December 29, 2022 • 31 mins
Bob Burg is a renowned international bestselling author, keynote speaker, and business advisor who has helped entrepreneurs, leaders, and sales professionals for over 30 years to communicate their value and accelerate their business growth. He is the founder of the Go-Giver Community Network and an advocate of the free enterprise system.
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The show you need to get what you desire byavoiding the mistakes made by others before
you.
Learn the stories and journeys of what successlooks like to find a freedom you deserve.
While thriving with your best eyes.
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Welcome back to another amazing episode ofrapid results with Andrew Weiss.
Today, we have the legendary Bob Berg, And forthose you haven't heard of or met Bob Berg
before, he wrote 1 of the international bestsellers, the Go Giver.
I definitely remember reading it in college,how much I enjoyed the book, and so the faculty
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will host him today, is very honorable.
So in case you don't know, but, Bob, for over30 years, he has successfully showed
entrepreneurs, leaders, sales professionals,how to communicate their value Andrew
accelerate their business growth.
Although he's best known for his sales classicendless referrals, it's his business parable,
the go giver co author with John David Mannthat has created a worldwide movement.
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Andrew while it's a 4 book series, it has soldmore than 1,000,000 copies been translated in
30 languages.
It was a top 10 on Inc.
Magazine's list of the most motivational bookever written and was on the HubSpot's 20 most
highly rated sales books of all time.
Bob was the founder of the Go Giver CommunityNetwork, a 1 a first of his kind online
business community, and he's an advocatesupporter defender of the free enterprise
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system, believing that the amount of money onemakes is directly proportional to many people
they serve.
And finally, he's an unapologetic animalfanatic served on the board of directors of
furry friends adoption in clinic in his town ofJupiter Florida.
And on top of all that, that doesn't pump youup.
Just wait for this interview.
And so with that said, Bob, one of the firstthings we wanna today is what's the biggest and
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best business deal you're most proud of?
Gosh.
I mean, I think anytime you hear from somebodythat you made a difference in their business
through either your content or a a livepresentation or podcast or, you know, something
that they heard that they took Andrew theyapplied, but, yeah, I I think it's a great
feeling, right, and certainly teaming up withJohn David Mann, for the go giver book.
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John was the the co author, but really the leadwriter.
He's the storyteller.
And, in the success we've had with that, it'sit's been a nice feeling.
That's awesome.
Is there any specific examples that come tomind?
You're like, oh my gosh.
This is so amazing when, this person is able tomake this happen.
You know, I think hearing that there's there'sone, that just that just hits me as you as you
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say that, and it was about an entrepreneur, ayoung entrepreneur in the Pittsburgh,
Pennsylvania area who, had a roofing businessAnd at the time, there was a downturn in the
economy, and he and his fellow roofers were allsuffering.
Andrew they were all kind of doing the samething.
They were pulling back on the value they wereoffering because money was tight Andrew things
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were right there.
So they were trying to get the most for theleast.
Well, you know, that's not how customers wannado business because they're not, customers
aren't buying from us because we want themoney.
But because they feel they're gonna receivevalue.
So that wasn't working for them.
Well, he, read the book.
Someone had referred it to him to go give her.
Andrew he said, gosh, I'm doing this backwards.
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I've gotta find ways to create more value inways that don't cost money, but ways that can
still Andrew what he did was and I thought thiswas brilliant of him.
He found a way to to to work with the insurancecompanies to understand the system of how they
paid quickly and how they they, what he did ishe learned how to navigate the insurance.
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Aspect of roof repair.
So now he would go to to people who who hadroofs that needed repair, and it wasn't he
didn't ask, do you need your roof repair?
He knew they needed it repaired.
It was I can show you how to do this in such away that you get all the money that is due to
you in the quickest amount of time possible.
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So he found a way, right, to bring immensevalue to them in a way that that others hadn't
thought of.
In his business really soared.
To me, that just wow.
You know, when I when I read that?
No.
That that that's so cool.
And, you know, I'm sure you find a lawfulfillment what you do.
Just like I'm sure you get a lot of letters andemails of people thanking you for the advice of
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just, rather than thinking about, you know, howcan I make money?
It's how can I go above and beyond to offervalue and to actually help serve this and
especially in creative ways that they haven'theard of before, and be able to experience
that?
So that that's definitely so cool.
And when they do that, they make more money.
And that the neat thing.
That's why that's why John David Man, and I saythat money is simply an echo of value.
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Right?
It's the funder, if you will, to valueslightning, which means really nothing when you
know this because this is what you teach andthis is what you help your clients do.
It's it's knowing that the focus must be onthat other person on bringing value to them.
Right?
When you do that, the money comes for and fornot for woo woo way out there reasons, but for
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natural reasons.
Right?
You know, again, we were talking about earlier.
People don't do business with you because youhave a quota to meet.
Right?
They don't do business with you because youneed the money or even because you're just just
because you're a nice person.
They do business with you because they believethat ultimately they are gonna benefit.
They're gonna be better off by doing businesswith you than by not doing business with you.
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And in a free market based economy, meaningsimply that no one's forced to do business with
anyone else, that's the reason they're gonna dobusiness.
So when your focus is on providing immensevalue to them.
K?
Now you've created what we call that benevolentcontext for your success, and the money you
receive is simply the natural result of thevalue you've provided.
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Yeah.
I love that.
It makes so much sense.
Andrew kinda makes me wanna ask the nextquestion too is, you know, it's unfortunate
that, you know, I still talk to people everyday.
Well, even though that's in zoom or in person.
And, whenever I bring up the word sales, italways immediately makes people flinch to go,
because they Right.
Still immediately think of the used carsalesman.
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Like, oh, yeah.
I remember getting sold, but a bad car by thisguy for half the Weiss.
Andrew so I'm curious.
What what would you say to if you're speakingto a room, I'm sure you've spoken to this room
before, but, for this interview, if you ifyou're speaking to a room of both used car
salesmen and your your average person who'sfamiliar with the word sales, what would you
say about them to help shape, changes the shiftaround the mindset of sales in general.
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Well, so let's look at that mindset because youbring up an important point.
You know, when when people say things like, oh,I could never be in sales or I don't like
selling, it's not that they don't like sellingis that they don't like what they think selling
is.
Right?
So too many people have that that preconceivednotion that selling is about trying to convince
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someone to buy something they don't, need,right, or or want.
Well, that's not selling.
That's called being a con artist.
Right?
And who wants to do that?
If you have good values, who wants to to dothat?
Nobody.
So, you know, selling can be really defined,Andrew, as simply discovering what the other
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person does need, does want, does desire, andhelping them to get it.
You know, the old English root of the word sellis Salon, which meant to give.
So when you're selling, you're literallygiving.
