00:00:00:06 - 00:00:24:17
Bob Burg
Hey everyone. And welcome back to the Creating Synergy podcast. I'm your host, Daniel Franco, and also managing director of Synergy IQ. Today we have a very special guest all the way from the US, Bob Burg, who was an international bestselling author of The Go Giver and eight other amazing books in sales, marketing, and Influence. With over 1 million copies sold and published in 30 different languages.

00:00:24:17 - 00:00:44:16
Daniel Franco
The Go Giver is a little story about a powerful business idea written in parable form. It is a highly acclaimed book and has been rated number ten on Ink's magazine, most motivational books of all time and have spots top 20 highly rated books of all time. I personally have read and absolutely loved this book and can attest to it.

00:00:44:22 - 00:01:06:10
Daniel Franco
That has had a huge impact on me and my life and bought me many valuable principles over my time. In this podcast, Bob and I dive into his journey as an author. The global success of the Go Giver and its main message of how giving and not getting is the key to success. We discussed the five laws of Stratospheric success that's outlined in the book.

00:01:06:14 - 00:01:33:06
Daniel Franco
These are the law of value. The law of Compensation, the Law of Influence, the law of Authenticity and the Law of receptivity. We talk about how these laws work and how serving others is the secret to stratospheric success. We talk about the importance of providing value and how to do it without costing too much money. And the difference between a win win and a losing proposition, and how to manage the balance of giving and achieving one's own objective.

00:01:33:07 - 00:01:54:21
Daniel Franco
So join us for a thought provoking conversation on how to achieve success through the power of giving and how the Go Giver has impacted not just my life but millions of readers worldwide. So without further ado, here is my conversation with Bob Burg. Welcome back to the Creating Synergy Podcast. Today for me is a very, very special podcast.

00:01:54:21 - 00:02:30:06
Daniel Franco
I am. I've been humbled that the great man Bob Burg has accepted to come on the show. I'm a big fan of your books, Bob. I've I'm obsessed with the go giver. And so, yeah, I just really appreciate you coming on the show so far. Just to kick off for those who might not know, you are an author of eight books with the Go Giver being an international bestseller with over 1 million copies sold and published in over 30 languages.

00:02:30:15 - 00:02:44:18
Daniel Franco
You were rated. It was rated number ten on Ink Magazine's most motivational books of all time. And HubSpot is top 20 most highly rated books of all time. You must be very proud with your achievement with the book.

00:02:46:13 - 00:03:05:19
Bob Burg
Yeah. You know, we're very happy with the reception it's had. And I, of course, had a fantastic coauthor, John David Mann, who was really good lead writer and storyteller because it's a parable and three of the four books in the series are parables. And, you know, without without his writing expertise, this never would have happened. So team effort.

00:03:06:09 - 00:03:23:21
Daniel Franco
What context do we need to know about Bob Burg to do that, to understand how you ended up in the world of writing and becoming an author and selling, you know, almost creating this global phenomenon of the go giver?

00:03:25:12 - 00:03:50:20
Bob Burg
The very quick story is that I started out in broadcasting first in radio and then television. I would I like to say, graduated into sales and after floundering for the first few months because I didn't know anything about sales, I began getting books and, well, tapes. That's how long ago it was, cassette tapes. And I started attending seminars and studying sales and and, you know, became successful selling.

00:03:50:23 - 00:04:22:17
Bob Burg
But what I really loved the most about it was the personal development aspect, because you really had to grow on the inside, right, in order to manifest that success on the outside. So it was just something I enjoyed and I enjoyed being able to help people own a really great product or service and so forth. Eventually, I worked my way up to sales manager of a company and eventually I started being asked to share with other teams what was working for me and for my team, and that's when I kind of morphed into a speaker, professional speaker.

00:04:22:17 - 00:04:39:24
Bob Burg
And from there, you know, you write books as a way of positioning yourself in the marketplace. And then then I had a couple of books out on selling and excuse me, communication skills. And then the idea for the for the go giver. And that's when I teamed up with John, and that's really how it happened.

00:04:41:07 - 00:04:46:08
Daniel Franco
Did you ever think that it would take off the way it has?

00:04:46:21 - 00:05:19:14
Bob Burg
Oh, you know, it's a great question, Daniel. I was confident that there would be a market for it and that it would do well. You know, I'm not sure that you can ever know that it's going to take off as it did, because it would because involved in that is a lot of people getting behind it. So to have leaders, corporate leaders, organizational leaders, sales leaders and different types of groups that were not even business related, get behind the book and start sharing it with people.

