From transactional to relationship-based selling

Matt and Garrett discuss realtors shifting from chasing commissions to cultivating giving relationships and results.

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Episode notes

Matt and Garrett are both extremely excited about today's episode which features a very special guest that all Ninja's are going to recognize. Bob Burg is the author of a number of books on sales, marketing and influence, with total book sales approaching two million copies, and is a co-author of The Go-Giver, a book which has sold over 950,000 copies, and which anyone attending a Ninja Installation receives. He is also a highly sought after speaker who has shared the platform with notables including today's top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

He begins the conversation by sharing the background of The Go-Giver and reviewing both its main message and its congruence with Ninja Selling. He then goes into great detail about the 5 Laws around which the book is built, complete with explanatory examples. Throughout this analysis, such notions at the difference between price and value, being in flow with your entire database, Psycho Cybernetics, and the ways in which people can shift their mindset into the giving mode are explored. Bob and Garrett's first meeting is also held up as exemplifying one of these laws. The parallels between Ninja Selling and Bob's book and the success to which they both lead are revealed in this episode today, confirming the fact that 'leading with your heart' is not just the right thing to do, but that, in the end, it is also the most profitable.

Episode Highlights:

The background on The Go-Giver and its main message
Its congruence with Ninja Selling
The 5 Laws the book is built around and some examples of them
The difference between price and value
Being in flow with your entire database
How Bob and Garrett met
Psycho Cybernetics by Dr. Maxwell Maltz
What people use to shift their mindset into the giving mode

Quotes:

"Shifting your focus from getting to giving, and when we say 'giving' in this context, we simply mean constantly and consistently providing immense value to others…is not only a more pleasant way of conducting business, it's the most financially profitable way as well."

"When you are absolutely laser-focused on making their lives better…you're creating that benevolent context for the sale or for the listing to take place."

"In a free market based environment, there should always be two profits with every sale. The buyer profits and the seller profits."

"Money…is the thunder, if you will, to value's lightning."

"The more people whose lives you touch with the exceptional value you provide, the more money with which you'll be rewarded."

"All things being equal, people will do business with, and refer business to, those people they know, like, and trust."

"You will, indeed, have what we call an 'army of personal walking ambassadors'."

"When you…show up as yourself, day after day, week after week, month after month, people feel good about you, people feel comfortable with you, people feel safe with you because they know who they're getting."

"It will unleash your business."

"Giving and receiving are not opposite concepts, they're simply two sides of the very same coin, and they work in tandem…you're a giver and a receiver."

"You have to be open to receiving when those opportunities show up."

"I think every realtor should be a Ninja salesperson."

"You are a great model of success for everybody."

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