The Go-Giver Podcast

Pursuing Freedom by Erin Bradley

070 The Customer First May 30, 2017

Show notes

Business, Customers, Clients, Relationships, Service

Summary

Placing the customer's interests before your own is actually the most profitable way to do business. We'll look at that in our Thought of the Day. And in our second segment, we'll look at that further through one quick example. That and more on today's show.

Bob's Thought of the Day

You'll discover:

A story point from The Go-Giver that illustrates the benefits of putting the client first.
The definite as well as the very likely results of putting other people's interests first.
How to create personal walking ambassadors as a result of putting their interests before your own.

Segment #2

You'll discover:

A powerful example of putting the customer first from Erin Bradley's book Pursuing Freedom.
Why placing the other person's interests before her own proved to be very profitable for Erin!

Click to Tweet

When you serve the needs of your customers, your needs will always be taken care of. #business
Putting others first is the most profitable way to do #business.
How do you create personal walking ambassadors? Put others first. #business

Resources

Connect with Erin Bradley on Facebook

Erin Bradley Fairway Independent Mortgage Corporation

069 Writing the Story - John David Mann May 23, 2017

Show notes

Storytelling, Writing, Reading, Books, Connection

Summary

As human beings, we love stories, don't we? But why? We'll look at that in our Thought of the Day. And in our interview segment: If you've ever wondered how great storytellers are able to continually tell such great stories, today you're going to find out as we'll be joined by the amazing John David Mann. That and more on today's show.

Bob's Thought of the Day

You'll discover:

Why stories don't necessarily sell … they connect.
A reminder about the power of stories in every phase of life.

Interview with John David Mann

You'll discover:

Why you don't actually come up with a story idea … you respond to an idea.
John's advice for would-be writers.
John's strategy for beating writer's block.
The value of having a "reading buddy."
Why reading great books is so important to being a great writer.
The most common way to destroy your ability as a writer.
Why you must be willing to write garbage in your first draft.
The value of receiving good criticism if you want to improve your writing.

Click to Tweet

You don't actually come up with an idea. You respond to an idea. @JohnDavidMann
Living your life is just like writing a story--the story of your life. @JohnDavidMann
Reading and writing are like inhaling and exhaling. You've got to breathe in great words. @JohnDavidMann

Interview Links

JohnDavidMann.com

Read John's Blog

The Killing School by John David Mann

TOTAL FOCUS by John David Mann

The Recipe by John David Mann

Follow John on Twitter

Resources

068 Leaders and Performance Conversations - Dan Rockwell May 16, 2017

Show notes

Leadership, Performance, Business, Relationships, Culture

Summary

Does honesty need to be … BRUTAL? We'll look at that in our Thought of the Day. And in our interview segment: while leadership conversations regarding the performance of your team members can often be difficult, Dan Rockwell provides us with some terrific conversation starters that are positive, affirming, and VERY powerful. That and more on today's show.

Bob's Thought of the Day

You'll discover:

Some food for thought: Being "brutally honest" is more often than not more about the person speaking than about the person they are speaking to.
A reminder that we can usually be honest in such a way that it effectively communicates the point while still allowing the other person to feel good about themselves.
A powerful quote from my friend, People Skills Authority and Coach, Kate Nasser: "Civility doesn't weaken your message; it helps others to hear and embrace it."

Interview with Dan Rockwell

You'll discover:

The value of creating a culture where performance conversations are normal, natural, and frequent.
That you should have three positive performance conversations for every negative one.
Why to keep away from the "feedback sandwich."

7 powerful performance conversation starters:

#1. Evaluate processes or systems.

What's running smoothly?
Where are you solving the same problem over and over?

#2. Discuss results.

What have you achieved that makes you proud?
What could have been better?

#3. Analyze decisions.

What decisions didn't happen that caused disappointing results?
What decisions preceded good results?

#4. Explore relationships.

