Today’s special guest is a phenomenal motivational speaker, expert consultant, and prolific author—Bob Burg. He has written a lot of bestsellers including a book many tribe members are familiar with—The Go-Giver.
If you are currently in need of motivation and inspiration, you’ve definitely stumbled upon an exceptional episode. This is one you’ll surely listen to over and over again.
So sit down and give this episode your undivided attention. Take in all the amazing wisdom and insights only this truly remarkable man can dish out!
- Why one should be a go-giver
- What a system is
- What it means to be a go-giver
- What the most financially profitable way of conducting business is
- Why being a go-taker won’t work
- What free market capitalism is all about
- What the Law of Compensation is
- What is one of the best ways to build rapport
- Why building rapport is key
- The importance of being one’s authentic self in the market place
- What market value is
- The importance of knowing and understanding one’s strength
- What the Law of Receptivity is
- Why is the Law of Receptivity difficult for some people to grasp
- What great influence is all about
- Why it’s important to study prosperity
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Brent Daniels: Hello Rhino Nation. It is Brent Daniels and for today’s podcast, I want you to stop what you’re doing right now! Okay. I’m serious. Pull over on the side of the road, jump off of the treadmill, put the kids to bed because this podcast conversation will literally change your life.
Today with me on the podcast is someone that we all know and love. His five laws of stratospheric success have influenced well over half a million people. It is my esteemed pleasure to introduce the coauthor of the Go-Giver, Bob Burg. Hi Bob.
Bob Burg: Hi Brent. What a nice introduction. Thank you so much.
Brent Daniels: Well, you know what? You bring so much value to our audience today and naturally, in our group, in this group of real estate wholesalers or people trying to get into the real estate wholesaling business, we have a lot of go getters. You know what I mean? People out there, you know, working hard every single day. I mean hustling and picking up the phone and trying to find opportunities and just like Joe in your book, right? Just like him, I think that a lot of people can connect with that struggle of working hard and fast but still not reaching their goals. I mean what do you think they need to change?
Bob Burg: Sure. And that’s why, by the way, it’s very important to still be a go getter because a go getter is a person of action. So the fact that the people you are working with who come to you for help, the fact that they’re go getters, they’re willing to do the work, they’re willing to take the action is fantastic. Now that they’re going to learn from you and they’re going to the system that you and your company teaches, that’s going to help them first be able to connect their willingness to work with them having information because let’s face it, we can have the most motivation in the world and we can be go getters and we can be out there and we can be hustling, but if we don’t know, if we don’t have the information, we’re just going to be running fast and standing still. So having a system such as the one you teach is one big difference maker.
I define a system as the process of predictably achieving a goal based on a logical and specific set of how to principles. The key being predictability. If it’s been proven that by doing A you’ll get the desired result of B as you’ve proven so many times, then you know all you need to do is A and you’ll get the results of B. Now there’s one more thing to, that aside from being a go getter, aside from being a person who will follow the system, now we take being a Go-Giver into it, and what this means is nothing more than shifting your focus and this is really the key. It’s shifting your focus from getting to giving and when we say giving in this context, we simply mean constantly and consistently providing value to others and understanding that in doing so, not only is that a more pleasant way, an easier way, a more comfortable way to conduct business.
It’s actually the most financially profitable way as well. So we want people to be both go getters, people of action, and go givers, people who are totally focused on bringing value to others. What we don’t want is for people to be go takers. Those are the ones whose focus, right is on the taking take, take, take without having added value to the person, the process, the situation. And what happens in the reason why being a go taker doesn’t work when your focus is on the taking is that no one’s going to do business with you because you want to make the deal. They’re not going to do business with you because you need the money. They’re not going to do business with you because you have a certain number of units that you wanted.
No, they’re going to do business with you because they believe they will be better off by doing so than by not doing so. And that’s the only reason why someone should do business with you. And so what that does is it creates the context where the entrepreneur understands they’ve got to put their focus on that other person on bringing value to that other person to giving that person a reason why they should want to do business with them.
