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Speech Transcript

Unknown Speaker  0:00  

Hi, this is Bob Burg co author of the go giver. And if you really want to learn how to level up your life you should be listening to the time to shine today podcast with my good friend Scott Ferguson

Unknown Speaker  0:11  

time to shine today podcast varsity squad it is Scott Ferguson, we’re at Episode 200. I’m kind of in a fanboy moment now because I’ve always say that, you know, to people’s writings have really, really leveled me up and changed my life. And obviously people know about Andy Andrews with the travelers gift but also Bob Berg with the go giver. He definitely lives the go giver away. He’s always saying, you know, stay open to receptivity. But remember that giving comes first and that is so true. I’m not going to say much right now because I really want you to sit back relax, Bob carved out a half hour of His valuable time to come on. Make sure you break open your notebooks as I have pages upon pages of notes. So without further ado, here’s my good friend, Bob Berg. Let’s level up. Time to shine today. podcast varsity squads. This is Scott Ferguson, and you hear me talk a lot about two specific people. There’s Andy Andrews, and then there’s Bob Berg, Bob Berg happens to be a kind of a neighbor here in South Florida. And you guys hear me always go back to the five laws of stratospheric success with law value compensation, influence authenticity, and receptivity. And I have the bob Berg here today. And it’s for our 200th episode Bob literally I last minute did Bob and he agreed to kind of come on it we kind of rushed it through and and you can see this handsome mug here on board. And also, you know, I always keep this on my desk, the five stratospheric Laws of Success every single day I go over them. And I’m always asking people how they can how I can help them as well. You know, it’s generally agreed upon entrepreneurship is the engine that drives an economy upwards is primarily responsible for its growth. entrepreneurs, entrepreneurs create jobs bring better and more affordable products and services to the marketplace resulting in greater societal health, overall wealth and a vastly improved standard of living. Bob Berg is the co author of the international bestseller and I’m giving away 10 books. So make sure you listen to this all the way through because I’ll have the giveaway at the end. He wrote the book, The go giver, the go giver, change my life and I’m not bullshitting you 100% did. It’s a much Bob is a much sought after speaker at sales and leadership conferences is committed to inspiring the entrepreneurial spirit in us all. He shows that companies both large and small, that conduct their businesses about go giveaway are not only much greater value to their customers, they are also significantly more functional and profitable as well. He’s sold north of a million copies of it. And he’s co wrote it with john David Mann, who is I read a few other ones I use a golfer’s Carol, and a couple other books that that he did, Bob co wrote his book with and he’s an awesome and I can see why the book just took off. And lastly, Bob is a badass, he’s a Golden Gloves boxing champion. So we don’t want to mess with this dude at all as well. So without further ado, Bob, come on, introduce yourself the time to shine today. podcasts first you swipe up first. But what’s your favorite color? And why?

Unknown Speaker  3:24  

I would say turquoise. Yeah, I guess I just like the color. Always have.

Unknown Speaker  3:31  

I love it. And we see like that huge big Epsom salt thing that lives just to the east of us where we are here. And that’s that perfect color turquoise when the sun hits it right. I love that. I love it. And it’s in your color wheel, my handsome friend. So let’s get a little bit to the origins of Bob, you know, like a little bit kind of you came up through kind of sales, managing, and even a little bit of your boxing and then how you’re doing and you’re such an awesome leader that people go to thank you.

