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

Author:Bob Burg
Language: eng
Format: mobi
ISBN: 9780141049557
Publisher: Penguin Books, Limited
Published: 2010-09-02T00:00:00+00:00

Joe repeated it slowly. “Your influence is determined by how abundantly you place other people’s interests first.”

Sam nodded, beaming.

Joe hesitated, glanced at Pindar, then back at Sam. “That sounds like an awfully noble principle,” he began, “but I don’t

quite understand...”

Sam peered at him. “Don’t quite git how that’s a law of success?”

Relieved, Joe nodded. “Exactly.”

Sam looked over at Pindar and nodded toward Joe, as if to say, You tell him.

Pindar spoke up. “Because if you place the other person’s interests first, your interests will always be taken care of. Always.

Some people call it enlightened self-interest. Watch out for what other people need, with the faith that when you do, you’ll get

what you need.”

Sam nodded and watched Joe grapple with this idea for a moment, then said, “Tell me, if you asked most people what

creates influence, what would they say?”

Joe’s answer came without hesitation. “Money. Position. Maybe, a history of outstanding accomplishments.”

Sam nodded, grinning. “Ha! You’re right, that’s exactly what they’d say—and they’d have it exactly backwards! Those things

don’t create influence—influence creates them.

“And now you know what creates it.”

Joe blinked. “Putting other people’s interests first?”

Sam’s smile was beatific. “Now you’re talkin’.”

Joe followed Pindar into the elevator. Side by side, they watched the doors close. As they began their descent, Pindar broke

the silence. “How would you describe Sam?”

“Amazing. Brilliant. Magnetic.”

“Mmm. Magnetic.” Pindar seemed to ponder the word. “What about Nicole? Would you describe her as magnetic?”

“Absolutely. One of the most striking people I’ve ever met.”

Pindar looked at Joe and said, “Tell me, what is it about her that makes her so?”

Joe had to think about that. What was it that made her so striking? “I don’t know, she’s just... magnetic.”

Pindar smiled. “Like Sam?”

It was hard to imagine two more different people than the charming young school teacher and the raspy old financier—but

yes, they were somehow very much alike. And not just them... “Yes! And Ernesto, too, and—” He was going to say, “And you,

too!” but stopped short. He stared at Pindar. “What is it? You know, don’t you?”

Bing! They had reached the ground floor. The doors slid open and Pindar gestured with his hand: After you. As they walked

through the marble, steel and glass of the building’s majestic foyer, Pindar uttered a single word:

“Giving.”

“Huh? What about giving?”

“That’s what they have in common. Giving.” He glanced sideways at Joe and smiled. “Have you ever wondered what makes

people attractive? I mean, genuinely attractive? Magnetic?” He pushed on the big glass door and they walked outdoors into the

warm September day. “They love to give. That’s why they’re attractive. Givers attract.”

They walked silently toward his car. “Givers attract,” thought Joe. “And that’s why the Law of Influence works. Because it

magnetizes you.”

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