00:05:19:14 - 00:05:32:06
Bob Burg
Start, you know, spreading the word. That's what made it happen. So it's sort of, you know, starting out with something that, yeah, I thought it was going to be successful, but then it really took off and took on a life of its own.

00:05:32:16 - 00:05:58:17
Daniel Franco
It kind of really stores the faith in humanity, the out of being able to give back. Right. It's something that we don't see too often these days. And I know that it's taken it is successful because there is there is an art in giving. And it really is it really is something that I think all leaders are all the aspiring leaders or entrepreneurs or sales people particularly.

00:05:58:17 - 00:06:18:12
Daniel Franco
I'm big in the sales department. I know I've I've listened to a few of your podcasts with Anthony, and I'm a big fan of his as well. And yeah, I just absolutely love the concept of giving is kind of something that I've innately done my whole life. And then when I picked up this book, it was almost as if yes, like, yes, absolutely.

00:06:18:12 - 00:06:26:20
Daniel Franco
But the the other five laws that go with it kind of round, round it off. And I thought it, I thought it was just very, very clever. It really hit the mark for me.

00:06:28:02 - 00:06:45:13
Bob Burg
Thank you. Well, you know, a lot of people who embrace the book are really the first adopters of the book were the people like you who were already very successful and had already been living their lives and conducting their businesses this way. And so the book didn't teach them anything new. It just really more affirmed what they were already doing.

00:06:46:00 - 00:07:22:11
Bob Burg
But, you know, when we when we talk about giving or the the context, you know what the question you know, what do you mean by go giver, Right? Yeah. It's really simply understanding. And this is whether you're in sales or whether you're in leadership or or just, you know, in employee within a company. And you're it's understanding that shifting your focus and this is really where it all begins, shifting your focus from getting to giving that when we say giving in this context, we simply mean constantly and consistently providing immense value to others.

00:07:22:11 - 00:07:51:03
Bob Burg
Understanding that doing so is not only a more fulfilling way of conducting business, it's actually the most financially profitable way as well, and not for any way out there. Woo Magical, mystical type of reason. No, it actually makes very rational sense when you're that person who can take your focus off of yourself and instead place it on serving others again, whether you as a salesperson or as a leader.

00:07:51:04 - 00:08:14:00
Bob Burg
Right. Serving others, looking out for their best interests, discovering what they need, what they want, what they desire, moving your focus off of yourself on to helping to solve their problems and take them to where they want to go, helping move people closer to happiness. Well, you know, people feel good about you. People feel great about you. People want to get to know you.

00:08:14:00 - 00:08:45:19
Bob Burg
They like you, they trust you. They want to be in relationship with you. They want to do business with you. They want to tell others about you as a leader. It's the difference between as my great friend, leadership authority, Donnie School Margie, as she puts it, the difference between commitment and commitment and or compliance and commitment, right? Compliant is doing that is insistent on people doing things for your reasons, where commitment is helping them do things for their reasons.

00:08:45:20 - 00:09:09:22
Daniel Franco
Yeah, I was I was taught at a very young age to well, you know, the old saying, treat others the way you want to be treated. I was taught at a very young age that that was almost a fallacy and it was treat others the way they want to be treated. And, and so yeah so reading this, it really it really stands out for me and it's fundamentally to my core.

00:09:09:22 - 00:09:27:03
Daniel Franco
So thank you again. We grew up with the terminology, the go getter. I don't get them right. You get out there and achieve and you've not you've not kind of turned it on its head, but you've added to what is already a beautiful ecosystem, haven't you. Yeah.

00:09:27:15 - 00:09:28:24
Bob Burg
I think you said that.

00:09:30:04 - 00:09:40:17
Daniel Franco
Yeah. Because it like you can't, you can't just expect by giving that something will come back to you without actually putting yourself out there can use it. Am I correct in saying that?

00:09:41:08 - 00:10:03:03
Bob Burg
Oh absolutely. I'm so glad you said that. You said it perfectly. People think the opposite of a go giver is a go getter. It's not. We love go getters. Yeah, right. Go getters take action. And you know, you and me and everyone watching this and listening, we all know that you can have the nicest ideas, the best thoughts, the greatness of intent.

00:10:03:14 - 00:10:38:21
Bob Burg
But without action put into the mix, nothing's going to happen, right? So we love go getters, people who are people of action and go givers, people who are absolutely ultimately laser focused on providing immense value to others. The combination is powerful. Be a go getter and a go giver. Just don't be a go taker. Yeah, that's that person who almost entitled to to take, take, take without having added value to that other person, to the process, to the situation itself.