Unknown Speaker  3:57  

Well, I really started out in broadcasting as a sportscaster for a local radio station where I grew up. And then I got a job in TV as a news guy out in the Midwest first as a reporter and then as a news anchor, the late night news anchor but I really you know, I really wasn’t that good Scott. And it was it wasn’t gonna end up being a career for me. So I got a job in sales and I like to say I graduated into sales because it turned out to be a really great thing for me. Now at first i floundered because I had no formal sales training and the company where I was working their training was will say negligible non existent, really. And, and so I really for the first few months, I mean I made a lot of calls and I saw a lot of people and I bla bla bla bla about my product or service you know, all those things that which is not the way to, you know, sell when you get in front of someone but as Jim Rohn would have said I had the motivation but not the interest information. And both are important. It’s also not helpful to have the information and not the motivation. But you do need both. And fortunately, after a few months, I was in a bookstore looking for something, I didn’t really even know what it was. But I found a couple of books on selling, which doesn’t sound like a big deal these days, but 40 years ago, you know, you not everybody knew about those things. And the two books were by Tom Hopkins and Zig Ziglar, two legends in the sales space force, and I got their books, and I would say I never read them, I devoured them. And I would you know, after work every night until the wee hours of the morning, I’d be reading and highlighting and note taking and practicing and rehearsing and doing all this. And really, within a few weeks, my sales began to just go through the roof. And there was no difference in me as a person at that point from three weeks earlier. Other than I now had a methodology, I had a system to follow, which was very encouraging to me. Because I’m not the type that invents the wheel. Sure, okay, or recreates the wheel, I’m the type who looks for the wheel that’s already been created. Yes, I like to say I’ve never had an original thought in my life. But I’ve been good at implementing implementing those things that are out there and then gearing it toward you know, more toward my my own style and in values and so forth. But really, I I began to notice very quickly that a big part of learning sales was the personal development aspect. So I began getting all the books that were recommended to be the How to Win Friends and Influence People and the magic of thinking big and, and thinking grow rich and as a man thinketh and then books such as augmon dinos, the greatest salesman in the world and classes, Richest Man in Babylon and one of the best of all time Psycho Cybernetics by Maxwell maltz. That’s really why we act as we do you know how our belief systems that were given to us before we ever had the opportunity to even accept them really dictate how we see the world and the way we see the world is the way we eat. Right. And so, so all this was just to me, it opened up doors, and it was wonderful. Yeah, I love the

Unknown Speaker  7:16  

I’m sorry, go ahead, Bob. No, I

Unknown Speaker  7:18  

was just gonna say eventually, I began to I was sales manager for another company. And as they used to say, on the Seinfeld show, yada, yada, yada. Almost 40 years later, here we are talking.

Unknown Speaker  7:28  

I love that you kind of admit to a regurgitation. That’s what we call it here at time to shine today. It’s like you took bits and pieces everybody and kind of like regurgitated, I always say that with my clients that I coach and whatnot, I’m regurgitating from all the way back to Marcus Aurelius. And sure, Oh, absolutely. In Seneca and everyone has actually kind of regurgitate it, and I love it. And I see a lot of that in in the writing in the go giver. And we

Unknown Speaker  7:56  

read the stoics, they’ll tell you who they regurgitated from because they cite the other stolen, right. Yeah,

Unknown Speaker  8:02  

yes, exactly. So Bob, when you’re seeing it, we’re gonna jump forward a little bit. And when you’re seeing somebody in some of your sales seminars, in the people, the talks that you have, and people come up to you, and they really want to level up, is there. Is there any secret sauce that you might have to help them find their blind spots?

