Innovation, Business Strategies, Creative Thinking, Ideas, Connection Summary Not focusing on your competition is NOT the same as ignoring them. We’ll look at that in our Thought of the Day. And in our interview segment, Bob Sager shows us how to be creative and innovative as a way of distinguishing our businesses FROM the competition… in a very crowded and noisy marketplace. That and more on today’s show. Bob’s Thought of the Day We’ll explore: The difference between FOCUSING on your competitors and ACKNOWLEDGING them. Why it’s important to learn about your competitors but to focus on your customer. That successful people live in the world that IS, not the world they WISH it is. That your role is to create value for those in your target market—those you serve and wish to serve. Interview with Bob Sager You’ll discover: The importance of presenting yourself in an innovative way, so people will pay attention. The top three problem areas for businesses. The principle of “magnification” in order to engage prospective customers. How Bob Sager’s game, What’s the BIG Idea? elevates your creative thinking skills. That coming up with good ideas means coming up with a lot of ideas. An overview of Bob Sager’s subscription service for business strategies. Click to Tweet People only pay attention until they THINK they know what you’re saying. Then they quickly move on. @sagerbob #communication You have 5 seconds or less to capture people’s attention. @sagerbob #attention If you want to come up with good ideas, you have to come up with a lot of ideas. @sagrebob #ideas Interview Links Find Bob Sager on LinkedIn. Follow Bob Sager on Twitter. Chat with Bob Sager on Clubhouse: @bobsager. 101 Freaking Brilliant Business Ideas: And Ten Ways YOU Can Create Your Own by Bob Sager Discovering Your Greatness: A Higher Level Thinking and Action Guide by Bob Sager Living a Wealthy Life: Stories of Gaining an Abundance in All Five Forms of Wealth by Bob Sager Visit Spear Point Solutions’ website. Connect with Spear Point Solutions on LinkedIn. Follow Speak Point Solutions on Facebook. Explore Spear Point Solutions’ Resources. Learn More About the What’s the BIG Idea Game Show. Check Out What’s the BIG Idea Show’s Facebook Page. Watch What’s the BIG Idea Show on Youtube. Resources The Go-Giver Success Alliance look Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way The Go-Giver The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Happiness, Success, Integrity, Accountability, Intentionality   Summary   What does it really take … to be happy? We’ll look at that in our Thought of the Day. And in our interview segment, international franchisor Sarah Nuse will share wisdom from her fantastic book, Destined for Greatness. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The idea that the pursuit of happiness is part of our human nature. That acting incongruently with your values makes it nearly impossible to be happy.  A converse truth: when you’re willing to stand on principle—even turning down a business opportunity others think you’re crazy to refuse—you WILL be happier. Knowing that much more often than not, staying true to your principles will not be self-sacrificial but rather the best business AND financial move you could make.   Interview with Sarah Nuse   You’ll discover:   The fascinating story of how needing to earn some extra cash in college would lead to an international business career. And how desperation can catapult you to greatness. The power (and necessity) of doing the uncomfortable when building a business.  Sarah and her sister, Megan’s Shark Tank appearance...and the intrigue that transpired. The importance of aligning your business with who you are and who you want to be. Details about Sarah’s Destined for Greatness Accountability Program. How accountability and intentionality can help you accomplish your dreams, expand your goals, and deepen your relationships.   Click to Tweet   Soil responds to seeds, not wishes. ~ Sarah Nuse #fuelyourfire If you want to be great, you just have to be good every single day. ~ Sarah Nuse #greatness Being held accountable helps me to grow, change, and dream bigger, because I’m not alone. ~ Sarah Nuse #accountability   Thought of The Day Link: Episode 16 Alignment, Success, & Happiness https://thegogiver.com/2016/05/016-alignment-success-happiness/  Interview Links SarahNuse.com TippiToesDance.com Destined for Greatness: Living an inspired life, from head to Tippi Toes by Sarah Nuse Listen to Sarah’s Podcast Hire Sarah to Speak Take Sarah’s Course Follow Sarah on Facebook Follow Sarah on Instagram   Resources   The Go-Giver Success Alliance Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way  The Go-Giver  The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Twitter, Social Media, Quotes, Excellence, Listening   Summary   The challenge of communicating effectively on Twitter can actually help us to be better communicators. We’ll look at that in our Thought of the Day. Then in the second segment, we’ll look at a few powerful tweets and then expound on them a bit in order to attain an even deeper understanding. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Why Twitter can be a hotbed for misunderstanding, hurt feelings, and an insult or two. The importance of caring enough to ask ourselves how what we are about to say (and how we are about to say it) will likely be interpreted by the other person. Why we must train ourselves to communicate in a way that works for everyone involved.    Segment 2   You’ll discover several timeless, wisdom-filled quotes and why they are so powerful:   "Fight for the things that you care about, but do it in a way that will lead others to join you." –Ruth Bader Ginsburg, former United States Supreme Court Justice "Excellence is not an ‘aspiration.' Excellence is not a 'hill to climb.' Excellence is the next five minutes. Or it is nothing at all.” –Tom Peters, author of The Excellence Dividend "The older I grow the more apt I am to doubt my own judgment." –Benjamin Franklin, inventor, printer, and United States diplomat Click to Tweet   The challenge of communicating effectively on Twitter can actually help us to become better communicators. "Fight for the things that you care about, but do it in a way that will lead others to join you." – RBG #change "The older I grow the more apt I am to doubt my own judgment." ~Benjamin Franklin #judgment "Excellence is not an ‘aspiration.' Excellence is not a 'hill to climb.' Excellence is the next five minutes. Or it is nothing at all.” @tom_peters, author of “The Excellence Dividend” #excellence   Links from Today’s Episode   Cascades: How to Create a Movement that Drives Transformational Change by Greg Satell  The Excellence Dividend: Meeting the Tech Tide with Work That Wows and Jobs That Last by Tom Peters  THINK AGAIN: The Power of Knowing What You Don’t Know by Adam Grant Originals: How Non-Conformists Move the World by Adam Grant Principles: Life and Work by Ray Dalio   Resources   The Go-Giver Success Alliance Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way  The Go-Giver  The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Beliefs, Visualization, Brain, Mind, Success Summary   One is never too successful to retrain their brain. We’ll look at that in our Thought of the Day. And in our interview segment, Frederique Murphy shows leaders all over the world how to do that very thing. And that’s what we’ll discuss. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   A surprising experience from a number of years ago: while speaking at the Million Dollar Round Table of Insurance’s international convention, I discovered that many of the very top producers had major issues with actually asking for referrals. The importance of developing an abundance mindset in order to overcome an unconscious belief system that keeps us from attaining success and abundance.   Interview with Frederique Murphy   You’ll discover:   How Frederique came to devote herself to the topic of neuroscience. The moment she knew she was going to help others discover what she learned herself. The difference between the mind and the brain. What neuroplasticity is, and how you can make it work for your success. Why you must lead beyond the edge of your comfort zone. Three elements you must have in order to change: beliefs, attitude, and behavior. The power of using imagery to help your brain visualize reaching your goal. Click to Tweet   Awareness leads to change. The more aware you are, the better equipped you are to lead your life where you want to be. @IrishSmiley #awareness Use the power of your mind to rewire your brain. @IrishSmiley #brain What is neuroplasticity, and how you can make it work for your success? @IrishSmiley #knowledge   Interview Links   FrederiqueMurphy.com Lead Beyond The Edge: The Bold Path to Extraordinary Results by Frederique Murphy Frederique’s Blog, Podcast & Speaking Page  Connect with Frederique on Facebook Connect with Frederique on LinkedIn Follow Frederique on Twitter Follow Frederique on Instagram Follow Frederique on Pinterest Frederique’s YouTube channel   Resources   The Go-Giver Success Alliance Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way  The Go-Giver  The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Peace, Organization, Prosperity, Finances, Mindset Summary   What we decide to believe about ourselves is so often what we become. We’ll look at that in our Thought of the Day. And in our interview segment, Kenya Nelson Stevens will share her thoughts and wisdom on what she calls “Peaceful Prosperity.” That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Why financial prosperity has little to do with numbers and everything to do with our thoughts, feelings, and emotions around them. How telling myself as a kid that I was horrible at math eventually hurt me in business.   Why you should make a proactive study of financial prosperity and begin reprogramming those less-than-helpful beliefs about yourself.   Interview with Kenya Nelson Stevens    You’ll discover:   Why Kenya is called an “accountant with the heart of a teacher.” The importance of understanding accounting principles and practices such as balance sheets, profit and loss statements, and more. Kenya’s Positive Prosperity Cycle. Why organization and a clear vision is such a vital part of prosperity. The importance of health and wellness to your prosperity. Why everyone has the capacity and power to prosper in every aspect of their life, regardless of their situation or background. Click to Tweet   “When we have peace, it leads to clarity, and clarity leads to prosperity.” ~Kenya Nelson Stevens #peacefulprosperity “The abundance of the universe is truly available for everyone.” ~Kenya Nelson Stevens #abundance #peacefulprosperity “Everyone has the capacity and power to prosper in every aspect of their life, regardless of their situation or background.” ~Kenya Nelson Stevens #peacefulprosperity   Interview Links   KNS.Solutions Kenya’s wellness website SmallTownGirlBoss.com Kenya’s Quickbooks page Hire Kenya to speak Connect with Kenya on Facebook Connect with Kenya on LinkedIn Follow Kenya on Instagram   Resources   The Go-Giver Success Alliance Think Again: The Power of Knowing What You Don’t Know by Adam Grant Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way  The Go-Giver  The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Mindset, Success, Attitude, Vision, Alignment Summary   Are our lives really that similar to a certain classic science fiction movie? We’ll look at that in our Thought of the Day. And in our interview segment, Lisa Jimenez joins us with a powerful formula for resetting our minds and releasing our self-imposed limitations. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The similarities between “The Matrix” (the movie) and the matrix controlling our minds. Why many beliefs we unconsciously accepted limit our potential success and happiness.    Interview with Lisa Jimenez   You’ll discover:   Why harnessing the power of the mind is the most important tool you have. How to shift the hierarchy of who you are by embracing the Mindset Reset Formula. Why, at your core, you are pure potential energy.  How one client radically shifted a very special relationship and recreated her life.  How radically transforming yourself serves both you... and the world you impact. How embracing your spiritual nature can manifest into desired physical results.  The importance of meditation, breath work, and journaling. Information regarding Lisa’s next retreat.   The Mindset Reset Formula   Embrace Your Duality Let Go Adopt Spiritual Truth Craft Your Victory Vision Leverage Alignment     Click to Tweet   In this episode of The Go-Giver Podcast, @RichLifeLisa shows us how to reset our minds and release that which holds us back from our ultimate potential. #prosperity Life with a prosperity mindset is inevitably prosperous. Life with an ease mindset is inevitably easy. Life with a fulfillment mindset is INEVITABLY fulfilling.” @RichLifeLisa #prosperity “You become who you practice to be.” @RichLifeLisa #practice   Interview Links   LisaJCoaching.com Mindset Reset: How to Retrain Your Brain and Transform Your Life! by Lisa Jimenez (Click here to order an autographed copy.) Conquer Fear! A Unique Blend of Psychology and Theology To Change Your Beliefs and Thus Your Results by Lisa Jimenez Slay the Dragon: How to Get Out of Your Own Way and Get What You Want by Lisa Jimenez Catalina Mindset Reset Retreat Lisa’s Blog & Podcast Connect with Lisa on LinkedIn Connect with Lisa on Facebook Follow Lisa on Twitter Follow Lisa on Instagram   Resources   The Go-Giver Success Alliance Think Again: The Power of Knowing What You Don’t Know by Adam Grant Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way  The Go-Giver  The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Attitude, Magic, Relationships, Success, Motivation   Summary   So often the difference between victimhood and victory is a personal decision. We’ll look at that in our Thought of the Day. And in our interview segment, you’ll meet a man I greatly admire, and who will absolutely take anyone’s excuses away, and who does it with more than a touch of magic. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   An important truth: you cannot live in victimhood AND become a victor. What it takes to be victorious and overcome tragic events or situations of victimhood: you must make a decision that you will not allow yourself to be defined by those events.   Interview with Mahdi Gilbert   You’ll discover:   Why Madhi became involved in magic as a youngster. The magic of Madhi’s can-do attitude. The inside story of Madhi’s appearance on Penn & Teller’s “Fool Us.” How Madhi helps people feel like heroes whenever they see his magic. His next project: walking across America performing magic for people.   Click to Tweet   I want people to feel like heroes whenever they see my magic. ~Mahdi Gilbert, Magician #attitude Even if you don’t think you have the gas to make it down the road, just go. ~Mahdi Gilbert, Magician #motivation On this episode of The Go-Giver, magician Mahdi Gilbert reveals the secret to overcoming obstacles...through a truly magical attitude. #success   Interview Links   MahdiTheMagician.com Mahdi’s appearance on Penn & Teller’s “Fool Us”  Madhi’s Speaking page Connect with Mahdi on Facebook Mahdi’s YouTube channel Follow Mahdi on TikTok   Resources   The Go-Giver Success Alliance Think Again: The Power of Knowing What You Don’t Know by Adam Grant Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way  The Go-Giver  The Go-Giver Leader The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Charisma, Relationships, Success, Business, Questions   Summary   The key to “having charisma” might just be exactly the opposite of what we think it is. We’ll look at that in our Thought of the Day. Then in the second segment, I’ll share a suggestion on how to accomplish it. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Two traditional definitions of “charisma,” along with another...that I like best. Why it’s not sustainable to base your success on natural charisma alone. An example from 19th-century England about the power of the right type of charisma. Why listening is a critical element of charisma. A powerful quote from Adam Grant’s new book, Think Again.  The big lesson: Your level of charisma is not about you but about how you make others feel about themselves.   Segment #2   You’ll discover:   The value of Feel-Good Questions in making others feel genuinely good about themselves and, as a result, about you. The One Key Question that’ll set you apart from practically everyone they’ve ever met. F-O-R-M Questions that will always be welcomed by those you’re speaking with.  Click to Tweet   What is TRULY the essence of Charisma? There’s a good chance it’s the opposite of what most people think it is. Find out on this episode of The Go-Giver Podcast. #charisma Is “Charisma” something that you either have or you don’t? The answer, as we learn in this episode of The Go-Giver Podcast, is not at all. Actually, far from it. #charisma Want to learn some surprising questions that will result in your being seen as Charismatic? Listen to this week’s episode of The Go-Giver Podcast. #charisma   Resources   The Go-Giver Success Alliance Think Again: The Power of Knowing What You Don’t Know by Adam Grant Bob’s Ten Feel-Good Questions Endless Referrals: The Go-Giver Way  Order The Go-Giver  Order The Go-Giver Leader Order The Go-Giver Influencer TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Change, Values, Purpose, Leadership, Movements   Summary   What does it take to create and sustain transformational change? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll have a discussion with the author of a magnificent book on that very topic. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Why we must never stop looking for ways to better the world. What it takes to do so: creating a plan, executing that plan, and implementing the correct strategies and tactics.   Interview with Greg Satell   You’ll discover:   Lessons about creating transformational change from two movements: one that failed (Occupy Wall St.), and one that succeeded (Otpor). The importance of using humor to dispel tension. Why you must reach out to those outside your movement, and welcome those who wish to join you. A key for creating impact: small groups loosely connected, united by a shared purpose. That violence doesn’t work in terms of winning over the masses.. What we can learn from two of the most notable transformational changes in modern history, Mahatma Gandhi’s leading of the Indian independence movement, and the Reverend Dr. Martin Luther King, Jr.’s leading of the civil rights movement.  The immense, game-changing importance of communicating shared values.    10 Principles for Transformational Change    Revolutions don’t begin with a slogan. They begin with a cause. The vision always needs to be rooted in solving problems people genuinely care about. That’s why you can’t bribe or coerce change. Once you start trying to engineer change through incentives, you are signaling that this is a change that people don’t really want to make.    Transformation fails because people oppose it, not because people don’t understand it. For any significant change, there are going to be some people who aren’t going to like it and they are going to undermine it in ways that are dishonest, underhanded, and deceptive. That is your primary design constraint. Change of any kind threatens the status quo, which never yields its power gracefully.    Be explicit about your values. Values represent constraints and constraints bring meaning and credibility. A movement without values is nothing more than a mob.    Resist the urge to engage those who attack and undermine you. In fact, as a general rule, you should avoid them until you have gained significant momentum. It will only frustrate you and slow you down.    Focus on building local majorities. You want to be continually expanding your majorities within communities and clusters. When you go outside your majority, however, you get pushback. Stay on the inside pushing out.    Shift from differentiating values to shared values. Differentiating values are what make people passionate about an idea, but shared values create entry points for people to join your cause. You overcome your opposition by listening and identifying shared values in what they say that can be leveraged to attract others to your cause.    Mobilize people to influence institutions. Every action has a purpose. You are always mobilizing someone to influence something. For everything you do, you ask who are we mobilizing and to influence what?    Scale change through empowerment. Instead of trying to get people to do what you want, find people who want what you want and give them resources to help them take action. It is through taking action, not taking orders, that people take ownership of the movement and make it their own.    Survive victory. The victory phase is the most dangerous phase. You need to think about how to “survive victory” from the start. It’s not enough to make a point, you have to want to make a difference.    Transformation is always a journey, never a particular destination. The most important thing you can do to bring change about is simply to get started. If not now, when? If not you, who?  Click to Tweet   “The first step to building a platform for change is making people feel comfortable.” Greg Satell @Digitaltonto #change On this episode, discover a key element for creating change and impact: “Small groups, loosely connected, but united by a shared purpose.” @Digitaltonto #purpose “You get to the shared values by listening to your most ardent opponents.” Greg Satell @Digitaltonto #values   Interview Links   GregSatell.com Cascades: How to Create a Movement that Drives Transformational Change by Greg Satell Mapping Innovation: A Playbook for Navigating a Disruptive Age by Greg Satell DigitalTonto.com Greg’s Speaking page Greg’s Resources Connect with Greg on LinkedIn Connect with Greg on Facebook Follow Greg on Twitter Greg’s YouTube channel   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Small Business, Value, Women-Owned Business, Girl Boss   Summary   How important is it to your self-image, and to your business’s bottom line, to walk in your value? We’ll look at that in our Thought of the Day. And in our interview segment, Amanda Buse joins us with some excellent insights and strategies on how to communicate your value to your prospects, customers, and clients … and have a business that’s both very enjoyable and very profitable. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   An answer to a blog reader’s question regarding the statement, “Money is an echo of value; the thunder to value’s lightning.” Why a lack of money is absolutely not a commentary on one’s intrinsic value; only the value they’ve brought and communicated to the marketplace.  Insights about the term, “walk in your value® based on the experience of Amy Wells.   Interview with Amanda Buse   You’ll discover:   Why women tend to undervalue what they have to offer. A fascinating study: women-owned businesses only make 30% of the revenue that male-owned businesses do (and the reasons behind this). Two keys to earning at the highest levels: a system, and belief in yourself. How fear and imposter syndrome hold us back. A simple way to stay in touch with your network and earn more referrals. What’s included in Amanda’s free Girl Boss Virtual Goody Bag   Click to Tweet “90% of our success is mindset. The other 10% is strategy and execution.” ~Amanda Buse “If you are not able to understand your own value and see it for yourself, no one else will see it.” ~Amanda Buse “You need a system and you need belief to earn at the highest levels.” ~Amanda Buse     Interview Links   SmallTownGirlBoss.com FREE Resource: Girl Boss Virtual Goody Bag Connect with Amanda on Facebook Connect with Amanda on LinkedIn   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Ethics, Relationships, Business, Morality, Decisions   Summary   Deep within our hearts, we always know what the right thing to do is, don’t we? Or do we? We’ll look at that in our Thought of the Day. And in our interview segment, Rabbi Yonason Goldson joins us with some ancient wisdom that will help us to navigate through those often gray areas that life sets before us. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Some examples of what are known as “moral dilemmas.” An example of an ethical dilemma from the book, Grappling with the Gray.   Interview with Rabbi Yonason Goldson   You’ll discover:   Why it’s not always about knowing what the right thing to do is. The purpose of study: to learn how to think in an ethical way. The difference between the ethical and the legal. Why we are sometimes resistant to do the right things. Why compliance can be the enemy of ethics. The importance of refining yourself so you can consistently do the right things. Why relationships are the bedrock of success in every aspect of our lives.   Click to Tweet   “There’s no app for being ethical.”~ @yonasongoldson #ethics “It’s not a question of always knowing what the right thing to do is. It’s knowing how to approach complex situations and do the best we can to get to the most equitable and ethical resolution.”~ @yonasongoldson #ethics “Legal is not necessarily the same as ethical. The last refuge of unethical is … ’But it’s not illegal.’”~ @yonasongoldson #ethics   Interview Links   Rabbi Goldson’s website Grappling with the Gray: An Ethical Handbook for Personal Success and Business Prosperity by Rabbi Yonason Goldson Proverbial Beauty: Secrets for Success and Happiness From the Wisdom of the Ages by Rabbi Yonason Goldson Rabbi Goldson’s blog The Rabbi & The Shrink Podcast Rabbi Goldson’s speaking page Rabbi Goldson’s TEDx Talk Ethical Masterclass Series Connect with Rabbi Goldson on LinkedIn Connect with Rabbi Goldson on Facebook Follow Rabbi Goldson on Twitter Follow Rabbi Goldson on Instagram Follow Rabbi Goldson on TikTok Rabbi Goldson’s YouTube channel   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Blind Spots, Trust, Relationships, Leadership, Limiting Beliefs   Summary   Knowing our weaknesses can actually put us into a position of strength. We’ll look at that in our Thought of the Day. And in our interview segment, Likky Lavji helps us cut right through those blind spots that keep us from realizing those uncomfortable but important-to-know weaknesses. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Successful people make a point to discover, to learn, to understand the truth. A powerful quote from business icon, Ray Dalio: “I believe that the biggest problem that humanity faces is an ego sensitivity to finding out whether one is right or wrong and identifying what one’s strengths and weaknesses are.” The three types of weaknesses and how to approach them for ultimate success..   Interview with Likky Lavji   You’ll discover:   Why it’s important to check your own blind spots. Some of the blind spots and limiting beliefs people have. How to determine your blind spots. Likki’s powerful story of overcoming a childhood stutter. The importance of acknowledging and appreciating others in order to build trust. How Likki learned to develop more trust after experiencing a number of major life losses. Click to Tweet   “It was my blind spot of not receiving which prevented me from giving as well.” @LikkyLavji #blindspots “When you don’t acknowledge and appreciate others, trust is hard to build.” @LikkyLavji #success On this episode of The Go-Giver, @LikkyLavji shares how to navigate your blind spots and overcome limiting beliefs. #beliefs #success   Interview Links   LikkyLavji.com Free Resource: Blind Spot Assessment  Likky’s podcast appearances Likky’s blog Hire Likky to speak Connect with Likky on Facebook Connect with Likky on LinkedIn Follow Likky on Twitter Follow Likky on Instagram   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Confirmation Bias, Thinking, Decisions, Emotions, Beliefs   Summary   Imagine a world where we only accept as truth that which we already believe and ignore whatever we don’t. Actually, you need not imagine it. It’s … what we do. We’ll look at that in our Thought of the Day. Then in the second segment, we’ll see what we can do about lessening its effect on us. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   A reminder about cognitive dissonance, which we discussed in Episode 133: it is one of the most negatively powerful ways a person will unconsciously allow their emotions to keep them from making a correct decision or a necessary change. A definition of confirmation bias: “The tendency to search for, interpret, favor, and recall information in a way that confirms one’s preexisting beliefs or hypotheses.” Daniel Goleman’s powerful quote, from his book Emotional Intelligence: “The emotional mind takes its beliefs to be absolutely true, and so discounts any evidence to the contrary.” An example of confirmation bias from a conversation I recently had on Twitter.   SEGMENT #2   We’ll explore:   Why people who are suffering from confirmation bias... don’t realize they are doing so. The importance of continually asking yourself--especially the more strongly and passionately you feel about a thing--if you might be experiencing confirmation bias. A recent interaction when I realized I had confirmation bias.   Click to Tweet   How does confirmation bias dramatically hold us back from clear decision-making? Find out in this episode of The Go-Giver Podcast. #confirmationbias   The degree to which one suffers from cognitive dissonance and confirmation bias is directly proportional to the emotional investment they have in their current  belief. #confirmationbias Stay aware of the possibility that confirmation bias might be running through your thought process, and ultimately, your decision-making process. #decisions When it comes to confirmation bias, the most important thing we can do is to continually stop our unconscious thinking and ask ourselves questions. #thinking   Resources   Episode 133 Confirmatin Bias https://thegogiver.com/2019/01/133-cognitive-dissonance/ Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Resilience, Courage, Relationships, Family, Change Summary   Devastating life events can happen. The question is: If or when they do, can we be resilient enough to overcome them and thrive? We’ll look at that in our Thought of the Day. And in our interview segment, Kristin Smedley and Mary Fran Bontempo, two women who have had to be resilient, will share with us how to be brilliantly so. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   A fascinating question: How is it that some people are able to live fruitful and productive lives despite going through traumatic situations, while others are never able to recover? The inspiration that comes from seeing others turn a catastrophic situation into something positive.   Interview with Kristin Smedley & Mary Fran Bontempo     You’ll discover:   Kristin and Mary Fran’s story of creating Brilliantly Resilient. Why it is not helpful to say to someone, “everything happens for a reason.” How small, intentional steps can help you get out of a big crisis. Three steps to becoming brilliantly resilient: reset, rise, reveal. A success story from someone who’d been sucker punched but was brilliantly resilient. The importance of not being married to outcomes.   Click to Tweet   “We wanted to be the resource we didn’t have.” @MaryFBontempo @KristinSmedley #resilience On this episode of The Go-Giver, discover the 3 steps to becoming brilliantly resilient. @MaryFBontempo @KristinSmedley #resilience “What can you actually do in this moment to effect change?” @MaryFBontempo @KristinSmedley #resilience   Interview Links   BrilliantlyResilient.net Brilliantly Resilient: Reset, Rise & Reveal Your Brilliance! by Kristin Smedley & Mary Fran Bontempo Thriving Blind: Stories of Real People Succeeding Without Sight by Kristin Smedley The 15 Minute Master: How to Make Everything Better 15 Minutes at a Time by Mary Fran Bontempo Brilliantly Resilient Podcast Brilliantly Resilient Programs Free Resources Connect with Brilliantly Resilient on Facebook Follow Brilliantly Resilient on Instagram Brilliantly Resilient on YouTube   Connect with Mary Fran Bontempo on LinkedIn Follow Mary Fran Bontempo on Twitter   Connect with Kristin Smedley on LinkedIn Follow Kristin Smedley on Twitter   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Prosperity, Business, Love, Relationships, Rebirth   Summary   Authenticity should never be used as an excuse for not growing. We’ll look at that in our Thought of the Day. And in our interview segment, Randy Gage looks at how to up your game to actually re-create yourself. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The concept of integrity and a powerful saying attributed to Gandhi. Why we must continually upgrade ourselves in order to live from our highest essence; our whole selves; our true authentic selves.   Interview with Randy Gage   You’ll discover:   The importance of being willing to pivot during the pandemic.  What it means to have a radical rebirth. The reason behind -- and essence of -- Randy’s newest book, “Radical Rebirth.” Why Randy says, “I had to kill off the parts of me that I didn’t like and develop the parts of me that I loved.” The difference between those who want to reinvent themselves, and those who don’t. Randy’s theory on the infinite nature of prosperity.   Click to Tweet   “You don’t have to take prosperity from someone else to give it to yourself. All true prosperity is infinite.” @Randy_Gage #prosperity “You can’t accept love from anyone else until you love yourself.” @Randy_Gage #prosperity “I had to kill off the parts of me that I didn’t like and develop the parts of me that I loved.” @Randy_Gage #prosperity  On this episode of The Go-Giver @Randy_Gage explores the question, “How do I become the highest possible version of myself?” #prosperity Interview Links   RandyGage.com Radical Rebirth: Kill Off the Old You and Create a New Life! by Randy Gage Risky is the New Safe by Randy Gage Mad Genius by Randy Gage The Prosperity Series booklets by Randy Gage Randy’s Blog The Power Prosperity Podcast  Book Randy to Speak Connect with Randy on Facebook Connect with Randy on LinkedIn Follow Randy on Twitter Follow Randy on Instagram Randy Gage’s Prosperity TV    Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Imagination, Thinking, Mindset, Creativity, Laughter   Summary   A famous candymaker taught us some delicious lessons about imagination. We’ll look at that in our Thought of the Day. And in our interview segment, Dr. Sofie Nubani takes us through some powerful strategies for powering up our imagination. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The power of imagination, as explored through my favorite movie of all time, Charlie and the Chocolate Factory. The practically limitless power we have at our disposal when tapping into our imagination.   Interview with Dr. Sofie Nubani   You’ll discover:   Sofie’s backstory, philosophy of life, and how she defines creativity. Practical ways to be more creative. Some of the thinking styles that take us to higher creativity. The importance of divergent thinking (discovering many possibilities) and convergent thinking (choosing the best solution). Two powerful examples of creativity from Sofie’s book. All about her new project, The Circle of Creative Masters. The importance of laughter, and how to achieve laughter mindset.   Click to Tweet   On this episode of The Go-Giver, @NubaniSofie reveals how to use creative thinking to innovate and succeed. #creativity “Originality is your own unique flavor.” ~@NubaniSofie #creativity “It doesn’t matter what discipline you are with or what field you are representing, you can always become creative within that domain.” ~@NubaniSofie #creativity   Interview Links   DrSofieNubani.com CircleOfCreativeMasters.com LaughterMindset.com Optimize Your Creative Mindset: Unleash the Power of Your Imagination by Sofie Nubani Connect with Sofie on Facebook Connect with Sofie on LinkedIn Follow Sofie on Twitter Follow Sofie on Instagram Follow Optimize Your Creative Mindset on Instagram   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Confidence, Bravery, Belief, Leadership, Relationships   Summary   What exactly IS courage? We’ll look at that in our Thought of the Day. And in our interview segment, Shannon Ferraby desired a certain lifestyle for her family, and she desired it enough to face her fears and take the necessary steps. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   A powerful quote regarding bravery from Bran's (Game of Thrones) Dad ... and from from my Dad! Why we should look fear in the eye and take action that will either destroy that fear, or at least advance our situation even if the fear still exists afterwards.   Interview with Shannon Ferraby   You’ll discover:   A inspiring story of Kathy's and my initial introduction to Shannon. Why Shannon decided, despite note having any prior experience, to go into sales, and how she learned along the way. The importance of keeping your commitments. The difference between helping people MAKE their dreams come true, and helping people LIVE their dreams come true. How to help someone recognize their value. A peek into Shannon’s new book.   Click to Tweet   “By helping other women believe in themselves, I would up believing in myself again, too.” ~Shannon Ferraby #confidence “It’s believing in yourself, your abilities, and your value, and then enjoying that life you are creating right before your eyes.” ~Shannon Ferraby #confidence “I make it my mission to do whatever I can to try and break down the walls so they can be brave enough to try one more time.” ~Shannon Ferraby #bravery   Interview Links   Lilla Rose  Success Unwrapped by Shannon Ferraby Overcoming Mediocrity: Successful Women  Book Shannon to Speak Shannon’s Great Hair Inspiration Join Shannon’s Success Unwrapped Facebook Group Connect with Shanon on Facebook Follow Shannon on Instagram (Success Unwrapped) Follow Shannon on Instagram (Shannon Your Hair Hero)   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Time, Success, Productivity, Leadership, Culture   Summary   Have you ever wondered how and why we accept certain things as being correct without truly understanding why? We’ll look at that in our Thought of the Day. And in our interview segment, Steve Glaveski, author of Time Rich, counters a very long-standing workplace tradition. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   An important question: Why do we unquestionably accept things as they are? A thought experiment regarding this often counterproductive element of human nature. The importance of not accepting the status quo...just for the sake of the status quo.   Interview with Steve Glaveski   You’ll discover:   The history of the 9 to 5 workday. Why working in a “flow” state helps executives become 5 times more productive. Why inbox zero is often a reflection of a lack of focusing on our own priorities. A reminder from Peter Drucker: “There’s nothing worse than the wrong thing done right.” The danger of “polishing” your work too much.   6 strategies for becoming more productive at work:   Prioritize Cut Outsource Automate Test (your assumptions) Start (your engines)   Click to Tweet   “The larger an organization gets, the more process paralysis they experience because they are trying to protect an existing and common business model.” ~@SteveGlaveski #leadership “Say yes to things that are going to move you closer to your goals.” ~@SteveGlaveski #productivity Join us on this episode where @SteveGlaveski reveals 6 key strategies for becoming more productive at work. #productivity #time   Interview Links   TimeRichBook.com SteveGlaveski.com LemonadeStand.online CollectiveCampus.io NoFilter.media Time Rich: Do Your Best Work, Live Your Best Life by Steve Glaveski Employee to Entrepreneur: Earn Your Freedom to do Work That Matters by Steve Glaveski Harvard Business Review Article: The Case for the Six-Hour Workday by Steve Glaveski Steve’s Blog & Podcast Connect with Steve on LinkedIn Follow Steve on Twitter Follow Steve on Instagram Steve’s YouTube channel   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Purpose, Black Sheep, Values, Family, Leadership   Summary   What’s the relationship between our values and our happiness? We’ll look at that in our Thought of the Day. And in our interview segment, Brant Menswar looks at how we can go about discovering--and I mean truly discovering--what those values are.   Bob’s Thought of the Day   We’ll explore:   The difference between happiness and pleasure. My definition of happiness: a genuine and ongoing feeling of joy and peace of mind, the result of living congruently with one’s values. Why our actions must be congruent with that which we hold to be of value.   Interview with Brant Menswar   You’ll discover:   The meaning of “Black Sheep” values and why they are so very vital to one’s happiness. Brant’s background as a true... “rock star.” How an absolutely terrifying family situation inspired a major change in Brant’s life.  Why you must start with your non-negotiable values. The lie we believe about purpose. How to begin identifying your black sheep values.   Click to Tweet   “Every black sheep is 100% authentically original, and it cannot be twisted or changed into something it wasn’t meant to be.” ~@BrantMenswar #blacksheep “When you discover what your non-negotiable values are, it’s the activation of those values that allows you to choose a purpose in alignment with them.” ~@BrantMenswar #blacksheep “There is a difference between ‘important’ and ‘non-negotiable.’” ~@BrantMenswar #blacksheep   Interview Links   BrantMenswar.com FindYourBlackSheep.com Black Sheep: Unleash The Extraordinary, Awe-Inspiring, Undiscovered You by Brant Menswar Rock 'N" Roll With It: Overcoming The Challenge Of Change by Brant Menswar Book Brant to Speak Connect with Brant on Facebook Connect with Brant on LinkedIn Follow Brant on Twitter Follow Brant on Instagram Brant’s Podcast   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Leadership, Business, Influence, Communication, Franchising   Summary   While it’s important to know the definition of influence, it’s even more important to understand its “essence.” We’ll look at that in our Thought of the Day. And in our interview segment, one of the titans of leadership over the last 35 years of the 20th century--and the author of a fantastic new book--will guide us with some absolute gems of wisdom. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The difference between pushing and pulling in leadership. A powerful reminder from Dale Carnegie’s classic, How to Win Friends and Influence People: “Ultimately, people do things for THEIR reasons, not OUR reasons.” Why your influence is dependent upon how abundantly you can actually focus not on your own interests, but rather on the interests of those you’re wanting to lead.   Interview with Robert Rosenberg   You’ll discover:   How Robert’s new book can help leaders in their personal and business lives. The key lesson Robert learned from accompanying his father on a business trip: quality is better than price. The importance of giving the consumer something that doesn’t exist in the marketplace. Why you must take 100% of the responsibility as the leader. A critical leadership lesson: running a business is just as much a social entity as a commercial one--maybe more so.  The importance of communication and defining terms correctly. How Robert helped franchisees understand how remodeling their stores could be a great return on investment. The story behind Dunkin’ Donuts Munchins.    Click to Tweet   ”For me, it all begins with precise language and a clear and unchanging definition of terms.” ~Robert Rosenberg, Former CEO of Dunkin’ Donuts #leadership “As a leader, you do not blame your followers. You take 100% of the responsibility.” ~Robert Rosenberg, Former CEO of Dunkin’ Donuts #leadership “A healthy dose of humility can be the best asset in the pursuit of learning and betterment.” ~Robert Rosenberg, Former CEO of Dunkin’ Donuts #leadership   Interview Links   Around the Corner to Around the World: A Dozen Lessons I Learned Running Dunkin' Donuts by Robert Rosenberg  Connect with Robert on LinkedIn   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Marketing, Business, Sales, Relationships, Prospects Summary How important is it to really embrace the value of your product or service? We’ll look at that in our Thought of the Day. And in our interview segment, one of the truly outstanding marketers of today’s entrepreneurial world, David Newman, will share some of his top tips on Thought Leadership Marketing. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   A powerful example of valuing your product to be legitimately worthy of a higher price.  Why we must believe in the value of our product or service if we expect our customers or clients to believe in it. A key principle of sales: we should not be selling on low price, but rather on high value.   Interview with David Newman   You’ll discover: That if you want to stand out, you have to say things differently, you have to do things differently, and you have to be more helpful than the average salesperson. Some of the how-to’s of thought leadership marketing. Three key questions: 1) What business are you in? 2) What business are you REALLY in? 3) What business do your prospects need you to be in? The importance of connecting first as a friendly expert or trusted authority. The value of doing 15 minutes of research on a company you want to do business with. Why a true salesperson is a catalyst for new thinking. The value of knowing how Covid-19 has affected your prospects, and why you must adjust your sales language. A powerful David Newman-ism.   Click to Tweet   “If you want to stand out, you have to stand out.” ~@dnewman #business “Research before reach out.” ~@dnewman #research “Marketing comes down to four words: Offer value, Invite engagement.” ~@dnewman #marketing   Interview Links   DoItMarketing.com Do It! Marketing by David Newman  Do It! Speaking by David Newman Free Do It! Marketing Manifesto by David Newman Free Masterclass Training David’s Podcast: The Speaking Show David’s Blog Expert Profit Formula Connect with David on Facebook Connect with David on LinkedIn Follow David on Twitter Follow David on Instagram David’s YouTube channel   ResourcesTR-4=P[   CAN WE ADD A LINK TO Around The Corner to Around the World: A Dozen Lessons I Learned Running Dunkin’ Donuts by Robert Rosenberg https://amzn.to/3nAx68X    Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Culture, Leadership, Generosity, Giving, Business   Summary   Respecting and valuing one’s employees and team members--or not doing so--is one of the most consistent aspects of a company’s culture. We’ll look at that in our Thought of the Day. And in our interview segment, we are back with the wonderful April Shprintz to revisit pouring into your people! That and more on today’s show. Bob’s Thought of the Day We’ll explore: A negative (albeit very important) leadership lesson learned from a plant supervisor in my much younger days. The fact that a company’s culture -- positive or negative -- begins with top leadership.   Interview with April Shprintz You’ll discover: What it means to “pour into your people” and how it relates to generosity. A powerful story of a trucking company that increased its profitability by leveling up its service to a key client. A great way to pour into your people: understand who they are, their life goals, and how those intertwine with the company. The importance of the vital question: “How can I help?” Steps to begin pouring into your people. Why pouring into your people is a wonderful way to impact not only your business but also the whole world.   Click to Tweet “Generosity is a mindset. How can I help, how can I give you my time, how can I invest in what you want as an employee, as a client, as a community, to help make you successful?” ~@AprilShprintz #leadership “The first thing about building a generosity culture is pouring into your employees. There are hidden gems all over your organization.” ~@AprilShprintz #success “Look at everyone who works for you and ask the question, ‘How can I help?’” ~@AprilShprintz #culture   Interview Links DrivenOutcomes.com  April’s Resources Connect with April on Facebook Connect with April on LinkedIn Follow April on Twitter Follow April on Instagram April’s YouTube channel   Resources Burg.com Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com How to Post a Review

