SIV #060: Bob Burg – The Go-Giver Influencer

Bob Burg The Go-Giver Influencer

I first met today’s guest at least 12 years ago. Bob Burg was hired by my team to teach from his book Endless Referrals. His speech inspired me and his book influenced me to make referrals my central marketing focus.

As important and as timeless as Endless Referrals has been, Bob teamed up with John David Mann to create a wildly successful series of bestselling business parables.

In The Go-Giver and then their follow-up, The Go-Giver Leader, Bob and John challenged the conventional wisdom about success. Now they’re back with a new and equally compelling story about the power of genuine influence, in business and beyond.

THE GO-GIVER INFLUENCER: A Little Story about a Most Persuasive Idea tackles the paradox of achieving what you want by focusing on the other person’s interests. No, not in a way that is self-sacrificial but rather in such a way that all parties benefit greatly. This results in both immediate and long-term success.

Bob Burg speaks all over the world on topics related to The Go-Giver, as well as what he calls, Genuine Influence.

The original book The Go-Giver has sold over 800,00 copies and has spurred an international movement. All books combined, Bob has sold well over a million copies. Holy cow!

Things Bob And I Talked About

  • Shifting our focus from getting to giving.
  • Providing value to others is the most profitable strategy.
  • The only way to make a lot of money is to provide a lot of value to a lot of people.
  • Influence is the ability to move a person, or persons, to a desired action.
  • Push vs. Pull (How far can you push a rope?)
  • Influence is the difference between some success and enormous levels of success.
  • Influencers attract people first to themselves and then their ideas.
  • Ultimately, people do things for their reasons, not our reasons.
  • Nobody buys from you because you have a quota to meet or because you are nice and believe in your product. They buy from you because they believe they will be better off by doing so than not doing so.
  • Money is simply the echo of value.
  • We have gone from, “I’m right. You’re wrong.” To “I’m right. You’re evil.”
  • Master your emotions.
    • Who is mighty? Those who can master their emotions
    • You can take your emotions along for the ride. Just don’t let them drive. Put them in the passenger seat with the seatbelt tightly fastened.
    • Rationalize = Rational Lies
    • Compromise is a lose/lose proposition.
    • Collaboration is a win/win strategy.

The 5 Secrets Of Influence

  1. Step into the other person’s shoes.
    • We can’t step into their mind.
    • We tend to believe everyone sees the world as we do.
    • Don’t just listen with our ears. Listen from the back of your neck.
  2. Set the frame.
    • The frame is the foundation of every interaction.
    • You can reset the frame as necessary.
  3. Communicate with tact and empathy.
    • Tact is the language of strength.
    • Empathy is understanding that the person is feeling something that might be stressful to them.
  4. Letting go of having to be right.
    • My mind is made up. Don’t confuse me with the facts.
    • Confirmation bias.
  5. Tact and kindness should never be confused with compromise.

Books We Talked About

How To Win Friends And Influence People – Dale Carnegie

As A Man Thinketh – James Allen

Think And Grow Rich – Napoleon Hill

Psycho-Cybernetics – Maxwell Maltz. MD, FICS

The Magic Of Thinking Big – David J Schwartz, PH.D.

The Secret Of Selling Anything – Harry Browne

Thinking In Bets – Annie Duke

Endless Referrals – Bob Burg

The Go-Giver Influencer – Bob Burg and John David Mann

The Go-Giver – Bob Burg and John David Mann

Pick A Book – Any Book. You Can’t Go Wrong!

Where To Find Bob


Your Turn

How do you define influence? Leave a comment below or email me at [email protected]

Tim Martin

Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 30 years and are the proud parent of two gorgeous grown young women, Brittny 29 and Victoria 26.

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