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"The Go-Giver" is a career-changing book for many professionals. In this episode, co-author Bob Burg talks about value, influence and changing the way you look at business.
Bob starts with an overview of the 5 Laws of Stratospheric Success: Value, Compensation, Influence, Authenticity and Receptivity.
Then Bob talks about INTRINSIC VALUE: the value that's built into your experience. These can also be broken into five parts: excellence, consistency, attention, empathy and appreciation. This is what you're giving people. Notice that Burg lists "consistency" as part of excellence. He also emphasizes individual attention (even in a group setting) and appreciation - which doesn't mean "discounts".
Bob says "The key to receptivity is staying open to
"Probably the biggest upside-down misperception about selling is that it's about taking. And it's not! Selling is all about giving."
He continues:
"Selling is simply discovering what the other person needs, wants or desires and helping them to get it."
Bob has never heard our "No-Sweat Intro" or "Bright Spots" interview questions, but he virtually walks through the entire conversation verbatim. Start with a conversation. Ask questions. Make a recommendation as a coach--not as a salesman. This is why offering a "free CrossFit trial"
Bob mentions "How To Win Friends and Influence People" by Dale Carnegie, which I give to every prospective coach at Catalyst.
"Ultimately, people do things for their reasons, not our reasons" - Dale Carnegie
Here are 3 things Bob learned from Carnegie:
Everyone seeks happiness
Happiness is relative
Resources are limited.
How does a "Go-Giver" say NO to clients who are bad fits or opportunities that will squander their limited time and attention? Bob gives us tactful ways to do so.
"I'm not a big believer in being a martyr."
A quick overview of The Go-Giver:
You can go to Bob’s website www.TheGoGiver.com and immediately download Chapter One from his international bestseller The Go-Giver and access lots of value-added resources such as the special report, The Go-Giver Way: Five Principles for Creating a Culture of Excellence.
Music in this episode by The Blessed Cassettes.
Recorded on August 11, 2016.
Each week, I give you a BIG question to chew on over the weekend. This one is SO big that I give you an exercise to help get you started.
In this episode of Two-Brain Radio, Mike shares how to build a business with profit in mind, how to identify your BEST clients and build your business around them, how to fire the rest, and how to stay atop the new fitness wave.
In the fitness industry, August is the month for slowest growth. That means it's the best opportunity for consolidation. How are you optimizing your business to be ready to grow in September?
Are the best days of gym ownership behind us? Has the wave crested...or are we on the verge of a surge?Before Mike Michalowicz (author of The Pumpkin Plan, Profit First and Surge) comes on the show next week, I'm talking with box owners about the past and the future. Do they miss that dusty ol' Ranch? Are they excited for the huge ocean of new clients before us?
How much should you pay your coaches?
What's in a name? Would a gym by any other name still draw people to you? What's the value of the CrossFit brand on YOUR front door?
This week on the podcast, I ask some original affiliates some questions about the value of the brand.
Recorded from July 18-July 27.
This episode is sponsored by Liquid State Design and Healthy Steps Nutrition.
The TwoBrain Summit ended yesterday. It was JAMMED with great conversation, some excellent presentations and amazing food. We might have lifted a few weights, too.
Our goal at TwoBrain Business is to ask bigger, better questions, and create an entirely new paradigm for gym owners and coaches. Why DON’T average gyms gross in the millions and net in the hundreds of thousands? Why is a coach who makes $100,000 per year something to brag about, when it should be the norm?
More importantly, what does it take to be HAPPY?
Ribs are part of the answer, as we found out. So is comradeship with our peers: the best and brightest in the industry, brought together over coffee and barbells, in a supportive environment.
Yes, we talked about new possibilities in Facebook marketing. But we also talked about industry tipping points, huge opportunities that dwarf most gyms’ perspective, and the bright shiny future the best gyms will enjoy.
These are tiny keyhole insights into the weekend. I hope they help. This weekend I’ll be doing the same thing at the Games.
Recorded from July 15-19, 2016.
For full show notes, including a sweet banded power clean demo video, visit: http://twobrainbusiness.com/episode-36-programming-with-jason-brown/
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