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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Protests following the fatal police shooting of Walter Wallace Jr quickly devolved into violence, rioting, and looting in Philadelphia, and BlazeTV's Elijah Schaffer was there to document what the mainstream media won't. But while filming the carnage inside a Five Below on Tuesday, Elijah was surrounded and attacked by looters.

Elijah joined Glenn Beck on the radio program Wednesday to detail his experience and to explain why mainstream media efforts to downplay the violence just show that independent media has never been more important.

"Unfortunately, [the attack] escalated from one person to about a dozen very quickly," Elijah explained. "I'm actually really happy to be alive. Because in that same shopping center, right there, there was a 15-year-old girl who was shot, according to reports. And I heard multiple gunshots throughout the night. Another individual is reported to have heard a gunshot as well, so we try to confirm. I watched people get pummeled beyond belief."

Glenn asked Elijah to respond to mainstream media claims that conservatives are exaggerating the looting and violence in Philadelphia.

"It's so funny to hear people that aren't there try to counter what we're reporting," Elijah replied.

Watch the video below to catch more of the conversation:

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In the final days before the 2020 election, President Donald Trump is gaining among black voters, particularly men, because his record of accomplishments "speaks for itself" and the "façade" that President Trump is a racist "just doesn't ring true," argued sports columnist Jason Whitlock on "The Glenn Beck Radio Program" Tuesday.

Jason, who recently interviewed the president at the White House for OutKick.com, shared his thoughts on why he believes many black Americans — notably celebrities such as Kanye West, Ice Cube, and 50 Cent — are breaking from the "façade" that President Trump is a "flaming racist."

"I really believe the facts are starting to speak for themselves, and that Donald Trump's record of accomplishments, particularly as it relates to African Americans, speaks for itself," Jason told Glenn. "He actually has a record to stand on, unlike even Barack Obama. When [Obama] was president, I don't think he had much of a record to stand on, in terms of, 'Hey, what did he actually deliver for African Americans?' President Trump has things he can stand on and, you know, beyond that I think black people understand when he starts talking about black unemployment rate. And America's unemployment rate. And then, when you add in for black men, the façade we've been putting on [President Trump] … you know, this whole thing that he's some flaming racist, it just doesn't ring true."

Jason suggested that Trump's fearlessness, unabashed masculinity, and record of keeping his promises resonates with men in the black community. He also weighed in on how media and social media's bias plays a huge role in convincing people to hate President Trump while ignoring Antifa and others on the Left.

"I keep explaining to people, Twitter, Instagram, Facebook, they're some of the most secular places on earth. And we've reduced everyone to a tweet, that we disagree with," he added.

Watch the video below to catch more of the conversation:

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Megyn Kelly is not happy about the "disgusting" media coverage of President Donald Trump, specifically pointing to Lesley Stahl's "60 Minutes" interview on CBS Sunday.

On the radio program, Megyn told Glenn Beck the media has become so blinded by the "Trump Derangement Syndrome" that they've lost their own credibility — and now they can't get it back.

"It's disgusting. It's stomach-turning," Megyn said of the media's coverage of the president. "But it's just a continuation of what we've seen over the past couple of years. Their 'Trump Derangement Syndrome' has blinded them to what they're doing to their own credibility. They can't get it back. It's too late. They've already sacrificed it. And now no one is listening to them other than the hard partisans for whom they craft their news."

Megyn also discussed how she would have covered the recent stories about Hunter and Joe Biden's alleged corruption. Watch the video below to catch more of the conversation:


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Imagine sometime next year, getting called before HUWAC – the House Un-Woke Activities Committee.

"Are you or have you ever been a member of the un-woke?"

Something like that is not as far-fetched as you might think.

Last week, Robert Reich, the former Secretary of Labor during the Clinton administration, now a UC Berkeley professor, tweeted this:

Since the 1970s, there have been dozens of "Truth Commissions" around the world like the kind Robert Reich wants in America. Most of these have been set up in Africa and Latin America. Usually it happens in countries after a civil war, or where there's been a regime change – a dictator is finally overthrown, and a commission is set up to address atrocities that happened under the dictator. Or, as in the commissions in East Germany and Czechoslovakia, atrocities under communism. Or, in the most famous example, South Africa's Truth and Reconciliation commission addressed the decades of apartheid that ravaged that nation.

These commissions usually conclude with an official final report. These commissions and reports have served as a means of governments trying to close a dark chapter of their country's history, or provide emotional catharsis, as a way to generally move on. Sometimes it kind of works for people, most of the time it leaves people clamoring for more justice.