Brent Daniels: I love it. That is absolutely perfect. You know, and guys and gals in our business, in the business of wholesaling real estate, we provide value, we provide a speed and convenience to the seller and then on the other side we provide a discounted property to the buyer. It is such an extreme value when you’re really focused on, you know, being proactive and taking action, but also making sure that you’re providing that value, that speed and convenience to the seller and that discount a property to the buyer. Everything combines and it just like you say, Bob, I mean it’s just stratospheric success. I mean just unbelievable.
Bob Burg: Well thank you. And you know, that’s really the goal because when you are providing exceptional value to others, you should have great success. That’s what free market capitalism is all about. When you think about it, and when I say free market, I mean no one is forced to do business with anyone else.
Brent Daniels: Right?
Bob Burg: Parties do business because they believe they’re going to benefit from it, which is what they should. So if your providing exceptional value to the marketplace, you should be rewarded, and this is why we say that money is simply an echo of value. It’s the funder, if you will, to values lightning, which again means nothing more than that you focus on, on bringing value to the other person. That’s where your focus is and the money you receive is simply a very natural result of the value you’ve provided.
Brent Daniels: I love it. Now Bob, in the first chapter of The Go-Giver, you did something incredible and it really stuck out to me. When Joe gets the phone number for Pindar and Pindar is a world renowned business consultant. I mean he immediately, without hesitation, he pulls out his phone and he calls him. I mean this is serious action. He just calls him.
Bob Burg: Right? Exactly. And you know, Hey, he could have been told no, but you know what? No is a part of life. That doesn’t mean we have to like it and I’m who you know who likes it.
Brent Daniels: Right, right.
Bob Burg: But we understand it’s part of it. And so we go ahead and we do the thing that we know that we should do. Some great friends of mine, Andrea Waltz and Richard Fenton wrote a fantastic book. I been, this one’s a parable also called Go For No where they really reframe the entire idea of the word “no”. Now the premise is that yes is the destination, no is simply how you get there.
Brent Daniels: Yeah. Love it. Yeah. I think, you know, oftentimes in just our day to day business lives, we have that opportunity. We have that phone number to call and for some reason we have that 500 pound phone and we just don’t take that action.
Bob Burg: Sure.
Brent Daniels: And we just think, you know, we start hallucinating really what the worst things that could happen if we make this call, and in reality making that call and getting to the no or getting to a yes, it’s not as bad as we make it up in our minds.
Bob Burg: Yeah.
Brent Daniels: And I think it’s just so important that you take the action to talk to people every single day.
Bob Burg: Yeah. And you know, you can reframe it by, and I don’t mean to be sound morbid or anything, but you can reframe it by saying to yourself, you know what? There are people all over the world, especially in developing countries right now, that have nothing, and they’re having to walk five miles a day just to get water to bring back, and I mean some really horrible circumstances. I mean, the worst that can happen when you make a call is the person says no.
Brent Daniels: Yep.
Bob Burg: Or they’re not nice about it or, or what have you. That’s not as bad as having to walk five miles to get water for your family. So again, I’m, I’m still, I’m not saying that it makes it any easier in terms of hearing no. Who likes to hear it, we’re human beings, but it does mean that when we kind of frame it that way, it kind of takes a little bit of the sting off that no, and makes it maybe a little easier to make that call.
Brent Daniels: Well, and I think also, you know, the amount of experience that you have, the amount of conversations that you put together, the amount of opportunities that you have every single day to get to somebody that is willing to do business with us or somebody that we can provide value to. I mean, that’s really the key shift in my mind is how many people, how many no’s do I have to go through? Or how many tough, awkward situations do I have to get to, to have that really amazing conversation that could change everything. I mean, literally your life can change on one phone call similar to Joe in this book, which I’d love it. So Bob, can you explain the law of compensation to us? Because I love it.