Now someone might say, well, okay.
That's Feinberg.
That's really clever, but isn't that justsemantics?
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And I don't think so.
And the reason why is this?
Let's say you are in the selling situationwhere you have a prospective customer or client
in front of you Andrew whether you sell usedcars or new cars or whether you sell widgets or
Mcguffins or you sell whatever it happens tobe.
So you're in a selling situation.
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What are you giving?
I suggest you're giving time, attention,counsel, education, empathy, and ultimately,
immense value.
When we look at selling this way, now we cansee it as something that is is benevolent and
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something that that is a service to others.
So that's, you know, that's that's what I wouldsay to anybody regardless of how they approach
sales right now or or what they think of salesat this time.
No.
I I love that.
Andrew, it also kinda reminds me too, you know,you know, we we live in a world where, yeah, it
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it is unfortunate that, you know, we get morecold calls, like, Americans specifically get
more cold calls, in a day than, like, Europeansgetting 3 months.
And, you know, and I'm sure, you know, we allremember seeing those DMs, those calls, those
messages, from people that you're like, I don'tknow who you are, why you're already trying to
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sell me on something.
But also, of course, you know, people wanna putfood on the table.
And so, of course, you know, as someone who'san international best seller, you're a keynote
speaker, you built a several successfulbusiness and help other people do it.
How do you help to differentiate when, you'reresponding to people or not, and whether you
even willing to consider their offer,essentially?
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Well, at first, you know, I'm probably one ofthe few who when I receive a a a, a a call from
someone I don't know.
I'm always polite because I'm polite toeveryone, but it doesn't mean I'm gonna do
business with them.
I'm probably not.
And and but, you know, I I realize if they'reon the phone, dialing for dollars.
I realized they're, you know, they are tryingto make a living Andrew they're doing what
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they're doing.
And and so I don't think there's ever anyreason to be, you know, to be rude and to and
so forth.
But but the same token, you know, I'm aconsumer, and I'm only gonna buy what I'm
interested in buying because I believe it'ssomething that's that I want either desire.
Right?
Yeah.
So I think it's like anything else.
If you are if you're making calls, reachingout, doing what have you, you've got to be able
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to to grab someone's attention in a way thatthey're gonna be interested.
It's very difficult to do that in in a lot ofwith a lot of cold reach out you know, my
friend, Art Subtech, who probably is the, youknow, today's leading authority on telephone
sales.
He says, you know, it's a difference betweencold calls and smart calls.
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You know, cold calling and smart calling.
And that is now I'm not talking about theperson who's just randomly dialing for dollars.
They can't make smart calls.
It it is a matter of their trying to findpeople who are interested in, you know, and so
forth.
But as a as a person who's making outboundcalls as you are prospecting for new business,
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it's so much more helpful assuming, you know,you have a marketplace that you're working.
And while while all people are individuals havetheir different needs, wants, Andrew desires.
If you've chosen your your niche carefully andyou've researched it and you know it, there's a
good chance you're going to be able to knowwhat it is.
They're basically looking for.
Now if you can do your research, whether it'sthrough LinkedIn or other sources and know
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enough about the person you are calling, orabout their position to know how to approach
it.
Everything you do that's smart.
That's right.
As as, you know, as as, art would say in smartcalling, everything you are doing correctly
takes you one step further to being able toopen a door and not just face that, you know,
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that that rejection.
Now once you have if you have the right personand you you have the right opening question to
elicit their interest, Andrew then you haveyour statement that can help them see very
quickly why it might be in their best interestto know more now you have a place to begin.
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So, again, it really is just a matter of ofapproaching it in the correct way, which
doesn't guarantee you when thing other thanyou've increased the odds of of the right
result.
Yeah.
I know.
I I love that too.
And, It's so fascinating.
We mentioned that root word of the word sale ispronounced salon.
So, yeah, s e l l a n, salon or salon.
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Salon's land is is to give, and it's just like,you know, I I know the wolf of Wall Street is,
like, sell me this pen is like, you know, don'tknow if you've seen that movie, but I
saw that clip.
Yeah.
Okay.
Yes.
And, of course, they're like, you know, somepeople brag about selling ice to an Escimo,
Andrew it's just kinda like, well, that'sgreat.
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But, like, you said too, like, make sure it'ssomething they actually want or they need and,
like, they they can benefit from versus, tryingto yeah, it doesn't make sense to do that.
And that kinda brings me my next question toois I'm I'm curious, if there's any, obviously,
I was gonna ask for, like, the worst pitch youever received, but I think we all know what
that looks like.
So I'm curious, what's one of the best quote,unquote, cold pitches you've ever received
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either by phone or email that, like, you're,like, I can't say no to this.
I think it's just anything where it wassomething that I was in the market for or could
be in the market for.
You know, there's been many of them.
And, again, if it's something that I thatinterests me, I'm gonna say, yeah, tell me
more.
Absolutely.
Interesting.
So if you, like, have you received, like, anemail or a phone call, like, I I see you're
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wearing a nice sweater right now, like, oh,check out this just created this new, brand new
sweater.
I know you're you, Bob, are gonna love thispersonally.
It sound it's gonna keep you warm Andrew, keepyou good looking too.
Like, has it, or has it always always beenbusiness?
What's the word?
Business opportunities that you can join in orput anything that comes to mind that stands
out?
So here here's the thing.
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If it's an email that is a a spam.
Okay?
Mhmm.
No.
I'm not even if I like what they might beoffering, I'm gonna do it because I don't I
don't believe in spam, and I I don't wannareward that.
Mhmm.
You know what I'm saying?
It's the same if if somebody on LinkedIn sendsme a connection request, which I always accept,
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and I, I mean, unless it's so obvious thatit's, you know, but I accept it Andrew I always
write back a a note, you know, thank you forconnecting with me, but, you know, and so
forth.
Now if if 2 seconds later, right, I get back
unabated message and
not a beta.
Yeah.
Sure.
Whatever.
And it's, hey.
We have blah blah blah.
Now, really, I don't care in case, what they'reselling, no matter how much I might be
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interested, I'm not doing it because, again,I'm just not gonna reward that type of type of
action.
But if someone approaches in the correct way,then, you know, then sure.
You know, again, it's always gonna come down tothe customer, the prospective customer, me, in
this case, thinking, well, is this somethingthat I would be interested in?
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You know, it it it it's not it's not really anymore complicated than that.
Yeah.
No.
I I love that, and it it makes sense.
And, and I also wanna applaud you too.
Like, keep even my, my wife, you know, she has30 100 messages.
She rarely checks her her social media.
And so the fact that you're able to go, no.
It's okay.
I'll accept the message.
I'll see what they're about.
