Decisions, Bets, Results, Risk, Poker

Summary

How does a cost-benefit analysis relate to one’s happiness? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll share an amazing discussion with Annie Duke that will take your decision-making ability to an entirely new level. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• What drives our decision-making.
• The meaning behind a powerful quote by Harry Browne: “Individuals make mistakes. But every act is aimed at bringing happiness.”
• Two examples of using a cost-benefit analysis in our decision-making.

Interview with Annie Duke

You’ll discover:

• Why you don’t need to know anything about poker to benefit from Annie’s new book, Thinking in Bets.
• What you can learn about decision-making from what is regarded as one of the worst calls in NFL history.
• Why you should disconnect the outcomes of a decision from the quality of the decision itself.
• How Annie defines a bet, and why it’s helpful to treat your decisions as bets.
• Why you should not be so quick to pat yourself on the back when you have a good result.
• The power of saying, “I’m not sure.”
• Several techniques for making better decisions.
• The danger of announcing your decisions with absolute certainty.
• What you can learn about decision-making from Homer’s The Odyssey.
• Why a lot of good can come from asking ourselves, “Wanna’ bet?”

Click to Tweet

• Three of the most powerful words we can ever say are, “I’m not sure.” @AnnieDuke #relationships
• The quality of our lives is the sum of #decision quality plus luck. @AnnieDuke #success
• How big a #bet would you place if you knew your opinion had to be correct before speaking, posting, or tweeting it? @AnnieDuke

Interview Links

AnnieDuke.com

Thinking in Bets: Making Smarter Decisions When You Don’t Have All the Facts by Annie Duke

Annie’s Blog

Book Annie to Speak

Annie’s Newsletter

Connect with Annie on LinkedIn

Connect with Annie on Facebook

Follow Annie on Twitter

Annie’s YouTube channel Resources

How I Found Freedom in an Unfree World by Harry Browne

Pre-order The Go-Giver Influencer

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Mistakes, Success, Relationships, Value, Gratitude

Summary

As human beings we’re bound to make mistakes. It’s important, however, to make as few unnecessary mistakes as possible. We’ll look at that in our Thought of the Day. And in our interview segment, one of my favorite leadership authorities, Skip Prichard, shares wisdom from his terrific new parable, The Book of Mistakes. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• The difference between a mistake and an unnecessary mistake.
• How to decrease the odds of making unnecessary mistakes while accepting that they might still happen.
• Two examples of unnecessary errors from the world of baseball.
• An example of an unnecessary mistake in sales, and how to correct it.

Interview with Skip Prichard

You’ll discover:

• Why Skip describes his childhood home as a mini United Nations.
• The reason why Skip thinks of himself more as a learner than a teacher.
• The premise and purpose of Skip’s new book, The Book of Mistakes.
• Why the title of the book was a subject of much debate.
• The importance of being ready before you can be taught.
• Why you should not work on someone else’s dream.
• The danger of letting someone else define your value.
• Why the most successful people are also the most grateful.

Click to Tweet

• #Readiness is when your #desire is stronger than your distraction. @SkipPrichard
• Regret: the result of any action pulling against our heart’s #purpose. @SkipPrichard
• #Success is when you’re filled with #ambition and peace in equal measure at the same time. @SkipPrichard

Interview Links

SkipPrichard.comThe Book of Mistakes: 9 Secrets to Creating a Successful Future by Skip Prichard

Skip Prichard Leadership Insights (Blog)

Connect with Skip on Facebook

Connect with Skip on LinkedIn

Follow Skip on TwitterResources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Negotiation, Relationships, Success, Business, Sports

Summary

It’s one simple statement, and a follow-up question, delivered respectfully, that can help you powerfully negotiate on a product or service. We’ll look at that in our Thought of the Day. And in our interview segment: she was one of the top sports agents in the country, and Molly Fletcher will share with us some of her most powerful negotiating principles. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• Why people will often make decisions not even in their best interest if they feel insulted.
• Two rude and counter-productive ways of saying “no” to a sale.
• How to pleasantly turn down an offer while still allowing the salesperson to “save face” and understand that they need to come back with a better offer.