Bob Burg: Well, the law of compensation simply says that your income is determined by how many people you serve and how well, as well as how well you serve them. So law number 1 says to give more in value than you take in payment, which doesn’t mean you’re not making a profit. It just means you’re making the experience for the other person so exceptional that they are happy to exchange their time, their energy, their money for the value you provide.
Law number 1 says, give more in value than you take in payment. Law number 2 tells us that the more people whose lives you touch with, the exceptional value you provide, the more money with which you’ll be rewarded.
In the story, Joe, the protege was told by Nicole, the person we called the CEO, that law number 1, the law of value, the foundational principle, hey, it’s important, but it’s not enough to just provide exceptional value to one person. Law number 2, your income is all about how many lives you impact. Okay? So it’s not just the value you provide, it’s the impact you make in the world, in the marketplace by touching so many people’s lives with that exceptional value you’re providing. So we could say that exceptional value plus significant reach equals very high compensation.
Brent Daniels: Yeah, love it. I mean, it’s just like you writing this book, and publishing it, and getting it out to half a million people versus you just telling the story to me. Right?
Bob Burg: Right. Exactly!
Brent Daniels: I mean it’s, it’s just incredible. And you know, guys and gals for the law of compensation to work for us, we need to be talking to new people every single day to find someone, someone we can provide value to. The more people we talk to, the more value we can provide. It’s a beautiful law. I love it.
Bob Burg: Oh, thank you. And you know, it was important in John and I, you know, John David Mann, exceptional, a coauthor who’s really the lead storyteller.He’s the one that brought everything to life with his writing. I’m much more of a how to person as you can tell, I’m step one, step two, step three and we wanted to put that one second after the law of value because we didn’t want to leave it at just bring exceptional value because again, it’s important, but that’s only your potential income.
The law of compensation literally represents your actual income and it says you’ve got to be able to touch a lot of lives. Now the more you can do that through referrals and introductions and getting yourself out there, developing those relationships where people feel great about you and they know what you’re looking for, your always providing value to them, whether you’re doing business with them or not. That’s how you create a world in which you’ve got, what we call personal walking ambassadors.
Brent Daniels: Oh absolutely! And I think that that’s really key, especially in our business. You know, the reputation that we have for one, making the process is so simple and so easy for everybody, but also dealing fairly with everybody and really taking the first law of providing value and then helping out as many people as possible. I mean, that’s when things really start rolling. You know what? It’s not just one deal here or there. It’s doing consistently helping and finding people over and over again and really building on that and providing people with such an incredible experience that they tell other people about it.
Bob Burg: Right, right. That’s how the momentum really starts to build and finally explode.
Brent Daniels: You know, there’s something interesting that you’re the first person that I’ve heard and read and kind of get a sense from, and you’ll have to correct me if I’m wrong here, but you don’t talk about building rapport. You talk more about building relationship. Why is that?
Bob Burg: Well, I think rapport, is part of it. I mean, if you’re out of rapport with someone, you’re probably not going to be able to be able to [inaudible]. But the big thing is the relationship itself is the key. I mean, you can build rapport with someone and that’s the end and you had a nice conversation and that’s it. When you create rapport with someone, when you build rapport, you create the environment where a relationship can take place.
Brent Daniels: Yeah, I think that, you know, it’s interesting. I think building rapport gets kind of a foggy definition because it’s kind of like go there and you know, pick out things that they’re interested in and start talking about that. It feels very surface level to me.
Bob Burg: Right. It sounds techniquey. You know, it sounds like something you do as a tactic to get something, that sort of thing.
Speaker 1: 100%. It feels ingenuine to me, I feel like when you talk about building the, at least for me when I’m on appointments, it really lets me slow down and literally like just listen to what is being said, what they are saying to me, [crosstalk 00:15:03] not thinking about am I building up these rapport points in the rapport meter over here so that they will, you know, like me and trust me.
