The Go-Giver: A new way to do business

Glenn interviewed a fascinating author this week who has come up with a way of doing business that turns conventional wisdom squarely on its head. This decidedly unconventional approach will seem completely ludicrous, but it’s so effective Glenn bought every member on staff a copy to read.

Glenn: Okay, we were just talking in the break as I’m watching some of the staff. I just told Bob that I can’t tell you the number of people that wrote to me after I gave it to everybody on the staff and just said thank you. And it wasn’t about giving them the book. It was about, “Thank you. This is the direction we’re going.” I think people really want, in all walks of life, this is who they want to be, but society or whatever, cronyism, has convinced them you can’t be that way and be successful. So go through the five laws.

Bob: Okay, first, thank you for the great complement. I think a lot of times people see on TV, and they see in the movies, you know, the greedy, moneygrubbing capitalist. Nobody wants to be like that, so if that’s what capitalism is, I don’t want… right?

Glenn: Right.

Bob: And so we look at five laws. The basic premise is that shifting your focus, and this is the real key, shifting your focus from getting to giving, and when we say giving in this context, we simply mean constantly and consistently providing value to others. We look at five laws. The first one is the law of value. This one says your true worth is determined by how much more you give in value than you take in payment.

Now, this sounds a little counterproductive at first. How do you give more in value than you take in payment and survive, never mind thrive in business? You’ve got to make a profit, right? And that’s fine. We just need to understand the difference between price and value. Price is a dollar figure. It’s a dollar amount. It’s finite. It is what it is. Value, on the other hand, is the relative worth or desirability of something to the end-user or beholder. In other words, what is it about this thing, this product, service, concept, opportunity, idea, that brings with it so much worth that someone will willingly, again, free market, willingly exchange their money for this and feel great that they did while you make a healthy profit?

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In the book, we talk about Ernesto, the restauranteur, who provides a great dining experience. You go in that restaurant, and not only is the food fantastic, but you feel like a million bucks. They treat you so well, and the atmosphere, and you come out of it, you feel you got more in value than what you paid, but of course his costs for the food and the staff, overhead, is less than what he’s charging, so everybody makes a profit, because the buyer also makes a profit because they come away ahead. But the key is the focus, you can’t be focused on the money. You must be focused on bringing value, because that’s what turns into money.

Glenn: You know, I read this, and I know you’re libertarian. Are you a big Ayn Rand fan?

Bob: I am a big fan of her works without necessarily agreeing with every—

Glenn: Got it. I had a feeling you and I are the same. She’s great, but where she goes wrong for me is she just doesn’t understand the connection to the heart. It’s all very internal. It’s all me, me, me, me, me, so it becomes very selfish. You’re saying the same thing that she is saying about…she’s unashamed of being a capitalist, because she’s saying there is value here. I am creating something that no one else can create. I’m creating it. They want it, so it’s a fair exchange.

Bob: It’s what her heroes did—

Glenn: Correct, but you’ve…I don’t know, I don’t want to use cloaked it, because that’s not the right word, but you’ve wrapped around this service, and to me, that is the big difference between this and Ayn Rand, and it’s very subtle, I think, if you take the bone structure down. It is your intent. Her intent is I want to be me. This intent is I want to be me, but I want to serve the people with what I have. I’m going to go find the people that need what I have, and we’re going to exchange, and it’s going to be great. It’s less of, “That’s who I am, and I’m Howard Roark, and I’m going to design this building. If you don’t like, it screw you.” It’s, “This is great, isn’t it?” And so it’s an exchange.

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Bob: Thank you. I appreciate that. So, that’s really what the law of value is all about. It’s focusing on bringing value. This is why we say that money is an echo of value. It’s the thunder to value’s lightning, which simply means the value, the focus on the value must come first. The value, you’re providing. The money is simply a very direct and natural result of the value you’ve provided. That’s the foundational principle.

The second law is the law of compensation. This one is much simpler. This simply says your income is determined by how many people you serve as well as how well you serve them. So, where law number one says give more in value than you take in payment, law number two tells us the more people whose lives you add this kind of exceptional value to, the more money with which you’ll be rewarded.

