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Episode 22: How To Be a Go-Giver | Bob Burg Author of The Go-Giver

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Author of The Go-Giver Bob Burg

Author of The Go-Giver Bob Burg

Teaser:

Bob Burg shares the lesson of his book, The Go-Giver in Episode 22 of the Defining Success Podcast.  Learn the five laws, that when applied can guarantee a person’s success. Bob is extremely knowledgeable and shares his expertise on business and some advice and tips which you can apply to your business today.

Recap:

Bob Burg is a sought after speaker at corporate conventions and for entrepreneurial events.  He has addressed audiences ranging in size from 50 to 16,000 – sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former U.S. President.

Bob has written numerous books, has been a public speaker, has worked in sales and has a lot of experience helping others increase sales.

This interview focuses on Bob’s book, The Go-Giver, a book that encourages people to be go-givers and to be willing to help others in order to attain individual success.  Bob also says that a go-getter and a go-giver are not opposing philosophies, but rather that one could be a go-getter and also a go-giver.

If you look at the companies that are successful, have a long-sustaining business, and who run the business well.  They take the five laws from the go-giver and those laws were already in play.

The five laws are the laws of value, compensation, influence, authenticity and receptivity and all five laws work in conjunction with each other.  When all five of these are used in conjunction it makes it possible for people to achieve their goals.

The Go-Giver by Bob Burg

The Go-Giver by Bob Burg

The first law of success is to give more value than what you take in payment.  In business, it’s important to focus on the other person.

The second law says that the more people we add these values to then the more we will receive in return.  As you add more value to more and more people you will have more people willing to spread the word about you and your business.  Our value comes from how many people we can add value to.  Not only do we need to provide great value, we also need to provide that service to as many people as we can.

The third law is the law of influence that says your influence is determined by how abundantly you put other people’s best interest first.  The best leaders see how they can place other people’s interest first and if they can do that they will become more successful.  To the degree you’re able to help others the more likely people will be willing to help you.

The law of authenticity shows how willing you are able to help yourself.  All the sales skills, and technical skills are very important, but those skills are not valuable if you don’t show up as yourself.  When people see there real you, they become attracted to you and they respect you and they like people who walk in their own integrity.  One key in authenticity is being confident enough to do so when we understand the value that we bring to others.  Market value are skills, traits and values that you bring to the marketplace.  It’s important to have someone that is removed enough from the situation who can see who the forest is from the trees.

The fifth law is the law of receptivity.  You have to be willing to receive as much as you are willing to give in order to be successful.  Giving and receiving work in tandem with each other.  The key is not giving or receiving, the key is to focus on the giving and allow the receiving.  If you can’t receive the little things, then you can’t receive the big things.

Bob says that if you follow those five laws, you’re guaranteed to succeed.

A lot of people think that selling is taking advantage of others or trying to convince people of what they don’t want or need.  Selling is actually about helping people get what they want or need.  When you shift your focus from an I focus to others you will see a return.

Engaging Discussion Questions:

  • How do you know when you’re being your authentic self?
  • What do you think of the five laws Bob presented during the interview?
  • Are you a Go-Giver? Why or why not?

Links to Great Stuff:

Bob Burg – “Bob Burg shares information on topics vital to the success of today’s businessperson. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations.”

The Go-Giver – “The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply as the Chairman.”

T. Harv Eker – “Eker is the author of the best-selling books, Secrets of the Millionaire Mind and SpeedWealth. He has also developed several highly-acclaimed courses such as The Millionaire Mind Intensive, Life Directions, Wizard Training and Train the Trainer. He is also the producer and trainer of the world-famous Enlightened Warrior Training.”

Success Quotes:

  • “Success is the progressive realization of a worthwhile dream or goal.” from Nightengale
  • “Success is a feeling of piece of mind and genuine happiness based on having done ones best in living up to their potential.”
  • From Sean Woodruff “A great salesperson matches the benefits their product or service with the wants, needs and desires of the prospect.”
  • “When you’re selling you’re giving time, attention, council, education, empathy and ultimately, great value.”
  • “When you’re selling, you’re literally giving.”
  • “One mistake people make . . . is thinking that giving and receiving are opposite concepts.”
  • “The key to authentic giving is to stay open to receiving. 
  • “Being authentic means that we are congruent.”
  • About Gandhi “Integrity is when everything you think, feel, say and do are in alignment.”
  • “The golden rule of business says that all things being equal people will do business with and refer business to those people they know, like and trust.”
  • “The money you receive is a direct result of the value you provide.”
  • “Money is an echo of value.”
  • “The first law of value says your true worth is determined by how much you give in value than you take in payment.”
  • “A go-taker is somebody who feels entitled to take, take, take without having added value to the person, to the process and to the situation.”
  • “We want to take the focus off ourselves and move from an I focus to an other focus.”