Culture, Leadership, Generosity, Giving, Business   Summary   Despite what we’ve learned about leadership, there are still far too many leaders who don’t place a high value on developing an empowering company culture. We’ll look at that in our Thought of the Day. And in our interview segment, April Shprintz will talk about the immense value of pouring into your people. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The main difference between company leaders who empower and those who don’t.  Why companies with toxic cultures are teetering on the brink of disaster every day. The similar quality of so many successful company leaders.   Interview with April Shprintz   You’ll discover:   What it means to “pour into your people.” How someone generously poured into April’s life at a young age. Why problem-solving is so very key to sales success. The day first-grader April discovered that she was “poor” and what she did about it.  How April got her big break as a result of bringing immense value and...pouring in! Why people don’t leave companies--they leave a culture.   Click to Tweet   What does it mean to “pour into your people?” Find out from the amazing @AprilShprintz in this episode of The Go-Giver Podcast. #leadership “Approach everyone as if they matter, because they do.” ~@AprilShprintz #success Powerful leadership principles shared by @AprilShprintz on this episode of The Go-Giver Podcast titled, “Pouring Into Your People” #success #leadership   Interview Links   DrivenOutcomes.com  April’s Resources Connect with April on Facebook Connect with April on LinkedIn Follow April on Twitter Follow April on Instagram April’s YouTube channel   Resources   Endless Referrals: The Go-Giver Way  Order The Go-Giver Order The Go-Giver Leader Order The Go-Giver Influencer GoGiverSalesAcademy.com Endless Referrals: The Go-Giver Way 2-Day Workshop TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Success, Business, Relationships, Podcasting, Sales   Summary   Success depends far less on luck than it does on doing the correct things in the success process. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear from two of my favorite people in the world. They are truly a power couple with some POWERFUL principles for success! That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Why success--financial or otherwise--based on luck is not sustainable. Some “clues” to long-term success.    Interview with Heath Oakes & Jenny Anchondo   You’ll discover:   Behind the scenes of their podcast, Second Shot. How Heath and Jenny became so successful at such young ages. How both of them were so immensely persistent and absolutely refused to be denied. The importance of showing up in person--it’s harder to say “no” to somebody in person. The value of reframing “no” to help you be more successful.  Examples of headlines they’ve used for riffs on their podcast and the great life’s lessons. Some highlights from guests on Jenny’s follow-up show, Second Shot Sit-Downs. A few “Heath-isms” … courtesy of Jenny.   Click to Tweet   Powerful success principles shared by @HeathOakes & @JennyAnchondoTV on this episode of The Go-Giver Podcast titled, “Power Couple.” #success “It’s always harder to say no to someone in person.” @JennyAnchondoTV #success Learn how Richard Fenton’s and Andrea Waltz’s (@GoforNo) book, “Go for No” impacted @HeathOakes’ sales career on this episode of The Go-Giver Podcast. #sales   Interview Links   SecondShotPodcast.com    JennyAnchondo.com Ignorance on Fire: A Journey of Failing Your Way to Success by Heath Oakes  Go for No! Yes is the Destination, No is How You Get There by Richard Fenton and Andrea Waltz Second Shot Podcast Jenny’s Blog Hire Jenny to speak   Jenny Anchondo’s Social Media   Connect with Jenny on Facebook Connect with Jenny on LinkedIn Follow Jenny on Twitter Follow Jenny on Instagram Jenny’s YouTube channel   Heath Oakes’s Social Media    Connect with Heath on Facebook Connect with Heath on LinkedIn Follow Heath on Twitter Follow Heath on Instagram Heath’s YouTube channel   Resources   Endless Referrals: The Go-Giver Way 2-Day Workshop Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Relevance, Marketing, Business, Value, Messaging   Summary   Value is always in the eyes of the beholder. We’ll look at that in our Thought of the Day. And in our interview segment, Bill Cates reveals the immense importance of relevance--or as he calls it, “radical relevance”--in today’s marketplace. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Value: “the relative worth or desirability of a thing to the end-user or beholder.” Why value is not what WE find to be valuable about our product or service but rather what THEY (the consumer) finds to be of value. The need for what we sell to be relevant. Actually, it must be...“radically relevant.”   Interview with Bill Cates   You’ll discover:   What radical relevance is, and why it’s so important. Two of the biggest challenges we face attracting and winning new clients: 1) marketing message overload, and 2) inertia. Why radical relevance is the business equivalent of “love at first sight.” The importance of empathy in marketing. The neuroscience of relevance. How Bill developed the concept of radical relevance by changing the name of one of his publishing companies. The difference between a brand and a value proposition. The three-phase approach to building your value proposition. Click to Tweet   The only way for your business to compete with marketing-message overload is to find ways to be super relevant to just the right prospects. @Bill_Cates #relevance #marketing Radical Relevance is the business equivalent of love at first sight. @Bill_Cates #relevance #business Seeing the world through the eyes of your prospects and clients is at the heart of relevance. @Bill_Cates @relevance @sales   Interview Links   TheReferralCoach.com Radical Relevance: Sharpen Your Marketing Message, Cut Through the Noise, Win More Ideal Clients by Bill Cates Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates The Cates Academy Bill’s Blog Bill’s Speaking page Connect with Bill on Facebook Connect with Bill on LinkedIn Follow Bill on Twitter Bill’s YouTube channel   Resources   Endless Referrals: The Go-Giver Way 2-Day Workshop Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Business, Freedom, Relationships, Vision, Alignment   Summary   Why is freedom so important? We’ll look at in our Thought of the Day. And in our interview segment, we’ll explore what it means to have a “Freedom Lifestyle,” as well as the keys to having one. We’ll discuss that with the author of a book on that very topic. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Two definitions of “freedom.” Why 75% of employees feel disengaged at work. The importance of autonomy and “intrinsic motivation” vis a vis employee performance.   Interview with Curt Mercadante   You’ll discover:   How Curt defines “entrepreneurial freedom.” Curt’s story of feeling overwhelmed but then gaining time freedom and financial freedom. The difference between growing a business and scaling a business. How Curt’s Father impacted how he viewed success and relationships. The five key areas that must be firing on all cylinders for you to be living out The Freedom Five: Superpowers, Vision, Alignment, Outcomes, Goals. Why the key to freedom and fulfillment isn’t balance; it’s alignment. The importance of reverse-engineering your vision by establishing short-term goals. How companies and teams can apply the principles of The Freedom Five. Click to Tweet   What are “The Freedom Five?” Author and Entrepreneur, @CurtMercadante shares this and more from his terrific book, “Five Pillars of The Freedom Lifestyle” in this episode of The Go-Giver Podcast. True #entrepreneurial freedom means growing your business while growing your freedom & fulfillment. @CurtMercadante The key to freedom and fulfillment isn’t balance; it’s alignment: aligning the three facets in your life—work, family, and self. @CurtMercadante   Interview Links   CurtMercadante.com Five Pillars of the Freedom Lifestyle: How to Escape Your Comfort Zone of Misery by Curt Mercadante (Amazon link) Curt’s Podcast Connect with Curt on Facebook Connect with Curt on LinkedIn Follow Curt on Twitter Follow Curt on Instagram Curt’s YouTube channel   Resources   Endless Referrals: The Go-Giver Way 2-Day Workshop Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Attention, Distraction, Time Management, Productivity, Technology   Summary   Just how important is our attention when it comes to our achieving that which we desire? We’ll look at that in our Thought of the Day. And in our interview segment: It used to be that TIME Management was suggested to help us be more productive. However, today’s guest says the key is actually ATTENTION management. Maura Nevel Thomas will share some very helpful information from her terrific new book on that very topic. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   Why desire is so important to accomplishing a specific goal. A powerful quote from The Master Key System by Charles F. Hannel: “Creative thought requires attention, and the power of attention is, as we have found, the weapon of the Super-man” [today we would use the term “Super-person”].   Interview with Maura Nevel Thomas   You’ll discover:   Why “time management” is a myth. Maura’s definition of “productivity”: Achieving or producing a significant amount or result. The Productivity Paradox, and how to manage it. A key insight about our modern technology: it is created to be habit-forming. Steps that can help you manage your attention and become more productive. The four quadrants of attention management. The importance of recognizing how often you allow your attention to be stolen by technology. Click to Tweet   How you manage your time only matters if you manage your #attention. @mnthomas Since #distraction is our problem, “time-management” is not the solution. The antidote to distraction is #attention. @mnthomas #Distraction creates distractability. The more distracted we are, the more distracted we will be. @mnthomas #attention   Interview Links   MauraThomas.com Attention Management: How To Create Success And Gain Productivity — Every Day by Maura Nevel Thomas Personal Productivity Secrets by Maura Nevel Thomas Work Without Walls by Maura Nevel Thomas All of Maura’s books Maura’s Blog Maura’s Speaking page Connect with Maura on Facebook   Connect with Maura on LinkedIn   Follow Maura on Twitter    Maura’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Kindness, Struggle, Humility, Leadership, Pain   Summary   It’s often said that struggle is a positive thing. But is it really a GIFT? We’ll look at that through a fascinating discussion with Bobby Herrera on today’s episode. That and more on today’s show.   Interview with Bobby Herrera   You’ll discover:   Bobby’s journey of struggle as a child. The life-changing “bus story” that would serve as a sort of North Star for the rest of Bobby’s life. Why pain, struggle, and suffering are the pathways to wisdom. The importance of viewing leadership as an “inside job,” and how it builds trust with your team members. How Bobby used the “bus story” to transform his company into a community. A powerful story about choosing the hardest right over the easiest wrong. How to reframe the way you view struggle in your life.   Click to Tweet   #Leadership amounts to wanting more FOR our people than we want FROM them. @BobbyHerreraPG #Struggle is the most honest and revealing measure of progress toward becoming the leader you desire to be.” @BobbyHerreraPG #Humility is the secret of the wise. @BobbyHerreraPG   Interview Links   Bobby-Herrera.com PopulusGroup.com The Gift of Struggle: Life-Changing Lessons About Leading by Bobby Herrera Bobby’s Blog Bobby’s Speaking page  Connect with Bobby on Facebook Connect with Bobby on LinkedIn Follow Bobby on Twitter Follow Bobby on Instagram Bobby’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Sales, Heart, Conversations, Success, Business   Summary   Do you look at selling in a way that is counterproductive to your success? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll explore why Christine Schlonski doesn’t believe in a hard sell, but rather a “heart” sell. But what exactly is a “heart” sell? We’ll certainly find out. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The reason why - if you think of selling as “yucky”...it’s most likely hurting your business. What sales truly is: discovering what the other person wants, needs, and desires, and helping them to get it. What you’re really giving to your prospective customer when you are selling.   Interview with Christine Schlonski   You’ll discover:   Christine’s sales journey, and why she had to come to grips with loving sales. How Christine overcame the fear of selling. Christine’s advice to salespeople who don’t enjoy selling. The importance of conversations in the sales process. How to connect your head and heart when selling. Christine’s credo: Stop JUST dreaming. Act NOW!   Click to Tweet   #Sales is all about coming from a place of love. @newsalesmindset  Stop JUST Dreaming. Act NOW. @newsalesmindset #sales #success On this episode, the great @newsalesmindset reveals how to #sell from the #heart.   Interview Links   ChristineSchlonski.com Heart Sells! Podcast  Christine’s Blog Christine’s Empowerment Notes  Connect with Christine on Facebook Connect with Christine on LinkedIn Follow Christine on Twitter Follow Christine on Instagram Christine’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Money, Gratitude, Relationships, Business, Happiness   Summary   How do *feel* about money? We’ll look at that in our Thought of the Day. And in our interview segment, money and happiness expert Ken Honda shares with us why--not the money itself, but our emotions around money--have so much to do with the degree of happiness we experience. That and more on today’s show.   Bob’s Thought of the Day   We’ll explore:   The beauty of a free-market: a place where people can choose to buy and pay for what they wish based on their own values. Why money tends to be one of the most emotional concepts there is, and why most people’s reactions to money have a negative ring. Several prosperity-based authors who can help you override the constant messages of lack we receive from so many sources.   Interview with Ken Honda   You’ll discover:   The story that opens Ken’s book--a rather strange story by Western standards. The difference between Happy Money and Unhappy Money. Why most of us are already in a deeply committed, unhappy relationship with our money. The tragedy that began Ken’s quest to learn and understand the meaning of money. Two powerful words that will help you to start to transform your relationship with money. Two kinds of money knowledge: IQ and EQ. The myth of scarcity and why it is so pervasive. What parents must teach their children about money. Five Steps to Happy Money:   Shift out of the scarcity mindset. Forgive and heal your money wounds. Discover your gifts and get into the flow of Happy Money. Trust life. Say “arigato” all the time.   Click to Tweet   It is not how much you make or have that results in Happy Money or Unhappy Money; it is the energy in which your #money is given and received that determines your flow. @KenHondaHappy Winning the #money game is not how well you do financially. It is how good you FEEL ABOUT PLAYING. @KenHondaHappy A healthy relationship with #money can bring you a deep sense of peace. @KenHondaHappy   Interview Links   KenHonda.com Happy Money: The Japanese Art of Making Peace with Your Money by Ken Honda Connect with Ken on Facebook Follow Ken on Twitter Follow Ken on Instagram   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Humor, Work, Business, Relationships, Leadership   Summary   Is humor in the workplace really that important? And if so, what if you’re just not that funny? Or is humor really about necessarily … being funny? And can it be learned? That and more on today’s show.   Interview with Drew Travin   You’ll discover:   Why humor at work isn’t just a good idea...but is actually essential. Drew’s recognition that being effective was more important than being efficient.  The benefits of using humor at work. The #1 reason people don’t use humor at work. The essence of inappropriate humor. Examples of people whose leadership ability improved once they understood and implemented humor with their team.   3 parts of the skill of humor:   Sense of humor: Can you experience humor? Ability to humor: Can you create humor? Agency with humor: Can you apply humor?   Click to Tweet   Learn from the great @drewtarvin “The Skill of Humor” and why it’s so important to a healthy and productive workplace on this episode of The Go-Giver Podcast. Tweet: A sense of humor is something everyone has. The ability to humor is something anyone can learn.~ @drewtarvin on this episode of The Go-Giver Podcast. Tweet: Is humor in that workplace really that important? Only if you want to be much more productive, and more profitable. Wonderful wisdom from “Humor Engineer” @drewtarvin on this episode of The Go-Giver Podcast.   Interview Links   HumorThatWorks.com Humor That Works: The Missing Skill for Success and Happiness at Work by Andrew Tarvin Drew’s TEDx Talk: “The Skill of Humor” Hire Drew to Speak Connect with Drew on Facebook Connect with Drew on LinkedIn Follow Drew on Twitter Follow Drew on Instagram Drew’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Culture, Teamwork, Soccer, Leadership, Success   Summary   Is it true that there really is no “I” in team? We’ll look at that in our Thought of the Day. And in our interview segment, Hall of Fame soccer icon Kristine Lilly talk about building a Powerhouse with wisdom from her recently-released book that she co-authored by that very name. That and more on today’s show.   Bob's Thought of the Day   We’ll explore: That a team is simply a group of individuals who’ve come together in order to achieve a common goal. A powerful quote from legendary NFL Champion Coach, Vince Lombardi.  How putting one’s interests ahead of the team or organization also hurts the individual. Interview with Kristine Lilly   You’ll discover:   Kristine’s perspective on the recent World Cup. Why the United States Women’s National Team is a dynasty. What it means to be a “powerhouse.” Four actions teams must take in order to become a Powerhouse: Transform, Empower, Achieve, Motivate. A powerful story about Tracey Bates (a real hero) helping Kristine with her fitness test. How immense preparation created the environment for Kristine’s most famous play. What is meant by a “culture of extra.” The purpose of Kristine’s TeamFirst Soccer Academy (tri-founded with Mia Hamm and Trisha Venturini-Hoch)   Click to Tweet   A “powerhouse” #team is one that has great energy, strength, and potential for success. @KristineLilly Want to learn about “Building a Powerhouse?” Hall of Fame #Soccer Icon, @KristineLilly shows us how on this episode of The Go-Giver Podcast. “We had a ‘culture of extra.’” ~ @MichelleAkers10 via @KristineLilly in her book, “Powerhouse”    Interview Links   KristineLilly13.com Powerhouse: 13 Teamwork Tactics that Build Excellence and Unrivaled Success by Kristine Lilly and Dr. John Gillis, Jr. with Dr. Lynette Gillis TeamFirst Soccer Academy  Hire Kristine to speak Connect with Kristine on Facebook Follow Kristine on Twitter Follow Kristine on Instagram   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

  Sales, Business, Relationships, Myths, Truth   Summary   Three types of advice are good advice, bad advice, and false advice. We’ll look at that in our Thought of the Day. And in our interview segment, sales icon Mike Weinberg busts some false advice when it comes to sales, and also shares with us the #SalesTruth, which just happens to be the title of his fantastic new book. That and more on today’s show.   Bob's Thought of the Day   We’ll explore: The difference between good advice, bad advice, and false advice. Why counsel based on incomplete information is dangerous. An example of false advice that is commonly accepted as true. Interview with Mike Weinberg   You’ll discover:  Several sales myths, and why they are just that...myths. Why we should question the influencers who say outbound marketing doesn’t work. The value of traditional sales methods such as using the phone. 7 powerful sales lessons from the 2016 U.S. presidential election. The reason most companies don’t have more new sales. The three most important jobs of a salesperson. A powerful story of two different salespeople--one Mike didn’t buy from...the other he did.   7 Powerful Sales Lessons from the 2016 U.S. Presidential Election:  People (buyers) act in their own self-interest, and your messaging matters. Don’t take your longtime loyal customers for granted. Prospects and customers do not always tell the truth.  The deal is won before and after the big presentation, not in the boardroom or convention center. Don’t make false promises or name your product something it is not. Trashing your competitor’s supporters will come back to haunt you. Don’t count your chickens before they hatch (or pre-celebrate victory).   Click to Tweet   You don’t have more new #sales because your people don’t spend time working on it. @mike_weinberg The job of a salesperson is to create, advance, and close #sales opportunities. @mike_weinberg The great @mike_weinberg shares 7 powerful #sales lessons from the 2016 US Presidential election.   Interview Links   MikeWeinberg.com #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales by Mike Weinberg New Sales. Simplified by Mike Weinberg Sales Management. Simplified by Mike Weinberg Mike’s Blog Connect with Mike on Facebook Connect with Mike on LinkedIn Follow Mike on Twitter Follow Mike on Instagram Mike’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Empathy, Relationships, Sales, Relationships, Business     Summary   There are two major benefits to listening -- really listening -- to your prospective customers and clients. We’ll look at that in our Thought of the Day. And in our interview segment, Meridith Elliott Powell shares an amazing story regarding how being laser-focused on the customer and truly empathetic created a sale for one sales person, while a lack of such had the exact opposite effect for his competitor. That and more on today’s show.   Bob's Thought of the Day   We’ll explore: The two-step process for understanding what your customer wants, needs, and desires. What it means to “listen with the back of your neck.” Two beautiful results of this type of listening.   Interview with Meridith Elliott Powell   You’ll discover:   A powerful story about a salesperson who showed amazing empathy to a doctor … and earned a six-figure sale as a result. Why there has never been a time when empathy was more important than it is right now. A story from Meridith’s days in the banking industry that illustrates why it’s critical to understand the customer and what they need. Wisdom from Simon Sinek’s book Leaders Eat Last: “Trust is a biological reaction to the belief that someone has your best interests at heart.” The real meaning of empathy: Sending the message “I heard you, I’m interested, I care.”  The connection between empathy and successfully working with objections. The power of asking open-ended questions: you remain in control of the conversation, you get a little time to breathe, and you show empathy.   Click to Tweet   Why is #empathy REALLY such a difference-maker when it comes to sales? Perhaps the best example ever is shared by @meridithpowell in this episode of The Go-Giver Podcast. The great @meridithpowell shares a story about a sale … based totally on #empathy. It’s become one of Bob’s all-time favorites. #Empathy in sales is a gamechanger! We want to be listened to. We want to be heard. @meridithpowell   Interview Links   MeridithElliottPowell.com   Own It: Redefining Responsibility by Meridith Elliott Powell Winning in The Trust & Value Economy by Meridith Elliott Powell The Best Sales Book Ever: Cut Through The Obstacles and Send Sales Through The Roof by Meridith Elliott Powell Meridith’s Books Previous The Go-Giver Podcast Interview with Meridith Meridith’s Online Courses Meridith’s Blog Meridith’s Speaking Page Connect with Meridith on Facebook Connect with Meridith on LinkedIn Follow Meridith on Twitter Follow Meridith on Instagram Meridith’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Transformation, Habits, Entrepreneurship, Business, Success   Summary   What comes to your mind when you think of transformation? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear the inspiring story of a very successful young man who overcame, transformed, and now through his very successful Humans 2.0 podcast, helps all of us do the same. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A great definition of the “transformation” as it applies to organizations. Words of wisdom from Wallace D. Wattles’ 1910 classes The Science of Getting Rich.   Interview with Mark Metry   You’ll discover:   How Mark’s family immigrated from Egypt and settled in the Boston area. Mark’s various entrepreneurial ventures, which began at age 7. The story of Mark’s company, VU Dream, and how it helps virtual reality companies. How Mark dealt with low self-esteem and tried running away from the responsibility of being his true self. The role of meditation, healthy eating, journaling, and other positive habits on his amazing success. The story behind Mark’s successful podcast and unique approach to his upcoming book.   Click to Tweet   What does "Transformation" mean to you? We discuss that very topic on this episode of The Go-Giver Podcast. @markmetry shares his fascinating story of various #entrepreneurial ventures, which began at age 7. Discover why @markmetry believes in the power of #habits to #transform your life.   Interview Links   MarkMetry.com Feature Story on Mark in Forbes.com Humans 2.0: Create Your Own Mindset by Mark Metry (not yet released) Humans 2.0 Podcast Hire Mark to Speak Connect with Mark on LinkedIn Follow Mark on Twitter Follow Mark on Instagram   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review  

Friction, Business, Customers, Amazon, Trust   Summary   Have you ever tried to buy from a company … and couldn’t? We’ll look at that in our Thought of the Day. And in our interview segment, Roger Dooley will take that issue to a much, much deeper level and share wisdom based on his fantastic new book! That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A time when difficulty in the buying process … led to an unnecessary non-sale. Why companies should be more concerned about serving their customers than serving their bureaucracy.   Interview with Roger Dooley   You’ll discover:   Roger’s approach of applying brain and behavioral science to real-world problems. The definition of friction: “the unnecessary expenditure of effort to perform a task.” Why friction has a much higher price than people realize. That $4.6 trillion of merchandise was left in abandoned e-commerce shopping carts. Two examples of Amazon’s efforts to reduce friction. The strategy of finding a part of your market that has difficulty doing business with your competitors, and attacking there first. What inhibits innovation and why it almost always comes from outside an industry. How CarMax made the process of buying a used car easier for the customer and why they can charge higher prices than their competitors. When friction can be positive. The relationship between trust and friction.   Click to Tweet   The more #friction you see, the more you will continue to see because your brain is attuned to it. @rogerdooley #business When you can make things easier, people will pay more. #business #friction What is the relationship between trust and #friction? @rogerdooley reveals the answer in this episode.   Interview Links   RogerDooley.com NeuroscienceMarketing.com Brainy Marketing (Roger’s Forbes Column) FRICTION: The Untapped Force That Can Be Your Most Powerful Advantage by Roger Dooley Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing by Roger Dooley Roger’s Podcast Roger’s Blog Hire Roger to Speak Connect with Roger on Facebook Connect with Roger on LinkedIn Follow with Roger on Twitter Follow with Roger on Instagram Roger’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Coaching, Success, Business, Relationships, Change   Summary  When it comes to your career, have you ever wondered if it’s just too late to either up your game or shift gears completely? We’ll look at that in our Thought of the Day. And in our interview segment, Joe Calloway will answer both questions with a resounding NO, it’s not too late. AND he helps guide us to our next success.   Bob's Thought of the Day  We’ll explore:  Why one of the world’s top non-celebrity speakers is no longer speaking at conferences. Two powerful examples of people who - later in their lives - either made a major business progression, or switched careers...and experienced great success.   Interview with Joe Calloway  You’ll discover:  The background behind Joe’s next success. How to know if you are experiencing a “success plateau.” Various reasons why one would want to make a big change How the “comfort of the familiar” can get in the way and keep you stuck. Why fear often prevents you from moving where you are to where you want to be. The danger of getting stuck doing something you are good at. Joe’s take regarding the oft-cited career advice, “follow your passion.” The importance of looking at your career through both a business and a personal lens and finding the place where those two match up. Joe’s personal motivation for always moving to the “next thing.”   Click to Tweet   Discover how to know if you are experiencing a “success plateau.” @joecalloway is our special guest in this powerful episode. #coaching Something is going to put you out of #business. It can either be somebody else or it can be you. @joecalloway Don’t get stuck doing something you’re good at (when it holds you back from doing more). @joecalloway #success   Interview Links   JoeCalloway.com The Leadership Mindset: How Today’s Successful Business Leaders Think by Joe Calloway Becoming A Category Of One: How Extraordinary Companies Transcend Commodity and Defy Comparison, 2nd Edition by Joe Calloway Magnetic: The Art of Attracting Business by Joe Calloway Be the Best at What Matters Most: The Only Strategy You will Ever Need by Joe Calloway Connect with Joe on Facebook Connect with Joe on LinkedIn Follow Joe on Twitter Joe’s YouTube channel   Resources   Article: 10 People Who Switched Careers after 50 and Thrived The Go-Giver Influencers Facebook LIVE Show Sell The Go-Giver Way Audio Program GoGiverEntrepreneursAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Calling, Success, Business, Purpose, Relationships   Summary   Success is best defined by what success means to YOU. That’s what we’ll explore in today’s interview with the author of a wonderful new book that takes a deep dive into how to accomplish exactly that type of success. The discussion is a little bit longer than normal, so rather than the usual thought of the day, let’s go right to this fascinating discussion with the equally fascinating Laura Gassner Otting.   Interview with Laura Gassner Otting   You’ll discover:   The issue of defining success through someone else’s terms. The four areas of consonance: Calling, Connection, Contribution, Control. Laura’s inspiring story of leaving her job and creating her own firm. The danger of believing the “purpose fallacy.” Why you are the only one who gets to define your purpose. How running coach Rick Muhr aligned what he did with who he was. Practical questions to help you define your calling. Engaging stories about Tom Webster and Alison Levine. Three powerful questions to help you become limitless.   Click to Tweet   The problem isn’t how we achieve #success but how we define success. @heylgo Consonance = when what you do matches who you are. @heylgo #identity Once I realized that I wasn’t part of the #solution, the only option left was that I was part of the problem. And I couldn’t live as part of the problem. @heylgo   Interview Links   LauraGassnerOtting.com Limitless: How to Ignore Everybody, Carve Your Own Path, and Live Your Best Life by Laura Gassner Otting Hire Laura to Speak Connect with Laura on Facebook Connect with Laura on LinkedIn Follow Laura on Twitter Follow Laura on Instagram   Resources   The Go-Giver Influencers Facebook LIVE Show Sell The Go-Giver Way Audio Program TheGoGiverEntrepreneursAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Customers, Business, Emotions, Relationships, Marketing     Summary   A marketing rebellion has occurred, and it’s still occurring. We’ll learn about that from one of the icons of marketing, Mark Schaeffer. That and more on today’s show.   Interview with Mark Schaefer   You’ll discover:   Mark’s gift for discovering trends in marketing. The core ideas behind Mark’s new book Marketing Rebellion. Why marketing is no longer about changing customers’ minds, but is more about coming alongside them and respecting them. A powerful story about Ivory soap vs. local soap. Why technology has become the enemy of great marketing. Mark’s story of being “hugged by a brand” The constant human truth: people want to be acknowledged and loved. Why we must make the customer the hero of the story.   Click to Tweet   The practice of #marketing is the intersection of all things human. @markwschaefer Deep down, we’ve always know that #business is about emotions and relationships. @markwschaefer The best companies on earth don’t ‘own’ #customers. They own a space and help customers belong there. @markwschaefer   Interview Links   BusinessesGrow.com Marketing Rebellion: The Most Human Company Wins by Mark Schaefer KNOWN: The Handbook for Building and Unleashing Your Personal Brand in the Digital Age by Mark Schaefer The Content Code: Six Essential Strategies to Ignite Your Content, Your Marketing, and Your Business by Mark Schaefer The Tao of Twitter: The World's Bestselling Guide to Changing Your Life and Your Business One Connection at a Time by Mark Schaefer Get a free chapter of Marketing Rebellion Mark’s Blog Marketing Companion Podcast Hire Mark to speak Press Inquiries Connect with Mark on LinkedIn Follow Mark on Twitter Follow Mark on Instagram   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Referrals, Prospects, Sales, Relationships, Engagement   Summary   When it comes to obtaining referrals, there’s often something very important missing. We’ll look at that in our Thought of the Day. And in our interview segment, referral icon Bill Cates joins us with a powerful look into dramatically increasing the amount of high-quality referrals and introductions that you receive. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   An engaging story about a Realtor® who served her clients extremely well, yet never received a referral from them. The importance of putting proper systems in place in order to create an environment for referrals to occur on a regular and predictable basis.   Interview with Bill Cates   You’ll discover:   Why there is a low correlation between client satisfaction and the giving of referrals. That to create exponential growth you’ll need to be more proactive. An overview of the perpetual revenue system: Engagement, Leverage, Connection. The essence of being referrable: making a value connection and a human connection. Bill’s powerful and effective “VIPS” process for asking for referrals. The importance of the “Value Discussion.” What it means to go “beyond the referral.” Some of the language and questions to use in order to comfortably set the appointment. Two types of research to go through before you get on the phone with a prospect (warm and cold research). Behind-the-scenes stories of Bill’s adventures around the world.   Click to Tweet   The #referral is not the ultimate benefit. The referral is the implied benefit. @Bill_Cates #sales Setting and getting the appointment starts with the quality of the introduction you get. @Bill_Cates #referrals On this episode, @Bill_Cates shares an overview of the perpetual #revenue system: Engagement, Leverage, Connection. #referrals   Interview Links   ReferralCoach.com      Referral Coach Resources Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates TheCatesAcademy.com Bill’s Blog Hire Bill to Speak Connect with Bill on Facebook Connect with Bill on LinkedIn Follow Bill on Twitter Bill’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Benefits, Business, Features, Why   Summary   Selling is cool … if you look at it correctly. We’ll briefly explore that in our Thought of the Day. And in our interview segment, Kendrick Shope, a master of selling online, is going to share some immense wisdom on that very topic. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why some people’s negative reaction to selling isn’t about selling itself, but rather about how one personally perceives, understands, or defines selling, even if unconsciously. What makes selling wonderful: a service you provide FOR another human being, discovering what the other person wants, needs, or desires, and helping them to get it.   Interview with Kendrick Shope   You’ll discover:   Why Kendrick transitioned from traditional sales to mastering and teaching online selling. Kendrick’s mission to take the “yuckiness” out of selling. The sales map: pain points + features = benefits. The “five why” tool to benefits and how it can improve your sales process. A brief look at the 5 Colors email and social media strategy.   Click to Tweet   Fantastic teaching on Online Selling from @kendrickshope on this episode of The Go-Giver Podcast. The “five why” tool allows you to self-check your benefits and make sure you are getting to the emotional connection that allows people to take action. @kendrickshope #sales Discover how to use the “5 Colors” email and social media strategy to improve your online #marketing. @kendrickshope   Interview Links   KendrickShope.com FREE Sales School Mini-Term: How To Host A Discovery Call That Converts Checklist: 10 Keys to Double Your Sales FB LIVE Episode #21 Influential “Ick” Removal FB LIVE Episode #33 Influential Online Sales Authentic Selling Podcast Connect with Kendrick on Facebook Connect with Kendrick on LinkedIn Connect with Kendrick on Twitter Kendrick’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Health, Self-Care, Hydration, Culture, Food   Summary   Taking care of yourself will make you more valuable to everyone around you at work. We’ll look at that in our Thought of the Day. And in our interview segment, Jeanette Bronee shares her mission to make self-care an ongoing part of today’s business culture. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The health crisis, and the importance of committing to be healthy. Why both our work and health suffer when we allow work to get in the way of health. How being healthy can make you more valuable to your clients and/or to your employer.   Interview with Jeanette Bronée   You’ll discover:  How and why Jeanette got started on her mission regarding business and self-care. Why people tend to burn themselves out. The role that a company’s leadership plays in developing a culture of self-care. The (really!) surprising reason why so many people don’t hydrate at work. The value of integrating all our human needs at work, including physical, emotional, mental, and social needs. Jeanette’s experience as part of a U.N. panel.   Click to Tweet   A key #self-care question to ask yourself: “What do I need right now so that I can…? {feel more focused, or have more energy, etc.}” @jeanettebronee #health We are strong when we are in touch with what we need mentally and emotionally to be at our best. @jeanettebronee #health We don’t go to #work just to collect a paycheck. We go to work because we want to matter and contribute in the world. @jeanettebronee #health   Interview Links   JeanetteBronee.com PathForLife.com Online Health Program (both for individuals and as a company health benefit program) EAT TO FEEL FULL and Nourish Yourself for Good  by Jeanette Bronée Jeanette’s blog Hire Jeanette to speak Connect with Jeanette on Facebook Connect with Jeanette on LinkedIn Follow Jeanette on Twitter Follow Jeanette on Instagram Jeanette’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Business, Mastery, Owner, Systems, Team   Summary   Is discipline actually … freeing? We’ll look at that in our Thought of the Day. And in our interview segment, Jamie Masters brings some on-point thoughts and suggestions regarding being on top of the business you’re growing successfully. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   “Discipline is freedom.” It sounds “Orwellian”...but it’s not. Two examples of business areas where discipline equals freedom: networking and giving a presentation. How the discipline and good, positive habits we impose on ourselves today will allow us to act with a confidence and sense of freedom, born from that very discipline.   Interview with Jaime Masters   You’ll discover:   Why Jaime has her clients do a detailed time audit, and the surprising insights it brings. The importance of designating an “operator” who pays attention to the details. Why you should delegate but not abdicate. What it means to “80/20” your systems so you aren’t making systems you never use. How Jaime’s Ownerbox process uses systems and workflows to helps owners be better leaders and managers. Click to Tweet   On this episode, learn the wisdom behind “delegate, don’t abdicate.” @Eventualmillion It’s very lonely at the top as an #owner, and when we don’t look at something, nobody calls us out on it. @Eventualmillion The more awareness, the easier it will be. @Eventualmillion #business   Interview Links   EventualMillionaire.com Jaime’s resources mentioned on this episode Eventual Millionaire Podcast The Eventual Millionaire by Jaime Tardy Connect with Jaime on Facebook Connect with Jaime on LinkedIn Follow Jaime on Twitter Follow Jaime on Instagram Jaime’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Attitude, Relationships, Networking, Leads   Summary   Do you have a bias toward action? We’ll look at that in our Thought of the Day. And in our interview segment, Jennifer Gluckow teaches us how to sell in a New York Minute. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   What it means to have a “bias toward action.” Zig Ziglar’s advice about what to say when someone asks how you are. Why action is the key to success in any endeavor.   Interview with Jennifer Gluckow   You’ll discover:   What it means to have sales in a “New York Minute.” How living in New York shaped Jennifer’s sales philosophy. The value of being easy to work with and creating a seamless customer experience. A journey through the NY Minute personal checkup. The importance of being creative in the sales process. Why every sales professional must HAVE a mentor. The power of moving from excuses to creating your future. A terrific example from Jennifer regarding building a relationship via different platforms. How a local business can use podcasting to spotlight people in the community and increase its customer base. How to use New York Minute principles to break out of a sales slump. Click to Tweet   Your #attitude is going to impact every sale you make … or don’t make. @JENinaNYminute When you take responsibility instead of blaming or making #excuses, all of sudden you own your power and you become able to create your future. @JENinaNYminute If you’re in a sales slump, you likely have a negative attitude about why you’re not getting the sales you need. @JENinaNYminute   Interview Links   SalesInANYMinute.com Sales in a NY Minute by Jennifer Gluckow FREE eBook: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak by Jennifer GluckowFREE eBook: Top 10 For Sales ZenSell or Die PodcastJennifer’s BlogHire Jennifer to SpeakConnect with Jennifer on Facebook Connect with Jennifer on LinkedIn Follow Jennifer on Twitter Follow Jennifer on Instagram Jennifer’s YouTube channel Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Competition, Creative, Leadership, Accountability   Summary   Does the creative plane deny there being such a thing as competition? We’ll look at that in our Thought of the Day. And in our interview segment, Anthony Iannarino looks at operating on the creative plane of sales when it comes to competition. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A powerful reminder from Wallace D. Wattles’ 1910 classic, The Science of Getting Rich, to operate on the “creative plane” rather than on the “competitive plane.” Why it is indeed important to understand your competition. The difference between focusing on your competition and being aware of them.   Interview with Anthony Iannarino   You’ll discover:   What it means to create compelling differentiated value. Practical ways to develop a competitive advantage. The difference between a red ocean strategy and a blue ocean strategy. The biggest obstacles to competitive displacement. The biggest mistake salespeople make when pursuing a new account. How to offer value to your potential client in your first meeting. The difference between the CEO of the problem and the CEO of the company. How Anthony’s OutBound 2019 event can help salespeople and sales managers. The link between leadership and accountability. Click to Tweet   #Competition is healthy. It means that it’s a contest to see who can innovate, who can create the greatest value, and who can take better care of the customer. Everyone benefits from it. @iannarino #sales The CEO of the problem is the highest-level person who actually cares about the results you can help them produce. @iannarino #leadership Leadership is taking #accountability for producing a result. @iannarino   Interview Links   TheSalesBlog.com OutBound 2019 (If you register for the Main Event on April 24-25, be sure and use coupon code: GoGiver100 to get $100 off the registration fee.)Eat Their Lunch: Winning Customers Away from Your Competition by Anthony IannarinoThe Lost Art of Closing by Anthony Iannarino The Only Sales Guide You’ll Ever Need by Anthony Iannarino Anthony’s BlogHire Anthony to Speak“In The Arena” PodcastCourse: B2B Sales Toolkit  Course: Sales AcceleratorFree ResourcesConnect with Anthony on Facebook Connect with Anthony on LinkedIn Follow Anthony on Twitter Follow Anthony on Instagram Anthony’s YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Relationships, Marketing, Social Media, Communication, Business   Summary   How do you use the tools at your disposal? We’ll look at that in our Thought of the Day. And in our interview segment, Mitch Jackson shares some powerful tips on utilizing social media to help build our businesses. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why a TelePrompTer is similar to social media in that both are tools that can help you communicate more effectively. The importance of positioning yourself...correctly on social media.   Interview with Mitch Jackson   You’ll discover:   What makes Mitch so successful both as a litigator and as a “rainmaker.” The importance of showing your human side, and treating people like family. Why it’s vital to develop the right mindset for success on social media; in life in general. Four keys to developing the right mindset of social media success: Watching, looking, observing, and helping. What it means to embrace Bryan Kramer’s H2H (human to human) side on social media. Why it’s necessary to understand and use each major social media platform effectively. The value of social media in sharing your passions and building your relationships.   Three parts to the social media success equation:   Having the Right Mindset Understanding the Personality of the Platforms Communication on Social Media   Click to Tweet   On this episode, @mitchjackson shares 4 keys to developing the right mindset of social media #success: watching, looking, observing, and helping. #communication You’ve got to practice and you’ve got to perfect your art, so that when you do sing your song, it comes across exactly the way you want it to. @mitchjackson #socialmedia Why should every professional show their human side on social media? Tune in to hear @mitchjackson reveal the answers. #communication   Interview Links The Ultimate Guide to Social Media: For Business Owners, Professionals, and Entrepreneurs by Mitch JacksonGo-Giver Influencers Facebook LIVE interviewLegalMinds MastermindMitch’s BlogFacebook Connect with Mitch on LinkedInFollow Mitch on TwitterFollow Mitch on InstagramThe Mitch Jackson PodcastMitch’s YouTube channel Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review    

