Welcome to Daily Confidence for Entrepreneurs Show Episode 42.
Join my friend Bob Burg and me in a conversation about the Go Giver Way.
Listen to the podcast here:
What is the story behind The Go Giver Book?
How did you end up with only Five Laws in the book?
What is the best way to find a Mentor?
How does a person add value without costing too much?
6:49 – What’s the essence of a person who’s able to both quickly and sustainably cultivate those know, like, and trust relationships? They’re givers.
7:55 – Shifting your focus from getting to giving.
10:00 – The laws themselves are the Laws of Value, Compensation, Influence, Authenticity and Receptivity.
28:58 – It is a good idea to find a mentor when you can but I would suggest not being too attached to it having to be one specific person.
36:02 – Do your best to make people feel genuinely good about themselves
Mostafa Hosseini 0:02
All right, and we’re live Welcome to Daily Confidence for Entrepreneurs. My name is Mostafa Hosseini, and I’m your host for the show. At Daily Confidence we share tips, strategies and actionable advice to help you boost your confidence on a daily basis when it comes to running your business.
During the show and after the show, we usually give away gifts from a draw. For you to enter the draw, you need to like, subscribe or comment on the live show. Ask a question as we go through the conversation here. If you have a friend that could benefit from the topic of the conversation, tag them on social media, and now you can enter the draw.
Today, I have an amazing guest, Bob Burg. Welcome, Bob. I’m Mostafa. Great to be with you, great to have you. I’m going to do the proper introduction and we’re going to dive into some really amazing conversations that I’ve been looking forward to.
Bob Burg is a sought after speaker at company leadership and sales conferences, sharing the platform with everyone from today’s business leaders and broadcast personalities to even a former US president.
He is the author of a number of books, sales, marketing and influence, with a total sales of well over a million copies.
His book The Go Giver, co-authored with John David Mann has sold well over 975,000 copies, and it’s been translated into 29 different languages. He is in John’s newest parable and the Go Giver series is the Go Giver Influencer.
Bob is an advocate, supporter and defender of the free enterprise system. Believing that the amount of money one makes is directly proportional to how many people they serve.
He’s also an unapologetic animal fanatic, and is a past member of the Board of Directors of Furry Friends Adoption Clinic and Ranch in his town of Jupiter, Florida. Welcome, Bob.
Bob Burg 2:07
Thank you, Mostafa.
Mostafa Hosseini 2:09
Now, Bob, I must admit there, I’m a reader. I read like 20 or 30 books a year. There are only two books that I’ve read multiple times. One is Working With The Law with Raymond Holliwell. The other one is The Go Giver, your book that wow, I have to thank you for.
I read your book, probably six or seven times or even more. I’d really love once or twice a year. It is amazing.
I’ve been looking forward to this conversation for a long time. Bob, since we don’t have a lot of time, let’s get right into it. What is your story?
Bob Burg 2:53
I began in broadcasting and I was not very good at it. Graduated to sales and had no training in sales, so I floundered for the first few months. After that, I was lucky enough to be in a bookstore where I came across a couple of books on selling. This was 40 years ago or so.
Back then, something not everybody knew about books on selling right? It was different than it is now. So I was just delighted. Wow, you mean there’s actually a way to sell. I really had no idea I floundered miserably for three months just knocking on doors, making calls, talking on and on and on about my products. Not realizing that’s not the way to sell right.
So I got these two books, one was by Tom Hopkins, one was by Zig Ziglar. Two of the sales icons back then and really even now. I started studying and learning and applying. In a very short period of time, my sales began to do really well. It was encouraging to me because it said, if you’ve got a methodology for something, you can pretty much accomplish anything within reason.
You didn’t have to reinvent the wheel or invent the wheel, it’s already invented, you just need to follow the manual, right? I call it a system. And I define a system as the process of predictably achieving a goal based on a logical and specific set of principles, the key being predictability.
If it’s been proven that by doing A you’ll get the desired results of B, then you know, all you need to do is continue to do A and you’ll get the desired results of B. So to me that was just magic. That was wonderful.
I started really studying everything I could on sales, going to conferences when I could get. Back then it was a cassette tape album, right? It’s long ago, I was studying all sorts of personal development.