Special Requests:

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Episode 20: The Importance of Youth in Golf and in Business | Jay Miller from Golf Card International

Jay Miller Golf

Jay Miller Golf

Jay Miller loves the game of golf.  He’s passionate and has great ideas on how to grow the game for the future.  A big push Jay says that needs to be made in golf is to encourage more young people to take up the game.  By giving youth golfers more opportunities, Jay says, we can help grow the game. Attracting the youth is also valuable in business because in order to maintain the longevity of a business you have to be willing to attract younger generations that will one day fill the role of different age groups.  By learning how to build a business focusing on the youth, we can help build better businesses overall.

Recap:

Jay Miller was the past President of the California Golf Course Owner’s Association, Founder and past-CEO of one of the most successful non-profit golf foundations in America,past General Manager of the National Golf Course of the Year, Golfer’s Association’s “Man of the Year” and is currently the Director of Business Development for Golf Card International and Fairway Rewards.

Jay got started in golf at Edgewood Country Club when his parents let him hit his first shot at a young age and knocked it close.  His parents immediately got him a set of clubs and got in touch with some golf teaching professionals who taught him the game.  He eventually gave up all the other sports he played to become a golfer.  He started working at a local course and he went to Purdue University on a golf scholarship where they won the Big 10 Championship in his senior year.

Jay tried to become a professional golfer but realized he wasn’t good enough to make it and so he quit playing professionally but started his own business.  The man who sponsored him on tour owned the largest manufacturing facility of plaques and he jumped into the business.  The first year he did the Betty Ford Center in Palm Springs and got to play golf with Gerald Ford.  Betty Ford went on Good Morning America where she talked about Jay and his business which gave his beginning company a huge boost.

He was doing donor recognition wall displays across the country and offered a bunch of new products until 2001.  He was playing 160 rounds of golf.  In 1986 he had a dream about changing children’s lives and he wrote a 72 page thesis on how to grow the game.  A good, wealthy friend of Jay took him golfing and asked Jay what he would do with money if his friend were willing to give it to him and Jay said he would start an organization to teach young people the game of golf.  A couple years later his friend gave him $3 million dollars to start Jay’s project.

His wife named the project “Get a Grip.”  Get a Grip on your life, education, the golf club and the Lord.”  They were named three-times the National Junior Golf Education Foundation of America.  They had one location called Cresta Verde Golf Club in Corona California.  They built an education center at Hidden Valley Golf Club.

Jay took over Hidden Valley Golf Club in 2007 and became the National Golf Course of the Year in 2011.  Jay went down to Florida where he managed a few clubs and did some consulting for other golf courses.

Golf Jay Miller

Golf Jay Miller

Jay is addicted to the game of golf and has probably played over 16,000 rounds of golf at 700 golf courses.  He got hooked on hitting the cool shots.  He loves the camaraderie  the fellowship, and talking smack with your buddies.

His purpose is working in a program called Mulligan, connecting golfers to God.  The famous Wally Armstrong, Jim Hiskey who invented Bible study on the PGA Tour.  He loves helping golfers enjoy the game and grow the game.

Jay says we’re losing 100,000 golfers a year meaning that more people are quitting the game than are starting the game.  In 1957, 88.6% of all children had a father at home.  In 2007, 44.4% of the children born had a father at home.  Around 90% of the golfers were introduced to the game by their father or by a sibling of their fathers.

Single mothers don’t have the time, energy or resources to introduce their children to the game.  Some parents are spending $20,000 a summer in an effort to get their children a golfing scholarship.

According to Jay, $100 million has been spent on the First Tee Program which offers money to inner city youth to take up the game and the program is failing.  Because many inner city youth do not go on to college and therefore can not afford to pay for golf at a later age.  Jay suggests we raise $10 million a year to get students started playing the game in preschool.  They get preschool teachers to learn how to teach golf and the instructors can teach preschool teachers in around 5 hours.

