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  • Bob Burg

“A no-nonsense approach to building your business through relationships.”

~ Jane Applegate, syndicated Los Angeles Times columnist

Consciously Receiving

October 16th, 2014 by Bob Burg

Consciously Receiving - Bob BurgBoth in business and personally you focus on providing lots of value to others. You enjoy doing so. It is part of your value system.

Because of this, your relationships in all aspects of your life are very positive. People seem to go out of their way to want to provide value to you.

So, let me ask you…

When you have an opportunity to receive (whether money, a compliment, love, friendship, lunch, etc.) do you feel yourself resisting it?

Suggestion: When this happens, move immediately into conscious awareness mode and ask yourself why you might be resisting.

Your answer will provide you with what you might need to be working on at this very moment.

Your thoughts?

Actually, That’s What Makes It Bragging

October 7th, 2014 by Bob Burg

That's What Makes It BraggingIt’s a well-know phrase I recently saw tweeted.

“It isn’t bragging if it’s true.”

I’ve also heard it said, “If it’s true…it ain’t bragging.” Either version might be based on the late St. Louis Cardinal’s Hall-of-Fame pitcher, Dizzy Dean who reportedly said: “It ain’t braggin’ if ya’ can back it up.”

However…it’s not correct!

Actually, if it’s true, that’s what makes it bragging. One brags about something they’ve actually done, acquired or accomplished.

If it’s false, it’s…lying!

Seems to me it’s one of those sayings that’s been around for so long it’s simply become accepted as fact.

This post isn’t questioning why people brag, boast, or in any way toot their own horn.

Rather, it’s to not accept something as fact, even when it’s been repeated so often it appears to be self-evident. It’s often good to question those long-held “truisms.”

Are There Others?

What similar phrases, sayings or lessons can you think of? You know, the ones “they” have always said but, when thinking about it, are just not true.

Okay, I’ll start. They say that, “If it’s true it ain’t gossip.” Actually, the fact that it’s true is what makes it gossip. If it were false it would be slander.

You’re up! :-)

Question Regarding Capitalism vs Cronyism

September 28th, 2014 by Bob Burg

Question Regarding Capitalism vs Cronyism - Bob BurgIn a Facebook group run by my friend, Dov Baron, he posed the following question:

Capitalism…Do you see a difference between Capitalism and Corporate Capitalism? Should we keep either, both, and if so how do you see us repairing the system?

Many responded. One I found to be particularly interesting was from someone we’ll call Steve who replied:

“The ‘elephant in the room’ difference is that Capitalism can use guns to enforce their will.”

Since that, by definition, is actually the very opposite of Capitalism, and I feel that understanding this concept is so vital to our future as a country, I responded to Dov’s question and “Steve’s” comment with the following:

“Corporate Capitalism” (a/k/a “Corporatism” or “Crony Capitalism”) is a misnomer and is actually not Capitalism at all. As I often say, “Crony Capitalism is to Capitalism what Chinese Checkers is to Checkers…nothing!”

That’s why I don’t even use that term “Crony Capitalism” and simply call it “Cronyism.”

The entire premise of Capitalism — aside from private ownership — is that it is the exchange of products/services between two or more willing parties with both sides coming away from the exchange better off than they were before the exchange. Otherwise, neither party would willingly participate.

Cronyism, on the other hand, is where corporations or other special interests purchase special favors, rules and regulations from politicians (usually via lobbyists and through campaign contributions and other goodies) in order to provide themselves with an unfair advantage over the competition.

This ultimately hurts the consumer in many ways as well as the country as a whole.

Freedom vs. Force

Responding to Steve, I must respectfully disagree and say that the difference is not that Capitalists can use guns to enforce their will; it’s Cronyism that employs “the guns of government” through the buying of politic favors from politicians.

Key Point: With true Capitalism, companies can only get people to buy from them by providing value in such a way that a consumer chooses to do so. In a truly free-market environment the consumer is the ultimate boss and votes with their dollars.

In other words, Capitalism is based on freedom of choice. Cronyism is based on manipulation, politics, and ultimately, force.

Capitalism — while not utopian or perfect — has been the driving force in an increase in the standard of living for everyone living under that system. The more economically free a country is, the higher standard of living for the masses (including the poor). The less free, the lower the standard of living.

In answer to Dov’s question about how to repair this situation, the citizenry must insist its elected representatives do not participate in Cronyism or they will be voted out of office.

Of course, for this to happen, the citizenry must first understand the difference between Cronyism and Capitalism. I’m afraid that at this point most people think they are the same. And, that is a huge problem.

We cannot repair what we don’t understand.