Culture, Values, Wisdom, Appreciation, Leadership   Summary   I remember the great business philosopher, Jim Rohn, saying, “There are no new fundamentals.” He went on to say, “You've got to be a little suspicious of someone who says, ‘I've got a new fundamental.’ That's like someone inviting you to tour a factory where they are manufacturing antiques." It’s such a wise saying since fundamentals--by their very nature--cannot be new. And new can be highly overrated anyway. In our upcoming interview, we’ll hear from Robert Glazer, an immensely successful entrepreneur who writes and publishes one of my favorite ezines. Every week he shares his personal experiences, always based on wisdom that is proven, tried, and true. We’ll explore that, along with his personal leadership philosophy.   Interview with Robert Glazer   You’ll discover:   Robert’s leadership philosophy. How he created the Friday Forward email, now impacting people around the world. The importance of creating something that adds value, and sticking with it long-term. Why you should stop doing activities that drain your energy or take you away from reaching long-term goals and objectives. The power of showing your gratitude and appreciation to others. How to disagree respectfully with others. Why he emphasizes core values rather than rules in his company and family.   Click to Tweet   Why should you create something that adds #value and stick with it over the long term? @robert_glazer shares the answer. How can I give value or make something that is valuable to people? @robert_glazer On this episode, @robert_glazer shares why core #values are more important than rules.   Interview Links   RobertGlazer.comFridayFwd.comPerformance Partnerships: The Checkered Past, Changing Present & Exciting Future of Affiliate Marketing by Robert Glazer ELEVATE: Push Beyond Your Limits and Unlock Success in Yourself by Robert Glazer (Releases September 2019) Robert’s Speaking PageRobert’s Podcasts Connect with Robert on Facebook Connect with Robert on LinkedInFollow Robert on TwitterResources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Relationships, Automotive, Credibility, Community   Summary   Do relationships in business still matter? More than ever! We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear from Ali Reda, a record-breaking, amazing sales-professional who will tell you how he did it. Hint … relationships! That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why I disagree with one author’s premise that in selling, relationship builders are too concerned with the relationship to bring up something that is uncomfortable. The connection between a deep relationship and credibility. Why there is no natural correlation between a relationship-building salesperson and one who will challenge the client if it’s in the client’s best interest.   Interview with Ali Reda   You’ll discover:   How Ali went from a warehouse, to automotive sales, to automotive sales superstardom. Why everyone in sales must ask themselves, “Why do customers buy from you?” The importance of believing in yourself and what is possible. Why you must focus on helping people rather than making money. Money is the result. Why Ali doesn’t focus on social media, but on building relationships in his community. The power of showing up with good intentions, and being a proactive resource. Ali’s process for finding the gaps of productivity in his day to become more efficient. How Ali engages with people and makes his presence felt wherever he goes.   Click to Tweet   Money is a byproduct of your success. --Ali Reda You can sell a certain amount of cars being focused on the numbers, but to get to the ultra high sales, it can’t be ABOUT the numbers but about the people you are serving. -- Ali Reda Think about (focus on) the customers and the numbers will take care of themselves. --Ali Reda   Interview Links   100CarsClub.com How to Sell 100 Cars a Month by Ali Reda and Damian Boudreaux Connect with Ali on FacebookResources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Cognitive Dissonance, Thinking, Relationships, Human Nature, Emotions   Summary   In today’s episode, we’ll look at an element of human nature to which we all fall victim from time-to-time, and just as importantly, how to successfully navigate it and manage it both for our success and the success of others. There is no interview today—just li’l ol’ me. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   A closer look at the two parts of the term “cognitive dissonance.” Three ways we can respond when we hold someone in high esteem and then learn something about them which turned out to be true, which was totally contrary to what you held to be true. Why we need to be able to control and master our emotions and ego. The best way to help others who are experiencing cognitive dissonance. An exercise to help you become more aware of any cognitive dissonance you may be experiencing. Why facts don’t persuade; people do. The importance of becoming aware of cognitive dissonance and taking the correct steps to mitigate it and become effective despite it.   Click to Tweet   On The Go-Giver Podcast, learn why “Cognitive Dissonance” is so destructive to our ability to make good decisions…and how to overcome it. When faced with cognitive dissonance, there are only three possible choices (just one is positive). Which will you make? ~from The Go-Giver Podcast. On The Go-Giver Podcast, learn an exercise to help you become more aware that you are suffering from cognitive dissonance.   Resources   “What is Cognitive Dissonance?” by Kendra Cherry in “Very Well Mind” The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Entrepreneur, Planning, Business, Thinking, Consequences   Summary   Good intentions are terrific, but what are the consequences when they’re not thought through? We’ll look at that in our Thought of the Day. And in our interview segment, the always wise and entertaining entrepreneur and media personality, Carol Roth, shares the benefits of playing the long game … and why most of us fail to do so. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A powerful passage about unintended consequences from Robert Greene’s book, The Laws of Human Nature. Steps to take when about to make a quick decision to solve an immediate problem. The importance of making a “conscious decision” based on the most amount of information possible.   Interview with Carol Roth   You’ll discover:   How long-term thinking and delayed gratification can improve all areas of society. Carol’s story of going from 40k in student debt to making her first million by age 30. Why investors and board members of publicly traded companies must think long-term. The value of term limits for politicians. How playing the long game can make you more prepared for short-term opportunities. The value of the legacy planning system Future File® when planning end-of-life wishes. Click to Tweet   On this episode, @caroljsroth shares how the power of long-term thinking and delayed gratification can improve all areas of society. #planning When you play the long game, you are more prepared to take advantage of short-term #opportunities. @caroljsroth What makes a successful #entrepreneur? 1) A need in the market. 2) You are the right person to solve it. 3) It’s the right time for you and for the market. @caroljsroth   Interview Links   CarolRoth.com Read Carol’s blog Hire Carol to speakThe Laws of Human Nature by Robert GreeneFuture FileThe Entrepreneur Equation by Carol Roth The Roth Effect Podcast Follow Carol on Twitter Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Differentiation, Relationships, Business, Marketing   Summary   Just how much influence does the salesperson have in terms of how the value of his or her product is perceived by their prospective buyer? Actually … quite a lot. And with that in mind, we’ll discuss the importance of sales differentiation with a true expert, Lee Salz. In fact, that’s the very title of his terrific new book. That and more on today’s show.   Interview with Lee Salz   You’ll discover:   Why you should avoid using the word “best” when describing your product or service. The power of this opening statement: “Today, I’ll share with you some differences in what we offer that our clients find beneficial, and you can decide for yourself if those are meaningful to you.” How to align your differentiators with the right opportunities. The difference between marketing differentiation and sales differentiation. Why we must give context to sales differentiators to help prospects understand them. A powerful story about a locally owned and operated waste management company in Minnesota that discovered its differentiator and became even more successful. How to use the customer’s objection to proactively differentiate your product or service.   Click to Tweet   Sales #Differentiation is a key to communicating exceptional value and selling at the price you want. Learn how from @SalesArchitects #Sales differentiation drives buyer action. @SalesArchitects On this episode, learn how to use the customer’s objection to proactively differentiate your product or service. @SalesArchitects #sales   Interview Links SalesArchitects.comSales Differentiation: 19 Powerful Strategies to Win More Deals at The Prices You Want by Lee Salz (also available on Amazon)Hire Lee to speak  The Sales Architects E-NewsletterConnect with Lee on Facebook Connect with Lee on LinkedInFollow Lee on TwitterResources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Communication, Listening, Relationships, Business, Persuasion Summary Don’t allow yourself to make decisions out of another person’s frame. We’ll look at that in our Thought of the Day. And in our interview segment, award-winning author and master communicator Dianna Booher shares how to listen analytically to persuasive appeals … and NOT be tricked. That and more on today’s show.   Bob's Thought of the Day We’ll explore: The value of setting a frame of kindness, cooperation, win/win, and benevolence. An example of a presenter setting a frame that was questionable. A key principle: when someone states something as fact, and in such a way that you suddenly feel compelled to believe it, consider whether or not they might have an agenda.   Interview with Dianna Booher You’ll discover:  Why all our relationships in life are based on our conversations, stacked end to end. Why it is harder to tell when advertisers are not being truthful with us today. The difference between listening empathetically and listening analytically. Examples of “word tarnishing” and labels that stick. The importance of listening to the other side of an issue or argument.   Fundamentals You Can Apply in Order to Think Analytically and Productively.  #1 Overcome your OWN personal biases in order to gather some insight #2 Beware the Bandwagon #3 All-or-Nothing #4 The Generalization #5 Like One, Like ‘Em All #6 Word Tarnishing #7 Card Stacking #8 Evangelism   Click to Tweet   #Communication is the basic business act. @DiannaBooher Anytime you see people making broad generalizations, you know there is something faulty there in their #reasoning. @DiannaBooher #communication Only when you hear both sides, are you going to be able to reason and come to a #logical conclusion. @DiannaBooher #communication   Interview Links   BooherResearch.com Communicate Like a Leader: Connecting Strategically to Coach, Inspire, and Get Things Done by Dianna BooherWhat MORE Can I Say? Why Communication Fails and What to Do About It by Dianna BooherCreating Personal Presence: Look, Talk, Think, and Act Like a Leader by Dianna BooherCommunicate With Confidence: How to Say It Right the First Time and Every Time by Dianna BooherSpeak With Confidence: Power Presentations That Inform, Inspire, and Persuade by Dianna BooherBooher’s Rules of Business Grammar: The 101 Most Common Errors and How to Correct Them by Dianna BooherHow to Listen Analytically to Persuasive Appeals –And Not Be Tricked! by Dianna BooherDianna’s blog Dianna’s speaking programs Connect with Dianna on LinkedIn Connect with Dianna on Facebook Follow Dianna on Twitter Follow Dianna on Instagram Dianna’s YouTube channelResources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Teams, Business, Customers, Prospects   Summary   Have you ever fallen victim to promises of something that would happen after the first of the year--mainly promises you’ve made to yourself. We’ll look at that in our Thought of the Day. And in our interview segment, Meridith Elliott Powell helps us work through everything about the holiday season that can hold our business back, and instead take us forward. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A suggestion to keep this part of the year profitable for you in a way that cannot be measured monetarily. How to get six weeks ahead of schedule and build momentum by changing habits now. The power of changing just one single habit.   Interview with Meridith Elliott Powell   You’ll discover:   Why the holiday season is one of the best times to sell. Tips for calling on your customers and prospects during the holiday season and laying the groundwork for a strong first quarter of the new year. How to use Thanksgiving to say “thank you” to customers and prospects. Practical steps to equip your sales team by making a list of the customers and prospects who need a touch. The power of finding an accountability buddy if you don’t have a sales team. The inside scoop on the new book by Meridith and Connie Podesta. Why sales leaders need to quit skipping coaching sessions with their team members, and instead invest regularly in developing them.   Click to Tweet   What you do through the holiday season is one of the biggest indicators of how successful you are going to be in the following year. @meridithpowell #business The holiday season is a great time to get out and visit the #customers you believe you are going to be doing business with in the first quarter of the year. @meridithpowell The power of #selling through the holiday season is that your competitors aren’t there. @meridithpowell   Interview Links   MeridithElliottPowell.com  Own It: Redefining Responsibility by Meridith Elliott PowellWinning In The Trust & Value Economy by Meridith Elliott PowellThe MOST Amazing Sales Book Ever: Cut Through The Excuses and Send Sales Through the Roof by Meridith Elliott Powell and Connie Podesta (due out February, 2019) Meridith’s booksMeridith’s online coursesMeridith’s blogHire Meridith to speakConnect with Meridith on Facebook Connect with Meridith on LinkedIn Follow Meridith on Twitter Meridith’s YouTube channelResources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Technology, Relationships, Love, Business, Work   Summary   When it comes to utilizing technology in our daily lives, can we prioritize better than we are currently? I believe we can. We’ll look at that in our Thought of the Day. And in our interview segment, Dan Schawbel shares how great leaders bring connection to the workplace in an age where technology has created what he calls, an “Age of Isolation.” That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The reality of technology today: what was supposed to be our servant has all-too-often become our master, placing us at its beck and call rather than the other way around. Our need to be aware of how technology can actually hurt our relationships. Why we should love people & use technology rather than love technology & use people.   Interview with Dan Schawbel   You’ll discover:   How technology has weakened relationships in the workplace. What is driving the current “experience renaissance.” How to use technology to maximize relationships in the workplace. The four employee engagement factors that can be used to foster healthier and more productive work cultures: happiness, belonging, purpose, and trust. Why work-life balance is a myth, and why we should embrace integration instead. A powerful story about the value of face-to-face communication versus email. Why soft skills become increasingly important as technology becomes more prevalent. Click to Tweet   When we rely on devices to connect with other humans, our #relationships become weaker. @danschawbel As #technology becomes more and more pervasive in our personal and work lives, interpersonal skills will become MORE important. @danschawbel Doing business is all about #relationships, and relationship-building skills will never be automated. ~Dan Klamm, Nielsen. @danschawbel   Interview Links   DanSchawbel.comBack to Human: How Great Leaders Create Connection in the Age of Isolation by Dan SchawbelPromote Yourself by Dan SchawbelMe 2.0 by Dan SchawbelDan’s blog5 Questions with Dan Schawbel PodcastConnect with Dan on Facebook Connect with Dan on LinkedIn Follow Dan on Twitter Follow Dan on Instagram Dan’s YouTube channel Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Greatness, Habits, Business, Character, Sports   Summary   He didn’t FOCUS on winning … yet he constantly won. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear from award-winning journalist Don Yager, who has met, hung out with, and interviewed many of our world’s top performers--those we would consider great. Even better, he shares a number of their commonalities. Powerful! That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Coach John Wooden’s definition of success: “Peace of mind that is a direct result of self-satisfaction in knowing you did your best to become the best that you are capable of becoming.” A few of Coach Wooden’s qualities that stood out the most. That focusing on bringing value to your customers will result in earning much more money than focusing on the money itself. Interview with Don Yaeger   You’ll discover:   What drew Don to journalism. How Don defines “greatness,” and what greatness is NOT. The question that Don asked 2,500 people over a 25-year career, and what the answers to this question taught him about the habits that lead to greatness. The four “pillars” of greatness Don identifies in his book, Greatness. Why the truly great ones hate to lose more than they love to win, and why the losses are part of the fuel that drives them. Why the truly great ones are always in search of a better inner circle. The importance of doing your prep work. Insights about the great Hall of Fame baseball player, Roberto Clemente. A powerful quote from John Wooden: “You cannot live a perfect day without doing something for someone who will never be able to repay you.”   Click to Tweet   Focusing on bringing value to your customers will result in earning much more money than focusing on the money itself. The great ones know they will never outperform their inner circle. So the great ones are always out to improve their circle. @DonYaeger #greatness #Greatness is the persistent pursuit of professional and personal exceptionalism. @DonYaeger Interview Links   DonYaeger.com GREATNESS: The 16 Characteristics of True Champions by Don Yaeger Don Yaeger’s booksDon’s blogBook Don to speak Daily Dose of Greatness NewsletterConnect with Don on Facebook Connect with Don on LinkedIn Follow Don on Twitter   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Advertising, Marketing, Business, Relationships, Empathy   Summary   Would you like a methodology for creating immense word of mouth for your business? If so, then I believe you’re going to LOVE this discussion with Jay Baer. That and more on today’s show.   Interview with Jay Baer   You’ll discover:   What a talk trigger is, and why it’s so important. Why the talk triggers used by The Cheesecake Factory and Doubletree Hotels are actually what turns their customers into volunteer marketers and salespeople. Why offline word of mouth is actually more persuasive than online. The difference between a talk trigger and a USP (unique selling proposition). The 4-5-6 system for building talk triggers. Why “Surprise and Delight” does NOT make for an effective talk trigger. How the magicians Penn & Teller create a memorable experience for their fans. Why empathy is the easiest talk trigger to implement, and extremely powerful. What you can learn from Dr. Glen Gorab, an oral surgeon who uses a simple but immensely effective talk trigger that has exploded his practice. The thing about Dr. Snip and his “very special” giveaway. ;-)     The 4 Requirements of a Talk Trigger   Must be remarkable Must be relevant Must be reasonable Must be repeatable       Click to Tweet   A talk trigger is a strategic operational differentiator that compels word of mouth. @jaybaer #marketing Word of mouth #marketing and talk triggers are all about giving your customers a consistent story to tell about you. @jaybaer #Advertising is a tax on the unremarkable.~Robert Stephens, founder of Geek Squad per @jaybaer   Interview Links   TalkTriggers.com ConvinceAndConvert.com Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer Hug Your Haters: How to Embrace Complaints and Keep Your Customers by Jay Baer Youtility: Why Smart Marketing is about Help Not Hype by Jay Baer ConvinceAndConvert.com Social Pros Podcast Hire Jay to speak Free Presentation by Jay and Daniel that you can download and present to YOUR team members. You can easily customize it to talk about your own talk triggers. Connect with Jay on LinkedIn Follow Jay on Twitter Follow Jay on Instagram Jay’s YouTube channel Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program  GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com  How to Post a Review

Empathy, Relationships, Family, Excellence, Authenticity   Summary   Has someone ever stood up for you? Especially someone you would not have expected to? How did that make you feel? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear encouragement and family lessons from the great Mary Jane Mapes. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   An encouraging  story shared during a group discussion that affected all of profoundly. How being stood up for can provide one with a true sense of empathy for people who are bullied, as well as simply making them feel worthy and valuable.   Interview with Mary Jane Mapes   You’ll discover:   The powerful lesson Mary Jane learned from her mother about standing up for others. A touching story about the power of empathy between Mary Jane and her daughter. A wonderful leadership lesson regarding acting congruently with your values. Why finishing well doesn’t mean perfection, but the pursuit of excellence in everything. An insightful quote about kindness, success, and honesty from Mother Teresa. Why Mary Jane’s favorite topic is authentic relationships.   Click to Tweet   Finishing well means a life that has been well lived. @MaryJaneMapes #relationships Being others-centered is much more powerful than being self-centered. @MaryJaneMapes #relationships I’d rather end up with a life of #discipline than a life of regret. @MaryJaneMapes #relationships   Interview Links   MaryJaneMapes.comOnline E-Learning Crogram: Influential Leader: Rise to Real P.O.W.E.R. in Business & BeyondAlignedLeaderInstitute.comLearnToSpeakLikeAPro.com The Unstoppables: Success Strategies from 12 Top Women Leaders to Supercharge Your Career by Mary Jane Mapes You CAN Teach a Pig to Sing: Create Great Relationships … with Anyone, Anytime, Anywhere by Mary Jane Mapes The Art of Fielding Questions with Finesse by Mary Jane Mapes Mary Jane’s BlogHire Mary Jane to Speak Connect with Mary Jane on Facebook Connect with Mary Jane on LinkedIn Follow Mary Jane on Twitter Mary Jane’s YouTube channelResources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Anticipation, Future, Relationships, Certainty, Trust     Summary   When it comes to change, we have a choice. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll talk about how to forecast the future--and get it right--from perhaps the top expert in the world in that field. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   How I paid the price for ignoring the impact of the internet earlier in my speaking career and had to adapt in order to re-build. Why you don’t have to like change, you just have to realize it’s a thing. Two ways to deal with change.   Interview with Dan Burrus   You’ll discover:   Why the future is far more certain than you realize. The two sides to the strategy coin. The value of learning about cycles and the impact of linear/exponential changes. The difference between hard and soft trends, and what it means for us. Three categories of hard trends. How Dan’s Anticipatory Leader program can help your organization. How to be anticipatory by building trust with others before launching a change.   Click to Tweet   Agility is a reactive strategy. It’s reacting quickly after a disruption disrupts. @danielburrus The future is far more certain than you realize. @danielburrus The number one certainty in this world is that the future is all about relationships. @danielburrus   Interview Links   Burrus.comThe Anticipatory Organization by Dan Burrus (Free--you just pay shipping)Flash Foresight: How to See the Invisible and Do the Impossible by Dan BurrusDan’s BlogHire Dan to Speak Daniel’s Anticipatory Leader ProgramConnect with Dan on Facebook Connect with Dan on LinkedIn Follow Dan on TwitterFollow Dan on Instagram Dan’s YouTube channel Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Summary We all make mistakes. The question is, how do we handle them? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll take a fascinating look--on a much larger scale--at crisis management and preparedness. While this is indeed important for large companies, it’s JUST as important for ALL of us to know and understand, as well. That and more on today’s show. Bob's Thought of the Day We’ll explore: Why it’s important to learn from past mistakes (both our own and those of others). The difference between mistakes we learn from, and those we don’t. Several steps to make things right after you make a mistake. Interview with Melissa Agnes You’ll discover: Why we all need to be crisis-ready. The three pieces of information your team must understand in order to be crisis-ready. The importance of understanding how a CRP (Crisis Response Penalty) works, and examples from United Airlines. The vital difference between a crisis and an “issue.” Why the year 2009 changed the landscape of crisis management. Why no single customer is statistically insignificant. A key crisis-ready rule: People above process and bottom line, always. Why successful crisis management requires simultaneous effective action and effective communication. Why there is no such thing as a social media crisis. The Crisis-Ready Model: Audit Understand Identify Design Implement Click to Tweet The longer an organization takes to effectively respond to a negative event, the more #trust and credibility with their stakeholders they lose. @melissa_agnes Successful #crisis management requires simultaneous effective action and effective #communication. @melissa_agnes There is no such thing as a social media #crisis. @melissa_agnes Interview Links Crisis Ready: Building an Invincible Brand in an Uncertain World by Melissa Agnes MelissaAgnes.com Melissa’s Blog The Invincible Brand Podcast The Brand Invincibility Webinar Series Free Crisis Ready Resources Connect with Melissa on Facebook Connect with Melissa on LinkedIn Follow Melissa on Twitter Follow Melissa on Instagram Melissa’s YouTube channel United Breaks Guitars by Dave Carroll Resources Order The Go-Giver Influencer The Go-Giver Influencers Facebook LIVE Show Sell The Go-Giver Way Audio Program GoGiverEntrepreneursAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Anger, Gratitude, Emotions, Self-Control, Relationships   Summary   Plainly and simply, anger is one of the most destructive character traits there is. We’ll look at that in our Thought of the Day. In the second segment, we’ll look at a very effective method of overcoming it once and for all. I thank you for joining us.   Bob's Thought of the Day   We’ll explore:   The importance of being the master of your emotions--not their servant. Practical steps to dealing with the anger that has you in its control. Why ignoring your weaknesses and just focusing only on your strengths is not always good advice. How to retrain your brain to go from negatively reacting in anger to responding positively and constructively. A mental game you can play that will increase your motivation to release anger and move right into calm and self-control.   Segment #2   You’ll discover:   How to use a version of Ben’s Franklin’s self-improvement system to overcome anger issues in your life. The positive results that come when you move from being an angry person to one who looks at life with a lot more gratitude and joy. That you cannot feel angry and grateful at the same time. Click to Tweet   Your #emotions should be working for you, not you working for them. ~ @BobBurg on The Go-Giver Podcast Discover how to use a version of Ben’s Franklin’s self-improvement system to overcome #anger issues in your life. ~ @BobBurg on The Go-Giver Podcast We decide whether we're going to live in #gratitude or live in #anger. ~ @BobBurg on The Go-Giver Podcast   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Self, Work, Empathy, Vulnerability, Honesty   Summary   The concept of authenticity can at times be a bit unclear. We’ll look at that in our Thought of the Day. And in our interview segment, Mike Robbins shares some unique aspects of authenticity and its importance when it comes to Bringing Our Whole Selves to Work. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why authenticity does not mean “I am what I am--take it or leave it.” How the desire to be truly authentic can help you face and improve upon non-serving character traits. Why being authentic is not a limitation but rather the ability to step into our best selves.   Interview with Mike Robbins   You’ll discover:   What it means to “bring our whole selves to work.” The relationship between authenticity and building trust. A compelling story of Mike re-discovering and tapping into his own authenticity. Why it’s important to be prepared, but even more important to be present and genuinely connect with people. The three main aspects of the Authenticity Continuum. A beautiful story about how the word “vulnerability” almost didn’t translate in another language … until it did. Why the natural response to vulnerability is empathy. Click to Tweet   Why is it so very important to “Bring Your Whole Self to Work”? Find out from special guest @mikedrobbins in this episode of The Go-Giver Podcast. The reason why #honesty sits only at the midway point on the Authenticity Continuum. Why it’s only the entry point into being truly authentic. @mikedrobbins The natural human response to vulnerability is #empathy. And with empathy, we can create deeper trust, connection, and understanding with those around us. @mikedrobbins Interview Links   Mike-Robbins.com Bring Your Whole Self to Work by Mike Robbins  Nothing Changes Until You Do by Mike RobbinsBe Yourself, Everyone Else is Already Taken by Mike RobbinsFocus on The Good Stuff by Mike RobbinsMike’s blogBook Mike to speak Bring Your Whole Self to Work PodcastConnect with Mike on Facebook Connect with Mike on LinkedIn Follow Mike on Twitter Follow Mike on Instagram Mike’s YouTube channel Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Culture, Empathy, Customers, Business, Value   Summary   As a business, as a human being, empathy and kindness just makes so much sense. It’s both the right way to be and it also happens to be the most profitable. We’ll look at that in our Thought of the Day. In the second segment, we’ll look at two practical takeaways from the amazing story I’ll share about the value of empathy. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   My favorite customer experience story and the immense value of empathy. How the heart-based culture of Southwest Airlines not only allowed for this unique customer experience to occur, but actually encouraged it. The connection between Southwest Airlines’ immense value they bring to those they serve and the large profit they enjoy year after year.   Segment #2   You’ll discover:   Why it is imperative to create the culture that allows people to focus on the actual issue, which is taking care of the customer. Why you must recruit people to join your team who will fit into this positive, solution-oriented, customer-pleasing culture.   Click to Tweet   #Empathy is not only the *right* way to engage with your customers; it’s the most profitable way, as well. ~ @BobBurg on The Go-Giver Podcast Why @SouthwestAir *really* remains immensely #profitable year, after year, after year. ~ @BobBurg on The Go-Giver Podcast This amazing story re: @SouthwestAir could never have occurred without a corporate #culture that not only allowed for it, but actually encouraged it. ~ @BobBurg on The Go-Giver Podcast Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Prosperity, Dreams, Business, Truth, Responsibility   Summary   Embracing truth is always the best place to begin. We’ll look at that in our Thought of the Day. And in our interview segment, Randy Gage is back with some hard-hitting advice on taking responsibility for your prosperity. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Success begins with an understanding of what IS rather than what we’d like it to be. Once we understand what IS we can take steps to improve upon it. An example of this principle from the world of flight. The difference between truth and belief.   Interview with Randy Gage   You’ll discover:   The value of doing your own critical thinking. The relationship between critical thinking and prosperity. Why it is important to accept that life is unfair, and why you should not allow those difficulties to turn you into someone you are not. Why you must take personal responsibility and stop playing the victim. The importance of operating from a premise of reality rather than delusion. The “testing system” the Universe has instituted to see who is really serious about their dreams--and who is just a poser.   Click to Tweet   From right thinking to correct action, learn from @Randy_Gage what it truly takes to become wildly prosperous on this episode of The Go-Giver #Podcast. You have to become “the #thinker of the thought.” ~ @Randy_Gage The Universe instituted the testing system to test who is really serious about their #dreams--and who is just a poser. ~ @Randy_Gage Interview Links   RandyGage.comRisky is the New Safe by Randy GageMad Genius by Randy GageThe Prosperity Series booklets by Randy GageRandy Gage’s Success & Prosperity BlogThe Power Prosperity PodcastBook Randy to SpeakConnect with Randy on Facebook Connect with Randy on LinkedIn Connect with Randy on Google+ Follow Randy on Instagram Follow Randy on Twitter Randy’s https://www.youtube.com/user/randygageProsperity TV YouTube channel  Upcoming Event: TRIBAL Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Reputation, SEO, Business, Character, Branding   Summary   While one’s character is generally understood to be more important than one’s reputation, one’s reputation is also very important. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll look at some ideas and suggestions from Elizabeth Engen behind the art of managing--and even rescuing--an online reputation. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The difference between character and reputation, according to legendary UCLA basketball coach John Wooden. The need for our reputation to be based on our character. Why we need to make sure to take the appropriate steps to guard our reputations.   Interview with Elizabeth Engen   You’ll discover:   How Elizabeth defines online reputation management. Some surprising statistics about reputation management. Why not being online can actually hurt your online reputation. The importance of not oversharing about your personal life. How Elizabeth takes a client through an online makeover. Steps to dealing with a bad review about your business or you personally. What SEO is and why it’s so important for your business. Common mistakes people make with SEO. Click to Tweet   On this episode, @PremierSeoMN reveals why every business needs a #reputation management strategy. Our online #reputation is either developed by us or for us. @PremierSeoMN #Reputation management is ensuring that the potential customers see your business for what it truly is instead of what some people might put online about it. @PremierSeoMN   Interview Links   PremierSeoNinjas.comElizabeth’s blogCheck out Elizabeth’s FREE resources Connect with Elizabeth on Facebook Connect with Elizabeth on LinkedInFollow Elizabeth on Twitter Follow Elizabeth on Instagram Elizabeth’s YouTube channel Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Summary   We’re often told that our mind is much like a computer. That’s certainly true in terms of our default settings. We’ll look at that in our Thought of the Day. In the second segment, there is no interview this week, but instead we will look at the dramas that are part of these default settings we’re discussing--ours and those of others and how to work effectively within them. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   What your default setting is, and why you may need to change it. Examples of default settings when an uncomfortable situation occurs. How a positive default setting makes Lisa Wilber a very effective leader. Six quick and simple steps to resetting your personal default system and dramatically increasing your influence.   Segment 2   You’ll discover:   The concept of “personal dramas”--emotional reactions we have when faced with stressful situations. Three steps to handling pressure situations and turning potential adversaries into allies. Two personal examples of how to handle a person’s default setting appropriately. Why it’s important to acknowledge and understand others’ default settings if you want to lead, persuade, and influence them successfully. Click to Tweet   What are “personal default settings” and what do they have to do with becoming a powerful, genuine influencer? Find out on The Go-Giver #Podcast with @BobBurg Your default setting to pressure situations is directly proportional to your ability to problem solve, to live in the solution, and to lead. ~ @BobBurg on The Go-Giver Podcast Want to learn six quick and simple steps to resetting your personal default system and dramatically increasing your influence? Find out on The Go-Giver #Podcast with @BobBurg Resources   Order The Go-Giver Influencer The Go-Giver Influencers Facebook LIVE Show Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Manhood, Culture, Society, Family, Success   Summary   Good parents set good examples for their children … and it begins with character. We’ll look at that in our Thought of the Day. And in our interview segment: what do Larry Winget and Chris Widener mean by the term, “real men?” It may or may not be what you think. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   My favorite “Dad story” and what it taught me about character, the power of respect, and doing the right thing. Why a real man sets an example through what he says and does, but mainly through who he is. A saying that my Dad hung on one of his office walls: “To have a body does not make one a man. To have a child does not make one a parent.”   Interview with Larry Winget & Chris Widener   You’ll discover:   The story of why the Real Man Podcast was created. How Larry and Chris define a “real man.” Larry’s and Chris’ take on my Dad’s saying from the first segment. Why men need to be reminded of the values of integrity, honesty, and discipline. The need for men to get together with other men and talk about “guy stuff.” The importance of the parents taking responsibility for modeling the right behavior. Four principles of leadership from Chris’ book Leadership Rules: You get what you... 1) expect; 2) model; 3) reward; 4) work for. Details about their special conference coming up Oct. 27th, 2018. Click to Tweet   Why do ‘real men’ need to be reminded of the values of integrity, honesty, and discipline? @LarryWinget @ChrisWidener on The Go-Giver Podcast You can look like a ‘real man’ yet not be a real #man at all. @LarryWinget @ChrisWidener #success You have to display the behavior you want your #kids to have. @LarryWinget @ChrisWidener #success   Interview Links   RealManPodcast.com How to Be a Real Man National Conference (Oct. 27th, 2018) FREE Resource: How Real Men Win at Life and BusinessFollow Larry Winget on Twitter Follow Chris Widener on TwitterConnect with the Real Man Podcast on Facebook Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Success, Persistence, Wisdom, Dreams, Negotiation   Summary   There’s nothing wiser than seeking the wisdom of others. While we’ll look at that in our Thought of the Day, we’re going to skip the usual commercial afterwards so that we can go right into an interview that will be much longer than what we usually do. But I believe you’ll find our guest and his topic to be well worth it. Really, it’s one of the most fun conversations I’ve ever had, about one of the best books I’ve ever read. And the author is just 25 years old. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A powerful thought from the legendary Jim Rohn: “From some people we learn what TO do, and from other people we learn what NOT to do.” Some of the ways we can learn from others and seek out wisdom. How a conversation with an icon in business, entertainment, athletics, or other area could make a dramatic difference in your life.   Interview with Alex Banayan   You’ll discover:   Alex’s story, and why he felt stuck as a college freshmen. How Alex hacked his way onto The Price is Right and funded his dream by winning the Showcase Showdown. The way Alex overcame “the flinch” just before talking to Steven Spielberg. What “the third door” is, and why every successful person has gone through it. The two key lessons Alex learned from Tim Ferriss, including how to email a successful person. Alex’s strategy for connecting with Elliot Bisnow who became a treasured mentor. How one educator empowered Alex to follow his path. Why you can’t out-Amazon Amazon, but you can double down on what makes you...you. Inventor Dean Kamen and the value of reframing the question in a new way; one that is amenable to a different kind of solution. What Bill Gates taught Alex about negotiation. Lessons Alex learned from Sugar Ray Leonard, Pit Bull, Jessica Alba, Steve Wozniak, Jane Goodall, and Quincy Jones.   Click to Tweet   The greatest cure for nervousness is immediate action. @alexbanayan A tipping point only exists in hindsight. ~Elliot Bisnow via @alexbanayan. There are specific times in life when you need to double down on what makes you you. @alexbanayan   Interview Links ThirdDoorBook.com The Third Door: The Wild Quest to Uncover How The World’s Most Successful People Launched Their Careers by Alex Banayan Connect with Alex on LinkedIn Follow Alex on Twitter Follow Alex on Instagram Alex’s YouTube channel   Resources The Go-Giver Influencers Facebook LIVE Show {Is there an overarching link to this or no?} Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sales, Logic, Emotions, Business, Prospecting   Summary   While we as human beings buy emotionally, we need to remember to be sure and bring logic into the mix. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear terrific advice from top sales professional, now author, Jeff West on understanding the decision-making process and the power of fusion points. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   How we back up our emotional decisions with logic, and in the process tell ourselves “rational lies.” Examples of emotional decisions you may have made. A practice exercise to help you make your decisions based on logic, not just emotion.   Interview with Jeff C. West   You’ll discover: How Jeff went from schoolteacher and band director to a very successful career in sales and leadership. How Jeff defines “selling,” and why many salespeople don’t understand their own value proposition. The science of decision-making. What fusion points are, and how they can positively impact your business. The biggest hangup for both rookie and longtime pros when it comes to prospecting. Jeff’s definition of call reluctance, and why we have it. How to defeat call reluctance by neutralizing Collision Points and optimizing Fusion Points. One of the coolest prospecting stories...ever!   Click to Tweet Interested in understanding the science of decision-making? Then listen in to @JeffCWestAuthor on this episode of The Go-Giver Podcast. #sales A value proposition is 100% about how the lives of their customers specifically improve when they actually do what the salesperson is asking them to do. @JeffCWestAuthor What are “fusion points” and they can they impact your #business? @JeffCWestAuthor reveals the answer on this episode. #sales   Interview Links   FREE PDF of 6 Steps To Creating AMAZING Fusion With Your Career, Your Prospects and Your Customers (along with a free eBook copy of The Unexpected Tour Guide): Text “fusion” to 66866. You’ll also receive Jeff’s weekly coaching email series.   JeffCWest.com The Unexpected Tour Guide by Jeff West The Unexpected Tour Guide (Book Trailer) The 7.5 Essential Selling Skills Every Salesperson Should Master by Jeff West Online Course: Survival Skills for Commission Salespeople in Outside Sales Jeff’s Blog Hire Jeff to Speak FREE Resource: Secrets Every Salesperson Wishes They Had Known Connect with Jeff on Facebook Connect with Jeff on LinkedIn Follow Jeff on Twitter Follow Jeff on Instagram Bob’s Go-Giver Influencers Facebook LIVE Show: Interview with Jeff West   Resources   Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Fear, Business, Success, Forward, Sales   Summary   We all have fears. Some are based on logic but others are more a part of our imagination. We’ll look at that in our Thought of the Day. And in our interview segment, Bill Wooditch shows us why getting past our fears is the secret to always moving forward and to sales success. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A powerful quote about worry from Mark Twain. The key to dealing with fear. An important characteristic of Bravery based on the teaching of Bob’s Dad.   Interview with Bill Wooditch   You’ll discover:   Bill’s story of “crossing the Rubicon.” The importance of finding the source of your fear and moving forward. The most powerful weapon you can use against fear. Why you cannot enter Plan A with a Plan B in your pocket. What to do when things start to get rough. The connection between aptitude and environment. The difference between fear and danger, and two big fears we have. The value of asking the question, “What’s really going on here?” A powerful story of a tough prospect who became a lucrative customer and a true mentor. Click to Tweet   When there is no other option, #risk is relative, it’s all reward. @BillWooditch Before you commit, know the price of that #commitment. @BillWooditch We dread our mental anguish, yet we embrace the conditions that foster it. @BillWooditch   Interview Links   BillWooditch.com Always Forward! Discover The 7 Secrets of Sales Success by Bill Wooditch Bill’s BlogIntrepid Fallen Heroes FundBook Bill to SpeakThe Unstoppables Podcast Connect with Bill on LinkedIn Connect with Bill on Facebook Follow Bill on Twitter Follow Bill on Instagram Bill’s YouTube channel Resources   Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Negotiation, Business, Relationships, Collaboration, FBI   Summary   Always be wary of accepting a frame that someone else has set for you. We’ll look at that in our Thought of the Day. And in our interview segment, former FBI Lead International Kidnapping Negotiator, Chris Voss, joins us with immense wisdom on the topic of negotiating from his fantastic book. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   That setting the proper frame creates the context for a truly win/win outcome in which everyone involved benefits greatly. How to avoid the trap of falling into someone else’s negatively set frame. Why you should not let yourself be framed into making a choice that does not serve you.   Interview with Chris Voss   You’ll discover:   How a skilled, win-lose negotiator might try and compel an inexperienced negotiator to accept a less-than advantageous result through “splitting the difference.” The essence of negotiation and the significance of the words, “I want.” The very important distinction between “collaboration” and “cooperation.” What we naturally tend to “do wrong” when negotiating. The major difference between academic negotiation and real-world hostage negotiation. Why emotional intelligence is a key to success in both hostage negotiations and business. The importance of the extremely powerful “calibrated questions.” How to use an “accusation audit in order to diffuse defensiveness.” The huge difference in results between “you’re right” and “that’s right.” What a black swan is, and why it’s important to find it.   Click to Tweet   #Emotions and emotional intelligence {are} central to effective #negotiation, not things to overcome. @VossNegotiation #Listening is the cheapest yet most effective concession we can make to {help the other person to feel understood}. @VossNegotiation #negotiation #Emotions aren’t the obstacles, they are the means. @VossNegotiation #negotiation   Interview Links   BlackSwanLTD.comNever Split The Difference: Negotiating As Though Your Life Depended On It by Chris Voss Chris’s blogConnect with Chris on LinkedIn Connect with Chris on Facebook Follow Chris on Twitter Follow Chris on Instagram Chris’s YouTube channelResources   Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

