#570: Our Two Favorite Success Hacks

Most sales professionals are still cold calling strangers, hoping to get lucky. But there's a better way in June's insider event, I'm going to show you exactly how to build a conversion event. A webinar strategy that takes someone who's never heard of you or maybe just knows a little bit about you and turns them into a real qualified prospect. And I'm handing you the tool to build yours on the spot. If you're serious about filling your pipeline with people who already trust you, before you ever talk to them, then June is your month. The insider happens on June 5th at Noon Easter, details at advancedsellingpodcast.com/Insider. In this episode of the Advanced Selling Podcast, I lament about the most expensive brunch I ever ate. Bill and I both non-Galphers tell two golf stories and we give you a success hack complete with an assignment you're all required to do. Welcome back to the Advanced Selling Podcast, the longest running sales training podcast I'm one of your co-host Bill Kasky. I'm the other co-host Brian Neal. Brian, I want to welcome you back. Hey, glad to be here. You're a big golfer. Hey, I'm not a big golfer. I just said we stayed at a really nice, you know what Half Moon Bay is? Like in San Francisco? Oh my gosh, everyone thinks it's in Jamaica. I guess there's a Half Moon Bay. Oh really? But we stayed at a really nice place and it's on a golf course. And I've never wished I like golf more than staying. This place was, it's on the ocean, on the Pacific Ocean. Gorgeous, you know, like sounds like crazy. I'm like, oh my gosh, I will say though, so I stayed with like Marriott points. So not a lot of cash out of hand, but it was a really nice place. We got a brunch. We went to this like the lower level restaurant first and they were serving lunch and we won a breakfast. Like while the brunch is open in the nicer restaurant, we're like cool. So we're all number one. No many no prices could be an issue. Let me guess. Sit down. Go ahead. Eat. Off the chart. Good. I mean, ridiculous. Sushi, crab legs, shrimp, everything homemade gourmet, pastry, did it, did it, did it. I get to bill just me and my wife Stephanie, how much? 190 per person. What? It was $360. Oh my God. Exactly. I opened the thing and I'm not and I'm wanting to spend money on a good meal and everything else I got to eat. No, not at all. And that's a thing I love. I love this experiences. I cracked it open. I'm like, oh my God. I go to Stephanie. How much you think it was? She goes, I was thinking it might be fair. I was thinking it might be 50, but now they're a person. Now that you have certain questions. I think it might be a little more like, no, excuse me. Oh my God. It was worth it. But that's a thing, right? 10 years from now. You will not remember one thing you had, but you'll remember how much it was. Exactly right. It was a great experience. That was wonderful experience. Well, I know that we both wish we were golfers. I wish I could listen to it for sure. And I might turn into a golfer at some point. But I saw a story the other day that there was an LPGA golfer. No, you might have seen this. I think it did. They were actually playing an internament in Southern Indiana at French. Like, as an LPGA tour stop here. And she got a little penalty. She got a penalty because her caddy was lined up behind her when she put it. Yeah. Which, I didn't know that was, well, the caddy is all over the green looking at all the creases and everything. So I didn't know as a penalty. Turns out, she did this like 15 times and she did it to previous day. She got a 58 stroke penalty. Now, don't you have to be a pretty good golfer to come back? I wonder what she finished second. She finished second. And the 50 stroke penalty. The story of her story was that she hadn't played on the tour for like three or four years. And she was trying to make a comeback. That would do it. Wouldn't that kind of do you? And it's like, you know what? A second thought. Or you'd say, come on guys. Yeah, right. It's been a while. I mean, I'm trying to come back. The thing about golf that drives me nuts. And that is it. So here's what happens in golf. And of course, most listeners may or may not know that I referee football on TV and stuff. In golf, people, this is a thing where people watch fans are watching the golf tournament and they see a violation. And they actually called in and turned people in for this thing. And I'm thinking, how do you know what the NFL and how do you know what to call? Totally. Exactly. It's turned into pro golfers. It's crazy. I think they just changed the rules to where they're actually now not allowing fan input to help rule the poor golfers. I remember that time when there was a bird chirping in the background of the masters. Somebody called in and said, that's not a native bird. It's a native bird. That's not Australian. No, no. That blind-hearted sparrow would not be chirping that way. But wouldn't you have a little? I guess you'd have to have awesome self-esteem to make that call to say, look, there's a bird. I can hear it. Just the whole process. I'm like, say, honey, give me the phone. Give me the phone. I need to call the PGG. Jim Wesser, please. Jim Wesser, do you hear that? Hang on, should I hear that? If you don't know what we're talking about, Google 2000, I don't know, Masters, Bird Sound. Bird chirping. And what this guy on that was watching found that the bird's chirping