Podcasts about value it

Jason started his real estate career over two decades ago as a real estate sales broker and since then, he and his business partner, have grown their real estate team to the top ranks in North Carolina. They are a small sized team of less than 10. He also manages his own real estate portfolio and has had tremendous success with building his rental portfolio, along with 'fix and flip' properties along the way. In addition to real estate, Jason has a passion for teaching, so he combined his extensive real estate and investing knowledge to pursue another chapter in his career. Jason teaches and coaches real estate brokers, novice & intermediate investors, as well as works alongside large individual investors to help scale their portfolios. Jason lives with his family in Raleigh, NC. [PARTNER WITH US] Get instant 1-on-1 access to over 26 of the top agents in the country to help scale your business.

*JOIN THE PHYSIONIC INSIDERS [PREMIUM CONTENT]* Join the Physionic Insiders: https://bit.ly/PhysionicInsiders2 *HEALTH AUTONOMY [COURSE]*Learn to Analyze & Apply Studies for Yourself: https://bit.ly/healthautonomy *JOIN THE COMMUNITY*Join my Community [It's Free!]: https://bit.ly/PhysionicCommunity2 *EMAIL LIST*1-2 Weekly Email of Value [It's Free!]: http://bit.ly/2AXIzK6 *HIRE ME FOR CONSULTING:* Consulting: https://bit.ly/3dmUl2H  0:00 - Introduction 1:18 - What is NAD+? Why is it Important? 8:39 - Weight Loss and NAD+ 16:25 - The Dr. Sinclair Story 24:30 - Dr. Sinclair's focus on NAD+ 31:50 - How have Scientists boosted NAD+? 34:09 - Do NAD+ Boosters work? 45:36 - Different types of NAD+ Boosters 49:40 - Dr. Sinclair's newest NAD+ Study (Unpublished!) 1:05:28 - Exercise and other Strategies for NAD+ Boosting 1:10:15 - NAD+ in Women 1:13:55 - Nuchido Time+ NAD+ Study in Humans 1:29:51 - Summarizing/Take Aways 1:34:08 - Taking Niacin instead of other NAD+ Boosters? 1:38:05 - Conclusion/Just Chatting

In this episode, I break down the growing frustration with AI-generated content. However, ONLY if it is the wrong kind. Here is my logic on why a simple video went viral to over 700,000 people and had AI leaders from the biggest companies in the world reaching out to me. Authenticity: People crave realness. The video was genuine, not just another AI script. Value: It provided clear, actionable insights. No fluff, just straight to the point. Engagement: The content was interactive, encouraging viewers to comment and share their thoughts. Relevance: It addressed current pain points in the industry, making it highly relatable. Quality: High production values made it visually appealing and easy to watch. Timing: Released at a moment when people were actively seeking solutions.  Human Touch: Even though it involved AI, the human element was front and center. True success in content creation is about connecting on a human level. And that's not what generic AI content does. Tune in to discover how to create impactful, relatable content that truly connects.

In this episode of Product and Packaging Powerhouse, Megan Young Gamble interviews Rachel Hassall, VP of Procurement at Harvest Hill Beverage Company. Rachel emphasizes the importance of sustainability, regulations, and resilience in procurement. She shares her career journey and insights on building relationships with vendors, aligning sustainability goals, and prioritizing needs in negotiations. Megan Young Gamble highlights the significance of value and partnerships with vendors and suppliers. Rachel encourages saying yes to new opportunities and staying open and emphasizes clear communication of sustainability initiatives to consumers.[Host Megan Young Gamble Links][AFFILIATE] Ready to crank out your content in as little as 5 minutes? Use Castmagic, AI powered tool to take your content creation from overwhelmed to overjoyed by saving hours of developing content. Save 20 hours by Signing up today! https://get.castmagic.io/Megan Read our Blogs HERE  [ link]  https://www.glcblog.site/ Subscribe & Access our Video Vault YouTube Channel [ link] https://bit.ly/GLConYouTube Join our Email List [link] https://glc.ck.page/55128ae04b Follow and Connect with Megan on LinkedIn [link] https://linkedin.com/in/megangambleLearn about GLC, Packaging & Project execution firm for CPG brands http://www.getlevelconsulting.comWork with Me @ GLC, Schedule Discovery Call https://calendly.com/getlevelconsulting/15-minute-insight-session[Powerhouse Guest Rachel Hassall Links] LinkedIn: https://www.linkedin.com/in/rachel-hassall/Email: rachel.m.hassall86@gmail.comEpisode Quotes:Be descriptive instead of prescriptive.Building Resilience in Procurement: Resiliency for sure in procurement is the number one thing that people don't value enough or aren't very good at associating dollar values with, because you always, when you're, it all comes back to those dollar signs. So you need to be able to quantify what that resilience can supply you and there's really good ways to do that.Packaging and Value: It's really about what is going to drive value for your business and your consumers.Sustainability in Business: The number one thing in order for your business to succeed and then for your vendors to succeed is to actually know what you want.Ruthless Prioritization in Product Launches: If everything is important, nothing's important, right? And I'm a ruthless Prioritize or like kind of it in life in general, but, if everything is important with your product that you're trying to produce, actually nothing nothing is important and you're gonna find lots of gaps along the way.

Martin Hölz (CIO bei EnBW) teilt seine Erfahrungen wie man eine IT Organisation von “Cost-IT” zu “Value-IT” transformiert mit 900 Mitarbeitenden in einer neuen Folge des Transformation Leaders Podcasts von René Esteban, Gründer und CEO der Transformations- und Change Management Beratung FocusFirst.#Transformation #IT #CIO #Leadership #ChangeManagementÜber Martin Hölz (LinkedIn): Dr. Martin Hölz ist bei der EnBW Energie Baden-Württemberg AG als Chief Information Officer (CIO) für die konzernweite Gestaltung der IT und großer Transformations- und Digitalisierungsinitiativen des Konzerns verantwortlich. Zuvor war er bei der thyssenkrupp AG als CIO Mitglied des globalen thyssenkrupp Top-Leadership-Teams und leitete die Konzernfunktion ‘Group Processes & IT‘. Zusätzlich war er als Geschäftsführer der thyssenkrupp Management Consulting GmbH für den Bereich Digital Projects verantwortlich. Martin Hölz promovierte berufsbegleitend im Bereich Wirtschaftsinformatik (WHU – Otto Beisheim School of Management) und hatte bereits verschiedene Führungspositionen in der Industrie- und Beratungsbranche inne, u.a. bei Mercedes und Audi. Er war zudem Global Lead Partner für die Automobilindustrie bei Deloitte und ist seit mehreren Jahren neben seinem CIO-Job bei EnBW noch Präsidiumsmitglied bei VOICE, dem Bundesverband der IT-Anwender.Über René Esteban (LinkedIn): René Esteban ist Gründer und CEO der Transformations- und Change Management-Beratung FocusFirst. Als ehemaliger Senior Leader eines Fortune 500-Unternehmens stellte er fest, dass einfach zu viele Unternehmens-Projekte zu lange dauern, Geld verschwenden und Key-Stakeholder verärgern - und dass es einen Weg geben muss, um diese Business Transformationen nachhaltig zu beschleunigen. Diese Überzeugung vereint heute ein internationales FocusFirst Team, bestehend aus ehemaligen Top Führungskräften und Fachexperten. René ist ein internationaler Keynote-Speaker, Autor und Berater von Top Executives, um herausfordernde Ziele zu erreichen und komplexe Transformationen zu beschleunigen.Über FocusFirst (LinkedIn): FocusFirst ist eine Boutique-Beratung für Transformations- und strategische Veränderungsprojekte. FocusFirst ist das spezialisierte Unternehmen in der Branche, das ehemalige Top-Führungskräfte und eine prämierte Methode zur Beschleunigung von Transformationen kombiniert. Führungskräfte arbeiten mit FocusFirst zusammen, um Organisationen zu entwickeln, zu strukturieren und Transformationen zu beschleunigen. FocusFirst arbeitet mit führenden Fortune 500-Unternehmen wie Merck, Novartis, E.ON und BASF sowie mit etablierten mittelständischen Unternehmen zusammen. More information: www.focusfirst.com

