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Archive for the ‘Influence’ Category

When First Become Last

Friday, February 27th, 2015

other people's interests firstLately we’ve looked at placing other peoples’ interests first and how, far from being self-sacrificial, it’s actually the key to building successful business and personal relationships.

So, it was very cool to come across the following quote from one of my heroes, High Point University President, Dr. Nido Qubein:

“People who invariably put themselves first will find that others tend to put them last.”

True, isn’t it? The more we focus on ourselves the less others focus on us. The more we focus on others, the more they focus on us. In his classic, The Science of Getting Rich, Wallace D. Wattles touched on this as the natural principle that “action and reaction are always equal and in opposite directions.”

As you place your focus on the interests of others and constantly ask yourself how you can add value to them (again, this includes business and personal relationships) you’ll find they tend to do the same. Or, in today’s lingo, “right back at ya’!” ;-)

The question some will have, however, is, “but what if they don’t? What if they’re just the ‘selfish’ type who cares only about themselves?”

Sometimes, it doesn’t matter. If, for whatever reason, the benefits of the relationship (business or personal) are worth it to you, then no need to change anything. Just be aware and watch your back.  So long as both parties benefit, carry on.

Or, depending upon the unique circumstances and the type of relationship, you have choices including, but not limited to:

  • Continue to focus on them believing that they are simply in the growth process. You can gently and tactfully coach them along, as well. Some will get it and grow into it.
  • Immediately remove yourself from their life and influence. You don’t need to be mean or nasty about it or even verbalize it. What if circumstances dictate you’re not being able to sever all ties. That’s okay. Stay classy. Always treat them with respect. However, you won’t be emotionally involved in the relationship.

Most people though will indeed respond as you set the frame.

To paraphrase Dr. Qubein, put them first and they’ll tend to put you first.

Life is good.

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We invite you to join our Go-Giver Ambassadors open Facebook group. We post a daily shot of inspiration — a quote from the one of the books. Visit Go-Giver Ambassadors and join us. It’s free, it’s fun, and it’ll start your day off right!

Toe Stubbing and Authenticity

Sunday, February 15th, 2015

Rabbi Zelig PliskinYears ago I was in the Holy city of Jerusalem, Israel to visit and learn from a man whose books I’d been studying for several years.

Rabbi Zelig Pliskin’s writings are a combination of ancient Biblical wisdom and modern day personal development. While some of his 20 books are geared to a Jewish readership, many are applicable to anyone and everyone who simply desires to have a happier, more fulfilled and peaceful life.

His smaller books with titles such as, Kindness, Patience, Happiness, Serenity and Self-Confidence provide both methodology and real-life stories and examples designed to help the reader accomplish those specific goals.

We spent many hours in formal, valuable learning sessions. However, it was during an outside walk that I got to see the essence and character of the man, and why I so admire him.

While engaged in conversation, Rabbi Pliskin stubbed his toe. He stubbed it badly. Upon seeing his facial expression I knew he’d really hurt himself.

Almost immediately, however, he embraced the experience.

“This is good” he said, his face still contorted with pain. “It’s excellent practice for me to learn how to…” and he went on to explain what he would practice. His face seemed to transform back into a countenance of serenity.

The reason I ended his statement with an ellipses rather than sharing exactly what he was going to practice is because — being that this was a long time ago — I don’t actually remember what it was.

And, as you know, that wasn’t the most important part, anyway.

The huge lesson for me was seeing his authentic nature playing itself out in total congruency. Much of his teaching focuses upon the lessons we are constantly being taught by our Creator — often through our dealings with others. Or even, as it turns out, through a rock upon which we might badly stub our toe.

Seeing him immediately go into learning mode — despite the excruciating physical pain he was experiencing — provided me with one more hero to model when similar “ouchies”, be they physical, mental or spiritual would occur to me. I can’t tell you how often throughout the years since I’ve benefited from his example that day.

Yes, there are those who teach one thing and do another. There are also those who both practice what they preach…and preach what they practice.

Any examples of people like Rabbi Pliskin who come to mind for you?

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We’ve set up an open Facebook group, “Go-Giver Ambassadors.” We post a daily shot of inspiration — a quote from the one of the books. Visit https://www.facebook.com/groups/GoGiverAmbassadors/ and join us. It’s free, it’s fun, and it’ll start your day off right!

Noble Selling Purpose…and Profit – In Perfect Harmony

Tuesday, January 27th, 2015

Selling With Noble PurposeLisa Earle McLeod is the author of Selling with Noble Purpose, a book that basically shows how and why those whose actual purpose in selling what they sell is greater than the money…actually make more money.

In a recent post she wrote:

“People often ask me: How do you balance Noble Purpose with the need to make a profit? My answer is, you don’t balance Noble Purpose against profits. Successful organizations make more profits because their Noble Purpose drives their business decisions.”

When thinking about it this makes total sense. Not only is there no dichotomy between selling this way and making a profit, the two are absolutely aligned. When your purpose in selling your product or service is noble your focus is totally and absolutely on the value you bring to your customer. The customer feels this; he or she understands this and is much more likely to buy from you.

This — of course — aligns with John David Mann’s and my statement from Go-Givers Sell More that, “Money is an echo of value. It’s the thunder to value’s lightning.”

Yes, Lisa’s philosophy of Selling with Noble Purpose is not “la la”…it’s not “out there” and it’s not in any way self-sacrificial.

Far from having to balance anything…it’s the most congruent and harmonious way to do business. It’s  also the most profitable way of doing business one can possibly imagine while bringing ultimate value to others.

Now THAT’S a win all the way around!

And, as Lisa says:

“When Noble Purpose guides your business, you make more money.  When Noble Purpose guides your life, you become happier and more successful.”