If you love golf then you should introduce others to the game.  Donate clubs and balls to juniors.  Glen Ivy in south Corona gave Jay close to 12,000 golf balls to give to young players.  Jay encourages golf courses to give youth the opportunity to play the game in any way they can.  If all golfers could have a philanthropic attitude we can all help grow the game.

I interviewed 1,500 real golfers and I found out that 68 to 78% of golfers don’t have a handicap.

Jay has gotten to play with two U.S. Presidents, many celebrities, many professional golfers at hundreds of courses.  Jay feels he was created to change childrens lives through the game.  He wants to improve their game, make them feel important and give them a product that was a good value for their money.

The top golf stories Jay ever had was when he played golf with Keith Jackson and Frank Boyles, Bob, the friend who funded the get a grip foundation on a golf trip.  They spent four days at Augusta National and and Shoal Creek. The opportunity Jay had to spend the trip with two legends in the game of football was one of Jay’s most memorable golfing stories.

Engaging Discussion Questions:

  • How can we help grow the game of golf?
  • How would you get more people to play golf?

Links to Great Stuff:

  • California Golf Course Owner’s Association – “The California Golf Course Owners Association (CGCOA) is dedicated to the stimulation of market growth for California’s golf course industry. We promote collaborative advertising and promotional advertising programs encouraging more rounds of golf throughout California.”
  • Golf Card International – “Golf Card International was founded in 1974 with a simple idea: find a way to help golfers save money on the high cost of green fees. To do this, we formed a club for avid golfers and built a network of affiliated golf courses that would provide savings to our members. After 38 years, our membership is still strong, and Golf Card is now accepted at nearly 3,000  courses in the U.S., Canada, and the Caribbean.”
  • Fairway Rewards – “Fairway Rewards is a venture–funded startup now located in Sonora, California. For eight years, we’ve strived to provide innovative customer loyalty, incentive marketing, and media solutions for golf courses.”
  • The Mulligan Golf Club – The “Mulligan Golf Club” is a metaphor that describes the largest golf club membership in the world (golfers who have been invited to follow Jesus!)
  • The Golf Club at Glen Ivy – “Glen Ivy Golf Club is a unique golf experience, with scenic views and creativley placed fairways, tees and greens.”
  • PGA Tour – “The PGA TOUR is a tax-exempt membership organization of professional golfers. The mission of the PGA TOUR is to expand domestically and internationally to substantially increase player financial benefits while maintaining its commitment to the integrity of the game. The PGA TOUR events are also committed to generating revenue for charitable causes in their communities.”
  • Wally Armstrong – “Wally Armstrong competed in more than 300 PGA Tour events, including  numerous US & British Opens, Masters, PGA and Tournament Player’s  Championships. In his first Master’s tournament, Wally finished fifth,  setting a rookie scoring record of eight under par at Augusta. He is a  Lifetime Member of the PGA Tour and holds a Bachelor’s and Master’s  Degree in Education from the University of Florida, where he also  achieved All-American Honors in Golf.”
  • Augusta National – Home of the Master Golf Tournament located in Augusta, Georgia.
  • The Esteban Toledo Family Foundation –  “For fifteen years it has been my dream to establish a Giving Foundation that will put efforts into helping children around the world, and I am proud to announce that my dream has become a reality. With the assistance of my family, friends, fans, and supporters, I am proud to introduce The Esteban Toledo Family Foundation.  A foundation focused on helping others, especially children. Our purpose is to supply basic needs such as shelter, clothing, food, education, love, and an introduction to the Lord.”

Success Quotes:

  • “Success is using your blessings and your purpose.”
  • “You show me somebody that wakes up in the morning with a purpose and can’t wait to go to work no matter what they do.”
  • “Women golfers on average play faster than men ever dreamed about playing.”
  • “If you don’t have four hours three to four times a month to enjoy a game of golf with your friends than your life is not balanced.”
  • “The father is a key component to introducing your children to golf.”
  • “You hit one shot equivalent to somebody on T.V.”