00:10:39:16 - 00:11:09:05
Bob Burg
Go takers as leaders do not make great leaders. Right. You know, they can have a they can have employees, but very rarely a team and very rarely a committed team. Right? Yeah. You know, go you go taker sales people can have clients, but very rarely repeat clients and more rarely referral based clients. So it's actually, you know, you can succeed by being a go taker, you can succeed financially by.

00:11:09:09 - 00:11:13:02
Bob Burg
But it's a lot of work. It's a lot more work to do it right. It's a.

00:11:13:02 - 00:11:13:12
Daniel Franco
Constant.

00:11:13:12 - 00:11:26:22
Bob Burg
Hustle. It's not that foundation, right? And so it's actually much more profitable as much as well as a much better feeling about yourself to be both a go getter and a go giver.

00:11:27:23 - 00:11:48:16
Daniel Franco
Yeah. What do you think? The reason I know this is such a big question and it's probably one for another podcast, but why? Why is there some people that start with the base of giving and then there are others that start with the base of of taking? Is it is it the background? Is it environment? What what do you think?

00:11:48:16 - 00:11:56:12
Daniel Franco
Is it the you know, you talk about survive, save and and serve in the book. Can we elaborate on that a little bit?

00:11:57:06 - 00:12:29:07
Bob Burg
Well, let's look at why people you know, a lot of people have that kind of go taker mentality. Right. And and really it comes down to human nature that that is human beings. We you know good. We're self-interested there. I mean, that's yeah, it's just a fact of life. It's human nature. And we by the way, we don't suggest that you try to deny the self-interest that is part of your being.

00:12:29:07 - 00:13:02:17
Bob Burg
Because, again, it's it's part of human nature. What we say is put that self-interest to the side. I kind of temporarily suspend that self-interest here. And here's the reason why. Okay. And I and this is something that I know you've got a lot of leaders on this program, so this may not totally relate to them, but when I speak at sales conferences, one of the first things I'll say, Daniel, one of the first things I'll say is nobody is going to buy from you because you have a quota to meet.

00:13:03:00 - 00:13:25:23
Bob Burg
That's true. Okay. Nobody's going to buy from you because you need the money and nobody's going to buy from you just because you're a nice person. They're going to buy from you because they believe that they will be better off by doing so than by not doing so. So it makes absolute logical sense for that salesperson to put their interests to the side because the other person's not buying for their reasons.

00:13:26:01 - 00:14:06:16
Bob Burg
Right. So focus on that other person now is a leader. It's the same thing. No one's going to follow you and help you accomplish your goals because you would like them to. Yeah, they're going to do it because ultimately they believe it's in their best interest as well. Now, their best interest could be wrapped up in many things, including just being part of a great team and wanting to follow a wonderful leader who they know has their best interests in part, you know, one part of human nature, also on a very positive side is that we we want to feel as though we're something that we're part of, something bigger than just ourselves.

00:14:07:02 - 00:14:23:24
Bob Burg
We want to feel as human beings that we're making a a a contribution to life. Yeah. And we do that a lot through our work. That doesn't mean we can't do it in other ways, too, but we do it a lot through our work. So. So, you know, when I say human nature, that doesn't mean it's bad or good.

00:14:23:24 - 00:14:43:15
Bob Burg
It just is. How it how it manifests itself is, you know, the difference maker. Now, why are so another reason why a lot of people are go takers in business is because they've been brought up to think that's how you're supposed to do it, right. It's that dog eat dog world. You've got to be brutal and you've got to step on others.

00:14:43:23 - 00:14:51:12
Bob Burg
Well, where do we see that? We see that in the movies all the time. We see that on television. We see the corporate world burned.

00:14:52:00 - 00:14:52:21
Daniel Franco
To a T, isn't.

00:14:52:21 - 00:15:10:21
Bob Burg
It? Right. And by the way, sometimes there's some truth to it in that people do it that way, and if it's not the right way to do it, and so that, you know, so people learn, they live what they learn in other people. When you say why are some people go, you know, why are some people, you know, go givers by nature?

00:15:11:00 - 00:15:21:12
Bob Burg
Well, because they learn that way. I was very fortunate. I got brought up by parents that taught me that way. Yeah. So, you know, and other people did as well. And sometimes lucky enough to have a mentor that.