  Relationships, Networking, Friends, Success, Business   Summary   When it comes to networking, is there both a micro and a macro aspect of it? We'll look at that in our Thought of the Day. And in our interview segment, David Burkus joins us with a whole new perspective on what we think of networking and, yes, how you can take your network to a very macro level. That and more on today's show.   Bob's Thought of the Day   We’ll explore:   What networking is, and how it can help you build solid relationships. What networking is NOT. Several practical ways to do networking correctly.   Interview with David Burkus   You’ll discover:   The importance of understanding network structures. Why your online network should not be a replacement for your in-person network. The concept of “strength in weak ties” and how it impacts you. An example of how a dormant tie led to great success for the MMA's Lorenzo Fertitta and Dana White. Why we need to reach out to our weak ties before we need them. Why climbing the corporate ladder may not be the best pathway to success. What superconnectors are, how to become one. How Jordan Harbinger became a super-connector. What David thinks of the advice, “Do not mix business and pleasure.” The biggest value of your network. Click to Tweet   People who stand near the holes in a #social structure are at higher risk of having good ideas. @DavidBurkus #networking We don't have a network; rather, we're embedded inside a massive #network that we must learn to navigate. @DavidBurkus What is a super-connector, and how do you become on? @DavidBurkus reveals the answer on this episode. #networking   Interview Links   DavidBurkus.com Follow David on Twitter Connect with David on Facebook Connect with David on LinkedIn Friend of a Friend … by David BurkusResources   Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Beliefs, Decisions, Responsibility, Change, Prosperity   Summary   From down and out to top of the world--I never get tired of hearing those awesome and inspiring stories. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear from Sean O’Shea, who lived that very thing. We’ll hear just what he did to turn his life around. That and more on today's show.   Bob's Thought of the Day   We’ll explore:   How our belief system--the frame through which we see our world--handed to us by others, negatively affects our ability to see the world the way it really is. The power of making a conscious decision to take on a learner’s mindset. Why some have stayed successful, and then passed along their wisdom to others.   Interview with Sean O’Shea   You’ll discover:   A brief summary of Sean’s journey. A key idea from Jim Rohn that changed Sean’s life. How we can begin to assume responsibility. The power of a daily ritual to change your life. Why we must take action and put our work out there. The connection between prosperity consciousness and worthiness. How Sean put persistence into practice by rewriting his new book, Closing the Gap. Click to Tweet   Early #beliefs and programming FEEL LIKE THEY ARE US. But THEY AREN’T. @thegooddogsean Jim Rohn’s concept of “If you will change, everything will change for you” gave me the first insight into regaining personal #power. @thegooddogsean On this episode, discover how taking 100% #responsibility changed Sean O’Shea’s life, and how it can also change yours. @thegooddogsean Interview Links   TheGoodDogWay.com Closing The Gap: A Simple Blueprint for Transforming Your Life by Sean O’SheaThe Good Dog Way by Sean O’SheaSean’s blogThe Good Dog’s Q&A Saturday PodcastTGD WorkshopsT3 Train the Trainers Workshop Connect with Sean on Facebook Follow Sean on Instagram Follow Sean on TwitterSean’s YouTube channelResources   Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Attention, Relationships, Business, Time, Priorities   Summary   Attention … we all need it. And so do those in our lives, both personally and professionally. We’ll look at that in our Thought of the Day. And in our interview segment: Neen James has begun an “Attention Revolution” and she’ll show us not only why that’s so important but how to begin with ourselves and dramatically increase our effectiveness. That and more on today's show.   Bob's Thought of the Day   We’ll explore:   The fact that people crave attention at all ages and levels of success. The value of asking the right questions, according to one customer experience specialist. Why the person who sweats the small stuff gets the business.   Interview with Neen James   You’ll discover:   What an “Attention Revolution” is, and why Neen is starting one. Neen’s personal mission to create an attention-surplus economy. Why you should manage your attention instead of your time. The relationship between intention and attention. Some of the costs of not paying attention. How High Point University President, Dr. Nido Quebein, is a role model for intentional attention. A very valuable lesson that Neen learned from little five-year-old Donovan, her neighbor. Three ways to pay attention. The value of taking fifteen minutes every day prioritizing your priorities. Why multitasking is a no-no. Linda, who utilized attention to create an immensely valuable customer experience.   Click to Tweet   Time is going to happen, but #attention is a choice. @NeenJames My personal mission is to dismantle our attention-deficit society and create an attention-surplus economy. @NeenJames #attention Intention is what makes #attention valuable. @NeenJames Interview Links   NeenJames.comAttention Pays: How to Drive Profitability, Productivity, and Accountability by Neen JamesFolding Time: How to Achieve Twice as Much in Half the Time by Neen JamesNeen’s blogConnect with Neen on LinkedIn Connect with Neen on Facebook Follow Neen on Instagram Follow Neen on TwitterNeen’s YouTube channel Resources   Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Influence, Persuasion, Relationships, Collaboration, Writing Summary What is the essence of influence? We’ll look at that in our Thought of the Day. And in our interview segment, John David Mann is here to discuss some thoughts from our new book, The Go-Giver Influencer. That and more on today's show.   Bob's Thought of the Day We’ll explore: How the definition of influence, and its essence, are not the same. What the essence of influence truly is. The positive results of influencing others correctly.   Interview with John David Mann You’ll discover: How to place the focus on others when you feel like focusing on yourself. The essence of communication, and of collaboration. Why it’s in your own best interest to place the other person’s interests first. What it means to “listen with the back of your neck.” A memorable story from John’s experience in bankruptcy court. Why compromise is not the first option to pursue. The benefits of collaboration. That tact and diplomacy need never be confused with compromising one’s values. How letting go of having to being right actually makes you more influential. Click to Tweet Get CHs 1&2 of The Go-Giver Influencer at bit.ly/GGInfluencer. @JohnDavidMann #influence Listen, not just with your ears. Listen with your eyes. With your posture. #Listen with the back of your neck. @JohnDavidMann Compromise comes from a Greek word meaning, “Nobody really gets what they want, and neither person comes away happy.” Seek #collaboration rather than compromise. @JohnDavidMann Interview Links JohnDavidMann.comTheGoGiver.com The Go-Giver Influencer by Bob Burg and John David MannJohn’s blogConnect with John on LinkedIn Connect with John on Facebook Follow John on TwitterResources Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Hope, Culture, Business, Leadership, Action   Summary   Having hope is certainly no guarantee of success. But without hope, we're almost guaranteed NOT to succeed. We'll look at that in our Thought of the Day. And in our interview segment, Libby Gill will introduce us to what she calls the "science of hope theory." That and more on today's show.   Bob's Thought of the Day   We’ll explore:   How the movie The Hunger Games demonstrates the power of hope. Why hope is stronger than fear. How just a glimpse of hope can lead people to victory against great odds.   Interview with Libby Gill   You’ll discover:   Libby’s personal story of hope. Why Libby is not suggesting that we depend on hope alone. The interconnection between beliefs and behaviors in leadership. A tale of two companies: one with a culture that permeated hope, and another with no energy or hope. Why knowledge to take the correct actions, without hope accompanying them, is like giving a worker a power tool with no electricity. The differences between hope, happiness, and optimism. How hopeful behaviors and habits translate into action. What to do if you feel like you have settled in life. Click to Tweet   You’ve got to feed the #hope before you feed the strategies. @LibbyGill On this episode, discover the power of a hope-driven #culture. @LibbyGill The opposite of #hope isn't hopelessness…it's #fear. @LibbyGill   Interview Links   LibbyGill.com The Hope-Driven Leader: Harness the Power of Positivity at Work by Libby Gill Capture the Mindshare and the Market Share Will Follow by Libby Gill You Unstuck by Libby Gill Traveling Hopefully by Libby Gill Libby’s Blog Book Libby to speak Connect with Libby on Facebook Connect with Libby on LinkedIn Follow Libby on Twitter Follow Libby on InstagramLibby’s YouTube channelResources   Pre-order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Relationships, Business, Networking, Success, Giving   Summary   What is your network really worth to you? We’ll look at that in our Thought of the Day. And in our interview segment, he’s one of THE BEST networkers and relationship-builders I know. How does Jordan Harbinger do it? That’s what we’ll find out. That and more on today's show.   Bob's Thought of the Day   We’ll explore:   How business success and relationships are related to each other. Why you must focus on giving if you want to network properly. The relationship between your network and your net worth. Interview with Jordan Harbinger   You’ll discover:   How Jordan was kidnapped twice, and how he got out alive. Jordan’s story of becoming a master relationship-builder. Why networks don’t just “happen” to you. Jordan’s ABG method of networking: “Always Be Giving.” Why you should not keep score in relationships. The importance of “scalability” in relationship-building. How Jordan survived after a falling out with his business partners with the help of his network. Click to Tweet   #Networking is a deliberate process. It’s not a secret club. And it doesn’t have to be fake or smarmy, but it has to be something done consciously. @jordanharbinger On this episode, @jordanharbinger shares how to build your #network with his ABG (Always Be Giving) method. #relationships A large portion of the value that I bring to my #network is simply connecting other people inside my network. @jordanharbinger   Interview Links   JordanHarbinger.com Podcast: The Jordan Harbinger ShowFollow Jordan on Twitter Follow Jordan on Instagram Connect with Jordan on Facebook Connect with Jordan on LinkedInResources   Pre-order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

