Do you know who Mr. Beast is?
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Yeah.
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Mr. Beast.
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Do you know how old Mr. Beast is?
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30?
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He s 24.
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Wow.
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Mr. Beast is 24 years old.
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Started in 2012 when he was 13.
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Started to do content on YouTube.
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Did you hear what happened this last couple of weeks?
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No.
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what he got offered for his deal.
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Everybody is saying that he s going out at a valuation over a billion dollars, $1.2, $1.6 billion for his company at age 24.
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And I m not saying all in a bad way, but all he did was use free available tools that all of us have.
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And here s what else I love about that.
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Mr. Beast, and you, and me, and every single person listening have the exact same thing in common when it comes to becoming known.
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And that is we all started with zero followers.
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All of us.
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Even Taylor Swift, the day that she joined Instagram, the day she joined, had zero followers.
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She produced music.
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But it s just, man, it s a thing.
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That s true.
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And this is not to F up your point here.
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he worked his butt off for several years before he had the million followers.
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And then I heard what it was costing him to produce some of these
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YouTube videos, half million dollars.
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These things were huge.
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And so, but when you re generating two or $3 million a month, you can afford to spend a half million dollars on the next one that then generates another 4 million.
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So it s, but I did not know that he was 24, nor that he was selling, nor that it was a billion dollar value.
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But it doesn t surprise me.
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Think about how many platforms are starved for content.
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YouTube is starved.
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Netflix is starved.
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What do they call it when you have to have something every day?
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The black hole, the grinding.
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The machine continues to grind, and it needs stuff to grind.
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It needs content.
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And if you re producing content that s helpful, the machine will love that.
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They ll love you.
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Yep.
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And nobody knows.
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I m guessing at age 13, when Mr. B started, he goes, oh, yeah, what I m doing is executing a plan on a path to get to a billion dollar valuation by the time I m 24.
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I m guessing he didn t say that when he was 13.
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He starts recording and figuring things out and learning.
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And to your point, too, yeah, he definitely grinds.
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The guy works.
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And more than anything else, the magic bullet for me is always a consistent behavior.
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consistent behavior, always, always, always.
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Yeah.
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I heard a story the other night on, I think it was 60 Minutes, about TikTok.
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And, you know, TikTok is a Chinese-based company.
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Yeah.
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And the TikTok you get in the homeland, the motherland, is not the same TikTok you get here.
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Yes.
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And there, they limit it to 40 minutes for kids a day.
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They talk about nationalism and loyalty and country and flag and all that.
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And they ask the teenagers who watch TikTok, what is your number one goal in life, in a career?
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And it was astronaut.
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Astronaut.
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Oh, wow.
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Wow.
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where there s no limits on TikTok, and it s not loyalty-based or flag-based or educational-based.
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It was a big educational fuck.
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They asked these same 10,000 kids in the US, what do you want to be when you grow up?
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They want to be an influencer.
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Influencer, yeah.
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Astronaut, influencer.
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Because we look at that and say, influencer, you can make a lot of money.
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But it s like being in the NFL.
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You can make a lot of money in the NFL, but getting there, even whether it s officiating or whether it s playing, coaching, is a brutal.
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It is.
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It s a path.
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That s good.
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So hopefully, from this episode, we have created thousands of new network and media companies per our listeners.
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And you can be one.
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And if you think that way, and just pay attention, look what other networks do.
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Look what Netflix does.
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They produce.
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They write, they shoot, it s short form, long form, and all of us have, you all have something.
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Just Google, just Google, you know, go to TikTok and search for crochet videos, crocheting, right?
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If you re into crocheting, I guarantee you, you will find some famous people doing crochet videos.
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I guarantee it.
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I m going to go do that, Bill.
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I m going to go to TikTok, watch some crochet videos.
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Watch some astronaut videos.
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All right.
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Make sure you connect with us on LinkedIn.
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Go to advancedonlypodcast.com slash LinkedIn.
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Good stuff.
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Love you.
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New networks.
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Love our listeners.
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Yeah.
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New networks.
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Be a media company and have an awesome Thanksgiving for those of you in the US who celebrate it.
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Rest of the world.
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Cheers.
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You can buy turkey too.
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All right.
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See you.
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See you.
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Bye.
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Bye.