Interview with Molly Fletcher

You’ll discover:

• What people really mean when they say, “I’m not a good negotiator.”
• Molly’s advice for improving your negotiating skills.
• Why it’s imperative to understand what the client really wants.
• The importance of defining what success looks like for you.
• Why clarity is so important in the negotiation process.
• 360-degree awareness in your negotiation process, and how to practice it.
• What it means to “set the stage” in negotiation.
• Three questions the other person is always asking.
• How Molly landed a new client as a young agent by finding common ground.
• The story of three sets of braces for Molly’s daughters.

Click to Tweet

• Why is clarity so important in #negotiation? @MollyFletcher reveals the answer on this episode.
• You’d better be better than your problems. ~Tom Izzo via @MollyFletcher #negotiation
• Three questions the other person is always asking: 1. Do I like you? 2. Can you help me? 3. Do I trust you? @MollyFletcher #negotiation

Interview Links

MollyFletcher.comA Winner’s Guide to Negotiation: How Conversations Get Deals Done by Molly Fletcher

The Business of Being The Best by Molly Fletcher

Fearless at Work by Molly Fletcher

Molly’s BlogMolly’s “Game Changers” Podcast

Book Molly to SpeakMolly’s Newsletter

Connect with Molly on LinkedIn

Connect with Molly on Facebook

Follow Molly on Twitter

Follow Molly on Instagram

Molly’s YouTube channelResources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Sales, Relationships, Success, Business, Closing

Summary

There’s a reason why Zig Ziglar was a hero to so many of us. We’ll look at that in our Thought of the Day. And in our interview segment, we’ll talk with his proud son, Tom Ziglar, and discuss some of Zig’s sales and life philosophies. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• Two of my favorite Zig stories.
• Zig’s passion for ongoing learning, which he continued throughout his life.
• How Zig and his family made an incredible impact on the attendees at one of the public seminars my company used to hold each year.

Interview with Tom Ziglar

You’ll discover:

• How Tom defines “closing the sale.”
• Why selling is the ultimate serving.
• Why a great salesperson anticipates a problem or pain point for their prospect, and helps them avoid it.
• Five basic reasons people will not buy from you.
• The difference between a stated objection and an actual one.
• The power of great questions in sales.
• Why price and cost are two different things.
• The #1 key to making the jump from an adequate salesperson to a top-tier sales professional.
• How Zig came up with his most famous saying.
• The new program Tom has developed with Kevin Harrington, inventor of the infomercial.

Click to Tweet

• Everything is #selling and selling is #SERVING. @TheZigZiglar
• 5 basic reasons people will not buy from you: no need, no money, no hurry, no desire, no trust. @TheZigZiglar #sales
• People don’t care how much you know until they know how much you care about them. @TheZigZiglar #relationships

Interview Links

Free Video: Secrets of Sales SuccessTom’s BlogThe Ziglar Show Podcast

Follow Tom on Twitter www.twitter.com/TomZiglar

Follow Zig on Twitter

Connect with Tom on Facebook  https://www.facebook.com/tom.ziglar

Connect with Zig on Facebook

Resources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Brave, Leadership, Courage, Relationships, Impact

Summary

“Who is the brave person?” We’ll look at that in our Thought of the Day. And in our interview segment, Kimberly Davis shares with us principles from her new book, Brave Leadership. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• Why I disagree with the last two words of this definition: “Courage is the quality of mind or spirit that enables a person to face difficulty, danger, pain, etc….without fear.”
• The answer to the question “Who is brave?” I learned from my Dad: “That person who is smart enough to be afraid … and still do their job.”
• Why bravery has much more to do with facing our fears and overcoming them than it does with being fearless.

Interview with Kimberly Davis

You’ll discover:

• How Kimberly defines “leader” and “brave.”
• The correlation between acting and leadership.
• Why focusing on yourself diminishes your impact as a leader.
• The story of Julia and how her shift helped her to find her Brave.
• What a Super Objective is and why it is vital to your leadership.
• How one school bus driver is using his Super Objective to help students build self-confidence.
• A story of two executives at a multi-day training event Kimberly led, and how each of them made a very different impact.

