Bob Burg

You know, one thing I've been saying, and I said it in my first book, Endless Referrals, back in the mid-90s, we have it in

You know, one thing I've been saying, and I said it in my first book, Endless Referrals, back in the mid-90s, we have it in

the go-giver and everything already kind of makes its way in there and that is this all things being equal people will do business with and refer business to those people they know like and trust well all things being equal people will also follow those people they know like and trust and

the go-giver and everything already kind of makes its way in there and that is this all things being equal people will do business with and refer business to those people they know like and trust well all things being equal people will also follow those people they know like and trust and

and be able to accept counseling, coaching, teaching, mentorship from those people they know, like, and trust. And that's why that relationship's so very important when it comes to working with someone, helping someone. And when that person understands and they know that you have their wellbeing at heart, that you're providing these suggestions because you genuinely care about them.

and be able to accept counseling, coaching, teaching, mentorship from those people they know, like, and trust. And that's why that relationship's so very important when it comes to working with someone, helping someone. And when that person understands and they know that you have their wellbeing at heart, that you're providing these suggestions because you genuinely care about them.

And that doesn't mean you don't have to be tactful. As you say, you do, you still do need to. You need to let them know how much you believe in them how much you admire about them, and would you mind if I shared something with you that I think could take your effectiveness from this level to maybe the next level? And when you do it that way, this person, again, they feel safe with you.

And that doesn't mean you don't have to be tactful. As you say, you do, you still do need to. You need to let them know how much you believe in them how much you admire about them, and would you mind if I shared something with you that I think could take your effectiveness from this level to maybe the next level? And when you do it that way, this person, again, they feel safe with you.

They feel safe because you're not putting them down. You're not saying, hey, you're really blowing it. You're really doing something wrong. You're not being yourself, and that's taking away your credibility. That's going to cause a person to be defensive no matter how much they know, like, and trust you. But when they know you have their well-being at heart and you frame it in such a way that

They feel safe because you're not putting them down. You're not saying, hey, you're really blowing it. You're really doing something wrong. You're not being yourself, and that's taking away your credibility. That's going to cause a person to be defensive no matter how much they know, like, and trust you. But when they know you have their well-being at heart and you frame it in such a way that

that it's more that you're just trying to help them move from where they already are to where you know they can be, they're much more likely to be receptive.

that it's more that you're just trying to help them move from where they already are to where you know they can be, they're much more likely to be receptive.

Oh, I think you're right on the mark. And I think it's very worth exploring because it talks a lot about human nature, in a sense, and the need to belong. And this is where a lot of political correctness comes into play, okay? When you think about it, political correctness Or what do they call it? Wokeness. And that's a big word now, okay? Yes. And woke began as a very well-intentioned concept.

Oh, I think you're right on the mark. And I think it's very worth exploring because it talks a lot about human nature, in a sense, and the need to belong. And this is where a lot of political correctness comes into play, okay? When you think about it, political correctness Or what do they call it? Wokeness. And that's a big word now, okay? Yes. And woke began as a very well-intentioned concept.

Yes. It meant you were woken up to, conscious of people being mistreated, people not being made to feel right. Very good. I don't think anybody has a problem with that. But then what happened was it morphed into something different. It morphed into, unless you agree with our...

Yes. It meant you were woken up to, conscious of people being mistreated, people not being made to feel right. Very good. I don't think anybody has a problem with that. But then what happened was it morphed into something different. It morphed into, unless you agree with our...

definition of or you know values if you will of what this should mean and how you should think we don't accept you well let's go back again into human nature and being part of the tribe those 200 people who if you get kicked out of that tribe what happens you probably die Right. That's why back in the cave person days, that was so important to be part of a tribe.

definition of or you know values if you will of what this should mean and how you should think we don't accept you well let's go back again into human nature and being part of the tribe those 200 people who if you get kicked out of that tribe what happens you probably die Right. That's why back in the cave person days, that was so important to be part of a tribe.

And it was usually about 200 people. OK. And so what happens is, you know, well, my values might say, yeah, I like the idea of being inclusive and I like the idea of making people feel welcome and respecting people for the way they are, so long as they don't infringe upon the rights of anybody else. Yeah. But I don't agree with these people saying you have to believe blah, blah, blah, blah, blah.

And it was usually about 200 people. OK. And so what happens is, you know, well, my values might say, yeah, I like the idea of being inclusive and I like the idea of making people feel welcome and respecting people for the way they are, so long as they don't infringe upon the rights of anybody else. Yeah. But I don't agree with these people saying you have to believe blah, blah, blah, blah, blah.