Where are the pockets of positive energy in your area?
Where is the negative energy?

#5. Look for Fulfillment.

What brings you satisfaction at work?
Where are you disappointed with yourself?
What's frustrating? What does that say about you?

#6. Investigate development.

What skills are you improving?
What skills would you like to improve?

#7. Uncover learning – provide time for reflection.

What are you learning about your role?
What are you learning about yourself?
What are you learning about your team?

Invitations:

Seek lots of feedback if you expect to give lots of feedback.

Invite people to evaluate your performance.

Don't ask, "How am I doing?" That's useless.
Declare intention. "I'm working on building positive energy on the team."
Ask for specific feedback. "What do you see me doing that builds positive energy? Drains it?"
Be thankful.
Explore behaviors that better express your intentions. "What suggestions might you have?"

Click to Tweet

If you want to be great at giving #feedback, be great at seeking feedback. @Leadershipfrak
Learn how to create a culture where #performance conversations are normal and natural. @Leadershipfreak
Need to have better conversations about #performance at work? @Leadershipfreak shows you how on this episode.

Interview Links

Leadership Freak Blog To access Dan's coaching programs, email him directly at dan@leadershipfreak.com.Follow Dan on TwitterConnect with Dan at the Leadership Coffee Shop on Facebook

Resources

Sales Leadership Summit 2017

067 Think Like Your Buyer - Jeff Shore May 09, 2017

Show notes

Sales, Psychology, Business, Customers, Decisions

Summary

As leaders, we know it's incumbent upon us to understand the values and needs of those we wish to lead. We'll look at that in our Thought of the Day. And in our interview segment, renowned sales authority Jeff Shore teaches us how to think like a buyer. That and more on today's show.

Bob's Thought of the Day

You'll discover:

What it means to "get inside someone's head" in a good way, according to David Novak in his book Taking People With You: The Only Way to Make Big Things Happen.
Why "getting inside their head" is the only way one can effectively and sustainably lead and influence others.
A reminder from Dale Carnegie's classic How to Win Friends and Influence People: "People do things for their reasons, not our reasons."

Interview with Jeff Shore

You'll discover:

Why it's the job of a salesperson to make it easy for the customer to buy.
The value of understanding the psychology of a purchase decision so you can reverse-engineer the presentation to match the way the person wants to buy.
Why we need to stop thinking that we really understand our customer.
One of the surprising insights Jeff has learned since he started his podcast.
What we can understand about ourselves to be better decision-makers.
Why your customer wants you to win.

Click to Tweet

It doesn't matter how cool your product is if it's not a good solution to the customer's problem. @jeffshore #sales
We make #decisions emotionally but we back them up with our logic. @jeffshore
In between our circumstances and our response is a choice. ~Viktor Frankl @jeffshore

Interview Links

JeffShore.com

The Buyer's Mind Podcast

Closing 2.0 by Jeff Shore

Be Bold and Win the Sale by Jeff Shore

Follow Jeff on Twitter

Connect with Jeff on Facebook

Connect with Jeff on LinkedIn

Watch Jeff on YouTube

Resources

Taking People With You: The Only Way to Make Big Things Happen by David Novak

How to Win Friends and Influence People by Dale Carnegie

066 Overcoming Anger May 02, 2017

Show notes

Anger, Influence, Character, Relationships, Business

Summary

No one can MAKE you angry … but they can sure do things that get the process started. We'll look at that in our Thought of the Day. And in the second segment, we'll talk about seven steps to overcoming anger and living a happier, more productive, and more influential life. That and more on today's show.

Bob's Thought of the Day

You'll discover:

A powerful quote from the 1909 classic, Peace, Power & Plenty by Orison Swett Marden.
How your anger negatively affects your relationships.
Why overcoming your anger increases your ultimate influence.