00:15:21:12 - 00:15:46:14
Daniel Franco
Yeah, there's something, there's something really fundamentally for me. I, I have been brought up like yourself, Bob, with the art of giving and, and I almost do it selfishly, right? I actually get I actually get pleasure out of, of giving it, you know. Yeah. Is that, is that a common thing that you see.

00:15:46:14 - 00:16:06:02
Bob Burg
It's not Well it, it is common even though people don't necessarily know that and people don't want to to necessarily say that. But it's very true. Let let's let's take another kind of issue. This is not a business issue, but let's just say we're talking about, in this case, charity. Okay. Which is not what the go givers about, by the way.

00:16:06:05 - 00:16:26:07
Bob Burg
Yeah. Even though we believe in it. And that's a great thing. This is not what the bill givers know, but I'm just bringing this up just to to make a point. Let's say you give a whole bunch of money to a cause. You believe in animal shelter. The local animal shelter. Okay. The animal rescue. Okay. You write a big check to them.

00:16:26:16 - 00:16:55:17
Bob Burg
Yeah. I'm going to suggest you're doing it because you feel good about yourself by doing it. Correct. Because it's congruent with your values, correct, It's not selfless at all. In fact, we could say it's selfish if you really want to right? because you're doing something congruent with your personal values, you feel better about writing out that big check. Then you would feel about yourself if you didn't write out that big check.

00:16:55:17 - 00:17:18:08
Bob Burg
Okay, so now let's go back to the business world. It's it's the same there. Okay? When you do something, when you make a connection for somebody, when you share your knowledge with someone, when you help a client work their way out of a difficult situation and help them do something spectacular, okay. Yes. You're getting paid for what you should.

00:17:18:08 - 00:17:42:18
Bob Burg
Of course, it's not one or the other, right? It's both. You're you're doing something because you feel great about it. You're helping another person. You get a and you're also earning a really great income from it. That's how it's supposed to be. Too often, you know, we're brought up with this this treacherous dichotomy, the false dilemma, the unnecessary use of the word, or you're either a giver or a receiver.

00:17:42:19 - 00:17:52:12
Bob Burg
No, no, you're both. You're both you're a giver of great value and you're a receiver of great value. Well, I would suppose it's the.

00:17:52:12 - 00:18:06:00
Daniel Franco
Law of the universe, isn't it, really? I think you think about the day there's night, the tide goes in, the tide goes out, the sun comes out, the moon comes out like it's the it's this summer, there's winter, it's the way of the universe. It's always yin and yang, isn't it?

00:18:06:20 - 00:18:13:05
Bob Burg
Pindar said to Joe, You know, just try to breathe out without breathing in. Can't do.

00:18:13:05 - 00:18:13:08
Daniel Franco
It.

00:18:13:08 - 00:18:34:20
Bob Burg
Can't do that. You breathe out carbon dioxide, you breathe in oxygen, you breathe out, which is giving you breathe in, which is receiving, giving and receiving it are not opposite concepts. Giving and receiving are simply two sides of the very same coin, and they work in tandem. Now, what? When, as you said, it's universal law. It's it's laws of nature.

00:18:34:23 - 00:18:59:01
Bob Burg
Yeah, human nature, but also physical nature. Right? We plant before we harvest we sow before we reap, we give. Before we receive it. But we know is the giving does come first, right? The giving comes first. But when you do you create that benevolent context for your success. Then you've got to allow yourself to receive.

00:18:59:22 - 00:19:06:24
Daniel Franco
Yeah, that's in its own right, isn't it? Being sure because a lot of people then want worthy.

00:19:08:02 - 00:19:23:24
Bob Burg
Well, and we've been brought up with so many anti prosperity messages, right? Look how do you I don't know I don't know about in the beautiful land down under but in the USA man I'll tell you what, if you've made a lot of money, it's like you're vilified. Oh, they must have done it on the backs of others.

00:19:23:24 - 00:19:29:14
Bob Burg
And you, a billionaire, shouldn't exist. And right. That absolute nonsense.

00:19:29:18 - 00:19:33:19
Daniel Franco
We call it all poppy syndrome here as well. Is that the same saying? Go with it?

00:19:33:19 - 00:19:39:19
Bob Burg
It's like, no, no, but but it's a brilliant Australian saying that we have heard. Yes.

00:19:40:23 - 00:19:52:06
Daniel Franco
Now, for those who might be interested, let's give a quick rundown of the five laws of stratospheric success, which is what the go giver is based on. Can you give us a I'd love to hear from you.