Click to Tweet

• #Leadership is a casting decision. @OnStageKimberly
• I don’t want to be a #leader if I have to be like the other leaders at my company. @OnStageKimberly
• A focus on specific purposeful action to have an #impact outside yourself is called your Super Objective. @OnStageKimberly

Interview Links

OnStageLeadership.comBrave Leadership: Unleash Your Most Confident, Powerful, and Authentic Self to Get the Results You Need by Kimberly Davis (also available through Amazon)Kimberly’s blogKimberly’s TEDx Talk

Connect with Kimberly on Facebook

Connect with Kimberly on LinkedIn

Follow Kimberly on Twitter

Follow Kimberly on Instagram

Resources

The Go-Giver Influencer

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Marketing, Branding, Business, Customers, Loyalty

Summary

Our brand is not what we’d LIKE the marketplace to think of us and say about us. It’s what they DO think and say about us. We’ll look at that in our Thought of the Day. And in our interview segment, branding authority, Alison Stratten shares with us the good, the bad, and the ugly when it comes to businesses … and their branding. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• The importance of constantly working at being a brand worthy of being chosen over our worthy competitors in the marketplace.
• One way of being “brand worthy” to our customers.
• The critical difference between how you WANT your customers to feel about your company, and how they ACTUALLY feel about it.

Interview with Alison Stratten

You’ll discover:

• How Alison defines branding.
• The two key elements of a brand.
• What it means to be disruptive.
• Four ways to create customer loyalty.
• How the logos of Apple and Volkswagon can elicit polar opposite feelings.
• Why rebranding is about changing practices and creating great brand stories.
• A compelling story about a pizza company whose staff saved a man’s life.
• Why frontline staff are a company’s biggest and best ambassadors.
• An example where trying too hard can come across as...insulting.
• Why a company should take more time to find out its customers’ real needs.
• One example of incongruence and one of congruence with two different brands.

Click to Tweet

• The only “why” we should have is because our customers want it or because our market needs it. #branding #business @unalison
• Your #brand doesn’t actually belong to you. It belongs to your customers. @unalison
• You can’t redesign a #logo to fix your problems, and you shouldn’t even try. #branding @unalison

Interview Links

UnMarketing.com

UnPodcast.comUnBranding by Scott and Alison StrattenUnSelling by Scott and Alison StrattenQR Codes Kill Kittens by Scott and Alison StrattenUnMarketing by Scott and Alison Stratten

The Book of Business Awesome/UnAwesome by Scott and Alison Stratten

Connect with Alison on LinkedIn

Connect with Alison on Facebook

Follow Alison on Twitter

Resources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Leadership, Management, Teams, Goals, Vision

Summary

Good employees don’t necessarily make good leaders and managers. We’ll look at that in our Thought of the Day. And in our interview segment, management consultant Katy Tynan takes us through one fictional manager’s journey to keep her new job and become a great leader in the process. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• An experience very early in my sales career where I learned that a successful team member doesn’t necessarily make a great leader.
• Why having a particular skillset doesn’t necessarily mean you can relate it to others.
• Why a team member must learn and develop the skillset to manage.

Interview with Katy Tynan

You’ll discover:

• The first step toward transitioning from a team member to a team leader.
• The five truths of management.
• Why leaders must do a good job of communicating the goals of the organization.
• Why it’s critical for new leaders to focus on the end game or result.
• The importance of an environment where the goals and vision are clear, and where people’s strengths and capabilities are valued.
• Why “carrot and stick management” doesn’t work in today’s world.
• The difference between predictive trust and vulnerability-based trust.
• Why psychological safety within a team helps move it forward.

Click to Tweet

• Define the values your #team shares and measure everything you do against those #values. #vision @katytynan
• When you have a shared idea of a future state, you can all understand what you are striving for. #vision #leadership @katytynan
• How can I help this person be in a situation where they can be their very best? #leadership #teamwork @katytynan

Interview Links

KatyTynan.comHow Did I Not See This Coming? A New Manager’s Guide to Avoiding Total Disaster by Katy TynanFree Agent: The Independent Professional’s Roadmap to Self-Employment Success by Katy Tynan

Survive Your Promotion! by Katy Tynan Katy’s blog

Katy’s course “Create a Great Career Plan”

Katy’s course “Survive Your Promotion”

Connect with Katy on Facebook

Connect with Katy on LinkedIn

Connect with Katy on Google+

Follow Katy on Twitter

Watch Katy’s YouTube channelResources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Impact, Prosperity, Excuses, Business, Relationships

Summary

Do we have to change the world, or is there something else we can shoot for? We’ll look at that in our Thought of the Day. And in our interview segment, prosperity authority Randy Gage is back with us, and he’ll share wisdom on how we can all make an impact. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• Examples of people who actually did change the world in fundamental ways.
• Why we should instead focus on ADVANCING the world rather than changing it.
• A number of ways that you and I can advance the world and make an impact.