Segment #2

Seven Steps to Overcoming Anger (from Adversaries Into Allies, pgs. 46-47):

Become aware
Desire
Imagine
Play (a mind game)
Recognize
Apply
Build on your small successes

Click to Tweet

"Self-control is the very essence of character." ~Orison Swett Marden #character
What does overcoming #anger have to do w/ Ultimate Influence? Practically everything.
Learn 7 steps to overcoming #anger.

Resources

Adversaries into Allies: Master the Art of Ultimate Influence by Bob Burg

Peace, Power & Plenty by Orison Swett Marden

TheSalesEvangelist.com Follow Donald on Twitter Connect with Donald on Facebook

065 Selling Entrepreneurs - Donald Kelly Apr 25, 2017

Show notes

Selling, Entrepreneurs, Business, Customers, Prospecting

Summary

Is it more effective to build a business through systems or relationships? Or is the very question a false dilemma? We'll look at that in our Thought of the Day. And in our interview segment, sales authority Donald Kelly looks at why entrepreneurs often have difficulty when it comes to selling the products and services they feel so strongly about. That and more on today's show.

Bob's Thought of the Day

You'll discover:

The power of systems to achieve extraordinary results in a predictable way.
Why systems without the "know, like, and trust" relationships are ineffective.
How systems and relationships can work together to provide exceptional service to your clients.
A key principle: "Make sure that the system is the servant and that you are the master … not the other way around."

Interview with Donald Kelly

You'll discover:

Why so many salespeople have difficulty selling.
The value of looking at money as a tool.
Why you must focus on a specific niche in your selling.
The value of looking at your competition when determining your niche.
The process of determining the buyer for your product.
A process for attracting and converting customers.
The part of the sales process where most people get sidetracked.
Why empathy is such a powerful part of the sales process.

Click to Tweet

Make sure that the system is the servant and that you are the master … not the other way around.
Discover a process for attracting and converting #customers. @DonaldCKelly #sales
Confused about who your customers are? @DonaldCKelly shows you how to focus on a specific niche.

Interview Links

Resources

The E-Myth Revisited by Michael Gerber

Box of Crayons' award-winning coaching programs

064 The Coaching Habit - Michael Bungay Stanier Apr 18, 2017

Show notes

Coaching, Questions, Habits, Leadership, Business

Summary

Have you ever given advice without knowing all the facts? It's easier to do than we might think. We'll look at that in our Thought of the Day. And in our interview segment, Michael Bungay Stanier shares seven questions to help you to become a much more effective leader who coaches. That and more on today's show.

Bob's Thought of the Day

You'll discover:

A story of my interaction with a reader who asked for my advice, and why I responded with options and additional questions instead of just answering her initial question.
The importance of asking helpful questions that will expose all the assumptions (both ours and theirs) that get in the way of the actual truth.
Why we must avoid falling into the trap of answering questions when we don't have enough information to go on.

Interview with Michael Bungay Stanier

You'll discover:

Why coaching is such an important skill for leaders and managers.
Three key principles: be lazy, be curious, be often.
The process and the outcome of coaching.
The close connection between insights, behavior change, and positive impact.
Why changing your habits is a key part of learning to become a better leader.

7 questions that will help any leader become a better coach:

The Kickstart Question: What's on your mind?
The AWE Question: And what else?
The Focus Question: What's the real challenge here for you?
The Foundation Question: What do you want?
The Lazy Question: How can I help?
The Strategic Question: If you're saying Yes to this, what are you saying No to?
The Learning Question: What was most useful for you?

