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Summary of Lessons From The Go-Giver

This was my summary for the book The Go-giver written by Bob Burg and John David Mann, if you have read it, feel free to connect and discuss what your thoughts are. If you haven't read it, do read it, but if you don't have the time, listen to the audiobook here or a summarized version on Spotify here.

The story is about a salesperson Joe who was struggling to meet his quarterly sales, out of desperation he seeks advice from Pindar, an enigmatic legendary consultant. Pindar then brought to meet one person each day who would teach him one lesson and Joe must apply the lessons learned that immediate day.

1. Law of Value

"People will do business with and refer business to those people they know, like and trust."

“Your true worth is determined by how much you give in value than you take in payment."

The story of how a young man turned from selling hotdogs in the street into owning the most successful restaurant in the city. Ernesto created a dining experience where everyone feels appreciated, he remembers the customers' names, their kid's birthdays, favorite colors, superheroes and even their best friend's names.

2. Law of Compensation

"Your income is determined by how many people you serve and how well you serve them."

This is self-explanatory, the more problem you are solving, the more people you are helping so the more you are paid.

"Sometimes you feel foolish, but you do the thing anyway."

Most times we limit ourselves because of fear, but courage is not the absence of fear but acting in spite of fear. We are always one decision, one step, or one conversation away from making a difference, pushing the boundary of the "self-defined" comfort zone instead of using it as an excuse would yield tremendous rewards in the long run.

3. Law of Influence

"Your influence is determined by how abundantly you place other people's interest first."

“When you base your relationships on who owes who what, that’s not being a friend. That’s being a creditor.”

The lesson from this chapter was about how Joe stopped keeping score with his wife and how a win-win situation is a disguised way of keeping score, winning is 100%. We should make our win about the other person, go after what they want and focus on their win then we can both win.

4. Law of Authenticity

“No matter what your skills, no matter what area you're in, you are the most important commodity. The most valuable gift you have to offer is you.”

“As long as you’re trying to be someone else, or putting on some act or behavior someone else taught you, you have no possibility of truly reaching people. The most valuable thing you have to give people is yourself. No matter what you think you're selling, what you're really offering is you.”

The story of a realtor Debra failing to meet her sales target and deciding to forget about the sales techniques and instead have a good time with the buyer, which ultimately got the deal signed.

Learning how to be someone's friend, and how to care for and make people feel good about themselves is the key to every authentic relationship.

5. The Law of Receptivity

"Try breathing for 30 seconds straight. “You cannot exhale forever, no matter what.”

“It’s not better to give than to receive. It is insane to try to give and not receive."

“Trying not to receive is not only foolish, it’s arrogant.”

Receiving is the natural result of giving. If you give then try to stop receiving what comes back is like rolling the tide out and commanding it not to come back. It has to come back in, just as the heart has to contract after relaxing.

Giving and receiving is the law of nature, the trees are giving out oxygen to us as we receive and give carbon dioxide to the trees. All the giving in the world would not bring success, or create the results wanted unless we make ourselves open and willing to receive. If we don't, we are refusing the gifts of others and shutting down the flow. Don't shut down the flow, don't be that person that brings the soccer home when everyone is playing the game.

In conclusion, in order for people to trust you, be authentic, be true to yourself, go beyond your needs and get others to win by putting their interests first, learn to be receptive. Most importantly, use these principles in life so we can all elevate into better people for ourselves, our families, friends, business partners, co-workers, supervisors, and neighbors, and that makes up the entire community! : )

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