Glenn: Here’s why I love this, because you can explain to everybody who says, “Oh, you know, it’s not right that, you know, so-and-so is making all that money.” Really? Look at your average football player. How many people is he affecting? You might be doing something that is more important, but you, you’re not affecting that many people. You know what I mean? That value of that game on Sunday, millions are watching, and so they are attaching just a little bit of value, just a few pennies, all of those people, where you might be doing something really important that yes, it is worth more than a stupid football game, but it’s not, because you’re not affecting millions of people. And so that whole class warfare of well, what you do, you’re making all this money, that all just disappears with this.

Bob: Well, thank you. That’s why we had Nicole Martin, the CEO, who was the schoolteacher who was very frustrated with the fact that, you know, she loved the students, they loved her, the parents loved her, but she could only reach so many people. Plus the government school bureaucracy kind of wasn’t really…so she went out on her own, and she was entrepreneurial, and she found a way to expand her value, to leverage that, and she was able to touch the lives of a whole lot more people and make a lot more money as a result.

Glenn: It’s scalability.

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Bob: Exactly. Now, law number three is the law of influence, and the law of influence says your influence is determined by how abundantly you place other people’s interests first. Again, counterintuitive at best, Pollyanna-ish at worst, right? And yet, the top leaders, the great influencers, the most successfully profitable sales people, this is how they conduct their businesses. This is how they run their lives. They’re always looking for ways, as Sam told the protégé, Joe, in the book, to make their win about the other person’s win, but it’s very important to qualify this by saying when we say place other people’s interests first, we don’t mean you should be anybody’s doormat, that you should be a martyr, that you should be self-sacrificial in any way. It should always be congruent with both sides coming out ahead.

[break]

Glenn: Okay, so let’s go back to where we were. Give me an example.

Bob: Okay, this example of placing the other person’s interests first happens every single day just in the sales process. A professional salesperson understands, and Glenn, I often will start out when I speak at sales conventions with this. I’ll say nobody is going to buy from you because you have a quota to meet. They’re not going to buy from you because you need the sale. They’re not going to buy from you because you think it’s a great product. They’re going to buy from you because they see value in doing it.

They see it’s of much greater advantage to them to have your product or service than to not have it, so as a professional salesperson, what you’ve got to do is you’ve got to focus on them. You’ve got to ask them the questions that help identify their need, their want, their desire, and to the degree you do that, you’re going to be successful.

Glenn: Can I tell you, one of the things that we have always done, and at first it drove the salespeople, the professional salespeople, crazy. They were like…the first time I did it before I owned everything, and I was kind of working for another company, I’d come in with the salespeople for a sales call, and I’d be right there. It was a big, you know, a big sale, and I’d say, “I don’t think this is right for you. I don’t think I can do the job for you, because I don’t think my audience will connect with what you’re selling.” And you’d see the salespeople just went white. They were like, “He’s drunk. You should sign.”

And we turned down a lot of business, and what we found is it’s really amazing. (A) You keep your clients because it works, but (B) and I wish I was doing it for unscrupulous reasons, kind of, because we would’ve made more money, because those people always come back, and they want it more. And you’re like, “No, I’m not negotiating with you. I’m just telling you it won’t work.” “No, it’s gotta work. It’s gotta work.” They’re selling you all of a sudden. It’s crazy.

Bob: Glenn, here’s what it comes down to, and in the story, Sam told this to Joe. He called it the golden rule of business, of sales, if you will, but it’s of anything. It’s leadership, influence, and that is all things being equal, people will do business with and refer business to those people they know, like, and trust. There’s no faster, more powerful, more genuinely effective way of eliciting those feelings toward you than by placing their interest first, just like you did.

Glenn: The secret, I think, is not to just hire a bunch of people that people like, because there are people who, you know, you walk in, they might be really smart, but you just don’t like them. They have to actually connect with you. I mean, they have to be doing the right thing for you. That’s where the trust comes in.

Bob: Yeah, absolutely. Stephen M.R. Covey, the son of Dr. Stephen Covey of 7 Habits of Highly Effective People, Stephen M.R. Covey wrote a book called The Speed of Trust, where he quantified…he also wrote a book called Smart Trust. They’re both wonderful books, and he really quantified trust. He showed that when there’s high trust, things happen quicker. Things happen faster. People understand what you mean. They trust you. But when there’s no trust, low trust, lack of trust, that’s when bureaucracy, that’s where things…right?

