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Lessons - Understanding 'The Go-Giver Way' | Bob Burg - Author & Speaker · Success Story with Scott Clary

• 0:00
  In this lessons episode, you'll learn how shifting your focus from getting to giving can lead to success in both business and life.
• 0:07
  Explore five key laws that emphasize the power of providing immense value to others, building relationships based on trust and embracing an abundance mindset.
• 0:15
  Discover why value comes before profit and how to create lasting impact by prioritizing the needs of others.
• 0:31
  And tell me something, so you're a very logical process or even person makes a ton of sense.
• 0:37
  So what is when you write a book like The Go Giveer, I watched some of your speaking engagements where you're speaking about giving abundance mindset.
• 0:45
  This is all tying back to success. I'm assuming it's sales and in life and other things.
• 0:49
  When you're the process that you've developed, I'm curious where that came from and how it differentiates and provides value to people.
• 0:58
  When now there is just an absolute abundance of different sales, books, novels, literature, some good, some not so good.
• 1:05
  Much more than, you know, when you first started picking up those those classics and I have actually some of those on my shelf now, so I appreciate it.
• 1:12
  So what is The Go Giveer and what does that mean?
• 1:16
  Yeah, so I'm going on such a great question. The Go Giveer is basically someone who understands that shifting their focus.
• 1:23
  And this is really the key, shifting one's focus from getting to give it.
• 1:30
  And when we, when we're taking giving in this context, we simply mean constantly and consistently providing immense value to others.
• 1:40
  Understanding that not learning is a similar fulfilling way of doing business. It's the most financially broadable way as well.
• 1:49
  And not for reasons of, you know, some way out there type of reason or mystical, magical thinking, you know, it's actually again very logical.
• 1:59
  It's very rational. When you think about it, right, when you're that person who can take your focus off yourself and place it on bringing value to others.
• 2:10
  Making someone else's life better, helping solve their problems, helping them to attain what they need, what they want, what they desire.
• 2:18
  Well, you know, people feel good about you, right? People want to get to know you. They like you.
• 2:23
  They trust you. They want to be in a relationship with you. They want to do business with you. And that's if you have something they want to need.
• 2:31
  And they want to refer you to others. And so, you know, again, it's very rational.
• 2:37
  Now, you know, I talk about rationale and logic and systems. I'm actually very emotional guy. Okay.
• 2:43
  But what we need to be able to do. And by the way, I'm an emotional person because I'm a human being.
• 2:50
  And as human beings, we're all emotional. We're all emotion based. We'd like to think we're logical, right?
• 2:55
  And to a certain extent, we are, but the human beings, we are very emotion driven. We make major decisions based on emotion.
• 3:04
  Now we back those up with law with, we back him up with law to right. We rationalize, which I guess kind of means we tell ourselves rational lies to justify those emotional decisions.
• 3:14
  But, but now I'm as emotional as anyone, but key is that we need to make sure to control our emotions, be the master of our emotions.
• 3:24
  So they work for us rather than against us. Or is one of my great friends, Don De Scumacci puts it. She says, by all means, take your emotions along for the ride.
• 3:34
  But make sure that you are driving the car. In other words, we want our decisions to be.
• 3:41
  Emot to be logically based, OK? Even though emotions are certainly a good to have with us because emotion is a brand with them with them as well.
• 3:55
  But, but yeah, the go giver itself is actually very logical when you think about it in the five laws, the laws of value compensation, influence authenticity and receptivity all play one along with the other very realistically.
• 4:12
  It's not just one or two or three or even four of them, but actually actually all five. It begins with the giving of value that focus on providing your mental value to others as you're building the relationship as you're cultivating that relationship as you're following up and following through and as you're you're in the selling process and the referral process.
• 4:32
  It's always about starting with the value. And then compensation, which is about how many people alive you touch with that value. And then, hopefully works, which is really nothing more than being able to have other people's interest at heart, understanding that, you know, if they'll Carnegie said and out of wing friends and influence people, people do things for their reasons, not our reasons.
• 4:56
  Or as I often say, when I speak at a sales conference, nobody's going to buy from you because you have a quota to me, right or because you need the money or because you're a really nice person, you know, they've got to buy from you because they believe they'll be better off by doing so than by not doing so, which is why we have to put their interests ahead of our home.
• 5:17
  Also, why John David Mann, like awesome co-author and the lead writer of the team, why we say that money is simply an echo of the value.
• 5:28
  Money is an echo of value with the thunder to values like that, meaning that the value must come first. The value comes first. The money is simply that you receive is simply a very natural and direct result of the value you've provided.