Getting all the books like “How to win friends and influence people and you. The magic of Thinking Big, Think and Grow Rich, and Psycho- Cybernetics.”
With all and just really, you know, eventually I became a sales manager of a different company. From there I started teaching others how to do the same. About 30 years later after that, here we are.
Mostafa Hosseini 5:18
Interesting. So what industry was it in that you were selling?
Bob Burg 5:25
I started in Advertising Sales. Radio advertising time.
Mostafa Hosseini 5:33
So what’s the story behind The Go Giver as a book?
Bob Burg 5:37
Yeah, well, years ago, I had a book called Endless Referrals: Network Your Contacts Into Sales, that was sort of a manual system, if you will. For people who are entrepreneurs, salespeople, they knew they had a great product or service, they were proud of it. They knew it brought great value to others, but they didn’t necessarily feel comfortable with the process of going out into their communities and cultivating the relationships that would put people in front of them both directly and through referrals.
So Endless Referrals was a book on how to develop those relationships. It was very step by step. The premise was that all things being equal, people will do business with and refer business to those people they know, like and trust. In the book, help them to genuinely and authentically get to that place in that relationships. Well, I always read business parables, and I always found them to be great reads. I think stories connect on a heart to heart level between the author and the reader.
And I thought, wouldn’t it be great if we could take that basic idea, the know, like, and trust and so forth, and put it into a business parable. So you know, the first thing I thought I was, so what’s the essence of a person who’s able to both quickly and sustainably cultivate those know, like, and trust relationships, and it’s that they’re givers. They’re always looking for ways to give value to others. And so it was easy to come up with the title, The Go Giver. But the best thing I did was ask John David Mann, who at the time was the editor in chief of a magazine I used to write for.
Back then he wasn’t as well known as he is now but boy, the people who knew him knew how brilliant he was. I asked him if he would be the lead writer slash storyteller. And, you know, co-authored this together with me. Fortunately, he thought it was a good idea. So, you know, we wrote the story. After about 25 rejections, over the course of the next year, we finally found the perfect publishing partner for us, which was the portfolio division of Penguin Random House. That’s what kind of got it started. Now we have four books in the series.
Mostafa Hosseini 7:47
What is the promise of the book?
Bob Burg 7:55
Well yeah, that’s such a great question. Because it always begins with a premise, doesn’t it? You know that foundation, what it’s really all about? It’s simply this, that shifting your focus, okay. That’s really where it all begins. Shifting your focus from getting to giving.
When we say giving in this context, we simply mean constantly and consistently providing immense value to others. It’s understanding that doing so is not only a more pleasant way of conducting business, it’s the most financially profitable way as well. And not for some, you know, way out there voodoo, magical, mystical type of reasons. Not at all, it’s actually very logical, it’s very rational.
Mostafa, when you’re that person, and I know you are. When you’re that person, who can take your focus off yourself, and place it onto helping others, making their lives better, helping them solve their challenges, helping bring them closer to happiness with your solutions. People feel good about you. Yeah, I want to get to know you, they like you and they trust you.
They want to be in a relationship with you and want to do business with you. If that’s appropriate. They definitely want to tell others about you and they want to be what we call your personal walking ambassador. So that’s why doing business this way actually makes rational sense.
Mostafa Hosseini 9:27
Absolutely. So let’s get right into the meat of what we talk about. Now, what I love about your book is the fact that it’s a business fiction. So you’re teaching through a story, and that’s why I’ve read it. God knows how many times. That’s because it’s short, it’s sweet and it is to the point. You’re teaching your points like in a story format, which is like the best format. It’s not the cut and dry, you know, step one, do this, Step two, do that so I love that. So give us a quick overview of the five laws that you covered in the book.
Bob Burg 10:00
Yeah, so the laws themselves are the Laws of Value, Compensation, Influence, Authenticity and Receptivity.
- Law Number One is all about the experience you provide. It’s giving more in Value than what you take in payment, while you still of course make a very healthy profit. Well, how is that possible? We need to understand the difference between price and value. Price is $1 figure, okay? Value is the relative worth or desirability of a thing or something to the end user or beholder.