Does this sound familiar? You've been told that in order to achieve better negotiation outcomes, all you need to do is focus on your sales pitch and product features. But let's be honest, how many times have you felt the pain of losing a deal even after delivering a flawless presentation? It's time to break free from that ineffective action and understand the procurement process. By gaining a deep understanding of how your buyers make purchasing decisions, you'll finally be able to unlock the secrets to winning and achieving the results you desire. Mark Raffan, founder of Negotiations Ninja, brings a unique perspective to the world of negotiations. With a background in procurement, he has seen firsthand the inner workings of the "devil's lair" and understands the challenges salespeople face when dealing with procurement teams. Mark's mission is to transform unsuccessful negotiators into successful ones by providing training and coaching. He believes that the key to negotiation success lies in thorough preparation. Unlike the flashy portrayals we often see in movies, Mark emphasizes that most negotiations are strategic and require a well-thought-out plan. The biggest mistake people make is going into negotiations without a clear objective or strategy. Mark teaches salespeople how to define their goals and break them down into concrete, achievable outcomes. By understanding both their own needs and the broader objectives of their business, salespeople can negotiate effectively and drive value throughout the negotiation process. Mark's approach challenges the traditional view of negotiations and empowers sales professionals to take control and achieve better outcomes. Don't sacrifice your own needs in favor of the customer. Be selfish and think about what you want to achieve in the negotiation, while still delivering value to the customer. - Mark Raffan My special guest is Mark Raffan Mark Raffan is the head of training at Negotiations Ninja, a prominent negotiation training and coaching business. With a background in procurement spanning over 15 years, Mark brings a wealth of experience and expertise to the table. Over the course of his career, he has helped numerous salespeople and procurement professionals improve their negotiation skills and achieve successful outcomes. With six years of running Negotiations Ninja, Mark has established the company as one of the leading negotiation training providers globally. Through their training programs, they have delivered valuable insights and strategies to companies across different continents. Mark's approach emphasizes strategic planning and value creation throughout the negotiation process. His extensive knowledge and practical guidance make him a trusted resource for individuals and businesses looking to enhance their negotiation capabilities. In this episode, you will be able to: Master negotiation strategies to achieve success in any business deal. Achieve a balance between your personal and business needs during negotiations for optimal results. Understand the procurement process to gain a competitive edge and improve your negotiation outcomes. Unlock the power of goal-based negotiation to create maximum value for both parties involved. Hone your negotiation skills through practice and become a more effective sales professional. The key moments in this episode are: 00:00:08 - Introduction 00:01:48 - Background and Inspiration 00:05:24 - Juicy Fact 00:07:26 - Biggest Mistakes in Negotiations 00:10:36 - The First Step in Preparation 00:15:12 - Prioritizing Your Needs 00:17:07 - Aligning Sales and Business Objectives 00:18:51 - Lack of Clear Direction in Sales Leadership 00:22:38 - Importance of Financial Metrics in Sales 00:25:51 - Equipping Sales Teams for Success 00:29:11 - Selling with Belief in Value 00:30:48 - Dealing with Challenges and Fluctuations 00:32:05 - Negotiation as a Practice 00:34:16 - Continuous Learning in Negotiation 00:35:15 - Accessing Information about the Counterparty 00:42:43 - Understanding the Hot Buttons in Negotiation 00:43:48 - Born Negotiators vs Skill Development 00:46:15 - Individual Negotiation Training 00:47:48 - The Myth of Win-Win 00:51:35 - Favorite Movie and Closing Timestamped summary of this episode:  00:00:08 - Introduction Mario Martinez Jr. introduces the podcast and the topic of negotiations. He welcomes Mark Raffin, the head of training at Negotiations Ninja, and mentions Mark's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. 00:01:48 - Background and Inspiration Mark Raffin shares his background in procurement and how he transitioned to training salespeople in negotiations. He discusses his motivation for starting Negotiations Ninja, which was to create more engaging and effective corporate training. 00:05:24 - Juicy Fact Mark reveals that he has made several salespeople cry during negotiations, which he considers both shameful and a badge of honor. He assures listeners that it's okay to feel frustrated or emotional during negotiations. 00:07:26 - Biggest Mistakes in Negotiations The biggest mistake in negotiations is lack of preparation. Mark emphasizes the importance of strategic planning and having a clear goal in mind. He highlights the need to understand the buyer's perspective and hot buttons. 00:10:36 - The First Step in Preparation The first step in preparation is clearly defining what you want to achieve from the negotiation. Mark points out that simply wanting a good deal isn't specific enough and encourages sellers to think about their desired outcomes in terms of value and profitability. 00:15:12 - Prioritizing Your Needs The importance of considering your own needs before the customer's needs is highlighted. While the customer's needs are important, sacrificing your own needs can be detrimental. It is essential to identify and fulfill the needs of the business while also considering personal objectives. 00:17:07 - Aligning Sales and Business Objectives The importance of aligning individual goals with the needs of the business is emphasized. By negotiating contracts that benefit both parties and contribute to the company's growth, salespeople can play a significant role in achieving corporate objectives. 00:18:51 - Lack of Clear Direction in Sales Leadership The lack of clear communication and direction from sales leadership is discussed. Many salespeople are unaware of the specific goals and objectives of the business, resulting in missed opportunities. Sales leaders should provide their teams with clear objectives to guide their negotiations and decision-making. 00:22:38 - Importance of Financial Metrics in Sales The separation between the sales team and the finance team is highlighted as a challenge. Salespeople often lack knowledge about the financial metrics and targets necessary to make informed decisions during negotiations. Sales leaders should demand transparency and provide their teams with the necessary financial information to negotiate effectively. 00:25:51 - Equipping Sales Teams for Success The importance of arming sales teams with the necessary information and tools to negotiate effectively is emphasized. Providing a range of acceptable outcomes for various success drivers, such as price, IP risk, and brand risk, enables salespeople 00:29:11 - Selling with Belief in Value It is crucial for salespeople to believe in the value their product or service brings to the organization and the client. If they don't believe in it, they should find something else to do. Belief in the mission, values, organization, and products is essential for success. 00:30:48 - Dealing with Challenges and Fluctuations Sales professionals often face challenges and fluctuations in their products or organizations. It can be disheartening when things don't go smoothly, but maintaining belief in the mission and staying consistent in their efforts are key to success. 00:32:05 - Negotiation as a Practice Negotiation should be viewed as a practice, similar to religious experiences or mindfulness practices. There is no end state of perfection, but by consistently applying negotiation techniques and continually improving, salespeople can achieve success. 00:34:16 - Continuous Learning in Negotiation Negotiation is not a one-time skill, but a practice that should be continually developed. The more salespeople read and learn about negotiation, the more they realize there is always more to know. Consistently improving and being disciplined are key to success. 00:35:15 - Accessing Information about the Counterparty To access information about the counterparty, salespeople should focus on four question sets: asking about success drivers, finding out what the counterparty wants, anticipating the questions the counterparty will ask, and reflecting on the perceptions of both parties in 00:42:43 - Understanding the Hot Buttons in Negotiation Salespeople often miss understanding the hot buttons for individuals in the negotiation process. It is important to understand the structure and priorities of the procurement team and ask discovery questions to involve them earlier in the conversation. 00:43:48 - Born Negotiators vs Skill Development There is no such thing as a born negotiator. While some people may have natural communication skills, negotiation is a skill that needs to be practiced and developed. Dedication, focus, and practice are key to becoming a successful negotiator. 00:46:15 - Individual Negotiation Training Negotiation Ninja offers live training courses for individuals. While they don't offer on-demand training, the courses provide opportunities for practice and learning from procurement professionals and other salespeople. 00:47:48 - The Myth of Win-Win The concept of win-win in negotiation is misleading. It assumes that both parties can truly win and agree on what is fair. Instead, focus on goal-based negotiation, setting aspirational goals and working towards achieving them to drive value for both parties. 00:51:35 - Favorite Movie and Closing Mark's favorite movie is Casablanca. To connect with Mark, reach out to him on LinkedIn and check out his book "Nine Secrets to Win Deals and Influence Stakeholders." The episode closes with a reminder to download Flymessage IO for increased productivity. Understand the Procurement Process Raffan underlines that understanding the procurement process is an essential factor in negotiation outcomes. This understanding equips sales professionals with insights into the buyers' hot button issues and allows them to anticipate possible challenges. By involving the procurement team early in the conversations, salespeople can facilitate a more streamlined negotiation process, ultimately accelerating their organization's growth. Master Negotiation Strategies Mark Raffan highlights the importance of mastering negotiation strategies for sales professionals. He equates negotiation to a constantly evolving practice, not a one-time event, thus, emphasizing the need for ongoing learning and refinement. Developing and honing these negotiation skills can greatly improve a sales professional's ability to secure favorable deals and drive value for their organization. Achieve Balance in Negotiations Achieving a balance between personal objectives and the overall needs of the business is fundamental in negotiations, according to both Raffan and Mario. This requires maintaining open communication lines with various teams, comprehending the organization's holistic needs and objectives, and effectively translating corporate strategies to the sales team. It's about finding the sweet spot where personal and business needs align, leading to efficient and successful negotiations. The resources mentioned in this episode are: Check out FlyMSG:  the free personal writing assistant and text expander application created by Vengreso. Use this tool to improve your writing and productivity. Get the book Nine Secrets to Win Deals and Influence Stakeholders: Purchase Mark Raffan's bestselling book, Nine Secrets to Win Deals and Influence Stakeholders. This book provides valuable insights and strategies for successful negotiations. Listen to the Modern Selling podcast: Tune in to the Modern Selling podcast hosted by Mario Martinez Jr. In this episode, Mario and Mark discuss negotiations and provide valuable tips for winning over buyers. Take notes and apply these strategies to your own sales efforts. Explore Negotiations Ninja training and coaching: Visit the Negotiations Ninja website to learn more about their negotiation training and coaching services. Whether you're a salesperson or a procurement professional, their programs can help you become more successful in negotiations. Follow Mark Raffan on social media: Connect with Mark Raffan on social media platforms such as LinkedIn and Twitter. Stay updated on his insights and expertise in negotiations. Sign up for Negotiations Ninja newsletter: Subscribe to the Negotiations Ninja newsletter to receive regular updates, tips  