00:19:52:06 - 00:20:15:15
Bob Burg
Sure. There are the laws of value compensation, influence, authenticity and receptivity. The law of value simply says that you know, your worth is determined by how much more you give in value than you take in payment. Now, that sounds like a recipe for bankruptcy, right? Give more value than you take in payment. You simply have to understand the difference between price and value.

00:20:15:21 - 00:20:51:22
Bob Burg
Yeah. So price is the dollar figure value, though, is the relative worth or desirability of a thing of something to the end user or beholder. And you know, what is it about this thing, this product service concept idea that brings so much worth or value to another person that they will willingly exchange their money for it and be glad they did while you make a very healthy profit, I often use the example of the account you hire to do your taxes and she charges you just a name around figure $1,000.

00:20:51:22 - 00:21:14:17
Bob Burg
Right? That's her fee or price. But what value does she give you? Well, through her hard work, determination, getting to know you and your goals and what you're looking to accomplish, She saves you $5,000 in taxes. She saves you countless hours of time. And she's provides you and your family with the security and the peace of mind of knowing it was done correctly.

00:21:14:23 - 00:21:52:15
Bob Burg
So if she gave you well over $5,000 in value in exchange for $1,000 price. She gave you more in value than she took in payments. So you obviously feel great about it. Yeah, but she also made a very healthy profit because it was worth it for her to trade her time, energy, knowledge, wisdom for that thousand dollars. In fact, in any market based exchange, okay, there should always be at least two profits, the buyer profits and the seller profits because each of them came away better off afterwards than they were beforehand.

00:21:53:04 - 00:21:54:20
Bob Burg
That's the law of value. Yeah. I mean.

00:21:54:24 - 00:22:13:09
Daniel Franco
When I'm when I'm buying something, price will always be second to. The question is how good a quality or what value will this add to my life? You know, even just as simple as buying a pair of shoes, I won't go that cheap pair of shoes because they will wear out quicker than what a high quality pair of shoes will.

00:22:13:09 - 00:22:16:08
Daniel Franco
Right? So yeah, it's about the value received.

00:22:17:24 - 00:22:39:04
Bob Burg
In value is always in the eyes of the beholder, Right. That's where you talked about earlier about, you know, do unto others as they want to be done unto because it's not what we find to be of value. It's what they find to be of value, Correct. Well, how do we know that? Through asking questions, discovering, listening. And that's how we know what it is.

00:22:39:04 - 00:22:44:17
Bob Burg
They they value the love compensation. The second year. We Go ahead. No, no, no.

00:22:44:17 - 00:22:48:14
Daniel Franco
You know, I was going to ask you to continue on with the laws, if you could.

00:22:48:14 - 00:23:07:14
Bob Burg
Yes. The second level compensation says your income is determined by how many people you serve and how well you serve them. So we're law, number one says to give more in value than you take in payment. Law number two tells us the more people whose lives we touch with the exceptional value we're providing, the more money with which will receive right.

00:23:07:14 - 00:23:33:21
Bob Burg
So so law, the one, the law of value that represents your potential income. But the law of compensation represents your actual income because it's how many lives you impact. So we could say exceptional value plus significant rich equals very high compensation law. Number three is the law of influence. This says your influence is determined by how abundantly you place other people's interests first.

00:23:33:21 - 00:23:57:22
Bob Burg
No, not in a self-sacrificial way or a martyr type of way. No. It's simply, as Joe the Protege in the story learned from several of the mentors, The golden rule of business sales. And we could say leadership is that all things being equal, people will do business with and refer business to and follow those people they know like and trust. Yep.

00:23:58:05 - 00:24:26:11
Bob Burg
And there's no faster, more powerful or more effective way to elicit those feelings toward you. Reminds than by genuinely moving from that. I focus for me focus to that other focus looking to as Sam, one of the mentors, advised Joe, make your win all about the other person's one one. Law number four the law of Authenticity says the most valuable gift you have to offer is yourself.

00:24:27:02 - 00:24:55:13
Bob Burg
Debra Davenport, the mentor in this part of the story, said that all the skills in the world, the sales skills, technical skills, people skills as important as they are, and they are very important, they're also all for not if you don't come at it from your true, authentic core, but when you do, when you show up as yourself day after day, week after week, month after month, people feel good about you, They feel comfortable with you, they feel safe with you because they know who they're getting.