Unknown Speaker  8:26  

Well, I think the very question itself is a brilliant question, because it’s typically blind spots. Right? It’s that which we don’t know. And, you know, we all have our strengths. And we all have our weaknesses. Yes, I think weaknesses. And we also, you know, lead with your strengths, of course, and we need to be able to understand those strengths, we need to embrace those strengths that can be difficult, because as human beings we’re very emotionally involved with ourselves. And it’s sometimes difficult to see the greatness we have that those special things we have, because we’re just so used to, again, seeing the world through a certain lens, right, we can do this, well, everybody can do this, right? And that’s how we, we, we don’t embrace our value. And that’s when we’re selling for lower prices than we should be we to easily negotiate down and, and, and, and so forth. But let’s go back to those weaknesses on the blind spots. I think there are basically three types of weaknesses, there are the types of weaknesses you can ignore, because there really is just not a big deal. Okay? They’re not going to harm anyone, they’re not going to stop you from progressing, they’re not going to cause anybody any any harm, you can ignore those, then there are the weaknesses, we need to mitigate it just as a personal example, I’m not the best when it comes to numbers, okay. And and in business play, you know, in the numbers with a business and things, but it’s there, it’s important. So while I’m never gonna be that expert, I’m never going to be an accountant. And I’m never going to have that total. That’s never going to be my my big strength. I needed to learn enough. So that I’m able to to To work with that, and I have an understanding of them so that when I then contract out with someone else who that is their strength, I’m able to speak intelligently about it. Okay? So just you know, those types of things, then there are those weaknesses, we need to turn into strengths, if we’re going to be at our most effective if we’re going to be able to live up to our potential, Benjamin Franklin, who I learned so much from and his book, The Autobiography, which to me is just one of the books we should all read. And early in his career, you know, as you know, because I know, you read that book, excuse me, he realized that he had certain character flaws, okay, weaknesses, if you will, that we’re not serving Him not serving others. And thus, we’re going to hold him back from the kind of success that he wanted. So of course, he was an inventor. And while there was no, a Dale Carnegie course at that time, or there was no Dale Carnegie, right, he invented his own self improvement course. Right? And it was about it was about improving hit 13 different character traits that he did over the course of a year. One trade per week, times 13 weeks, and 13 times 452. So you could go through the whole course four times in a year, that’s a very abridged version, but right, I would recommend people get the book and, and study that. But anyway, I did basically the same thing Ben did, I went through exactly as he again, I’m not recreating a wheel, right, I’m following someone who I know was very successful, and who had issues in terms of character flaws that I had, although, you know, some of them were different. Some were the same, but right. So I took my 13. Okay, it made a huge difference in my, my life and in my success. But you know, this is where and we talked about the fourth law, from the go giver, the law of authenticity, the most valuable gift you have to offer is yourself. And I think that people confuse Scot authenticity with being this is how I am Take it or leave it or you know, they don’t filter their speech, because that’s just who I am. And all that right. And I think that is so wrong. And I think it’s so counterproductive. It’s 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, right? And of course, that’s malarkey. That’s baloney. It simply means this person has an authentic problem, right? That they need to authentically work on in order to become a higher, more effective, authentic version of themselves. Right. So you know, so blind spots, we go back to your great question, it’s first recognizing them and or being open to others telling you and being humble enough to listen. And you don’t have to necessarily agree at first, but you can explore it and ask others who you know, like and trust, and we’ll be honest with and then once you know, you’ve got a weakness that needs to be turned into a strength. Now, you can go from there.

Unknown Speaker  13:10  

I love it. Yeah, that’s true. And that’s where I have my little squad of people that I trust will call a be like Fergie, you need to kind of work on this and make it into it. And so Bob, is there when you’re starting to work with a team or you’re teaching and whatnot, you get approached a lot. I mean, you’re a very successful person. Is there any good question that you wish people would ask you, but never do?

Unknown Speaker  13:37  

It? Don’t? I don’t really think so. I think people ask the questions that they feel they need the answer to. And, and sometimes, you know, the best thing we can do is, you know, is very much Listen, but also listen for the questions that that they need to be asking, because they’re not aware. It’s something that they need to be asking. But I wouldn’t say there’s one that I just wish people would ask me. I think the whole thing always begins Scott with awareness. And that’s often awareness of what we don’t know, or, or awareness that we don’t know. And trying to figure that out. Adam Grant just wrote a wonderful book that just came out a few weeks ago at the time where we’re doing this. It’s called think again, and it really has to do with knowing, but you don’t know that you can be wrong. Right? And not only being open to that, but really embracing that. Yes, and really having a desire to learn what you don’t know. And and I think especially right now, it’s truly a book for its time, when so many people are living in their own echo chambers. And they’re they’re basically listening to what those who they already have. With our saying, and and acting accordingly, as opposed to in a way that’s a lot more constructive and productive.