was a recording of a bird that wasn't native to Atlanta or to Georgia, mid-Jorgas. Yes. So you got to just make sure your self-head doesn't it? And then these people, like they do that kind of stuff and they have enough money to buy cable television. I just don't get it all. Anyway, there's that. All right, so our topic today. This came up in a training session. Bill and I do lots of coaching with clients, mostly here in Indianapolis. But then we'll go out to see some of you podcast listeners. You often go to our website and hit the little com-seas button and then we'll come see you. So it happens in lots of different places. One of the greatest things, most of the most fulfilling things I should say of what we do is when we do our work and then you revisit a client or get a note from someone and says, "Hey, I tried what we talked about it "and it exactly what you said and I got these phenomenal results. It was outstanding." And I just had this happen and I thought there's a thing, there's a little asterisk that goes along with this one. So in this case, this young woman, salesperson, first job out of college, Dupal Grad, super smart. And I said, "You know, you need to do a LinkedIn video." So God, I'm like, I'm telling you, you just do a LinkedIn video, tags and people, trust me, you'll get a little action for sales-wise. And it's a good thing to do. So she did it. Now she got good lucky, but she got lucky. You don't. You got four demos of her products set up from the one LinkedIn video. Closed to one and I think is about the close of second out of the four. And it took her maybe four minutes to do this LinkedIn video. She's like, "Oh my God, I'm so excited. It was so great." Here's the asterisk. Has she done it again? I don't think so. She may have. Yeah. So part of the thing is, "Dupal and I have things that we know work." Yes, we do. I just gave you an example of mine. Doing LinkedIn videos on the regular, they work. It works to get you in conversations. It works to brand expose. We have a product called Personal Brand Makeover that you can buy on our website that does all this for you, blows your brand up. It works. No questions asked. What works even better is to do it again. And again and again. And then to do it at scale, at scale. So I want to talk about that a little bit about. If you had experience like that, Bill, where you've had things that you know that work and then things that you see people do and try and it works, and then they don't do it again a little bit. Yeah, I definitely have that. I also have the one where a person has an issue and maybe we talk about something really deep. Like one of my favorite things to teach is this concept of I don't know. And the concept of I don't know is you have to enter a salesperson, has to enter the relationship with a potential client, prospect suspect, from the standpoint of I don't know. I don't know what you do. I don't know if this can be a fit. I don't know if I can bring value. I don't know. I don't know. I don't know. And the idea with that is not to play one down. It's not to do some kind of a, there's a lot of training out there who says, you know, you got to be not okay intentionally. No, this is about, you really don't know. You don't know what they're going through. You don't know what their circumstances are. So I gave this idea to one of my clients. And about three months past, and I hadn't, we hadn't talked because it's in a group coaching. And one day I said, hey, I said, Bob, we, it seemed like a couple of months ago, we talked about this. How is that going? He goes, oh, it's great. I booked like 10 appointments and I'm close five sales. And I'm like, were you not going to say anything? It wasn't, I mean, yes, I wanted to know that because I like the stroke. Yes. But also he has 10 people who are colleagues of his. Was he not going to say, hey, guys, I just found this thing that worked. Of course, he wasn't because he wants to, you know, keep it himself. Yeah, keep it himself. Keep it himself. But I thought that was interesting. It's like, when were you, you just earned a hundred thousand hours extra this year if you keep doing it? When were you going to let me know? Where Christmas card or things maybe that depends. But I like your point there is that we don't double down. No. And why don't we? Well, such an interesting human thing, you know what I mean? I think the podcast, what we've done here over the last 13, 14 years is we've done weekly episodes. We have. And we went through a time where we decided to bump that up to double down on it because we said, geez, if we have this much success once a week, would we have that much more? Yeah. And we did. Yeah. We were a little hard to tell with podcast numbers how much success. But we had more listeners. And we stopped it. And it's an example of, well, was it work? Did we give it long enough for it to work? Right. And did we have any kind of evidentiary data that said, no, we not only need to do twice a week, we need to do every day or whatever. Exactly. And we didn't, we didn't double down. And I think that's a problem. Is evidentiary a word? It's a big word. Evidentiary data. Evidentiary data. I like that. Travel evidence is probably a little, this probably always give you credit. It's what we see of course. Bill's not going to say a word that's not a word. I just, it's a good use of that word. It seems like a evidentiary repetitive. Data. Because data and