The Advanced Selling Podcast: What Ultra-High Achievers Actually Do (Part 2 of 3) Release Date: December 2, 2024

In the second installment of their three-part series on ultra-high achievers, hosts Bill Caskey and Bryan Neale delve deeper into the distinctive behaviors and mindsets that set the top 1-3% of performers apart in the business world. This episode, rich with insights and practical advice, offers listeners a comprehensive look at the actionable strategies employed by those who consistently reach the pinnacle of success.

1. Reflecting on Podcast Longevity and Listener Engagement (00:06 - 05:12)

Bill and Bryan begin the episode by celebrating the milestone of running the Advanced Selling Podcast for over 18 years, highlighting their enduring partnership and the loyal listenership they’ve cultivated over nearly two decades.

Bryan Neale (00:15):
"Brian Neal here."

Bill Caskey (00:06):
"Welcome back to the Advanced Selling Podcast. The longest running sales, training podcast, podcast history."

They express interest in connecting with long-time listeners, encouraging veterans to share their journey and experiences with the podcast via their website. This segment underscores the hosts' commitment to building a community around their content.

2. Upcoming Events and AI Integration (01:07 - 02:23)

The hosts announce their upcoming Personal Business Planning Workshop scheduled for December 6th, focusing on leveraging AI to create effective business strategies. They emphasize the value of early registration for insiders, who will receive significant discounts and exclusive access to the session.

Bill Caskey (01:07):
"We're going to go through where are you, where are you going, and how can we use AI to help you build a game plan to that destination."

This section highlights their proactive approach to integrating cutting-edge technology into sales strategies, preparing their audience for future-forward business planning.

3. The Value of Art and Perceived Worth (02:23 - 05:12)

A light-hearted yet thought-provoking conversation unfolds around the exorbitant sale of Mark Rothko's "Untitled Yellow and Blue," which fetched $253 million in Asia. Bryan humorously critiques the disproportionate value placed on certain artworks compared to their perceived effort in creation.

Bryan Neale (03:20):
"Mark Rothko's Untitled Yellow and Blue became the third most valuable western artwork ever sold in Asia, achieving 253 million."

Bryan Neale (04:45):
"People gripe about, you know, we don't have money for this program or that program and this thing. Like how about we take just 200 million of the 253 here and put it into, you know, lunch program for kids or something."

This discussion serves as an analogy for evaluating value and investment, prompting listeners to consider where they allocate their resources and efforts.

4. Unpacking Ultra-High Achiever Attributes (05:54 - 18:27)

The core of the episode focuses on dissecting the specific attributes that ultra-high achievers embody, contrasting them with average or moderately successful individuals.

a. Overcoming Self-Imposed Limitations (05:54 - 07:42)

Bill and Bryan explore why even when average achievers recognize the strategies of ultra-high achievers, they often fail to implement them. They suggest that the root causes are both a lack of knowledge and a deliberate choice not to adopt these high-performance behaviors.

Bill Caskey (07:42):
"Listen to the yourself. Just ask the wonder why question. I wonder why I haven't done that yet."

Encouraging introspection, they prompt listeners to identify and overcome internal resistances such as imposter syndrome and self-doubt.

b. Bias for Action (10:04 - 13:31)

One of the standout attributes discussed is the bias for action. Using the example of Andy Bacone, who swiftly transitioned careers into the music business by proactively taking steps despite having no prior experience, Bill illustrates the power of decisive action.

Bill Caskey (11:04):
"Because he knew that if he let this thing simmer for a year, he would never do it."

Bryan reinforces this by highlighting how ultra-high achievers like Tom Bilyeu build billion-dollar companies through relentless action rather than prolonged planning.

c. Long-Term Planning (13:31 - 15:36)

The hosts emphasize that ultra-high achievers plan far beyond the immediate future. While average achievers may plan their days or weeks, ultra-high achievers strategize for years ahead, maintaining a clear and comprehensive vision.

Bryan Neale (14:44):
"They have a crystal clear plan which includes action and how-to's that goes way further into time than everyone else's."

Bill adds that dedicating significant time to long-term planning enables these individuals to execute their visions effectively.

d. Seeking Expertise and Efficient Learning (16:45 - 17:04)

Ultra-high achievers recognize the value of their time and are willing to invest in expertise to accelerate their learning curves. Bill shares a client example where hiring a specialist to learn AI was more efficient than self-directed learning through platforms like YouTube.

Bill Caskey (16:45):
"At a million dollars a year, your time's worth thousands of dollars an hour. Hire somebody whose time is not worth that. But they have expertise."

e. Avoidance of Work-From-Home Stagnation (17:05 - 18:27)

Contrary to the current trend of remote work, ultra-high achievers prefer active engagement in the marketplace. They avoid being tethered to a desk or virtual meetings, opting instead for physical presence to foster networking, spontaneous interactions, and serendipitous opportunities.

Bryan Neale (17:10):
"They don't work from home. They control their lives. They are out moving around, out and about."

This active lifestyle supports their dynamic approach to business and relationship-building.

5. Practical Takeaways and Listener Engagement (18:27 - 19:33)

As the episode wraps up, Bill and Bryan summarize the Do’s and Don’t’s for aspiring ultra-high achievers:

Do’s:

• Bias for Action: Act promptly on ideas to prevent stagnation.
• Long-Term Planning: Develop comprehensive plans that span years, not just months or weeks.
• Seek Expertise: Invest in learning from experts to maximize efficiency and effectiveness.

Don’t:

• Work from Home: Avoid being isolated and disengaged from the physical marketplace.

They also invite listeners to engage with them on LinkedIn and their website, reinforcing the community-centric ethos of the podcast.

Bill Caskey (19:04):
"If you are interested in a business planning session, I remind you, December 6th at noon, you can go to advancelingpodcast.com/insider."

6. Teaser for Next Episode (19:26 - 19:33)

The hosts conclude by teasing the next episode in the series, which will focus on the verbal behaviors and communication styles of ultra-high achievers.

Bryan Neale (19:26):
"Next time we'll do Ultra high Achiever say things. What do they say?"

Notable Quotes:

• Bill Caskey (11:04):
  "Bias for action is just an example of how it can happen, but not if you don't have a bias for action."

• Bryan Neale (14:44):
  "They plan their year at the same time. And when you're planning your quarter, they're planning their three-year vision."

• Bryan Neale (17:10):
  "They don't work from home. They control their lives. They are out moving around, out and about."

Conclusion

In this episode, Bill and Bryan provide a compelling examination of the traits that distinguish ultra-high achievers. By emphasizing a bias for action, long-term strategic planning, investment in expertise, and active marketplace engagement, they offer actionable insights for listeners aspiring to elevate their performance. The blend of personal anecdotes, client examples, and practical advice ensures that the content is both relatable and implementable, making it an invaluable resource for sales professionals and business strategists seeking to emulate the success of the elite performers.

Listeners are encouraged to stay tuned for the final part of the series, which will further unravel the communication nuances of ultra-high achievers, equipping them with comprehensive strategies to transform their sales approaches and business practices.