• 5:42
  The authenticity, number one, number four, just said to show up at yourself. Be that same for it, be the person you are and be so all the time.
• 5:52
  And number five, the law of receptivity, so the key to effective giving is to stay open to receiving. I mean, sure, we breathe out which is giving. We also have to breathe in which is receiving.
• 6:05
  And then it's not a matter of being a giver or a receiver. That's a, that's a treacherous dichotomy. You know, that either or no, you're a giver and a receiver, but I mean, again, it's with the focus on giving value.
• 6:19
  And final.
• 6:22
  Do you find that more sales or sales leaders are working in this light or do you still find that sales is a very traditional latent industry?
• 6:35
  Well, I think both. I mean, I think more and more people are understanding. Then you said there's a lot of good sales books out there. There's a lot of good books that, you know, the teachers have a better more effective sales people.
• 6:48
  And the good ones always talk about the fact that it's all always about the prospect. You know, it's not about us. Great salesmanship is never about the salesperson.
• 6:59
  You know, it's never even about the product or service is important as the product or service is. It's about the other person.
• 7:06
  It's about how they are going to benefit from that product or service. It's about touching the life of another human being. It's about making their life better just by they're having you in it.
• 7:19
  It's your product or service.
• 7:21
  And I think that's a message that a lot more people are are getting. Of course, you know, people and people, you know, there's going to be those people who have to, you know, they learn a traditional way. And that's just what they're going to do.
• 7:33
  But nothing more and more that especially as buyers are in much more of a power position because of the knowledge that the internet supplies, you know, they already know a whole lot.
• 7:45
  They still need the salesperson, but they are they already know a lot about the product or service.
• 7:50
  The salesperson is no longer primarily a conduit of information.
• 7:56
  Yeah. Yeah.
• 7:58
  The conduit of both insight. They need to be an advisor. They need to be able to do it. But as far as the information goes, no, I think it's changing a lot. I think it's changing a lot for the better.
• 8:10
  And let's speaking of the value you're always offering, you're giving, you're giving. And I 100% agree with all these five laws you mentioned in your book.
• 8:20
  They seem very calm and tense when you lay them out like that. But I still believe that people still have to focus and understand how to actually action them.
• 8:28
  Or else they may they may fall flat. If it's not the way like you mentioned, they were trained. They made a fault about habit. How do you give value?
• 8:35
  Well, it first of all, we need to understand what value really is. Because it's different from price. And a lot of people think they're the price of the dollar figure.
• 8:45
  Right. It's a dollar amount. It's finite. It is what it is. The price of something.
• 8:51
  We do, by the way, it might be more than just the dollars. There's also price in terms of opportunity cost, price in times of time, price in times of potential adrivation, price in turn, right.
• 9:03
  But when we say price, we're talking the whole one of what cost a person to buy a certain thing. That's price.
• 9:11
  Value is the relative worth or desired ability of a thing of something to the end user or beholder. In other words, what is it about this?
• 9:25
  This product service concept idea, what have you that ring so much worth to someone to another human being that they will willingly exchange their money for it and be glad that they did it while you make a very healthy profit.
• 9:42
  On a very basic level, an example might be the hundreds who you, excuse me, hire to do your taxes. And she charges you $1,000 just to name a round figure. That's her.
• 9:55
  But what do the value does she give you in exchange for this thousand dollars? Well, she say, let's say, throughout her hard work, getting to know you, your business, what you're looking to accomplish all her years of experience is so worth.
• 10:10
  She is able to save you $5,000 on your deckless. She also saves you countless hours of time. And she provided you would be security in the piece of mind of knowing what was done growling.
• 10:24
  So she actually gave you well over $5,000 in value in exchange for $1,000 fee or price. And that's just the intrinsic value that she has given you based on what and how it does that right there doesn't separate or distinguish her from anyone.
• 10:41
  So how do we in a world under which the playing field is basically the level through technology and through advancement. How do we distinguish ourselves and as you say, provide value, give value to others. And and basically we, the salesperson or the entrepreneur, we need to be that additional value.
• 11:02
  How well, there are dozens of not hundreds of ways to communicate that additional value, but they tend to come down to five, what we call elements of value. And these elements of value are excellent.
• 11:18
  Consistency, attention, empathy, and appreciation. And to the degree that we can communicate those those five, whether it's one, two, three, or all five of them at every single touch light, less the degree that we take competition and price out of the equation.
• 11:48
  In this conversation, check out the links in the description to watch the full episode. See you in the next one.