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And then, from there, you set the boundary thewith some of the barrier entry versus, like,
not even accepting people.
So so props to you for that.
And, for the next question, I'm curious too,you know, as someone, you're definitely someone
who a lot of people have said, oh, you you'veyou've made it.
You've you've reached the top.
You're like, you're you're where people wannabe.
They they strive to to get there.
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But he also seems like your guy who, who'salways growing, always learning, and you're
always like, no.
No.
There's always more people to read.
It's always more people to help.
How much time and effort do you spend stillthinking about the value that you can offer
each day and and why?
So I've never felt like I've reached the top.
I mean, I've had some successes, and I've hadsome failures in over 30 years.
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I've had some good successes, and I'm verygrateful for it.
I, you know, try not to compare myself toothers who've been much more successful, right,
but I try to compare myself to to my potentialand where I can do better and so forth.
Yeah.
I'm always grow growing and improving, and Ithink one of the the reasons why I love what I
do so much, and I'll I'll be 65 next month.
And you know, the reason why I I still do whatI do is because it's a lot of fun.
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And I think a big part of the fun with me isfeeling that the message that I I bring is a
value to people.
And so, yeah, I'm always looking for ways toreach more people with more value just like we
talk about in the book.
Right?
And, Andrew and that's fun for me.
You know, that's something that I I enjoy.
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I get a charge from.
So Do you have your, like,
a daily routine or weekly routine?
Like, I focus on how I can help others everymorning from 8 AM to 9 AM.
And then once a week, I review the tasks fromthe week.
Do you have any routines around these
I I have routines.
I wouldn't put it in in a way that, yeah, I'mgonna help others from this or that.
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I I I don't think I I see myself in that light,you know, is that, oh, I'm gonna help others to
I I hopefully do that through my work.
Yeah.
But I don't put myself in that kind of pedestalby any by any means.
But, yeah, I mean, I have my routines from themoment I get up to to, to when I go to sleep,
really, but it's not it's not one that thatconstricts me.
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It's one that kinda frees me up.
So I kinda always know what I'm, you know, whatwhat I'm doing in in the in when.
But especially that early morning, I'm up at4:30.
Andrew, I just enjoy it.
You know, I I never got up to that early when Iwas a kid.
I was always a, you know, 5:30 person, but asI've gotten older, I I like getting up earlier
because, I can get things done before the dayreally starts for people.
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You know, I I read voraciously.
So I'm always doing that.
And, yeah, you know, and then the the things Ineed to do, whether it's preparing for a for a
talk that I'm doing or we have, my businesspartner, Kathy Tej, and I have our upcoming a
Gogor success alliance beyond the mastermind,which is an in person event, coming up at the
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end in 3rd week of January.
So there's a lot of prep for that because it'sjust eight people.
So we go very deep into their businesses.
So I need to know about them and be able toknow.
So, you know, I but so all those things I justdo as a part of, as a part of my work.
But, again, as long as I I love it, I'll keepdoing it.
No.
Did you just say too that, you don't consider5:30 in the morning early?
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I pretty used to be, you know, I mean, all Isee was because I said, yeah, I used to be a
5:30 riser.
Yeah.
I I guess that is, but then you put 4:30 to itand 5:30 doesn't seem too bad.
That's No.
It makes sense.
To 5:30 sometimes.
I love that.
That that's so awesome.
And that's so cool too that, it it comesnaturally that, like, you don't have to, like,
make it a habit or make it a team.
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Like, you you've built that skill, you've builtthat muscle that you know as long as you go
throughout your day, figure out how can I offervalue to people, how can I get back?
You know, it's it's gonna happen.
You don't have to worry about all don't do itat 8 AM in the morning.
It's not gonna happen.
Like, it sounds like it comes actually to youthen.
I think we create systems in our lives.
If we want more processes, if we choose to thatallows it to become natural.
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You know what I'm saying?
It it it doesn't give us the the option to dothe things that are, counterproductive, if you
will.
You know?
It's why I don't bring Oreo cookies into thehouse.
You know?
I you're trying to create a system where if I'mreally if I'm gonna have an Oreo cookie and
when I say an Oreo cookie, I mean, the entirebox
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Oh, no.
You're one of those guys.
You eat a whole car at once?
Yeah.
Actually, get in the car, go to the store.
Go you know what I'm saying?
Because if they were in the house, I would eatSo so I I try to create systems and processes
that that gear me toward the the bestdecisions.
Right?
It's supposed to just allowing me to to todelve into the the wrong ones.
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No.
It makes sense.
So now we're about 10 10 minutes left here, or8:8 ish minutes, and I'll I'll try and tackle 3
different subjects.
Obviously, their their own interviews onthemselves.
But the first one is I'd love for you to talkabout mentorship.
What's the best way to find a men mentorAndrew, what should someone not do when trying
to find a mentor?
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Well, I think mentorship is very importantbecause the right mentor or mentors can really
cut your learning curve by years.
Right?
But it can be, you know, it can be difficult ifif it's not approached the right way.
I think what a lot of people do, which iscounterproductive is they'll they'll approach
someone who they'd like to have mentored them.
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And, you know, they don't necessarily have arelationship with this person Andrew they just
say, hey, will you mentor me or I need amentor?
Will you mentor me?
Well, there's a a a couple of things or a fewthings that are, I think, not helpful when
doing it that way.
First, if you want this person to mentor you,there's a good chance many others do as well.
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Andrew there's nothing in just coming right outand asking them to mentor to you that
distinguishes you from everybody else.
In fact, it could really come across asentitled just asking someone you don't know
where it's sort of like saying, hey.
Will you share 30 or 40 years of your wisdomwith me even though you don't me from a hole in
the wall, to put it in another way that we'veoften heard.
(21:51):
It's like asking, someone to marry you beforeasking for a date.
Okay?
So I
think I'm a mentor protege relationship is justthat.
It's a relationship, and it's something thatbuilds over time.
So so I don't think asking in that way isusually productive.
Now that said, you really can approachpractically anyone but I think you do it a
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different way.
So if you were to say to this person and again,it could be, email or phone or or, in person,
what would have you.
But to say, I know you are very busy.
So if this is something you either don't havetime to do or for any reason, would rather not
I'll absolutely understand.
I'm wondering if I might ask you 1 or 2 veryspecific questions.
(22:38):
Now when you ask like that, you've you've donea couple of of important things.
One is, again, you respected the process youdidn't just assume that they owe you their, you
know, their advice or their their wisdom.
Okay?
You also gave them an out or backdoor, which isimportant.
You said if you're just too busy to do this, orfor any reason, I would rather not.
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I'll totally understand Andrew out or backdoor,an outer backdoor is simply an emotional escape
route that you give someone.
