The Go-Giver by Bob Burg and John David Mann

I was turned on to this book after reading Endless Referrals by Bob Burg. The book is short (129 pages) and you can get a good idea of the way it reads on the Go Giver website.

The main character is Joe. "He worked hard, worked fast, and was headed for the top." "If there was anyone that was a go-getter....it was Joe" (Page 1)

Joe is looking to land the Big Kahuna account, "BK", and he is doing everything he knows to be aggressive and focused to land this account. Feeling the pressure of two recent missed quotas Joe searches the office for help. One of his most successful coworkers, Gus, provides a number to an individual that will change the way in which Joe approaches his business.

Through a series of conversations with this new contact, named Pindar, Joe receives advice about how to work with people in a meaningful way - a new way. The one condition that Pindar places on Joe is that he must put the practices to work as quickly as possible. Joe agrees as he needs help and is eager to follow the advice of Pindar. Pindar introduces his Five Laws which are his Trade Secrets.

"Most people just laugh when they hear the secret to success is giving. Then again, most people are nowhere near as successful as they wish they were." (Page 14)

"In life, you often don't get what you want" but "You get what you expect."

In their first of several daily lunch time trips, Pindar introduces Joe to a successful restaurant owner. Through this experience and the story of the once hot dog cart owner turned successful commercial property and restaurant owner, Joe learn the first Law:

"YOUR TRUE WORTH IS DETERMINED BY HOW MUCH MORE YOU GIVE IN VALUE THAN YOU TAKE IN PAYMENT." (Page 29)

That afternoon Joe finds himself in the office faced with a client who apologetically states that they cannot use Joe's services. In accordance with the condition of his mentor, he provides his client with a firm which may be better able to help them. Joe cannot believe that he just threw business to a competitor however, he did provide more value than he took in payment so he is on track.

On the next lunch trip, Joe meets an extremely successful CEO of a children's marketing firm. He learns the second law which states: "Your income is determined by how many people you serve and how well you serve them" (Page 45). You see, the CEO's prior job was that of a teacher and while she added great value to her 20 or 25 students, she realized that she could add the same value to millions. Her value proposition stayed the same, and she just expanded her reach.

"If you want success, find a way to serve more people." (Page 46)

Alright, that wraps up the first 50 of The Go-Giver, see you next post!