OM1: Bob Burg | The Go-Giver Way

Meet Today’s Guest: Bob Burg Bob Burg is a sought-after speaker at company leadership and sales conferences sharing the platform with everyone from today’s business leaders and broadcast personalities to even a former U.S. President. Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His book, The Go-Giver, coauthored with John David Mann, itself has sold over 975,000 copies and it has been translated into 29 languages. His and John’s newest parable in the Go-Giver Series is The Go-Giver Influencer. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic and is a past member of the Board of Directors of Furry Friends Adoption, Clinic & Ranch in his town of Jupiter, Florida. You didn't just wake up one morning and realize that you’re going to be a “go giver”. So how did that all come about? I was very lucky in being born to a couple of great parents who just set a wonderful example. I wouldn't have thought of the word go giver. I mean, that's pretty much what I saw. These are two people who are always adding value in their own unique ways to the lives of other people. So I got to see that. I got into sales, because I started as a broadcaster first I did sports, radio, and then television news. I was not really particularly good at it. I could read the news. And it wasn't long before I saw that really wasn't going to be what I what my calling was. So I like to say I graduated into sales. I came across a couple of books on sales. One was by Zig Ziglar. And the other was by Tom Hopkins, two of the legendary sales teachers. I'd come home after work. And I was reading and I was highlighting and note taking an underlying and dog earring and practicing and drilling and rehearsing and blah, blah, blah. Within a few weeks, my sales began to go through the roof. And the reason was, now I had a methodology, I had a system down to do something that I previously didn't know how to do. I define a system is simply the process of predictably, achieving a goal based on a logical and specific set of how to principles, the key being predictability, if it's been proven that by doing A, you'll get the desired result of B, well, all you need to do is A and continue to do A and continue to do A and eventually you'll get the desired result of B. So I started really getting into sales. And of course, a big part of sales is personal development. We have to build ourselves inside we build ourselves here and here. I was having fun. I mean, I really enjoyed it. We're going to dive into the meat and potatoes of the “go giver” and the principles that really changed my life. Tell us about these five magical laws. The five laws, the laws of Value, Compensation, Influence, Authenticity, and Receptivity, are all based around a specific premise. And that is that shifting your focus, from getting to giving. When we say giving in this context, we simply mean constantly and consistently providing immense value to others and understanding that doing so is not only a more pleasant way of conducting business, it's the most financially profitable way as well. Value: Your true worth, in the business sense, is determined by how much more you give in value than you take in payment. Compensation: Your income is determined by how many people you serve, and how will you serve them. Influence: Your influence is determined by how abundantly you place other people's interests first. Authenticity: The most valuable gift you have to offer is yourself. Receptivity: The key to effective giving, is to stay open.   "Constantly and consistently...