In other words, what is it about this thing, this product, service, concept or idea. What have you that bring so much worth or value to another person that they will willingly exchange their money for it and be glad they did while you make a very healthy profit? You know, it’s sort of like hiring an accountant to do your taxes, you pay her $1,000, that’s her fee or her price. But what value does she provide you in exchange? Well, she saves you $5,000 on your taxes, she saves you countless hours of time, she provides you with the security and the peace of mind of knowing that was done correctly, right.
So she has just given you well over $5,000 in value in exchange for $1,000 price, so you feel great about it. But she also made a very healthy profit, which she should, okay. Here’s the thing in any free market based exchange, there should always be two profits, the buyer profits and the seller profits, because each of them come away, much better off afterwards than they were beforehand. That’s really the law of value in a nutshell.
Now, it happens, though, because your accountant was not focused on her fee, she was focused on the immense value she was providing you, the fee is simply the result.
This is why John David Mann and I say that money is simply an echo of value. Money is an echo of value. In other words, the focus must be on providing value to the other person, the money you receive is simply a natural result of the value you’ve provided. That’s the Law of Value.
2. Now the Law of Compensation takes it to the next level. The law of compensation says your income is determined by how many people you serve, and how well you serve them.
So Law Number One says to give more in value than you take in payment.
Law Number Two tells us that the more people whose lives you touch with that exceptional value, the more money with which you’ll be rewarded. Your last example did a great job of giving you more in value than she took in payment. If you’re her client, you feel great about her, you would do business with her again. You’d most likely refer her to others, while her other customers feel the same way. Right?
So our accountant is very quickly amassing that army of personal walking ambassadors singing her praises. As she continues to add that kind of exceptional value to the lives of more and more people, her income will continue to grow and grow. That’s the Law Number Two.
Mostafa Hosseini 13:22
Can I just add something real quick? As a result of the second law, something that I teach, and I practice all the time is our main goal is set in terms of the number of people that we need to serve in support, not in terms of money, we set it that way. So that money is a natural byproduct of our goal. It’s not the goal, right?
And it comes across in our communication. So we need to focus on serving more people. Right, and finding, you know, so that money is not the goal.
Right. Alright, continue, please.
Bob Burg 13:53
3. Law Number Three is the Law of Influence, which says your influence is determined by how abundantly you place other people’s interests first. Sounds a little counter-intuitive when you first hear it until you realize that the greatest leaders, top producers, most consistently high money earners, this is exactly what they do. They’re always placing their customers’ interests first.
But let me explain something and I think this is really important to qualify this statement. When we say place the other person’s interests first, Mostafa, we don’t mean you should ever be anyone’s doormat, or a martyr, or self sacrificial in any way.
It’s simply something we talked about earlier. And as Joe the protege learned in the story from several of the mentors, the golden rule of business of sales, says that all things being equal, people will do business with and refer business to those people they know, like and trust.
Well, there’s no faster, more powerful or more effective way to win, elicit those feelings toward you from others than by genuinely moving from what we call an eye focus or MI focus to an other focus, looking for ways to as Sam, one of the mentor’s advice Joe to make your win all about the other persons
Mostafa Hosseini 15:21
Absolutely. Another mentor of mine, Jafer I don’t know if you know him or not, he talks about going in first. Right? So I go in first, I help gather people first and then in return, maybe they’ll help me or someone else may turn around and help me in another way or two?
Bob Burg 15:44
Yeah, and you know, yeah, so that’s a great point.
4. So Number Four is the Law of Authenticity. This one simply says that the most valuable gift you have to offer is yourself.
In this part of the story, Deborah, one of the mentors, the kind of the main mentor in that part, shared a very important message. That is that all the skills in the world, the sales skills, technical skills, people skills, are as important as they are, and they are all very, very important.
They’re also all for naught, if you don’t come at it from your true, authentic core so when you show up as yourself, right, day after day, week after week, month after month. People feel comfortable with you. They feel good about you, they feel safe with you, why wouldn’t they know they’re getting right.
People crave consistency and others. Without consistency, it’s difficult to have trust, okay, so you know, now they come to light you to love you to trust you to want to be in a relationship with you. So the best thing we can do is show up, you know, really based on our core authentic values.
Mostafa Hosseini 17:11
Love it. Christine Schlonski says “She love all the books of Go Giver, it was actually life changing for me.”