FBI, Business, Toughness, Resilience, Emotions   Summary   Often, the most effective way to stay self-disciplined is to not depend on your ability to stay self-disciplined. We'll look at that in our Thought of the Day. And in our interview segment, former FBI counterintelligence agent LaRae Quy shares the importance of resiliency to one's ability to be mentally tough. That and more on today's show.   Bob's Thought of the Day   We’ll explore:   Why most people see me as being disciplined, when in fact the people who know me well know that I’m actually NOT very disciplined, at least not naturally. The principle of “Never keeping the Oreos in the house.” Why you must create an environment where it is easy for you to make correct decisions, and an example of how I do that in my daily life with a personal trainer. Interview with LaRae Quy   You’ll discover:   How LaRae defines mental toughness, and why it’s so important. How LaRae’s FBI training took her way out of her comfort zone...and made her stronger. How to move past blaming others. The importance of putting yourself under surveillance so you can learn to predict your response. Why being a positive thinker is not the same thing as being an optimist. How to use prioritization as a tool of resilience. How to reframe negative events. The importance of finding your family or tribe. LaRae’s scariest moment in the FBI.   The 8 Qualities that Resilient People Possess: Take responsibility for their actions2. Develop good daily habits3. Focus on possibilities4. Are positive thinkers5. Prioritize what is important6. Manage emotions7. Reframe negative events8. Find their tribe Click to Tweet   Mental #toughness is managing your emotions, thoughts and behavior in ways that will set you up for #success. @LaRaeQuy It’s doesn’t matter where you land. You land on your feet and you learn to survive wherever you are placed. @LaRaeQuy On today’s episode, former #FBI counterintelligence agent @LaRaeQuy reveals the 8 qualities of #resilient people.   Interview Links   LaRaeQuy.com Mental Toughness for Women Leaders by LaRae QuySecrets of a STRONG Mind by LaRae QuyLaRae’s blogArticle: A former FBI agent shares 8 qualities of resilient peopleBook LaRae to speak  Free Resource: Mental Toughness AssessmentConnect with LaRae on Facebook Connect with LaRae on LinkedIn Follow LaRae on Twitter Resources   Pre-order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Mindset, Brainstorming, Sales, Technology     Summary   As important as it is to delegate, it's just as important not to … abdicate. We'll look at that in our Thought of the Day. And in our interview segment, small business authority Rieva Lesonsky shares how we can avoid several common entrepreneurial road bumps with some great small business HACKS! That and more on today's show.   Bob's Thought of the Day   We’ll explore:   A well-known saying in leadership circles: delegate, don’t abdicate. Why ignoring this advice in my early business life came back to bite me. How my business partner, Kathy Tagenel, is terrific in the areas where I’m lacking and keeps me involved. Interview with Rieva Lesonsky   You’ll discover:   The importance of embracing technology regardless of your business.. The areas of running a business most business owners struggle with. Why profits matters more than sales. Why your business needs to optimize for newer technologies such as mobile web pages and voice search. Why enhancing your productivity is very personal and individual. The importance of setting the right environment, space, and permission for brainstorming. How to claim your local listings, why it’s so important, and a “very” powerful tip. How to get a celebrity endorsement for your business. Click to Tweet   If you are not using #tech, you are going to lose out to your competitors because you know *they* are. @Rieva #business Today it is easier to reach more #customers, but you are also fighting way more competitors to do it. @Rieva #business There are no bad ideas in a #brainstorming meeting. There are just those you will adopt, and those you will ignore. @Rieva   Interview Links   SmallBizDaily.comSmall Business Hacks: 100 Shortcuts to Success by Rieva Lesonsky and Barry MoltzRieva’s BlogFollow Rieva on Twitter Connect with Rieva on Facebook Connect with Rieva on LinkedInResources   Pre-order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Recovery, Success, Business, Invention, Innovation   Summary While all individuals are different, there seems to be one determining factor when it comes to those who invent truly life-enhancing products. We'll look at that in our Thought of the Day. And in our interview segment, we'll speak with Cherie Mathews, an entrepreneur who embodies that determining factor. Her story is inspiring and fascinating. That and more on today's show. Bob's Thought of the Day We’ll explore: The thought that the most ultra-successful creations have typically been by those less money-motivated and more mission-generated. How the founder of the Bose Corporation became a billionaire by solving a problem rather than chasing money. Why passion before profits typically equals more in profits. Interview with Cherie Mathews You’ll discover: How and why Cherie invented a post-operative garment for women (and men) who are recovering from breast cancer. How Cherie began with a $1,000 investment to help 100 patients in Austin, and has now helped 15,000 patients. Why everyone should be an inventor. The reason you should ask “Why” when inventing and innovating. The story of how Cherie improved the stapler. The benefit of having an inquisitive mind. How Cherie and her best friend changed the golf culture for kids.   Click to Tweet   Look at every single thing in your life and ask, “Why?” #inventing @healincomfort Safety pins are not post op equipment. #recovery @healincomfort Patients who are recovering from #surgery want to look and feel like a person, not a science experiment. @healincomfort   Interview Links  HealinComfort.com The Recovery Shirt (for men battling breast cancer because they shouldn't have to "do" pink)"The Inventor in You" Slide Presentation Follow Cherie on Twitter Follow Cherie on Instagram Connect with Cherie on Facebook Connect with Cherie on LinkedIn Cherie’s YouTube channel Resources Pre-order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sales, Leadership, Prospects, Listening, Relationships   Summary   A salesperson by any other name is still a salesperson, and that’s something to be proud of. We’ll look at that in our Thought of the Day. And in our interview segment, Dov Gordon shares why sales is leadership, as well as a very simple and elegant understanding of our prospective customer’s expectations. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why so many salespeople today are in “sales denial.” How this false premise is costing you sales and keeping people from benefiting from your product or service. How I define selling, and why it’s not about taking, but about giving value. Why you should be proud to say that you are a sales professional, and why you are so very needed. Interview with Dov Gordon   You’ll discover:   Why you don’t need to be a celebrity in your field--you just need to know how to communicate the value your potential clients want. What Dov means by the phrase “sales is leadership.” Why sales starts with a conversation. The biggest mistake people make when talking with a prospect. What the prospect wants to feel that you understand about them. The purpose of a sales script. The importance of being in the moment with the potential client. Three questions that go through the mind of your prospect:   Q1: “Do you understand me?” Q2: “Wow, you get me! What do you recommend?” Q3: “Is what you recommend right for me?” Click to Tweet   No one wants to follow somebody who doesn’t know where they’re going, even if it’s in a #sales conversation. @DovGordon It’s not about getting them to buy, it’s about making it easy for them to buy. @DovGordon #sales #Listening is a real way to differentiate yourself in a crowded marketplace. @DovGordon #sales   Interview Links   DovGordon.net Free Manual: How to Systematically and Consistently Attract First-rate Clients Free Video Course: The Missing 5%: The Honest Secret to A Consistent Flow of Ideal Clients. Connect with Dov on Facebook Connect with Dov on LinkedIn Follow Dov on Twitter Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Decisions, Bets, Results, Risk, Poker   Summary   How does a cost-benefit analysis relate to one’s happiness? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll share an amazing discussion with Annie Duke that will take your decision-making ability to an entirely new level. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   What drives our decision-making. The meaning behind a powerful quote by Harry Browne: “Individuals make mistakes. But every act is aimed at bringing happiness.” Two examples of using a cost-benefit analysis in our decision-making. Interview with Annie Duke   You’ll discover:   Why you don’t need to know anything about poker to benefit from Annie’s new book, Thinking in Bets. What you can learn about decision-making from what is regarded as one of the worst calls in NFL history. Why you should disconnect the outcomes of a decision from the quality of the decision itself. How Annie defines a bet, and why it’s helpful to treat your decisions as bets. Why you should not be so quick to pat yourself on the back when you have a good result. The power of saying, “I’m not sure.” Several techniques for making better decisions. The danger of announcing your decisions with absolute certainty. What you can learn about decision-making from Homer’s The Odyssey. Why a lot of good can come from asking ourselves, “Wanna’ bet?”   Click to Tweet   Three of the most powerful words we can ever say are, “I’m not sure.” @AnnieDuke #relationships The quality of our lives is the sum of #decision quality plus luck. @AnnieDuke #success How big a #bet would you place if you knew your opinion had to be correct before speaking, posting, or tweeting it? @AnnieDuke Interview Links   AnnieDuke.com Thinking in Bets: Making Smarter Decisions When You Don’t Have All the Facts by Annie Duke Annie’s Blog Book Annie to Speak Annie’s Newsletter Connect with Annie on LinkedIn Connect with Annie on Facebook Follow Annie on Twitter Annie’s YouTube channel Resources   How I Found Freedom in an Unfree World by Harry Browne Pre-order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Mistakes, Success, Relationships, Value, Gratitude   Summary   As human beings we’re bound to make mistakes. It’s important, however, to make as few unnecessary mistakes as possible. We’ll look at that in our Thought of the Day. And in our interview segment, one of my favorite leadership authorities, Skip Prichard, shares wisdom from his terrific new parable, The Book of Mistakes. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The difference between a mistake and an unnecessary mistake. How to decrease the odds of making unnecessary mistakes while accepting that they might still happen. Two examples of unnecessary errors from the world of baseball. An example of an unnecessary mistake in sales, and how to correct it. Interview with Skip Prichard   You’ll discover:   Why Skip describes his childhood home as a mini United Nations. The reason why Skip thinks of himself more as a learner than a teacher. The premise and purpose of Skip’s new book, The Book of Mistakes. Why the title of the book was a subject of much debate. The importance of being ready before you can be taught. Why you should not work on someone else’s dream. The danger of letting someone else define your value. Why the most successful people are also the most grateful. Click to Tweet   #Readiness is when your #desire is stronger than your distraction. @SkipPrichard Regret: the result of any action pulling against our heart’s #purpose. @SkipPrichard #Success is when you’re filled with #ambition and peace in equal measure at the same time. @SkipPrichard   Interview Links   SkipPrichard.comThe Book of Mistakes: 9 Secrets to Creating a Successful Future by Skip Prichard Skip Prichard Leadership Insights (Blog) Connect with Skip on Facebook Connect with Skip on LinkedIn Follow Skip on TwitterResources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Negotiation, Relationships, Success, Business, Sports   Summary   It’s one simple statement, and a follow-up question, delivered respectfully, that can help you powerfully negotiate on a product or service. We’ll look at that in our Thought of the Day. And in our interview segment: she was one of the top sports agents in the country, and Molly Fletcher will share with us some of her most powerful negotiating principles. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why people will often make decisions not even in their best interest if they feel insulted. Two rude and counter-productive ways of saying “no” to a sale. How to pleasantly turn down an offer while still allowing the salesperson to “save face” and understand that they need to come back with a better offer. Interview with Molly Fletcher   You’ll discover:   What people really mean when they say, “I’m not a good negotiator.” Molly’s advice for improving your negotiating skills. Why it’s imperative to understand what the client really wants. The importance of defining what success looks like for you. Why clarity is so important in the negotiation process. 360-degree awareness in your negotiation process, and how to practice it. What it means to “set the stage” in negotiation. Three questions the other person is always asking. How Molly landed a new client as a young agent by finding common ground. The story of three sets of braces for Molly’s daughters. Click to Tweet   Why is clarity so important in #negotiation? @MollyFletcher reveals the answer on this episode. You’d better be better than your problems. ~Tom Izzo via @MollyFletcher #negotiation Three questions the other person is always asking: 1. Do I like you? 2. Can you help me? 3. Do I trust you? @MollyFletcher #negotiation   Interview Links   MollyFletcher.comA Winner’s Guide to Negotiation: How Conversations Get Deals Done by Molly Fletcher The Business of Being The Best by Molly Fletcher Fearless at Work by Molly Fletcher Molly’s BlogMolly’s “Game Changers” Podcast Book Molly to SpeakMolly’s Newsletter Connect with Molly on LinkedIn Connect with Molly on Facebook Follow Molly on Twitter Follow Molly on Instagram Molly’s YouTube channelResources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Relationships, Success, Business, Closing   Summary   There’s a reason why Zig Ziglar was a hero to so many of us. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll talk with his proud son, Tom Ziglar, and discuss some of Zig’s sales and life philosophies. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Two of my favorite Zig stories. Zig’s passion for ongoing learning, which he continued throughout his life. How Zig and his family made an incredible impact on the attendees at one of the public seminars my company used to hold each year. Interview with Tom Ziglar   You’ll discover:   How Tom defines “closing the sale.” Why selling is the ultimate serving. Why a great salesperson anticipates a problem or pain point for their prospect, and helps them avoid it. Five basic reasons people will not buy from you. The difference between a stated objection and an actual one. The power of great questions in sales. Why price and cost are two different things. The #1 key to making the jump from an adequate salesperson to a top-tier sales professional. How Zig came up with his most famous saying. The new program Tom has developed with Kevin Harrington, inventor of the infomercial. Click to Tweet   Everything is #selling and selling is #SERVING. @TheZigZiglar 5 basic reasons people will not buy from you: no need, no money, no hurry, no desire, no trust. @TheZigZiglar #sales People don’t care how much you know until they know how much you care about them. @TheZigZiglar #relationships   Interview Links   Free Video: Secrets of Sales SuccessTom’s BlogThe Ziglar Show Podcast Follow Tom on Twitter www.twitter.com/TomZiglar Follow Zig on Twitter Connect with Tom on Facebook  https://www.facebook.com/tom.ziglar Connect with Zig on Facebook Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Brave, Leadership, Courage, Relationships, Impact   Summary   “Who is the brave person?” We’ll look at that in our Thought of the Day. And in our interview segment, Kimberly Davis shares with us principles from her new book, Brave Leadership. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why I disagree with the last two words of this definition: “Courage is the quality of mind or spirit that enables a person to face difficulty, danger, pain, etc….without fear.” The answer to the question “Who is brave?” I learned from my Dad: “That person who is smart enough to be afraid … and still do their job.” Why bravery has much more to do with facing our fears and overcoming them than it does with being fearless. Interview with Kimberly Davis   You’ll discover:   How Kimberly defines “leader” and “brave.” The correlation between acting and leadership. Why focusing on yourself diminishes your impact as a leader. The story of Julia and how her shift helped her to find her Brave. What a Super Objective is and why it is vital to your leadership. How one school bus driver is using his Super Objective to help students build self-confidence. A story of two executives at a multi-day training event Kimberly led, and how each of them made a very different impact. Click to Tweet   #Leadership is a casting decision. @OnStageKimberly I don’t want to be a #leader if I have to be like the other leaders at my company. @OnStageKimberly A focus on specific purposeful action to have an #impact outside yourself is called your Super Objective. @OnStageKimberly   Interview Links   OnStageLeadership.comBrave Leadership: Unleash Your Most Confident, Powerful, and Authentic Self to Get the Results You Need by Kimberly Davis (also available through Amazon)Kimberly’s blogKimberly’s TEDx Talk Connect with Kimberly on Facebook Connect with Kimberly on LinkedIn Follow Kimberly on Twitter Follow Kimberly on Instagram Resources   The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Marketing, Branding, Business, Customers, Loyalty   Summary   Our brand is not what we’d LIKE the marketplace to think of us and say about us. It’s what they DO think and say about us. We’ll look at that in our Thought of the Day. And in our interview segment, branding authority, Alison Stratten shares with us the good, the bad, and the ugly when it comes to businesses … and their branding. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The importance of constantly working at being a brand worthy of being chosen over our worthy competitors in the marketplace. One way of being “brand worthy” to our customers. The critical difference between how you WANT your customers to feel about your company, and how they ACTUALLY feel about it. Interview with Alison Stratten   You’ll discover:   How Alison defines branding. The two key elements of a brand. What it means to be disruptive. Four ways to create customer loyalty. How the logos of Apple and Volkswagon can elicit polar opposite feelings. Why rebranding is about changing practices and creating great brand stories. A compelling story about a pizza company whose staff saved a man’s life. Why frontline staff are a company’s biggest and best ambassadors. An example where trying too hard can come across as...insulting. Why a company should take more time to find out its customers’ real needs. One example of incongruence and one of congruence with two different brands.   Click to Tweet   The only “why” we should have is because our customers want it or because our market needs it. #branding #business @unalison Your #brand doesn’t actually belong to you. It belongs to your customers. @unalison You can’t redesign a #logo to fix your problems, and you shouldn’t even try. #branding @unalison   Interview Links   UnMarketing.com UnPodcast.comUnBranding by Scott and Alison StrattenUnSelling by Scott and Alison StrattenQR Codes Kill Kittens by Scott and Alison StrattenUnMarketing by Scott and Alison Stratten The Book of Business Awesome/UnAwesome by Scott and Alison Stratten Connect with Alison on LinkedIn Connect with Alison on Facebook Follow Alison on Twitter Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Leadership, Management, Teams, Goals, Vision   Summary   Good employees don’t necessarily make good leaders and managers. We’ll look at that in our Thought of the Day. And in our interview segment, management consultant Katy Tynan takes us through one fictional manager’s journey to keep her new job and become a great leader in the process. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   An experience very early in my sales career where I learned that a successful team member doesn’t necessarily make a great leader. Why having a particular skillset doesn’t necessarily mean you can relate it to others. Why a team member must learn and develop the skillset to manage. Interview with Katy Tynan   You’ll discover:   The first step toward transitioning from a team member to a team leader. The five truths of management. Why leaders must do a good job of communicating the goals of the organization. Why it’s critical for new leaders to focus on the end game or result. The importance of an environment where the goals and vision are clear, and where people’s strengths and capabilities are valued. Why “carrot and stick management” doesn’t work in today’s world. The difference between predictive trust and vulnerability-based trust. Why psychological safety within a team helps move it forward. Click to Tweet   Define the values your #team shares and measure everything you do against those #values. #vision @katytynan When you have a shared idea of a future state, you can all understand what you are striving for. #vision #leadership @katytynan How can I help this person be in a situation where they can be their very best? #leadership #teamwork @katytynan Interview Links   KatyTynan.comHow Did I Not See This Coming? A New Manager’s Guide to Avoiding Total Disaster by Katy TynanFree Agent: The Independent Professional’s Roadmap to Self-Employment Success by Katy Tynan Survive Your Promotion! by Katy Tynan Katy’s blog Katy’s course “Create a Great Career Plan” Katy’s course “Survive Your Promotion” Connect with Katy on Facebook Connect with Katy on LinkedIn Connect with Katy on Google+ Follow Katy on Twitter Watch Katy’s YouTube channelResources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Impact, Prosperity, Excuses, Business, Relationships     Summary   Do we have to change the world, or is there something else we can shoot for? We’ll look at that in our Thought of the Day. And in our interview segment, prosperity authority Randy Gage is back with us, and he’ll share wisdom on how we can all make an impact. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Examples of people who actually did change the world in fundamental ways. Why we should instead focus on ADVANCING the world rather than changing it. A number of ways that you and I can advance the world and make an impact. Interview with Randy Gage   You’ll discover:   How Randy defines impact. Why most people don’t have enough impact. How to begin making an impact. The importance of understanding your calling. Why excuses can prevent us from making an impact. How to recognize when you’re making excuses so they don’t control you. Why it’s easier than ever to make an impact. How Randy’s upcoming TRIBAL Event can help you become an expert in your space and make an extraordinary impact. Click to Tweet   If we’re not challenging ourselves, we’re not challenging other people. @randy_gage #impact You can’t #impact others without first impacting yourself. @randy_gage On this episode, discover why it’s easier than ever to make an extraordinary #impact. @randy_gage Interview Links   Upcoming event: TRIBAL RandyGage.comRisky is the New Safe by Randy GageMad Genius by Randy GageThe Prosperity Series booklets Randy’s Success & Prosperity Blog Connect with Randy on LinkedIn Connect with Randy on Facebook Connect with Randy on Google+ Follow Randy on Twitter Follow Randy on Instagram Watch Randy’s Prosperity TV channel on YouTube Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Happiness, Purpose, Goals, Thoughts, Emotions   Summary   Have you ever noticed that the happiest people seem to live with a purpose? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll explore this question: Is there an actual scientific method for attaining happiness? We’ll discuss that with Shane Ram. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A powerful quote often attributed to Mark Twain (although the chances are excellent that he didn’t actually say it): “The two most important days of your life are the day you are born and the day you find out why.” The two parts of finding out our individual mission. Why we tend to find it difficult to be truly happy when we don’t have a reason for being. Interview with Shane Ram   You’ll discover:   How Shane defines happiness. Why purpose and goals are closely related to happiness. How Shane’s mindset as a child helped him overcome challenges. Why Shane did not label himself as poor when he was a child. The importance of understanding how happiness in one area of your life affects every other area of your life. The TEAR formula: Thoughts + Emotions + Actions = Results. Why you must ensure that the goals you are pursuing line up with your purpose. The reason most people keep getting the same results over and over. Why conformity is so dangerous.   Click to Tweet   The highest emotional target is #happiness. @iamshaneram #Happiness comes from pursuing #goals that are purposeful. @iamshaneram On this episode, we explore the TEAR formula: Thoughts + Emotions + Actions = Results. @iamshaneram #happiness Interview Links   ShaneRam.comShane’s blogShane’s Resources page Shane’s Speaking pageConnect with Shane on Facebook Connect with Shane on LinkedIn Follow Shane on Twitter Follow Shane on InstagramResources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Marketing, Advertising, Sales, Business, Relationships   Summary   Direct response marketing can have excellent application to traditional sales and marketing. We’ll look at that in our Thought of the Day. And in our interview segment, direct response marketing titan Brian Kurtz will share some of the greatest lessons from that field and how you can apply them to YOUR business. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The purpose of direct response marketing. Why I’ve always been fascinated by direct response marketing. Several direct response marketing principles that also apply to traditional business. Interview with Brian Kurtz   You’ll discover:   How Brian defines marketing. The difference between advertising and direct response marketing. Why the advertising men Brian profiles in his book were ahead of their time. How today’s entrepreneur or small business owner can use direct response principles. Three basic tenets of direct response. Why the list is the most important factor in direct response success. How to use the power of RFM (recency, frequency, monetary value) in your marketing. The value of keeping records of customer transactions.   Click to Tweet   #Marketing isn’t everything, it’s the only thing. #sales #business In this episode, discover three tenets of direct response #marketing success. #sales The more measurable your #advertising and #marketing, the more successful it will be.   Interview Links   BrianKurtz.meTitans of Direct Response Event The Advertising Solution by Brian Kurtz and Craig SimpsonBrian’s BlogFree Resource: 36 Customer Service Quotes Connect with Brian on LinkedInConnect with Brian on FacebookResources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Service, Business, Customers, Relationships, Employees   Summary   Customer service is important, but the customer experience is really everything. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll talk with Steve Dorfman, one of the foremost experts on how we can dramatically improve the customer experience … of our customers. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Why consistently bad customer service can ruin a company while good customer service simply keeps that company in the game. Specific ways that my favorite restaurant, The Juno Beach Cafe, provides an exceptional customer experience and retains a loyal customer base. A special way that one of the waitpersons, Nancy, provides an exceptional customer experience to my Family each week. Interview with Steve Dorfman   You’ll discover:   Why the customer experience isn’t likely to exceed the employee experience. Examples of companies known for providing remarkable experiences for both employees and customers. Why it’s not the customer’s responsibility to ensure a good customer experience. How to know whether you have fallen victim to the mentality of blaming customers. Why we must anticipate a customer’s most important needs and do their critical thinking for them. How to handle unmet customer expectations. The importance of showing empathy to customers. The LAST framework for handling a poor customer experience: listen, apologize, solve, thank. How to reframe an apology as taking responsibility for what happened to the customer. How technology and automation factor into the customer experience. A compelling example of using hi-tech for the sake of hi-touch.   Click to Tweet   The #customer experience isn’t likely to exceed the #employee experience. @driventoexcel #business Our customers didn't go to #Customer School. @driventoexcel #business It's okay to go hi-tech for the sake of hi-touch ... but never at its expense. @driventoexcel #technology #business   Interview Links   DrivenToExcel.comFree Resource: Customer Experience Quick Tips of the Day. You can also access it by visiting http://bit.ly/2iYixjA or by texting CUSTOMERSERVICE (all one word) to 22828.Free Resource: 36 Customer Service Quotes Connect with Steve on Facebook Connect with Steve on LinkedIn Follow Steve on Twitter   Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Entrepreneurs, Business, Freedom, Discouragement, Income Streams   Summary   Even if you’re not a business owner, you can still have an entrepreneurial mindset, which will serve you well. We’ll look at that in our Thought of the Day. And in our interview segment, the always wise and relevant Dorie Clark will share wisdom from her newest book, Entrepreneurial You. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   How the 5 laws from The Go-Giver apply to employees within a corporate setting. The one overarching reason why people buy from you as a sales professional or entrepreneur. Or, as an employee, why someone would hire you and keep you on. Why you should think like an INtrapreneur--an ENtrepreneur within another person’s company. Interview with Dorie Clark   You’ll discover:   How a wake-up call in 2001 helped Dorie learn the importance of developing multiple income streams. The difference between making money FROM something and making money BECAUSE of something. Why talent alone is not enough to become a successful entrepreneur. How Dorie uses consulting, coaching, writing, speaking, and several other income streams to de-risk her business. The inspirational story of Todd Herman, a youth sports coach who leveraged free speaking opportunities to exponentially grow his business.   How Antonio Centeno used the power of video to create a successful business based on information products. Why targeting a niche can be an excellent business strategy. How to deal with discouragement as an entrepreneur. The importance of savoring the small wins.   Click to Tweet   What @DorieClark says is the diff between making money *from* something and “because* of something. #business The goal of #freedom is the independence to live your life as you’d like. @DorieClark #entrepreneurs In this episode, @DorieClark reveals why many #entrepreneurs quit before they should…and what to do about it.   Interview Links   DorieClark.com Entrepreneurial You by Dorie Clark Reinventing You by Dorie Clark Stand Out by Dorie Clark Stand Out Networking by Dorie Clark Free Resource: Entrepreneurial You Self-Assessment WorkbookConnect with Dorie on Facebook Connect with Dorie on LinkedIn Follow Dorie on Twitter Follow Dorie on Instagram   Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Women, Branding, Business, Fear, Confidence   Summary   With self-confidence, the stage is set for great accomplishment. We’ll look at that in our Thought of the Day. And in our interview segment, Bill Ellis introduces us to some of the amazing fighters, overcomers, and achievers from his new book, Women Who Won. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   How confidence enhances all the wonderful talents, traits, and characteristics you possess in order to achieve or accomplish what you desire. Why a person not as talented but confident in themselves is much more likely to achieve success than one who is very talented yet lacks confidence. The difference between confidence and arrogance. Interview with Bill Ellis   You’ll discover:   What it means to be a fearless brand. Why you can never eliminate fear, and how to use it to your advantage. The importance of understanding your abilities and limitations. Examples of women who have embodied passion, purpose, and persistence. Why Maya Angelou is not only a bird uncaged but a “brand uncaged.” How the question “What did you fail at today?” creates the context for ultimate success. Why you don’t have to be a world icon or a legend to be a fearless brand in your own world. Click to Tweet   All of us have roadblocks and #limitations in life. @WCEllis #business “What did you fail at today?” is a powerful question. @WCEllis reveals why in this episode. In this episode, @WCEllis reveals how to become a #fearless brand. #branding #business   Interview Links   BrandingForResults.com Women Who Won by Bill EllisBill’s Blog Connect with Bill on Facebook Connect with Bill on LinkedIn Follow Bill on Twitter Follow Bill on Instagram   Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Money, Success, Prosperity, Purpose, Attitude   Summary   Have you ever committed … self-sabotage? I sure have. We’ll look at that in our Thought of the Day. And in our interview segment, David Neagle shows us how prosperity, in all its forms, is much more of an inside game than we might think. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   What I learned from the experience of sabotaging my own success at 18 years old… in front of 3,000 people. An insightful quote from the great prosperity teacher, Bob Proctor: “Our mind is much like an internal automatic pilot that will bring us back on course when we experience behaviors and results that are outside of our belief system.” Why belief is the starting point for winning big—whether it’s financially, physically, spiritually, mentally, emotionally, relationally, or in all the other ways in which success can be measured. Interview with David Neagle   You’ll discover:   The challenge of the “Financial Set Point.” Why most people don’t believe they can turn their annual income into their monthly income. Why it is easier to earn more money in a short period of time than earning a small amount of money in a long period of time. David’s definition of success: “The constant Expression and Progression of your Divine Purpose.” The importance of stepping into the purpose in front of you on a daily basis. Why blame is such a destructive force. The first step to making any significant change in your life. Three small changes David made in his attitude, and how those changes helped him become more successful.   Click to Tweet   We always have more than enough options to take us where we want to go. @DavidNeagle #success #Responsibility is the first step in making any significant #change in your life. @DavidNeagle In this episode, @DavidNeagle reveals how false needs keep us from our real needs.   Interview Links   DavidNeagle.com The Millions Within: How to Manifest Exactly What You Want and Have an EPIC Life! by David Neagle David’s Blog Free Resource: Your 6-Step Guide to Overcoming Obstacles Connect with David on Facebook Follow David on Twitter Follow David on Instagram   Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Cooking, Food, Greatness, Excellence, Choices     Summary   As human beings, it can be very easy to make bad choices. The key word, however, is “choices.” And THAT is our responsibility. We’ll look at that in our Thought of the Day. And in our interview segment, Olympic Culinary Gold Medalist, Chef Charles Carroll, will share some of the most important success lessons and correct choices for both young and old. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   What you can learn about making good choices from the television show “Law and Order.” How one bad decision or stupid choice can change your entire life. The power of a caring adult to impact a young person who made a life-altering bad choice. Interview with Chef Charles Carroll   You’ll discover:   The premise of The Recipe, which Chef Charles co-authored with John David Mann. Why anger is such a destructive force, even in the kitchen. The difference between a cook and a chef. Why you must preserve what is already great. The power of paying attention to the details. The principle of “mise en place” and how it applies to your life. Why excellence does not equal greatness. How to coach a negative person by helping them look for great things around them.   Click to Tweet   If you’re #angry, you’re going to #cook angry. @ChefCarroll You can #improve ANYTHING. And you should seek to improve EVERYTHING. @ChefCarroll #excellence #Excellence is not greatness. #Greatness is excellence, plus honor. @ChefCarroll   Interview Links   ChefCharlesCarroll.com The Recipe by Chef Charles Carroll and John David Mann The Recipe Podcast Connect with Chef Charles on Facebook Connect with Chef Charles on LinkedIn Follow Chef Charles on Twitter Follow Chef Charles on Instagram Watch Chef Charles on YouTube   Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Kids, Business, Entrepreneurship, Parenting, Success   Summary   How important is it for children to have an entrepreneurial mindset? We’ll look at that in our Thought of the Day. And in our interview segment, noted entrepreneur, television host, and author, JJ Ramberg shows us that the business principles important to a 5th grader’s business can benefit them for the remainder of their lives. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The value of understanding business principles, whether you are an entrepreneur or an intrapreneur (working within another person’s business). Why childhood is an ideal time to learn entrepreneurial principles. The value of experiencing both the rewards and the consequences of their actions and decisions … even for something like a lemonade stand. Interview with JJ Ramberg   You’ll discover:   Why teaching financial literacy to kids is so important. The importance of understanding the value of a product or service. Why JJ and her co-authors used a story format to teach the principles in their book. How JJ used lessons learned from her business experience within the story. Several powerful business lessons that can help create the environment for a lifetime of success. What JJ hopes kids will take away from the book. How the book is a microcosm of adult businesses. How the Gumdrop plugin can save you money and help causes you care about.   Click to Tweet   On this episode, @JJRamberg shares how her new book teaches #business principles to kids. How can #parents teach kids to think like entrepreneurs? @JJRamberg shows you how in her new book. #business A lesson @JJRamberg teaches in her new biz book for kids: If you make a #promise, you have to keep that promise. This was too long A lesson from @JJRamberg’s new biz book for kids: If U make a #promise, U have to keep that promise   Interview Links The Startup Club by JJ Ramberg, Melanie Staggs, and S. Taylor “Your Business with JJ Ramberg” on MSNBC Connect with JJ on Facebook Connect with JJ on LinkedIn Follow JJ on Twitter Follow JJ on Instagram GoodShop.com GetGumdrop.com Resources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Leadership, Success, Sports, Perspective, Trust Summary Just how important IS trust to the success of an organization? We’ll look at that in our Thought of the Day. And in our interview segment, Taylor Scott joins us with powerful leadership, business, and life lessons from … coaches. That and more on today’s show. Bob's Thought of the Day We’ll explore: Why trust was a key leadership factor for Theo Epstein, the man who brought the Boston Red Sox their first World Series championship since 1918 and the Chicago Cubs their first one since 1908. How operating without the—as Stephen M.R. Covey, author of The Speed of Trust, puts it—“low-trust tax” will positively impact your team. An important reminder from Simon Sinek, author of Leaders Eat Last: “Trust is a biological reaction to the belief that someone has our well-being at heart.” Interview with Taylor Scott You’ll discover: What it means to go “OneMoreStep” and how it opens up a whole different perspective. The three pieces of advice Taylor received from his high school basketball coach--play hard, have fun, listen to your coaches--and how it changed his life. How to “see where you are today” as a way to practice and improve every day. The quickest way to become a leader among your peers. How insecurity negatively impacts you as a leader. Why Taylor believes the days of “building” character are over. How to add value to others by finding ways to “be around the ball.” The advice Taylor’s Mom gave him that changed his perspective. Click to Tweet  Some of the most telling, character–revealing moments are when you realize you’re wrong. @tscott1502 #perspective Work on things today that turn your whole #perspective around. @tscott1502 #success The quickest way 2 become a #leader among your peers is B the 1 person who always makes it all about their peers. @tscott1502   Interview Links BallGamesToBoardrooms.com Ballgames to Boardrooms by Taylor ScottTaylor’s Speaking Page Taylor’s BlogConnect with Taylor on Facebook Connect with Taylor on LinkedIn Follow Taylor on Twitter Follow Taylor on Instagram Resources The Speed of Trust by Stephen M.R. Covey Leaders Eat Last by Simon Sinek Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Writing, Books, Business, Entrepreneurship, Success   Summary   Regardless of your business, it must be approached as just that … a business. We’ll look at that in our Thought of the Day. And in our interview segment, John David Mann is back with us, and he’ll take that thought and compare it with the business of writing. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A very important lesson from Michael Gerber, creator of the E-Myth books and programs: Having a successful business involves significantly more than just being good at the product or service aspect of it. Why my friend Carol Roth, in her book The Entrepreneur Equation, encourages readers to question whether or not entrepreneurship and doing the “business part of the business” is for them. The value of approaching every business, charity, or even a specific project with a business mindset.   Interview with John David Mann   You’ll discover:   John’s experience in the book business and how it relates to entrepreneurship. Why every book is two things: the book itself, as well as a business. Why John considers most of his books to be successes as books, but failures as businesses. How getting 45 rejections from publishers led John into becoming a publisher. The story behind John’s new book (co-written with Chef Charles Carroll), The Recipe. Click to Tweet   A successful #book project is no different, in principle, from any other successful project. #business Part of the path of an entrepreneur is knowing ahead of time that you’re going to have to launch some ships that sink. @johndavidmann You can’t let your ego keep you from listening and making adjustments. #success #writing   Interview Links   JohnDavidMann.com John’s BlogThe Recipe: A Story of Loss, Love, and the Ingredients of Greatness by Chef Charles Carroll and John David Mann John’s previous appearance on Ep. 69 of The Go-Giver Podcast Follow John on Twitter Connect with John on Facebook Connect with John on LinkedIn Resources   The E-Myth Revisited by Michael GerberThe Entrepreneur Equation by Carol RothSell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Success, Character, Serving, Leadership   Summary   Success, it’s often said, begins on the inside. Then it works its way outward where it eventually manifests. We’ll look at that in our Thought of the Day. And in our interview segment, we look at this from the point of view of a man who absolutely changed himself from the inside out. He’ll share terrific wisdom in this regard from his fantastic book. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   The importance of a key quote from the great success philosopher Jim Rohn: “Become a millionaire, not for the million dollars, but for what it will make of you to achieve it.” A universal law of life: We grow on the inside first, and that growth then manifests itself on the outside via the actual, tangible results. Why the “how-to” aspect of sales will only get you partway to the magnificent success you have the ability to attain. Why integrity and character are so vital for long-term, sustainable success.   Interview with Duane Cummings   You’ll discover:   Duane’s story of becoming the CEO of Leadercast. How Duane’s real-life experience of being fired was the basis for the story in the book. Why you should be honest not only with others, but with yourself. Why you need to understand your own beliefs before you can begin to change them. Why it's important to look past a person’s appearance and get to know their story. How to develop the character traits of a sensational sales person. The first step to make your dreams a reality. Duane’s plan for a 7-book series tracing the arc of his life.   Click to Tweet   What have you done today that moved you closer to your #vision? @DuaneDCummings If you make yourself valuable to others, your place in the market is virtually assured. @DuaneDCummings #sales The harder I try to give myself away, the more I get filled up. @DuaneDCummings #sales   Interview Links   DuaneCummings.comLeaderCast.com The Sensational Salesman by Duane Cummings Book Duane to SpeakDuane’s Blog Follow Duane on Twitter Follow Duane on Instagram Connect with Duane on Facebook Connect with Duane on LinkedIn Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Potential, Success, Purpose, Achievement, Passion   Summary   How important is pursuing our potential to living a happy, successful, and fulfilling life? We’ll look at that in our Thought of the Day. Speaking of potential, in our interview segment, a man who is one of the world’s foremost authorities in the area of personal development shows us how WE can close the gap from where we are … to where we can be. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   A powerful story from Hasidic Jewish teaching about living up to your potential. How to measure your true success. The reason why this story bothers me.   Interview with Mark Sanborn   You’ll discover:   One of the most exciting things you can do every day. Why you should not only look for ways to get ahead, but stay ahead. The two paths to improvement. The four areas of the Potential Matrix and how they determine your success. Why reflection is so important to your long-term success. What the stories of Marissa and Greg can teach us about the “inner” and “outer” dilemma. 3 secrets to improving your performance. The only thing that can prevent you from improving. How Mark’s “Five Friends” have helped him get better. The biggest danger that any professional makes. Click to Tweet   Better always beats #best. @mark_sanborn #success #Goals are a way of keeping score of progress, but #purpose is the reason people achieve. @mark_sanborn On this episode, discover how the #Potential Matrix determines your #success. @mark_sanborn   Interview Links   MarkSanborn.comThe Potential Principle: A Proven System for Closing the Gap Between How Good You Are and How Good You Could Be by Mark SanbornThe Fred Factor by Mark Sanborn Fred 2.0 by Mark SanbornYou Don’t Need A TITLE to Be a Leader by Mark SanbornMark’s PodcastMark’s BlogConnect with Mark on Facebook Connect with Mark on LinkedIn Follow Mark on TwitterResources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Relationships, Market, Trust, Dating, Coaching   Summary   There’s nothing more important to a business than having the trust of the market you serve. We’ll look at that in our Thought of the Day. And in our interview segment, Sarah Jones shares some powerful thoughts on how to earn the trust of that market. That and more on today’s show.   Bob's Thought of the Day   Why we often choose something that we know is negative rather than something that might be positive. A key step to establish trust with your target market. {Not sure this is true - 99?} A powerful reminder from direct response expert Brian Kurtz on finding your niche.   Interview with Sarah Jones   You’ll discover:   Sarah’s journey from a writer and artist to a successful dating coach and entrepreneur. What Sarah means by “market trust,” and how to earn it. The difference between getting someone to do something and inviting inviting them. How Sarah uses Google search to attract people to her site. The importance of respecting your customer. How Sarah is continuing to expand her business.   Click to Tweet   On this episode, @IntrovertdAlpha reveals how to connect your #passion and strength with a specific market. If you want to earn your market’s #trust, you must respect your customer. @IntrovertdAlpha #business Sarah Jones went from writer/artist to founder of premier dating coaching co. for #introverted men @IntrovertdAlpha   Interview Links   Why PUA Doesn’t Work for Introverts and What Works Instead (free ebook)Introverted Alpha CoachesIntroverted Alpha BlogConnect with Introverted Alpha on FacebookConnect with Sarah on LinkedInFollow Introverted Alpha on Twitter Follow Introverted Alpha on InstagramResources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Success, Immigrants, Coaching, Resources, Attitude   Summary   Could it possibly be true that when it comes to attaining success, a penniless immigrant actually has an advantage over someone native born? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll speak with someone who indeed emigrated to the U.S. at a very young age with his family. He had no money and didn’t speak English, but he has truly realized the American Dream. That and more on today’s show.   Bob's Thought of the Day   We’ll explore:   Inspiring examples of modern immigrants, many of who escaped communism, poverty, and even Nazi persecution. Americana stories of my friends Svetlana Kim, Ha Tran, and my dry cleaner, Chan--all immigrants who have built successful lives. Why many immigrants who come into this country without much money, hardly a grasp of English, and from a country in which people are not at all free, actually have an advantage.   Interview with Bedros Keuilian   You’ll discover:   What it means to have the “immigrant edge.” Why we can appreciate what we have in this country even despite economic downturns. Sage advice from Bedros’ father: “As long as you serve this country it will serve you and give you the opportunities you want.” How to be resourceful when you don’t have the resources. Why we are the barrier to our own success. How Bedros went from getting paid $13/hour as a trainer in a big box gym to owning his own personal training studio in only 8 months. The value of having a great mentor who can coach and teach you.   Click to Tweet   Be like an #immigrant and get resourceful. @bedroskeuilian #success If you keep #serving then this country will let you succeed. @bedroskeuilian #success The grass isn’t greener on the other side. The grass is greener where you water it. @bedroskeuilian #success   Interview Links   BedrosKeuilian.comMan Up by Bedros Keuilian (to be published July 2018)MasterMind ProgramsEmpire Podcast ShowBedros’ BlogConnect with Bedros on LinkedInFollow Bedros on Twitter Connect with Bedros on FacebookResources   Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Entrepreneurship, Focus, Leadership, Navy SEALS, Success   Summary   What was the overarching lesson of Sun Tzu’s classic, The Art of War? It’s different than what many think it is. We’ll look at that in our Thought of the Day. And in our interview segment, former Navy SEAL turned entrepreneur Brandon Webb connects the pressure of Special Operations Forces with success in the business world. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   Why the ruthless, take-no-prisoners types of business leaders who claim to have read The Art of War actually don’t understand the book’s major lesson. A powerful quote from the book revealing the very best of skills in terms of overcoming others’ armies.   Interview with Brandon Webb   You’ll discover:   The gripping first paragraph of Brandon’s book TOTAL FOCUS: Make Better Decisions Under Pressure, and how it relates to business lessons he learned many years later. Why you should remove as much emotion as possible from decisions. How to use “front sight focus” to skyrocket your success. The power of “no” and how it can help you maintain focus. A lesson from the story of three American men who stopped a potential terrorist attack on a high-speed train headed to Paris in 2015. The value of practicing situational awareness in business. A fascinating story about Brandon’s friend Hoby Darling.   Seven Principles#1 Front Sight Focus#2 Total Situational Awareness #3 Violence of Action#4 Excellence Matters#5 Embrace The Suck#6 One Team, One Fight#7 Lead From The Front Click to Tweet   Former US Navy SEAL sniper @BrandonTWebb reveals how to use front sight #focus to skyrocket your #success. We are who we hang out with. @BrandonTWebb #relationships #success How can total #focus help you win in life and business? Former US Navy SEAL sniper @BrandonTWebb shows you how.   Interview Links   Hurricane.Media BrandonTylerWebb.com Follow Brandon on Twitter Connect with Brandon on FacebookThe Red Circle by Brandon Webb and John David MannThe Making of a Navy SEAL by Brandon Webb and John David Mann Among Heroes by Brandon Webb and John David MannThe Killing School by Brandon Webb and John David MannThe Power of Thought by Brandon Webb Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Attitude, Perspective, Relationships, Coaching, Business   Summary   Does our attitude really affect the attitudes and actions of others? And, if so, why? We’ll look at that in our Thought of the Day. And in our interview segment, Joan Endicott will share with us a powerful way of reframing our perspective. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The best way to bring out a positive response in a person whom you want to meet your needs. A powerful example of how to use this principle in a real-life situation. Why it’s so important to be sincere when adjusting our attitude with others.   Interview with Joan Endicott   You’ll discover:   A story about a heart-wrenching event that changed Joan’s perspective. How the phrase “I have to” induces physical stress. How the phrase “I GET to” improves your physical and emotional health. The importance of letting go when you can’t fix, change, or control a situation. Joan’s ice hockey experience and the shoulder surgery she GOT to have. Why you are the only one who has the power to choose how you look at every circumstance in your life, even tragedies.   Click to Tweet   What part of this can I fix, change, or control? If I can’t … I “get to” let go of it. @JoanEndicott #attitude How can the phrase “I GET to” change your life? @JoanEndicott shows you how on this episode. #perspective I am the only one who has the power to choose how I look at every #circumstance in my life, even tragedies. @JoanEndicott Interview Links   JoanEndicott.com I Get To® (A Fresh Perspective That Will Change Your Life) by Joan Endicott (Plus bonuses!) Joan’s BlogCoaching Program : A David Mentality in a Goliath World©The Joan Endicott Podcast Follow Joan on Twitter Follow Joan on Instagram Connect with Joan on Facebook Connect with Joan on LinkedIn Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Success, Golden Rule, Happiness, Relationships, Giving   Summary   Life is really like a mirror, isn’t it? A reflection of what we show it. And, what we give … we really do receive. We’ll look at that in our Thought of the Day. And in the second segment, a slight add-on … to the Golden Rule.That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   An introduction to one of my all-time favorite books, Worldwide Laws of Life by Sir John Marks Templeton. How and why the Golden Rule--“Do unto others as you’d have done unto you”--is such an effective way to live a life of joy, peace, and overall happiness and success.   Segment #2   You’ll discover:   Why we should apply the Golden Rule as a universal law that is simply part of who we are, rather than looking at each individual interaction and being emotionally attached to the results. A little amendment to the Golden Rule, what Tony Alessandra and Jim Cathcart call the “Platinum Rule”--“Do unto others as THEY’d like to be done unto.”   Click to Tweet   Do you seek a life of joy, peace, happiness, and #success? Live by the Golden Rule. #relationships What is the Platinum Rule? On this episode, learn what it is and why it’s a perfect complement to the Golden Rule. #Value is always in the eyes of the beholder. #Go-Giver #relationships   Resources   Worldwide Laws of Life: 200 Eternal Spiritual Principles by John Marks Templeton Templeton Foundation Press Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Communication, Relationships, Influence, Sales, Decisions   Summary   Is what we THINK we know about communication really true? We’ll look at that in our Thought of the Day. And in our interview segment, Phil Jones will help us be a lot more influential with the words we use. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   A famous case study on communication that has been taken out of context The correct origin of the 7-38-55 ratio, and why it does NOT apply to normal communications. Why words count for much more than 7% of our communication.   Interview with Phil Jones   You’ll discover:   The biggest difference between highly successful people and everyone else. How to create an environment for a non-threatening conversation. The value of asking someone if they are “open-minded.” The background of the term “motivation” and how it relates to human decision-making. How to use “just imagine” as the grown-up version of “once upon a time.” Why we look for safety in numbers when it comes to decision-making. A gentle but powerful way to help your customer comfortably move to the next step.   Click to Tweet   Discover how to create a rejection-free approach to conversation that increases a listener’s comfort. @PhilMJonesUK #communication On this episode, @PhilMJonesUK shows you the magic words for #influence and impact. #communication People make #decisions based on what feels right first. @PhilMJonesUK   Interview Links   PhilMJones.com Exactly What To Say: The Magic Words for Influence and Impact by Phil JonesTips for Smarter Selling BlogConnect with Phil on Facebook Connect with Phil on LinkedIn Follow Phil on Twitter Resources   This Just In: Words Matter by John David Mann Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sales, Business, Closing, Success, Relationships   Summary   Has closing the sale moved from being the most difficult part of the process … to the easiest? We’ll look at that in our Thought of the Day. And in our interview segment, one of the world’s top sales authorities is back with us to reframe everything we think we know about the purpose of a close. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   What one of my sales heroes, Harry Browne, had to say about closing sales. How the sales process has changed to become more collaborative. Why the close should be a natural conclusion of the sales interview, rather than its own event.   Interview with Anthony Iannarino   You’ll discover:   Why an enterprise sale is different than a sale to a consumer or small business. A brief history of the term “close” and how it has changed over time. Why the close is the easiest part if you do the rest of the sales process correctly. How to know when you have created enough value for the other party. How Neil Rackham’s book, SPIN Selling, inspired Anthony to create his Ten Commitments. An explanation of the Ten Commitments.   The Ten Commitments   #1 The Commitment for Time #2 The Commitment to Explore #3 The Commitment to Change #4 The Commitment to Collaborate #5  The Commitment to Build Consensus #6 The Commitment to Invest #7 The Commitment to Review #8 The Commitment to Resolve Concerns #9 The Commitment to Decide #10 The Commitment to Execute   Click to Tweet   To be a trusted advisor, you need trust + advice. @iannarino #success #sales On this episode, discover the Ten Commitments that drive #sales. @iannarino #business #Closing is the easiest part of the #sales process if you do the rest correctly. @iannarino #success   Interview Links   TheSalesBlog.com The Lost Art of Closing: Winning The Ten Commitments That Drive Sales by Anthony Iannarino The Only Sales Guide You’ll Ever Need by Anthony Iannarino In The Arena Podcast The Sales Blog Anthony’s Sunday Newsletter Free Resources Connect with Anthony on Facebook Connect with Anthony on LinkedIn Follow Anthony on Twitter   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Success, Yes, Opportunities, Business, Fear   Summary   How advisable is it to say yes before we might feel we’re READY to say yes? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll speak with Tricia Brouk and discover why saying YES is so often a very powerful success strategy. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   An inspiring quote from Richard Branson on seizing opportunities. What it means to have a “bias toward action.” Examples of taking action (before knowing) from a successful restaurateur and a television sports anchor.   Interview with Tricia Brouk   You’ll discover:   What can happen when you say YES. When Tricia first realized the power of saying YES. How to deal with the fear of saying YES. Why it’s important to put the work in and do your homework after saying YES. A situation when saying YES backfired. When to say YES, and when to say NO. How to frame a NO. How Tricia’s “The Big Talk” podcast is making a difference. Tricia’s new project, “Mothers and Daughters.”         Click to Tweet   Discover why saying #YES is a powerful strategy for business #success. @YourBigTalkNYC Choreographer and producer Tricia Brouk shares how to manage your #fear after saying #YES to big opportunities. @YourBigTalkNYC Sometimes you must say NO in order to say #YES to yourself. @YourBigTalkNYC #success   Interview Links   TheBigTalkNYC.com The Big Talk Podcast The Extraordinary Power of Collaboration (Inc. Magazine feature) Follow The Big Talk on Twitter Connect with The Big Talk on Facebook Connect with Tricia on LinkedIn   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Emotional Intelligence, Sales, Business, Relationships, Influence   073 Sales EQ - Jeb Blount   Summary   Emotional intelligence might just be the ultimate difference-maker in terms of living a successful and influential life. We’ll look at that in our Thought of the Day. And in our interview segment, one of the world’s top sales authorities shows us why and how emotional intelligence is the difference-maker in sales as well. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   Why talent and ability can now be considered more of an entry-level to success rather than an indicator of success. A definition of emotional intelligence. The key to long-term, sustainable influence. Why there’s nothing more potentially dangerous than a bad person with good people skills. An insightful reminder from Dale Carnegie’s classic How to Win Friends and Influence People.   Interview with Jeb Blount   You’ll discover:   How Jeb defines emotional intelligence, and why he wrote Sales EQ. Why the relationship between buyer and seller is different than any other relationship. Who has the greatest control in any sales conversation. The difference between ultra-high sales performers and others salespeople. Two stories from Sales EQ that illustrate how ultra-high performing salespeople distinguished themselves from their competitors. Why it’s not about how you (the salesperson) are different from your competitors, it’s about how your prospective client is different from their competitors.  Click to Tweet   When you speak someone’s language, it causes them feel more connected to you. @SalesGravy The very best salespeople look at the relationship as an opportunity to serve another person rather than taking something from them. @SalesGravy When you speak your prospect’s language, your probability to win the deal goes up. @SalesGravy   Interview Links   SalesGravy.com Sales EQ by Jeb Blount Fanatical Prospecting by Jeb Blount People Buy You by Jeb Blount Sales Gravy Podcast Jeb’s Blog Connect with Jeb on Facebook Connect with Jeb on LinkedIn Follow Jeb on Twitter   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Mentoring, Business, Success, Coaching, Networking    Summary   When seeking out a mentor, there are both correct and incorrect ways to go about it. We’ll look at that in our Thought of the Day. And in our interview segment, mentor extraordinaire Dondi Scumaci shares some fantastic (what else?) mentoring with us. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The benefits of seeking out a mentor. The proper way to approach a potential mentor, as well as techniques to avoid. Several key actions to take after you have been mentored.   Interview with Dondi Scumaci   You’ll discover:   Why mentoring is vital to individuals, leaders, and organizations. The difference between coaching and mentoring. The qualities of a good protege. Why the best mentoring is fueled by the initiative and goals of the protege. The story of one company’s new employee who discovered the secret to seizing future opportunities.   Click to Tweet   #Mentoring ushers you into the work you love. @DondiScumaci #success On this episode, @DondiScumaci shows you how to become the natural choice for the opportunities you seek. When you you think about the future, how will your #network need to change? #mentoring   Interview Links   DondiScumaci.com Mentor-in-a-Box Career Moves by Dondi Scumaci Ready, Set … Grow! By Dondi Scumaci Designed for Success by Dondi Scumaci Follow Dondi on Twitter Connect with Dondi on Facebook Connect with Dondi on LinkedIn   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Success, Discipline, Transformation, Coaching, Health   Summary   Asking ourselves two big questions can go a long way toward business success and personal happiness. We’ll look at that in our Thought of the Day. And in our interview segment, mega-successful entrepreneur Craig Ballantyne shares powerful, life-enhancing wisdom from his terrific book, The Perfect Day Formula. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   How I define happiness: “An ongoing feeling of joy and peace of mind; the result of living congruently with one’s values.” A powerful reminder from Joe Tye’s book, Your Dreams Are Too Small: “Is what I am about to say or do consistent with my Life’s Mission?” A saying from one of the greatest marketing minds who’s ever lived, Dan Kennedy: “Is what I’m about to do the highest and best use of my time?”   Interview with Craig Ballantyne   You’ll discover:   How you can improve your life and own your day, every day, using Craig’s Perfect Day Formula. Why rules are like the operating system for your success. The 5 Pillars of Personal Transformation. 3 ways a deadline can help you. How far ahead Craig writes content for the Early to Rise Ezine. Craig’s journey to overcome anxiety, and how the 5 Pillars made a difference in his life. A great breathing tip for dealing with stress and anxiety. The benefit of hiring a coach to improve your performance. An action step to take control of your time and own your day.   Click to Tweet   Discover how the 5 Pillars of Personal Transformation can change your life. @craigballantyne How can a deadline help skyrocket your #success? Find out on this episode. @craigballantyne How does the world’s most disciplined man create the perfect day? @craigballantyne shows you how. #success   Interview Links   The Perfect Day Formula by Craig Ballantyne The Perfect Life Workshop Early to Rise Ezine Follow Craig on Twitter Connect with Craig on Facebook Your Dreams Are Too Small by Joe Tye   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Customers, Clients, Relationships, Service   Summary   Placing the customer’s interests before your own is actually the most profitable way to do business. We’ll look at that in our Thought of the Day. And in our second segment, we’ll look at that further through one quick example. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   A story point from The Go-Giver that illustrates the benefits of putting the client first. The definite as well as the very likely results of putting other people’s interests first. How to create personal walking ambassadors as a result of putting their interests before your own.   Segment #2   You’ll discover:   A powerful example of putting the customer first from Erin Bradley’s book Pursuing Freedom. Why placing the other person’s interests before her own proved to be very profitable for Erin!   Click to Tweet   When you serve the needs of your customers, your needs will always be taken care of. #business Putting others first is the most profitable way to do #business. How do you create personal walking ambassadors? Put others first. #business   Resources   Pursuing Freedom by Erin Bradley Connect with Erin Bradley on Facebook Erin Bradley Fairway Independent Mortgage Corporation Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Storytelling, Writing, Reading, Books, Connection   Summary   As human beings, we love stories, don’t we? But why? We’ll look at that in our Thought of the Day. And in our interview segment: If you’ve ever wondered how great storytellers are able to continually tell such great stories, today you’re going to find out as we’ll be joined by the amazing John David Mann. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   Why stories don’t necessarily sell … they connect. A reminder about the power of stories in every phase of life. Interview with John David Mann   You’ll discover:   Why you don’t actually come up with a story idea … you respond to an idea. John’s advice for would-be writers. John’s strategy for beating writer’s block. The value of having a “reading buddy.” Why reading great books is so important to being a great writer. The most common way to destroy your ability as a writer. Why you must be willing to write garbage in your first draft. The value of receiving good criticism if you want to improve your writing.   Click to Tweet   You don’t actually come up with an idea. You respond to an idea. @JohnDavidMann Living your life is just like writing a story--the story of your life. @JohnDavidMann Reading and writing are like inhaling and exhaling. You’ve got to breathe in great words. @JohnDavidMann   Interview Links   JohnDavidMann.com Read John’s Blog The Killing School by John David Mann TOTAL FOCUS by John David Mann The Recipe by John David Mann Follow John on Twitter Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Leadership, Performance, Business, Relationships, Culture   Summary   Does honesty need to be … BRUTAL? We’ll look at that in our Thought of the Day. And in our interview segment: while leadership conversations regarding the performance of your team members can often be difficult, Dan Rockwell provides us with some terrific conversation starters that are positive, affirming, and VERY powerful. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   Some food for thought: Being “brutally honest” is more often than not more about the person speaking than about the person they are speaking to. A reminder that we can usually be honest in such a way that it effectively communicates the point while still allowing the other person to feel good about themselves. A powerful quote from my friend, People Skills Authority and Coach, Kate Nasser: “Civility doesn’t weaken your message; it helps others to hear and embrace it.” Interview with Dan Rockwell   You’ll discover:   The value of creating a culture where performance conversations are normal, natural, and frequent. That you should have three positive performance conversations for every negative one. Why to keep away from the “feedback sandwich.”   7 powerful performance conversation starters: #1. Evaluate processes or systems.   What’s running smoothly? Where are you solving the same problem over and over? #2. Discuss results. What have you achieved that makes you proud? What could have been better? #3. Analyze decisions.   What decisions didn’t happen that caused disappointing results? What decisions preceded good results? #4. Explore relationships.   Where are the pockets of positive energy in your area? Where is the negative energy? #5. Look for Fulfillment.   What brings you satisfaction at work? Where are you disappointed with yourself? What’s frustrating? What does that say about you?   #6. Investigate development.   What skills are you improving? What skills would you like to improve? #7. Uncover learning – provide time for reflection. What are you learning about your role? What are you learning about yourself? What are you learning about your team? Invitations: Seek lots of feedback if you expect to give lots of feedback. Invite people to evaluate your performance.   Don’t ask, “How am I doing?” That’s useless. Declare intention. “I’m working on building positive energy on the team.” Ask for specific feedback. “What do you see me doing that builds positive energy? Drains it?” Be thankful. Explore behaviors that better express your intentions. “What suggestions might you have?”   Click to Tweet   If you want to be great at giving #feedback, be great at seeking feedback. @Leadershipfrak Learn how to create a culture where #performance conversations are normal and natural. @Leadershipfreak Need to have better conversations about #performance at work? @Leadershipfreak shows you how on this episode.   Interview Links   Leadership Freak Blog  To access Dan’s coaching programs, email him directly at dan@leadershipfreak.com.Follow Dan on TwitterConnect with Dan at the Leadership Coffee Shop on Facebook Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sales, Psychology, Business, Customers, Decisions   Summary   As leaders, we know it’s incumbent upon us to understand the values and needs of those we wish to lead. We’ll look at that in our Thought of the Day. And in our interview segment, renowned sales authority Jeff Shore teaches us how to think like a buyer. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   What it means to “get inside someone’s head” in a good way, according to David Novak in his book Taking People With You: The Only Way to Make Big Things Happen. Why “getting inside their head” is the only way one can effectively and sustainably lead and influence others. A reminder from Dale Carnegie’s classic How to Win Friends and Influence People: “People do things for their reasons, not our reasons.”   Interview with Jeff Shore   You’ll discover:   Why it’s the job of a salesperson to make it easy for the customer to buy. The value of understanding the psychology of a purchase decision so you can reverse-engineer the presentation to match the way the person wants to buy. Why we need to stop thinking that we really understand our customer. One of the surprising insights Jeff has learned since he started his podcast. What we can understand about ourselves to be better decision-makers. Why your customer wants you to win. Click to Tweet   It doesn’t matter how cool your product is if it’s not a good solution to the customer’s problem. @jeffshore #sales We make #decisions emotionally but we back them up with our logic. @jeffshore In between our circumstances and our response is a choice. ~Viktor Frankl @jeffshore   Interview Links   JeffShore.com The Buyer’s Mind Podcast Sales Leadership Summit 2017 Closing 2.0 by Jeff Shore Be Bold and Win the Sale by Jeff Shore Follow Jeff on Twitter Connect with Jeff on Facebook Connect with Jeff on LinkedIn Watch Jeff on YouTube   Resources   Taking People With You: The Only Way to Make Big Things Happen by David Novak How to Win Friends and Influence People by Dale Carnegie Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Anger, Influence, Character, Relationships, Business   Summary   No one can MAKE you angry … but they can sure do things that get the process started. We’ll look at that in our Thought of the Day. And in the second segment, we’ll talk about seven steps to overcoming anger and living a happier, more productive, and more influential life. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   A powerful quote from the 1909 classic, Peace, Power & Plenty by Orison Swett Marden. How your anger negatively affects your relationships. Why overcoming your anger increases your ultimate influence.   Segment #2   Seven Steps to Overcoming Anger (from Adversaries Into Allies, pgs. 46-47):   Become aware Desire Imagine Play (a mind game) Recognize Apply Build on your small successes   Click to Tweet   “Self-control is the very essence of character.” ~Orison Swett Marden #character What does overcoming #anger have to do w/ Ultimate Influence? Practically everything. Learn 7 steps to overcoming #anger.   Resources   Adversaries into Allies: Master the Art of Ultimate Influence by Bob Burg Peace, Power & Plenty by Orison Swett Marden Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Selling, Entrepreneurs, Business, Customers, Prospecting   Summary   Is it more effective to build a business through systems or relationships? Or is the very question a false dilemma? We’ll look at that in our Thought of the Day. And in our interview segment, sales authority Donald Kelly looks at why entrepreneurs often have difficulty when it comes to selling the products and services they feel so strongly about. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The power of systems to achieve extraordinary results in a predictable way. Why systems without the “know, like, and trust” relationships are ineffective. How systems and relationships can work together to provide exceptional service to your clients. A key principle: “Make sure that the system is the servant and that you are the master … not the other way around.”   Interview with Donald Kelly   You’ll discover:   Why so many salespeople have difficulty selling. The value of looking at money as a tool. Why you must focus on a specific niche in your selling. The value of looking at your competition when determining your niche. The process of determining the buyer for your product. A process for attracting and converting customers. The part of the sales process where most people get sidetracked. Why empathy is such a powerful part of the sales process. Click to Tweet   Make sure that the system is the servant and that you are the master … not the other way around. Discover a process for attracting and converting #customers. @DonaldCKelly #sales Confused about who your customers are? @DonaldCKelly shows you how to focus on a specific niche.   Interview Links   TheSalesEvangelist.comFollow Donald on TwitterConnect with Donald on Facebook   Resources   The E-Myth Revisited by Michael Gerber Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Coaching, Questions, Habits, Leadership, Business   Summary   Have you ever given advice without knowing all the facts? It’s easier to do than we might think. We’ll look at that in our Thought of the Day. And in our interview segment, Michael Bungay Stanier shares seven questions to help you to become a much more effective leader who coaches. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   A story of my interaction with a reader who asked for my advice, and why I responded with options and additional questions instead of just answering her initial question. The importance of asking helpful questions that will expose all the assumptions (both ours and theirs) that get in the way of the actual truth. Why we must avoid falling into the trap of answering questions when we don’t have enough information to go on.   Interview with Michael Bungay Stanier   You’ll discover:   Why coaching is such an important skill for leaders and managers. Three key principles: be lazy, be curious, be often. The process and the outcome of coaching. The close connection between insights, behavior change, and positive impact. Why changing your habits is a key part of learning to become a better leader.   7 questions that will help any leader become a better coach:   The Kickstart Question: What’s on your mind? The AWE Question: And what else? The Focus Question: What’s the real challenge here for you? The Foundation Question: What do you want? The Lazy Question: How can I help? The Strategic Question: If you’re saying Yes to this, what are you saying No to? The Learning Question: What was most useful for you?   Click to Tweet   On this episode, discover why it’s important to be lazy, curious, and often in your #coaching. @boxofcrayons Want to become a better #coaching leader? These 7 questions will take you to the next level. @boxofcrayons Focus on the real problem, not the first problem. @boxofcrayons #coaching   Interview Links   BoxOfCrayons.biz The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever by Michael Bungay Stanier Box of Crayons’ award-winning coaching programs Follow Michael on Twitter Connect with Michael on Facebook   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Leadership, Business, Success, Competence, Weaknesses   Summary   We all have strengths and we all have weaknesses. What are the three basic types of weaknesses, and how should we approach them? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll hear from renowned Executive Leadership Coach, Lolly Daskal. She’ll take a look at the gaps that can keep any of us from realizing our full leadership potential, how we can recognize them, and how we can fill in those gaps. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The three types of weaknesses, and how to know the appropriate action (or non-action) to take concerning each one. Personal examples of how I have dealt with each type of weakness in my own life. How the third type of weakness causes gaps in our effectiveness, and why we must work on them in order to be more effective personally and professionally.   Interview with Lolly Daskal   You’ll discover:   How Lolly defines the leadership gap, and why many leaders don’t face their own gaps. Why greatness lies in the gaps between where you are and where you want to be. How to know when you have a leadership gap. The seven leadership archetypes, their characteristics, and the polarities present in each one. The difference between confidence and competence. A success story of a CEO who experienced a leadership gap, and how Lolly helped him recognize and overcome it.   The seven leadership archetypes: The Rebel The Explorer The Truth Teller The Hero The Inventor The Navigator The Knight Click to Tweet   The secrets that create gaps in our lives weigh us down. @LollyDaskal #leadership Confidence is believing you are able. Competence is knowing you are able. @LollyDaskal #leadership Your entire life is about unifying who you are in the process of becoming the best leader possible. @LollyDaskal #leadership   Interview Links   LollyDaskal.com The Leadership Gap by Lolly Daskal Lolly’s Blog Follow Lolly on Twitter Resources   The Autobiography of Benjamin Franklin Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Profit, Prosperity, Mindset, Business, Leadership   Summary   Have you ever said no to receiving even something simple? I think most of us have. We’ll look at that in our Thought of the Day. And in our interview segment, Melanie Benson helps us figure out the bottlenecks that can get in the way of our prosperity. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The source of the lack-thinking we see so often in society. How to accept a compliment the right way. A great example of correct prosperity thinking from the 1981 comedy Arthur. How a mindset of prosperity helps us serve others and bring exceptional value and prosperity to them, as well.   Interview with Melanie Benson   You’ll discover:   How the messages we take in will condition us to either be scared and fearful, or feel limitless and able to achieve anything. Common bottlenecks that derail business owners and professionals, and how to undo those bottlenecks. The reason you must think like a leader, not only an entrepreneur. Why you make better decisions when you train your mind to think bigger than the business you’re in. The importance of optimizing ways to grow from where you are now, to the next level. Why many people hold themselves back because they don’t have clarity on how to get to that next level. How to make a success pivot by shifting out of the “doer mentality” into a “leadership mentality.” Why the quality of your decisions defines the quality of your results. How Melanie’s Awaken Leadership Summit will accelerate your success.   Click to Tweet   When you train your #mind to think bigger than the business you’re in, you make better decisions. @MelCoach The quality of your #decisions defines the quality of your results. @MelCoach Your thinking is either setting you up to see limitless possibility or limited possibility. @MelCoach   Interview Links   MelanieBenson.comAwakenLeadershipSummit.comThe Power of The Virtual Team (ebook) by Melanie Benson StrickRewired for Wealth by Melanie Benson Strick Start Up Guide to Information Marketing Business by Entrepreneur Press & Robert Skrob Amplify Your Success Podcast Follow Melanie on Twitter Connect with Melanie on FacebookConnect with Melanie on Instagram Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Business, Family, Teamwork, Strengths, Success   Summary   How often is it that we don’t give ourselves enough credit for what we bring to the table? We’ll look at that in our Thought of the Day. And in our interview segment: there are benefits of a family-owned business and, as you know if you’re in one or have had one, there are perils as well. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The key to being a part of a team is to understand and utilize both your strengths and the other person’s strengths. Advice from leadership icon John Maxwell about focusing on your strengths. How to make the biggest impact by focusing on the strengths of team members and combining them correctly.   Interview with Kathy Kolbe   You’ll discover:   How Kathy developed her expertise in the area of understanding and clarifying instincts. Kathy’s personal definition of success and how it ties into success in a family-owned business. How instincts work in a family business. Why gender and birth-order differences should not dictate roles in a family business. Why Kathy and her daughter were so open and disclosed their family issues in their new book. The importance of keeping family issues separate from business and financial issues.   The reasons why only 15% of family-owned businesses make it to the third generation, and how to deal with sticking points in the transition between the second and third generations. Why protecting your kids from failure will prevent them from growing into great leaders. Kathy’s strategy for successfully transitioning out of her family business. Why every business founder needs to have somewhere to go when it’s time to exit.   Click to Tweet   Success is the freedom to be yourself. @KathyKolbe #familybusiness If you protect your kids from failure they will never grow into great #leaders. @KathyKolbe #familybusiness Discover how did @KathyKolbe grew, ran, and successfully transitioned out of her family #business.   Interview Links   Kolbe.com Business is Business: Reality Checks for Family-Owned Companies by Kathy Kolbe and Amy Bruske Business is Business book (more information) Kolbe A Index Follow Kathy Kolbe on Twitter   Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Gifts, Relationships, Love, Gratitude, Business   Summary   Should we directly incent people to refer business to us? We’ll look at that in our Thought of the Day. And in our interview segment, John Ruhlin, author of Giftology, will introduce us to the science of gifting and how to do it correctly, powerfully, and profitably. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   Three reasons why paying people for referrals is usually counter-productive. Why an internal motivation (others believing in you, your product or service) is much more powerful than an external one (such as a financial reward). How bribing someone for a referral will negatively impact the person who was referred and their relationship with you.   Interview with John Ruhlin   You’ll discover:   What giftology is not. The key lesson about gratitude that John learned from the father of the girl he was dating in college. Why the gift is not about the item itself. Major pitfalls to avoid when giving gifts. Why gifting has the amazing potential to spark your company’s growth. How to stand out by showing love in a thoughtful way. Some of the gifts that most of us think are a good idea, but are not. The worst time of the year to send a gift. The three qualities of a great gift. Why gifting is not just for your prospects and customers, but also for your employees and suppliers. An amazing gift John’s company provides for their working moms.   Click to Tweet   If you want to drive referrals, you have to inspire #referrals. @ruhlin Learn how to stand out by showing love through giving #gifts. @ruhlin Want to cut through the noise and increase referrals by giving #gifts? @ruhlin shows you how.   Interview Links   RuhlinGroup.com Giftology by John Ruhlin 10 Gifts to Avoid Giving Key Clients (free PDF) Follow John Ruhlin on Twitter   Resources   Drive by Dan PinkSell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

