by Bob Burg
The secret is giving.
Most want to receive before they give. It doesn't work like that.
It isn't actually about "making a killing." It's about getting something good out there. Sharing it. Creating value for people.
You get what you expect. If you think the world is dog eats dog, that's what you'll find.
Everyone likes to be appreciated. People will do business with and refer business to those they know, like, and trust. Be a friend.
Blow away people by how much value you can create for so little. Related to what Alex Hormozi says in $100M Offers about creating value. This is the secret. Creating and giving value—and way more than expected.
- A bad restaurant tries to give just enough food and service in quantity and quality to justify the money it takes from the customer.
- A good restaurant strives to give the most quantity and quality for the money it takes.
- A great restaurant strives to defy imagination. Its goal is to provide higher quality of food and service than any amount of money could pay for.
Never pursue something just for the money. Does it serve others? That is most important.
Even if you get more back by giving more: receiving more still isn't the point. If this happens, you simply give more back in return. You scale up.
Great products and services are ruined by those who simply want to take. It becomes a Zero Sum game. It's the Free Rider Problem.
Those you least expect to can make the biggest difference.
The Law of Value
Your true worth is determined by how much more you give in value than you take in payment.
Don't give to expect more back. Give because you love to. "It's not a strategy, it's a way of life."
The Law of Compensation
Your income is determined by how many people you serve and how well you serve them.
The first law determines how valuable you are, i.e. your potential. The second law determines how much you actually do earn. "Your compensation is directly proportional to how many lives you touch."
Do it at scale. Teach in a classroom, reach 100 people. Teach online, reach millions (potentially).
The Law of Influence
Your influence is determined by how abundantly you place other people’s interests first.
Make your friends win, without getting anything in return.
Get good at building a network. A network of friends: people that like you and trust you. People that want to see you succeed—because you feel the same about them. How? Stop keeping score.
I want to start a business. I want to be a CEO. I want to be rich. I want to be succesful.
Me, me, me.
How about thinking how you can best serve? Make others successful. This is the abundance mindset.
The Law of Authenticity
The most valuable gift you have to offer is yourself.
Lots of implications from this. Are you draining? Or energy-giving? Do you inspire? Or are you a pessimist?
Reaching any goal you set takes ten percent specific knowledge or technical skills—ten percent, max. The other ninety-plus percent is people skills.
The Law of Receptivity
The key to effective giving is to stay open to receiving.
Start by giving. And make yourself open to receiving.
Do not deny people wanting to give you back. That's arrogant.