Unknown Speaker  15:07  

I love that you said that because I’m here to a lot of humility, in that in itself. There’s a saying that a tree with the most fruit is a tree that bends to the ground, and is helping the most people along while they’re going. Right. So I mean, that’s where you’re doing it, you might not even know you’re doing it. I mean, Bob, you’re actually planting trees and seeds, that you might not ever sit in the shade of, you know what I’m saying. And that’s what I strive to do. And other people that I decide to surround myself are striving to do. So, you know, I’m gonna throw a question at you, Bob. So you have a company and it hopefully I phrased this right, because I have it right on my wall, and it comes straight from you, but is, how can I know if someone I’m talking to is a great prospect? connection? Or recommendation or referral for Bob Berg? Right? Yeah,

Unknown Speaker  15:57  

we call that the one key question that will separate

Unknown Speaker  16:01  

my frickin wall man. Yeah, literally there.

Unknown Speaker  16:03  

Thank you, I take that as a great compliment. Because so often, when meeting someone, you know, we’re so consumed, we think we have to be that great conversationalist and be that fascinating person. But you know, as I’ll often say, to my audiences, have ever been in a conversation with someone who let you do all the talking. You know about yourself. And you know, didn’t you come away from that conversation saying yourself? Wow, what a fascinating conversationalist. That person is, right. And that’s because they let you talk about themselves. Yeah, I’ve often said that, you know, it’s like when you’re on the telephone, and I started out in sales on the telephone and taught a lot of people how to sell on the telephone. And I said, you know, one thing I’ve, one thing I always noticed when I was selling on the telephone is nobody ever hung up the phone on me while they were talking. You know, I agree, we can focus on that of the person. But it’s a matter of doing that with the right questions. These need to be questions of value. So even if you’re asking someone how they got started, in their business, when you first meet someone, that’s not a slick or clever question, but it’s a great question. Because people love to talk about themselves and share their story. And how many people ask them to share their story unless they’re a celebrity, and most of us aren’t? Right? So. So how many people ask that person how they got started in their business? or asking that person? What do you enjoy most about what you do? I call that a feel? Good question. It just makes that person feel genuinely good about themselves about the situation. And about you. Now, once you’ve established that, that rapport now that key question, you know, Dave, or Mary, tell me, how can I know if someone I’m speaking with is a good and again, could a prospective client for you or a good prospect for you, or if they’re not in sales, per se, it would be a good connection for you or someone you’d like to, to meet. And a good way to even frame that is to say, you know, Dave, I always love connecting good people with other good people. Tell me how can I know if someone I’m speaking with is good? And then you know, prospect or client or connection, whatever, for you. So So yeah, you nailed that. Scott. You know,

Unknown Speaker  18:08  

it’s funny, you asked that. But Eric said that, and it’s not funny. It’s fantastic, because I live by it now. But like, you have to be open to that fifth law, also, because you’re giving, giving, giving, right? And you make an analogy, and it was the go giver, influencer, maybe no, it’s the go giver in the, in the bonus area, that and I use this with my clients, and anybody that’s even talking to you is like you can give and that’s great, you’re making the deduction, but you got to be open to that receptivity. And it’s like you likened it to a plant, like I keep a plant in my room, it’s like I breathe in oxygen breathe out carbon dioxide, the plant does the opposite. So talk to me a little bit about actually being open to receptivity. Because there’s people that give, give, give, and they don’t understand how to receive.