  Perspective, Wisdom, Little Things, Choices, Relationships   Summary   It’s often said that it’s the little things … that make the big differences. We’ll look at that in our Thought of the Day. And in our interview segment we’ll take this topic much deeper as we hear from the great Andy Andrews why we really should … sweat the small stuff. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   One of the most powerful principles of human nature: “How you do anything is how you do everything.” A powerful lesson one of my greatest heroes, Booker T. Washington, learned from his employer, Mrs. Ruffner--a lesson that led him to a leadership position at Tuskegee Institute in Alabama, founded for the higher education of African-Americans. How little things like “sweeping floors with excellence” can have far-reaching effects.   Interview with Andy Andrews   You’ll discover:   That sometimes conventional wisdom is not only not conventional, it’s not the truth. How Leonardo da Vinci created one of the world’s greatest masterpieces by focusing on small brushstrokes. Why perspective is not how you see something … it’s how you choose to see it. How to determine your choices based on your will instead of your emotions. Why choosing to be offended means giving up your power. The power of asking “When” instead of “Why.” How a half nickel changed one boy’s life. Click to Tweet   Perspective is not how you see something … it’s how you choose to see it. @andyandrews #perspective Sometimes conventional wisdom is not only not conventional, it’s not the truth. @andyandrews #perspective Learn how a fistful of nails turn Napoleon’s victory at Waterloo into a crushing defeat. @andyandrews #littlethings   Interview Links   The Little Things: Why You Really SHOULD Sweat the Small Stuff by Andy Andrews The Traveler’s Gift by Andy Andrews The Noticer by Andy Andrews Follow Andy on Twitter Podcast: In the Loop with Andy Andrews Connect with Andy on Facebook   Resources   Secrets of the Millionaire Mind by T. Harv Eker Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Persuasion, Relationships, Emotions, Leadership, Ego   Summary   When it comes to persuasion, sometimes the most effective way is exactly opposite of what we might think. We’ll look at that in our Thought of the Day. And in our second segment, we’ll continue to look at persuasion and see how, when done correctly, it’s always about honoring the other person. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The difference between persuasion and manipulation (although they are related). The two conditions that must take place for true persuasion to happen. How Benjamin Franklin used persuasion to go against conventional wisdom and make a friend out of an enemy.   Segment #2   You’ll discover:   Bob’s account of using principles of persuasion while going through customs at Toronto International Airport. The importance of controlling your emotions in a tense situation. Why a bruised ego causes people to act in ways that are not in accordance with their personality. How to use the principle of thanking someone in advance for what you want them to do.   Click to Tweet   What is the difference between #persuasion and manipulation? Find out on this week’s episode. Learn how Benjamin Franklin used persuasion to make a friend out of an enemy. #persuasion Authentic #persuasion happens when 1) everyone wins, and 2) everyone feels good about the transaction.   Resources   Adversaries Into Allies by Bob BurgSell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Success, Teamwork, Relationships, Basketball, Fundamentals   Summary   The key to success has always been, and always will be, mastering the fundamentals. We’ll look at that in our Thought of the Day. And in our interview segment, Alan Stein shares success principles from the basketball court to the business arena. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   The meaning behind a powerful piece of advice I received as a kid: “Master the spares, and the strikes will take care of themselves.” Why Dale Carnegie’s classic How to Win Friends and Influence People is the gold standard for mastering our people skills. The power of greeting people with a genuine, warm smile. The greatest single people skill, and how it can help you succeed no matter what your field.   Interview with Alan Stein   You’ll discover:   How Alan’s involvement in two successful basketball programs shaped him as well as the players. A fascinating story about Kobe Bryant and his commitment to practicing fundamentals. Why Tim Duncan (of the San Antonio Spurs) took the “early bus” and how it made his team more successful. Why the answer is always found in getting back to the basics. A lesson from Coach John Wooden on the importance of mastering the fundamentals. How a meeting with Coach Mike Krzyzewski impacted Alan’s life. Why you don’t need to like everyone on your team … but you do need to respect and care about them. Why a player-led team will always outperform a coach-led team.   Click to Tweet   Caring is an act of the will; an act of choice. @AlanSteinJr #relationships The only way to the top of a ladder is rung by rung. @AlanSteinJr #success A player-led team will always outperform a coach-led team. @AlanSteinJr #teamwork   Interview Links   AlanSteinJr.com Follow Alan Stein on Twitter Connect with Alan Stein on Facebook Connect with Alan Stein on Instagram Watch Alan Stein on YouTube   Resources   How to Win Friends and Influence People by Dale CarnegieSell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Rebirth, Forgiveness, Relationships, Beginnings, Fear   Summary   One of the nice things about life is that we get plenty of chances to make things right. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll explore some powerful wisdom as we speak with Kamal Ravikant, who has written a book--a fable--that will absolutely touch the heart of anyone who reads it. That and more on today’s show.   Bob's Thought of the Day   You’ll discover:   A reminder that regardless of the mistakes we may have made, we can always learn from them and begin again. Several compelling quotes that will help you make a fresh start. A powerful example of beginning again from the Patriots’ recent Super Bowl comeback … and an equally powerful lesson from the Falcons’ head coach. How to learn from the past rather than trying to relive it.   Interview with Kamal Ravikant   You’ll discover:   An overview of Kamal’s book Rebirth, which recounts the protagonist Amit’s journey on the Camino de Santiago. Why the tragedy of life is not living what you know to be true. Why action and applied knowledge is much more powerful than acquiring head knowledge. The power of naming your fear. A very powerful question that can transform your life. A better alternative to the question, “Why is there suffering?” How to handle your fears constructively. Why forgiveness is necessary to set ourselves free. How to transform your life by living what you have learned.   Click to Tweet   Forgiveness is necessary to set ourselves free. @kamalravikant #rebirth #forgiveness Discover a powerful question that can transform your life. @kamalravikant #rebirth The tragedy of life is not living what you know to be true. @kamalravikant #rebirth #truth   Interview Links   RebirthFable.com Rebirth: A Fable of Love, Forgiveness, and Following Your Heart by Kamal Ravikant Love Yourself Like Your Life Depends On It by Kamal Ravikant Live Your Truth by Kamal Ravikant Follow Kamal Ravikant on Twitter Connect with Kamal Ravikant on Facebook   Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Relationships, Kindness, Success, Expectations   Summary   Do nice people finish first, or don’t they? Or is that the wrong question? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll speak with a really nice guy who finishes first, and literally wrote the book on that topic. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why being nice doesn’t automatically make you successful. The importance of doing things in “a certain way.” Why some people can be mean, nasty, or heartless, yet still be successful.   Interview with Doug Sandler   You’ll discover:   A story from Doug’s first big gig as a DJ, and what he learned about the need to invest time, energy, and resources into clients. How to ensure that you’re successful by executing a plan with excellence that goes far beyond a client’s expectations. Why you need a system for understanding where you are going wrong, and why you are succeeding. Common misconceptions that the business world thinks about being nice.   5 action steps you can take to help achieve business success:   Return your phone calls and emails. Be on time, every time. Don’t overpromise and underdeliver. Set unrealistic expectations and then exceed them. Connect with people on a regular basis just to say hello. Click to Tweet   Discover why nice guys truly do finish first in business. @djdoug #success #business Listen to @djdoug share 5 action steps to help you achieve business success today. #success #business Nice guys finish first because they go above and beyond what the client expects. @djdoug #success #business   Interview Links   DougSandler.com The Nice Guys on Business Podcast Nice Guys Finish First by Doug Sandler Follow Doug Sandler on Twitter   Resources Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Attitude, Solutions, Relationships, Leadership Summary   Complaining: What a wonderful habit … to rid ourselves of. We’ll look at that in our Thought of the Day. And in our interview segment, the amazingly talented entrepreneur, storyteller, and multi-bestselling author, Jon Gordon will share some great tips on overcoming the complaining habit both individually and within the business culture. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   How complaining negatively affects the person doing the complaining, as well as the people around them. Why looking for a solution is much better than complaining. The effects of complaining on your brain. How to become the person others are seeking, instead of the one they are avoiding.   Interview with Jon Gordon   You’ll discover:   How “energy vampires” can destroy your company. Why it’s better to focus on the solution instead of complaining about the problem. The link between complaining and feeling powerless. How to know when to surrender, and focus on controlling only what you can control. Why you can’t lead and complain at the same time. How love is the key to overcoming fear, whether you’re an athlete, business leader, educator, or any other type of leader.   Click to Tweet   Is complaining destroying your company culture? @JonGordon11 shows how to change the culture and focus on solutions. #culture Learn why you can’t lead and complain at the same time. @JonGordon11 #leadership Love is the key to overcoming fear. @JonGordon11 #love   Interview Links   JonGordon.com The No Complaining Rule by Jon Gordon The Carpenter by Jon Gordon The Energy Bus by Jon Gordon You Win in the Locker Room First by Jon Gordon All of Jon’s books: JonGordon.com/books Jon’s blog: JonGordon.com/blog Follow Jon on Twitter   Resources   Eloqui Tip of the Week e-newsletterSell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Goals, Business, Family, Passion, Success   Summary   Passion for what you do is important … up to a point. We’ll discuss that in our Thought of the Day. And in our interview segment, Carrie Wilkerson shares some powerful thoughts on success, both as a home-based entrepreneur and as a human being. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why the advice, “Follow your passion, and the money will come” is not completely correct. The vital connection between passion, competence, and marketplace. Why sometimes the only thing you need to be passionate about is the opportunity itself.   Interview with Carrie Wilkerson   You’ll discover:   How Carrie learned early in life that her results were tied directly to her efforts, rather than the circumstance or an employer. The importance of doing whatever it takes. How Carrie lives out the principle, “short-term sacrifice equals long-term gain.” Why she doesn’t believe there is such a thing as work-life balance. Why wanting to have a little more money is not a big enough goal. Carrie’s surprising view of passion and why it’s not the most important element in achieving success. Why she doesn’t set annual goals, and what she does instead. How to avoid getting lost in the year and begin focusing on the day … because the days matter. How she lost a total of 145 lbs. by breaking down larger goals into smaller ones.   Click to Tweet   Discover why “the days matter” and how to set realistic goals. @CarrieWilkerson #goals Learn why @CarrieWilkerson doesn’t set annual goals...and what she does instead. #goals Short-term sacrifice equals long-term gain. @CarrieWilkerson #goals   Interview Links   CarrieWilkerson.com The Barefoot Executive by Carrie Wilkerson (free chapter) Follow Carrie on Twitter Connect with Carrie on Facebook #CarrieOn   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review #CarrieOn

Mastery, Productivity, Discipline, Focus, Success     Summary   Mastery--it’s something many would like to have, but relatively few attain. We’ll discuss that in our Thought of the Day. And later, in today’s interview, entrepreneur and podcasting legend John Lee Dumas shares the three main characteristics of mastery itself. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   The relationship between your natural talent and your decision to make it happen in your journey to mastery. Several insights from Robert Greene’s fascinating book Mastery. Why mastery is a process that involves a lot of work, but is accessible to everyone.   Interview with John Lee Dumas   You’ll discover:   Why 100 days is such an important timeline for accomplishing big goals. The difference between busyness and productivity. The 3 main characteristics of mastery, and why each one is important. How the Army helped instill a sense of discipline into John’s life. How to “win tomorrow today” by creating a master plan for the next day. The danger of focusing too much on O.P.A. (other people’s agendas) such as social media and email. How to master F.O.C.U.S. (follow on course until success) by avoiding “weapons of mass distraction” and using the Pomodoro method of productivity.   Click to Tweet   Learn how to “win tomorrow today” by creating a master plan for the next day. @johnleedumas #mastery John Lee Dumas teaches you how to accomplish big goals in 100 days. @johnleedumas #mastery Discover how to avoid “weapons of mass distraction” and become more productive. @johnleedumas #productivity   Interview Links   Stay Focused App Inbox Pause Deep Work by Cal Newport EOFire.com TheMasteryJournal.com TheFreedomJournal.com Follow John Lee Dumas on Twitter   Resources   Mastery by Robert Greene Interviews with the Masters: A Companion to Robert Greene's Mastery Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Productivity, Potential, Planning, Goals, Email   Summary   Living up to our “productivity potential” can be so elusive, can’t it? We’ll look at that in our Thought of the Day. And in our interview segment, productivity strategist Steve Kahle shares a very helpful perspective on how we can reach that potential through some simple shifts. Bob's Thought of the Day   You’ll discover:   Why it’s more difficult to live up to our productivity potential when we are distracted by less important matters. The difference between efficiency and effectiveness. What it means to “eat that frog” and how it helps you be more productive. Why you must distinguish between the urgent and the important.   Interview with Steve Kahle   You’ll discover:   How Mike Rowe (from “Dirty Jobs”) impacted Steve’s approach to productivity. Why you need a clear finish line for your workday. The value of using your calendar as a “doing” list. Dwight Eisenhower’s advice about planning. The relationship between goals, tasks, and your calendar. Why it’s important to have an empty email inbox, and how to successfully deal with all those emails. How to use Steve’s “Promise Management 3” system to manage tasks.   Click to Tweet   Learn how @mikeroweworks impacted @SteveKahle’s approach to productivity. Productivity guru @SteveKahle shows you how to tame your out-of-control email inbox. Discover @SteveKahle’s “Promise Management 3” system for managing tasks.   Interview Links   “How  Do High Achievers Plan Their Workday?”The Proactive Lane Boot Camp Connect with Steve on LinkedInFollow Steve Kahle on Twitter Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Action, Decisions, Authenticity, Entrepreneurs   Summary   Do you have a bias toward action? We’ll look at that in our Thought of the Day. And in our interview segment, Jim Palmer takes us through the power of fast decisions. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   The importance of having a bias toward action. How to retrain yourself to take a first step toward action. How Zig Ziglar’s emphasis on taking action impacted Bob’s life and sales productivity.   Interview with Jim Palmer   You’ll discover:   Why it’s important to make fast decisions. What “Squishyville” is … and why you must stay away from it. Why perfectionism is an action-killer, and how to beat it. How Jim learned to stay authentic as an entrepreneur. Why Jim means by “good is good enough.”   Click to Tweet   Learn how to beat perfectionism and stay authentic with @GetJimPalmer. Focus on providing value and quality content, not on the imperfect way you present it. @GetJimPalmer Learn why sometimes “good is good enough” with @GetJimPalmer. Interview Links   GetJimPalmer.com Dream Business Academy Decide for Success by Jim Palmer (Free--you just pay for shipping & handling.) The Magic of Newsletter Marketing by Jim Palmer Stick Like Glue by Jim Palmer The Fastest Way to Higher Profits by Jim Palmer It’s Okay to Be Scared by Jim Palmer Stop Waiting for It To Get Easier by Jim Palmer   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Success, Prosperity, Energy, Thinking, Priorities   Summary   Happy New Year! I hope you had a fantastic holiday season. Success is always a fascinating topic to discuss. We’ll look at one success icon’s definition of success in our Thought of the Day. And in our interview segment, a current success icon tells us how important it is to make time for success. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Earl Nightingale’s definition of success from his classic 1956 recording “The Strangest Secret.” Why effort is such a key part--but not the only part--of pursuing success. How to know whether an ideal is worthy.   Interview with Randy Gage   You’ll discover:   How making excuses results in avoiding responsibility and choosing to be a victim. Why you don’t find energy--rather, you create it. Five key areas where we must make time for prosperity. Why you should schedule time to proactively think, and practical ways Randy does this. The value of getting enough rest, and what happens when you don’t. Why your planner must reflect your priorities.   Click to Tweet   You don’t find energy. You create energy. @Randy_Gage Only argue for the limitations you want to keep. @Randy_Gage Your planner must reflect your priorities. @Randy_Gage   Interview Links   RandyGage.com Randy Gage’s Success & Prosperity Blog Randy Gage’s Prosperity TV Risky is the New Safe by Randy Gage Mad Genius by Randy Gage The Prosperity Series booklets by Randy Gage Follow Randy on Twitter   Resources   “The Strangest Secret” by Earl Nightingale Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Summary   The engine that drives prosperity in any free-market based economy is entrepreneurship, typically via small business. What is the best way to unleash this economic powerhouse? We’ll look at that in our Thought of the Day. And in our interview segment, one of the world’s foremost experts on small business, Susan Solovic, will give us her small business outlook for 2017. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why government cannot create jobs (and what it can do instead to help job creation). The only way to become wealthy in a truly free-market based economy. How government slows the marketplace with red tape and unnecessary regulations.   Interview with Susan Solovic   You’ll discover:   Why Susan is cautiously optimistic about the economy and small business. How small and mid-size businesses can take advantage of technology that offers the same professional infrastructure as big businesses, yet at a fraction of the cost. The two types of “big data” that can help small businesses. Why every business should pay attention to its mobile presence. Why the best thing Congress can do when it comes to regulations is get out of the way.   Click to Tweet   Learn how to leverage technology and big data for your small business. @SusanSolovic Hear why @SusanSolovic is cautiously optimistic about the economy and small business. Entrepreneur and author @SusanSolovic shares her insights on small business, government regulations, and technology. Interview Links   SusanSolovic.com Susan’s testimony before the U.S. House of Representatives It’s Your Biz by Susan Solovic The Girl’s Guide to Building a Million-Dollar Business by Susan Solovic Follow Susan Solovic on Twitter   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Relationships, Customers, Competition, Distinction   Summary   People can accomplish great things. But on the individual level, more than what they accomplish, or even what they DO, it’s who they ARE that creates distinction. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll learn from the amazing business author and hall-of-fame speaker, Scott McKain, on how to create distinction in the marketplace. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why true distinction means more than simply being different from something else--it means it’s a higher quality. The power of being distinctive through maintaining a life of integrity, as shown by Tom Schreiter, the Dean of Direct Selling. (You’ll also hear what Tom’s own son-in-law has to say about his distinctive example.) How Shane and Sia--the Barbi Twins--used their modeling fame to create a powerful and distinctive platform to first help women become healthier, and then to speak out for animal rights (in addition to helping track down a villainous psychopath!).   Interview with Scott McKain   You’ll discover:   Why being different is not the same thing as being distinct. The three destroyers of differentiation. The danger of being focused on your competitors, and why it prevents you from focusing on your customers. A powerful story about Scott’s memorable experience with the Fairmont Hotel. Why keeping your story to yourself is worse than telling no story at all.   Click to Tweet   Keeping your story to yourself is worse than telling no story at all. @scottmckain Discover why you should focus on your customers, not your competitors. @scottmckain Learn why being different is not the same thing as being distinct. @scottmckain Interview Links   ScottMcKain.com Create Distinction by Scott McKain 7 Tenets of Taxi Terry by Scott McKain Follow Scott McKain on Twitter Connect with Scott McKain on LinkedIn Distinction Institute, LLC Project Distinct Podcast   Resources   TwinBunnies.com (The Barbi Twins’ animal protection organization) Follow the Barbi Twins on Twitter   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Relationships, Gossip, Communication, Habits, Decisions   Summary   Today we’ll take the entire episode and look at how we can put an end to one of the most destructive habits of humankind: gossip. And, of course, we’ll begin with our own. Not that it’s an issue with you, of course, but it might be for some people you know. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   A definition of gossip: “Any type of harmful or hurtful communication that is not absolutely necessary to share.” Why there is no such thing as “good gossip.” Five steps that will help us break our own habit of gossip, as well as discourage others from gossiping. A practical strategy for eliminating gossip from your life. The connection between Oreo cookies and gossip! How to change the subject when others in a group are gossiping … and what to do when that doesn’t work. What it means to play the “Reverse Gossip” game and how you can help make peace between others. What to do when you’ve slipped back into the habit of gossip.   Click to Tweet   Gossip: Any type of harmful or hurtful communication that is not absolutely necessary to share. @BobBurg Learn 5 steps to break the gossip habit. The Holidays are an excellent time to do so. @BobBurg What is the “Reverse Gossip” game? Find out in this ep. of The Go-Giver Podcast. @BobBurg Resources   Gossip: Ten Pathways to Eliminate It from Your Life and Transform Your Soul by Lori Palatnik with Bob Burg Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Leadership, Business, Relationships, Teamwork, Millennials   Summary   What would you look for in a leader you were considering hiring? We’ll look at that in our Thought of the Day. And in our interview segment, Gary Campbell stepped up into a leadership role and created an award-winning turnaround. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Several key qualities to look for when hiring a new leader. When to use the words “we,” “us,” and “our” as a leader, and when to use “I” and “me.” That the single greatest people skill is a highly developed and authentic interest in the other person.   Interview with Gary Campbell   You’ll discover:   Several significant challenges Gary faced when he became CEO of Johnson Health Center, and the steps he took to address those challenges. Why it took about a year for the leadership team to become a cohesive unit and begin truly working together. How to start reaching more Millennials in your workplace by offering a transformational experience. The value of removing the word “management” from your vocabulary, and what you should use instead. Why you must have a commitment to everyone in your organization, not just your customers.   Click to Tweet   When you put your employees first, everything else takes care of itself. @Campbell18Gary You must commit to everyone in your organization, not just your customers. @Campbell18Gary If you want to reach Millennials in your workplace, offer a transformational experience. @Campbell18Gary Interview Links   Impact2Lead.com Impact2Lead BlogArticle: “Johnson Health Center Named Employer of Choice”   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Women, Entrepreneurs, Business, Leadership, Confidence     Summary   November 18th, 2016 is Women’s Entrepreneurship Day. I thought we could celebrate that by hearing from two women who are not only great friends of mine as well as very successful entrepreneurs, but have also dedicated themselves to empowering women all over the world. First, we’ll speak with Ingrid Vanderveldt of EBW2020 and then, after a quick break, Jennifer Iannolo of the Concordia Project. You’ll want to hear from--and then most likely connect with--both of them. They are both amazing! That and more on today’s show. Interview with Ingrid Vanderveldt   You’ll discover:   How Ingrid developed a global vision and became a missionary of a different kind. Why there are specific challenges women face when building a business. Why a lack of confidence prevents so many women from starting, growing, or scaling a venture. What you can expect to happen when you get involved with EBW2020.   Links:   EBW2020.com IngridVandervelt.com Follow Ingrid on Twitter   Interview with Jennifer Iannolo   You’ll discover:   What it means to have a framework for empowerment, and why it doesn’t mean taking power away from men. Jennifer’s exciting work in Nepal and how it is helping young women to stand up courageously for their convictions. The surprising results of Jennifer’s experiment in offering a workshop on “having it all.” The story behind the Concordia Project’s name, its connection to Roman mythology, and how it is empowering women entrepreneurs..   Links:   ConcordiaProject.orgJenniferIannolo.com Follow Jennifer on Twitter   Click to Tweet   Join us for Women’s Entrepreneurship Day with @ontheroadwithIV and @foodphilosophy. Discover how Ingrid Vanderveldt is helping empower women all over the world through @EBW2020. @ontheroadwithIV Discover how Jennifer Iannolo is helping empower young women entrepreneurs in Nepal and beyond. @foodphilosophy   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sales, Business, Relationships, Prospecting, Honesty   Summary   In helping someone see our side of a situation, often the best thing we can do is first see it and verbalize it from their side. We’ll look at that in our Thought of the Day. And later in our interview segment, we’ll visit with Ian Altman, a master sales practitioner, author, and consultant. Ian will help us learn that the most successful sales professionals absolutely operate on the same side as their buyers. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   How to move closer to the other side of an issue in order to help the other person feel relaxed and let go of their defensiveness. A wonderful lesson from Abraham Lincoln’s early days as a lawyer, when he would often point out the valid points in the other side’s arguments in order to gain credibility. Why a sense of humility and controlling our ego is vital in helping others to see our point of view.   Interview with Ian Altman   You’ll discover:   How to move away from sales practices that create an adversarial relationship with your client. Why selling should be seen as a puzzle rather than a game How to create a same-side selling dialogue, and why you describe what you do in terms of the problems you solve. The power of acknowledging that your approach is not the right fit for every client. A powerful story about the value of honesty in business. What sellers should do when facing pressure to discount their services.       Click to Tweet   Any diversion from the buyer’s challenge decreases your chances of having an impact. @IanAltman Learn why sales professionals must learn and honor the mindset of the customer. @IanAltman Sales is not a game with winners and losers, it’s a puzzle where we help clients find the right fit. @IanAltman Interview Links   IanAltman.com Same Side Selling by Ian Altman and Jack Quarles Grow My Revenue Business Podcast Same Side Improv Game   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com

