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  • Bob Burg

“Business volume to our new targeted market increased by 300% in just 3 MONTHS! ”

~ Dave Brandt, Divisional Vice President, GE Financial Advisors, Genworth

Archive for the ‘Success’ Category

Getting Rid of Our Mental ANTS

Tuesday, July 1st, 2014

Getting Rid of Those Mental ANTSMy great friend, author and Certified Go-Giver Speaker, Corey Jahnke (whom I call the “Zen Pharmacist”) often writes about an affliction called “ANTS.”

ANTS stands for “Automatic Negative ThoughtS.”

According to Corey, we human beings have thousands of random thoughts per day. Thus, “the more of those thoughts we allow to be negative, disempowering, and judgmental, the more the ANTS eat our brain alive.” Yuck…but still! :-)

So, I’d like to ask you: If you have ever suffered from ANTS (as I’d imagine we all have and we all continue to from time-to-time), how do you get rid of them so that you can tap into your TRUE authentic nature, which is absolutely…positively… ANTS-free.

If you’d like, check out Corey’s more in-depth and very insightful post on the topic and and see what he suggests.

The Small Stuff Worth Sweating

Thursday, June 12th, 2014

Attention To Detail Bob BurgYears ago a little book authored by the late, Dr. Richard Carlson entitled, Don’t Sweat The Small Stuff…and It’s All Small Stuff provided some much-needed wisdom for those of us whose sense of peace of mind and happiness were continually disturbed by life’s little inconveniences.

And, in that context, the phrase itself is certainly valid.

Many are familiar with the term, First-World Problems. Yes, your hotdog bun splitting at the bottom while you’re enjoying a baseball game is indeed “small stuff.” :-) So are most of what we allow to annoy us and sometimes even ruin our day.

However, there is also a time to absolutely sweat the small stuff…because doing so can make a significant difference in your results.

In our Go-Giver book series, John David Mann and I suggest Attention as one of the five “Elements of Value” that serves as a differentiator. While this includes attention to one’s prospective client in terms of listening to what they are saying (and, sometimes, not saying), allowing us to better understand their needs, it covers another area, as well.

Attention to detail means also learning as much as you can about them as individuals. This creates the environment for you to cultivate the “know, like and trust” relationship so often the difference-maker in today’s commodity-based sales environment. In this case, paying attention to the “small stuff” provides you with a distinct advantage over your competitors.

One of my favorite examples of this is business legend (and, self-proclaimed “envelope-salesman”) Harvey Mackay. In Swim With The Sharks Without Being Eaten Alive, his first of seven New York Times bestsellers, the Founder and Chairman of the enormously-successful MackayMitchell Envelope Company introduced us to his now-famous Mackay 66 — a customer profile helping his salespeople to really “know the customer” – the individual who would make the buying decision.

Please understand; Mr. Mackay’s company sold envelopes! If ever a product could be considered a commodity, here it is. After all, there’s only so much possible differentiation in a product like this.

However, there’s lots of possible differentiation in the person selling that product. When you focus your attention on them; on knowing everything you can about what’s important to them, it allows you to effectively communicate your additional value.

And, that’s where sweating the small stuff…make a huge difference!

How do you sweat the small stuff in a way that communicates your value?

A Literal Success Truth That Never Fails

Tuesday, May 27th, 2014

A Literal Success Truth That Can Never Fail - Bob BurgFormer Campbell Soup CEO, current Avon Chairman and leadership authority, Doug Conant recently tweeted this famously-profound quote from the classic, Think and Grow Rich by Napoleon Hill:

“It is literally true that you can succeed best and quickest by helping others to succeed.”

This immediately brought to mind one of my all-time-favorite (and, unfortunately, often-misquoted) sayings by the legendary, late Zig Ziglar:

“You can have everything in life you want if you will just help enough other people get what they want.”

What do those two powerful sayings have in common?

That to the degree we can take our focus off of ourselves and place it onto the other person, that’s the degree to which we ourselves will become successful.

Law #3 from The Go-Giver, The Law of Influence states:

“Your influence is determined by how abundantly you place other peoples’ interests first.”

Of course, that doesn’t mean that we should be anyone’s doormat or in any way self-sacrificial. It simply means that when we move from an I or “me-focus” to an “other-focus, we naturally bring more value to — and hold more value to — that person. As Sam, one of the mentors in the story advised the protegee, Joe:

“Make your win about the other person’s win.”

How do you feel that person would then feel about you? Would they be more likely to buy from you? To want to do business with you? To make you a part of their life? Would they be more interested in your success? Would they be more excited about referring/introducing you to those they care about so that you could make your win about their wins, as well?

I believe that — as the first part of Mr. Hill’s quote opined — “it is literally true.”

What do you think? And, how do YOU make your wins about their wins?

Who Do They See Approaching?

Tuesday, May 20th, 2014

Who do they see approaching by Bob BurgPerhaps they are a family member, an employee, business associate, supplier, a student, or anyone else who knows you and experiences you on a regular or even semi-regular basis.

As you walk into the room, how does he or she feel?

Are they thinking, “Here is the person who is going to inspire me, bring out my best and make me feel good about myself? Is (s)he going to encourage me?

“Or, are they going to put me down, criticize me, disparage me? Is (s)he going to discourage me?”

Just something to think about as you approach…everyone today.


*Inspired by my Dad. :-)

Be a Power Connector – A Chat with Judy Robinett

Friday, May 9th, 2014

We met via an introduction from Wharton Professor and noted bestselling author, Dr. Adam Grant. He told me she was someone I needed to connect with. And, when Adam says that, I listen!

It was immediately obvious that Judy Robinett was a person with that special combination of huge business acumen and an even bigger heart.

Judy-RobinettEasy to see why her then soon-to-be-published book was entitled, How to Be a Power Connector. For that matter, it’s easy to see why she’s been called “The woman with the Titanium digital Rolodex®.” To put it mildly, the book lived up to — and even greatly exceeded — everything I thought it was going to be after our initial conversation.

Her background includes more than 30 years both as an entrepreneur and corporate leader, including having been CEO of both public and private companies. She’s also served on the advisory boards of a number of startup companies and venture capital firms.

Power-Connector-BookI would recommend that whether one has just graduated college and is looking to accelerate their career, or is a long-time veteran of the business world, this is a book well worth studying. It’s truly a toolkit for systematically building a network that will make one’s business relationships a lot stronger, enriching, and profitable!

And, in this brief chat, Judy shares some important highlights. I have a feeling you’re going to be just as impressed by her as I am.


Yes, that was a lot of wisdom in a fairly short conversation. What key points did you take away that you can begin to apply right now?

Pick up her book today at www.JudyRobinett.com/book

TECHNICAL NOTE: If you are having trouble playing the interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.