Unknown Speaker  18:53  

Yeah, you know, you make a wonderful point there and we say the law number five, the law of receptivity says the key to effective giving is to stay open to receiving so you know, you breathe out, but you also have to breathe in. One or the other, you breathe out again, carbon dioxide, you breathe in oxygen while your plant is doing the exact opposite. You breathe out which is giving you breathe in which is receiving. Yes. You know, Scott, unfortunately, the world around us gives us extremely not mixed but negative messages. Absolutely, Bonnie, about prosperity, about abundance, about business. And if you listen to it, and you read it, you can’t help it because it’s everywhere. You know, you would just think that people who have money, got it nefariously and horribly and by stepping on other absolutely in their lives. It’s a big world. There’s lots of people out there who do things in a way we don’t like but by and large to the degree that you’re participating in a free market based economy and when I say free market, I mean no one is forced to do business. With you, the only way you can make a lot of money is provide providing exceptional value to the lives of lots of people placing their interests first, because remember, nobody’s gonna buy from you because you have a quota to meet. Yes, right, they’re not gonna buy from you because you need the money or even because you’re a really nice guy, they’re gonna buy from you, because they believe they’ll be better off by doing so then by not doing so, then you have to do it authentically. And you have to be able to receive, but what we know is this, that the giving comes first, right, it has to serve. And this is these are laws of life, right? You got plant before you harvest you. So before you reap, and, and and so this is also why we say that in john David Mann and I say this, and I think he coined it and I want to credit him because he’s such a brilliant writer. And he’s, he’s the guy who really is the, you know, the lead writer of the team. And, and you know, and when we say that, that money is simply an echo of value. Yes, right. It’s the thunder, if you will to values lightning, which means nothing more than that the focus must be on providing value to that other person, right? The value comes first. The money you receive is simply a very natural result of the value you’ve provided the marketplace or another individual or or what have you. But you have to be able to receive it. Yes, get past so many of those horribly negative messages from the world around us that we don’t carry on a conscious level. Yes, we carry on an unconscious level that goes back to Maxwell maltz. Right. But people like Randy Gage, who’s just a master of prosperity, right, Bob Proctor, Sharon lechter. Ellen Rogen of Chicago and Honda of Japan some of these people are just such wonderful writers and speakers on this topic. I always suggest look these people make a study of these BBs make a study of prosperity us proactively because the garbage comes in all around

Unknown Speaker  22:05  

us.

Unknown Speaker  22:06  

Oh my god, I’m everywhere. Yes. And I lucky enough to interview Randy. And you know his while you’re dumb, sick and broke, it’s just the best book. So about it. You’ve seen the movie. Back to the Future, I’m sure. Okay, let’s get that DeLorean with Marty McFly. Let’s go back to the 22 year old Bob Berg. You know Golden Gloves champion, you know that that Bob? Is there any good knowledge? I guess that’s what we call him here. Time to shine today and you get knowledge nuggets, you would drop on bob to maybe help them shorten his learning curve level up or blast Lou just a little bit quicker?

Unknown Speaker  22:39  

Oh, absolutely. It would be very easy. That’s probably one of my easiest answers. And because I would go back to the 22 year old Bob Berg and I would say young Bob Berg. Shut up. And listen, stop talking. Listen, because you don’t know half of what you think you know. And they, I would say Berg URI young Bob Berg, you remind me of that saying attributed to Mark Twain which there’s no evidence he ever said but it sounds very point brevity. So

Unknown Speaker  23:12  

the brevity maybe Yeah, no, he

Unknown Speaker  23:13  

said he Well, he did. But but but what he’s also credited with saying is, it ain’t what you don’t know that gets into trouble. It’s what you’re absolutely, positively sure you do know. So. And that was me. I thought I knew it all. I thought I had it figured out and I didn’t. Not even close. So it was only a few years later, as I began to really listen, and and become aware that I knew next to nothing that my education really started and my growth again.

Unknown Speaker  23:46  

Yes, I love that. And that’ll lead into that. And then it’s so true about the show because I tell the younger for you to do the same thing. And I still tell him and I’m 49 years old. So how do you want your dash remembered Bob that little line in between your incarnation date your expiration date your life date death date? How do you want Bob Burns dash remembered?

Unknown Speaker  24:06  

I would say

Unknown Speaker  24:09  

that

Unknown Speaker  24:11  

Bob Berg carried on his dad’s legacy and made people feel genuinely good about themselves.

Unknown Speaker  24:20  

Wow.

Unknown Speaker  24:22  

And you think you’re even close?

Unknown Speaker  24:28  

I don’t know.

Unknown Speaker  24:29  

I think you are. Oh, man. Yeah, my squad knows I’m a fanboy. And you have touched so many people even within my squad. I mean, I’m 90,000 subscribers. And your book is on my website. Everything and the people love it. And you are so your Thank you. You’re humble and it’s fantastic. So Bob, what keeps you up at night?