On our SaaS Fuel™ Founder Episode this week, Jeff sits down with Kaz Otha, CEO of Treasure Data. Kaz discusses his journey of facing giants and winning against larger competitors. Kaz shares how they started with difficulties in pitching to investors, but eventually secured an investment from legendary VC Bill Thai, leading to significant growth for Treasure Data. They discovered a new category called Customer Data Platform (CDP) and decided to pivot their company in that direction, despite facing resistance. Kaz also talks about the importance of hiring the best talent and their strategy for building a successful performance company. Join us as we dive into Kaz's insights and experiences, and learn how to navigate the challenges of competing with bigger players in the industry.Key Takeaways[00:00:33] Small companies can thrive in competitive markets by being agile and innovative. [00:10:11] Lucky co-founder, rejected investors, successful growth.[00:12:13] Treasure Data brings large-scale data processing to the cloud.[00:17:20] Flexibility in technology choices benefits larger organizations.[00:18:27] Flourishing martech industry sees an increasing number of vendors.[00:23:39] Customer behavior shifting to digital, McKinsey reports 70%.[00:26:47] Trouble, angel investor, advice, money, application, solution[00:27:31] Customer data analytics application accelerates company growth.[00:32:03] We expect people to work out, but they don't.[00:35:20] Hire the best talent, energize the company, and ensure success.[00:37:06] Exploring outside the CDP industry for talent.[00:40:46] Save money and increase revenue for customers.[00:43:31] Transparent leadership: tough decisions, good & bad news.[00:48:27] Founder shares journey and insights on the show.Tweetable Quotes"Size isn't everything. Small companies can not only survive but indeed thrive even in waters that are full of larger competitors." — Jeff Mains 00:00:33"The Importance of Perseverance: 'And it was really hard for the first, I think nine months we pitched to 50 investors and they all denied. But it's a process, right? You have to try out your ideas.'" — Kaz Otha 00:10:11How to Build Value on Top of a Platform: "The other way to look at it is you build some application on top of your platform. So add more value on top of it and sell this as more like complete solution rather than infrastructure." — Kaz Otha 00:26:47Raising the Value: "It's really good advice to be able to really kind of raise the value and really smart on your part to talk with the clients and really understand how they're using it to determine what niche to go into." — Jeff Mains 00:28:39The Future of Software Companies: "You sometimes need some forward thinking, you know what, this is where the industry is going and then bet on that." — Kaz Otha 00:30:41"So the only thing which makes me I would say, okay, we can execute and then build a performance company is hire the best talent." — Kaz Otha 00:35:20SaaS Leadership Lessons1. Embrace Challenges and Persevere: As a SaaS leader, it's essential to embrace challenges and remain persistent in the face of adversity.2. Customer Insights Drive Business Decisions: SaaS leaders should prioritize gathering insights from customers to continuously improve their product or service offerings and drive strategic decision-making.3. Adaptability and Flexibility: SaaS leaders must have the ability to adapt quickly to market trends and be open to...

Jason started his real estate career over two decades ago as a real estate sales broker and since then, he and his business partner, have grown their real estate team to the top ranks in North Carolina. They are a small sized team of less than 10. He also manages his own real estate portfolio and has had tremendous success with building his rental portfolio, along with 'fix and flip' properties along the way. In addition to real estate, Jason has a passion for teaching, so he combined his extensive real estate and investing knowledge to pursue another chapter in his career. Jason teaches and coaches real estate brokers, novice & intermediate investors, as well as works alongside large individual investors to help scale their portfolios. [PARTNER WITH US] Get instant 1-on-1 access to over 26 of the top agents in the country to help scale your business.

What does it take to truly grow your agency? Could your pricing structure be holding you back? Are you giving away your strategy for free? There's a lot to consider when growing an agency, but it a lot of it comes down to 3 basic things every agency owner struggles with. In this episode, we'll cover: Choosing your agency's niche. Determining your agency's pricing structure. Helping clients understand your agency's value. I talked with Wendy Covey, Co-Founder and CEO of Texas-based Trew Marketing, an agency that works with technical audiences such as small to mid-sized engineering companies. She is here today to talk about three of the issues that often cause a lot of worries and stress for agency owners. 1. Choosing Your Agency's Niche Wendy and her business partner started Trew Marketing after working together in the engineering industry. What they discovered was small to medium-sized engineering companies often have horrible websites. This was a challenge they could help solve.  Wendy says the partners had conversations in the beginning about what their niche should be. Just as they were starting their business, the 2008 economic recession hit. A blessing in disguise, the recession placed even more importance on the two deciding what type of agency they wanted. They made a list of who their ideal next five clients would be and it always came back to their past connections in the engineering industry. "As soon as we narrowed our focus to just one type of client, our business took off," she says. Trew Marketing regularly receives interest from potential clients in other industries. The partners do not venture away from their niche, however, due to the inefficiency of trying to learn a whole new market. Instead, they have continued to hone their expertise in one area so they are able to provide the best services for their clients. 2. Determining Your Agency's Pricing Model Determining how to price your services is one of the biggest considerations for a new agency. Like most new agency owners, Wendy says Trew made peanuts off its first client. The partners considered billing hourly, but quickly realized their profits would decrease as their efficiency increased on an hourly structure. Trew's pricing is derived from an hourly rate, but there are considerations given to the market rate as well as the value of their service. Your pricing structure can evolve and change over time. If you're too busy, you're not charging enough. 3. Helping Clients Understand Your Agency's Value It doesn't take a new agency owner long to find themselves in the never-ending debate over whether marketing agencies should pay for the pitches they provide to prospective clients or offer the strategy for free in hopes of landing the project. Wendy is on the side of the debate that says you should never offer strategy for free. Trew's clientele consists of engineering CEOs and executives who often have no idea what marketing really is. A lot of the strategy the agency provides for its prospects includes education on need as well as how it is going to be executed. Wendy believes "strategy sets the tone for everything else." Trew generally requires their clients to participate in the strategic process before delivering services. This is especially important if there is no internal marketing department. Trew finds more success by involving the client early on in the strategy process. When clients are involved in the strategy they understand more about the value of the agency's execution. Growing an agency is not one-size-fits-all. However, Wendy says one thing is true for every agency: they underestimate the value they bring to their clients. Learning that value is one of the biggest keys to thriving as an agency. Are you looking for a unique web design tool?  Editor X is a platform built specifically for designers, where you can create complex sites while feeling like you’re working on a visual design software. Picture stepping into a wide workspace where you get total CSS control powered by smooth drag and drop. Editor X's canvas is so intuitive it feels like a physical space where you can move things around as you want. It’s a platform where every tiny detail has been considered so you can let your creativity run wild and build your most creative sites yet. I can describe it to you all day but you should really go see it for yourself, at EditorX.com—and discover the new standard in web design.

Not everyone will understand it, Not everyone will Approve Of It, Not everyone Will appreciate It, Not everyone will Support It, Not everyone will Applaud It, Not everyone will Value It, Not everyone will Receive It, Stay Safe!!!

In this episode, we talk with JOHN POULOS, who is the Co-Founder & President of DiscoverLink, a full-service training solution for the hospitality industry supporting over 350 restaurant brands.THOUGHT #1When You Find Your Passion, Share It.THOUGHT #2Don't Waste Your Love On Somebody, Who Doesn't Value It. - William ShakespeareCONNECT:Website: Discoverlink.comEmail: JPoulos@discoverlink.comFacebook: @DiscoverlinkTwitter: @DiscoverlinkLinkdIn: DiscoverlinkBRAND & RESOURCE MENTIONS:"Folsom Prison" (Johnny Cash) - YoutubeState Farm - Statefarm.comDISC assessment - TonyRobbins.comBonzai trees - WikipediaCHART - Chart.orgNRA Educational Foundation - ChooseRestaurants.orgMary Adolf - LinkedinRon Tite - RonTite.comWilliam Shakespeare - Britannica.comJohn Kelley (White Castle) - LinkedinStuart Smalley - SNL.Fandom.comNapa Valley - NapaValley.comHard Rock International – HardRock.comThoughts That Rock – ThoughtsThatRock.comCertified Rock Star - CertifiedRockStar.comCulture That Rocks: How to Revolutionize Your Company’s Culture (Jim Knight) – CultureThatRocks.comBlack Sheep: Unleash the Extraordinary, Awe-Inspiring, Undiscovered You (Brant Menswar) - FindYourBlackSheep.comRock ‘n Roll With It: Overcoming the Challenge of Change (Brant Menswar) – RocknRollWithIt.comCannonball Kids’ cancer – CannonballKidscancer.orgBig Kettle Drum - BigKettleDrum.comSpectacle Photography (Show/Website Photos) – SpectaclePhoto.comJeffrey Todd “JT” Keel (Show Music) - JT KeelJOHN POULOS'S BIO:John brings more than 30 years of experience working with every facet of the foodservice industry to DiscoverLink, which he co-founded in 2003 and where he currently serves as President. He uses this vast industry expertise in his sales and account management role, understanding his clients’ biggest challenges and helping them develop and implement e-learning solutions that meet their needs. He also oversees DiscoverLink’s finance and accounting functions.John was previously Vice President of Sales at the National Restaurant Association Educational Foundation (NRAEF), where he worked with state restaurant associations and national chain customers on e-learning and training initiatives. Before joining the NRAEF he was Director of National Accounts and Research and Development for Grecian Delight, a maker of top-quality ethnic foods for the foodservice and retail markets. John’s thorough knowledge of the industry on every level is a key asset in helping clients implement an e-learning strategy that meets their needs cost-effectively.   John Poulos has been a member of the Council of Hotel and Restaurant Trainers (CHART) since 2002 and was honored with the Spirit of CHART Award in 2015.John’s passion for the restaurant industry is matched only by his love of America’s fine wines. He thinks it’s the perfect pairing of career and hobby, as any of his customers can attest. John is based in West Chicago, Illinois.