The bigger the out or backdoor you give someoneto take, the less they'll feel the need to take
it.
The reason is people wanna have that controlAndrew autonomy.
They don't wanna feel pressured or pushed intosomething.
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So by not backing them into a corner, okay,you're you're making them feel more
comfortable, but also they know that if you'rethe type to be that considerate to give them
the out, that you're also the type that's gonnabe a lot more conscious of their time and so
forth.
Now the third thing you did in that is ratherthan just asking if you could, you know, pick
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their brain or, you know, just meet with themAndrew which, you know, they don't know again,
they don't know you well.
They don't know.
You've said, if I might ask you 1 or 2 veryspecific questions, This tells them that first
you have an agenda, agenda in a good way.
Right?
I don't mean an agenda, but, you know
Yeah.
You know, this person knows what they wannaask.
(24:07):
They're not gonna waste my time.
They're gonna write.
They know.
And so that says to them, it's not gonna take alot of their time.
Andrew it's gonna be a fruitful conversation.
Right?
It is Yeah.
1 or 2 very specific questions.
So usually, they'll not not always usually,they'll say, sure.
Or, you know, go ahead.
What can I do?
Or let's set up a time.
What have you?
Now you wanna be respectful of their time.
(24:27):
You wanna make sure you research them sothoroughly that you don't ask them a question,
the answer to which you could have found outjust by doing your research because that will.
Right?
But you have a a brief, but but goodconversation.
You thank them profusely.
Let them know, how much you you value that.
And if it's okay with the UL, check back, and,you know, down the line, let you know how
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things are going.
They're gonna say, sure.
Please, easily do that.
Now immediately after the meeting or call orZoom or whatever it happens to be, I would
write a handwritten personalized.
Thank you.
No.
Short and sweet.
Just, you know, again, thank you so much fortaking your time Andrew sharing such immense
wisdom and valuable.
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I look forward to applying, your suggestionsright away Andrew will, you know, circle back
or will you know, we'll let you know how towe'll keep you abreast of how things are coming
along.
Best regards sign your name.
You put it in an envelope, hand stamp it.
You send it that day.
Also, a really good idea is to make a smalldonation.
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Doesn't have to be anything big, a smalldonation to their favorite charity.
More cause.
You can find that out easily by reading anarticle online or, you know, research or call
their admin and just ask whatever.
Make the donation in their name.
It'll get back to them.
You're not doing it to kiss up or anything,but, again, just to show that you expect the
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process.
You appreciate them.
And that even though you're not in a positionto give value to them like they are to you, you
want to do your best to respect them and soforth.
Now a couple Weiss later, 3 weeks later,whatever, you might have some result.
You can share or might have maybe anotherquestion and so forth.
You know, again, you approach it like that in away that makes them feel very comfortable.
(26:21):
And, again, the it might over time develop intoa protege, or a mentor protege relationship.
Now It might not.
It might be.
That was the only time you were gonna talk tothem or maybe a couple more times, and then
there's someone else and someone in you youdon't know.
The key is to go about Right?
(26:45):
And, and you'll find that, you know, and as youcontinue to try to always add value to those
who help you in any way, you'll find that thatthere's always gonna be people there that are
gonna that are gonna be there to help you.
I love that.
That's such a good Andrew.
And so many golden golden nuggets about gettingpeople an out, making sure you donate to their
charity, do Andrew notes.
(27:06):
Like, it sounds like you know what you'retalking about.
Oh my gosh.
Imagine that.
So, yeah, final final couple of questions, fortoday.
I know this show is called BAPT results.
Andrew so someone said, Bob, I need to make asale today.
I I'm a coach or I'm a, I'm a plumber.
I'm I'm an architect.
How can I get a sale today?
(27:28):
Using your methods and skills.
So if you need to make a sale today, then youneed to find a way to add value to someone
today.
It comes down to that.
Remember, nobody's gonna buy from you becauseyou need the sale.
Okay?
So you've gotta find a way if it's really todaythat you need that sale.
You needs a way to find to give value andcommunicate that value effectively to that
(27:50):
other person.
I love it.
Awesome.
Well, yeah, if everyone listening in, I'm gonnaput the waste contact Bob in the chat.
It's also listed on his website.
You could definitely make sure to go to the gogiver dot com.
Now you can find more of, Bob's information,community, ways to book him.
And then, Bob, final question, what's the onetakeaway you want people to have from this
(28:10):
interview today?
Well, and can I give you actually another, e,website address my main website's burg.com?
Very similar.
Yeah.
Uh-uh.
Yeah.
Thank you.
So I would say this.
This is something that, years ago.
In fact, it was almost 40 years ago.
That's how long ago it was that that somebodyshared with me.
(28:33):
I was in a selling slump, and I was a youngsalesperson.
And my focus, you know, in getting out of theslump rather than my focus being on my
customers.
My focus was really on myself and getting outof the slump.
Well, we know people don't buy from you becauseyou need to get out of a slump.
Right?
That's not what was in my on my mind.
Andrew he said to me, you know, Berg, if youwanna make a lot of money in in sales, he said,
(28:58):
don't have making money as your target.
Your target is serving others.
Now when you hit the target, he said you'll geta reward Andrew that reward will come in the
form of money, and you can do with that money,whatever you choose, but never forget.
The money is simply the reward for hitting thetarget It isn't the target itself.
(29:20):
Your target is serving others.
And, you know, Andrew, that's when it reallyhit me.
That great salesmanship is never about thesalesperson.
Great salesmanship is never about the productor service as important as those are.
It's not what it's about.
Great salesmanship is about the other personthat person whose life you are trying to bring
(29:44):
value to.
And in fact, we could really say it this way.
Great salesmanship is about another person'slife being better just because you are part of
it.
And I think that when we approach selling,Salan, right, selling from that foundational
premise.
(30:04):
Now we're really nine steps ahead of the game.
In a 10 step game.
I love that.
I love that.
Such amazing wisdom to end on.
So, yeah, definitely sure to get Bob's book togo give her, reread it again.
I know I'm going to reread it, again, and justso many amazing insights.
And, of course, the other books in the series,I gotta get to those 2.
(30:25):
But, Bob, thank you so much for coming ontoday.
We really appreciate it.
And everyone make sure to check out Bob'swebsite berg.com to help you with your
endeavors.
And with that said, we'll see you all in thenext episode of rapid results.
Thank you, everyone.
That concludes another episode
(30:47):
of happy results.
Of the lifestyle freedom you desire, and we'llsee you next week.
The show you need to get what you desire byavoiding the mistakes made by others before
you.
Learn the stories and journeys of what successlooks like to find a freedom you deserve.
While thriving with your best eyes.
(00:34):
Welcome back to another amazing episode ofrapid results with Andrew Weiss.