Special Requests:

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Episode 4: An Entrepreneurial Mindset | Charlotte Clary from Ice Chips Candy

Learn how Charlotte Clary started close to 30 different businesses and finally hit it big with her Ice Chips Candy when she appeared on ABC’s Shark Tank. She is now able to help support her and co-founder, Beverly Vines Hanes’ 39 different grandchildren as a result of the success she experienced from running her Ice Chips Candy business. Learn how the entrepreneurial mindset these ladies possessed helped make them the successes that they are today!

Thank you for visiting the Defining Success Podcast.  Please download, subscribe and rate our podcast on iTunes – https://itunes.apple.com/us/podcast/defining-success-podcast/id619459909 Thanks for listening!

Ice Chips Candy as Seen on ABC's Shark Tank - Entrepreneurial Mindset

Ice Chips Candy as Seen on ABC’s Shark Tank

Recap:

Charlotte Clary is a serial entrepreneur and estimates her and Beverly Vines Hanes started close to 30 different businesses while being home-makers and moms before they hit it big with Ice Chips Candy.

The more they understood about healthy products they understood the value of Xyletol and between the two of them they have 39 grandchildren.  Once they came up with the idea and within the first 24 hours they created three different flavors.

They knew it was going to be a big hit when they implemented their tried and true sales process where they cold-called businesses and offered their product for free with the expectation that they could call back later.  They started getting calls from those businesses before they even had a chance to call them.

In 2012, Charlotte Clary says Ice Chips Candy made more than 1.1 million dollars.

The biggest mistake Charlotte made was implementing a sales process that didn’t work, but in all honesty she didn’t feel it was a mistake, but that it was more of a learning process.  Now they’ve been able to adjust the strategy of sending free tins to dental offices and have created a better sales strategy.

Charlotte says perseverance is her greatest asset.  Having started 30 different businesses, she learned new skills in every business she started and applied that to every new business venture she began.

Every day is exciting for Charlotte and she loves looking at sales figures and beating sales figures every month.  They’ve also been very fortunate that some great sales people have come aboard to help them grow their business.  She loves that people are happy with her product and is excited that she’s able to give a healthy alternative to breath mints.

Being an entrepreneur is difficult.  To keep up with the work of the business and maintaining your sales process is a challenge.  They need to get people to help them and get that help as early on as possible.  The business owner is the one that needs to make those decisions and it’s important to hire people to do the little things of the business.

Ice Chips Candy

Ice Chips Candy

Charlotte has always wanted a product in the marketplace and she has been able to fulfill her passion.  She’s also been able to help others get jobs in her community and she loves that.

Charlotte possesses an entrepreneurial mindset and has learned essential skills along the way.  Each business Charlotte became involved in gave her valuable skills that she was able to use in her future business ventures. To become successful in business, this is, in my opinion, the most important skill/trait to have.

Engaging Discussion Questions:

  • If you could be a business owner, what kind of business would you start?
  • What have you taken action on in the last year?

Links to Great Stuff:

  •  Ice Chips Candy – Please visit the Ice Chips Candy where you can order Ice Chips Candy, view Charlottes’ appearance on Shark Tank or see pictures of Charlotte and her partner, Beverly.  If you prefer telephone, you can call them at (866) 202 – 6623.
  • Shark Tank – The Shark Tank appears on ABC every Friday night.  The sharks are entrepreneurs who invest in companies who pitch their product to the “Sharks.”

Success Quote(s):

  • “Create something and figure out how to get it out there.” – Charlotte Clary
  • “Luck favors the prepared.” – Charlotte Clary

Special Requests:

THANK YOU!

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Thank You for Visiting the Defining Success Podcast Website!!!

Hi everyone!  Thank you for coming to the Defining Success Podcast website.  My name is Zeb Welborn and I’d like to personally thank you for visiting our page.

We recently changed the format to our show, Episodes 1 through 115 focused on people who:

  • Loved What They Did
  • Were Helping Other People
  • Were Good At Their Work

Episodes 116 and on will be focusing on a particular skill, trait and/or ability that has led to someone achieving success.  These are learnable skills which you can quickly implement and apply to your career, your personal life, and/or your business.

Podcasts are great to listen to on your computer, while you’re working out at the gym or driving to work. By interviewing successful people who are helping others and who love what we do we strive to show other people that dreams can be achieved through hard work, commitment and passion.

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