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  • Bob Burg

“Master the contents of Endless Referrals and you will practically GUARANTEE your future success.”

~ Tom Hopkins, Author, Master the Art of Selling

Posts Tagged ‘wisdom’

The Next Best Thing to Controlling Our Brand

Wednesday, July 16th, 2014

To What Degree Can We “Control” Our Brand?At our recent Speaker Certification Training for a group of our Certified Go-Giver Speakers, the following was pointed out:

“Bob, you are really protective of your brand.”

All heads nodded in agreement…including mine.

Allow me — if I may — to set the stage: On the day that our speakers were giving their presentations, whenever there was a statement that could possibly be misunderstood, I would, afterwards, gently (yes, gently) point it out and explain why.

I’m also known to politely email bloggers and those on Social Media platforms who take the philosophy of The Go-Giver out of context or misquote. And, it happens often.

Does it drive me a little bit nutty keeping on top of it? Sure, to a certain point. Fortunately, it also teaches me two very valuable lessons:

  1. To the degree you can care without emotional attachment to the results, that’s the degree to which you’ll have peace of mind.
  2. You can manage your brand, but you can’t really control it.

We, as business people in today’s environment, cannot control it any more than we can really control anything that is outside our direct influence. We can manage it by taking all the steps that are within our influence. That begins by communicating our message correctly, always doing our best to provide an exceptional customer experience and being ultra-responsive to our customer’s needs.

Along with that, we can utilize various Internet and social media “alerts” to let us know when something about our brand is positively or negatively mentioned, stolen (accidentally or…”accidentally on purpose”) :-) or simply misinterpreted. People who are “watching our backs” will also let us know, and this includes customers, clients and friends.

There are major corporations that — especially in their utilization of social media — do this extremely well. Others? Not so much. And, we continue to see examples of both.

Regardless, whether huge or mid-sized companies or small entrepreneurial firms, none are actually controlling their brands. Those days are along gone. We can manage our brands; not control them.

Wisdom is knowing the difference.

Success is doing it effectively.

How do you do in that regard? And, do you agree with my premise or have I missed the mark?

Agreement and disagreement are both welcome, as I hope you know.

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.

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

Illusions by 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?