Today, we have the legendary Bob Berg, And forthose you haven't heard of or met Bob Berg
before, he wrote 1 of the international bestsellers, the Go Giver.
I definitely remember reading it in college,how much I enjoyed the book, and so the faculty
(00:54):
will host him today, is very honorable.
So in case you don't know, but, Bob, for over30 years, he has successfully showed
entrepreneurs, leaders, sales professionals,how to communicate their value Andrew
accelerate their business growth.
Although he's best known for his sales classicendless referrals, it's his business parable,
the go giver co author with John David Mannthat has created a worldwide movement.
(01:17):
Andrew while it's a 4 book series, it has soldmore than 1,000,000 copies been translated in
30 languages.
It was a top 10 on Inc.
Magazine's list of the most motivational bookever written and was on the HubSpot's 20 most
highly rated sales books of all time.
Bob was the founder of the Go Giver CommunityNetwork, a 1 a first of his kind online
business community, and he's an advocatesupporter defender of the free enterprise
(01:40):
system, believing that the amount of money onemakes is directly proportional to many people
they serve.
And finally, he's an unapologetic animalfanatic served on the board of directors of
furry friends adoption in clinic in his town ofJupiter Florida.
And on top of all that, that doesn't pump youup.
Just wait for this interview.
And so with that said, Bob, one of the firstthings we wanna today is what's the biggest and
(02:04):
best business deal you're most proud of?
Gosh.
I mean, I think anytime you hear from somebodythat you made a difference in their business
through either your content or a a livepresentation or podcast or, you know, something
that they heard that they took Andrew theyapplied, but, yeah, I I think it's a great
feeling, right, and certainly teaming up withJohn David Mann, for the go giver book.
(02:28):
John was the the co author, but really the leadwriter.
He's the storyteller.
And, in the success we've had with that, it'sit's been a nice feeling.
That's awesome.
Is there any specific examples that come tomind?
You're like, oh my gosh.
This is so amazing when, this person is able tomake this happen.
You know, I think hearing that there's there'sone, that just that just hits me as you as you
(02:51):
say that, and it was about an entrepreneur, ayoung entrepreneur in the Pittsburgh,
Pennsylvania area who, had a roofing businessAnd at the time, there was a downturn in the
economy, and he and his fellow roofers were allsuffering.
Andrew they were all kind of doing the samething.
They were pulling back on the value they wereoffering because money was tight Andrew things
(03:14):
were right there.
So they were trying to get the most for theleast.
Well, you know, that's not how customers wannado business because they're not, customers
aren't buying from us because we want themoney.
But because they feel they're gonna receivevalue.
So that wasn't working for them.
Well, he, read the book.
Someone had referred it to him to go give her.
Andrew he said, gosh, I'm doing this backwards.
(03:35):
I've gotta find ways to create more value inways that don't cost money, but ways that can
still Andrew what he did was and I thought thiswas brilliant of him.
He found a way to to to work with the insurancecompanies to understand the system of how they
paid quickly and how they they, what he did ishe learned how to navigate the insurance.
(03:58):
Aspect of roof repair.
So now he would go to to people who who hadroofs that needed repair, and it wasn't he
didn't ask, do you need your roof repair?
He knew they needed it repaired.
It was I can show you how to do this in such away that you get all the money that is due to
you in the quickest amount of time possible.
(04:18):
So he found a way, right, to bring immensevalue to them in a way that that others hadn't
thought of.
In his business really soared.
To me, that just wow.
You know, when I when I read that?
No.
That that that's so cool.
And, you know, I'm sure you find a lawfulfillment what you do.
Just like I'm sure you get a lot of letters andemails of people thanking you for the advice of
(04:41):
just, rather than thinking about, you know, howcan I make money?
It's how can I go above and beyond to offervalue and to actually help serve this and
especially in creative ways that they haven'theard of before, and be able to experience
that?
So that that's definitely so cool.
And when they do that, they make more money.
And that the neat thing.
That's why that's why John David Man, and I saythat money is simply an echo of value.
(05:05):
Right?
It's the funder, if you will, to valueslightning, which means really nothing when you
know this because this is what you teach andthis is what you help your clients do.
It's it's knowing that the focus must be onthat other person on bringing value to them.
Right?
When you do that, the money comes for and fornot for woo woo way out there reasons, but for
(05:28):
natural reasons.
Right?
You know, again, we were talking about earlier.
People don't do business with you because youhave a quota to meet.
Right?
They don't do business with you because youneed the money or even because you're just just
because you're a nice person.
They do business with you because they believethat ultimately they are gonna benefit.
They're gonna be better off by doing businesswith you than by not doing business with you.
(05:49):
And in a free market based economy, meaningsimply that no one's forced to do business with
anyone else, that's the reason they're gonna dobusiness.
So when your focus is on providing immensevalue to them.
K?
Now you've created what we call that benevolentcontext for your success, and the money you
receive is simply the natural result of thevalue you've provided.
(06:13):
Yeah.
I love that.
It makes so much sense.
Andrew kinda makes me wanna ask the nextquestion too is, you know, it's unfortunate
that, you know, I still talk to people everyday.
Well, even though that's in zoom or in person.
And, whenever I bring up the word sales, italways immediately makes people flinch to go,
because they Right.
Still immediately think of the used carsalesman.
(06:35):
Like, oh, yeah.
I remember getting sold, but a bad car by thisguy for half the Weiss.
Andrew so I'm curious.
What what would you say to if you're speakingto a room, I'm sure you've spoken to this room
before, but, for this interview, if you ifyou're speaking to a room of both used car
salesmen and your your average person who'sfamiliar with the word sales, what would you
say about them to help shape, changes the shiftaround the mindset of sales in general.
(06:59):
Well, so let's look at that mindset because youbring up an important point.
You know, when when people say things like, oh,I could never be in sales or I don't like
selling, it's not that they don't like sellingis that they don't like what they think selling
is.
Right?
So too many people have that that preconceivednotion that selling is about trying to convince
(07:22):
someone to buy something they don't, need,right, or or want.
Well, that's not selling.
That's called being a con artist.
Right?
And who wants to do that?
If you have good values, who wants to to dothat?
Nobody.
So, you know, selling can be really defined,Andrew, as simply discovering what the other
(07:45):
person does need, does want, does desire, andhelping them to get it.
You know, the old English root of the word sellis Salon, which meant to give.
So when you're selling, you're literallygiving.
Now someone might say, well, okay.
That's Feinberg.
That's really clever, but isn't that justsemantics?
(08:07):
And I don't think so.
And the reason why is this?
Let's say you are in the selling situationwhere you have a prospective customer or client
in front of you Andrew whether you sell usedcars or new cars or whether you sell widgets or
Mcguffins or you sell whatever it happens tobe.