Bob Burg 17:17
Well, I know Christine very well, she’s a great, great friend of mine and colleague, and I’ve been on her show, she’s been on mine. She is really one of the top sales professionals, practitioners, teachers, and now podcast host. I have respect for her.
Mostafa Hosseini 17:35
Absolutely. One thing about this authenticity and keeping consistent is, in my marketing experience, I notice people try to serve everybody in anybody. What happens is, they have multiple messages, there’s no consistency in the message.
Then when the message is changing all the time, they have a hard time establishing that one thing that they should they should be known for, and that they you know it the consistency, then the inconsistency in the messages will hurt them with the best business and being authentic and the rest of it.
Bob Burg 18:18
Yeah, and you know, it always depends upon the business and upon your niche and how you know how certain things are set up. But yes, exactly. If you’re putting out inconsistent messaging, it’s about the worst thing you can do, because no one really knows who you are, and they get the feeling you don’t know who you are.
Mostafa Hosseini 18:37
Exactly. All right.
Bob Burg 18:40
What’s the fifth law? Well, this is the one that kind of brings it home and this is the Law of Receptivity. It says the key to effective giving is to stay open to receiving this really means nothing more than understanding that yes, as human beings we breathe out. But we also have to breathe in.
Right, we breathe out carbon dioxide, we breathe in oxygen. We breathe out which is giving and we breathe in which is receiving and you know the messages we get from the world around us when it comes to money and prosperity and abundance and business are so very, very negative.
These messages which we see from the time were very young. You know throughout our upbringing, environment, schooling, news, media, television. We hear it from everywhere about it, you think that people or anyone who makes a great living did so on the backs of others or through some nefarious means or threats?
Hey, it’s a big world, there are people who do bad things, but now you know, 99.9% of the time. Especially to the degree that you live in a market based economy meaning no one’s forced to do business with you, right. Nobody’s gonna buy from you because you have a quota to meet. They’re gonna buy from you because they believe they’ll be better off by doing so and give great value to many people as you place their interest.
First, as you come from an authentic core, you’ve created that benevolent context for success and the money begins to flow to you, but you’ve got to be able to receive it. But this is why we say that giving and receiving are not opposite concepts. Giving and Receiving are simply two sides of the very same coin. But yet the giving comes first so before we reap, but when it’s the time to receive, we need to be able to receive it.
I think it’s important because of this, to study the many great people out there who teach prosperity thinking. The Randy Gage’s, the David Nagel’s, and the Sharon Lector’s, the Ellen Rogan’s and the Bob Proctor’s and the people out there who do such a wonderful job of sharing with us how prosperity is really a mindset, those mental blocks and the unconscious, pushing it away, and so forth.
So, I think it’s very important, but when you combine all five of the laws: value, compensation, influence, authenticity, and receptivity. Now, that’s a very powerful combination to absolutely business, it’s a lot more fun and a lot less stressful, and a lot more profitable.
Mostafa Hosseini 21:30
So Bob, over the years, I’ve worked with a lot of people when their marketing helped them grow and scale and some of the pieces we could help them figure out, but when we get to their receptivity part, they have a self worth issue.
What is your advice in that?
How do you deal with that?
Bob Burg 21:48
Well, Randy Gage talks a lot about this. The first thing is, it’s got to be recognized because most of the most issues as you say, when it comes to the inability to receive. A beautiful book about this was written it was published in 1960. By Dr. Maxwell Maltz, called Psycho Cybernetics. He was really the first modern thinker who kind of connected our belief systems with our results, right.
He knew he understood that the way we see the world though, the way we view the world, our paradigm, if you will, I call it our belief system, our just operating system that is going to dictate our results. Okay, exactly. Do you see yourself again. Going back to Randy Gage, if you see yourself as someone unworthy, and it’s often unconscious, by the way, it’s usually unconscious, practically is always unconscious, right? Well, you’re not going to be able to get past that.
So you first got to recognize it. If there’s a pattern of not receiving, or sabotaging oneself, you’ve got to ask yourself why. So recognizing it is that first point now once you’re at the point where you’ve recognized it, now you can take the steps to get past that and it might be working with a coach who can help you get past some of those blocks.
