What principles do you build a business on? Glenn talks to the author of 'The Go-Giver'

January 15, 2015

Writer

Before leaving for the holidays, Glenn left a book on the desk of every employee of Mercury Radio Arts and TheBlaze. It was The Go-Giver: A Little Story About a Powerful Business Idea. The book presents a new way of doing business, one that puts the customer front and center. Glenn plans to use The Go-Giver as a model for his company in 2015, and invited author Bob Burg onto the radio show to talk about the incredible book

Listen to the interview below at 38 minutes into today's show:

Below is a rough transcript of the segment:

GLENN: I have Bob Burg on the phone. He's the author of a book that I absolutely love. It's called The Go-Giver. I don't even know how long this thing came out.

Bob, are you on the phone. How long did you put this out?

BOB: Oh, John David Mann and I wrote this in 2007, was in the bookstores in 2008.

GLENN: Okay. So I'm right on top of things. But I read this, I don't know this fall and I'm changing my company a great deal. And someone gave this to me and said, Glenn, this is what you're trying to do with your company. You have to read it. I was so moved by this book, I bought all 300 employees, I bought everybody a copy of the The Go-Giver and gave it to them for Christmas. You know, Merry Christmas.

BOB: I cannot tell you how honored I am by that, Glenn. To have one of my heroes embrace the book like that and give it out as a gift. It's beyond being honored.

STU: Now you've lost credibility.

GLENN: Shut up. I didn't know you knew who I was. But I'm flattered. But, Bob, tell the story of this book.

BOB: It's about a young up-and-comer. Ambitious, aggressive well-meaning guy who is really frustrated. As much as he's working hard, he's very much focused on himself. He's what we would call a go taker. We love go-getters because they take action. He was a go-taker. A guy focused only on himself. Who owed what to him and everything was about him. The very valuable lesson he learned was that shifting his focus from getting to giving.

In this context, when we say giving, we mean consistently and constantly providing value to each other. It's not only a nice way to live life, it's a very profitable way as well. It's the actual ultimate embodiment of a free market-based economy. It's about liberty. People willingly buying and selling and trading with one another. If you want to be successful in a free market-based economy, you have to focus on value, on thinking more about others than yourself. Bringing value to others.

GLENN: No. Capitalism done wrong is selfish. And you will never get anywhere. In the long-run it will all end. It's the reason why Goldman Sachs has fallen so far. They used to be, let's do the right thing for the client. Even if it's the wrong thing for us in the short-term, it will be the right thing in the long-term. Let's do the right thing for the client. It becomes service oriented. And capitalism at its best, how can I make somebody's life better and easier? How can I help people? And if you truly love whoever it is that your customer is, if you truly love them --

I remember my father. He used to love watching people -- he would come out in front of the bakery. My mom would run to the bank or something, he would work the counter. I remember my father used to give taste tests all the time to people. They would come in, oh, no, you have to try this. He would cut a slice of whatever and he would give it to them because he loved watching them eat it. He loved his customer. He wanted them to be happy. That's the secret to capitalism, is love the people you're serving.

BOB: You mentioned about Goldman Sachs and others -- capitalism is the best regulator. It's the best natural regulator because it punishes the bad. Punishes those who do not care about the customer and rewards those who do. This is why John and I say, money is simply an echo of value. It's the thunder to value's lightning, which means the value must come first. One of my great Libertarian heroes Harry Brown used to say, in a free market-based economy, profit is simply the result of satisfying the need of another human being.

PAT: Bob, something we've been talking about is this new net neutrality thing they're talking about and trying to regulate the internet, which is the freest medium we have in the world today.

GLENN: Never been more free or freeing.

PAT: Never. Senator Ted Cruz has been talking a lot lately about this. And he brought up the telephone and the telecommunications act of the late 1930s. And that froze any -- any sort of innovation for about 50 years. He said, oh, yeah, we did have the major innovation of touch-tone dialing. As soon as they took those regulations off, what happened? The world was revolutionized.

GLENN: We had the answering machine, the fax machine, all that within ten years.

PAT: Cell phones. Long-distance service went away. Just unbelievably revolutionized the world. How do you get it across to people that government regulations are not the way to go? The free market is the way to go.

GLENN: With that being said, how do you get it across to people that the best deal for you, if it's not the best deal for the end user, it's not the best deal for you.

BOB: Right.

GLENN: Stop thinking so short-term.