So you're in a selling situation.
(08:29):
What are you giving?
I suggest you're giving time, attention,counsel, education, empathy, and ultimately,
immense value.
When we look at selling this way, now we cansee it as something that is is benevolent and
(08:50):
something that that is a service to others.
So that's, you know, that's that's what I wouldsay to anybody regardless of how they approach
sales right now or or what they think of salesat this time.
No.
I I love that.
Andrew, it also kinda reminds me too, you know,you know, we we live in a world where, yeah, it
(09:11):
it is unfortunate that, you know, we get morecold calls, like, Americans specifically get
more cold calls, in a day than, like, Europeansgetting 3 months.
And, you know, and I'm sure, you know, we allremember seeing those DMs, those calls, those
messages, from people that you're like, I don'tknow who you are, why you're already trying to
(09:31):
sell me on something.
But also, of course, you know, people wanna putfood on the table.
And so, of course, you know, as someone who'san international best seller, you're a keynote
speaker, you built a several successfulbusiness and help other people do it.
How do you help to differentiate when, you'reresponding to people or not, and whether you
even willing to consider their offer,essentially?
(09:53):
Well, at first, you know, I'm probably one ofthe few who when I receive a a a, a a call from
someone I don't know.
I'm always polite because I'm polite toeveryone, but it doesn't mean I'm gonna do
business with them.
I'm probably not.
And and but, you know, I I realize if they'reon the phone, dialing for dollars.
I realized they're, you know, they are tryingto make a living Andrew they're doing what
(10:14):
they're doing.
And and so I don't think there's ever anyreason to be, you know, to be rude and to and
so forth.
But but the same token, you know, I'm aconsumer, and I'm only gonna buy what I'm
interested in buying because I believe it'ssomething that's that I want either desire.
Right?
Yeah.
So I think it's like anything else.
If you are if you're making calls, reachingout, doing what have you, you've got to be able
(10:36):
to to grab someone's attention in a way thatthey're gonna be interested.
It's very difficult to do that in in a lot ofwith a lot of cold reach out you know, my
friend, Art Subtech, who probably is the, youknow, today's leading authority on telephone
sales.
He says, you know, it's a difference betweencold calls and smart calls.
(10:57):
You know, cold calling and smart calling.
And that is now I'm not talking about theperson who's just randomly dialing for dollars.
They can't make smart calls.
It it is a matter of their trying to findpeople who are interested in, you know, and so
forth.
But as a as a person who's making outboundcalls as you are prospecting for new business,
(11:17):
it's so much more helpful assuming, you know,you have a marketplace that you're working.
And while while all people are individuals havetheir different needs, wants, Andrew desires.
If you've chosen your your niche carefully andyou've researched it and you know it, there's a
good chance you're going to be able to knowwhat it is.
They're basically looking for.
Now if you can do your research, whether it'sthrough LinkedIn or other sources and know
(11:40):
enough about the person you are calling, orabout their position to know how to approach
it.
Everything you do that's smart.
That's right.
As as, you know, as as, art would say in smartcalling, everything you are doing correctly
takes you one step further to being able toopen a door and not just face that, you know,
(12:02):
that that rejection.
Now once you have if you have the right personand you you have the right opening question to
elicit their interest, Andrew then you haveyour statement that can help them see very
quickly why it might be in their best interestto know more now you have a place to begin.
(12:23):
So, again, it really is just a matter of ofapproaching it in the correct way, which
doesn't guarantee you when thing other thanyou've increased the odds of of the right
result.
Yeah.
I know.
I I love that too.
And, It's so fascinating.
We mentioned that root word of the word sale ispronounced salon.
So, yeah, s e l l a n, salon or salon.
(12:45):
Salon's land is is to give, and it's just like,you know, I I know the wolf of Wall Street is,
like, sell me this pen is like, you know, don'tknow if you've seen that movie, but I
saw that clip.
Yeah.
Okay.
Yes.
And, of course, they're like, you know, somepeople brag about selling ice to an Escimo,
Andrew it's just kinda like, well, that'sgreat.
(13:05):
But, like, you said too, like, make sure it'ssomething they actually want or they need and,
like, they they can benefit from versus, tryingto yeah, it doesn't make sense to do that.
And that kinda brings me my next question toois I'm I'm curious, if there's any, obviously,
I was gonna ask for, like, the worst pitch youever received, but I think we all know what
that looks like.
So I'm curious, what's one of the best quote,unquote, cold pitches you've ever received
(13:27):
either by phone or email that, like, you're,like, I can't say no to this.
I think it's just anything where it wassomething that I was in the market for or could
be in the market for.
You know, there's been many of them.
And, again, if it's something that I thatinterests me, I'm gonna say, yeah, tell me
more.
Absolutely.
Interesting.
So if you, like, have you received, like, anemail or a phone call, like, I I see you're
(13:49):
wearing a nice sweater right now, like, oh,check out this just created this new, brand new
sweater.
I know you're you, Bob, are gonna love thispersonally.
It sound it's gonna keep you warm Andrew, keepyou good looking too.
Like, has it, or has it always always beenbusiness?
What's the word?
Business opportunities that you can join in orput anything that comes to mind that stands
out?
So here here's the thing.
(14:10):
If it's an email that is a a spam.
Okay?
Mhmm.
No.
I'm not even if I like what they might beoffering, I'm gonna do it because I don't I
don't believe in spam, and I I don't wannareward that.
Mhmm.
You know what I'm saying?
It's the same if if somebody on LinkedIn sendsme a connection request, which I always accept,
(14:31):
and I, I mean, unless it's so obvious thatit's, you know, but I accept it Andrew I always
write back a a note, you know, thank you forconnecting with me, but, you know, and so
forth.
Now if if 2 seconds later, right, I get back
unabated message and
not a beta.
Yeah.
Sure.
Whatever.
And it's, hey.
We have blah blah blah.
Now, really, I don't care in case, what they'reselling, no matter how much I might be
(14:53):
interested, I'm not doing it because, again,I'm just not gonna reward that type of type of
action.
But if someone approaches in the correct way,then, you know, then sure.
You know, again, it's always gonna come down tothe customer, the prospective customer, me, in
this case, thinking, well, is this somethingthat I would be interested in?
(15:13):
You know, it it it it's not it's not really anymore complicated than that.
Yeah.
No.
I I love that, and it it makes sense.
And, and I also wanna applaud you too.
Like, keep even my, my wife, you know, she has30 100 messages.
She rarely checks her her social media.
And so the fact that you're able to go, no.
It's okay.
I'll accept the message.
I'll see what they're about.
(15:34):
And then, from there, you set the boundary thewith some of the barrier entry versus, like,
not even accepting people.