Functional Medicine Practice: What You Will Learn: Bryan's journey to sales mastery and coaching What it means to be an “accidental” salesperson Why we need to be able to sell regardless of our profession or position in an organization Conveying functionality vs. conveying value The four steps of growth in sales How to be successful at sales, even if you aren't a natural How to peel back the layers so you can get to the core of what your patient is trying to achieve What steps you can take to start building out your sales and communication process How to put your talent ahead of your passion Good questions to ask prospective patients in a functional medicine practice to build trust Selling in the Functional Medicine Field A good sales strategy is just as important as the services you provide. It is the key to building a seven-figure functional medicine practice where you can help tens of thousands of chronically ill patients return to health. We didn't have a solid strategy at first, but we sought out expert advice from people who had mastery in areas we did not—that has been critical to our success since day one. We brought Bryan Flanagan on the show to give us a deeper look into the sales tactics and techniques that generate tons of revenue for FM practitioners across the globe. In this episode, Bryan teaches us how to excel at sales, even if it doesn't come naturally. He walks us through different tactics that will bring more value to prospects and patients so we can grow our practices. Everyone Has to Sell Bryan Flanagan is one of the top sales trainers in the United States, and he has helped professionals level up their game for nearly fifty years. He understands that sales is not intuitive for many people, especially in a functional medicine practice. But whether you want to be a professional salesperson or not, you still have to be a professional who can sell! Sales teams are not entire organizations, but entire organizations are sales teams because there is not one person who can't cost that company a sale. In the professional services industry, we often devalue that, ignoring the dire necessity to market ourselves and influence people. Functionality vs. Value It takes great skill to run a functional medicine practice, but different patients have completely different needs. Just because you are conveying the skill and functionality of what you do does not mean you are conveying the value of what you do—that is where many FM providers miss the mark. We don't have to like everything about selling to be outrageously successful at it, and we don't even have to be naturally good at it. As long as you are willing and able to learn the right techniques, you can bring more value to your clients and teach others in your organization how to do the same. It will help you align what your functional medicine practice offers with what your patients want, and that is a foolproof recipe for growth. About Bryan Flanagan Bryan Flanagan has lived a great life. It continues to be an unbelievable journey. He was lucky to have been born in Baton Rouge, Louisiana. What a great environment to be raised. Loving parents. Solid family with an older brother and sister who supported him in all endeavors. Playing basketball at LSU. Went on to work with IBM. Invested 32 years with Zig Ziglar. And best of all, Bryan married his bucket list. They were actually married on Friday, 13. Luckiest guy in the world. Cyndi is everything to him and his two children. Bryan's family is all that he ever imagined and certainly more than he deserves. And, he was lucky enough to become a salesman. How that happened, well, you'll have to attend his training programs to find out. But, it was a great journey. Bryan, like many of you, is an ‘accidental salesperson.' He had a tough time learning to sell. That didn't mean he didn't sell a lot: he did sell a lot. He sold his furniture, he sold his car…However, he's glad he went through that challenging journey. Why? Because he has a better understanding of how to help salespeople who really want to succeed in sales but have yet to get it all together. That is the value Bryan's clients find beneficial. He understands the tactical side of effective selling. The same is true about learning to become an effective speaker. Prior to investing in improving my presentation skills, Bryan couldn't lead a group in silent prayer! He had to learn to master the skills so that he now actually enjoys delivering his presentations. He is confident he can help you do the same. Join them in their workshops and seminars. You'll learn a few things, meet great people, and (this he guarantees) you'll enjoy yourself. How to Connect with Bryan Flanagan: Website: https://www.flanagantraining.com/ LinkedIn: https://www.linkedin.com/in/bryanflanaganjr/ https://www.linkedin.com/company/flanagan-training-group-llc/ Facebook: https://www.facebook.com/flanagantraining/ Twitter: @FlanaganTG

This podcast covers Chapter 11, “Broadening Your Personal Development Goals” of “12 Steps to Flow: The New Framework for Business Agility,” by Haydn Shaughnessy and Fin Goulding, developers of the internationally acclaimed workshop, Flow Academy. I would have to say if I had a favorite chapter so far this might be it! To quote from the authors, "Flow stands for empowerment. Real empowerment puts responsibilities onto your shoulders. It gives you more liberty, more uncertainty and more need to challenge yourself to grow. You are in charge of more than you realized." The authors feel that Flow is in stark contrast to collaborative platforms that they feel distort people's views of assets and values, e.g., Atlassian's Jira and Confluence. They tend to respectively be perfect fits for obsessive project managers who want to keep order or want to bury information so nobody has to look at it again. Essentially they are document silos. A better approach is the use of Walls with Post-Its so Flow can flourish with Kanban. They promote personal development and real growth for three reasons: 1. The development of strong, personal boundaries in emergent situations because while it's important to be open one must know their limits; 2. The developments of emotional resilience in uncertain environments, a trait critical for shaping boundaries; 3. Mastering the ability to be a quick study, learning new rules fast along with people's strengths and weaknesses in doing all this while maintaining a compassionate frame of mind. This is far more important than learning how to do brain dumps of documents. In order to improve value you need to focus on the personal development goals of the people whose role is to create it. As Fin and Hayden discussed the importance of personal goals they are talking essentially about how to thrive in a complex environment that's bordering on chaos. This essentially means learning how to seek and implement value when in the state of some level of uncertainty and incomplete information. Doubt becomes important because it promotes inquiry. Simply put, Flow is caught not taught. It's all about capturing what you can from social interaction in a good workplace. With everyone having personal growth goals in behaving this way collective intelligence grows and becomes more powerful. The remainder of the chapter the authors relate the above-mentioned principles to five issues: 1. How your organization, wrongly, expects you to learn; 2. How to develop your personal learning objectives: 3. Thinking about your learning style; 4. How roles are changing in work; 5. Developing a personal learning journal. Let's flesh these out in a little more detail. 1. Against Traditional Organizational Learning The authors talk about an organizational contradiction that is best captured in a statement made by one of their colleagues, Dan Pontefract, "All your school-life you are taught the value of thinking freely. Then you go to work!" Some conformity is essential but over regulating behavior is counterproductive. The key to learning is always having a focus on increasing value in order to increase Flow. Organizations hurt themselves by focusing on placing people within functions having process-driven frameworks. This fits with a Agile approach where there is a focus on process objectives and their metrics. 2. Developing Your Personal Learning Objectives The goal here is the development of emotional resilience so that healthy, flexible boundaries can be established when in the state of uncertainty. This is critical if one is to keep the focus on adding customer-centric value. In complex environments there is a constant learning -related pressure because one never knows everything, and never will. Consequently, it's important to develop learning objectives centered around putting the uncertainty to work in terms of growth, inventiveness, and being smarter. This is where doubts can really help by provoking thinking in terms of seeking out patterns that can help direct work flow. Disruption is ever-present. The authors go on to talk about their personal learning objectives which, I believe, is a good read. 3. Thinking about Your Learning Style While everyone can be dedicated to learning goals that help promote value the techniques used may differ from person to person. The authors share their techniques. Fin has a more social style mixing it up with various groups and individuals. Hayden tends to take a bit more of a contemplative approach, not that he's a wallflower, and works to sketch out problems and solutions every day, literally, every day he always has a stack of blank A4 paper on his desk. Both provide very good examples of their learning styles on pages 237 through 242. In reading this I'm reminded of the book "Back of the Napkin,” By Dan Roam. 4. 10 Evolving Roles in Work This part I found rather intriguing. 10 roles are listed: 1. The Initiator. These people get projects underway; 2. The Wrangler. These are people and never let go of a problem and work to get it under control; 3. The Connector. This individual has political skills and is capable of managing other people's objectives; 4. The Coach. These coaches know that work needs the change and they are hungry for new ideas, breaking down rigid processes and replacing them with invention and interaction. 5. The Product or Project Guy. The individual capable of laying out ideas and loosely connecting them in a plan sufficient for others to take off with an flesh out. 6. The Mediator. This person does just that, i.e., works to confront behaviors to get in the way of delivering value and helps the team get back on track. 7. The Tester. This person cannot only test to see if metrics are met engaging whether or not what's been delivered is what the customer needs. 8. The Detective. These are individuals with forensic capability who can look through the morass of complex systems and see where simple changes can be effective. 9. The Tech Guru. This is the individual who is expert in a particular area. 10. The Emotional Leader. This person is willing to learn while also taking care of people's emotional needs. "Humility" is the watchword. 5. A Personal Learning Wall Developing a personal learning wall is a great way to establish a focus in progress in growing on a day by day basis. The key point here is that your personal development will propel your professional development. It also works to divide goals into "long-term and "short-term." The key element is to have your plan span the breath of your life rather than focusing only on one area. Also, it is important to track your progress, that is why the Personal Learning Wall is important in order to ensure your moving forward and objectively seeing how you are progressing in terms of increasing strengths and addressing weaknesses. You Are the Value It is important to be inventive during this process because you are the value. Also, one of your responsibilities is to bring the growth that you've created to the team to help with the collective thinking and to encourage other team members to work on their personal growth. Here are the link for previous chapter reviews: episode 0037 of Wrestling with Chaos. the Introduction, The Value Seeking Enterprise, and Chapter 1, Talking About Business Agility: episode 0042 of Wrestling With Chaos. For Chapter 2, The Customer In The Agile Business. episode 0043 of Wrestling With Chaos. For Chapter 3, Disrupting The Cadence of Work episode 0045 of Wrestling With Chaos. For Chapter 4, Taking Advantage of Visible Work episode 0046 of Wrestling With Chaos, For Chapter 5, Anti-Project Thinking and Business Agility episode 0047 of Wrestling With Chaos, For Chapter 6, Creating Value-Seeking Behavior episode 0049 of Wrestling With Chaos, For Chapter 7, The Agile C-Suite episode 0050 of Wrestling With Chaos, For Chapter 8 216, Value, The Anti-Plan and Testing episode 0051 of Wrestling With Chaos, For Chapter 9, Reinventing Roles episode 0053 of Wrestling With Chaos, For Chapter 10, The Customer Wall For more on the various “Walls” using Post-Its refer to their excellent book, “Flow.” In line with Business Agility and dealing with complex situations, you can download CMC’s free e-book MINDSET – 5 SIMPLE WAYS TO LOOK AT COMPLEX PROBLEMS and learn how to find a simple vantage point from which you can resolve challenges. Your feedback is important. Choose from the following options: • place a review in iTunes, • click on “leave a comment” below, • send any comments along with your name and the show number to support@ctrchg.com Listen to future episodes for our reply.