Question: What is YOUR Noble Purpose in sales? How about in life?

The Advancing Woman – Kat Cole

Saturday, January 17th, 2015

In his classic, The Science of Getting Rich, written way back in 1910, Wallace D. Wattles explained a key principle for advancement in business, regardless of where one starts or how little money or connections they begin with. One advances… by advancing (providing value to) others:

“And, in so far as your business consists in dealing with other people…the key thought of all your efforts must be to convey to their minds the impression of increase…convey the impression of advancement with everything you do, so that all people shall receive the impression that you are an advancing man and that you advance all who deal with you…You can convey this impression by holding the unshakable faith that you are in the way of increase and by letting this faith inspire, fill, and permeate every action. Do everything that you do in the firm conviction that you are an advancing personality, and that you are giving advancement to everybody…feel that you are conferring benefits on all.”

Kat ColeI recently read a fantastic article on Time.com written by Charlotte Alter. It describes the journey of Kat Cole who began as a hostess for Hooters at age 17 and became CEO of the billion dollar-plus Cinnabon, Inc. at the age of 32. How she did it was textbook right out of the pages of Wattles’ book. (Though it wasn’t actually her goal – at 18 she was waiting tables there in order to help pay for college where she was studying to be an engineer.)

Earlier in his book Wattles discussed a concept he called being “too big for your present place”:

“You must begin to do what you can do where you are, and you must do all that you can do where you are. You can advance only by being larger than your present place…The world is advanced only by those who more than fill their present places.”

This is a key concept and had much to do with Kat’s rapid rise to success. If you read the above-mentioned Time.com article you saw that everything she did was not just beyond but way above and beyond her job description. Thus, she became too big for her present place. She had to advance. And, she continued to advance. She was… the advancing woman!

Exceptional Value And High Character

Kat certainly embodied “The Law of Value” from John David Mann’s and my, The Go-Giver, which states, “Your true worth is determined by how much more you give in value than you take in payment.”

But, let’s look at another aspect of Kat’s advancement. “The Law of Influence” from that same book says, “Your influence is determined by how abundantly you place other people’s interests first.” This does not mean you are self-sacrificial; it does mean that focusing on bringing value to others is congruent with your values.

One of Kat’s personal values is loyalty. Although she was offered a great job by another private equity firm that she wanted and was about to accept, when she found out the current company was about to be sold (which would be a bad time to leave them), she stayed to help them through the sale. Doing so entailed detailing with 14 other firms.

The result was that she became known as a person of huge value by the other firms as well and suddenly her influence grew exponentially. Now she was in greater demand than ever!

As Wattles succinctly stated in his chapter entitled, The Advancing Man:

“No matter what your profession, if you can give increase of life to others and make them sensible of this gift, they will be attracted to you, and you will get rich.”

Great things don’t happen in a vacuum. People create these opportunities for advancement. And, they do so, as Wattles stated, despite their circumstances. (You can read more about Kat’s personal situation in the Time.com article.)

An Advancing Man?

As I pulled up to the drive-through window of the local fast-food restaurant I sometimes frequent, I was greeted by a smile from a young man, probably not much older than the previously discussed hostess. He read back my special order to me, making sure he had it correct. I thanked him for caring enough to make sure he got it right.

“That’s our job, sir. We want to make sure it’s perfect and that you enjoy your meal.” He said it as though he meant it, and I have no doubt he did.

I was impressed. More than just the desire of my happiness with the dining experience, he knew how to communicate his desire for my happy dining experience.

He provided me with great value via his attitude. He gave me the impression of increase…I suspect he’ll be advancing soon.

Who Is John Allison? A Principle-Based Leader

Friday, January 9th, 2015

When it comes right down to it, leadership is really a reflection of…who one is! It is about one’s character and principles. It is about one’s philosophy.

I posted about John Allison in “Those With High Character Take A Stand” and in reviewing his Number One New York Times Bestseller, The Financial Crisis And The Free Market Cure. That book was selected by the Wall Street Journal as one of the top 5 books on the financial crisis.

Just a few weeks ago I posted a review of his newest book, The Leadership Crisis And The Free Market Cure. I gobble up books on leadership and have learned a ton from many of them. This one might be the most important one yet.

John Allison: The Leadership Crisis and the Free Market CureAfter all, there’s a lot to learn from someone who as Chairman and CEO led his company, BB&T, through 20 years of explosive growth (from $4.5 billion to $152 billion in assets during his tenure!). This while many of his competitors were failing left and right.

More importantly, he did it the right way; through creating value for everyone whose lives he and his bank touched. He refused to participate in sub-prime lending even though that would’ve been the easy, profitable and accepted way to do business at that time. In fact, he was — let’s say — strongly encouraged by government regulators to do so. However, because it was contrary to what he believed was right, he refused. Yet, his bank flourished.

Harvard Business Review named him one of the decades top 100 most successful CEOs!

And, this brings us to today’s conversation. You see, all the above was driven by his character, based on the values and principles he lives by, congruent with his life philosophy. And, as he discusses both in the book and in our chat, this influences all forms of leadership: personal, business, and societal.

The current CEO of the highly-regarded libertarian think tank, Cato Institute, he doesn’t pull any punches, and you’ll see he doesn’t here!

John Allison: The Leadership Crisis and the Free Market CureCato Institute

 

In this chat we discuss:

    • A nut-shell explanation of the cause of the financial crisis
    • Why leaders fail
    • That we all have, and live by, a philosophy…whether we realize it or not
    • The importance of training your emotions to support what you know is the right decision
    • The essence of self-esteem and why it is THE most important issue of all

 

To order Mr. Allison’s book click here. For more information on The Cato Institute, visit www.cato.org.


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