BOB: Here's the thing: I truly believe this. The biggest challenge and the most important thing to do is to always go back to the basic premises. For example, we know that capitalism has resulted in a higher standard of living than any other system ever. Unfortunately, because of the government or the public school system or if the media, the mainstream, what have you, most people in America -- not most, but many people in America today, they confuse cronyism with capitalism.

What you were talking about earlier, you know, buying special favors from government, from these bought and paid legislators and the lobbying. So I asked people, I explain what the difference is. And I often say that, you know, to make it stick, you know, cronyism is to capitalism what -- or I should say because sometimes people will say crony capitalism and I hate that term because it misleads. But crony capitalism is to what capitalism what Chinese checkers is to checkers. Absolutely nothing.

Only when you -- you know, when you can explain to someone -- we have to do it keeping in mind their ego and keeping in mind that they're probably well-meaning in what they're thinking. They have been educated in a certain way. They have a certain worldview. As we talked about it in The Go-giver, all things being equal, people will do business with and refer business to people they know, like, and trust.

First, we need to create the relationship with them where they trust us enough to say, hmm, okay, maybe I'll listen to this person and allow what they say to kind of sink in.

GLENN: So, Bob, I actually am very -- at some point I'm really pessimistic because I see people just going down this road of, you know, giving government more power and giving crony capitalists, you know, a pass time and time again. But other times, I look at the younger generation, and I think, they've never been more free. They've never had more opportunity ever in the history of the world. And I really think that the younger generation actually does get it.

They want to do -- nobody wants to go to work and just be part of a machine or a cog. They want to go to work because they want to feel like they're making a difference. They're changing something. They're doing something of value. And do you have faith that in the world as it's changing so rapidly, that without a real champion for, you know, the principles laid out in your book the go giver, that this will catch on?

BOB: No matter how much over the last 100 years, we've grown from basically a free market economy to more of a socialistic economy, no matter how much that has happened, especially of late, the entrepreneurial spirit of the American individual is so strong, that I don't think it can be denied. And that's why despite, you know, what we've seen with all the -- the business unfriendly measures that take place, the economy still continues to grow. Not like it could if capitalism was unleashed. If government fulfilled their, you know, legitimate function as article four, section four in the Constitution. Protect from force and fraud and otherwise just create the context where people can live their lives however they see fit. If that happened, of course, we would absolutely explode.

But if I think you said, the youngsters today they kind of get it and they want to be free and they know they can create. And the thing about value is when value for value is exchanged, it creates a bigger pie. It creates a pie of abundance. We don't need to redistribute a limited pie. Instead, we create a bigger pie. And that's really what I hope The Go-Giver is about. That's exactly what I believe true free market capitalism is about.

GLENN: Tell me what the big the biggest hurdle is. When people read this big, for me, it's been hardest to convince businesspeople, old, lying businesspeople that being selfless and just saying, look, you know what, I don't want to go out of business and I won't do things that hurt our company, but I'll take the hit here because it's right for them. Let's do things -- like, for instance, next year I'll give away one of my books. I'll just give it away because I know that by giving it away, it will actually become bigger. The message is more important than any money I could make on the book. So I'll just give it away. That is a hurdle to get businesspeople to say, wait. Wait. What? I need the exchange here for that.

No, you don't. You don't. You can do things differently and look for a long-term relationship of trust and decency that will far outweigh anything you can make in the short run. Is that the hardest thing to convince people of or what is the biggest hurdle?

BOB: I think the key is to act in alignment, act congruently with your values. The people that write the check for $10,000 for their local animal shelters, they're doing that because it aligns with their values. They feel better about doing that than not doing that.

I love it when people make a profit because profit helps everyone. But the key though is to make a profit by providing much more in use value than what you take in cash value.

The accountant who charges $1,000 to do someone's tax return, but through their effort, their diligence, their caring, they save that person $5,000 in taxes. They provide them with peace of mind and security, so the person who is the buyer gets much more in value than what they're paying, but the accountant is very happy to sell his or her time for a thousand dollars.

But I love the idea you're giving away the book because you also make a profit. Your profit is the joy of spreading a message that you just really love.

GLENN: In a world that is increasingly, A, you didn't build this, it was the collective that built this. And then, B, you don't deserve it, so I'll just take it. How does a book like The Go-giver make the dent?

BOB: I have to say, that was a discouraging thing to hear from our president. To actually say something like that. I was hoping that was taken out of context, Glenn.