Do your prospects think that their Windows XP machines don't need upgrading because they are "currently working fine"? Here is what to do when your prospects don't value IT. Source: What to do When Your Prospects Don’t Value IT - Technibble.com

Sales doesn’t have to be hard.  It can be easy, but only if you know the secrets of building profitable relationships. Join us for this incredible interview and discover the time-tested strategies and tactics for how to handle people in a way that excites them and leaves them asking for more. Bob Burg is a sought-after speaker at company leadership and sales conferences sharing the platform with everyone from today’s business leaders and broadcast personalities to even a former U.S. President. Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His book, The Go-Giver, coauthored with John David Mann has sold over half a million copies and it has been translated into 21 languages. It is now being released in a new, expanded edition, with a foreword by Huffington Post founder and publisher, Arianna Huffington. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic, and serves on the Board of Trustees of Furry Friends Adoption & Clinic in his town of Jupiter, Florida. How To Say No When You Just Don’t Want To Do Something? Do you want to always please others? Are you afraid of hurting other people’s feelings? Are you afraid to say “NO”? What is it really about saying no that we try to avoid? As human beings, we always seem to have that instinct to please others. We often think that by saying “No” we are going to offend some one…and that it’s not appropriate or nice. It is not congruent in today’s society and our value system, to treat people with disrespect. We’re afraid of losing an important person in our life or even miss out on an opportunity. We don’t want to say “No” because others might think that we’re being unproductive. Believe it or not, we are taught to say No, and the word “No” is already a complete sentence. We are more happy and productive when we do the things that we want to do and not the things we are compelled to do. “Unless you want to do something or there is a compelling reason for you to do it, then you shouldn’t” -Bob Burg Bob Burg shares with us the secrets of being polite in this extremely valuable interview. For instance, if you don’t want to do something for whatever reason, maybe it’s due to lack of time, lack of knowledge or inclination, then just say “no” politely and thank whoever it is for asking. The reasons for saying no are your reasons and yours alone. The Results Of Saying No Politely You can say “No” and still feel good after saying it. Better yet, you can also leave the person you’re talking to with a good feeling, too – even though you’re declining their offer or request. If you don’t want to do something, you can just simply say no politely. Make sure to thank them for asking you and say how honored and humbled you are by being asked. Unless the person you’re talking to is the kind of person who gets angry for any reason, they probably can’t afford to get mad at you. If you do it right, they might even thank you for the way you turned them down. The 5 Undisputable Laws Of Business Success The Law Of Value – Your true worth is determined by how much more you give in value that you take in payment. Most people will think that this is a recipe for bankruptcy, but it’s not. To really get the concept, you might first need to understand the difference between price and value. Price - It is a dollar figure, an amount. It is finite. Value - It is the relative worth or desirability of something from the end user’s point of view. It is how you might desire a product, service, concept or idea that brings so much worth or value that you are willing to exchange your money, your time and your energy. The Law Of Compensation – Your income is determined by how many people you serve and how well you serve them. Your income is determined not just by the value you provide but how many lives you impact with value. The Law Of Influence – Your influence is determined by how abundantly you place other people’s interest first. The greatest leaders, top influencers, and the most profitable sales people run their lives and their business through the power of influence. It is all about you looking for ways to place the interest of others first. When you place other people’s interest first, it doesn’t mean that you will become a doormat, martyr or that you even have to sacrifice yourself for them…but it is seeing all things as equal. It is moving from an “I Focus” to “An Other’s Focus”. “Golden rule of business is to see all things and people as being equal, it is moving from an “I Focus” to “An Other’s Focus” Bob Burg “Be the Protégé, making your win all about the other person’s win” Bob Burg Building A Bigger, Stronger More Responsive List Of Subscribers Is The Fastest And Easiest Way To Add More Profits To Your Bottom Line.   The Law Of Authenticity – The most valuable gift you offer is yourself. Bob mentioned one of his mentors, Debra Davenport. She explained that all the skills in the world like sales, technical and people skills, as important as they are, they are all for naught if you don’t come at it from your true, authentic core. When you show up as yourself, day in and day out, week after week, month after month, you can expect that people will feel good about you. They will feel comfortable with you because they know, either in a personal or business relationship, they can like and trust you. The Law Of Reciprocity – The key to effective giving, is to be open to receiving. All the giving in the world won’t benefit you if you are not willing and able to allow yourself to receive as well. You want a sustainable life? You’ve got to breathe in and breathe out. Life is all about giving and receiving. “The key to effective giving is to be open to receiving” -Bob Burg Being A Go-Giver The common misconception about being a go-giver, especially to those who haven’t read the book yet, is that Go-Givers are just always giving themselves away. As if those people don’t care about making a profit. This is just not true. A Go-Giver type of person, gives value constantly and not just gives themselves away. In fact, Go-Givers tend to make a much larger profit that others because they sell high value rather than low price. They know that when you sell “Low price”, you become a commodity. When you sell on value, you become a resource. “A Go-Giver knows that when you sell “Low price”, you become a commodity but when you “Sell value”, you become a resource” Another misconception is that Go-Givers don’t know how to say “No”. Go-givers actually say “No” a lot. Most go-givers are very successful. Typically, they are very busy and they don’t have much time say “yes” to everyone and everything. One great thing about being a Go-giver is, they know how to say “no” in a way that honors the other person. Increase Your Income by Building Relationships with Influencers, VIPs, and Top Performers, Even If You Hate Networking 4 Master Level Lessons To live by If you want to make a lot of money in business or make a lot of money in sales, then do not use “making money” as your sole goal. Your goal should be serving others. When you achieve your goal, you’ll receive a reward. That reward can be money or an opportunity that leads to money. Of course, you can use that money in whatever way that you want - but never forget, money is NOT only the reward for hitting your target. It’s not the goal itself. The goal should be in serving others. Selling is not about you, it is always about the customer. Selling is discovering what somebody wants, what they need or desires and helping them to get it. Great leadership is never about the leader, great influence is never about the influencer and great salesmanship is never about the sales person. It is always about the other person. It is about everyone whose lives you chose to touch and lives you chose to add value to.     [content_toggle style="1" label="Click%20Here%20To%20Read%20The%20Full%20Show%20Transcript" hide_label="Hide"] Bob: Hi, I’m Bob Burg, coauthor of the Go-Giver and tonight we’ll look at how a small shift in focus can have significant results for your business. Woman: Are you in business or thinking about starting a new business and could do with a bit of help and guidance when it comes to social media? Then you’re in the right place. Social media can seem daunting and even frustrating but it doesn’t have to be. That is why we offer insights and experience from social media experts from around the world. Discover tips, tricks and information that will help you leverage the power of social media so you can start growing your business today. Welcome to social media business hour with your host Nile Nickel. Jordan: Hello and thank you again for joining us. This is Nile’s trusty sidekick and cohost Jordan and I’d like to take a moment to share with you how you could benefit from Nile’s incredible experience using social media for real business success. If you’re an entrepreneur or thinking about starting your own business then using social media might be the most cost effective and time effective way to get your business real results. That’s not to mention much of what you could do to get those terrific results on social media is even free. Take Linked In for example. Nile always says it’s the best social media platform for business today. And that’s why I recommend you go to linkedinfocus.com and start your social media education today. Sign up for Nile’s free tips, tricks and strategies. Once again, it’s free and it only takes a few seconds. Go to linkedinfocus.com today. You’ll be glad you did. Nile: Hey, welcome back and we are so excited tonight. We have a return guest Bob Burg. He was with us in episode 33. Jordan: Yes, the infamous episode 33. Nile: The infamous. As a matter of fact, we get more questions about that episode than any other episode. Jordan: That’s right. And accusation. Nile: Because everybody thinks we baited them. Jordan: That’s right. That’s right. Nile: We didn’t do that, didn’t we Bob? Bob: No, not at all. Nile: Yeah, we just haven’t got back together to sort of complete that interview but just to give everybody a little bit of recall Bob is really a very sought after speaker at company leadership and sales conferences sharing the platform with everyone from today’s business leaders, broadcast personalities even to a former US president. He’s the author of a number of books on sales, marketing and influence with the total book sales of well over a million copies. His book the Go-Giver coauthored with John David Mann has sold over a half million copies and has been translated into 21 languages. It’s now being released in a new expanded edition with a foreword by Huffington Post founder and publisher Arianna Huffington. Bob is an advocate, supported and defender of the free enterprise system believing that the amount of money one makes is directly proportional to how many people they serve. He’s also an unapologetic animal fanatic and serves on the board of trustees of Furry Friends, Adoption and Clinic in his home town of Jupiter, Florida. We make fun of Florida a lot Jordan but we’re there and so -- Jordan: Well, that gives us license. Nile: That gives us license I guess. So, Bob welcome back. Bob: Well, thanks. Great being back with you guys. Nile: It is awesome to have you back. It’s always a pleasure. You just always have so many great insights and really valuable information but we’re going to go back to the end of episode 33 now and we were talking about how people don’t have time and some of the answers that they give and you were giving an answer and last time technology wasn’t our friend and it cut off in the middle of the answer and people think that we did that intentionally. So, let me take you back to that and let’s just sort of replay that a bit. So, if you don’t have time and you really want to give an honest answer. You were starting to give some recommendations