• Dynamic...
  • Inspiring...
  • Entertaining...
  • Principle-Based...
  • Immediately, Effective...
  • Bob Burg

“Nothing short of fantastic. I would recommend, without reservation, Bob's program to any other sales professional.”

~ Allen L. Howard, CLU, General Manager, New York Life Insurance Company

Posts Tagged ‘wisdom’

Avoiding Those Unnecessary “Headaches”

Friday, June 21st, 2013

Avoiding Those Unnecessary Headaches - Bob BurgAside from what is learned directly from reading an article, I find they often trigger ideas that can be applied in other, more specific areas. Not very surprising when realizing success principles are success principles and transfer across the board.

Such was the case when reading investment authority Steve Sjuggerud’s guest post recently in the online daily publication, Early to Rise.

The post itself was in regards to investing in property and the basic question he asked was, “Do you really want THIS PARTICULAR headache?” In other words, when you put the potential financial return against — not just your financial investment but — all the time, work, stress and other factors that you’ll incur, is it likely to be worth it?

Great question. And, while I’m not a real estate investor, I often struggle with where to invest my time and energy in terms of various projects.

Being a natural “shiny object pursuer” where most every idea looks good to me, I often find myself asking questions similar to Sjuggerud’s, though not with those particular words.

Well, the words are now changing. From now on, whenever considering a new project, idea, opportunity or any other investment of my time, I’ll ask myself, Burg:

“Do you really want THIS PARTICULAR headache?”

And, I see it being very clarifying.

What about you? Is this a question that would help you in the clarification process? What about  prioritization? What areas do you find yourself struggling to say no to because the object really does look kind of shiny? Feel free to share. :-)

The Two Reasons We Really Buy

Monday, November 12th, 2012

Please enable your imagesMinutes before presenting last Friday morning for my client, WinWholesale, Inc. at their annual convention, I was speaking with COO, Monte Salsman. He shared with me a great piece of advice provided by one of his mentors nearly 20 years ago:

“People buy only two things: solutions to problems and good feelings.”


Yep, think about it. When it comes right down to it, the very essence of why we buy something is because it solves a problem and makes us feel better than if we did not buy it.

Understanding this is what keeps our focus on the other person. After all, people don’t buy from us because it solves our problem or makes us feel good. Nor should they. Thus, we need to constantly find ways to provide value to others in a way that will serve them and their needs, wants and desires.

So, next time you’re in a selling situation, measure what you are about to say or do by asking yourself, will this solve their problem? Will this make them feel good? If the answers to both of those are “yes” then you are on the right track.

Of course, when you solve their problems and make them feel good, you also solve your problem and make yourself feel good.

Or, as another mentor of many of us (a certain Mr. Ziglar) very famously said, “you can have everything in life you want, if you’ll just help enough other people get what they want.”


Note: Just put together a special page for The Go-Giver, in the event you’d like to give them out as Holiday gifts this season. And, you’ll have a chance to win some great prizes, as well. If you’re interested, check out www.Burg.com/Holidays.

What Am I Supposed To Learn From This?

Friday, June 29th, 2012

Richard BachVery grateful for all your feedback from our previous post where we looked at a gem of wisdom shared years ago that has made a significant difference in my life. Many of you learned that same lesson from the same man and shared great lessons from others that have benefited you.

Let’s look at another one. Nearly 20 years ago, a friend gave me a book entitled, Illusions by Richard Bach. I had LOVED Jonathan Livingston Seagull so was totally fired up to read this one, as well.

The tale of Richard being mentored by Donald Shimoda was indeed compelling and filled with golden wisdom throughout. Re-reading the book two weeks ago for the first time and seeing all the highlights I’d made and notes I’d written brought back great memories.

What was THE gem, though? What did he write that had such a profound effect and made such a huge difference for me?

In the Epilogue, Richard is still grieving over the death (actually, murder) of his friend, Donald. Admitting he has lived the scene 1000 time over in his mind and hoping it would somehow change, he asked himself…

“What was I supposed to learn that day?”

WOW! Now, admittedly, this already fit my belief that there is a reason for everything that happens, even if I don’t understand (and perhaps never will understand) what that reason is.  In other words, it wasn’t something I had to struggle in order to accept. Based on the premise that there is a reason for everything, then, logically, it follows there must be a lesson in it.

Richard’s question made me aware of this and inspired me to consciously ask myself, “What is the lesson? What am I supposed to learn from this?” after an uncomfortable event.

And, like Mr. Rohn’s advice in the previous post, this question has added hugely to my growth and effectiveness.

Oh, I still don’t always know the answer. In fact, I’m pretty sure most of the time I don’t, perhaps even when I think I do. But, the quest for understanding has been its own benefit. And, doesn’t wisdom begin when we begin to ask the right questions?

What do you think? Does this question make sense to you? Is asking it something you already do? And, if not, do you feel it would be helpful for you to form this habit?




One of Those Huge Life Difference-Makers

Monday, June 25th, 2012

Jim RohnThere are certain wise teachings, learned over the years, that have stayed with me and added significantly to my life. They’ve also provided me with hope and strength when most needed.

Just one example is Jim Rohn’s (1930-2009) famous, “They just do” and his follow-up phrase, “it’s one of the mysteries of life.” This comes in very handy when upset over the negative actions of certain people. For example, you find out someone with whom you’ve done a business transaction lied to you. You are understandably very upset and even begin personalizing it.

You might even ask yourself, “why did he do that to me?” This typically leads to the big question…”why do people like him lie?”

Mr. Rohn’s answer was, “they just do.” “He’s a liar. Liars lie. He’s simply doing what liars do.” He would then add, “it’s one of the mysteries of life.” This also led me to embrace the saying, “It is what it is.”

Reframing a situation from something personal — or something you must analytically figure out — to “they just do” and “it’s one of the mysteries of life” can save a ton of  heartache, self-doubt, and mental torture that will lead to nowhere productive.

Please don’t confuse this with not taking action to protect yourself from people who do bad things or, if/when appropriate, rectifying the situation after it’s happened. Not at all.

However, the major lesson I received from Mr. Rohn in this example is to not let certain mysteries of life drive me insane trying to find a reason for something that is beyond my comprehension.

Again, please don’t confuse that with not trying to understand people, Universal Laws and other vitally important concepts. An important part of life, personal growth, and wisdom is indeed trying to understand as much as possible. But, there’s a certain point where attempting to understand something we cannot reasonably expect to understand crosses over the line into driving ourselves bananas.

For those human beings such as I who — by our very nature — can drive ourselves crazy by doing exactly that (and, admittedly, used to do so), Mr. Rohn’s sage advice can be a huge difference-maker, both in terms of personal effectiveness and peace of mind.

That’s just one of the many lesson’s I’ve learned from very wise people that has made a significant difference for me. I’ll share some others in future posts.

Meanwhile, what are some of the wise lessons you’ve learned that have made that kind of difference for you?