So so props to you for that.
And, for the next question, I'm curious too,you know, as someone, you're definitely someone
who a lot of people have said, oh, you you'veyou've made it.
You've you've reached the top.
You're like, you're you're where people wannabe.
They they strive to to get there.
(15:54):
But he also seems like your guy who, who'salways growing, always learning, and you're
always like, no.
No.
There's always more people to read.
It's always more people to help.
How much time and effort do you spend stillthinking about the value that you can offer
each day and and why?
So I've never felt like I've reached the top.
I mean, I've had some successes, and I've hadsome failures in over 30 years.
(16:15):
I've had some good successes, and I'm verygrateful for it.
I, you know, try not to compare myself toothers who've been much more successful, right,
but I try to compare myself to to my potentialand where I can do better and so forth.
Yeah.
I'm always grow growing and improving, and Ithink one of the the reasons why I love what I
do so much, and I'll I'll be 65 next month.
And you know, the reason why I I still do whatI do is because it's a lot of fun.
(16:40):
And I think a big part of the fun with me isfeeling that the message that I I bring is a
value to people.
And so, yeah, I'm always looking for ways toreach more people with more value just like we
talk about in the book.
Right?
And, Andrew and that's fun for me.
You know, that's something that I I enjoy.
(17:01):
I get a charge from.
So Do you have your, like,
a daily routine or weekly routine?
Like, I focus on how I can help others everymorning from 8 AM to 9 AM.
And then once a week, I review the tasks fromthe week.
Do you have any routines around these
I I have routines.
I wouldn't put it in in a way that, yeah, I'mgonna help others from this or that.
(17:23):
I I I don't think I I see myself in that light,you know, is that, oh, I'm gonna help others to
I I hopefully do that through my work.
Yeah.
But I don't put myself in that kind of pedestalby any by any means.
But, yeah, I mean, I have my routines from themoment I get up to to, to when I go to sleep,
really, but it's not it's not one that thatconstricts me.
(17:44):
It's one that kinda frees me up.
So I kinda always know what I'm, you know, whatwhat I'm doing in in the in when.
But especially that early morning, I'm up at4:30.
Andrew, I just enjoy it.
You know, I I never got up to that early when Iwas a kid.
I was always a, you know, 5:30 person, but asI've gotten older, I I like getting up earlier
because, I can get things done before the dayreally starts for people.
(18:08):
You know, I I read voraciously.
So I'm always doing that.
And, yeah, you know, and then the the things Ineed to do, whether it's preparing for a for a
talk that I'm doing or we have, my businesspartner, Kathy Tej, and I have our upcoming a
Gogor success alliance beyond the mastermind,which is an in person event, coming up at the
(18:30):
end in 3rd week of January.
So there's a lot of prep for that because it'sjust eight people.
So we go very deep into their businesses.
So I need to know about them and be able toknow.
So, you know, I but so all those things I justdo as a part of, as a part of my work.
But, again, as long as I I love it, I'll keepdoing it.
No.
Did you just say too that, you don't consider5:30 in the morning early?
(18:55):
I pretty used to be, you know, I mean, all Isee was because I said, yeah, I used to be a
5:30 riser.
Yeah.
I I guess that is, but then you put 4:30 to itand 5:30 doesn't seem too bad.
That's No.
It makes sense.
To 5:30 sometimes.
I love that.
That that's so awesome.
And that's so cool too that, it it comesnaturally that, like, you don't have to, like,
make it a habit or make it a team.
(19:16):
Like, you you've built that skill, you've builtthat muscle that you know as long as you go
throughout your day, figure out how can I offervalue to people, how can I get back?
You know, it's it's gonna happen.
You don't have to worry about all don't do itat 8 AM in the morning.
It's not gonna happen.
Like, it sounds like it comes actually to youthen.
I think we create systems in our lives.
If we want more processes, if we choose to thatallows it to become natural.
(19:40):
You know what I'm saying?
It it it doesn't give us the the option to dothe things that are, counterproductive, if you
will.
You know?
It's why I don't bring Oreo cookies into thehouse.
You know?
I you're trying to create a system where if I'mreally if I'm gonna have an Oreo cookie and
when I say an Oreo cookie, I mean, the entirebox
(20:01):
Oh, no.
You're one of those guys.
You eat a whole car at once?
Yeah.
Actually, get in the car, go to the store.
Go you know what I'm saying?
Because if they were in the house, I would eatSo so I I try to create systems and processes
that that gear me toward the the bestdecisions.
Right?
It's supposed to just allowing me to to todelve into the the wrong ones.
(20:24):
No.
It makes sense.
So now we're about 10 10 minutes left here, or8:8 ish minutes, and I'll I'll try and tackle 3
different subjects.
Obviously, their their own interviews onthemselves.
But the first one is I'd love for you to talkabout mentorship.
What's the best way to find a men mentorAndrew, what should someone not do when trying
to find a mentor?
(20:45):
Well, I think mentorship is very importantbecause the right mentor or mentors can really
cut your learning curve by years.
Right?
But it can be, you know, it can be difficult ifif it's not approached the right way.
I think what a lot of people do, which iscounterproductive is they'll they'll approach
someone who they'd like to have mentored them.
(21:08):
And, you know, they don't necessarily have arelationship with this person Andrew they just
say, hey, will you mentor me or I need amentor?
Will you mentor me?
Well, there's a a a couple of things or a fewthings that are, I think, not helpful when
doing it that way.
First, if you want this person to mentor you,there's a good chance many others do as well.
(21:29):
Andrew there's nothing in just coming right outand asking them to mentor to you that
distinguishes you from everybody else.
In fact, it could really come across asentitled just asking someone you don't know
where it's sort of like saying, hey.
Will you share 30 or 40 years of your wisdomwith me even though you don't me from a hole in
the wall, to put it in another way that we'veoften heard.
(21:51):
It's like asking, someone to marry you beforeasking for a date.
Okay?
So I
think I'm a mentor protege relationship is justthat.
It's a relationship, and it's something thatbuilds over time.
So so I don't think asking in that way isusually productive.
Now that said, you really can approachpractically anyone but I think you do it a
(22:13):
different way.
So if you were to say to this person and again,it could be, email or phone or or, in person,
what would have you.
But to say, I know you are very busy.
So if this is something you either don't havetime to do or for any reason, would rather not
I'll absolutely understand.
I'm wondering if I might ask you 1 or 2 veryspecific questions.
(22:38):
Now when you ask like that, you've you've donea couple of of important things.
One is, again, you respected the process youdidn't just assume that they owe you their, you
know, their advice or their their wisdom.
Okay?
You also gave them an out or backdoor, which isimportant.
You said if you're just too busy to do this, orfor any reason, I would rather not.