so let’s jump back into that and then we’ll jump into today’s interview. Bob: Sure. Well, it was really about how to say no when you just don’t want to do something. Whether you have time or not it may not be the question. It’s typically we have time to do those things we want to do or feel drawn to do. we never have time to do something we don’t really want to do so it really comes down to is it something you want to do or not and unless there is a compelling reason for you to do it in your mind’s eye then if you really don’t want to then you shouldn’t. Now, the problem is with telling people no, I don’t want to do it. Why? Because as human beings we want to please others. We want to come through for people assuming it’s not a -- assuming that it’s something that’s worthy or something that’s not inappropriate but let’s say for example and I think we used the example of being asked to serve on a committee. Nile: Exactly. Bob: And it’s -- yeah. And it’s something you don’t want to do for whatever reason. You may not feel like you have the time or the knowledge or the inclination, whatever. That’s your business. One way people are taught to kind of say no is to well, just say no. no is a complete sentence and so forth. And people fell often empowered when they hear that but very rarely is someone going to do that. Is someone going to say no, I don’t want to? Because it’s not nice, it’s not congruent with your value system of treating people with respect and you’re probably going to lose a friend or a potential friend or other opportunities when you do it that way so it’s really -- saying no that way isn’t necessarily appropriate and it’s not particularly productive. So, the other way people do it is to say they don’t have time. Oh, I’d really like to but I’m sorry. I just don’t have time. Well, again, the challenge with doing that is you do have the time if you want to do it. You probably don’t want to do it which again is fine. That’s okay. But the challenge with saying I don’t have time is that the other person comes across this all the time and they know how to answer that objection if you will. And when they do so compellingly then you’re in a position where you either have to admit that really I just don’t want to and so you’re kind of saying I lied which doesn’t make them feel good about you and you don’t feel good about yourself or in order to save face you need to take on the assignment or accept the -- their request which you really don’t want to do and then that’s a losing situation for you. So, rather than doing either of those we can say no in way that respects the other person and honors the other person while also respecting our boundaries. And so the way I would suggest is this and that’s very simple. When -- and again, let’s say you’re being asked to serve on a committee you don’t want to serve on. You simply say to the person thank you so much for asking. While it’s not something I’d like to do please know how honored I am to be asked. And that’s it. Okay. And what you’ve done is you’ve answered the question in a way that’s not only polite. It’s very respectful. You’ve honored this other person. You’ve thanked them for asking. You’ve let them know it’s not something you’d like to do or something you choose to do but that you’re honored to have been asked. And unless this person is really someone who is going to be mad at someone for whatever reason they can't be mad at you. In fact, they’re going to feel good about you and they’re going to -- they may even thank you for the way you turned them down. I’ve had that happen to me and others have said the same. So, again, it’s simply thank you so much for asking. While it’s not something I’d like to do please know how honored I am to be asked. Nile: And now we’ve got that great answer to close out episode 33 so adversity to allies. Go back to episode 33 and listen to that. It’s really great stuff. Bob: Thank you. Nile: But tonight you’re touching my heart a bit here. I don’t know how long ago it was that I actually started listening to the Go-Giver on Audible and I enjoyed it so much I actually then got the book sort of backwards of what a lot of people do. But you and John David Mann published that back in 2007. That’s for all practical purposes nine years ago. What has motivated you to take that book which is a great book? If people haven’t read it we’re going to have a link up on the website and of course the expanded edition as well of course. But for the people that haven’t read that what was really the inspiration for that? Bob: Well, years ago, many years ago I had a book out called Endless referrals, network your everyday contacts into sales which was really for people in sales who didn’t necessarily feel comfortable with the selling process or with meeting people and developing the relationships that it took to really have a steady stream of qualified prospects and referrals and the premise of the book was that all things being equal people will do business with and refer business to those people they know, like and trust. The way you develop these relationships is to really take the focus off of yourself. Move from what we call an eye focus or me focus and move to an other focus always looking for ways to add value to their lives. You could even say placing their interests first. And so I through the years -- and it was a how to book and through the years I’ve read a lot of business parables, short books that had an impactful message and were entertaining and fun to read. Books such as Ken _____23:30 Spencer Johnson’s One minute series, the One minute manager, the One minute sales person, the One minute apology. Spencer Johnson had -- and Ken _____23:41 had a number of other books through the years and there were many other people who wrote parables and I always enjoyed them. I thought what a great way to learn an important message. Nile: Sure. Bob: And to do it in a short period of time. And I thought wouldn’t it be neat if we could take the general underlying message, the premise if you will from endless referrals and put it into a parable. And so I had the basic idea in the title the Go-Giver but that was pretty much it. and so I asked John David Mann who was the editor and chief of a magazine I was writing for at the time or I had written for in the past and I knew John to have an amazing reputation as a writer and at that time -- now John is in demand everywhere. At that time only people within a certain niche market really knew of his genius and I knew that I wanted him to be the lead writer and major storyteller of the book because I knew I couldn’t do it justice myself. I’m a how to author. I’m not really a parable writer. And so John and I got together and collaborated on it and thanks to his expert writing the book really turned out to have an emotional appeal with people and it’s something that we both believe very strongly in the message and we continue to promote it and it’s been sort of like the ever ready the energizer bunny, whatever it was. That just keeps on going and we’re very grateful for that. Nile: Well, and it is such a beautiful story. It’s easy to get into the story and you’re weaving just invaluable business messages and life lessons into the story. In fact, one of the things that I like as you get into the story, you had a gentleman that just really wasn’t happy with his life. We’re not talking about business. We’re just talking about his life. And with the changes that he learned over time not only did his life change but his business changed dramatically as well. It’s really just a fantastic parable as you said. Bob: Oh, thank you. Nile: And I love the -- and it’s a short read. I think it’s 127 pages and those are small pages. And you end up with the five laws of stratospheric success. That was hard to say. Bob: It is hard to say. Nile: But just valuable lessons. One of the things you do is you talk about the entrepreneurial spirit. But what about those people who aren’t entrepreneurs? Does that message in the Go-Giver still apply to them? Bob: It really does because even if someone is not an entrepreneur in terms of starting their own business they still need to think entrepreneurially even when they are simply an employee within a small or major corporation because remember, in this case you still have your own business and that business is you and you’re selling your time, you’re selling your knowledge, your wisdom, you’re selling your services, you are selling your value to your employer and the only reason that they are going to have you in their company is because they feel they’re receiving more in use value from you than what they’re paying and that only makes sense. Otherwise why would they shell out money, right, to have you working in their organization? By the same token it works the other way too. The employer can add great value to their employees over and above their -- the paycheck by creating an environment where people feel valued, where they look forward to coming to work, where they feel as though they’re making a difference, where they’re learning things that can help them progress in their life after that particular job, what have you. So, it’s really a two way street. Everyone can be entrepreneurial in terms of looking for ways to focus on the other person, on adding value to others and that’s why that shift in focus makes all the difference in the world. When you’re an employee who’s focused truly on providing exceptional value to your employer when the layoffs come you’re still going to have your job. Nile: It’s so, so right and so valuable. Well, we’re going to talk about the five laws and all of that right after we take this short break. Jordan: All right. It’s time for another social media marketing moment. Nile, do me a favor. Talk to me about headshots in Linked In. yeah, I hear you talking to people about that all the time. Nile: Well, one thing that’s so funny is so many people don’t take that headshot seriously. They’ve got their arm around somebody that’s not in the picture or they’re deep in the background you could barely see who they are. Want to know an interesting fact? People that look at your Linked In profile spend 80 percent of their time looking at your profile, looking at your headshot. Why is that? It’s because people like to look into your eye. They feel if they look into your eye that they could see what you’re about. They get an understanding of who you are and that’s important before they move anywhere else. Jordan: Another great pearl of wisdom. Thanks Nile. For more just like that join us at linkedinfocus.com, sign up. You’ll be glad you did. Nile: Hey, welcome back to the social media business hour where we’re talking with Bob Burg, the author of the Go-Giver and there’s a new expanded edition that Bob’s just put out. We talked a little bit about that in the first segment but one of the things that we talked about is the five laws and can you maybe give us a quick review of the five laws that you and John share in the book? Bob: Sure. The five laws themselves are the laws of value, compensation, influence, authenticity and receptivity. The law of value says your true worth is determined by how much more you give in value than you take in payment. Now, this sounds like a recipe for bankruptcy when you first hear it but it’s not because we need to simply understand the difference between price and value. Price is a dollar figure, a dollar amount. It’s finite. It is what it is. Value on the other hand is the relative worth or desirability of a thing of something to the end user or the holder. In other words what is it about this thing, this product, service, concept, idea that brings so much worth or value to it that someone will willingly exchange their money for it or their time or their energy, what have you, in order to obtain this value and feel great about it while you make a very healthy profit? And this can be anything from someone selling accounting services to someone owning a pizza restaurant. When someone buys a pizza