Glenn: Right.

Bob: And so that trust is just so important.

Glenn: Okay, so the next habit.

Bob: The next one is law of authenticity, and this one simply says the most valuable gift you have to offer is yourself. In the story, Deborah Davenport shared a lesson she learned early in her career that all the skills in the world, the sales skills, technical skills, people skills, as important as they are, and they are important, they’re also all for not if you don’t come at it from your true, authentic core.

Now, when you do, when you show up as yourself, day after day, week after week, month after month, people feel good about you. They feel comfortable. They know you. They like you. They trust you. But when someone shows up as they do as a…I think the Latin term is Phonus Bolognus or something…right? You know, people don’t feel comfortable with them.

And you say well, why don’t they show up as themselves? Are they, you know, crooked or trying to…? No, I think usually it’s because they don’t have the confidence in themselves to know that they have something of value to offer, and it’s hard to show up authentically when you don’t feel you have anything worthwhile to offer.

Glenn: This one is going to be really important in the future, because you’re going to be stripped down to your authentic self because everything is going to be taken from you. There’s no privacy. There’s no privacy, so the only way you can get…the only way I got to my authentic self was being down on the ground as an alcoholic and realizing I’ve got nothing left. There’s nowhere to go, and so that’s when you find out who you really, truly are.

That’s going to happen to all of us. In some way or another, you’re going to be stripped down naked to the essence of who you are. The faster you strip it down, the faster you gladly say, “Yep, I’ve got it all out, it doesn’t matter, I want to go there because I want to find who I really, truly am,” the more you’ll be a leader in what’s to come. Okay, next.

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Bob: The law of receptivity, and this one kind of ties it together. The law of receptivity says the key to effective giving is to stay open to receiving. Late in the story, Pindar, the main mentor, tells Joe, the protégé, to breathe out and hold that breath to the count of 30. Joe tries, but in about ten seconds or so, he’s gasping for air, and Pindar says, “What’s the matter, Joe, can’t do it?” Joe says, “No, I can’t just breathe out. I’ve got to breathe in as well.” And Pindar says, “But, Joe,” and he says this jokingly, “what if I was to tell you it’s actually healthier to breathe, it’s been medically proven that it’s healthier to breathe out than it is to breathe in?” And Joe said, “That’s silly. You can’t do one or the other. You’ve got to do both.”

Absolutely, we breathe out, we breathe in. We breathe out carbon dioxide. We breathe in oxygen. We breathe out, which is giving. We breathe in, which is receiving. Society, with its very lack messages, and we see this everywhere, we see it on TV, we see it in movies. They pit the rich against the…so we tend to believe it’s one or the other, you know? You’re either a giver or a receiver. No, you’re both.

Glenn : Okay, the name of the book is The Go-Giver, can’t recommend it highly enough, available everywhere. It’s been on the number one New York Times list for years now. Get it, The Go-Giver, and be a part of the change to come.

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This week on "The Glenn Beck Podcast," civil rights activist and Woodson Center founder Bob Woodson joined Glenn to call out the leftists in the "race grievance industry," like the Rev. Al Sharpton and Black Lives Matter, Inc., who, he says, are "profiting off the misery of their people."

Woodson lived through the appalling segregation laws of the last century and has a much different message about what it means to be "oppressed" than the so-called "anti-racist" activists today.

Woodson said he believes the real struggle for impoverished minority communities "is not racial." He argued that leftists "at the top" derive "moral authority" by claiming to represent "so called marginalized groups," while they prosper at the expense of those "at the bottom."

"There's nothing worse than self-flagellating guilty white people and rich, angry black people who profit off the misery of their people," Woodson said.

"I call what Sharpton and some of those are doing is worse than bigotry. It's treason. It's moral treason against their own people," he added. "The only time you hear from them is when a white police officer kills a black person, which happens maybe 20 or 21 times a year, but 6,000 blacks are killed each year by other blacks. So, in other words, their message is black lives only matter when taken by someone white, which means you are betraying the black community when you turn your back on 20 children that are slaughtered and you don't march in that community and demand that those killers be turned over to the police."