Conflict, Relationships, Beliefs, Influence, Communication   Summary   Today’s episode will feature a two-part segment on how we can begin the process of resolving interpersonal conflict. In the first segment, our Thought of the Day, we’ll look at how to mentally prepare for conflict resolution. In the second segment, we’ll look at some specific questions we can ask ourselves in order to advance the resolution process. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why conflict usually begins. The secret behind the most influential and powerful communicators. Six steps to prepare you mind for resolving conflict.   Segment #2   You’ll discover:   The difference between the truth (which is objective) and a belief (which is subjective). Why conflicts are often the result of people experiencing an event from their own personal belief system or worldview. Four key questions that will help you begin the process of conflict resolution.   Click to Tweet   Focusing on how the *other person* views the situation is a great start to resolving a difficult interaction. @BobBurg Focusing on understanding the other person’s viewpoint is not the same as agreeing with them. @BobBurg A Belief is “the truth as one understands the truth to be.” @BobBurg   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Leadership, Business, Expectations, Relationships, Decisions   Summary   We know that, even situationally, people will often live up--or down--to our expectations of them. But why? We’ll look at that in our Thought of the Day. And later in our interview segment, long-time leader and personal development authority, Steve Keating, shares with us the benefit and how-to of leading with high expectations. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why (and how) you begin the process of changing another person’s attitude Sir Winston Churchill’s advice for getting others to acquire a virtue (and a word of caution) A reminder that our expectations of others are powerful, both positively and negatively.   Interview with Steve Keating   You’ll discover:   The right way to raise expectations for people. A dramatic story of two students who performed according to expectations … and mixed-up test scores. Your #1 responsibility as a leader. How Steve helped an employee develop his confidence and leverage his own ability to make good decisions. Why you shouldn’t become good at something that doesn’t need to be done in the first place. The best way to discover what motivates another person. Why you can’t lead people without first knowing them. The difference between seeing others as an expense of time or an investment of time. Click to Tweet   The more we expect of ourselves and others, the more we get. @LeadToday Leadership is making a personal investment in other people. @LeadToday Your #1 responsibility as a leader is to help your people reach their potential. @LeadToday   Interview Links   SteveKeating.me Follow Steve Keating on Twitter Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Entrepreneurs, Excellence, Women, Empowerment     Summary   Is mediocrity a worthy goal to shoot for? I think most of us would say “no.” We’ll look at that in our Thought of the Day. And later in our interview segment, Lisa Copeland will share with us her principles for Crushing Mediocrity, which is the name of her new book, as well as something she has lots of personal experience doing. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why it’s not the job that makes one mediocre; only the attitude one brings to the job. A simple way to move from mediocrity to excellence, whether you’re a leader, salesperson, parent, teacher, firefighter, engineer … or anyone else. A key quote from Dr. Martin Luther King, Jr. on the relationship between service and greatness.   Interview with Lisa Copeland   You’ll discover:   The story of how Lisa became a person who doesn’t settle for mediocrity and reaches for excellence, all while working in a male-dominated industry. Why you must operate from your underlying purpose, and how Lisa has lived out her underlying purpose of empowering women throughout her career. The importance of owning your choices instead of running from them. What it means to “complete the past” and how it can help you move forward in success. The inspiring story of Rebecca Contreras, who went from being an unwed high school mother to serving in the White House under George W. Bush. Why you don’t have to be fearless, only to fear less. Click to Tweet   You can’t have it all, but you can have what matters most. @LisaCCopeland The character you exhibit in your everyday life is the foundation of your legacy. @LisaCCopeland You don’t have to be fearless, only to fear less. @LisaCCopeland   Interview Links   Crushing Mediocrity by René Banglesdorf and Lisa Copeland LisaCopelandInc.com Follow Lisa Copeland on Twitter Connect with Lisa Copeland on Facebook EBW2020.com Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sales, Relationships, Trust, Business, Leadership Summary   I often define selling as simply discovering what the OTHER person wants, needs, or desires, and helping them to get it. While this is certainly true as far as selling a product or service, it covers SO much more. We’ll take a VERY special look at that in our first segment. And later, Anthony Iannarino will move from Alice Cooper fan to sharing with us wisdom from his fantastic new book titled, The Only Sales Guide You’ll Ever Need. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   A very unique story of a personal experience Anthony had with rock legend, Alice Cooper. How Alice sells the show but also provides the “customer experience” as well as any sales professional. Alice’s example of leadership by personally engaging with his fans.   Interview with Anthony Iannarino   You’ll discover:   Why the first step to sales success is believing in yourself and your power to make a difference. Anthony’s reflections on a “dream client”--who they are, how to spot one, and why you should invest your time winning them over. Why caring for others is a huge competitive advantage, and how it results in trust. A helpful “equation” from sales authority Charlie Green that illustrates the value of trust in the sales process. Why the only thing you truly sell is outcomes, how to “own” your outcomes, and how to leverage this outcomes-based sales approach for your business. How to manage customers who ask for a discount or a “deal.” Click to Tweet   Sales isn’t situational, it’s individual. @iannarino Trust = [Credibility x Reliability x Intimacy] / Self-Orientation via @charleshgreen @iannarino You not only SELL the outcomes … you OWN the outcomes. @iannarino   Interview Links   Iannarino.comTheSalesBlog.comThe Only Sales Guide You’ll Ever Need by Anthony IannarinoFollow Anthony Iannarino on Twitter Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Finances, Success, Relationships, Business, Parenting   Summary   While money is simply energy--a means to an end--it touches practically every area of our lives. Because of that, it’s important to understand its workings. We’ll look at that in our Thought of the Day. And in our interview segment, financial expert, successful entrepreneur, mentor, and philanthropist Sharon Lechter will share some wisdom on mastering money. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   A key principle from Wallace D. Wattles’ 1910 classic book The Science of Getting Rich, discussing why we need money in order to live to our fullest potential. Why a lack of money affects much more than our bank account--it affects our family relationships, emotions, spiritual health, and ability to help others. The importance of studying how money works, and how you can use this knowledge to help you and your loved ones live more fully, completely, and happily.   Interview with Sharon Lechter   You’ll discover:   Sharon’s story of overcoming the sexism she faced early in her accounting career. How Sharon began to develop a talking children’s book and helped skyrocket it to success by collaborating with strong brands that people trusted. Why financial success depends so much on your mindset, and how to help your kids transition from negative to positive thinking about money. A reminder that at the end of the day, you are either a master of your money or a slave to it. How to move from an attitude of scarcity to an attitude of abundance by looking at a budget as a “spending plan.” Why the financial decisions you make every day either drive you the success or dive you into debt. Click to Tweet   You are the CEO of your own life. @sharonlechter The financial decisions you make every day drive you to success, or dive you into debt. @sharonlechter At the end of the day, you are either master of your money or a slave to it. @sharonlechter   Interview Links   SharonLechter.com EBW2020 Your Money, Your Business, Your Life Podcast Thrive Time for Teens Game Think and Grow Rich for Women by Sharon Lechter How to Spend Happily and Still Get Ahead   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Relationships, Business, Success, Responsibility, Goals   Summary   Dale Carnegie was right on the mark in one of his most famous sayings. We’ll look at that in our Thought of the Day. And in our interview segment, Nancy Matthews explains to us how we can be THE ONE in other people’s worlds. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   How this principle from Dale Carnegie’s classed How to Win Friends and Influence People can change your life: “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” Three steps to becoming genuinely more interested in others. How the principle of “action precedes feeling” can help you become more interested in others and improve your relationships.   Interview with Nancy Matthews   You’ll discover:   Nancy’s journey from being a single mother living paycheck to paycheck, to a successful business leader and author. The power of Nancy’s THE ONE philosophy and how it can help you honor and connect with other people. How to make a shift to being others-focused. The power of taking responsibility for your own life. How Nancy used THE ONE philosophy to help a man begin his journey toward the goal of becoming general manager of a professional hockey team. Why using THE ONE philosophy benefits you as well as the person you’re focusing on. Why consistently focusing on others as though they are the most important person in the world can change your world dramatically. Click to Tweet   Focus on everyone U speak w as though they are the most important person in the world. @nancyprospers Learn how to focus on others & dramatically improve your relationships by using THE ONE philosophy. @nancyprospers When U treat others as the most important person in the world, it changes your world, too. @nancyprospers   Interview Links   The One Philosophy: The Little Message With a BIG ImpactNancyMatthews.comWomen’s Prosperity Network Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Emotional Intelligence, Leadership, Relationships, Business, Emotions   Summary   As human beings, our emotions drive our decisions all too often. The question is, can we logically do anything about it? We’ll look at that question in our Thought of the Day. And in our interview segment, we learn from Steve Gutzler, an expert on Emotional Intelligence as it pertains to Leadership. We’ll discuss why those two concepts--emotional intelligence and Leadership--are absolutely intertwined. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   A key principle from Dale Carnegie’s classic book How to Win Friends and Influence People. Why becoming aware of your emotions is vital to gaining control over them. The value of making your emotions your servant rather than your master.   Interview with Steve Gutzler   You’ll discover:   How Steve defines emotional intelligence, and why it’s critical to your success as a leader. Why high-performing leaders are able to tune in to an empathetic level of relating with others. The importance of navigating the 17% of time (on average) that you are not in control of your emotions, and why that 17% determines your reputation and leadership. Why you must disengage in order to re-engage when emotions are running high. Why it’s best to schedule emotional conversations at the beginning of the day. The two keys to improving your emotional intelligence. Click to Tweet   Discover how emotional intelligence can take your leadership to the next level. @stevegutzler When emotions are high, disengage to you can re-engage from a position of strength. @stevegutzler When you lose control of yourself, you lose your options. @stevegutzler Discover the two keys to emotional intelligence. @stevegutzler When you lose control of yourself, you lose your options. @stevegutzler   Interview Links   SteveGutzler.com Emotional Intelligence for Personal Leadership by Steve Gutzler (free ebook) The Two Minute Drill by Steve Gutzler Follow Steve Gutzler on Twitter Connect with Steve Gutzler on Facebook   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Management, Business, Relationships, Happiness, Leadership   Summary   Managers can create the framework from which its team members--and its business--can thrive … or not. We’ll discuss that in our Thought of the Day. And later in our interview segment, we learn from Holland’s own leadership and management authority, Jurgen Appelo. He’ll discuss the concept of managing for happiness, which also happens to be the name of his great new book. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   The surprising reality is that many company leaders and managers don’t create positive work environments, despite abundant research that shows why it’s so important. The famous piece of advice from Ken Blanchard & Spencer Johnson’s classic, The One-Minute Manager that can make a big difference in employee morale. Why taking care of your employees results in your employees taking care of the bottom line.   Interview with Jurgen Appelo   You’ll discover:   Jurgen expanding on two key quotes: "The mindless adherence to rules, combined with a steady loss of principles, is always a prelude to bureaucracy," and "With a complex system there is no such thing as central control." Jurgen’s explanation of the difference between leadership and management. The meaning of Jurgen’s business name “Happy Melly,” and why people remember stories instead of facts or bullet points. Why intrinsic motivation is more valuable than extrinsic motivation … but you still need both. Why a motivated worker is not necessary an engaged worker. Click to Tweet   The mindless adherence 2 rules, combined w/a steady loss of principles, is always a prelude 2 bureaucracy. @jurgenappelo   With a complex system there is no such thing as central control. @jurgenappelo   You won’t have a first mover advantage for long if somebody else has the first learner advantage. @jurgenappelo   A motivated worker is not necessarily an ENGAGED worker. @jurgenappelo     Interview Links   ManageHappy.com JurgenAppelo.com Managing for Happiness by Jurgen AppeloManagement 3.0 by Jurgen Appelo Change The World by Jurgen Appelo Noop.nl Jurgen Appelo’s Tour   Resources   Sell The Go-Giver Way Webinar GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Business, Branding, Influence, Leadership Summary   Exactly how important is it that we watch our … personal pronouns? We’ll look at that in our Thought of the Day. And later in our interview segment, we learn from branding expert Bruce Turkel why our “brand” is not about us. It’s actually all about THEM. That also happens to be the name of his terrific new book. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why we shouldn’t focus on ourselves or even our product when writing a sales letter … but what we should focus on instead. A compelling story from Bob and John David Mann’s book The Go-Giver Leader that illustrates how we get sidetracked into thinking it’s about us. Why focusing on ourselves in the sales process makes us less effective as influencers.   Interview with Bruce Turkel   You’ll discover:   Why the focus should not be what the brand is about, but rather who it is about. How branding both reinforces what you do, but also “pre-inforces” what you do. Why a good brand makes you feel good, but a great brand makes you feel good about yourself. What Bruce means by “Prius” politics, and the steps you should take to make things right when you make a mistake. Great advice from Oscar Wilde: “Be yourself … everyone else is already taken.”   Click to Tweet   Discover why your brand is not about you … it’s all about THEM. @BruceTurkel #branding A good brand makes people feel good. A great brand makes people feel good about themselves! @BruceTurkel #branding You don’t get in trouble for the crime, you get in trouble with the cover-up. @BruceTurkel #branding   Interview Links   TurkelTalks.com All About THEM: Grow Your Business by Focusing on Others by Bruce Turkel Building Brand Value: Seven Simple Steps to Profitable Communications by Bruce Turkel Brain Darts by Bruce Turkel Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Sales, Business, Relationships, Sales Calls, Communication   Summary   How important are telephone skills, both growing up, and in business? I’d say very important. We’ll discuss that in our Thought of the Day. And later in today’s interview … it’s often said that selling via the telephone is dead. But, we’ll learn from an expert in this field that it’s far from true. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   What my Parents taught me as a child about speaking on the telephone, and how that has helped me throughout life. Several skills that are critical for anyone answering phones at an office. Why good telephone skills communicate excellence to the other person.   Interview with Art Sobczak   You’ll discover:   Why there will always be room for good salespeople. The “smart calling” strategy: having information about the prospect and their organization that allows you to personalize your information and be more relevant to their needs. How to make your calls rejection-proof (and how to reframe rejection). Art’s proven sales process. How to strategically use voice mail in the sales process, and why you must leave a hint at a possible result that the buyer might be interested in.   Click to Tweet   Discover how to use “smart calling” in the sales process with @ArtSobczak. People don’t buy a product or service, they buy a result. via @ArtSobczak Discover how to make your sales calls rejection-proof with @ArtSobczak.   Interview Links   SmartCalling.com How to Place the Successful Sales and Prospecting Call (the book is free---just pay the shipping charge) 501 Sales Tips (free ebook) Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Gratitude, Thankfulness, Attitude, Satisfaction, Relationships   Summary   Gratitude … appreciation … whichever word you use, it’s (in my opinion) just about the most important concept to embrace if you’re going to live a happy and successful life. I should know because I’ve been on both ends of the gratitude spectrum. We’ll discuss that in our Thought of the Day. And later in today’s interview, we’ll chat with a man who learned how to FLIP the Gratitude Switch in his life. He shares with us a very counterintuitive method for doing so. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why gratitude is the character trait that gives meaning to all others. How I not only decided to become more grateful, but made a plan to do it. The difference between being grateful and being satisfied. A simple exercise from Rabbi Zelig Pliskin that can radically change your level of gratitude.   Interview with Kevin Clayson   You’ll discover:   Why so many people constantly focus on their lack instead of being grateful for all they have. Kevin’s story of why keeping a gratitude journal wasn’t helpful for him … and what he changed to make it so much more meaningful. How to switch from gratitude to misery anytime you choose, and escape the poverty of endless discontent. Why there is always success embedded in every failure.   How to FLIP your gratitude switch:   Find the frustration Look for what’s awesome Initiate gratitude Power up with gratifuel Click to Tweet   Learn how to FLIP your gratitude switch with @kevinclayson. Gratitude is not something you feel, it’s something you do. via @kevinclayson Power up your life, relationships, and business with gratifuel. via @kevinclayson   Interview Links   FlipTheGratitudeSwitch.com FLIPping the Gratitude Switch by Kevin ClaysonJoin the conversation: #Gratifuel, #Gratiteam   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Education, Teaching, Genius, Passion, Schools   Summary   What is genius? Is it some supernatural ability of the mind that relatively few are born with? Or is it something that everyone has and can be unleashed if approached correctly? We’ll discuss that in our Thought of the Day. And later in today’s interview, we’ll talk with Angela Maiers, a professional educator who is on a mission to liberate the genius in school children. Learn how she and her team are doing exactly that, one classroom at a time. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why “genius” is much more a result of focused, concentrated effort than natural talent. How passion and natural skill are related to excellence. Why you must have both passion and a plan in order to achieve excellence.   Interview with Angela Maiers   You’ll discover:   Why most of the innovations at Google came from employees pursuing their passion. How to impact a child’s life by seeing and speaking to them as a leader, reader, writer, or other change-maker. Why schools are not typically recruiters or incubators of talent, and why you’re only measured in your relation to being above or below average. The truth that no matter who you are, you are an educator. How to change a child’s life by seeing them as change agents rather than just recipients of our world.   Click to Tweet   Discover why education is everybody’s business. via @AngelaMaiers Our most powerful weapon for transformation is our language. via @AngelaMaiers We are all being educated by the web, and we are all part of the education of the web. via @AngelaMaiers   Interview Links   Choose2Matter.org Choose2Matter.org/LiberatingGenius Angela’s TEDx Des Moines talk Liberating Genius: A Framework for Epic Transformation by Angela MaiersClassroom Habitudes by Angela Maiers Follow Angela Maiers on Twitter Connect with Angela Maiers on Facebook During the month of September, be part of the global conversation on Facebook with the hashtag #LiberatingGenius Interact with these groups on Twitter: #edchat, #texedchat, #tllibrarians   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Ego, Philosophy, Business, Humility, Relationships   Summary   Ego is a word often-used in the negative context. But whether that part of the human element brings positive or negative results is dependent upon whether we control it … or it controls us. We’ll discuss that in our Thought of the Day. And later in today’s interview, we’ll talk with Ryan Holiday, who wrote a brilliant book entitled Ego is the Enemy. What exactly does he mean by that, and how can we utilize that wisdom for our success and happiness? That and more on today’s show. Bob's Thought of the Day   You’ll discover:   The benefits of controlling your own ego. Why an uncontrolled or misdirected ego is the cause of most of our individual and social problems. How you can have great success in your relationships and benefit others by being aware of both your own ego, as well as theirs. The importance of understanding that the other person’s ego is driving their thoughts, words, and actions.   Interview with Ryan Holiday   You’ll discover:   How and why Stoic philosophy plays a part in his new book. The distinction between ego and confidence. Examples of leaders whose strengths became weaknesses, including Dov Charney and Steve Jobs. How humility can be a path to greatness. Ryan’s “canvas” strategy and how it can make you indispensable in your organization. Click to Tweet   Ego can cause significant damage when it controls its human host. Wherever you are, whatever you’re doing, your worst enemy already lives inside you: your ego. via @ryanholiday Discover how humility can become the path to greatness in our interview with @ryanholiday.   Interview Links   RyanHoliday.net EGO is the Enemy by Ryan Holiday The Obstacle is the Way by Ryan Holiday Trust Me, I’m Lying by Ryan Holiday Growth Hacker Marketing by Ryan Holiday Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Selling, Sales, Business, Profit, Money   029 The “Secret” of Selling   Summary   Today’s episode will feature a two-part Thought of the Day segment. Is there really a “secret” to selling? Well, yes … but as Harry Browne said, “The secret of selling … need not be a secret.”  We’ll discuss that in our first segment. In the second segment, we’ll look at Harry’s 5-step process that will make selling a lot more fun, less stressful, and more profitable for both you … AND your customer. That and more on today’s show. Bob's Thought of the Day   You’ll discover:   The story behind the publication of Harry Browne’s influential book The Secret of Selling Anything. The three immutable laws of human nature that formed the basis of Browne’s sales philosophy and methodology. Browne’s “secret” of selling (which he believed shouldn’t be a secret). Why both the buyer and seller profit in a true free-market exchange. The five steps to Browne’s simple selling process.   Click to Tweet   Find out what people want … and help them get it. ~Harry Browne Profit is a reward for satisfying the desire of someone else. ~Harry Browne In every free-market exchange there are always two profits: the seller profits and the buyer profits. ~Harry Browne   Resources   The Secret of Selling Anything by Harry Browne is available in paperback form online via The System Press, by telephone at 1-845-757-5037. Or, you can order the Kindle version via Amazon.com.   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Purpose, Leadership, Business, Relationships, Money   Summary   Does focusing on bringing value to others--actually placing their interests first--mean that you’re more likely to lose out or be taken advantage of? Or, more likely to win big? We’ll discuss that in our Thought of the Day. And later in today’s interview, we’ll talk with Lisa Earle McLeod, who has created a movement of “Noble Purpose” first in selling, and now in leadership. And the results? I’ll bet you can guess? That and more on today’s show. Bob's Thought of the Day   You’ll discover:   Why Bob and his co-author John David Mann often say that “money is an echo of value.” The life-changing advice about making money Bob once received from an old mentor. Why the target is serving your customer, not making money. And why there’s nothing naive  about that; but it’s actually the most profitable way to do business! They key to experiencing immeasurable growth in your sales success and making more money.   Interview with Lisa Earle McLeod   You’ll discover:   What it means to pursue a “noble purpose” and how it eliminates the false dichotomy between making money and making a difference. Why focusing on improving your customers’ lives is more profitable than focusing on making money. A moving story about Lisa’s Father in his final days and the impact he made on others through his business. Why you must move from a “money” story to a “meaning” story. A vital reminder that your business has a story. It starts with yourself and ends with the story you tell your customers. Why nobody ever created something interesting by asking, “How can we make more money?” but rather, “How can we help more customers?”   Click to Tweet   Discover how to lead with noble purpose by making money AND making a difference. Feat. @LisaEarleMcLeod Learn how to move from a “money” story to a “meaning” story. via @LisaEarleMcLeod Your business has a story. It starts with yourself and ends with the story you tell your customers. via @LisaEarleMcLeod   Interview Links   NobleSalesPurpose.comLEADING with Noble Purpose: How to Create a Tribe of True Believers by Lisa Earle McLeodSelling with Noble Purpose by Lisa Earle McLeodThe Triangle of Truth by Lisa Earle McLeodForget Perfect by Lisa Earle McLeodFinding Grace by Lisa Earle McLeodCheck out Lisa’s blogFind out more about Lisa’s speakingFind out more about the Noble Purpose Institute   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Leadership, Disney, Culture, Business, Customer Service   027 Disney Leadership Magic   Summary   A huge part of leadership, in business, and in life, is expressing gratitude. One of the very best ways to express gratitude is also one of most old-fashioned. We’ll discuss that in our Thought of the Day. And later in the interview segment, we’ll talk with Lee Cockerell, the man who ran Operations for the Walt Disney World Resort for many years and created much of the leadership training for which it’s so well-known.   Bob's Thought of the Day   You’ll discover:   Why it’s so easy to distinguish yourself from others by sending handwritten thank you notes. How handwritten notes impact others. The reasons people often keep these notes.   Interview with Lee Cockerell   You’ll discover:   The three things Disney does better than almost anyone else. How to get your company culture right, and why it’s so difficult. Why great people, not products, are the only strategic advantage you have. How his insecurity held him back as a young leader. How the RAVE strategy (Respect, Appreciate, Value Everything) can impact your life. What Lee’s extensive travel taught him about respecting and appreciating other people. The #1 reason people leave a company (and relationships). Why you should never underestimate the power of encouraging and thanking others. Lee Cockerell’s 10 Strategies for Creating Magic:   Remember, Everyone is Important Break The Mold Make Your People Your Brand Create Magic Through Training Eliminate Hassles Learn the Truth Burn the Free Fuel Stay Ahead of the Pack Be Careful What You Say and Do Develop Character   Click to Tweet   It’s not the magic that makes it work, it’s the way we work that makes it magic. via @leecockerell Culture is not part of the game, it IS the game. Get that part of it right and everything else takes care of itself. via @leecockerell Interview Links   LeeCockerell.com Creating Magic: 10 Common Sense Leadership Strategies From A Life At Disney by Lee CockerellTime Management Magic by Lee Cockerell The Customer Rules by Lee CockerellCreating Disney Magic (Podcast) Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Influence, Success, Reality, Relationships, Leadership   Summary   Today’s episode will only have the Thought of the Day segment, where we’ll look at the importance of grounding your influence and success inside...reality. Next week, we’ll feature a terrific interview with Lee Cockerell, the former Executive Vice President of Operations for Disney World and author of a number of books, including Creating Magic: 10 Common Sense Leadership Strategies from a Life at Disney. He’s also the creator of Disney Great Leader Strategies which was used to train and develop the 7000 leaders at Walt Disney World. As you might imagine, Lee is one of those people you learn from every time you speak with him. That’s next week. Thank you for joining us today as we look at the connection between influence, success, and reality.   Bob's Thought of the Day   In the past we’ve defined influence (at least on a basic level) as the ability to move someone toward a desired action, usually within the context of a specific goal. While that might be the definition, it’s not necessarily the essence of influence, which is pull. It’s pull as opposed to push, commitment as opposed to compliance, persuasion as opposed to manipulation. Ultimate Influence™ is the ability to get the results you want when dealing with others while also helping them feel genuinely good … about themselves, about the situation, and about you. The person who does this consistently can be a great corporate or team leader, a top-producing sales professional, and an overall success in life. We can influence people as well as influence the physical world around us. But before we can expect someone or something to change, we must first see it as it currently is. That might seem counterintuitive because in so much personal development literature and teaching, we are taught to see things not as they are … but as they could be. In other words, do you want to inspire a team member to improve themselves? Your child to be more responsible? The customer service representative to allow you to return the item even without the receipt? Don’t see the people or situation as it is, but how it CAN be. Well, yes … but not so fast! :-) In studying success for many years, it’s always hit me that sustainably successful people are very connected to “reality.” That doesn’t mean they don’t look for ways to improve on the current reality; of course they do. But there’s a connection to that reality. This holds true for the greatest influencers. If you want someone or something to change a position, opinion, or form … you must first see it as it is. Only then can you understand exactly who or what you’re dealing with. There are certain natural laws of life. They are not necessarily good or bad. They just are. They are immutable and unchangeable. With those laws, you have two choices: acknowledge them, or deny/ignore them. What you cannot do is change them. They are what they are. Let’s take the example of gravity. Gravity works everywhere on earth. No exceptions; no excuses. It’s neither good nor bad. It just is. I guess it can be considered good in that it keeps us from floating helplessly into space. It could be considered bad when falling off a seven-story building. The Law of Gravity cannot be changed. And, you know what? It doesn’t matter how much you’d like it to not be true, how unfair you think it is that gravity works the way it does, or even how hard you imagine it as it could be … it is exactly what it is and works exactly as it has always worked. Think about this. Human beings cannot fly! Or … can we? Actually, we can. Most of us have done so. We’ve traveled great distances at high speeds in a tubular-shaped hunk of metal called an airplane. Lately, we can even check our email and post and converse on Facebook and Twitter while doing so. However, for the airplane to have been created, its developers first had to understand and acknowledge the Universal Law of Gravity and how it works. Only by tapping into the truth of gravity (and aerodynamics) could they work within its principles and actually use them to create the opposite effect, resulting in flight. You must first accept how something IS. Then rather than trying to change it, look for ways to work with it in order to obtain the results you want. It’s exactly the same with people. There are certain universal laws of human nature that, while not necessarily convenient, simply are. We can only work within them after we first acknowledge them. That is the only way to effectively influence others in a way that results in a win for everyone involved. In other words, the laws of human nature are just as true as the physical laws of nature. Do you ever find yourself thinking: “He doesn’t care about the facts” … “She’s only looks at the price, not the quality” … “His ego is so big” … “She argues even when she knows she’s wrong.” Or even, “All he cares about is himself!” These are some of the effects of Human Nature. Different for different people, they deal with decision-making, emotion, ego, etc. Human nature itself can be defined as the instinctive behavior that governs action concerned with the self and with self-interest. There are also some immutable Laws of Human Nature that apply to everyone. What I believe is the biggie of them all was eloquently summed up by Dale Carnegie in his classic, How to Win Friends and Influence People, where he wrote: “Ultimately, people do things for their reasons; not our reasons.” Even if those reasons don’t make sense to us! As the great Harry Browne taught, “People will do what they believe will make them happy, as they understand happiness and within the available options they believe they have.” And that is the overriding Law of Human Nature that only after one understands and accepts can they ever be an effective influencer. This is why the greatest influencers continually ask themselves questions such as: “How does what I want this person to do, or what I’m asking this person to do, align with THEIR goals, THEIR wants, THEIR needs, THEIR desires, and THEIR values?” When we ask these questions thoughtfully, intelligently, genuinely, and authentically--not as a way to manipulate other people to do our will but as a way of building and benefiting everyone in the process--now we’re on the right track toward powerful influence. When you embrace human nature and work within it in such a way that you help the other person achieve their reason, you’ll find yourself to be one of the most powerful and influential people you know. Great influencers don’t waste their time wishing people were different or that human nature wasn’t what it is, but rather work within reality--in this case, the laws of human nature--to benefit everyone involved. As professional educator Mark Crotty, Head of St. John’s Episcopal School in Dallas, Texas, tells his students, “If you’re going to improve the world, you’d first better understand it.” Ahhhhh, yes, indeed! Well said, Mr. Crotty. Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Thinking, Decisions, Purpose, Career, Business   Summary   How often does it happen that seemingly small decisions bring with them enormously positive gifts, or very negative consequences? We’ll discuss that in our Thought of the Day. And later, in today’s interview, super entrepreneur Steve Olsher asks: not what is your why … but what is your … what? That and more on today’s show.   Bob's Thought of the Day Actions without thought can potentially lead to disastrous consequences. And, even if not disastrous, consistently thoughtless actions can lead to consequences that are certainly counterproductive regarding success financially, physically, spiritually, mentally, emotionally, and in other ways. For instance, consider the non-thinking decision to say something hurtful to your spouse or children that, once said, you can’t take back. How will it affect them or your relationship with them? What about the non-thinking (or perhaps even thinking) decision to say something less-than-truthful to a prospective customer in the sales process? What about the decision you make to call on just one more prospective customer after a day of 27 “no’s”?  What about the person outside the supermarket who looks hungry and dirty, as though they haven’t eaten? You COULD just walk past them like everyone else does, but what if you give them a few dollars and wish them success?  What decisions have you made; what decisions are you making; and what decisions will you make … maybe seemingly small ones, that will have a long-lasting effect on your life and that of others? The truth is, we don’t necessarily know at the time we make these decisions. But, we can think as we’re about to. We can consciously and thoughtfully determine what the results might or might not be, both negative and positive, and make our decisions based on a new level of consciousness.   Interview with Steve Olsher So often we talk about finding your why. But it’s even more important to find your what. Your why is outside your personal wiring; it’s something that you choose. But your what is something that has chosen you. Your what reflects how you’re naturally wired to excel. Very few people of greatness have not been through great trials. There comes a point where they decide to overcome the challenges that life has given them. If they can do it, you can do it also. In his book What is Your WHAT?, Steve talks about the Seven Life-Altering Principles. It’s based on a premise that your power to influence yourself will always be enormously greater than your power to influence others. Principle #1 is the YaNO: facing the moment of truth where a decision you make can lead you toward your goals, or can take you in a direction that leads you away from your goals. It’s hard to take personal responsibility for the choices you make. The you of tomorrow should always look back and give thanks to the you or today. You can’t live in the past, and you can’t stay in the present because it goes by so quickly. You can only really live for tomorrow and lay out a game plan for where you want to go, and be conscious of the choices that will get you there. Steve discusses the principle of Unconscious Competence, the state of knowing that is now a part of you. Very few people ever achieve this level because most of us give up before we can reach that level of competence.   Interview Links   SteveOlsher.com WhatIsYourWhat.com Get your free online copy of What is Your WHAT? Internet Prophets: The World’s Leading Experts Reveal How to Profit Online by Steve Olsher Reinvention Radio Podcast   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Humility, Leadership, Values, Business, UPS   Summary   What IS humility? When we speak of someone being humble, do we picture them looking, being, or acting in a certain way? Is “being humble” the same as being weak, or having a lack of self-confidence? Or, is there a false premise at work there? We’ll discuss that in our Thought of the Day. And, later, in today’s interview, he began as a UPS driver and worked his way up to President of the company. Ron Wallace will share Leadership Lessons from a UPS Driver,  which just happens to be the name of his new book. That and more on today’s show.   Bob's Thought of the Day   People generally agree that humility is one of the most worthy character traits a person can possess. However, in modern western thought, humility is a concept that is often misunderstood. Imagine that the humblest man in the world is knocking at your door. As you go to greet him, what do you imagine he would look like? Would he be a meek character, staring at his shoes? If he even spoke, would it be a whisper? Would he be afraid to look into your eyes? This is not humility, that’s self-loathing, or at best, just really shy. Many years ago I co-authored a book called GOSSIP: Ten Pathways to Eliminate It From Your Life and Transform Your Soul with Lori Palatnik. As part of the book, we looked at humility from an ancient Jewish perspective, which teaches that Moses was the humblest man who ever lived. (Please know, this is not a slight to YOUR religious tradition. I’m just using mine as an example.) But how could Moses be called humble since he stood up to Pharaoh? Moses spoke firmly with confidence and said, “Let G-d’s people go!” He also led the Jewish people through forty years in the desert and then to victories in war. Moses was no meek and mild man. So why is he referred to as the epitome of humility? It’s because humility doesn’t come from thinking, “I’m nothing.” Rather, real humility comes from knowing, “I’m something--but I know that G-d is the source of all my talents, skills, and success.” There are many reasons you might have success: hard work, persistence, doing what others won’t do, and other reasons. So take pleasure in your success, but don’t take pride. This is the difference between humility and arrogance. Arrogance says, “It’s all about me. I did it alone and didn’t need anyone’s help.” Humility says, “I took responsibility for the things I could, but also had a great deal of help along the way.” It’s hard to be humble when you think you are the sole source of your success. But it’s easy to be humble when you realize that your success is the result of a lot more than JUST you. Perhaps humility can best be summed up in the words of Christian Theologian and novelist, C.S. Lewis, who wrote, “True humility is not thinking less of yourself; it is thinking of yourself … less.”   Interview with Ron Wallace   Leadership is about having a values-based culture. Many companies espouse values but don’t live them. UPS is a very team-driven culture and uses simple principles in a structure that everyone can understand. It always comes back to the people. UPS doesn’t have heroes and superstars; the company is built on ordinary people. Humble leaders accomplish the most. They must delegate and trust their people. Once a person is trained, they are given valuable equipment and resources to use in their responsibilities. UPS wants the company’s managers to think like owners. Once you have the best people around you, let them do their job. UPS doesn’t practice the principle, “If it’s not broke, don’t fix it.” If it’s near-perfect, take another look at it and see how it can be improved. UPS very seldom uses titles; they work on a first-name basis. Ron shares a story of turning around Canada’s struggling UPS operations and credits the success to the team members.   Interview Links   LeadershipLessonsByRonWallace.com Leadership Lessons from a UPS Driver: Delivering a Culture of We, Not Me by Ron Wallace Follow Ron Wallace on Twitter   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Morning, Change, Success, Goals, Habits   Summary   Does the early bird really get the worm? Well, it seems so. And there are other benefits to making the morning work FOR you. We’ll discuss that in our Thought of the Day. And, later, in today’s interview, Hal Elrod took morning productivity to a whole new level in his bestseller, The Miracle Morning. Actually, we’ll learn that his story is somewhat of a miracle itself. That and more on today’s show.   Bob's Thought of the Day   “Master your morning and your master your day.” I’m not sure who said this, but it’s certainly true. It’s been said that if you tackle your biggest priority before 10 a.m., chances are that your entire day will be successful. Stories abound of people who credit their success to getting up early. But this can be an issue for some. Many years ago, in my mid-20’s, I was listening to a series by Zig Ziglar, and he was discussing the importance of rising early and having a great attitude about it. Although a few years earlier I was up a 3:30 a.m. every morning because I was a television anchor for a 6 a.m. newscast, I did not see myself as a “morning person.” But if Zig said it was important, I figured it was. My greatest hero, my Dad, had been setting that example for as long as I’d known him. He was always up at 5 a.m., praying, studying, exercising, and going to Miyan at the local Synagogue. He was always up very early, and always with a fantastic attitude. And, one of the most successful people I know! So, I listened to Zig teach me how to wake up with a great attitude. He said that for 21 days, get up as soon as the “opportunity clock” (not “alarm clock”) goes off, get in front of the bathroom mirror, excitedly tell yourself how great it was to be alive, how this day is going to be magnificent, and how you love being up in the morning. That’s exactly what I did, and it worked. It worked well before the 21 days. Others give different time frames for forming a new habit (30, 45, or 60 days), but I propose that it doesn’t matter. The most important number is however many days it takes for you. The key is understanding that the early mornings are your friend, your ally. Remember Ben Franklin’s words from Poor Richard’s Almanac: “Early to bed and early to rise, makes a person healthy, wealthy, and wise.”   Interview with Hal Elrod   Hal shares a story of how a traumatic car accident dramatically changed his life. While blame determines who is at fault for something, responsibility determines who is committed to improving things. Blame identifies who is at fault. Responsibility means choosing to be happy in the midst of your circumstances, to choose to do the things that will get you where you want to go in your life. The degree that you take responsibility is the degree you have the power to change your life. How you begin your day sets the tone for who you become and how you show up for the rest of the day. If you can win the morning, you can win the day. If you want your life to be significantly different, you must do something significantly different. SAVERS (morning practices): Silence (Meditation/Prayer), Affirmations, Visualization, Exercise, Reading, Scribing (Writing/Journaling). What if you don’t have time to practice the SAVERS in the morning? Go to bed an hour earlier to get an hour earlier. The last hour before you go bed is not usually very productive. Also, you can scale these practices for how much time you have. It doesn’t have to be an all or nothing proposition. What if you don’t consider yourself a morning person? One of the easiest ways to begin a morning routine is to set your alarm clock alarm across the room, which forces you to get out of bed. The average person lets their emotions dictate their actions, while achievers let their commitments dictate their actions.   Interview Links   MiracleMorning.com The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life … Before 8 AM by Hal Elrod Achieve Your Goals Podcast   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sales, Assets, Leadership, Business, Strengths   022 Selling from “Strengths” - Anthony Iannarino   Summary   We all have strengths and weaknesses. And, while improving certain weaknesses are important, we generally want to lead from--and WITH--our strengths. We’ll discuss that in our Thought of the Day. And later, in today’s interview, sales teacher extraordinaire Anthony Iannarino shows how our strengths apply to sales success. That and more on today’s show.   Bob's Thought of the Day   Recently, while watching a boxing match on television, I noticed that one of the fighters had a better left jab than the other. They were mostly equal in skill, yet a superior jab made all the difference. You see, with a good enough left jab (for a southpaw, it would be a right jab), you can virtually control the fight. Practically all the boxing greats in history had great jabs. What does this have to do with sales, or with success in life in general? We all have a fundamental “punch” or “jab,” so to speak. As Mike Litman calls it, our “asset of value” that you bring to the table. It’s the frame from which all good things proceed. Of course, your jab doesn’t harm the other person, but helps them in every way that a sales professional helps a customer, or one human being helps another. You left jab, or main strength, might be a warm smile, a sense of empathy, an ability to ask questions that draw out information, or another valuable skill. Whatever your jab is, keep working on it and refining it. So what is your left jab? Did you come by it naturally, or did you have to work hard to develop it? Perhaps both. The final question: Do you help others in your life understand and develop their jab so they can help more people as well?   Interview with Anthony Iannarino   In order to be effective, you must lead from your strengths. Some salespeople will do very well in some areas, but do poorly in other areas. The larger a deal is, the more typical “closing” behaviors tend to work against you (i.e. the “always be closing” mentality). Empathy and trust become more valuable when risk and the strategic outcome goes up. Other valuable skills in this context include negotiation and being able to show people the tradeoffs they are making. If you’re not others-oriented, selling will be hard no matter what sales level your skills are. If you’re a manager, you need to help people develop the skills they need. You have to provide them with a set of experiences to help them.   Interview Links   The Only Sales Guide You’ll Ever Need by Anthony IannarinoTheSalesBlog.comFollow Anthony Iannarino on Twitter Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Encouragement, Recognition, Relationships, Leadership, Business     Summary   Is encouragement what the world most lacks today? Even if it’s not the #1 need, it’s still very close to the top. What can we do about that? We’ll discuss that in our Thought of the Day. And later, in today’s interview, we’ll talk with former Chairman and CEO of YUM! Brands, David Novak. He’ll share powerful lessons from his new book, O GREAT ONE, which helps us understand the vital importance of encouragement through recognition … in the workplace. That and more on today’s show.   Bob's Thought of the Day   Several years ago, I had lunch with my friend Tom Ziglar and his father, the legendary, late Zig Ziglar. Zig said something that was absolutely fascinating. Keep in mind that for nearly his entire adult life, Zig studied the thought processes, motivation, and human nature of people. And even at that lunch, he was carrying with him a notebook and pen in case something noteworthy came up. Zig said that with all he had learned, he found that the biggest problem in the world today is a lack of encouragement. People are not encouraged enough. People do not feel encouraged. I had to stop and think about that, and I continue to think about it today. Consider the typical person who, from the time they’re little, grows up in a world where other people are putting them down, criticizing them, or even bullying them. This unfortunately happens in the home sometimes as well. According to Dictionary.com, the word “encourage” comes from the Old French “encourager,” which means “to make strong or hearten.” The prefix “en” means “to make,” so to encourage someone literally means to make them courageous. We can do this by inspiring someone with spirit or confidence, stimulating them by approval, or promoting or advancing them. What does all this tell us? That we can do any of those things, for anyone. For instance, if someone comes to us with an idea, and our natural REACTION is to discourage them with why they’re wrong or why it won’t work, we can instead RESPOND with encouragement. This doesn’t mean we should give false praise or be phony. It just means we always have a choice. We can EN-courage (give them courage) or DIS-courage (take away their courage). Encouragement might be exactly what the world needs most.   Interview with David Novak   There is a global recognition deficit. People want to be recognized. Recognition is the most powerful tool you can use. There is nothing “fluffy” about encouragement. Leaders have two fears when it comes to recognizing people: 1) If they recognize people, they won’t keep working hard. 2) They are afraid that those who aren’t recognized will be upset. Neither of these assumptions are true. You must recognize the behaviors you want to see. David talks about the “Bob” problem: people work years and years in their company and they don’t feel appreciated. 82% employees feel like their supervisors don’t recognize them for what they do. 40% of people say they will work harder when they are recognized. The more you give, the more you will receive. You have to show people you care about them by listening to them. If you really listen and show you care, you will get ideas from all over the place. The people closest to the customer generally have the best ideas. The guiding principles of recognition: 1) People won’t care about you if you don’t care about them. 2) The best way to show people you care is to listen to them. 3) A great idea can come from anywhere. 4) Recognize great work and great ideas whenever and wherever you see them. 5) Make recognition fun. 6) Make it personal. A leader has to celebrate others’ ideas more than their own ideas. Once you start leading people, your job is to inspire and encourage people. People do what the leader expects and celebrates. Personalize recognition around your business. For instance, David used to give away signed rubber chickens (and $100) to those he recognized. When you give away a little bit of your heart and personality, that’s what means a lot to people. Also, make it spontaneous. Don’t wait for an annual awards banquet. The biggest objection people have to the concept of recognition is that they don’t believe it will work “here” (their company, country, industry, etc.). But these principles will work anywhere and everywhere because recognition is a universal need.   Interview Links   O GREAT ONE!: A Little Story About The Awesome Power of Recognition by David Novak Taking People With You by David Novak The Education of an Accidental CEO by David Novak OGO Productions   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Leadership, People, Serving, Business, Values   Summary   Everything we think, feel, say, and do—as human beings, as entrepreneurs, as salespeople, and as leaders—typically springs from our values. We’ll discuss that in our Thought of the Day. And later, in today’s interview, former President of Starbucks North America, Howard Behar, will share with us several powerful leadership principles for his recently-released book, The Magic Cup. That and more on today’s show.   Bob's Thought of the Day   What we truly value—not what we say we value but what we actually value—drives our behavior. For example, a person may say they value spending lots of quality and - just as importantly - quantity time with their family. But if they consistently work an unreasonable amount of hours and ignore their family, then family time is not truly a high value to them … at least, not as a high a value as spending time at work is. There’s no judgment involved here. It’s simply part of human nature: our true values are revealed in our actions, not our words. Likewise, if someone says they value speaking positively about others and uplifting them, yet they are constantly gossiping, then positive speech is not a high value for them … at least, not as high a value as gossiping. This principle applies to every area of your life: We do what we most value. Here’s an exercise that will be helpful. Write down these 8 areas, or “values” of life: financial, physical, spiritual, mental, emotional, social, relational, charitable. (You can add additional areas if needed.) Underneath each area, list various actions that indicate how a person would fulfill them. Then rank these overall values according to how important each one is to you. For example, under “physical” you might list these actions: healthy lifestyle, exercise, healthy diet, walking instead of driving whenever possible, getting 8 hours of sleep per night, eating a non-healthy dessert once a week as a reward, or whatever else is important to you. Your list of actions under “physical” might be different. Over the next two weeks, check your actions against what you’ve written as the indicators under each value area. Do your actual actions match what you say are indicators of each value? This is not a matter of judgment, or the need to feel badly if you’re not on track. It’s just a matter of awareness. Once you’re aware that you’re not where you want to be, then you can take steps to change it … if you value changing more than you value not changing.   Interview with Howard Behar   Howard’s new book, The Magic Cup, lists 11 “virtues of the magic cup.” These are: responsibility, curiosity, cooperation, trust, truth, hope, forgiveness, focus, stewardship, courage, and connection. These are values that one needs to be a successful leader. On the value of cooperation: Howard received a note from a barista who worked at Starbucks. She said it’s one of the only places she’s ever worked where everyone was “in it together.” This doesn’t mean that everyone in leadership at Starbucks always agreed; it meant they worked together to try and achieve the organization’s goals and mission, and tried to help others achieve their personal goals along the way. It’s about treating others with respect and dignity, listening to other people, and working out your ideas together. Collaboration, partnership, connection, and communication are important aspects of cooperation. If you’re married or have a significant other, the most important thing you can do is listen. You must listen with both your ears and your eyes. On the value of forgiveness: We don’t often hear this value mentioned in leadership books and teaching. It’s important on both sides of the aisle. A leader has to look at his/her own actions, be in tune with where they are, and be willing to listen. They have to be the first one to say, “Please forgive me for that mistake.” On the other side, they also have to be willing to forgive others. But we often struggle with forgiving others and saying, “It’s OK, we all make mistakes. Let me help you.” This is a key quality of a leader because we value others being vulnerable. If you can’t forgive others, you’re not authentic and vulnerable. The figurative “Holy Grail” in the book is the “Treasure Beyond All Price.” It’s not money, position, or power … it’s the understanding that we’re all here to serve in one way or another. If you could put one thing on everyone’s business card, it should be a “server of others.” At the end of the day, none of us can accomplish anything without others. There’s only one thing that makes you life meaningful and whole: serving others. Serving others is not about shoving a cup of coffee across the counter. It’s understanding where that person is in front of you. Howard used to tell Starbucks employees that they are social workers. One person may want coffee with no conversation, but another person may want coffee and can’t wait to tell you that their son got a full ride scholarship to college. Put up your antenna and really listen. The treasure beyond all price is recognizing the importance of others and making it a part of your life … it’s moving from a “me” focus to an “other” focus. Quote from the book: “We need to give one another a reason to believe we can all be part of something remarkable, that together we can make something important happen.” In order to equip people to do this, you have to include them on the journey. We’re mainly talking about purpose: the purpose of an organization that everyone signs on to. If people have contributed to it, they will sign on to the goals, values, and virtues. They have taken the journey together, so are committed to it. It’s common for leaders to determine the purpose of an organization on their own, then declare it to everyone else. But every once in awhile you have to get the team together. You have to start talking about it again. Ask how others feel about the purpose and what they would change. Make it part of everyone. You must constantly go back and check with people who are new, and others who have forgotten why they are there. You’re trying to build emotional connections between people and the greater purpose, which at its root is about serving others.   Interview Links   HowardBehar.com The Magic Cup by Howard Behar It’s Not About the Coffee by Howard Behar Connect with Howard on Twitter   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Entrepreneur, Business, Profit, Investing, Sales   Summary   Practically every financial advisor will tell you that if you want to build a healthy nest egg, it’s important to “pay yourself first” as soon as you receive your paycheck. That’s an important principle we’ll discuss in our Thought of the Day. Later in today’s interview, well-known entrepreneur Mike Michalowicz shares his painful discovery that paying yourself first as a business owner is just as important if you want to have a healthy company. He explains why and shares how to do so. That and more on today’s show.   Bob's Thought of the Day   If you’ve ever flown on an airplane, you’ve heard the pre-flight announcement advising that in the event of a loss of cabin pressure, you should put on your own oxygen mask before placing it on your child. This seems counter-intuitive for any parent; what parent wouldn’t want to help their child first? Yet those instructions exist for a reason: you can only help your child when you yourself can breathe; you can only help others when you yourself are healthy. Any respected financial planning expert would recommend you follow the same principle for your personal finances: as soon as you receive your paycheck, take out the amount you’ve chosen to save or invest before you do anything else. Many experts advise making this an automatic transfer. In fact, that’s the meaning of the word “automatic” in David Bach’s best-selling investment book The Automatic Millionaire. It’s easy to believe that we’ll take what’s left after paying the rest of our bills and invest it. But more often than not, we don’t follow through with this. If we pay ourselves first, we can learn to adjust our spending. The principle of paying yourself first works not only in finances, but in other areas of life as well. For instance, respecting others begins with a healthy amount of self-respect. Those who value others genuinely value themselves. This does not contradict the Go-Giver philosophy of focusing on bringing value to others; it simply means that in order to give to others, we must have value to give. Be sure and have your own act together and there’s a much greater chance that you’ll have more to give others, including the most valuable gift of all … yourself.   Interview with Mike Michalowicz   Profitability brings stability. If you want to continue serving customers and making a difference through your company or business, you must be financially sustainable. 83% of small businesses (defined as those making $25 million or less in revenue) are surviving week to week. The result is that if they don’t receive a deposit this week, they can’t make payroll or pay expenses. Mike shares a personal story about coming clean to his family about his financial failure as a younger man. A turning point was when his 9-year-old daughter ran from the room, brought back her piggy bank, and volunteered to help the family. Profit is not an event; it must become a habit. Every transaction, every moment, and every single thing about your business must facilitate profit. Profit is the result of a series of small wins that add up over time. It’s not one giant event that happens at some point down the road. The most important question is not “How big is your business?” Rather, it’s “How healthy is your business?” There is a culture of bravado that puts the emphasis on the size of your company rather than its health. However, rapid growth without financial growth will kill your company. The Profit First philosophy emphasizes flipping the core accounting formula that everyone knows: sales minus expenses = profit. This sounds logical, but it doesn’t work behaviorally. The reason is that in this formula, profit falls last. When something comes last, it gets ignored. We must flip this formula to this: sales minus profit = expenses. Whenever sales are generated, take a predetermined amount that you want to set aside as profit and put it in a separate checking account. When you take out profit first, you are inherently forcing yourself to become more innovative, find new ways to extract more value from your business with less expenses, become more frugal, and reverse-engineer your profit to make it permanent.   Interview Links   Profit First by Mike Michalowicz The Pumpkin Plan by Mike Michalowicz The Toilet Paper Entrepreneur by Mike Michalowicz MikeMichalowicz.com Profit First Podcast Connect with Mike on Twitter, Facebook, and Google+.   Resources   The Automatic Millionaire by David Bach GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Sleep, Rest, Priorities, Health, Habits   Summary Sleep is a vital part of our lives, yet it might not seem so based on the way we treat it. Proper sleep has amazing benefits When we ignore this, the consequences can be disastrous. We’ll discuss that in our Thought of the Day. Later, in today’s interview, we’ll chat with media mogul Arianna Huffington, who is on a mission to impact the way we think about sleep through her recent bestseller The Sleep Revolution: Transforming Your Life, One Night at a Time. That and more on today’s show.   Bob's Thought of the Day Imagine that you’re sitting at your desk at mid-morning, working on a project, and you feel yourself nodding off. But you can’t: you have work to do and deadlines to meet. It’s an uncomfortable feeling. Imagine that you’re driving, and all of a sudden you can’t see the road clearly. Your mind and your vehicle begin to drift as you struggle to stay awake. You catch yourself just in time and avoid putting yourself and others in danger on the highway. Imagine that you’re talking with a friend, family member, or business associate. They say or do something that is a bit annoying, but would typically not be a big deal. However, in this case you snap and say something hurtful that damages the relationship. There is an excellent chance that in each of these situations, the problem was caused by a lack of sleep. According to the National Sleep Foundation, 50-70 million people in the U.S. have some type of sleep disorder. Teens are especially sleep-deprived as a result of their screen time, natural body clocks that keep them up later, and school that might start too early. But many adults even without sleep disorders don’t get nearly enough sleep, either. Why? We simply don’t value it. For too long, we have thought of sleep as a necessary evil that limits our productivity. But nothing could be further from the truth. We tend to put sleep at the bottom of our priority list. It’s the first thing to go when we’re feeling pressured. Yet, when we have both the right quality and quantity of sleep, we receive amazing benefits, including improved health, a stronger immune system, improved mood, and a boost in productivity. Until recently, Bob thought of sleep as a waste of time. Now, he believes the opposite. His wake-up call was inspired by Arianna Huffington’s own wake-up call regarding sleep. She experienced a health crisis that led her to take sleep much more seriously. She made changes that improved her quality of life, and she is now helping countless others recognize the value of sleep.   Interview with Arianna Huffington  During the Industrial Revolution, we began to treat human beings like machines. Now the lack of sleep is a worldwide problem in industrialized nations. Sleep deprivation makes you more moody and reactive, less joyful, and more prone to sickness and disease. Lack of sleep also contributes to depression and anxiety. Sleep is not optional or negotiable. You must have 7-9 hours of sleep per night (the specific amount will vary according to the individual) unless you have a genetic mutation. After the health crisis she recounts in her book The Sleep Revolution, Arianna changed her habits and began to get more sleep. She started by adding 30 minutes of sleep per night. How do you begin changing your habits? First, you have to change your mind about the importance of sleep. Then you’ll be in a position to change your habits. It’s helpful to create a “transition ritual.” We already do this with children when we help get them ready for bed. Choose a time to turn off your devices and create a clear dividing point between your day life and your sleep time. (Arianna only reads physical books before bedtime.) You can incorporate elements such as taking a hot bath or changing into clothes that you only wear for sleeping. Those send a signal to your brain that it’s time to sleep. A standard “rite of passage” for college students is pulling an all-nighter before an exam. But in terms of what the lack of sleep does to your mind, it’s similar to getting drunk. You will perform much better on an exam if you get the proper amount of sleep. All this begs the question, “Arianna, wouldn’t you have been less successful in your career if you had spent less time working, and more time sleeping?” Her answer is “no” -- she would have been even more successful if she had gotten more rest. A lack of sleep prevents you from making good decisions. She cites the example of Bill Clinton, who once said, "Every important mistake I've made in my life, I've made because I was too tired."   Interview Links   The Sleep Revolution by Arianna Huffington Thrive by Arianna Huffington Arianna’s TED Talk “How to Succeed? Get More Sleep” National Sleep Foundation The Huffington Post Alexander Hamilton: Father of American Banking and American Burnout   Resources   GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Business, Sales, Failure, Goals, No   Summary   Not many people enjoy hearing the word “no,” but those who can work past it--and correctly reframe it--create the context for the “yesses” that truly count. We’ll discuss that in our Thought of the Day. Later in our interview segment, we’ll chat with Andrea Waltz, who does a magnificent job helping people to reframe those “no’s.” In fact, she’ll even show us how to GO for no. That and more on today’s show.   Bob's Thought of the Day   There are certain things in life that are nearly universal, and one of them is that almost no one likes to be told no. Whether you’re looking for funding for a startup, asking a person out on a date, or presenting your product or service to a potential customer, you always want to hear yes. When someone tells you no, you feel rejected. Everyone who has been through basic sales 101 training learned that you can’t take no personally because people are saying no to your idea, not to you personally. Even so, being human, iit hurts to be told no. However, no is a part of life. In fact, what knocks many great potential entrepreneurs and salespeople out of business is NOT hearing the word no. It’s believing that they are the only ones hearing no, especially when they only see others who have obtained the success they want. But they don’t see all the no’s those people heard on their way to their eventual yesses. If you’re going to be successful, you will hear the word no over and over again. You’ll learn from many of those no’s and make adjustments that get you closer to a yes. Sometimes a no will result from speaking to the wrong person at the wrong time. Assuming that you have a viable product or service, and that you know how to present it, you’ll be able to work past the no’s to obtain the eventual yesses.   Interview with Andrea Waltz   Andrea talks about the need for an entirely new mindset about the word no. Instead of running from it, we must embrace it. Most people have been trained to avoid the no’s, but we must take the opposite action and embrace them. We’ve all been taught to set “yes” goals. When we hit a yes goal, we tend to slow down or stop. Instead, set a goal for the number of no’s you want to hear. Focusing on the no’s will change your behavior and help reduce the fear of receiving no’s. As a result, you will enjoy the process more and increase your opportunities. Sales is not only a numbers (intellectual) game, it’s also an emotional one. “No” goals help you be detached from the outcome, and you feel less pressure to get to a yes. Yes is still the destination, it’s just changing the understanding of how you get there. It’s all about taking a negative reality and putting a positive spin on it. A great starting point is to be aware of how many no’s you are getting, and then setting a goal for the following week. If you feel a lot of anxiety about getting no’s, start with a goal of one no and build from there. How do you know when to accept a no and move on? Remember that it’s not about badgering people, it’s about having the right amount of persistence. Most salespeople give up way too soon. Persist and consistently add value to people’s lives and businesses, and get their permission to check back later on. Then be sure to follow up with them.   Interview Links   Go For No! Yes is the Destination, No is How You Get There The Diamond Line book The Fear Factory book GoForNo.com GoForNo.com/Notivation (Notivation monthly ezine) Twitter.com/GoForNo Facebook.com/GoForNo   Resources GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Alignment, Values, Mission, Goals, Happiness   Summary   It’s one thing to espouse a set of values. But we only find true happiness when we live in alignment with those values. We’ll discuss that in our Thought of the Day. Later in our interview segment, we’ll be joined by JB Glossinger, who shows us how to ensure that we live in a way that is truly congruent. That and more on today’s show.   Bob's Thought of the Day   Bob shares a story from his younger days: when he and a friend went for a drive in his first car, Bob showed him how the car was out of alignment. When he took his hands off the wheel, the car slowly drifted to the right. Without fixing it, it would continue going further away from the correct path. The same is true for us: when our actions are out of alignment with our values, we become unhappy. This is important because we want to be happy. The pursuit of happiness is not only written in the U.S. Declaration of Independence, it’s the ultimate goal (even if unconsciously) for every individual. Happiness is often the byproduct of living and acting in certain ways, rather than something you seek directly. The late Harry Browne taught that everyone seeks happiness and makes decisions based on what they believe will bring them happiness. Bob defines happiness as “a genuine and ongoing feeling of joy and peace of mind: the result of living congruently with one’s values.” In other words, if you want to be happy, your actions must match your values. Happiness is not just an individual pursuit. For instance, if the highest value of a sports team is winning, and the team members are all aligned with this value, they will be happier and have more wins than losses. But if several of the players are more interested in themselves than the team, the result will be less happiness and more losses. The same is true in business. The culture of a company begins at the top and trickles down. If a leader wants to create a definitive company culture, he or she must communicate a set of values clearly and consistently, then act on those values. But if the leader communicates one set of values, then acts according to another set, it will negatively affect the entire company. As individuals or as a team, the most powerful way to attain happiness is to make sure that your goals, values, and actions are all going in the same direction.   Interview with JB Glossinger   A key premise of the book is found in this passage: “So, freedom was my top value, yet there I was locked in a prison of an office every day. Did I really have to ask why I was miserable? … My goals had been all wrong because they had nothing to do with my values. My life was totally out of alignment with what I really cared about and wanted.” JB shares that freedom was an important value of his. However, he realized that the way he was living, and his values, had nothing to do with freedom. JB shares a story about connecting with what he calls “the observer.” In this moment, he realized that there was so much more to life than fulfilling his own needs. He experienced an awakening of his spirit and understood that there is more than just the need to be right, wear the right clothes, or pursue other external indicators of success. The four main ingredients of the Sacred Six are: alignment, mission, values, and goals. Your values are what is important to you. Ask yourself: what is important in my life? What makes me tick? Your values need to be aligned with your mission. This process breaks down for many people when it comes to their goals. Everything, including your goals, has to move you toward your mission. When you make changes in your life to follow your dreams, it doesn’t always go like you plan. Just because you apply the Sacred Six, doesn’t mean everything will go smoothly. JB shares a simple yet powerful lesson from the book, about a man named Frank. He describes the message of Frank’s life this way: “Know what is important to you, and live your life accordingly.” A lot of people spend time doing things they think they want, but really don’t want. That brings suffering.   Resources   The Sacred 6 by JB Glossinger Glossinger.com MorningCoach.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Brands, Fascination, Marketing, Charisma, Power   Summary   What makes a person charismatic? Is it natural presence? Is it learned? Is it different for different people? What does “charismatic” even mean? We’ll discuss that in our Thought of the Day. Later in our interview segment, we’ll visit with Sally Hogshead, one of the most “fascinatingly” charismatic people I know … not to mention, a woman who can teach us how to be the same. That and more on today’s show.   Bob's Thought of the Day   We’ve all experienced being in the presence of a charismatic person. When he or she walks into a room, all eyes seem to turn on them because they radiate an energy that attracts everyone toward them. It has nothing to do with wealth, appearance, or fame; rather, there’s just “something” about them. One way to define “charisma” is this: “a spiritual power or personal quality that gives an individual influence or authority over large numbers of people.” Some examples of this type of person include Dr. Martin Luther King, Jr., John F. Kennedy, and Jacqueline Kennedy. Why are some seemingly ordinary people so charismatic? The reason is that they have very powerfully tapped into a core part of their being in such a way that is almost broadcasts to the world that they’re on a mission you want to know about. They are a force of nature. These people bring to the table an energy that comes from their soul, their heart, what they’ve done, what they are now doing, and what they’re willing to do. In other words, they are in complete alignment with who they really are. Charisma is closely aligned with your authentic nature. So how do you tap into that? Authentic isn’t something you need to become … it’s already at your core. You simply have to embrace what’s already there. It might even mean chipping away at your outer layers, just as Michelangelo chipped away everything in the big block of marble that “wasn’t David.” What are your strengths, and how can you leverage and lead with them to become more influential, charismatic … and fascinating?   Interview with Sally Hogshead   The word “fascinate” comes from the Latin fascinare, which meant “to bewitch or hold captive so the listener is powerless to resist.” The concept of fascination appears in the history of many ancient cultures. Sally identifies seven languages of fascination, and she addresses several of these in the interview. (You can take any message from an advertisement to a political speech and put them in one of the seven categories.) She mentions a few of the categories: innovation (showing a new way of thinking), trust (this is used by financial institutions), and power (used by companies such as Google). When someone is fascinated, as far as it appears to someone looking at brain activity, it looks the same as when you’re falling in love. You don’t necessarily need an advertising agency. The most important thing to know about your brand is what makes it different. The resources section contains a link to the brand fascination assessment, which will give you the marketing strategy that an ad agency would normally give. This is the process used by an ad agency, but distilled down to an hour. You must have certain qualities within your personality and business brand that make people remember you and talk about you. Sally gives the example of a unique business card she uses that costs $2. The winners are the ones who have the most memorable message, not necessarily the biggest budget. You need to find a few details that allow you to stand out, be heard, and be remembered. You have to overdeliver in one specific way so people can use it as a way to remember and describe you.   Resources   HowToFascinate.com Fascinate: How to Make Your Brand Impossible to Resist by Sally Hogshead BrandFascination.com/Book BrandFascination.com (Brand Fascination Profile) The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Relationships, People Skills, Success, Encouragement, Trust   Summary   People skills are so often the differentiator between the talented person who is reasonably successful, and the incredibly successful person who creates buy-­in and commitment from everyone around them. Fortunately, these people skills can be learned, although they must ultimately come from the heart. We’ll discuss that in our Thought of the Day. Then in our interview segment, we’ll be joined by star entrepreneur and bestselling author Dave Kerpen, whose newest book just happens to be titled The Art of People. That and more on today’s show.   Bob's Thought of the Day   Success in both business and life is based on roughly 15% technical skill and 85% people skills. (Dale Carnegie mentioned this in his classic How to Win Friends and Influence People.) Technical skills and talent are vital, but will only get you so far. Often, those with great talent and poor people skills are working for those with adequate talent and great people skills. Whether this is “fair” or not, it’s a principle that has stood the test of time. And like any natural law, you can embrace it or you can deny it. What you cannot do is alter it. The person who goes the furthest is the one who can not only get along with others, but also become someone whom others like and trust. And who can consistently create buy-in for their ideas. As a young man, Benjamin Franklin understood that the best way to achieve success was not by being sharp and sarcastic, and making others wrong. He grasped that he would be much more effective as a result of improving his people skills. This self­ improvement process was detailed both in Franklin’s autobiography, and Walter Isaacson’s biography, Benjamin Franklin. You can have every positive success attribute working for you, but if you can’t work and play well with others, and relate to them in a way that can positively influence their thoughts and actions, you will severely limit your success. On the other hand, if you can conduct yourself in a way that makes others feel good about themselves, and about you, then you’re in a position to make a positive difference in their lives. It’s true that there are those who have achieved great financial success despite a lack of people skills. Yet many of these people have personal relationships that are a mess. The single greatest people skill is a highly developed and authentic interest in the other person. Interview with Dave Kerpen   Trust is everything in business. You can’t do business with people you can’t trust. There is a time and a place for negotiation, but when it errs on the side of dishonesty, it’s very difficult to restore that trust. It’s important to pay attention to the people around you. If they are “bluffing,” they will show it through their gestures, speeding up their speech, and other clues. Dave goes into much more detail about this in his book The Art of People. Be distinctive, unique, and creative! Dave shares a compelling story about how he landed the Burger King account when he worked for Disney Radio as a young man. We all know the value of persistence, but it’s hard to put it into practice. Dave shares key insights about mirror neurons. At the cellular level, we respond to the mood of the person speaking to us. If that person is in a good mood, we pick up that energy. The opposite is true as well. People’s moods are literally contagious. We have to get in a good mood to be effective, persuasive, and inspiring. To get yourself in a good mood, practice gratitude and acts of kindness. Those are the most powerful drugs on the planet. Dave shares an example of holding open the door for a few people, a simple gesture than can impact both yourself and others. What works best, criticism or encouragement? Encouragement and praise work, but criticism doesn’t. When you see behavior in others that needs to be corrected, coach them privately rather than criticize them publicly. Criticism can have a negative long-term impact.   Interview Links   The Art of People by Dave Kerpen ArtofPeoplebook.com Likeable Social Media by Dave Kerpen LikeableLocal.com ExecutiveSpeakingSuccess.com Resources How to Win Friends and Influence People by Dale Carnegie The Autobiography of Benjamin Franklin (online version) Benjamin Franklin: A Life by Walter Isaacson The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review