It might be working with a psychologist or a psychiatrist, it might be you know, reading more and learning more about yourself or it might be self exploration. But yes, once we realize that we’ve got to get past those blocks. That’s where Psycho Cybernetics was such a fantastic you know, it’s a fancy title, but it was a very down to earth book.
Mostafa Hosseini 23:40
Absolutely. Psycho Cybernetics is actually on my top five list along with your book. It’s one of the books that I read, and I was high on the information that I read. Like, it wasn’t like I was smoking or I wasn’t doing some good stuff.
Bob Burg 23:58
When I first read it, it opened up a whole new world of thought for me yeah.
Mostafa Hosseini 24:03
Opened up the faculty in my mind that I didn’t know existed. I was like walking around the house whistling. I’m like, “This is so good. So amazing.” So if because the issue that I see is, people build their marketing funnels, people get everything set up, and they don’t implement and they have that self worth issue or didn’t ask for the sale. They don’t ask for the money. So if you have that issue, look, Bob said, Pick up cyber Psycho Cybernetics. That’s another great book on top of the Go Giver.
Now, I’m curious, Bob,
How did you guys narrow down the list to five laws?
Because I know there are more than five out there.
Bob Burg 24:45
Yeah. Well, what we figured was they kind of all fall within those. So okay, so John, who was also a very successful entrepreneur, John and I have both what we discovered was, it because we had known each other again through him being the editor in chief, but I’d never actually met him personally until we got together that night to discuss the the actual book, okay. But we really discovered about each other that we’re both just real students of success.
We both read and studied and interviewed people, and of course, speaking at conferences, getting to know them. There were certain things about successful people that showed up every single time. Okay, and it wasn’t just four of those laws, it was all five of those laws. Right? And that was one. That’s why we say, yeah, there’s many more laws, but they all kind of fall within those.
Mostafa Hosseini 25:47
Did you guys have a hard time? Like, did it take you some time to condense it down to five? It wasn’t when you guys were writing the book?
Bob Burg 25:56
No, it wasn’t that the first couple just came right away. You know, then the next one we added on as Okay, so why do you get to the point that those first two come, and then authenticity, we always say authenticity and receptivity kind of wrote themselves. Now, again, the laws themselves were already there, what were they going to be named? That. Yeah, that was going to be the, you know, that was going to be the descriptor of what they were.
Mostafa Hosseini 26:24
The reason I asked is that I’m a big student and a fan of the 80/20 principle. People usually have a hard time identifying what are the top 20% of drivers to 80%. And you definitely nailed it, nailed it down with the five that drive. Right. And so I was thinking “I was like, Whoa, man, they must have thought about this really hard to come up with a five with a compelling story and the rest of it.” So yeah, thank you. Good job there.
Bob Burg 26:53
Thank you, thank you.
Mostafa Hosseini 26:54
By the way, I’m going back to value. In this day and age, with the tough economy, a bunch of people lost their jobs, millions of millions, and a lot of people are starting new businesses. Now, in my experience, what I’ve seen is most newbies and startups are out there trying to sell. Right?
Instead of providing value, what advice do you have for them to get them started and provide value without it costing them too much? Help them understand what needs to happen there?
Bob Burg 27:29
Well, I mean, it depends on the business itself, of course, and independent in certain businesses have certain cycles. You can have businesses where you immediately are in a position to be able to have the sale happen, and others where it’s not going to happen for a while.
Again, this depends a lot on the type of business, but what you’ve really got to have is a focus on providing value to that other person, understanding that and remember, when we define value as the relative worth or desirability of a thing, right? It means that value is always in the eyes of the beholder, it’s what they believe is a value, not what you believe is a value and not what we believe they should believe, is a value. So we’ve got to find ways to connect with people where they are.
Okay, got it.
Again, I believe in most cases, you build a relationship and they buy from you, before they’re buying from your product. Before they’re buying your company they’re buying from you. So to the degree you have that know, like, and trust relationship. Now the sales process takes care of itself.
Mostafa Hosseini 28:37
Absolutely. Now, for the same people over the years I’ve experienced over the years that it’s a lot easier to work and learn from someone that has done it before, AKA a mentor.
What advice do you have for people that want to find a mentor?
What should they not do if they’re starting from scratch?
