The Go-Giver by Bob Burg and John David Mann (#2)

I had to finish the book today because I couldn't wait to see what happens. I truly enjoyed this book, it is a great story. I'll report on pages 50-100 in this post and then wrap it up tomorrow.

I have not mentioned Rachael before, but she is Pindar's assistant and is particularly skilled at making her own famous coffee. At numerous occasions throughout the book, she is mentioned and you learn that in the time she has worked for Pindar, she has established relationships in almost three dozen coffee producing countries to buy direct and skip the middleman to make her delicous famous coffee. These relationships were set up by personal connections she established through teachers and other contacts.

Our main man Joe has been on his quest for two days and for the remaining three days of the week he will continue to meet with Pindar for lunch at various locations. On Wednesday, Pindar and Joe head to the Liberty Life regional headquarters and sit down with the man responsible for over three quarters of the production of the office. The office is the top producing office in the country.

After they meet, Joe mentions to Pindar that Rachael and this top sales individual are both "magnetic" people and very likeable. To help Joe understand how a person can receive by giving, Pindar states "Have you ever wondered what makes people....Magnetic?" He then answers his own question with "They love to give. That's why they're attractive. Givers attract." (Page 70)

The Third Law of Stratospheric Success is "Your influence is determined by how abundantly you place other people's interests first". (page 67)

Joe learned that day that "Fifty/fifty's a losing proposition....I scratch your back, so now you owe me...that's not being a friend, that's being a creditor." (Page 67)

When he returned home, he entered the regular evening routine. Eating dinner, cleaning dishes and taking turns with his wife, Susan, griping about the day at work. While Susan was complaining about work Joe encouraged her to keep talking rather than take his turn. The following morning, Joe woke up to a note on the pillow which stated "thank you...I can't remember ever feeling so listened to. So heard. I love you." Joe had unknowingly accomplished his third day lesson - putting another person's interest first.

On Thursday, Pindar takes Joe to a speaking event where they listen to a woman speak about how she discovered to "sell". After being left to care for her three children and failing miserably at selling real estate, she was just about to give up - until she decided to not "sell" and just be herself. He discovered that "The most valuable gift you have to give is yourself" and this is the Fourth Law. (Page 95)

"Reaching any goal you set takes ten percent specific knowledge or technical skills - ten percent, max. The other ninety-plus percent is people skills." (Page 92)

Alright, I'll wrap this book up tomorrow - now - I challenge you to take on one of these Laws today - and do it for the right reasons.