[laughter]

GLENN: I remember when I was young and naive too.

BOB: Yeah, that was like three months ago for me. And just, you know -- when candidates -- Hillary Clinton, you know, a couple of months ago states make no mistake about it, businesses don't create job. I mean, oh, my goodness, gracious. You know what, I just hope -- and The Go-Giver has sold about 500,000 copies. And John and I both really want to just keep moving it. We really think the message of free markets, of kindness, of doing the right thing, because you're really authentically want to be part of the solution and be part of the value giving process. I speak at a lot of sales and leadership conferences, and I always within the messages of the The Go Giver want to -- I want to point out the people like John Allison, the CEO now of the Cato Institute. The Libertarian think-tank.

And John Allison for 20 years, he led BB&T. Hugely profited. One of the few, one of the few banks in the country, one of the few banks that did not participate in subprime lending, making only conventional loans. Why? Because it was contrary to the values of the bank, which was to provide value for their customers, and he knew that didn't.

He knew that the fiddling between government and the government-sponsored entities such as Fannie Mae as well as the cronyism, he knew it wasn't beneficial. He did the right thing. When the cards came crumbling down, he didn't need or want the bailout. The tax funded bailout money. Of course, they made him take it under a veiled threat. There are a lot of people doing the right thing. I want to focus on them and use them as examples of how go givers really do better.

GLENN: Bob, I'd love to have you back on television, maybe spend an hour, and you can go through the five laws. If you really want to be part of the solution and not part of the problem and you just want a new way of looking at business, I can't recommend highly enough the The Go-Giver: A Little Story About a Powerful Business Idea

. It's how I'm building my company and resetting things. As I said, I bought 300 copies and gave it to every employee at Christmas. The Go-giver by Bob Burg and John David Mann. Thank you so much, Bob, I appreciate it.

BOB: Glenn, I'm totally honored. Thanks for having me on.

GLENN: God bless. We'll talk to you again.

Trump branded a tyrant, but did Obama outdo him on deportations?

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MSNBC and CNN want you to think the president is a new Hitler launching another Holocaust. But the actual deportation numbers are nowhere near what they claim.

Former MSNBC host Chris Matthews, in an interview with CNN’s Jim Acosta, compared Trump’s immigration policies to Adolf Hitler’s Holocaust. He claimed that Hitler didn’t bother with German law — he just hauled people off to death camps in Poland and Hungary. Apparently, that’s what Trump is doing now by deporting MS-13 gang members to El Salvador.

Symone Sanders took it a step further. The MSNBC host suggested that deporting gang-affiliated noncitizens is simply the first step toward deporting black Americans. I’ll wait while you try to do that math.

The debate is about control — weaponizing the courts, twisting language, and using moral panic to silence dissent.

Media mouthpieces like Sanders and Matthews are just the latest examples of the left’s Pavlovian tribalism when it comes to Trump and immigration. Just say the word “Trump,” and people froth at the mouth before they even hear the sentence. While the media cries “Hitler,” the numbers say otherwise. And numbers don’t lie — the narrative does.

Numbers don’t lie

The real “deporter in chief” isn’t Trump. It was President Bill Clinton, who sent back 12.3 million people during his presidency — 11.4 million returns and nearly 900,000 formal removals. President George W. Bush, likewise, presided over 10.3 million deportations — 8.3 million returns and two million removals. Even President Barack Obama, the progressive darling, oversaw 5.5 million deportations, including more than three million formal removals.

So how does Donald Trump stack up? Between 2017 and 2021, Trump deported somewhere between 1.5 million and two million people — dramatically fewer than Obama, Bush, or Clinton. In his current term so far, Trump has deported between 100,000 and 138,000 people. Yes, that’s assertive for a first term — but it's still fewer than Biden was deporting toward the end of his presidency.

The numbers simply don’t support the hysteria.

Who's the “dictator” here? Trump is deporting fewer people, with more legal oversight, and still being compared to history’s most reviled tyrant. Apparently, sending MS-13 gang members — violent criminals — back to their country of origin is now equivalent to genocide.

It’s not about immigration

This debate stopped being about immigration a long time ago. It’s now about control — about weaponizing the courts, twisting language, and using moral panic to silence dissent. It’s about turning Donald Trump into the villain of every story, facts be damned.