Technology, Relationships, People Skills, Influence, Social Media   Episode 13: Technology and Relationships—Terry Brock   Summary   Every day we’re surrounded by smartphones, social media, and many other types of technology. We have access to a greater quantity of communication than ever before. But what about the quality of communication? Does technology help or hurt us in this regard? Or is there a third option? We’ll discuss that in our Thought of the Day. In our interview segment, we’ll be joined by Terry Brock, a technology wizard who will help us see that it’s not about the technology, but about the relationship. That and more on today’s show.   Bob's Thought of the Day   All things being equal, people will do business with, and refer business to, others whom they know, like, and trust. This is true no matter if you’re connecting with people face-to-face or online. It’s all about the relationship, no matter what the medium. Those “know, like, and trust” relationships can absolutely be built online. Recent podcast guest Geoff Colvin made an insightful point in his book Humans are Underrated: there is no substitute for human-to-human communication. We are wired to seek out human connection with other people. As a young television broadcaster, I once asked a news director if he thought the Teleprompter was a great addition to broadcasting or whether it would take away from the authenticity of the communication. His response: It’s neither; it’s a great tool but nothing more. The same is true for relationships: what matters is not the technology but the relationship itself. Are you always asking yourself how you can best add value to others? If so, you’re on the right track to connect with people. And, via the amazing technology we have today, many of these people will be those you might otherwise never have had the opportunity to meet.   Interview with Terry Brock   It’s vital that we remember to focus on cultivating, building, and maintaining relationships, no matter what the technology. When you’re getting started, you can provide value by listening to what the other person is looking for. Chris Brogan says we need to grow bigger ears. Video is a wonderful communication tool because you can make a closer connection with someone. Eyejot is an app that lets you easily send video messages to others. We have to leverage technology to build relationships through “R-commerce” (relationship commerce). The key is to be real and genuine. Another great tool is Blab, a livestream video chat platform. People around the world can gather together and talk about topics of common interest. You can always learn new skills. The most important thing is to focus on people. Everyone can learn to be better at relationships. When it comes to learning new technology, it’s good to say “not yet” instead of saying “no.” You might not be able to do something right now, but saying “not yet” will give you the seed of encouragement to move forward.   Resources   TerryBrock.com Terry’s TEDx talk Relationship Marketing: It’s Not About E-Commerce, It’s about R-Commerce Klout Matters: How to Engage Customers, Boost Your Digital Influence--and Raise Your Klout Score Eyejot video Blab The Go-Giver Leader GoGiverSpeaker.com www.burg.com How to Post a Review  

Young Entrepreneurs, Mindset, Habits, Mentoring, Adding Value   Episode 12: Very Young Entrepreneurship—Gabrielle Jordan   Summary   Entrepreneurship is the engine that drives all prosperity in any market-based economy. Children, as the saying goes, are indeed our future. When you put the two of them together--children and entrepreneurship--you have a powerful combination. We’ll discuss that in our Thought of the Day. And later in our interview segment, we’ll hear from a very successful entrepreneur who was very young when she started, and still is! She is already an author and podcast host aside from her … regular job. That and more on today’s show.   Bob's Thought of the Day   Cameron Johnson was just nine years old when he started his first business, a greeting card company, with $50 and a home computer. At age eleven he started selling Beanie Babies on eBay, and by age thirteen he was the second-largest Beanie Baby retailer online, netting $50,000 that year. He made his first million before graduating from high school. When I spoke to a group of middle school students recently, I emphasized that making money isn’t the most important reason for starting a business. Rather, it’s knowing that you’re doing something productive, adding value to others, and creating good habits. It’s also an excellent way for a young person to develop skills and habits that will benefit the individual for a lifetime.   Interview with Gabrielle Jordan   Gabrielle started her business at age seven. She had always loved her Mom’s jewelry, so she learned how to make jewelry from a YouTube tutorial, sought out suppliers on the internet, and began selling jewelry to other kids. Gabrielle is now fifteen years old and owner of Jewelz of Jordan. She is an author, speaker, frequent media guest, and co-founder of ExCEL Youth Mentoring Institute. A proper mindset is vital because that’s where your success begins. If you don’t have a strong mind, you won’t be successful and reach your goals. Even if you’re not in love with your product or service, you can still learn from the process and appreciate the opportunity to learn and grow. It’s important to create a business plan and establish your mission and goals. Every young person should have a plan for what they want to accomplish and how to get there. Beware of “dream killers,” people who believe you’re going to fail and will tear you down. When other try to kill your dreams with their words, you have the power to decide whether it means something and has any effect on you. Take the initiative to find role models and mentors. Don’t be afraid to ask others for help or tips. It’s up to you to find people who can help you.   Resources   ExCel Youth Mentoring Institute GabrielleJordanInspires.com JewlzofJordan.com The Making of a Young Entrepreneur The Go-Giver Leader GoGiverSpeaker.com www.burg.com How to Post a Review

Entrepreneurs, Goals, Learning, Think and Grow Rich, Time   Summary   When an entrepreneur decides to go into business for himself or herself, or a salesperson decides to reach a higher level of production, how important is it to set goals? And how is goal-setting related - not just to business but - to living a happy and successful life? We’ll discuss that in our Thought of the Day. And later in our interview segment, we’ll be joined by John Lee Dumas, who overcame post-traumatic stress disorder and a stalled career, and now credits his remarkable success to the power of goal setting. He’ll show us how to utilize goal setting for our own success as well.  That and more on today’s show.   Bob's Thought of the Day   When you Google the word “goals,” in less than one second you’ll have access to 654 million results. Clearly, there is a lot of interest in the topic. Nearly every successful person will tell you that setting goals has been a major part of their success. Wikipedia partly defines a goal as “a desired result that a person or system envisions, plans and commits to achieve …” Many people push themselves to reach goals within a set amount of time by setting a deadline. You’ve probably heard the saying, “A goal is a dream with a deadline.” Ray Dalio is the billionaire founder of the venerable Bridgewater Associates. He has accomplished so much because he has provided so much value to so many people. He is also just as much a philosopher as he is a successful businessman. Mr. Dalio has shared a substantial document of over 200 leadership principles that you can read right online. The link to his Principles is in the show notes. I cannot recommend highly enough that you make time to read and absorb them. Early in his document he suggests that the sequence of 1) seeking new things (goals), 2) working and learning in the process of pursuing these goals, 3) obtaining these goals, and 4) doing this over and over again … is the personal evolutionary process that gives most of us meaning and moves society forward.   Interview with John Lee Dumas   The most successful entrepreneurs of the world are setting and accomplishing goals. The ones who are struggling are not setting and achieving their goals. SMART goals are: (S)pecific, (M)easurable, (A)ttainable, (R)elevant, and (T)ime-bound. If you don’t use these principles in setting and achieving goals, you’re only setting yourself up for failure. John Lee Dumas refers to the highly successful Entrepreneur on Fire podcast as “an overnight success ten years in the making.” EOFire had a fast rise to success but it was built from ten years of struggle through various experiences--going from the military, to law school, to commercial and residential real estate, then finally starting the EOFire podcast. In his interviews with well over 1,000 entrepreneurs, the most recommended book is Napoleon Hill’s Think and Grow Rich. If you’re not having the type of success you want in life, it’s because you’re not hanging around with the right people. It’s up to you to choose who you spend your time with. John’s, The Freedom Journal focuses on achieving your most important goal in 100 days. When he thought about the most important things he has accomplished, he realized that most of them took about 100 days. This is also a recurring theme with many of the entrepreneurs he interviews. Tasks expand to the time you allot for them. If you give yourself 365 days to accomplish a goal, it will probably take that long. But focusing on just 100 days gives you enough time to accomplish something meaningful, while also applying enough pressure to make it urgent.   Resources   EOFire.com TheFreedomJournal.com Think and Grow Rich Principles by Ray Dalio The Go-Giver Leader GoGiverSpeaker.com www.burg.com How to Post a Review  

Authenticity, Breakthroughs, Growth, Value, Personal Brand Summary   In today’s episode, we’ll discuss a word that has been used so often, it’s almost lost any sense of authenticity. Ironically, that word is … authenticity! But why is it important, and does it mean you cannot be kind and tactful or should stop improving yourself? We’ll discuss that in our Thought of the Day. And in our interview segment, we’ll be joined by Dixie Gillaspie, better known as “Dixie Dynamite,” an author and coach who has helped many people understand their authentic value and translate that to a personal brand. That and more on today’s show.   Bob's Thought of the Day   What does it mean to be authentic? Gandhi is credited with defining integrity this way: When everything you think, feel, say, and do are in alignment. That definition also applies to authenticity. All the business skills, technical skills, and people skills are worthless if you don’t approach life from your true, authentic core. When you do, people want to be involved with you personally and in business. Being authentic is a great strategy for business as well as life. We have two types of authentic value: 1) Intrinsic value simply by virtue of being born, and 2) Market value, which is the combination of strengths, traits, talents, and characteristics that allow us to add value to the marketplace. There is a difference between learning from someone and trying to become them. Adapt, don’t adopt. Learn from others’ wisdom, but stay true to your authentic core.   Interview with Dixie Gillaspie   When you’re facing a brick wall, you have to get some distance between you and the wall. You can’t see the picture when you’re in the frame. Every entrepreneur will face a “crossroads” point in their journey. They must ask, “What am I going to do? How am I going to provide value?” Your authenticity is a key aspect of the value you provide. No one else can do exactly what you can. This is a key to your personal brand. Your authenticity comes through in your brand and positioning. It’s your promise to the world, your platform. Blasting through walls is not inauthentic. In fact, it requires you getting honest with yourself at the deepest level.   Resources   DixieGillaspie.com Just Blow It Up: Firepower for Living an Unlimited Life GoGiverSpeaker.com www.burg.com How to Post a Review

Influence, Relationships, Leadership, Success, Service  Summary Why is influence so important to have? And what does it really mean? Is it good? Bad? What is its essence? We’ll discuss that in our Thought of the Day. And later, in today’s interview, we’ll chat with Dan Rockwell, a master of influence who truly understands what influence is … and is not about. That and more on today’s show.  Bob's Thought of the Day  The essence of influence is pull--a genuine type of power that is the opposite of force. Force is control, manipulation, intimidation, and compliance. Compliance is a function of positional authority. The opposite of compliance is commitment, which comes from influencers asking themselves, “How does what I’m asking this person to do align with their goals, needs, wants, and desires?” Bob’s friend and mentor, Dondi Scumaci, expressed it this way: “Compliance will never take you where commitment can go.” Great leadership is never about the leader, great influence is never about the influencer, and great salesmanship is never about the salesperson--it’s about everyone whose lives you touch.  Interview with Dan Rockwell Good leaders know that it’s not about them. It’s about serving those they lead and bringing out their best. There is no dichotomy between caring for others and pursuing success in your business. In fact, there is a cause and effect relationship. If you can’t have a tough conversation with someone, you don’t care enough about that person. You must be interested in others’ success as much as your own.  Interview Links  Leadership Freak Blog @LeadershipFreak Leadership Coffee Shop (Facebook) dan@leadershipfreak.com Resources Certified Go-Giver Speaker Program TheGoGiver.com How to Post a Review bob@burg.com

Referrals, Networking, Sales, Marketing, Relations Summary   We all know that high-quality referrals and introductions are an important aspect of a successful business. So why do salespeople and entrepreneurs not ask for, and receive, more of them? We’ll discuss that in our Thought of the Day. And later, in today’s interview, we’ll talk with Dr. Ivan Misner, a man who has not only mastered referral-based marketing, but formed the company and wrote the book--actually, many books--about it. That and more on today’s show.   Bob's Thought of the Day   Exceptional value, plus significant reach, equals very high compensation. So why do relatively few people actually ask for referrals? One reason is that we are afraid of rejection. No one wants to feel badly when others say “no.” Yet, it helps if we reframe our thinking. For instance, receiving a “no” when asking for a referral is a small matter compared to someone in a third world country who has to walk miles for clean drinking water. Another reason is that we are afraid of appearing desperate. Yet if you understand that you are offering real value, and you handle yourself like a professional, you don’t need to fear appearing desperate. The solution: learn how to ask for referrals correctly, and reframe your thinking so you can get past your fear and ask for--and receive--those referrals.   Interview with Dr. Ivan Misner   The key to success in referral-based sales and marketing is relationships. The way to build these relationships is through the process of VCP: Visibility--being visible in the community. Credibility--people trust you because they know you are good at what you do. Profitability--when you are visible and credible, people are willing to pass on their referrals to you. You must take off your bib and put on an apron. It’s not about what you can get, it’s how you can help someone else. Networking is more about farming than about hunting.   Links   BNI (Business Network International) IvanMisner.com Avoiding the Networking Disconnect: The Three R’s to Reconnect GoGiverSpeaker.com TheGoGiver.com TheGoGiver.com/reviews bob@burg.com

Prosperity, Mindset, Giving, Money, Value Summary   It seems obvious that we should allow ourselves to receive what we have earned by providing value to the marketplace. Yet when it doesn’t happen as we expect, we must ask ourselves the question, “Am I open to letting it in?” Bob discusses this question in our Thought of the Day. And in today’s interview segment, we’ll hear from Randy Gage, a man who lives a life of abundance like few others. He’ll share with us some of the lies about prosperity and how to overcome them. That and more on today’s show!   Bob's Thought of the Day   Breathing out is giving, and breathing in is receiving. They are two sides of the same coin and must work together. Every giving is made possible only because it’s also a receiving. If you’re focused on giving value to others, you have earned the right to receive--not the entitlement, but the right. If you’re not allowing yourself to receive from others, it is probably for one of two reasons: 1) You’re not aware of your unhealthy relationship with money, or 2) You don’t feel you are worthy to receive from others.   Interview with Randy Gage   7 dangerous beliefs about prosperity:   It is spiritual to be poor It’s spiritual to suffer Money is finite. You have a right to an education, job, or home. Money doesn’t buy happiness. Rich people only think about money. I’m not worthy.   Links   The 7 Biggest Lies of Prosperity (video) Mad Genius: A Manifest for Entrepreneurs Randy Gage’s Prosperity Blog Randy Gage’s Prosperity TV (YouTube) Randy Gage on Periscope GoGiverSpeaker.com TheGoGiver.com TheGoGiver.com/reviews bob@burg.com

Empathy, Technology, Success, Teamwork, Relationships   Summary   We often hear about the value of empathy, but what is it, really? Is it simply a nice thing to have, or is it vital to your success? Can it be developed if you’re not born with a natural sense of empathy? Bob discusses these questions at the top of this episode. In the interview segment, we’ll hear from Geoff Colvin, who has written a brilliant book about competing in our age of advanced technology. Is there a link between technology and empathy? To hear the answer to this question, and much more, tune in to today’s episode! Bob's Thought of the Day   A well-developed sense of empathy is key to your mastery of people skills, which ultimately determine your success in leadership, business, and all relationships. Empathy is “the identification with or vicarious experiencing of the other person’s feelings.” When someone with true empathy listens, the other person feels truly heard. And feeling heard is what makes the difference. Interview with Geoff Colvin   Technology is not our enemy. It is our friend. Nothing in history has come anywhere near the value of technology in making people’s lives better. Advancing technology is doing what it has always done: making some skills more valuable, and some skills less valuable. Those who embrace this truth have a chance to live much better lives. The high-value skills today are the deep humans skills of interaction: empathy, collaboration, working together to solve problems creatively, relationship-building, and storytelling. The most profitable companies are ones that make empathy a core value. Geoff calls empathy “The Critical 21st Century Skill.” Women are, on average, better than men at reading people and discerning emotions. However, everyone can improve their skills in these areas. A more diverse team comes up with better answers. The more women you add, the smarter and more effective the team becomes.     Links   GeoffColvin.com Talent is Overrated: What Really Separates World-Class Performers from Everybody Else Humans are Underrated: What High Achievers Know that Brilliant Machines Never Will GoGiverSpeaker.com TheGoGiver.com TheGoGiver.com/reviews bob@burg.com  

Failure, Success, Persistence, Innovation, Attitude     Summary   How do you see failure? When you fail, as well all do, do you identify yourself as the failure or do you see yourself as a winner who learned a valuable lesson? Bob shares a few words of wisdom on this important topic. Later in the interview segment, we’ll be joined by the great Hall-of-Fame quarterback and Hall-of-Fame entrepreneur, Fran Tarkenton. He will help us understand how we can utilize the power of failure in order to become much more successful than we ever could without it. That and more on today’s show! Bob's Thought of the Day   Persistence in the aftermath of failure is absolutely key to obtaining any kind of significant success in this world. If you want inspiration to keep going in the midst of failure, look no further than inventors such as Thomas Edison and the Wright brothers, business leaders such as Walt Disney and Colonel Sanders, and authors Agatha Christie and Mark Victor Hansen & Jack Canfield. The harder you fall, the higher you’ll bounce. Be proud of your blackened eye. The key is to learn from our failures and build upon our successes. Interview with Fran Tarkenton   Failure is not evil. The only way to succeed is to fail. The essence of success is that you have to do something. You’re a potential winner if you fail. If you don’t fail, you don’t have a shot. Fail intelligently. Don’t let a positive attitude get in the way of doing your homework. Reality asserts itself. You can’t move forward unless you see the signs that something isn’t working.     Links   Tarkenton.com The Power of Failure: Succeeding in the Age of Innovation GoGiverSpeaker.com TheGoGiver.com TheGoGiver.com/reviews bob@burg.com

Consistency, Excellence, Brand Builder, Interview with Joe Calloway Summary In this episode, we consider the importance of consistency from cave-person days to our present day. How does consistency frame the way we see others and how they see us? Bob shares his thoughts on this critical topic. Then in our interview segment, we’ll hear from successful entrepreneur and performance expert Joe Calloway, a man who holds consistency as a core value of any high-performing business or successful individual. We’ll find out why. Powerful lessons from Joe! Bob's Thought of the Day · Consistency is a large part of the success of any franchise (perhaps even more important than quality). · Dr. Robert Cialdini, in his book Influence: Science and Practice, says that we desire consistency in others, but also have a need to appear (and be) consistent ourselves. · The more consistent you are, the more you’ll be liked and trusted. · When you combine consistency with excellence, you communicate exceptional value. Interview with Joe Calloway · Why Joe is rarely impressed by “WOW! experiences" · The importance of the “three things” in upping your performance · Consistency of performance is your brand builder Links JoeCalloway.com Magnetic: The Art of Attracting Business by Joe CallowayInfluence: Science and Practice by Robert Cialdini www.GoGiverSpeaker.com www.TheGoGiver.com bob@burg.com www.TheGoGiver.com/reviews  

Excellence, Leadership, Influence, Interview with Dondi Scumaci In this episode, Bob looks at the importance of bringing excellence to everything we do. He then interviews international keynote speaker and leadership & influence authority, Dondi Scumaci. The very embodiment of excellence, she shares some fantastic insights — and an inspiring story — on this topic.   Show links: http://dondiscumaci.com/ https://www.facebook.com/DondiScumaciDSI https://twitter.com/dondiscumaci www.GoGiverSpeaker.com www.TheGoGiver.com www.TheSalesBlog.com bob@burg.com www.TheGoGiver.com/reviews

The Law of Value, Selling vs Value, Interview with Anthony Iannarino   Today on The Go-Giver, Bob explains the first law in the book “The Law of Value”. He continues by interviewing Anthony Iannarino about selling value versus price.   Show links: www.GoGiverSpeaker.com www.TheGoGiver.com www.TheSalesBlog.com bob@burg.com www.TheGoGiver.com/reviews  

Go-Giver; Interview with John David Mann; Providing value to others   In this initial episode of The Go-Giver Podcast, Bob clarifies some go-giver misconceptions. Then he interviews Go-Giver coauthor John David Mann who shares quite an amazing (and unlikely) entrepreneurial venture when he was still in his teens. Also, how to provide massive value to others daily.     Show links: http://johndavidmann.com/ https://www.facebook.com/johndavidmann https://twitter.com/JohnDavidMann https://www.linkedin.com/pub/john-david-mann/6/b81/950 www.GoGiverSpeaker.com www.TheGoGiver.com