Bob Burg: Well what you just said is so right on target because when you listen to them this, this is what triggers everything. And it’s a matter of genuinely, authentically listening, listening in order to understand listening in order to kind of get this person learning, you know, what are they about? What do they care about? What do they need, what do they want, what do they desire, what are they interested in? And you learn this by asking questions and then really, really listening. In the new book, you know, we talk about listening with the back of your neck, right? And what we mean by that is you’re not just listening on a surface level, you’re not just hearing it, you’re listening with your entire being. And if you want to talk about building rapport, there’s one great way to do it. And you said it. listen,
Brent Daniels: yeah, it has literally changed everything in my business. You know, being able to really, cause we work with a lot of distressed sellers, they’ve got properties that they can no longer manage and they really need somebody to ask the right questions and listen to what they’re saying, to really understand what position they’re in and what the best outcome is for them. So, you know, with everybody listening on this podcast, it’s really, really important to slow down and to go and really find out what is going on with people so that you can provide the highest value that you can. And don’t just go out there to build surface rapport, build a relationship with these people, really understand what they’re going through. Put yourself, have that empathy and put yourself in that perspective of where they’re at and how you can really dramatically change their lives by helping them out. It makes a huge difference.
Bob Burg: It does. And empathy, and you make a great point. Empathy is so important and we hear that word a lot, but what really is it? What does it really mean? Well, the dictionary definition of empathy is the identification with or vicarious experiencing of another person’s feelings. Now that’s deep. They might think, well, gosh, duh. Isn’t that just a fancy way of saying, put yourself in the other person’s shoes? Well, it might be except for the fact that, remember, most of us have different sized feet. In other words, we don’t know. We can’t necessarily put ourselves in their shoes. We don’t necessarily know how they feel and it would be disingenuous to say we do. Here’s a thing. I don’t think empathy necessarily means that you know how they feel. It means you understand they’re feeling something and that this something is distressful to them.
And what you’re communicating, is that you are there for them, you’re there to help them. You’re there to help them through this. You’re there to understand the best you can and be their guide through this. And that’s a relationship. And you know, you communicate this sure through what you say, but really you communicate it through what you do. But more than anything else, you communicate it through who you are.
Brent Daniels: Love it!
Bob Burg: That’s, that’s really when you think about it, where character comes into play. Right?
Brent Daniels: Yeah.
Bob Burg: So really that’s where so yeah, I think you make a fantastic point,
Brent Daniels: Bob. You are the best that was, I mean, Oh my gosh, I love that. That was just perfect. That was really, really perfect. Talk to me, the law of authenticity, right? Why is it so important? Can you touch on the law of authenticity and why is it so important to be our authentic selves out there in the marketplace?
Bob Burg: Well, you know, in the story, Debra Davenport shared a very important lesson that she learned and that is all the skills in the world, the sales skills, technical skills, people skills, as important as they are; and Brent, we know they are all very important, but they’re also all for not if you don’t come at it from your true, authentic core.
On the other hand, when you do, when you, as we like to say, show up as yourself, day after day, week after week, month after month, people feel good about you. People feel comfortable with you, people feel safe with you, they know you, they like you, they trust you. They’re much more likely to want to be in relationship with you. They’re much more likely to do business with you and talk to others about you. So being authentic, being genuine is good life principle, but it’s also good business principle.
But that also brings up the question, why then do some people not show up authentically? Why do they show up instead as a, I guess the correct Latin term would be phonus balonus, right? Not authentic, right? [crosstalk 00:19:58] And, and I think default answer would be, well, because they’re not honest or they’re trying to pull one over on us. Hey, yeah, I mean there’s all sorts of people in the world, so we’ve got to be aware of that. But I don’t think that’s usually the case. I think 99 times out of 100 when someone doesn’t show up authentically, it’s because they don’t have the self confidence to do so. They either don’t believe enough in their skills, they don’t believe enough in their self, they don’t feel deserving. And let’s face it, it’s difficult to show up authentically when you don’t believe you have anything to show up authentically with or for.