Bob Burg 28:58
Well, I think it is a good idea to find a mentor when you can but I would suggest not being too attached to it having to be one specific person. Also understanding there are many places these days where you can find mentors, and then they can be in books, they can be in videos, they can be in it right. But I know what you’re talking about is that kind of one on one mentor.
Again, it is very important when you can find that it’s great. You can certainly approach anyone within reason. But I think that a good idea is to not approach someone when there’s no relationship really established and just simply say, “Hey, would you be my mentor?” Right? Because the chances are if you are approaching this person, ask them to be your mentor, probably a whole ton of other people are as well.
With there not being a relationship established and you’re asking that person, basically for the marriage before the date. There’s nothing that distinguishes you from anyone else and they’re going to be probably less likely to want to invest time with you.
On the other hand, you can approach pretty much anyone and say to that person. Again, I would say it in a way really similar to this, you know, “I understand or I realize you are extremely busy. If this is something you don’t have time to do, or just simply you’d rather not do I totally understand. I’m wondering if I may ask you one or two very specific questions.”
Bob Burg 30:30
Now, when you ask like that, you’re doing a few things. One is you’re respecting the process itself, you’re not coming across them as titled as though they owe you 30 years of their experience, even though they don’t know you, right? You’re letting them know this is a big thing.
Second, you are giving them what I call the out or the back door, which people appreciate when you say, I understand you’re very busy, you know, if you don’t have the time, or if you just rather I totally understand. And the bigger the up or backdoor you give someone to take, the less they feel the need to take it.
One because people value a sense of autonomy, they don’t want to feel pressured, they want their choice to be their own.
Secondly, when you ask like that, they get the picture that you are not one of these people who’s going to waste their time. Okay.
Third thing you did, which is very important, is you are very specific. You said, If I could ask you one or two very specific ways, again, you’re not just asking, Can I pick your brain?
So in other words, can I waste your time for the next hour asking you a bunch of inane questions? No, what you’re communicating is that you have an agenda. When I say agenda in this context, I mean that complimentary. I mean that in a good way, not a hidden agenda.
No, you have an agenda, you know exactly what you want to add, right? Oh, the chances are much more likely that this person is going to say, “Sure, go ahead.” You know what, right now, you want to make sure to research this person thoroughly so that you don’t ask anything that you could have known the answer to by researching.
But you ask these questions, you don’t take up much of their time. You thank them profusely for their help, and you let them know that if it’s okay, you touch base and circle back and let them know how things are going?
They’ll say yeah, please let me know right. Now that day, I would suggest writing a handwritten, personalized, thank you note, not a text, not an email, a brief handwritten purchase says something like, Hi, Mr. So and So or Miss so and so or however the relationship established. “Thank you, once again, for taking time out of your day. Your information was absolutely so insightful and helpful. And I look forward to applying it right away. I’ll let you know, I’ll circle back with you and let you know how things are progressing. Again. Many thanks, best regards,” sign your name.
Put in a number 10 regular envelope, snap it, send it out. It will make a great, great impression. I would also find out what that person’s favorite charity is. Which you can easily again, see research online, do a search, call their admin if you can’t find it anywhere.
Let’s say it’s the local animal shelter, right? Well, make a small doesn’t have to be anything big. Make a small donation in their name. Okay, it’ll get back to them. Now you’re not doing it in order to kiss up or anything. You’re doing it just to again, communicate.
Yes, sir. Back the process.
Exactly. And so again, no, you follow up a few weeks later, ask another question. You know, in time, maybe a mentor-protege relationship develops. Maybe it doesn’t, maybe you were only supposed to meet with this person one time and you do it with someone else. Eventually, if the right person comes along that there’s supposed to be an ongoing mentor-protege relationship, there will be. If there won’t be and you’ll say Okay, and that’s really I think the best way to approach it.
Mostafa Hosseini 34:04
You got it. Bob, I know we’re running out of time. Gang if you have not picked up the Go Giver by Bob Burg and David Mann, did I get that right? John David Mann. I posted a link here, go get it on Amazon. I literally looked at it and it was on sale. So if you want to get it today, you’re gonna get it and get a good deal on it. If you don’t get like 1000 times value out of your investment in this book, I’ll give you your money back and then some right.