Unknown Speaker  24:50  

I think if there’s and first of all, actually, other than some sleep apnea, not not I

Unknown Speaker  24:54  

have it. I wear my sleep hat maybe a lot. But

Unknown Speaker  24:58  

the only thing that Keep me up in terms of something I struggle with is, you know, have I come even close to reaching my potential? And I don’t think so I think there’s a lot of areas in which I’ve made mistakes and areas that I’ve done things. You know, some people say, and it’s sort of the, I guess, the political correctness of the personal development world, which you and I are both involved in, in which you’re supposed to, you know, it’s kind of like, Well, yeah, and life, you know, hasn’t always been easy, but I wouldn’t change a thing. No, I change a lot of things. There’s

Unknown Speaker  25:28  

a few things. Absolutely. Yeah. So Bob, who’s had a person that who said, the biggest profound impact on your life, either business or personal?

Unknown Speaker  25:41  

Well, I was definitely blessed to be born to and raised to two great parents, who set a wonderful example for me, I’d say my dad is, you know, the person who that I’ve, I’ve tried to emulate. I think just like a, you know, a daughter relates to her Mama’s son relates to her dad and son relates to his dad in a very special way. And I’ve gotten to see my dad and how he dealt with others and how he worked with others. And again, how we always just had that, to him a very natural way with me, it was something I learned, but with him a very natural, genuine interest in others, and really wanting to make people feel genuinely good about themselves. And he had such a special wonderful way of doing that, that I’ve tried to emulate. So by far he’s been my, you know, the biggest impact my my life mentor,

Unknown Speaker  26:31  

lets go the other end of the spectrum, but who not who, what is the worst advice you’ve ever been given?

Unknown Speaker  26:37  

worst advice? Oh, I mean, I would say it’s, it’s people who said that, well, if you really want to make it in this world, you got to be ruthless, and you got to be awful. And you’ve got to be this and you can be that way at work. But you can be a nice person at home. And I doubt that. I haven’t seen too many examples of that, if any, but

Unknown Speaker  26:58  

that was me, Bob, when I was younger, I printed money selling real estate, you know, and investing in real estate. And I did it as I named my company, vulture capital, you know, so it was like, I would pray and other people’s misfortunes and they came back and got me. And I’ve made those calls to every single person with an apology whether they told me a lot about except to me, you know, so, yeah, Bob, what do you think people misunderstand about you the most? About me? Yes, sir.

Unknown Speaker  27:27  

I think if they don’t know me, well, they, they might misunderstand niceness with weakness. Okay, because I think that’s how they might see a title of a book, like the go giver, they might think it means that you can get taken advantage of or that you’re just giving yourself away, don’t care about making a profit and you know, all these things. So I think, you know, as you know, as human beings, we make decisions based on very limited information. Right. So I think people sometimes, you know, do that, you know, I

Unknown Speaker  28:02  

appreciate I appreciate that transparency, my man. What do you feel, then, is your definition of life well

Unknown Speaker  28:09  

lived?

Unknown Speaker  28:13  

Well, it’s, I would say it’s ultimately it’s being happy. And I think in that case, you’ve got to define happiness. Because happiness can have different definitions. Now the you know, the dictionary a dictionary definition, which I believe works, it’s very basic, but it’s the mental feeling of well being. And I think that’s a good definition. Mine is a tiny bit more detailed, it’s a genuine and ongoing feeling of joy and peace of mind the result of living congruently with one’s values

Unknown Speaker  28:47  

Wow.

Unknown Speaker  28:49  

And I think when we do that we create the context for happiness.

Unknown Speaker  28:55  

Yes, sir. That’s fantastic. Is that’s a staple live by their squad and hey, time to shine today pockets varsity squad. We are back with the bob Berg and we’re going to bring Bob into our leveling up lightning round. And Bob, you and I could talk 1520 minutes an hour and each one of these questions, you got five seconds, no explanation, no explanations. You’re ready to level up.