So that’s why it’s very important that we embrace the authentic value that we have. Now, I think we all, as human beings have two types of value. We have intrinsic value, which simply means just as a human being, you bring value to the table. Okay? But we also have what I call market value. I define market value as that combination of strengths, traits, talents, and characteristics that enables you to bring significant value to the marketplace in such a way that you will be financially rewarded. Now these traits, talents, what have you, are a combination of those skills which they learn from you. It’s a combination, you know, knowing the system of how to do it. It’s also, but it can also be some people bring a lot of empathy to the table, that some people communicate with others in a way that people know that they care about them.
Other people are good in terms of explaining something other…, You know, we all have our different, those what Mike Litman calls, assets of value. So it’s very important that we understand those strengths that we have. Now, we need to know our weaknesses too because there are some weaknesses that we need to mitigate. There were some, we need to turn into strengths. There are some weaknesses we can ignore, but we want to really understand our strengths because we lead with our strengths and knowing our strengths in a humble way, not an arrogant way, but in a confident way. Knowing our strengths, that’s what allows us to be authentic.
Brent Daniels: Yeah, and I think everybody has strengths, right? I mean, they might not have the experience, they might not have the right scripts or tricks or you know, sales skills. Maybe some people have never been in sales in their life and they’re out on appointments and they’re talking to homeowners. I find it very common, Bob, that when people don’t have that confidence, they’ll listen to a podcast, they’ll watch a YouTube video, they’ll model, which I think is a great idea. They’ll model some of the successful people in our industry. But I think that doing too much of that, like really, not bringing your authentic self in, trying too much to be perfect right off the bat really kind of pulls him back and pulls people back away from you and doesn’t get you the result that you want because you’re trying too hard to be tactical and, and do the right things as opposed to just calming down, being yourself, understanding your strengths and going out there and having good conversations with people. Exactly.
Bob Burg: It’s one reason why we say learn from everyone, but stay true to your authentic core. I mean adapt people’s wisdom, but don’t adopt their personality. Right?
Brent Daniels: Oh my gosh. That is incredible. That is incredible. You know, reading through this book, the hardest law for me was the law of receptivity. I remember one time I had made $40,000 on one deal. It was like it took a week to do and I made $40,000 the seller was ecstatic. They were happy, the buyer was happy, but I was miserable. You know, I was really shutting down the receiving end of the, you know, can you explain the law of receptivity to people so that you know, we can hear it straight from you?
Bob Burg: Sure. Well, this tends to, the law of receptivity tends to be the most difficult law for many people. Look at the messages we get from the world regarding this, they’re so negative. First of all, the law itself says the key to effective giving is to stay open to receiving. What this really means is nothing more than that as human beings, we both breathe out and breathe in, right? It’s not one or the other, right? We breathe out carbon dioxide. We breathe in oxygen, we breathe out, which is giving, we breathe in, which is receiving. Contrary to what the world around us tells us and the messages we receive, giving and receiving are not opposite. They’re not opposite concepts. They’re simply two sides of the very same coin and they work together in tandem.
So it’s not a matter of are you a giver or a receiver, it’s you’re a giver and a receiver, but you recognize that your focus needs to be on the giving. That’s where it begins. The focus is on the giving of value to everyone. However, you still need to allow yourself to be able to receive, otherwise you stop the flow. Now, why does this happen? Well, because we’re human beings and as human beings, we receive messages from the time we’re born basically from the world around us. Whether it’s a combination of upbringing, environment, schooling, news, media, television shows, movies, popular culture, cultural mores. We hear all these negative messages, not even mixed messages, negative messages about money, about prosperity, that if you make a lot of money, you did it on the backs of people, or you weren’t honest or this.
Look at any movie, any big movie and a popular movie and you’ll see that’s the case. There’s usually two types of characters. There’s the poor people who are typically portrayed as being honest and happy and broke and blah, blah, blah. Those are the good people. And they’re constantly what they’re stepped on, stepped overs, taken advantage of by who? The wealthy people, the rich people who are mean and nasty and cowardly and have no soul. And I, I really, really, right. And so, you know, I mean, that’s just what we hear. And you know, when you hear that from the time you’re born to the, you know, and this is the message society gives us, it’s hard not to take that in on an unconscious level. And that’s the key because most people are if you say, “Hey, you know, if you could provide some great value, would you accept this kind of money in this?”