'The problem is not racial," Woodson asserted. "The problem is the challenge of upward mobility. Any time you generalize about a group of people, blacks, whites, Native American, and then you try to apply remedies, it always benefits those at the top at the expense of those at the bottom. ... It's a bait and switch game where you're using the demographics of the worst of these, to get resources that helps the best of these, or those who are prospering at the top. So, if I was the president, I would say an end to the race grievance business, that America should concentrate on the moral and spiritual free fall that is consuming people at the bottom."

Watch the video clip below to catch more of the conversation, or enjoy the full podcast here or wherever you listen to podcasts:

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Following President Joe Biden's first joint address to Congress, Glenn Beck joined fellow BlazeTV host and author of the new book, "American Marxism," Mark Levin to expose what they called the "Liar-In-Chief's" radical plans for our country and to explain why the far Left's proposals and programs are really a "frontal attack" on our Constitution, our country, and our way of life.

"Substantively, this is a frontal attack on our Constitutional system of limited government. It is a frontal attack on our capitalist system. He's basically throwing out all the bromides for the radical left groups that now form the base of the modern Democrat Party. And I make the case that ... this is Marxist bullcrap in its broadest sense," Levin stated.

"Here we are, a country now where one man can get up in the middle of the night and make a list of everything he wants to do to the country," he added, speaking figuratively. "It's like an unreality where we're living in separate worlds ... the whole thing is a fraud."

Watch the video clip below to hear Levin expose the lies and misinformation in Biden's speech and explain why he believes the true message is absolutely chilling for the future of our nation:

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After months of delays and COVID-19 excuses, President Biden finally delivers his address to the joint session of Congress. It is a truly historic moment, as only a few hundred members of Congress received an invite. While some have compared this speech to JFK's moon landing challenge, it will likely be more like FDR's New Deal nightmare. Will Speaker Pelosi continue her tradition of ripping up the president's speech? Will VP Harris cackle to a quiet audience?

Glenn Beck teams up with fellow BlazeTV host Mark Levin, author of the new book "American Marxism," to take on the progressive plans that could completely transform our economy and our way of life. Steve Deace, BlazeTV host and author of "Faucian Bargain," joins to discuss why it's not enough for conservatives to just lament the dangerous Democrat agenda; we must activate against the woke infection of our institutions. Plus, a power panel to rival CNN talking heads: Stu Burguiere, BlazeTV host of "Stu Does America," and Jason Buttrill, head researcher and writer for Glenn Beck.

Watch the video below:

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The less-than-favorable reaction to Caitlyn Jenner's bid for governor of California as a Republican has shown that leftists and so-called "transgender rights activist" care more about political party than actual transgender rights. Despite the fact that if she wins, Jenner would be the first trans governor in our nation's history — and prove that Republicans aren't 'transphobic' — Leftist activists would rather back Gavin Newsom — a cisgender, white male.

"Make no mistake: we can't wait to elect a #trans governor of California. But @Caitlyn_Jenner spent years telling the #LGBTQ+ community to trust Donald Trump. We saw how that turned out. Now she wants us to trust her? Hard pass," tweeted Equality California, one of the state's largest LGBTQ-rights groups.

"With all due respect, @Caitlyn_Jenner, you are running as a Republican?! Republicans deny your existence and are trying to erase trans youth. HELL NO," tweeted leftist activist and actress Alyssa Milano.

"Well done Caitlyn Jenner, running for governor wins you the one medal you never got: stupidest mother***ker on earth. Running as a Trump Republican & entering a world that hates you," tweeted "Sons of Anarchy" star Ron Perlman.

In this clip from the "Glenn Beck Radio Program," Glenn and producer Stu Burguiere discussed the Left's hostile reaction to Jenner's candidacy for California governor and agreed that leftist trans activists are showing themselves to be more "leftists" than "trans activists."

"If Caitlyn Jenner did, let's say, run for governor and win as a Republican, wouldn't that go a long way to advance what [trans rights activists'] goal supposedly is? Like, if you really believe Republicans hate trans people and what you want is for society to have trans people accepted more broadly, what better way to accomplish that than having a Republican trans candidate?" Stu asked.

"Yeah, see, but you just said the key words: 'If you really believe.' They don't really believe anything. I don't think they even really believe that Republicans hate gay people. I don't think they actually believe that. That's just a slogan that's been drilled in their head," Glenn said. "It doesn't have anything to do with race or gender, or really anything else. It has everything to do with politics. That's it."

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