Interview with Randy Gage

You’ll discover:

• How Randy defines impact.
• Why most people don’t have enough impact.
• How to begin making an impact.
• The importance of understanding your calling.
• Why excuses can prevent us from making an impact.
• How to recognize when you’re making excuses so they don’t control you.
• Why it’s easier than ever to make an impact.
• How Randy’s upcoming TRIBAL Event can help you become an expert in your space and make an extraordinary impact.

Click to Tweet

• If we’re not challenging ourselves, we’re not challenging other people. @randy_gage #impact
• You can’t #impact others without first impacting yourself. @randy_gage
• On this episode, discover why it’s easier than ever to make an extraordinary #impact. @randy_gage

Interview Links

Upcoming event: TRIBAL

RandyGage.comRisky is the New Safe by Randy GageMad Genius by Randy GageThe Prosperity Series booklets Randy’s Success & Prosperity Blog

Connect with Randy on LinkedIn

Connect with Randy on Facebook

Connect with Randy on Google+

Follow Randy on Twitter

Follow Randy on Instagram

Watch Randy’s Prosperity TV channel on YouTube

Resources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Happiness, Purpose, Goals, Thoughts, Emotions

Summary

Have you ever noticed that the happiest people seem to live with a purpose? We’ll look at that in our Thought of the Day. And in our interview segment, we’ll explore this question: Is there an actual scientific method for attaining happiness? We’ll discuss that with Shane Ram. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• A powerful quote often attributed to Mark Twain (although the chances are excellent that he didn’t actually say it): “The two most important days of your life are the day you are born and the day you find out why.”
• The two parts of finding out our individual mission.
• Why we tend to find it difficult to be truly happy when we don’t have a reason for being.

Interview with Shane Ram

You’ll discover:

• How Shane defines happiness.
• Why purpose and goals are closely related to happiness.
• How Shane’s mindset as a child helped him overcome challenges.
• Why Shane did not label himself as poor when he was a child.
• The importance of understanding how happiness in one area of your life affects every other area of your life.
• The TEAR formula: Thoughts + Emotions + Actions = Results.
• Why you must ensure that the goals you are pursuing line up with your purpose.
• The reason most people keep getting the same results over and over.
• Why conformity is so dangerous.

Click to Tweet

• The highest emotional target is #happiness. @iamshaneram
• #Happiness comes from pursuing #goals that are purposeful. @iamshaneram
• On this episode, we explore the TEAR formula: Thoughts + Emotions + Actions = Results. @iamshaneram #happiness

Interview Links

ShaneRam.comShane’s blogShane’s Resources page

Shane’s Speaking pageConnect with Shane on Facebook

Connect with Shane on LinkedIn

Follow Shane on Twitter

Follow Shane on InstagramResources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review

Marketing, Advertising, Sales, Business, Relationships

Summary

Direct response marketing can have excellent application to traditional sales and marketing. We’ll look at that in our Thought of the Day. And in our interview segment, direct response marketing titan Brian Kurtz will share some of the greatest lessons from that field and how you can apply them to YOUR business. That and more on today’s show.

Bob's Thought of the Day

We’ll explore:

• The purpose of direct response marketing.
• Why I’ve always been fascinated by direct response marketing.
• Several direct response marketing principles that also apply to traditional business.

Interview with Brian Kurtz

You’ll discover:

• How Brian defines marketing.
• The difference between advertising and direct response marketing.
• Why the advertising men Brian profiles in his book were ahead of their time.
• How today’s entrepreneur or small business owner can use direct response principles.
• Three basic tenets of direct response.
• Why the list is the most important factor in direct response success.
• How to use the power of RFM (recency, frequency, monetary value) in your marketing.
• The value of keeping records of customer transactions.

Click to Tweet

• #Marketing isn’t everything, it’s the only thing. #sales #business
• In this episode, discover three tenets of direct response #marketing success. #sales
• The more measurable your #advertising and #marketing, the more successful it will be.

Interview Links

BrianKurtz.meTitans of Direct Response Event The Advertising Solution by Brian Kurtz and Craig SimpsonBrian’s BlogFree Resource: 36 Customer Service Quotes Connect with Brian on LinkedInConnect with Brian on FacebookResources

Sell The Go-Giver Way Audio Program

GoGiverSalesAcademy.com

The Go-Giver Leader

TheGoGiver.com

GoGiverSpeaker.com

Burg.com

How to Post a Review