“Yeah, of course I would”. But then how often do we sabotage that? And it’s always unconscious, yet a great book that I recommend to people all the time, it was written in 1960 called Psycho-Cybernetics by Dr. Maxwell Maltz. Probably the best I’ve ever read in terms of understanding why that is, and what our mind tells us about our beliefs and why we see the world in a certain way and don’t even realize that we’re seeing it that way. And all our decisions are based on that unconscious worldview. Right? And so yeah, so that’s why it’s home. Horton, Brent to to study prosperity. I read a Randy Gages, prosperity blog every day or every day that he posts one. Once a week. he does his Prosperity TV, YouTube channel. I read, you know, Bob Proctor and David Nagel and, and I’m always reading and listening about prosperity because the world around us gives us plenty of lack messages and lack thinking.
So we take those in whether we want to or not. So by focusing on prosperity messages, that helps us consciously input the good stuff into our minds. So it’s something we need to always work on.
I’ll just tell you, a month after the book came out, I was sitting in my office with my bookkeeper and she had this pen that she was using. It wasn’t a fancy pen, but it was a really cool looking pen. I say, “Trina, that’s a really cool looking pen. Where did you get it? I want to buy one”. And she goes, “Oh no, here you can have this one. I have plenty”. I go, “no, no, I can’t take your pen”. She goes, “of course you can”. I say “nah, no, it’s your pen”. She goes “Why can’t you take it”? I said “I wouldn’t feel right. It’s your pen” and she turned around and looked at me and said, “Bob, it’s really a simple two step process. Number 1, take the pen number 2 say thank you, and that’s it”. And here I had just coauthored a book. One of the laws was about receptivity and I couldn’t even accept a pen. Right? So, Hey, it’s a work in progress. We’re always working on this, but the key is being aware of it. And once we are, then we can continue to improve in this area
Brent Daniels: and studying prosperity. Right. It’s studying people that have put incredible books out. And Randy Gage, G-a-g-e, is that right?
Bob Burg: Yeah, yeah, yeah.
Brent Daniels: Awesome. Yeah. Everybody listening. Get on that today. Check out Randy Gage’s, prosperity blog and a YouTube.
Bob Burg: Prosperity TV. Yeah…
Brent Daniels: Prosperity TV. That is excellent. You know, once I got, it’s really interesting that you say that Bob, reading has helped me so much open up my ability to be receptive and, and, and receive and understand that, there’s a flow, right? If it’s a big circle, you know, giving is an arrow pointing to receiving, pointing to giving points.
Bob Burg: Absolutely.
Brent Daniels: You know what I mean? And you know, if you shut that down, you’re literally stopping somebody from giving and that would stop them from receiving. So I find it absolutely so important to be open to receiving because that gives people the ability to receive themselves.
Bob Burg: Exactly. Yep. Absolutely.
Brent Daniels: That’s incredible. So how did you put these five laws together? Was it just your overall business experience? Was it just your overall personal experience that put these together? And you said these are the five steps because I think that they’re absolutely perfect.
Bob Burg: Oh, thank you. John and I both have studied success in our individual careers. You know, he’s been a successful entrepreneur. I’ve been a successful entrepreneur, but he’s also been an unsuccessful one. I’ve been an unsuccessful one and we’ve learned, you know what I’m saying? So we learn, we grow and we both, he is a writer and of course I get to speak at all these great companies and I get to meet these people. So with everything that we’ve experienced individually and learned from others and studied :I’ve been studying success for, you know, 35 40 years. So there’s certain things that work and certain things that don’t, I’m here really is kind of like that. And so when we got together to write the book, we kind of shared our experiences and what we had learned. We then broke them into basic principles. We didn’t necessarily name all of them until we started writing the story.
