Bob Burg

In a crude laboratory in the basement of his home.

In a crude laboratory in the basement of his home.

Oh, my absolute pleasure. Thanks for having me.

Oh, my absolute pleasure. Thanks for having me.

Yeah, that's a great question. I appreciate that. So law number four, the law of authenticity, says the most valuable gift you have to offer is yourself. And in this part of the story, Deborah, the mentor in that part, made the statement that all the skills in the world, the sales skills, technical skills, people skills, as important as they are, and they are indeed very, very important,

Yeah, that's a great question. I appreciate that. So law number four, the law of authenticity, says the most valuable gift you have to offer is yourself. And in this part of the story, Deborah, the mentor in that part, made the statement that all the skills in the world, the sales skills, technical skills, people skills, as important as they are, and they are indeed very, very important,

They're also all for not if you don't come at it from your true authentic core. But when you do, people feel good about you. They feel comfortable with you. They feel safe with you. And why wouldn't they? They know who they're getting. There's a consistency there.

They're also all for not if you don't come at it from your true authentic core. But when you do, people feel good about you. They feel comfortable with you. They feel safe with you. And why wouldn't they? They know who they're getting. There's a consistency there.

And, you know, Robert Cialdini in his wonderful book, Influence, The Psychology of Persuasion, which he had just updated, revised a few years ago, uh, And, you know, he talks about the about consistency being such an important part of human nature. And it dates back to the cave person days. Right. When everything was a matter of life, every day was surviving the day.

And, you know, Robert Cialdini in his wonderful book, Influence, The Psychology of Persuasion, which he had just updated, revised a few years ago, uh, And, you know, he talks about the about consistency being such an important part of human nature. And it dates back to the cave person days. Right. When everything was a matter of life, every day was surviving the day.

So consistency was key, right? You had to know who in your tribe of 200 people had your back and who might club you in the back, right? You had to know what the sounds on the distance meant. You had to know what the bent twigs meant and the footprints, and it had to be consistent, had to be the same. And so when we are ourselves, we tend to be very consistent. People know who they're getting.

So consistency was key, right? You had to know who in your tribe of 200 people had your back and who might club you in the back, right? You had to know what the sounds on the distance meant. You had to know what the bent twigs meant and the footprints, and it had to be consistent, had to be the same. And so when we are ourselves, we tend to be very consistent. People know who they're getting.

Now, there's a couple of things here, though, and I think that that perhaps since social media has become so prolific, I think the definition of authenticity has almost changed, and I think in a false way, if I may suggest. And here's what I mean. Authenticity now seems to mean no boundaries. Just say or do whatever you want.

Now, there's a couple of things here, though, and I think that that perhaps since social media has become so prolific, I think the definition of authenticity has almost changed, and I think in a false way, if I may suggest. And here's what I mean. Authenticity now seems to mean no boundaries. Just say or do whatever you want.

Use whatever language you want and sell people whatever you want because, well, you're being yourself. You're authentic. Ryan, I respectfully disagree with that. I believe this is sort of like the person who says, well, I have anger issues and I yell at people a lot. And if I were to act any differently, that wouldn't be authentic of me. And I think that's really a bunch of baloney, right?

Use whatever language you want and sell people whatever you want because, well, you're being yourself. You're authentic. Ryan, I respectfully disagree with that. I believe this is sort of like the person who says, well, I have anger issues and I yell at people a lot. And if I were to act any differently, that wouldn't be authentic of me. And I think that's really a bunch of baloney, right?

It simply means this person has an authentic problem. that they need to authentically work on in order to become a better, higher, more effective, authentic version of themselves. So we never want authenticity to be confused with or an excuse for not growing, right? Not bettering ourselves, but instead as motivation or impetus to become a higher version.

It simply means this person has an authentic problem. that they need to authentically work on in order to become a better, higher, more effective, authentic version of themselves. So we never want authenticity to be confused with or an excuse for not growing, right? Not bettering ourselves, but instead as motivation or impetus to become a higher version.

Now, with social media as well, it's also, and this is a good thing, a lot more difficult to hide your authentic self. So if someone doesn't show up authentically, that's gonna come back to haunt them. Now, let's answer the question, why do some people not show up authentically, right? If it's been proven to be so helpful in business. And we might think it's,

Now, with social media as well, it's also, and this is a good thing, a lot more difficult to hide your authentic self. So if someone doesn't show up authentically, that's gonna come back to haunt them. Now, let's answer the question, why do some people not show up authentically, right? If it's been proven to be so helpful in business. And we might think it's,