(23:01):
I'll totally understand Andrew out or backdoor,an outer backdoor is simply an emotional escape
route that you give someone.
The bigger the out or backdoor you give someoneto take, the less they'll feel the need to take
it.
The reason is people wanna have that controlAndrew autonomy.
They don't wanna feel pressured or pushed intosomething.
(23:22):
So by not backing them into a corner, okay,you're you're making them feel more
comfortable, but also they know that if you'rethe type to be that considerate to give them
the out, that you're also the type that's gonnabe a lot more conscious of their time and so
forth.
Now the third thing you did in that is ratherthan just asking if you could, you know, pick
(23:44):
their brain or, you know, just meet with themAndrew which, you know, they don't know again,
they don't know you well.
They don't know.
You've said, if I might ask you 1 or 2 veryspecific questions, This tells them that first
you have an agenda, agenda in a good way.
Right?
I don't mean an agenda, but, you know
Yeah.
You know, this person knows what they wannaask.
(24:07):
They're not gonna waste my time.
They're gonna write.
They know.
And so that says to them, it's not gonna take alot of their time.
Andrew it's gonna be a fruitful conversation.
Right?
It is Yeah.
1 or 2 very specific questions.
So usually, they'll not not always usually,they'll say, sure.
Or, you know, go ahead.
What can I do?
Or let's set up a time.
What have you?
Now you wanna be respectful of their time.
(24:27):
You wanna make sure you research them sothoroughly that you don't ask them a question,
the answer to which you could have found outjust by doing your research because that will.
Right?
But you have a a brief, but but goodconversation.
You thank them profusely.
Let them know, how much you you value that.
And if it's okay with the UL, check back, and,you know, down the line, let you know how
(24:52):
things are going.
They're gonna say, sure.
Please, easily do that.
Now immediately after the meeting or call orZoom or whatever it happens to be, I would
write a handwritten personalized.
Thank you.
No.
Short and sweet.
Just, you know, again, thank you so much fortaking your time Andrew sharing such immense
wisdom and valuable.
(25:14):
I look forward to applying, your suggestionsright away Andrew will, you know, circle back
or will you know, we'll let you know how towe'll keep you abreast of how things are coming
along.
Best regards sign your name.
You put it in an envelope, hand stamp it.
You send it that day.
Also, a really good idea is to make a smalldonation.
(25:35):
Doesn't have to be anything big, a smalldonation to their favorite charity.
More cause.
You can find that out easily by reading anarticle online or, you know, research or call
their admin and just ask whatever.
Make the donation in their name.
It'll get back to them.
You're not doing it to kiss up or anything,but, again, just to show that you expect the
(25:57):
process.
You appreciate them.
And that even though you're not in a positionto give value to them like they are to you, you
want to do your best to respect them and soforth.
Now a couple Weiss later, 3 weeks later,whatever, you might have some result.
You can share or might have maybe anotherquestion and so forth.
You know, again, you approach it like that in away that makes them feel very comfortable.
(26:21):
And, again, the it might over time develop intoa protege, or a mentor protege relationship.
Now It might not.
It might be.
That was the only time you were gonna talk tothem or maybe a couple more times, and then
there's someone else and someone in you youdon't know.
The key is to go about Right?
(26:45):
And, and you'll find that, you know, and as youcontinue to try to always add value to those
who help you in any way, you'll find that thatthere's always gonna be people there that are
gonna that are gonna be there to help you.
I love that.
That's such a good Andrew.
And so many golden golden nuggets about gettingpeople an out, making sure you donate to their
charity, do Andrew notes.
(27:06):
Like, it sounds like you know what you'retalking about.
Oh my gosh.
Imagine that.
So, yeah, final final couple of questions, fortoday.
I know this show is called BAPT results.
Andrew so someone said, Bob, I need to make asale today.
I I'm a coach or I'm a, I'm a plumber.
I'm I'm an architect.
How can I get a sale today?
(27:28):
Using your methods and skills.
So if you need to make a sale today, then youneed to find a way to add value to someone
today.
It comes down to that.
Remember, nobody's gonna buy from you becauseyou need the sale.
Okay?
So you've gotta find a way if it's really todaythat you need that sale.
You needs a way to find to give value andcommunicate that value effectively to that
(27:50):
other person.
I love it.
Awesome.
Well, yeah, if everyone listening in, I'm gonnaput the waste contact Bob in the chat.
It's also listed on his website.
You could definitely make sure to go to the gogiver dot com.
Now you can find more of, Bob's information,community, ways to book him.
And then, Bob, final question, what's the onetakeaway you want people to have from this
(28:10):
interview today?
Well, and can I give you actually another, e,website address my main website's burg.com?
Very similar.
Yeah.
Uh-uh.
Yeah.
Thank you.
So I would say this.
This is something that, years ago.
In fact, it was almost 40 years ago.
That's how long ago it was that that somebodyshared with me.
(28:33):
I was in a selling slump, and I was a youngsalesperson.
And my focus, you know, in getting out of theslump rather than my focus being on my
customers.
My focus was really on myself and getting outof the slump.
Well, we know people don't buy from you becauseyou need to get out of a slump.
Right?
That's not what was in my on my mind.
Andrew he said to me, you know, Berg, if youwanna make a lot of money in in sales, he said,
(28:58):
don't have making money as your target.
Your target is serving others.
Now when you hit the target, he said you'll geta reward Andrew that reward will come in the
form of money, and you can do with that money,whatever you choose, but never forget.
The money is simply the reward for hitting thetarget It isn't the target itself.
(29:20):
Your target is serving others.
And, you know, Andrew, that's when it reallyhit me.
That great salesmanship is never about thesalesperson.
Great salesmanship is never about the productor service as important as those are.
It's not what it's about.
Great salesmanship is about the other personthat person whose life you are trying to bring
(29:44):
value to.
And in fact, we could really say it this way.
Great salesmanship is about another person'slife being better just because you are part of
it.
And I think that when we approach selling,Salan, right, selling from that foundational
premise.
(30:04):
Now we're really nine steps ahead of the game.
In a 10 step game.
I love that.
I love that.
Such amazing wisdom to end on.
So, yeah, definitely sure to get Bob's book togo give her, reread it again.
I know I'm going to reread it, again, and justso many amazing insights.
And, of course, the other books in the series,I gotta get to those 2.
(30:25):
But, Bob, thank you so much for coming ontoday.
We really appreciate it.
And everyone make sure to check out Bob'swebsite berg.com to help you with your
endeavors.
And with that said, we'll see you all in thenext episode of rapid results.
Thank you, everyone.
That concludes another episode
(30:47):
of happy results.
Of the lifestyle freedom you desire, and we'llsee you next week.
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