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  • Bob Burg

“I consider Bob Burg to be without a doubt, one of the world's leading experts on networking.”

~ Dr. Ivan Misner, NY Times Bestselling Author and Founder of BNI

Integrity and Honesty — For YOUR Sake

November 25th, 2014 by Bob Burg

Integrity and HonestyIn his new book, The Leadership Crisis And The Free Market Cure, John Allison defines Integrity as, “the harmony of mind and body” and says that, as a principle, it “guides us to act consistently with our beliefs.”

After a brief but brilliant explanation regarding how one cannot act with integrity if one’s values are either contradictory or not aligned with reality, the former BB&T CEO, now CEO of the libertarian think tank, Cato Institute made what I felt was another profound point:

“Many people view integrity as some form of duty. Integrity is not a duty. It is a means to improve the probability of being successful and happy.”

I find that statement to be powerful because if one displays integrity simply out of obligation to others, he or she cannot truly be happy. It’s only when one lives in integrity because it is congruent with their own values and how they wish to relate to the world that it can lead to happiness and personal fulfillment.

The extra benefit to living with integrity is that others respect you; they trust you more…and are more likely to want to be in relationship with you.

Mr. Allison’s teaching reminded me of wisdom from another person I also greatly admire, the late, Harry Browne.

Mr. Browne, whose classic on sales is – like Mr. Allison’s book on leadership as well as a recently-reviewed book by Russ Roberts — a spectacular treatise on understanding human nature wrote:

“Honesty is not a self-denying virtue. It’s one of the greatest assets a salesperson can have.”

There are two parts to this, as well. First, you are honest not for the sake of others (though, that is also very important) but because it is congruent with your personal value system. This allows you to be happy. And, in the end, happiness is what we as human beings ultimately desire.

The additional benefit to being an honest salesperson is the degree of trust you earn from your prospective and current customers and clients. This results in their gladly buying from you and just as enthusiastically referring you to others.

Yes, living with integrity and honesty certainly makes you more valuable to those whose lives you touch and influence. It affects you, however, on a much deeper level.

Because, when it comes right down to it…

It allows you to genuinely feel good about yourself and live with a sense of joy, peace of mind, and happiness.

Your thoughts?

So, What *Can* You Do?

November 19th, 2014 by Bob Burg

What Can You DoPerhaps it’s someone on your team at work. Or, maybe a close friend or family member you’re trying to help work through a difficult personal situation.

The person has a problem.

You make a suggestion.

“But, that won’t work” they quickly reply. Or, “But, my case is different” they say. Or, they helplessly offer, “But, I can’t do that.”

In other words, no matter what you suggest…they are stuck in the problem.

You suspect that your continued suggestions are going to be met by continued objections based on what they can’t do.

Then, put the ball in their court and, in a very positive, non-judgemental tone, simply ask:

“So, what can you do?”

This is a pattern interrupt that will most likely elicit a “what?”

Now, gently respond, “We know what you can’t do, or what won’t work. Let me ask, if you were counseling someone else and it was up to you to come up with a solution, what would you suggest?”

It’s not that they will necessarily come up with an immediate answer, but you’ve now shifted the frame from “why it can’t” to “how it could.”

It doesn’t stop there. You still need to help them understand this new frame; that there are options even if right now they’re not seeing them. And, that what you want to do is — working with them — help them to figure something out. For this to happen, it needs to come from a positive “how it can” rather than “why it can’t.”

This assumes, of course, that they really do want to find a solution rather than stay stuck in the problem. You might even need to ask them to make sure. Providing that is the case, however, this new frame will provide a great deal of assistance.

Have you ever utilized this method in order to help someone overcome a challenge? Perhaps even used this on yourself?

Please share your experiences with us.

Position Yourself As The Authority in Your Field

November 11th, 2014 by Bob Burg

Authority AlchemyLast post we looked at some of the key points and takeaways from the recent David Neagle Accelerate Live event Kathy Zader and I attended in Fort Lauderdale, Florida.

David also brought in several terrific speakers. Two of them were the team of  Jack Mize and Brian Horn of the highly-regarded business and personal positioning firm, Authority Alchemy and hosts of the extremely popular podcast by the same name.

How does one position themselves as the expert and authority in their field? We learn, first from Jack Mize, the big mistake most make and that the answer — while somewhat counterintuitive — makes a lot of sense:

Powerful! Indeed, by taking the focus off yourself and instead advocating for your prospects and clients, you create the proper environment for your own expert positioning, or being the authority.