for 15 dollars and the pizza is absolutely delicious; they’re really hungry so that pizza has even more value to them; they’re eating it with their family and they have a great family experience; your pizza restaurant -- everyone there makes them feel just fantastic for being there, valued and appreciated and you do this consistently with excellence. You’ve give this person well over 15 dollars in value. Okay, so they feel fantastic about it. They receive much more in value than what they paid but because the pizza and your employees and everything else probably cost you about three dollars per pizza you also made a very, very healthy profit. So, both parties come out ahead and that’s why understanding the difference between price and value is so very important but it all starts with that focus on providing value to that other person which is why John and I both say that money is simply an echo of value. It’s the funder if you will to values lightning which means the value must come first and the money is simply a very natural and direct result of the value you’ve provided. That’s the law of value. The law of compensation says your income is determined by how many people you serve and how well you serve them. So, where law number one says to give more in value than you take in payment law number two tells us that the more people whose lives you touch with the exceptional value you provide, the more money with which you’ll be rewarded. The pizza restaurant owner -- I’m not sure how we got into that but that’s how -- who we used it for so let’s continue with that. Nile: Sure. Bob: The pizza restaurant owner, it’s not enough just to provide value to one person. They have a lot of guests in every single night and so the income is determined not just by the value they provide but how many lives they impact with that value. So, law number one represents your potential income. Law number two, the number of lives you impact with that value. That equals your actual income. Now, law number three is the law of influence. This says your influence is determined by how abundantly you place other people’s interests first. Again, this sounds counter intuitive but it’s really -- it makes a lot of sense because when you think about it the greatest leaders, the top influencers, the most profitable sales people, this is how they run their lives and conduct their businesses. They’re always looking for ways to place the interest of others first. Now, when we say this and let me qualify this. When we say place other people’s interests first we certainly don’t mean you should be anyone’s doormat or a martyr or self-sacrificial in any way. Not at all. It’s just that as we mentioned earlier in the show, the golden rule of business is that all things being equal people will do business with and refer business to those people they know, like and trust and there’s no faster, more powerful or more effective way to elicit those feelings toward you from others than by -- again, moving from an I focus to an other focus as Sam, one of the mentors in the story told Joe, the protégé, making your win about the other person’s win. And then you have number four. Law number four is the law of authenticity which says the most valuable gift you have to offer is yourself. One of the mentors, Debra Davenport explained that all the skills in the world, the sales skills, technical skills, people skills, as important as they are and they all are very, very important, they’re all for naught if you don’t come at it from your true authentic core. When you do however, when you show up as yourself day after day, week after week, months after month, people feel good about you, they feel comfortable with you, they know, like and trust you. They want to be in a relationship with you. They want to do business with you and refer you to others. And law number five, the law of receptivity says the key to effective giving is to stay open to receiving. All the giving in the world is all for naught if you’re not willing and able to allow yourself to receive as well. In the story we use the example of breathing out and breathing in. it’s not just the matter of doing one or the other. In order to sustain life you’ve got to breathe out and breathe in. we breathe out, we breathe in, we give, we receive. Giving and receiving, contrary to popular belief and popular culture; giving and receiving are -- they’re not opposite concepts. They’re simply to sides of the very same coin and they work best in tandem. Nile: As you go through your description there; sort of distancing myself from the story because I can do this now this sounds very spiritual. In fact, I feel almost like I’m being churched. But one of the things that I noticed in the book was the way that you weave it into the story and into the lives in the story. As I said earlier on it really becomes more than a business story. I mean, it sounds like we’re talking about business here because we’re relating it to business but it was really all about life in general and business just became a natural part of it. Is that a fair assessment? Bob: Yeah, I think that life and business -- all the aspects, all the areas of life are intertwined. People talk about balance, work and life balance or work life and personal life. I’m not sure balance -- and I’m certainly not the first one to say this but I’m not sure balance is the right word as much as harmony is maybe more -- Nile: I like that. Bob: Yeah. Again, I didn’t make that up. That’s something I’ve heard. I’m not that smart. I don’t have a whole lot of original thoughts. John does. I don’t. Nile: Well, I know that you listen well and you collect those thoughts and you repeat them well so there’s value that you’re giving there so I appreciate it. Bob: Thank you. And so I’ve never believed in that story about the person who could be one way at work and another way at home. I’m all nasty, so and so at work but oh, when I get home I’m kind and I’m gentle and -- people pretty much are what they are. I remember reading a great book by _____37:07 called secrets of the millionaire mind and the theme that went through his book -- I just love this -- was that how you do anything is how you do everything. Nile: Exactly. Bob: And I think that’s basically true and I think because of that universal laws and principles, work across the board, _____37:25 anything that works in life is pretty much going to work right across the way in business and vice versa. Nile: Absolutely. Well, again, knowing how you received the messages that are sent to you there -- I’m curious and we’ve got about three minutes or so before the break. If there’s a piece, one piece of advice that maybe you received before you knew anything about what being a Go-Giver entailed that really was a difference maker for you. Bob: When I was just starting to get my legs in sales, just starting to produce a little bit, I remember coming back to the office after what I will call a non-selling appointment. In other words, the sale did not happen and -- Nile: So, that’s what we call those now? Non selling appointments? Bob: Right. Nile: I like that. Bob: That’s like misremembering something, right? And I remember one of the older -- I guess he was a guy who was about to retire and he kind of took me aside. I think he saw me as sort of like Joe in the story and saw me as a guy with good potential but who really needed to adjust his focus and he said to me something like Burg if you want to make a lot of money in business, if you want to make a lot of money in sales, do not have making money as your target. Your target is serving others. Now, when you hit the target, he continued, you’ll receive a reward and that reward will be money and you can do with that money whatever you want but never forget that the money is only the reward for hitting the target. It’s not the target itself. The target is serving others. And I just was hit right in the heart by that advice and for me it was really a difference maker. What it told me is that selling is not about me. It’s always about the customer. And I personally define selling as -- simply as discovering what somebody wants, needs or desires and helping them to get it. And I think in all sorts of instances -- I think great leadership is never about the leader. Great influence is never about the influencer and great salesmanship is never about the sales person. It’s always about the other person. It’s about everyone whose lives you choose to touch. It’s about everyone whose lives you choose to add value to. Nile: Well, I know we don’t have a great deal of time in the segment but what you just said really resonated with me because I’ve been in sales for quite a number of years as well and I’ve always considered myself a consultive seller meaning that I really want to listen and I want to consult with the clients and if there’s something that I have to offer them that offers them value then certainly I’d like to have them consider that but my big question is do you really need what I’m selling. There may be a better solution for you. And I remember going through that a number of times in the past and sometimes my recommendation was you don’t need my product. You may want it and somewhere down the line I hope that you use my product but this is what you need today. And I remember with some associates some time they’d say what are you doing? And I’m saying don’t worry. That always comes back. They either find somebody that needs exactly what I have and they refer me to them because I wasn’t trying to sell them. I was trying to help them. I was trying to give them value and what you said really just struck me so I think there’s just such a powerful message there and sometimes we miss it and I know that that’s the part of the message of the Go-giver as well. There’s so much more to talk about. We’ve got one more segment to share but what we’re going to do is we’re going to take a short break, do a couple of the commercials that pay for things and we’ll be right back after this short break. Jordan: All right Nile. I think it’s time for another social media marketing moment. Do me a favor. Talk to me about key words in Linked In. Nile: Linked In is a very high authority site. In fact, most people say it’s the fourth highest site for authority that you could go to. Well, you’ve got your own personal web page on that and as everybody knows in web page strategies you want key words so that when people search those key words anywhere on the internet you’re found. Linked In, because of its high authority transfers all of that authority to you so if you take your profile, you key work optimize it, making sure you use key words that users are using to search for you. Not the ones you like. You’re going to get tremendous results. Jordan: Thanks Nile. For more tips just like that join us at linkedinfocus.com, sign up for more tips and tricks. You’ll be glad you did. Nile: Welcome back. And as you know I’m so excited that we have Bob Burg here, the coauthor of the Go-Giver and Bob, I’ve been waiting for this interview for so long because the book has meant so much to me and I know that you’ve got an expanded edition. Before we get too far into our last segment, what was the motivation about that expanded edition and what’s the expansion, what’s the impact? Bob: Sure. Once the book hit the 500000 mark in sales the publisher asked John and me if there was something that we wanted to do in order to celebrate that and to -- if there was any additional value we could put into the book and so forth and we thought about it and obviously with the story being a parable you can't change that. But we could add something at the end of the book that we felt would be of significant value to our readers. We had always heard and well, we had discovered that people were -- we knew businesses were using the book in their sales meetings, their leadership meetings and so forth and discussing certain ideas from the book. We certainly knew schools were doing this from colleges to high schools to -- and