Unknown Speaker  29:18  

I will do my best you will rock it, I

Unknown Speaker  29:20  

promise you. But what is the best leveling up advice you’ve ever received?

Unknown Speaker  29:25  

Be inwardly motivated, but outwardly focused?

Unknown Speaker  29:29  

Yes. share one of your personal habits that contributes to your success. Reading. Awesome, other than your websites, and of course by see I’m sorry, the go giver.com and time to shine today.com shameless plug,

Unknown Speaker  29:46  

and I actually go with berg.com and bird

Unknown Speaker  29:48  

Calm, calm. Yeah, absolutely. What other websites do you like to go to to level up

Unknown Speaker  29:58  

Randy gage.com Leadership free.com you’re there. I think leadership freak blog.com I

Unknown Speaker  30:04  

think actually is Josh and Dan Rockwell’s. And Bob, if I’m you’re seeing me and you’re thinking Fergie, man, he must be in his doldrums and whatnot and outside the go giver book. Is there another book? You’d be like Fergie read this?

Unknown Speaker  30:20  

Yeah.

Unknown Speaker  30:23  

Michael a singers? The untethered soul.

Unknown Speaker  30:27  

Okay? We’ll put that in the show notes, peeps. Bob, if you tax is there any emotion you’d like to use the most? If I’m sorry, if What if when you taxes or emoji any emotion you like to use the most?

Unknown Speaker  30:40  

Yeah, probably the Wink,

Unknown Speaker  30:42  

wink. Love it. And also, and Don’t lie to me on this one, my friend. Yeah, physically,

Unknown Speaker  30:46  

I promise.

Unknown Speaker  30:49  

Physically, if you can stay one age for the rest of your life and keep the wisdom you’ve gained and continue to garner knowledge. What physical age? Would you stay?

Unknown Speaker  31:00  

38

Unknown Speaker  31:01  

I love it. I love it as long as the three in front of that number. I know that’s it. All right. So Bob, what’s your favorite charity organization that you’d like to give your time and money to?

Unknown Speaker  31:12  

Well, furry friends adoption in clinic in Jupiter, Florida is my favorite. But there’s also there’s a young lady of what I’m connected with on Twitter, who she is in India, and she feeds all the street dogs and cats on the streets of India. So I actually give a lot to her as well through her. What’s the name of the blog? You know, the little thing where you can handle through PayPal? Whoa,

Unknown Speaker  31:35  

okay. Yeah. And I’ll put her handle I’ll get the handle from you. Oh, I’ll put

Unknown Speaker  31:40  

I’ll put it in the show notes. And I mean, she takes all her money. I mean, you know, she’s a lot of wealthy when she takes her heart soul money, everything and she goes out there and feeds those those street dogs and cats. She’s amazing.

Unknown Speaker  31:53  

Love it. Bob. In last question. You can expand on this a little a little bit elaborate. What’s the best decade of music 60s 70s 80s or 90s 80s 80s? big hair don’t care. You got so much that happened in that decade with rap and big hair and a whole new? Yes, yes. Yes. All right. So, Bob, how can we find you

Unknown Speaker  32:14  

bestplaces Berg, bu r g.com. I try to keep things simple. Love, no,

Unknown Speaker  32:19  

I love it and all of his handles and everything will be in the show notes, people and also the book, The go giver, I purchased in 10 books. And one of them I’m going to get signed by Bob. And I will all be on time to shine today’s dime haven’t shopped signed by Bob and send out the other nine. If you reply or comment on any of time to shine today’s handles, the first 10 will get a book and also you have to put it in there. And I want you to put in there v Bob Berg, and I’ll know that you’ve actually listened to it. So we will get you that book right out to you. So Bob, leave us with one last Knowledge Nugget that we can take with us internalize and take action on please.