Here's how one professor described truth commissions in an article in The Conversation last year. He wrote:

The goal of a truth commission… is to hold public hearings to establish the scale and impact of a past injustice, typically involving wide-scale human rights abuses, and make it part of the permanent, unassailable public record. Truth commissions also officially recognize victims and perpetrators in an effort to move beyond the painful past… Some have been used cynically as tools for governments to legitimize themselves by pretending they have dealt with painful history when they have only kicked the can down the road.

See, this is the problem with a lot of "Truth" commissions – they are inherently political. Even if you trust your government and give them all the benefit of the doubt in the world that their Truth commission is trying to do the right thing, it is ALWAYS going to be political. Because these truth commissions are never set up by those who have LOST power in government. They're always established by those who have WON power.

The Deputy Executive Director of the International Center for Transitional Justice says one of the main points in these Truth commissions is that "the victims become protagonists."

A Department of Anti-racism is entirely within the realm of possibility.

So, who are the victims in Robert Reich's America? People like him, members of the far-Left who had to endure the atrocities of four years of a president with different political ideas. What an injustice. I mean, the left's suffering during the Trump administration is almost on the level of apartheid or genocide – so we totally need a Truth commission.

There have been lots of calls for the U.S. to have its own Truth and Reconciliation commission, especially around racial injustice.

This past June, Democratic Congresswoman Barbara Lee of California introduced legislation to establish the " United States Commission on Truth, Racial Healing, and Transformation."

Ibram X. Kendi – the high priest of anti-racism, and author of Target's current favorite book " Antiracist Baby" – proposes a Constitutional anti-racism amendment. This amendment would:

establish and permanently fund the Department of Anti-racism (DOA) comprised of formally trained experts on racism and no political appointees. The DOA would be responsible for pre-clearing all local, state and federal public policies to ensure they won't yield racial inequity, monitor those policies, investigate private racist policies when racial inequity surfaces, and monitor public officials for expressions of racist ideas. The DOA would be empowered with disciplinary tools to wield over and against policymakers and public officials who do not voluntarily change their racist policy and ideas.

If you think that is far-fetched, you haven't been paying attention to the Left's growing radicalism. In a Joe Biden-Kamala Harris administration, a Department of Anti-racism is entirely within the realm of possibility. And of course, such a DOA would never stop at policing government.

We're in a dangerous, precarious moment in our history. Given the events of 2020, should Democrats gain the White House, the Senate, and the House, how many commissions will be in our future? They will suddenly have plenty of political capital to drag the nation through years of commission hearings.

And the Left's form of justice is never satisfied. You think it will stop at a T&R commission on race? MSNBC's Chris Hayes tweeted this month about the need for a commission to deal with Americans who are skeptical about wearing masks:

Or what about a Truth commission on religion? I mean, look at those reckless churches spreading Covid this year. Or this would be a big one – a T&R commission on climate change deniers.

The Left is highly selective when it comes to truth. That's why they are the very last group you want in charge of anything with "Truth and Reconciliation" in the title.

This is one of the most incredibly frustrating things about the Left in America today. The Left insists there is no such thing as absolute truth, while simultaneously insisting there are certain approved truths that are undeniable.

So, you can't question "Science" – even though that's pretty much what every great scientist in history did.

You can't question racism as the explanation for all of existence – because, well, just because.

You can't question third-party "Fact-checkers" – because the powers that be, mainly Big Tech right now, have decided they are the Truth referees and you have to trust what they say because they're using certified external fact-checkers. They just forgot to tell you that they actually fund these third-party fact-checkers. It's like if McDonald's told you to trust third-party health inspectors that they were paying for.

The Left thinks it has a monopoly on Truth. They're the enlightened ones, because they've had the correct instruction, they're privy to the actual facts. It's psychotic arrogance. If you don't buy what they're selling, even if you're just skeptical of it, it's because you either don't have the facts, you willingly deny the facts, or you're simply incapable of grasping the truth because you're blinded by your raging racism problem. It's most likely the racism problem.

The Left never learns from its own preaching. For the past 60-plus years they've decried the House Un-American Activities Committee for trying to root out communists, getting people canceled, ruining Hollywood careers, etcetera. But a HUAC-type committee is precisely what Robert Reich is describing and many on the Left want. It's not enough for Trump to be voted out of office. Americans who helped put him there must be punished. They don't want reconciliation, they want retribution. Because the Left doesn't simply loathe Donald Trump, the Left loathes YOU.