We knew we were starting with value and then compensation, we knew influence. The third law would be in there. Authenticity, kind of made its way in there as a part of, so what is it about these people that we [inaudible]. And then of course receptivity was a good way to kind of close the loop, if you will. But really, you know, Brent there is nothing, and you know this, there’s nothing in this book that’s particularly original. I mean, success principles have been around forever. Some people tap into them naturally, intuitively. Most people need to learn them. But all we really did is we kind of named them and wrote a story around it. But you know, fortunately it’s a story that people have been able to relate to and they passed it along to others and taught out of it and so forth. So it’s, it’s been a fun ride.
Brent Daniels: That’s awesome. I love that. You know, I’ll let you know Bob, in 2016 I read The Go Giver every single week, like literally every single week over 50 times. And for a couple of different reasons. One, I really wanted to understand it . Two you know, it was the plunger, right? We have so much negativity that’s dropped on us, whether it be politics or whether it be social media, whether it be the news, whether it be anything. I mean just regular life. And literally this book was the plunger. It plunged all the bad stuff out, kept all the good stuff in.
And I’m telling you and just from a true result standpoint, my business tripled. And once it tripled, I was able to hire more people. And then we did a book study as a organization and my income has increased 10 times. So this isn’t, this isn’t, yeah, this isn’t just, you know, I read this book once and I’m excited to talk to you. I mean this literally, you know, on behalf of my wife and two boys, you know, sincerely I want to thank you for this. It has been life changing. It really has.
Bob Burg: Well, I thank you. That’s the nicest compliment you can give me. I mean to know that it made a difference for you like that. And you know, we love those stories and John and I just, when we, when we receive an email from someone like that or we hear someone talking about it or it just makes our day. Absolutely.
Brent Daniels: Awesome. Well, I am so excited. You’ve got a new book coming out April 10th The Go-Giver Influencer. I’ve already pre-ordered it on Amazon. I mean, can you give us a little bit of a sneak peek?
Bob Burg: Yeah. It’s another parable and it’s set in the same fictional town as the Go-Giver and the Go-Giver Leader, which was the second book in the series and it’s about two people. One’s an entrepreneur who has developed a, a pet food line, which is just great pet food for dogs and cats and the other person, his counterpart sort of in this a Jillian is the buyer for a big pet supply company and each of them have something the other wants. In them he sees great distribution potential and in him a Jillian’s company sees being first on the market with that particular line, which is growing, in which people are starting to talk about. They each have something the other wants and you would think that it would be a marriage made in heaven.
But from their very first conversation, it turns out to be anything but that and both of them, it seems like every conversation they have, they get further apart instead of closer together. And fortunately each of them in this case has a, ment.., finds a mentor that have nothing to do with one another or do they? And there’s always surprise endings in our stories, but they both really learn that, when it comes to influence, it’s never about you. It’s always about the other person. Great influence is never about the influencer. It’s about that person or those people you want to influence about those lives you choose to add value to.
And when it comes right down to it, what we want to do is be able to get the results we want when dealing with others, by making them feel genuinely good about themselves, about the situation, and about you. And when you can influence that way, now you’re that people who, that person who you’re 9 steps ahead in a 10 step game. You’re that person who just seems to have that knack for eliciting other people’s trust and agreement and commitment. But it’s not so much a knack as something that you learn.
Brent Daniels: Well, I am ready for it. I want it now. I can’t wait for the 10th this is that man. It’s going to be amazing. I love it. Well, Bob, you are easily on the Mount Rushmore of influencers in this real estate business. I’m telling you, and I want to thank you for sharing with us today.
Bob Burg: Oh my absolute pleasure. Thank you for all you’re doing and, and the value you and your team provide to so many people.
Brent Daniels: Thank you Bob. So guys, if you are ready to learn how to provide so much value to your marketplace and change your financial future through wholesaling real estate, go to www.wholesalinginc.com/ttp and book a call today. Until next time, I am Brent Daniels encouraging you to talk to people.