00:24:55:13 - 00:25:25:03
Bob Burg
Yeah, and that consistency inspires trust. You know, one thing about authenticity is, you know, that that I think people these days kind of confuse authenticity with having no boundaries. Just say what you want and do what you want because that's authentic. Right? I think that's not correct. Yeah, it's often arrogance and laziness. And, you know, it's like the person that says why of anger issues and I yell at people a lot, and if I acted any differently, that wouldn't be authentic of me.

00:25:25:03 - 00:25:54:15
Bob Burg
And no, it just means this person has an authentic problem that they need to authentically work on in order to become a better hire, more effective, authentic version of themselves. I define authenticity very simply. It's acting only with your values. Correct? When you do that, you're authentic. And then law number five and we kind of discussed this already, the law of receptivity we talked about earlier, the key to effective giving is to stay open to receiving.

00:25:54:15 - 00:26:18:12
Bob Burg
That's the breathing out and breathing in. Yeah. And it's not it's it's not paying attention to those anti prosperity messages that we get from the world around us all the time. It says you're not deserving of money or or you did something wrong. You weren't honest or, you know, not that people don't make money that way, but that's not something we want to emulate.

00:26:18:12 - 00:26:38:14
Bob Burg
And then I guarantee you, for the people who are watching this and listening to this, none of us have any special favors that we've bought from government to do our bidding for us, and they know we have to. The only way that we are going to earn a lot of money is by providing a lot of value to a lot of people.

00:26:38:19 - 00:26:52:23
Bob Burg
Right? Placing their interests first, knowing that they're buying for their reasons, not ours. Right. Or it's coming at it from our true authentic core and then allowing us allowing ourselves to receive.

00:26:52:23 - 00:27:00:22
Daniel Franco
So this stratospheric success comes from all five. Working it together in tandem is not just one or the other. It's all five.

00:27:01:01 - 00:27:03:02
Bob Burg
Absolutely. Yeah. Yes, yes.

00:27:03:15 - 00:27:29:22
Daniel Franco
I you mentioned something in there is helping others get what they want. Right. And that's something that is big part of the go giver philosophy. Zig Ziglar is I'm a big fan of the Zig Ziglar and he once said that you can get everything you want in life if you help other people get what they want, and then and then in the in the book, you talk about 5050 slash win win and how, you know, we've been bought up.

00:27:29:22 - 00:27:41:24
Daniel Franco
The 5050 win win is is that's kind of, you know, a Stephen Covey philosophy. This kind of disagrees with that slightly, doesn't it?

00:27:41:24 - 00:28:01:07
Bob Burg
Well, okay. So so let me explain, because I that's a great question. So what we said with Sam, who again, one of the mentors in the story said to Joe, forget about 50, 50, 5050 is a losing proposition. And he said, forget about win, win it, make it about the other person's win, make it 100%. But here's the thing.

00:28:01:07 - 00:28:03:03
Bob Burg
We're not disagreeing with Stephen Covey at all.

00:28:03:06 - 00:28:03:22
Daniel Franco
But he's.

00:28:04:06 - 00:28:30:20
Bob Burg
The best, you know. And so when I talk about when I talk about business networking, I say it's the it's mutually beneficial, the cultivating of mutually beneficial give and receive win win relationships. No win wins, actually. Wonderful. Here's what Sam was saying. Okay. Some people say win, win, when what they really mean is I want to make sure I don't lose.

00:28:30:20 - 00:28:46:23
Bob Burg
Yeah, yeah, right. So they're not really act to get a win win way. No win. Wonderful win win is the ultimate of what you want it to be. It's just that you really that win win is not 50% win win is simply both people focusing 100% on the other person.

00:28:47:20 - 00:28:48:09
Daniel Franco
Win win.

00:28:48:09 - 00:28:49:01
Bob Burg
Is that shouldn't.

00:28:49:01 - 00:28:51:12
Daniel Franco
Be I'm just settling right. I'm trying.

00:28:51:17 - 00:28:52:10
Bob Burg
To show you.

00:28:53:20 - 00:28:55:24
Daniel Franco
So I can just walk away with something. Yeah.

00:28:56:11 - 00:29:01:15
Bob Burg
Yeah. I'm not playing. Not to lose, you know? I'm not trying to keep them. Yeah, right. You know? Exactly.

00:29:02:18 - 00:29:18:21
Daniel Franco
So, Bob, a CEO of a business, right, large or small, wants to create a culture of giving. Wants to create a culture of giving value. How does he or she or they go about that?

