A Powerful Business Idea - Giving

I never realized how powerful, motivational and inspirational one little red book, one email and one long distance exchange could play in my life, but that exact time in my life, September 30th, 2013, was a pivotable point in my career.

The first email contact I made with Bob Burg, author of The Go-Giver (coauthored by John David Mann), was brief. I wrote, “Dear Bob, Literally standing in Barnes and Noble, reading the first few pages of Go-Giver, and I am hooked. Any advice for an up and coming speaker?” While I was hoping to get an answer, I was not expecting to get one in under 30 minutes. In addition to the wonderful advice provided by Bob, it was obvious it was not a “canned” response, leading me to believe Bob truly was a giver, his real life principles mirroring the description of his book, “Heartwarming and inspiring...brings new relevance to the old proverb ‘Give and you shall receive.’” 

click here to see our podcast episodes

click here to see our podcast episodes

Over two years later and dozens of email exchanges, Bob has lived up to his book title, he really is a Go-Giver. Bob has provided priceless advice via email, countless tidbits of sage wisdom through his blog and soon, Bob will sound loud and clear, as I interview him on The Nice Guys on Business podcast. His spot (Episode #104) airs February 5th. Subscribe to the podcast via iTunes (or your favorite podcast provider) and it will automatically be sent to you.

We all come at it from our own viewpoints and vantage points, but we all try to contribute something. As I got into business and started making my way, I really saw that the people who succeeded, are those people who really had a desire to add value to the lives of others.
— Bob Burg

Everyone I meet that has had an opportunity to come in contact with Bob Burg genuinely feels as I do, pleasantly surprised by how accessible and gracious he is. His contacts on social media, colleagues, podcasters, other professional trainers, coaches, consultants and even competitors love this guy because he is genuine, caring, empathetic, compassionate and giving.

Bob's view on the importance of personal relationships in this high tech world today. “All things being equal, people will do business with, and refer business to, those people they know, like and trust. No matter how big you grow your business via social networks, do not lose sight, people do business with people, and not computers. It’s the person in front of the social platform they are doing business with, and it’s something you should never forget”

How can I add value to someone else’s life?
— Bob Burg


Highlights of our podcast interview airing February 5th:

Me - Do you personally connect with everyone that reaches out to you? And if so, how?

Bob- We all have to put a value on what we believe. I hold personal connections to be of high value to me. It’s worth the extra time for me to make the personal connections.

Me - How does giving as a means to getting really work? Is this a trend or is this something that is here to stay?

Bob- I think that people who have always conducted their business by looking to provide value to others, have been successful. Early on, when the book Go-Givers came out, the early adopters, the people already doing this, the leaders and top business people, the very successful business people, said the book didn’t teach us anything new. We take that as a compliment.  But this is what they have tried to teach their people about. Their people wouldn’t really listen to them but the book was like third party validation.

No one is going to buy from you because you need the money or have a quota to meet. And they aren’t going to buy from you because you think your product is the best one out there. They are going to buy from you because they believe it’s more advantageous for them to do so than to not do so. It’s about focusing on providing value to them. The money comes as a result. This is why we say that, ‘money is an echo of value.’ The value must come first, and the money you receive is simply a very natural and direct result of the value you’ve provided.
— Bob Burg

Me - What is the key to being successful?

Bob  - Being successful is the result of doing the correct things in the success process in a way that allows you to be successful. Being nice is great. In fact, it’s hugely important. However, if you were nice but did not do  what you promised,  or put no effort into follow up, or were not able to find sufficient ways to add value to others, it won’t work.

Me - What is the basic premise of the Go-Giver?

Bob - It’s simply that shifting your focus from getting to giving is not only a nice way to live life, but a very financially profitable way, as well.

Me -  How can you make it so you don’t get taken advantage of as a Go-Giver?

Bob -  Being a Go-Giver should never be confused with being taken advantage of. It simply means you are going to focus on what you do, providing value to that person.

People who succeed are not ‘I-focused’ or ‘me-focused’ but rather ‘other-focused.’ It didn’t mean they were self sacrificial but simply understood that the more you come at it from a position of service to others, the more beneficial it will be for everyone, including the giver.
— Bob Burg

Me - What are some of the obstacles standing in the way of someone choosing to become a Go-Giver today?

Bob - Someone who has grown up with or has been exposed to a really lousy way of doing business or thinking they must take advantage of others in order to be successful to get the limited pie (in order to get someone else has to give up), they will have to make a shift when they acknowledge there is an issue in the way they are currently doing business. That it’s not resulting in the success they want, both financially and in their enjoyment of what they’re doing. Of course,  if they don’t want to change; in other words, if they don’t feel there’s anything they need to change, they probably won't.


Me - Give me one nugget for the people that want to take action. What’s the takeaway that they can put into place today.

Bob - Ultimately, as Dale Carnegie told us in his classic, How to Win Friends and Influence People, "People do things for their reasons, not our reasons." I think if we will always keep that in mind, whether we are dealing with somebody in the sales process or dealing with someone socially or emotionally, or in any way, if we understand that anything they are going to do they are going to do for their reason, then we’re on the right track. 

Bob is passionate about providing the Go-Giver message and has inspired people worldwide through his book and his keynote speaking. Bob also teaches other speakers via his Certified Go-Giver Speaker Program licensing and training others on his great philosophy. His programs, books and any information about his company can be found by visiting his website at www.Burg.com . To listen to the full interview, go to DougSandler.com or subscribe via iTunes. Air date is February 5th, Episode 104.

Special thanks to Bob Burg for giving so much and adding a generous supply of value to our relationship.