Click to Tweet

On this episode, discover why it's important to be lazy, curious, and often in your #coaching. @boxofcrayons
Want to become a better #coaching leader? These 7 questions will take you to the next level. @boxofcrayons
Focus on the real problem, not the first problem. @boxofcrayons #coaching

Interview Links

BoxOfCrayons.biz

The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever by Michael Bungay Stanier

Follow Michael on Twitter

Connect with Michael on Facebook

Resources

The Autobiography of Benjamin Franklin

063 The Leadership Gap - Lolly Daskal Apr 11, 2017

Show notes

Leadership, Business, Success, Competence, Weaknesses

Summary

We all have strengths and we all have weaknesses. What are the three basic types of weaknesses, and how should we approach them? We'll look at that in our Thought of the Day. And in our interview segment, we'll hear from renowned Executive Leadership Coach, Lolly Daskal. She'll take a look at the gaps that can keep any of us from realizing our full leadership potential, how we can recognize them, and how we can fill in those gaps. That and more on today's show.

Bob's Thought of the Day

You'll discover:

The three types of weaknesses, and how to know the appropriate action (or non-action) to take concerning each one.
Personal examples of how I have dealt with each type of weakness in my own life.
How the third type of weakness causes gaps in our effectiveness, and why we must work on them in order to be more effective personally and professionally.

Interview with Lolly Daskal

You'll discover:

How Lolly defines the leadership gap, and why many leaders don't face their own gaps.
Why greatness lies in the gaps between where you are and where you want to be.
How to know when you have a leadership gap.
The seven leadership archetypes, their characteristics, and the polarities present in each one.
The difference between confidence and competence.
A success story of a CEO who experienced a leadership gap, and how Lolly helped him recognize and overcome it.

The seven leadership archetypes:

The Rebel
The Explorer
The Truth Teller
The Hero
The Inventor
The Navigator
The Knight

Click to Tweet

The secrets that create gaps in our lives weigh us down. @LollyDaskal #leadership
Confidence is believing you are able. Competence is knowing you are able. @LollyDaskal #leadership
Your entire life is about unifying who you are in the process of becoming the best leader possible. @LollyDaskal #leadership

Interview Links

LollyDaskal.com

The Leadership Gap by Lolly Daskal

Lolly's Blog

Follow Lolly on Twitter

Resources

Amplify Your Success Podcast

062 Profit Amplifier - Melanie Benson Apr 04, 2017

Show notes

Profit, Prosperity, Mindset, Business, Leadership

Summary

Have you ever said no to receiving even something simple? I think most of us have. We'll look at that in our Thought of the Day. And in our interview segment, Melanie Benson helps us figure out the bottlenecks that can get in the way of our prosperity. That and more on today's show.

Bob's Thought of the Day

You'll discover:

The source of the lack-thinking we see so often in society.
How to accept a compliment the right way.
A great example of correct prosperity thinking from the 1981 comedy Arthur.
How a mindset of prosperity helps us serve others and bring exceptional value and prosperity to them, as well.

Interview with Melanie Benson

You'll discover:

How the messages we take in will condition us to either be scared and fearful, or feel limitless and able to achieve anything.
Common bottlenecks that derail business owners and professionals, and how to undo those bottlenecks.
The reason you must think like a leader, not only an entrepreneur.
Why you make better decisions when you train your mind to think bigger than the business you're in.
The importance of optimizing ways to grow from where you are now, to the next level.
Why many people hold themselves back because they don't have clarity on how to get to that next level.
How to make a success pivot by shifting out of the "doer mentality" into a "leadership mentality."
Why the quality of your decisions defines the quality of your results.
How Melanie's Awaken Leadership Summit will accelerate your success.

Click to Tweet

When you train your #mind to think bigger than the business you're in, you make better decisions. @MelCoach
The quality of your #decisions defines the quality of your results. @MelCoach
Your thinking is either setting you up to see limitless possibility or limited possibility. @MelCoach

Interview Links

MelanieBenson.com AwakenLeadershipSummit.com The Power of The Virtual Team (ebook) by Melanie Benson StrickRewired for Wealth by Melanie Benson Strick

Start Up Guide to Information Marketing Business by Entrepreneur Press & Robert Skrob

Follow Melanie on Twitter

Connect with Melanie on Facebook Connect with Melanie on Instagram

Resources