And, what about utilizing both traditional and online media to help in the positioning process? According to Brian Horn, who has been featured on media as far-reaching as The Howard Stern Show to Huffington Post and the major television networks, the good news is that whether your desired platform is local or national, you can build upon your small successes in order to go (and grow) big.

Great concept — “The Authority Snowball.” Love it!

What were your biggest takeaways from Jack and Brian? And, what can you begin to apply right now in order to position yourself as the Authority you know you can become?

Abundance Mindset – Powerful Influencer

November 7th, 2014 by Bob Burg

David NeagleThis week I attended Accelerate Live, a four-day event held by David Neagle. The Founder of Life is Now, Inc., David is a very highly regarded income acceleration mentor and giant in the personal development field.

Having mentored a large number of hugely-successful proteges, he has certainly unlocked the door to financial success as well as other areas where success can be defined and measured.

The entire event was extremely well-staged and choreographed, and with a support team in place — including his team of personally-trained coaches — that allowed David to do what he does best…teach from stage.

On a personal note I found it very cool that his mentor was Bob Proctor, upon whom the character Pindar in John David Mann’s and my book, The Go-Giver is loosely based.

While the event’s theme was Influence it was really all about living a life of both personal and professional success. The first two days were more about mindset; the last couple of days more about strategy. Yet, even within the strategic how-to…there was always mindset.

Why? Because it’s always about mindset. We are all human beings constantly dealing with ourselves as well as with other human beings. If we don’t feel good about ourselves; if we don’t see ourselves as winners, if we don’t feel abundant then it’s awfully difficult to influence another person that they will be better off by doing business with us.

Of the many gems shared by David here are just a few:

  • “Create in your mind what you want to accomplish, then grow into the person who accomplishes it.”
  • “Most will only go after what they think they can accomplish; not what they really want.”
  • “How does your prospective client know — just by being in your presence — that you can help them?”
  • “People hear with their ears but they listen with their emotions.”
  • “Hope or wish is {a representation of} internal or external discomfort. It doesn’t mean they want to change.”
  • “Help them get to the point where they can choose to change for themselves.”
  • “When around negative people, the moment you stop consciously rejecting it, you start subconsciously accepting it.”

An abundance mindset with a true focus on bringing value to others leads to powerful influence. Terrific event and valuable lessons!

Doing Persuasion Right

October 31st, 2014 by Bob Burg

Doing Persuasion Right - Bob BurgWe often see people say and do things when attempting to persuade that bring them the very opposite results they desire. They’ll argue, plead, beg or scream before finally walking away in anger and frustration.

It’s much more fun to watch someone really doing it right.

Even better, through observation we can use their example to more effectively handle our own similar potentially difficult situations.

It was about 8:00 a.m. as I brought my cup of coffee and a book into the lobby of the hotel. My program wasn’t until late afternoon and it seemed like a great opportunity to relax and do some reading. Sitting across from me, unaware of my presence, with a cell phone to her ear and jotting notes, was a woman with a pleasant smile on her face.

If I hadn’t been eavesdropping…er, uh, I mean sitting in a place where I couldn’t help but overhear her talking :-) I’d have thought by the look on her face that she was on a call with her spouse or best friend. She wasn’t. She was trying very diligently to straighten out an issue that left someone without some important documentation.

She pleasantly (that word again) hung up and went to the front desk to ask if they would send a fax for her. Granted, this was a wonderful, service-driven hotel, but even if not they wouldn’t have turned down her request.

She came back to the chair opposite me and, for the first time realizing I was there, very sweetly apologized for bothering me by “talking while I was reading.” I told her it was quite alright, absolutely no bother at all, and that I was enjoying watching her so excellently handle this obviously difficult situation. With a genuine sense of peace she explained that it would all be handled and that everyone involved was being very patient with her.

Influence and Persuasion Lesson: People tend to reflect your attitude right back to you. Or, “As water reflects a face back to a face, so one’s heart is reflected back to him/her by another.” (Mishlei/Proverbs 27:19)

The process included several more trips to the front desk and calls to various people. She apologized when she had to, encouraged when she needed to and smiled genuinely the entire time. Her mission — whatever it actually was — was accomplished.

Of course, before she left, I had to ask her the secret to her great attitude and way with people. She summed it up in two phrases: “I live in gratitude,” and “Most people are nice if you treat them as such.”

Simple, elegant, influential, and persuasive.