evidence is that that's kind of the same thing. Evidentiary data. That was really good though. Okay, man, I'm just curious. But I had, I was intentional about this. So this is a good one. Joe is like it when somebody asked me to do it. No, no, no, I know the answer, but Travis may not go ahead. It's like, oh, come on, don't be such a snob. No, no, I'm asking for Travis. It's training snob. Yeah, now this would be good for now. Hey, Travis, I want you to listen to what Bill is about to say here. I don't get it. It's like the person knows what your answer is going to be. Yeah, now Travis, this will be good for you over here. This will be good for you. Okay, so this is an interesting thing though. I want people to, so here's the lesson I think that you need to take from this. Is you need to catalog these little, these little, have these little bits of things that work over time. And keep doing them because I see so often people just switch flavors, switch tries. They just try to, hey, that worked really well. Great. Yeah, I think I'm trying to, and sometimes it's just because they get bored. Right? What do you got for me this week? It's all right. Yeah, what do you got? So that was good. What else you got? And they just keep chasing the new thing. And when they do that, they sort of chase this flat line. It just sort of hovers down. I think the true, high, you know, high potential people that really succeed in whatever endeavor they're looking at, they catalog and they keep these little things and they continue to do them over and over and over. These little hacks. I know there's a, I learned a little things on the football field, Reffen. There are two little things I learned the last couple of years that have really helped me. And I keep doing them all the time now. Well, I didn't do them for 30 years. Then I learned them and they're working. I'm going to keep doing them hopefully for 30 more. And I still do things I learned. So I just think as you're listening to this, the question to you would be, do you have a catalog of your hacks, things that work like this, like bills showing up with the, I don't know, phrase, or with Brian's like doing, you know, three LinkedIn videos a week per minimum. That's a good, that's a good topic of how do you, how do you go about catalog, cataloging those things? You know, there's, yeah, it's, it's kind of like, well, this is how I do what I do. How I do what I do is I always show up and I don't know. I always do a LinkedIn video every week and tag people. So it's, it's like, this is my method. Yes. This is how I do what I do. Yes. That would be a good topic for an episode. For sure. And we can, and you keep the thing growing too. That's, I think people sometimes either get, I think what causes it. Boredom causes it. Like, well, I've been doing that for so long. Now, sometimes what used to work doesn't work in a certain, you have to, so there's a, there's a little bit of an art to it. But I bet you if we asked a vast majority of our listeners, can you, can you give me the 10, your 10 favorite hacks or 10, five things you do all the time, they're going to struggle to come up with something. They're going to say, I always do this. Now some will have it. They'll go, yep, I do a Monday planner every Monday morning, eight, eight, thirty, I've been doing it for 25 years. Works for me. Okay. You're beautiful. I want you to think about what Brian just said and go back and think about the hacks. And I want you to name this list of hacks, the blank way. And this is like the Neil way, the caskey way, the Collins way, whatever your last name is, you put it in there and you name this document and you start to list what do you do and, and how do you do it? One of your ways is every month I post a new LinkedIn video or every time I make a call I do this or every time I, a day starts I do this, I plan every day at four o'clock and whatever those hacks are, just come up with your own. Can I get into that? Now you could also send that to us and we could, let's learn. Let's do this. Let's do this. We can sell it to the world. So you said $1.00. So we, which we will do that. Yeah. We'll give you credit. We'll see. Okay, that's what this one came from. Let's post that up. Took a picture of that thing. Post it on LinkedIn and tag Bill caskey and Brian Neil and the event selling podcast and just put pound the pound sign the way. The way. Yeah. Yeah. Which is a great song. See, we're only 70s music. And I got a bridge of gap. Travy. My millennial guy. The way is by the band. I bet Bill doesn't know how to. How does it go? Travish, you know, the children woke up and they started talking. Left before the sun came up that day. Did it question? In between. Nothing was going to not know in the way. Yeah. Okay. That's your assignment too. You have to tell me who sings the, who sings the way the way by try to get the answer. Yeah. Go ahead. It's by fastball. Fastball. Try to bring the 90s kids back into the mix here with the music trivia. So, so tag us. Do the the neo way, the caskey way, the whatever. Last name. Take a picture of it. Put it on LinkedIn. Tag Brian Neil Bill caskey and the event selling podcast. You can tag all that. We'll do a shout out to you. Yep. We'll do and you'll be hashtag the way. Yeah. And it give us at least five things. That would be five things on the list. You're going to have to 10 12 15 but five. The way. I love it. All right. See you next time. Bye.