00:29:18:21 - 00:29:38:08
Bob Burg
Well, so the first thing we need to do, if you remember, Pindar, as a condition with Joe, was what he had to take all five of those laws. He did one a day and every day Joe had to apply that law before he went to sleep that night. He didn't have to do it perfectly. This had to make an effort to to apply it.

00:29:39:03 - 00:30:01:08
Bob Burg
And it's the same thing here. We take all five of those laws and you inculcate that within your organization now. But but but here's the thing. Like when we talk about value, again, value is always in the eyes of the beholder. So if you're the leader, your first job is to discover and determine what those you're leading find to be of value.

00:30:01:20 - 00:30:25:24
Bob Burg
Right? But then you've got to, throughout your organization have made sure they understand that their job is to discover what's a value to others. So people in upper leadership need to discover what's the value to the people in middle management or middle leadership, and they have to discover what's important to the people and the people on the front line and the salespeople.

00:30:25:24 - 00:30:47:20
Bob Burg
They need to discover what's valuable to the end user, right? Everybody's job is to basically discover what's a value to the person who they are leading. Yeah, it is what it comes down to servant leaders only when that's at exactly what it is. Sure, Sure is. And that's, you know, that's really how you, you know, you go about it.

00:30:48:03 - 00:31:06:08
Bob Burg
And as any leader knows, you make it a culture by living it and by repeating it and by by getting the buy in of the other of those, you're leading and helping them to lead and to to have that same. And that's how you create that that culture. But it can't be by thinking, Oh, this is a good idea.

00:31:06:08 - 00:31:17:08
Bob Burg
And then giving it one day and then forgetting about it, you've got to really decide what this is about and what you're about and then, you know, take it to its full conclusion.

00:31:17:08 - 00:31:39:09
Daniel Franco
And that really is what the premise, one of the big premises of the book is. It's about influence, isn't it? It is about understanding those who in which you serve and how you can help them get what they want. And then ultimately it comes back in, you know, I mean, we don't that's not advocating for you. So you can receive, isn't it?

00:31:39:09 - 00:31:40:12
Daniel Franco
That's not what you're saying.

00:31:41:16 - 00:31:57:18
Bob Burg
Right. And as Pinder explained it, you know, you you give because it's who you are right. Now, It's because of it, because of who you are. That's what you do. Right. So it always has to start with who you are, who you are, determines what you do.

00:31:58:17 - 00:32:28:24
Daniel Franco
I always think about Pindar in the fact, you know, the chairman, the old man, or however he's referred to in the book, in and he is giving of his time, right? Very much he's giving of his time. Now I'm a leader in, in, in what is a growing business. I have often given my too much of my time to which sometimes it stops me from achieving my objectives in, you know, the goals and the strategy of the business.

00:32:29:22 - 00:32:35:23
Daniel Franco
How do you how do you like find that happy in between? What's your approach to that?

00:32:35:23 - 00:32:46:01
Bob Burg
Bob. Having so much time in a way that is hurting you? Stop doing that. That's a really.

00:32:46:02 - 00:32:56:04
Daniel Franco
The words that you need to hear. Well, there's sometimes I'm sitting in a meeting, I'm going, What, what? What am I? And this is not serving. This is not helping me move the needle of where I need to be.

00:32:56:04 - 00:33:23:00
Bob Burg
Here's the thing there. And I think this is what's so, so very important, especially with a, you know, a name or a title like like the go giver. Okay. Yeah. There is nothing about being a go giver that is congruent with being anyone's doormat or being taken advantage of or again, being a martyr or self-sacrificial Okay. Actually, as a go giver, you've got to be able to say no so much more than you say yes.

00:33:23:00 - 00:33:46:02
Bob Burg
Because remember, people are going to want your time in ways that just aren't appropriate. You just nobody has that much that day. Right. But here's the thing. As a go giver, when you do say no, you do it in a way that is kind tactful, diplomatic, communicates to that person that they are people of value. Right. And that it's just something where you're not able to do.

00:33:46:02 - 00:34:04:23
Bob Burg
You know what it is at that particular moment, If you have a way that a resource that they can that they can tap into or so you know what you do that what you you simply cannot do things that are going to hurt you and your family and your business in the name of giving to it, because that's not right either.

00:34:05:03 - 00:34:36:21
Daniel Franco
That's not what we're trying to do. It's probably words I need to hear. Thank you so much for pointing that out and to round up the podcast because I am conscious of your time. What what is one thing out of the career that you've built? You know, the guy, given all the books that, you know, analysts refer all the books that you've you've written, what's one of your proudest moments or achievements that you've seen come from others, not so much yourself that you've seen come from others?

