Bob Burg, Go-Giver: A Little Story About a Powerful Business Idea co-author (along with John David Mann) and thought leader, was kind enough to spend time with me recently. He believes that the amount of money one earns is directly proportional to the number of people they serve, and I agree with this philosophy completely. Bob is actively involved with a variety of charitable causes, including some that care for animals and underprivileged children.
The basic premise of the Go-Giver is counterintuitive to its title. He and co-author Mann feel that the title is a ‘pattern interrupt’ and grabs the attention of those who are attracted to and in alignment with the message. This message is that shifting your focus from getting to giving (constantly and consistently providing value to others) can be a wonderful way to live, and financially profitable as well.
I asked him if he was saying that we shouldn’t be ‘go getters’, and he said that we must have the go getters who take action and make things happen. There is no natural division between the two; the opposite of this is someone who is a ‘go taker‘. These people don’t achieve the success they desire because they may feel entitled without giving value to others. The main character in the book, Joe, starts out as a ‘go taker’ and learns that ‘go giving’ makes more sense in his life. A person who can make that shift in their life is the one who succeeds and accomplishes the most.
But, is this simply saying that nice guys and girls finish first? Bob says that being nice, in and of itself, is not enough to make someone successful. Nice is important and helpful, but many nice people are also broke. You must do the right things in the process, and the Five Laws lead the way to success. He and Mann promise that if you’ll follow these Laws you must be successful.
- Law of Value – this Law states that your true worth is determined by how much more you give in value than you take in payment. Price is a dollar amount; value is the relative worth and desirability to the end user. You communicate your value to someone through your focus – you’re focusing on them and providing value to them Bob relates this to what I do online in that Money is an echo of value, it’s the thunder of values lightning. The value comes first and the money is a natural result of that value you have provided to others.
- Law of Compensation – Your income is determined by how many people you serve and how well you serve them. Nicole Martin, the teacher in the story, leverages her value by increasing her reach. You must touch the lives of many with what you do. This Law represents your actual income.
- Law of Influence – Your influence is relative to how abundantly you place other people’s interests first. All successful leaders run their lives and their businesses this way. All things being equal, people will do business with those they know, like, and trust.
- Law of Authenticity – People will respond to you when you are your authentic self. Always tap into your true, authentic nature instead of trying to be someone you are not.
- Law of Receptivity – The key to effective giving is to stay open to receiving – giving and receiving are two sides of the same coin. All giving is made possible because of the receiving that goes along with it.
Bob feels that we need to have both a vision and a system to make that happen. You must be persistent and take action on what you want. The Go-Giver is a must read. I’ve added it to the Reading List for my online programs and know that you will benefit from Bob’s great wisdom.