Yesterday, on Facebook, I posted a quote from John David Mann’s and my book, Go-Givers Sell More:
“Money is an echo of value;
it’s the thunder to value’s lightning.”
In other words, the value comes first. Provide value and — so long as you are willing to receive — you will make money.
People tend to really get this statement. I believe most people intuitively understand this very basic characteristic of Capitalism; that we are rewarded for providing value. And, the more value we provide to a large number of people, the more income with which we are rewarded.
However, one reader saw it from a different angle and asked:
“Does this mean if someone does not have much money, they are not valuable?”
And, I appreciate her question. It’s a good question because, while her interpretation is not one I would have considered, obviously, many would; thus it needs to be answered.
And, I believe, the answer is:
“It doesn’t mean that at all. Every human being has great intrinsic value. But it does mean they have not found an effective way to bring or communicate that value to the marketplace.”
Another reader, Amy Wells, a bridal shop owner in San Antonio, Texas, responded:
“I can testify to this last statement, because as I’m learning to communicate my value to my marketplace, my ‘net’ is getting fuller.”
And, there’s more to Amy’s story which I believe makes a very strong case for what we are discussing. We’ll explore further in the next article.
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I work with a number of start ups and this is one of the most difficult concepts that I try to get them to come to terms with.
I have tangible assets andintangible assest and more often than not my intangible assets ar more valuable than my tangible assets. My house is one of my most tangible assets that I have but my family is more valuable than anything that I own.
My lawyers technical skills are out of this world, but it is his personal touch in moments of crisis that I value the most. I can find out the market value for his skills and services, but iwould not know how much to pay him for that personal touch that his company provides.
This post brings a few thoughts to mind for me. First is the saying “Do what you love, and the money will follow.” I often state there is a missing in this sentence … Do what you love – get really, really good at it – then the money will follow” – which is what you shared when you talk about finding an effective way to bring or communicate that value to the marketplace. The other is a quote I just picked up from Jack Canfield’s The Success Principles “When you do something you love with passion and perseverance, you are already a success. Even if you never hit the big time, who cares? You were having fun doing what you love all the time anyway.”
Be committed to your goals and core values, add a little faith and experience the magical results that will come (and money is just one the wonderful results!)
“…they have not found an effective way to bring or communicate that value to the marketplace.”
Exactly. Because they are personally valuable to and loved by their friends and family and network. Perhaps we add to your excellent reply “…and to a larger number of people.” Because money follows when you start helping a lot more people.
Nancy, Beth and Derek, thank you for your kind and wisdom-filled comments. Derek, these are great points you bring up. Value can be both concrete and intangible. Regarding your lawyer’s personal touch that – as you say – you *value* the most; that is “also” a very value-based and marketable skill. It sets him apart and most likely creates more income for him as a result.
Hi Bob,
A fascinating question here.
Communicating your value effectively to the marketplace separates those who attract money from those who don’t.
Excellent point in noting that we must be willing to receive in order to accumulate money. While I am still learning to monetize some of my ideas I had some serious blocks in the receiving department. Most if not all of us do; most people are raised with the idea of “feeling bad” when we are offered something. Know your value, share your value and by all means, receive what you deserve!
Thanks for sharing and have a powerful day Bob!
RB
I look forward to what you will share tomorrow. It’s such an exciting time in mine and my staff’s life as we are learning to communicate our value. I’m grateful for what you teach.
Many new hypnotists struggle with this as well, failing to see that people often value something more if they had to pay more for it, according to Influence: The Science of Persuasion by Robert Cialdini.
As a musician, I decided years ago that even if I won the lottery, I would still charge venues money to perform, and I would still ask for tips. Why? Because that money represents respect, and too often, people who work for free are not treated with enough respect.
This is not to say that I won’t give gifts or help others freely–but I have to know the respect will be there.
This story sounds familiar. I am thinking that I am that reader!