churches and other religious institutions. Book clubs were using it and discussing it so we thought well, why don’t we give them a discussion guide. So, at the end of the book we have a discussion guide at the back where they can utilize those discussion points in order to lead study on the book. We also have been asked so many questions throughout the years. Good questions. Just a lot of times the same questions that we figured if one person or if many people are asking probably a whole lot of people who read the book ask and so we put a question and answer section in there as well. We also have a new foreword by -- well, it’s not a new foreword. It’s the only foreword by Arianna Huffington who’s the great entrepreneur and very nice person and the founder and publisher of the Huffington Post so all in all it -- we feel very happy, very excited about this expanded edition. Nile: I can't wait to get my hands on it. And when is that available by the way? Is it on shelves now? Bob: Yeah, yeah. It’s out. Nile: Oh, well, I’m slipping. That’s something I got to get the latest, greatest copy of. Bob: Thank you. I hope you enjoy it. Nile: I absolutely will. I know that there’s one line in the book that’s raised quite a few eyebrows and it’s where you and John wrote does it make money. It’s not a bad question. It’s a great question. It’s just a bad first question. And I think a lot of entrepreneurs especially when in the startup phase might disagree with you just a bit. They might say it’s the only question when it comes to business. Otherwise you’re just naïve. So, what do you two mean? Bob: Well, actually we would say that if you -- and I think history has born this out that if the first question you ask is will it make money you’re focused in the wrong direction and it’s less likely to make money because if it doesn’t provide value to others, if there’s not a market for this either an already made market or one that you can create and that’s always created by providing value, then the second part, the money part is moot. So, we sort of mean that in a -- on a couple of levels. One is just as we mentioned. First ask does it serve. And when we say does it serve that simply means is there a market for it or could there be. Do people want it? You can create the best widget in the world and you might be thinking oh, man this is fantastic. We’re going to make a lot of money with this. But if there’s no market for it you’re not making money from it. You basically are just investing in something fantastic that’s a hobby. On the other hand if you determine first if there is a market in other words does it serve, now you can say will it make money. Is there a way we can take this product or service that really does serve and market in such a way that there’s a lot of money to be earned from it. On a bit deeper level we say well, first ask if it serves because we always want to add value to people’s lives by the very nature of what we do. We want to find a way to add value to others. Back in the -- I think it was the 1950s a young MIT student by the name of Amar _____47:11 went into a radio shack store and bought a pair of headphones and -- or speakers. Excuse me. Not headphones. Speakers. And he was very, very disappointed by the sound quality and he felt this is something that consumers should not have to have. And so he basically devoted his life to making great speakers, right, and creating great sound quality. We all are familiar with _____47:41 speakers. And he became a billionaire because he first asked does it serve, will it serve, how will it serve others. Now, don’t get me wrong. I’m sure he deposited every single one of those checks and he should. He earned them. But his focus was not on the money. His focus was on providing value. His focus was on does it serve. Then it was will it make money. Nile: Yeah, and I love that story. It’s a great one because obviously he didn’t like it and he knew if he didn’t a lot of other people didn’t either and it starts out. Throughout the book -- in fact, I’d say the book is really about mentorship so what do you think is the best way to find a mentor and perhaps most importantly what should an up and comer not do when trying to find one? Bob: Oh, that’s a great question. Both questions are excellent. What I would suggest not doing is approaching someone and simply asking them to be your mentor. I mean, you could admire someone and you can study that person and then you approach that person and say hey, will you be my mentor. And basically, when there’s no relationship there what you’re basically asking this person is hey, would you share your 40 or 50 years of experience with me and just let me know everything it’s taken for you to be successful even though we don’t even know each other. And so typically that’s not going to work. What I would suggest is when there’s someone whose work you admire is to contact that person and first study their stuff. If they’re an author or whatever they do, read their books. What have you. Watch their videos. Or read the articles they’ve written. Just learn about what they’ve done first so you’re not asking questions that you should know the answer to already because you don’t want to waste their time. But you can ask. You can let them know that you admire their work, that you’re studying to or that you’re looking to so and so and if it wouldn’t be inappropriate may I ask you one or two very specific questions. Boom. So, now what you’ve done is you’ve communicated in a way that says to them hey, I honor your time, I respect you and your time, I’m not just looking to waste your time and want something for nothing, that sort of thing. Now, once they do and if they do answer your questions whether it’s letting you take them to lunch or just a cup of coffee or answering a couple of questions on email or over the phone, make sure you send them a hand written note afterwards thanking them. Just a short note thanking them, letting them know you’ll take action on their ideas and so forth. You can report back to them. You can determine or discover what their favorite charity is and make a small donation in their name. that will get back to them and basically again what you’re letting them know is even though I certainly am not in the position to add the kind of value to your life as you are to mine I want to let you know I’m not taking it for granted and I’m looking to add value to you in some way. You can add -- if you’re close enough geographically you can ask to drive them around, be their chauffer and so forth. That way you can be around them and maybe ask them some questions. I mean, there are all sorts of ways that may not apply to some people and will apply to others but the point is this. A mentor/protégé relationship is just that. It’s a relationship. And it usually takes time to develop. It’s much less likely to happen when you come right out and ask a person who doesn’t know you will you be my mentor. It’s more likely to happen when you build a relationship always looking for ways to express gratitude and add value to that person’s life. Nile: I love that answer because it reminded me of what you said as you went through the laws. Breathing is an in and out thing and so you get somebody that’s giving you value as a mentor, as a protégé you’re able to give value back to them. It might be at a different level but they’re recognizing the value that you’re giving. And I know we’ve got just a couple of minutes left and before I get through the final interview I’m going to ask one question but I also want to be able to ask and save some time if people want to know more, how they could get in touch and some other things you’re doing because I know you do a whole lot more than just write books so here’s the question. Are there misconceptions about being a Go-Giver? I mean, the name itself almost implies that you give constantly. Can you be taken advantage of that way? For example, does a Go-Giver tell people no, I don’t want to do that? Bob: Well, okay. So, these are great questions and it -- and there are misconception, misperceptions about what being a Go-Giver means and I think that happens when people see the tittle of the book or they hear about the title from someone and they haven’t read the book. Naturally the mind goes to oh, the Go-Giver. They’re just giving themselves away, right? Or they’re -- they don’t care about making a profit or -- and of course none of that is true. As a Go-Giver you don’t -- you give value constantly, certainly. But you don’t give yourself away. In fact, Go-Givers tend to make a much larger profit than most others because a Go-Giver sells on high value rather than low price. They know that when you sell on low price you’re a commodity. When you sell on value, you’re a resource. So, typically a Go-Giver makes more money and they have a higher profit. Of course, their focus is on the other person. Do they say no? Yeah. Go-Givers need to say no a lot. Just like we talked about at the beginning of this -- at the -- of the show. Go-Givers are typically very successful so they’re typically very busy and if you were to say yes to everyone and everything you wouldn’t -- you really wouldn’t have the time to say yes to those and to that which you should say yes to. But what a Go-Giver would do is they would say no in such a way that honors the other person. Nile: Again, I appreciate that and I appreciate you being a giver that decided to give so much value to all of our listeners tonight. Bob: Oh, thank you. Nile: But one of the things that I’d really like to ask though -- you do a whole lot more. Can you tell the listeners a little bit about what you do and if they’re interested in finding more how do they get in touch? Bob: Well, the easiest way to get in touch is just to visit burg B-U-R-G.com and as you know I speak at a lot of corporate and organizational sales and leadership conferences. We also have a Go-Giver certified speaker program where we actually train people how to become a professional speaker and deliver the Go-Giver message as well as my other intellectual properties that I’ve developed over the last 27, 28 years or so and how to actually market themselves as a speaker and they can get all that information as well as information on the book, the Go-Giver by visiting www.burg B-U-R-G.com. Nile: And we’ll make sure that all of those links are one the Social Media Business Hour page so as always we encourage you to download our episodes on iTunes. Subscribe there. That way you get all the episodes delivered right to you. But we have show notes and links and all of that on the socialmediabusinesshour.com. This is episode 132 just to make it real easy. If we were one more episode in we would be exactly a 100 episodes from our first interview that we did Bob. That’s sort of amazing. Bob: Wow. Nile: Yeah, I agree. Well, listen, to all of you and especially you Bob, I want to thank you for joining us on the Social Media Business Hour. To our listeners I hope you learned a few new ideas or concepts. Maybe you were just reminded of a few things you already know but you haven’t been doing to improve or grow your business. You know that my desire is that you take just one of the things that you learned or were reminded of today and you apply it to your life or business this week. We know that a small change will make a big difference and I’m committed to bringing you at least one new idea each week that you can implement. So, go back and identify just one small change that you could make to your life or business and see what a big difference it will make for you. So, until next week, this is Nile Nickel. Now, go make it happen. Woman: Thanks for listening. Social Media Business Hour is sponsored by linkedinfocus.com. Be sure to get the latest social media business tips and tricks plus free tips on how you can use Linked In to help your business today. Visit socialmediabusinesshour.com. [/content_toggle]       Facebook: https://www.facebook.com/burgbob Twitter: @bobburg Website: www.burg.com