The “Go-Giver”: An Important Key to Your Success

After being out in the field for awhile, TopLine Consultant, Robert Velarde returned to one of our Training Workshops to get some updates and additional training. During one of the breaks, Robert made an interesting comment to me that caused me to do a lot of introspection and thinking.
He asked if I had read the best-selling book, “The Go-Giver: A Little Story About a Powerful Business Idea”, by Bob Burg and David Mann. I mentioned that I had heard of the book and that several of my friends had recommended it to me, but that I hadn’t read it personally.

Robert said when he read it, it reminded him of me and how much we here at TopLine are continually giving. I thanked him and he repeated it a couple of more times.

I don’t know about you, but it’s sometimes difficult for me when someone compliments me about something I do that… for me… just seems to come naturally. People who know me know that I don’t talk much about my accomplishments or try to build myself up in the eyes of others. I just take things in stride… as a part of my everyday life and activities.

But Robert’s comments, coupled with so many other recommendations from other people I know and respect, made me not only think about what he said, but I actually stopped in at our local Barnes and Noble bookstore and bought a copy of the book… and I read it all the way through in just a couple of hours.

There were so many good things in the book. Among them were The Five Laws Of Stratospheric Success…

1. The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
2. The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.
3. The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first.
4. The Law of Authenticity: The most valuable gift you have to offer is yourself.
5. The Law of Receptitivy: The key to effective giving is to stay open to receiving.

Each one of these “Laws” could be turned into a seminar, a workshop, or even a sermon… they’re that good. And to have Robert say that he was reminded of me as he read about those Laws was very flattering, yet humbling.

Last week, I was out of the office conducting another of our Consultant’s Training Workshops and got behind on some articles and communications for our consultants. So I worked all day and well into the night on Saturday just to catch up. When I got back in the office on Monday, there was an email from Robert that said,

Martin,

Thanks for the update.

Once again, a book I read recently reminds me of you.

The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg and David Mann 

Have a great day!

Robert

Well, there he goes again… a great way to get someone off to a great start on a busy Monday morning! That literally made my day. I felt so good about what I was doing and the value we try to provide our consultants in helping them help their clients improve their businesses, and earn very substantial incomes in the process. And Robert drove that point home for me.

I’ve always enjoyed giving, helping, enabling, and watching others succeed as a result of something I’ve done for them. And I know how much others appreciate it.

One of my mentors and good friends, Joel Bauer, taught me (by example) a very effective way to connect with people. He and I have roomed together and worked together at various seminars. And I’ve been amazed at how, once he’s finished with his part on the program, he continues to teach and entertain his audience in the hallways. At one event we were at together, he didn’t stop until after 2:00 in the morning… and his audience was spellbound the entire time.

I watched that. I studied that. I absorbed that. And I’ve tried to emulate that.

The result?

Like Joel, I’ve deepened my connection with my audiences and it’s paid off in many times. Sales go up. Likeability increases. Cancellations diminish. Respect skyrockets. Your position as an expert is enhanced. And you develop an entire new level of connection with your customers, clients and prospects (future customers).

At our last Consultant’s Workshop, I hung around after the sessions until 10:00 pm on some nights, adding more information, insights and value to the tremendous amount of material that we covered in the workshop.

Sherry Fetzer, a new consultant, kept commenting on the additional value I was giving, and it made me want to continue giving even more. When she arrived home the day after the training, she sent me this email…

Hi Martin!

You are so amazing!! Your training was fabulous–I had such an awesome time this week!!

Just when I thought you could not give anymore, there was another truckload just around the corner!!

Thank you again for being who you are!

Hugs,

Sherry

Pretty awesome, huh?

Well it is for me. Makes me want to do even more.

But this email isn’t meant to be about ME… even though I’ve written about what others have said about me.

I’m telling you this because there is a real lesson here. The more value you can give your clients and your prospective clients, the more connection you can develop with them, the easier it will be to bring on new clients and to keep your existing clients. This applies to your consulting practice as well as to your client’s customers.

The question is, what are you doing to enhance the value you provide your clients? Are you doing what is “necessary” or “expected”? Or are you giving more of yourself, adding value, going above and beyond, and doing some of the “little things” that can make a big difference?

For me, I want to give the absolute most value I can. I want to do all that I can do to help our consultants be as successful as possible as quickly as possible. I make myself way more available than anyone else I know who runs any kind of licensing, franchise, biz opp or coaching program. And I’m criticized for it all the time. But that’s me. It’s the way I operate. I never want anyone to come back to me and tell me that my program or system doesn’t work or that they didn’t get in well in excess of what they paid for. I want the scales tipped so far in the other direction that they can’t help but rave about their investment with me. And I work hard to accomplish that.

But back to you for a minute. If you’re not doing the same thing for your clients you’re missing the boat. You need to think on two levels…

- Perceived Value, and
- Real Value.

Perceived Value is what people think they’re getting. Real Value is what they actually got.

Too many people focus on “Perceived Value”, and fail to recognize the “Real Value” they provide their clients. The fact is, Real Value pays the bills.

When you spend time giving extra value to your clients, you’re giving on both levels. You’re building credibility, rapport, and confidence for your clients, and at the same time giving them solid ideas, strategies and systems that can help them grow their business.

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If you’re not happy in your business or career and you want a turn-key, step-by-step system that will help you earn a mid 6-level income in a very short period of time, you owe it to yourself to check out the TopLine Business Solutions Consultant’s Training Program. Chad at 480-461-1866 can answer all your questions and make sure you have all the information you need to determine if consulting is right for you and if you’re right for TopLine.

Our entire goal is to give you so much help, support and attention that if you just put in a reasonable amount of time and effort, that you cannot fail.

That’s my goal. That’s my commitment. That’s my promise to you.

Martin Howey, CEO
TopLine Business Solutions