Want to weigh in? Feel…free! :-)

Want to Influence? Don’t Deny Human Nature

September 17th, 2014 by Bob Burg

Want to Influence? Don’t Deny Human Nature - Bob BurgLast post we saw that to attain a desired outcome you must first see the situation as it is, not as you wish it were.

Not to be confused with a lack of vision, it’s simply understanding that in order to manifest that vision we must acknowledge current truths.

Want to design a device that flies despite physical universal laws such as…gravity? Then, first understand and accept the laws of physics and how they operate. Only then can you work within those laws in order to create its opposite effect.

The same is true when dealing with those often-difficult beings known as…humans. :-)

In other words, the laws of human nature are just as true as the physical laws of nature.

Do you ever hear yourself thinking:

“He doesn’t care about the facts” … “She’s only looks at the price, not the quality” … “His ego is so big” … “She argues even when she knows she’s wrong.”

Or even,  “All he cares about is himself!”

The above are some of the effects of Human Nature. Different for different people, they deal with decision-making, emotion, ego, etc.

There are also some immutable Laws of Human Nature that apply to everyone. What I believe is the biggie of them all was eloquently summed up by Dale Carnegie in his classic, How to Win Friends and Influence People:

“Ultimately, people do things for their reasons; not our reasons.”

Even if those reasons don’t make sense to us! As we’ve discussed in previous posts, people will do what they believe will make them happy, as they understand happiness and within the available options they believe they have.

And that is the overriding Law of Human Nature that only after one understands and accepts can they ever be an effective influencer.

When you embrace that law and work within it in such a way that you help the other person achieve their reason, you’ll find yourself to be one of the most powerful and influential people you know.

Great influencers don’t waste their time wishing people were different or that human nature wasn’t what it is, but rather work within the laws of human nature to benefit everyone involved.

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Do you live in South Florida? If so, you won’t want to miss this powerful, interactive, One-Day Ultimate Influence™ Mastery Intensive on Wednesday, October 1st. In this fun, but very intense day-long session, I’m going to work with just 50 people max so we can keep it personal and interactive.

Lead better, sell more, negotiate powerfully, have stronger relationships with friends, family members, coworkers and associates. Create the environment where people are much more likely to buy into you and your ideas.  If this sounds like something that could make a powerful difference in your life, visit www.Ultimate-Influence.com.

If you have additional questions, we have arranged a brief Q & A call for Thursday, September 18th. You can register for it here: http://bit.ly/1y7UgYv

First, See It The Way It Is. Only Then…

September 11th, 2014 by Bob Burg

First See It The Way It Is - Bob BurgThere are certain natural laws of life. They are not necessarily good or bad. They just are. They are immutable; unchangeable.

With those laws, you have two choices: acknowledge them, or deny/ignore them.

What you cannot do is change them.

They are what they are.

Let’s take the oft-used example of gravity. At least, oft-used by me. :-)

Gravity works everywhere on earth. No exceptions; no excuses. It’s neither good nor bad. It just is. I guess it can be considered good in that it keeps us from floating helplessly into space. It could be considered bad when falling off a seven-story building.

The Law of Gravity cannot be changed. And, you know what? It doesn’t matter how much you’d like it to not be true, how much positive thinking you apply (“I can fly…I can fly…I can fly!”), or even how unfair you think it is that gravity works the way it does.

Human beings cannot fly!

Or…can we?

Actually, we can. Most of us have done so. We’ve traveled great distances at high speeds in a tubular-shaped hunk of metal called an airplane. Lately, we can even check our email and post and converse on Facebook and Twitter while doing so.

However, for the airplane to have been created, its developers first had to understand and acknowledge the Universal Law of Gravity and how it works. Only by tapping into the truth of gravity (and aerodynamics) could they work within its principles and actually use them to create the opposite effect, resulting in flight.

First accept how something IS. Then rather than trying to change it, look for ways to work with it in order to obtain the results you want.

It’s exactly the same with people.

There are certain universal laws of human nature that — while not necessarily convenient — simply are. And, only after we first acknowledge them can we work within them. This, in order to effectively influence others in a way that results in a win for everyone involved.

In the next post, we’ll look at some of these immutable laws of humankind and how to create our own “airplanes” with them. :-)

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Do you live in South Florida? If so, you won’t want to miss this powerful, interactive, One-Day Ultimate Influence Mastery Intensive on Wednesday, October 1st. In this fun, but very intense day-long session, I’m going to work with just 50 people max so we can keep it personal and interactive.

Lead better, sell more, negotiate powerfully, have stronger relationships with friends, family members, coworkers and associates. Create the environment where people are much more likely to buy into you and your ideas.  If this sounds like something that could make a powerful difference in your life, visit www.Ultimate-Influence.com.