I will personally guarantee this read for you and it’s a short, sweet read. My last question for you, Bob. What are two books that have made a massive impact on your life?
Bob Burg 34:48
Oh, a book called Peace Power and Plenty by Orison Swett Marden written back in 1900. He was The founder of Success Magazine, Orison Swett Marden’s Peace, Power and Plenty, it’s just a goldmine of wisdom. Just a beautiful book
Love it. Never heard of it.
Now another one was the Secret of Selling Anything by Harry Brown, it was published in about 2008. After he passed away, it was based on two manuscripts he wrote back in the 1960s. It’s really a book about understanding human nature. It’s just a magnificent, brief, really brief study in human nature, and how that applies to sales.
By the way, the secret of selling anything, as he says in the book, The Secret of selling need not be a secret, it’s simply to find out what the other person wants, and help them get it.
Mostafa Hosseini 35:46
Yeah. Provide that value to them. Right. So last question. If you had an ad on the internet on Facebook, Google, where everyone on earth could see it. What would your message be?
Bob Burg 36:02
Let’s see. Well, some not the one that says I’m Christine Schlonski’s biggest fan and President? I’d say it would be do your best to make people feel genuinely good about themselves.
Mostafa Hosseini 36:24
Love it, do your best to make people genuinely feel good about themselves.
Bob Burg 36:29
Yes, Do your best to make people feel genuinely good about themselves.
Mostafa Hosseini 36:36
I love it. Bob, is there anything that you would like to add that I haven’t asked?
Bob Burg 36:44
Nope. I appreciate you having me on your show. You’re a fantastic guy. I’ve enjoyed getting to know you on social media. It’s nice to be able to finally meet you in person, be it that it’s not totally in person, but on Zoom, but still in person.
Mostafa Hosseini 36:57
Hopefully one day. Well, thank you very much. I appreciate your message and your time and dedicating time to share your message with our tribe.
Gang, again, the link is in the show and the comments. It will be in the show notes. Grab a copy if you haven’t already, and gift it to someone else to make a massive impact in their life.
Bob, I really appreciate your time. I understand if you need to leave, that’s fine as well. Enjoy the rest of your day. I hope to chat with you again soon. Because I feel like I could continue this conversation for another two or three hours easily.
Bob Burg 37:33
Thank you, Mostafa, it’s been a pleasure and an honor. Thank you.
Mostafa Hosseini 37:36
So thank you. Great to have you. Now for those of you who are watching and listening. One way that we help our audience boost their confidence and become more confident when it comes to running their business in their marketing is by helping them create and implement their One Page Marketing Plan in three days or less.
We do that through our boot camp Simple Marketing Formula, which is a three day live event. You hang out with people, you mastermind with people, and basically you run ideas together and walk out with your One Page Marketing Plan completed.
In this day and age there is so much going on. There are so many shiny objects in the marketing world, it is absolutely essential to have a plan that you could use on a daily basis, especially a simple one page plan that increases your chances of success by close to 80%. So I’m going to put the link here in the chat box and on the show notes. If you want to check it out, visit Persyo.com/join-smf. The site again is Persyo.com/join-smf.
I look forward to hanging out with you. If you have any questions, comments, feedback about the book about Bob’s other books that you have read, please leave a comment and ask a question and I would appreciate it if you rate and comment on our show on Apple podcast.
If you have any questions for me or Bob posted and we will get back to you both Bob and I do follow the threads here on social media and we can get back to you. Have a wonderful day and week. Stay confident and we’ll see you on our next show. My name is Mostafa Hosseini and have a great day. Bye by
RESOURCES MENTIONED IN THE SHOW:
- Working With The Law by Raymond Holliwell
- The Go Giver: A Little Story About A Powerful Business Idea by Bob Burg and John David Mann
- How To Win Friends, Influence People & Succeed in a Changing World by Dale Carnegie
- The Magic of Thinking Big by David J. Schwartz
- Think and Grow Rich by Napoleon Hill
- Psycho-Cybernetics by Maxwell Maltz
- Endless Referrals: Network Your Everyday Contact into Sales by Bob Burg
- Peace, Power and Plenty by Orison Swett Marden
- The Secret of Selling Anything by Harry Browne
- Simple Marketing Formula
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