00:34:38:02 - 00:34:55:13
Bob Burg
Oh, I just can't tell you how great it feels when someone, you know, tells me that, you know, they read the book or they were at one of my presentations for their, you know, their company conference or something. And, you know, something I said or the principles they learned that they you know, it was just what they needed at that time.

00:34:55:13 - 00:35:06:23
Bob Burg
And then they were able to turn their business around. They were able to do this or they were able there's just no greater compliment. I'd talk about being charged up. You know, I just absolutely love that. That's a proud moment for me.

00:35:08:09 - 00:35:25:23
Daniel Franco
Know? Yeah. Yeah. I mean, you're constantly giving you I mean, are you almost giving while you're sleeping in this fact, in this sense that you are you you're waking up and potentially waking up to hundreds of messages every morning with some success stories. It must be a great feeling.

00:35:26:05 - 00:35:31:00
Bob Burg
Well, definitely the hundreds of messages and they're not all messages that are saying, hey, you know, but but, yes, I just.

00:35:31:12 - 00:35:31:20
Daniel Franco
Think that.

00:35:31:20 - 00:35:33:18
Bob Burg
Everybody's on their.

00:35:34:16 - 00:35:51:12
Daniel Franco
Well, I'm glad mine cut through the noise. Bob and I got I got on the conversation with you. So to round off what's next for Bob, what are you what's your career look like for me? What's your life look like for me? What's some of the interests that you you're going to pursue from this point on?

00:35:53:02 - 00:36:17:13
Bob Burg
I'm still speaking, but, you know, 64, 65 next month, I don't take any more than one out of town or get on an airplane type of engagement that about excuse me, no more than one of those a month, you know, but we you know, we have our go giver community online. Our Go giver success alliance membership community, which is very enjoyable.

00:36:17:13 - 00:36:30:05
Bob Burg
We have a team of certified go giver speakers throughout the world. And so my business partner, Kathy Tadros and I have a lot of fun doing the business, working with the people we work with, and as long as it's fun, Will, we'll keep doing it.

00:36:30:10 - 00:36:39:13
Daniel Franco
Yeah. Brilliant. Is there in Australia out majority of our audience. Is Australia based, is there a, is there a coach or a go giver speaker in Australia?

00:36:40:24 - 00:36:52:02
Bob Burg
No, there isn't. Actually had one quite a while ago, a great guy, but he went back more into the corporate environment where he came from and he was fantastic. So no, we don't at this time.

00:36:52:02 - 00:36:54:20
Daniel Franco
So someone's interested to reach out.

00:36:54:20 - 00:36:55:19
Bob Burg
They maybe we will again.

00:36:56:16 - 00:36:59:16
Daniel Franco
You're very good. So where can we find and connect with you?

00:36:59:16 - 00:37:16:24
Bob Burg
Bob The best is burg.com and while there and they can subscribe to my daily impact emails I send them out actually Monday through Friday Friday. And so those are a lot of fun. So you're welcome to subscribe to that.

00:37:17:19 - 00:37:20:16
Daniel Franco
Excellent. So burg.com

00:37:21:21 - 00:37:23:03
Bob Burg
burg.com

00:37:23:08 - 00:37:50:16
Daniel Franco
Excellent. Thank you so much for your time today. I look and thank you. And on behalf of anyone that's ever read the go Giver and all the culminating series after that, thank you so much for the time and effort that you've put into it. It is it is changing lives it is having remarkable impact and I guess is exactly what the law of compensation says is have impact on on those far, far and wide.

00:37:50:16 - 00:37:54:23
Daniel Franco
And that's exactly what you're doing. So kudos to you and and John for doing that.

00:37:55:02 - 00:37:57:12
Bob Burg
Thank you so much. I appreciate that a lot. Thank you.

00:37:57:12 - 00:38:14:20
Daniel Franco
Well, catch you next time, guys. Thanks again for joining us. Thanks, Bob. Thanks for listening to the podcast, though. You can check out the show notes if there was anything of interest to you and find out more about us at Synergy IQ dot com dot au. I am going to ask though if you did like the podcast, you would absolutely mean the world to me.

00:38:14:20 - 00:38:25:16
Daniel Franco
If you can subscribe, write and review and if you didn't like it, that's alright too. There's no need to do anything. Thank you guys. All the best.