If the numbers mattered, we’d be having a very different national conversation. We’d be asking why Bill Clinton deported six times as many people as Trump and never got labeled a fascist. We’d be questioning why Barack Obama’s record-setting removals didn’t spark cries of ethnic cleansing. And we’d be wondering why Trump, whose enforcement was relatively modest by comparison, triggered lawsuits, media hysteria, and endless Nazi analogies.

But facts don’t drive this narrative. The villain does. And in this script, Trump plays the villain — even when he does far less than the so-called heroes who came before him.

This article originally appeared on TheBlaze.com.

Can Trump stop the blackouts that threaten America's future?

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If America wants to remain a global leader in the coming decades, we need more energy fast.

It's no secret that Glenn is an advocate for the safe and ethical use of AI, not because he wants it, but because he knows it’s coming whether we like it or not. Our only option is to shape AI on our terms, not those of our adversaries. America has to win the AI Race if we want to maintain our stability and security, and to do that, we need more energy.

AI demands dozens—if not hundreds—of new server farms, each requiring vast amounts of electricity. The problem is, America lacks the power plants to generate the required electricity, nor do we have a power grid capable of handling the added load. We must overcome these hurdles quickly to outpace China and other foreign competitors.

Outdated Power Grid

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Our power grid is ancient, slowly buckling under the stress of our modern machines. AAI’s energy demands could collapse it without a major upgrade. The last significant overhaul occurred under FDR nearly a century ago, when he connected rural America to electricity. Since then, we’ve patched the system piecemeal, but it’s still the same grid from the 1930s. Over 70 percent of the powerlines are 30 years old or older, and circuit breakers and other vital components are in similar condition. Most people wouldn't trust a dishwasher that was 30 years old, and yet much of our grid relies on technology from the era of VHS tapes.

Upgrading the grid would prevent cascading failures, rolling blackouts, and even EMP attacks. It would also enable new AI server farms while ensuring reliable power for all.

A Need for Energy

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Earlier this month, former Google CEO Eric Schmidt appeared before Congress as part of an AI panel and claimed that by 2030, the U.S. will need to add 96 gigawatts to our national power production to meet AI-driven demand. While some experts question this figure, the message is clear: We must rapidly expand power production. But where will this energy come from?

As much as eco nuts would love to power the world with sunshine and rainbows, we need a much more reliable and significantly more efficient power source if we want to meet our electricity goals. Nuclear power—efficient, powerful, and clean—is the answer. It’s time to shed outdated fears of atomic energy and embrace the superior electricity source. Building and maintaining new nuclear plants, along with upgraded infrastructure, would create thousands of high-paying American jobs. Nuclear energy will fuel AI, boost the economy, and modernize America’s decaying infrastructure.

A Bold Step into the Future

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This is President Trump’s chance to leave a historic mark on America, restoring our role as global leaders and innovators. Just as FDR’s power grid and plants made America the dominant force of the 20th century, Trump could upgrade our infrastructure to secure dominance in the 21st century. Visionary leadership must cut red tape and spark excitement in the industry. This is how Trump can make America great again.

POLL: Did astronomers discover PROOF of alien life?

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Are we alone in the universe?

It's no secret that Glenn keeps one eye on the cosmos, searching for any signs of ET. Late last week, a team of astronomers at the University of Cambridge made an exciting discovery that could change how we view the universe. The astronomers were monitoring a distant planet, K2-18b, when the James Webb Space Telescope detected dimethyl sulfide and dimethyl disulfide, two atmospheric gases believed only to be generated by living organisms. The planet, which is just over two and a half times larger than Earth, orbits within the "habitable zone" of its star, meaning the presence of liquid water on its surface is possible, further supporting the possibility that life exists on this distant world.

Unfortunately, humans won't be able to visit K2-18b to see for ourselves anytime soon, as the planet is about 124 light-years from Earth. This means that even if we had rockets that could travel at the speed of light, it would still take 124 years to reach the potentially verdant planet. Even if humans made the long trek to K2-18b, they would be faced with an even more intense challenge upon arrival: Gravity. Assuming K2-18b has a similar density to Earth, its increased size would also mean it would have increased gravity, two and a half times as much gravity, to be exact. This would make it very difficult, if not impossible, for humans to live or explore the surface without serious technological support. But who knows, give Elon Musk and SpaceX a few years, and we might be ready to seek out new life (and maybe even new civilizations).