Unknown Speaker  32:59  

I think it’s something that a gentleman said to me, I guess about 38 years or so ago because about 40 years or so I got into sales and it was a couple years afterwards and I was in a sales slump and and I was very focused on myself and right and which is just the opposite of where we need to be. And I think he saw me sort of as Joe in the go giver who I write about with john David Mann years and years later, he saw me as the up and coming you know, young, ambitious aggressive after it salesperson who was not in any way living up to his potential and he said to me, Berg, he was a last name kind of guys and Berg, can I give you some advice? I said absolutely. Please do. And he said if you want to make a lot of money in sales, he said don’t have making money as your target. Your target he said is serving others. Now when you hit the target you’ll get a reward and that reward will come in the form of money and you can do with that money whatever you choose. But never forget he said the money is simply the reward for hitting the target. It ain’t the target itself. Your target is serving others and that’s when it that’s when it hit me Scott that great salesmanship is never about the salesperson. Great salesmanship is never about the product or service as important as those are great salesmanship is about the other person. It’s about those lives you choose to touch it’s about that person’s life being at least a little better because you are part of it.

Unknown Speaker  34:38  

I love that and squad you just had literally a free masterclass from Bob Berg and a little Burg and ferg half hour here ah you know in Bob, you know, he graduated, Bob graduated in sales you know, you know he wants you to devour info and get the reps in. You know, he wants you to embrace and lead with your strengths but also recognize your weaknesses with three points. You know, you can ignore that. One of the weaknesses, the weaknesses mitigate and understand them, and the ones you can turn into strengths. And I like to say with my good friend Leah Woodford was a get your asking gear, ask your friends that you trust to help turn those weaknesses into strengths. We want you to not confuse your authenticity. If you think if you act like an asshole, don’t confuse that with just being yourself to be a person that’s going to serve others, you know, and when you’re talking to people, listen for questions that they might be asking and try to pull those questions out of them. So you can learn even more about the people, you know, Bible remind us everything begins with awareness of what we don’t know, you know, and going back to Bob’s question of, you know, how will I know if I’m talking to you, who would be a great referral connection? You know, that is a very valuable question. And Bob made a point that people that, you know, you’re talking to on the phone, never hang up when they’re talking. So let them talk, you know, he’s gonna be reminded, he’s gonna be somebody that’s remembered someone’s provide exceptional value to the lives of many people and they will be better off, you know, he reminded us that money is an echo of values. So focus on value to the person and that money will come, he would have told his younger self shut up and listen, okay, in what you think you do know can get you into trouble. So always be open to learn and progress. You know, he was gonna remind us to strive to reach our potential. You know, don’t be ruthless. Be loving, be generous, there’s a time to be ruthless. But don’t be that on a daily basis, because it’s a turn off. I’ll tell you that right now. Bob’s, you know, life while live is ultimately to be happy, genuine, ongoing feeling of peace of mind, and living with one’s values that his father passed on to him. And lastly, don’t have money, making money as your target. Your target should be helping others and serving others and that money will just be an echo, like you said, of the value that you put out, Bob, you level up your health, you level up your wealth, you’re humble, yet you’re hungry, you’re always go giving this I’m in fanboy moment. Thank you so much for coming on. I love your guts. And I can’t wait to collaborate with you in the future on something.

Unknown Speaker  37:03  

Love you as well. My brother, thank you so much for having me your best Bob Thompson.

Unknown Speaker  37:07  

Hey, thanks so much for listening to this episode of time to shine today podcast, proudly brought to you by southern New Jersey real estate real estate excellence, who can be reached at 561-249-7266 and online at www dot Sutter in nugent.com. If you’re a business owner or professional who would like to be interviewed on time to shine today, please visit time to shine today.com slash guest. If you liked this episode, please subscribe on Apple podcasts, Google podcasts, Stitcher, Spotify, I Heart Radio or wherever you get your podcasts. There’s a link in the show notes to our website. Also there you will see our recommended resources. We hope that you will support our show by supporting them. If you like what you have been listening to, it’d be great if you could just give us a five star rating and tell your friends to subscribe while you’re at it. I’m your host, Scott Ferguson. And until next time, let’s level up. It’s our time to shine.

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