But Glenn wants to know what you think. Could K2-18b harbor life on its distant surface? Could alien astronomers be peering back at us from across the cosmos? Would you be willing to boldly go where no man has gone before? Let us know in the poll below:

Could there be life on K2-18b?

Could there be an alien civilization thriving on K2-18b?

Will humans develop the technology to one day explore distant worlds?

Would you sign up for a trip to an alien world?

Is K2-18b just another cold rock in space?

Big Pharma’s role in rising neurological disorders: Will RFK Jr. uncover the truth?

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Our children are sick, and Big Pharma claims to be the cure, but is RFK Jr. closer to proving they are the disease?

For years, neurological disorders in our children have been on the rise. One in nine children in the U.S. has been diagnosed with ADHD, and between 2016 and 2022, more than one million kids were told they suffer from the disorder. Similarly, autism diagnoses have increased by 175 percent over the past decade. RFK Jr. pledged to investigate the rising rates of neurological disorders as Secretary of Health and Human Services, and this week, he announced a major initiative.

Earlier this week, RFK Jr. announced that the HHS has embarked on a massive testing and research effort to uncover the root causes of autism and the sharp spike in recent diagnoses. The HHS Secretary vowed that the results will be available by September of this year, leaving many skeptical about the study's rigor. Conversely, some speculate that the HHS may have unpublished studies revealing critical insights into these disorders, just waiting to see the light of day.

Glenn brought up a recent article by the Daily Wire referencing a New York Times piece in which experts questioned the legitimacy of ADHD diagnoses. Glenn agreed and suggested that people are just wired differently; they learn, work, and study differently, and the cookie-cutter, one-size-fits-all school system simply fails to accommodate everyone.

New York Times' ADHD Admission

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Earlier this week, the New York Times published an article that made a shocking admission: there are no concrete biological markers for ADHD. The clinical definition of ADHD is no longer supported by the evidence, and there are no physical, genetic, or chemical identifiers for the disorder, nor is there any real way to test for it. The paper also admitted that people diagnosed with ADHD would suddenly find that they no longer had any symptoms after a change of environment, profession, or field of study. This suggests that "ADHD" might simply be a matter of interests and skills, not a chronic brain sickness.

The most horrifying implication of this admission is that millions of people, including children, have been prescribed heavy mind-altering drugs for years for a disorder that lacks real evidence of its very existence. These drugs are serious business and include products such as Adderall, Ritalin, and Desoxyn. All of these drugs are considered "Schedule II," which is a drug classification that puts them on the same level as cocaine, PCP, and fentanyl. Notably, Desoxyn is chemically identical to methamphetamine, differing only in its production in regulated laboratories rather than illegal settings.

Worse yet, studies show that these medications, like Desoxyn, often provide no long-term benefits. Testing demonstrated that in the short term, there were some positive effects, but after 36 months, there was no discernible difference in symptoms between people who were medicated and those who were not. For decades, we have been giving our children hardcore drugs with no evidence of them working or even that the disorder exists.

RFK Jr's Autism Study

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Autism rates are on the rise, and RFK Jr. is going to get to the bottom of it. In the year 2000, approximately one in 150 children was diagnosed with autism, but only 20 years later, the rate had increased to one in 36. While some claim that this is simply due to more accurate testing, RFK Jr. doesn't buy it and is determined to discover what is the underlying cause. He is an outspoken critic of vaccines, asserting that the true scope of their side effects has been buried by greed and corruption to sell more vaccines.

RFK Jr. doesn't plan on stopping at vaccines. Similar to ADHD, RFK Jr. suspects other environmental factors could increase of autism or exacerbate symptoms. Factors like diet, water quality, air pollution, and parenting approaches are all under investigation. It's time to bring clarity to the neurological disorders that plague our nation, cut through the corruption, and reveal the healing truth.

Neurological Intervention

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Big Pharma has been all too happy to sit back and watch as the rate of neurological disorders climbs, adding to the ever-growing list of permanent patients who are led to believe that their only choice is to shell out endless money for treatments, prescriptions, and doctor visits. Rather than encouraging lifestyle changes to improve our well-being, they push ongoing medication and costly treatments.

All RFK Jr. is doing is asking questions, and yet the backlash from the "experts" is so immense that one can't help but wonder what they could be hiding. Both Glenn and RFK Jr. have their suspicions of Big Pharma, and the upcoming HHS study might be one of the most important steps to making America healthy again.

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