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Maggie Bolden

Maggie Bolden is Director of Client Relations at a Denver-based company called Palace Construction. When we started looking into this company’s story, we realized it was no surprise that we would end up hearing from someone there. Here’s how they describe their business: “We’ve been helping people build better lives since 1963.” (Now there’s a company that has not confused its MacGuffin with its real reason for being in business!) Palace’s mission is “to develop relationships of trust with clients, colleagues, coworkers, and the community so that each project we develop consistently exceeds expectations and reengagement becomes the standard.”

Yes, Virginia—there ARE companies like this in the world. And we love, love hearing about them. Here is the email Maggie sent us the other day:

I want to thank you both for writing your book Go-Givers Sell More.

I have worked for a construction company for ten years. About six years ago they asked me to move into the marketing department as a Business Developer and bring in new job opportunities. I had no idea what the heck I was doing!

Because my nature has always been to be helpful and put the needs of others before me, I always tried helping out other people in their businesses. I started noticing that job opportunities would fall into my lap, and I couldn’t really articulate to the project managers in the company exactly how this was happening.

About a month ago I found your book in my favorite book store here in Denver, Tattered Cover. After reading a few paragraphs, I knew I had finally found the book that validated my methodology for getting business opportunities.

I have been telling all of my friends about your book!

Thank you for putting into words what I knew in my heart was the right approach to cultivate a relationship with a person. This approach has ultimately turned into business opportunities for my company.

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Misty Young

December 28, 2012 · Filed under: Business, Organizations, Sales

We recently heard from Misty Young, who with her husband Gary manages a chain of restaurants called “Squeeze In” in California and Nevada. (You can read their story here). Misty wrote, as you’ll see, to share some of the “book reports” her managers had written on The Go-Giver! Here she is:

We enroll our restaurant general managers in a structured reading and personal development program we’ve created in house, which includes six books to read, along with meetings, quizzes, speakers, events, etc. The Go-Giver is on the list (as my personal favorite) and always ends up being one the managers love the best.

We pay them $50 for each book they read — a grand total of $300 if they turn their book reports in on time over the course of six months — and then, if they get each on-time bonus, they also earn an iPad. So far, we’ve given away eight iPads. Not one person has missed out. They obviously love the incentives!

I keep thinking you’d probably really appreciate what our folks have to say about your little book. The little book that is changing the world! As soon as I come up for air, I’ll go do a truly enthusiastic video review of the book on Amazon, and then I’ll start asking other folks to do the same on Twitter and will tweet my review. Will try to do this tomorrow.

Thank you so much for this gem. It’s really amazing. I hope you enjoy the book reports!

# # #

We did enjoy them! And Misty made good on her promise, too: her video review on Amazon is reader review #255, posted on December 4, and it is amazing. Thank you, Misty … and we are looking forward to our own plate of the Best Omelettes on the Planet®!

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Karin Schwartz

We recently bumped into a delightful post on a blog run by Karin Schwartz, founder of a D.C.-area business development firm called Springboard, serving the intelligence community, the Department of Defense, federal civilian agencies, state and local governments and the commercial market, from small start-ups to Fortune 500 companies.

We wrote to Karin to ask if she’d mind our reposting her piece here on the Scrapbook, and she replied moments later saying, “Absolutely … and I love the book—it was eye-opening. You gave me the refocus I needed to change my business!”

We especially loved this line: “I was forced to face the facts about my own altruistic intentions like a child who’s just realized that the tooth fairy isn’t real.” We told Karin that if the whole business development consulting thing didn’t work out, she should consider a career as a writer. (Kidding. It obviously is working out.)

Self-Evaluate: Are You a Giver or a Taker?

A few months ago, I read Bob Burg and John David Mann’s Go-Givers Sell More, the follow-up to their national bestseller, The Go-Giver, a work aimed at inspiring individuals to shift the focus in their lives from getting, to — as the title suggests — giving. Applying this concept to the workforce, Go-Givers Sell More emphasizes the importance of generosity in business transactions. As I perused its pages, I was forced to face the facts about my own altruistic intentions like a child who’s just realized that the tooth fairy isn’t real. When I did, I realized a troubling truth: I had become a taker.

As someone who runs a company that’s a part of the sales industry, I have a business that depends on introductions. When I stopped to really think about the current state of affairs at Springboard at that point in time, it occurred to me that for some reason, my referrals had come to a screeching halt. It was time for me to accelerate into high gear and drive my business forward, but before I could, I had to seriously evaluate what was going wrong with my business.

It’s easy to get caught in the hustle and bustle of daily obligations and tasks, and I had certainly fallen into the habit of so doing. I had become so busy, focusing on clients, family routines, and checking off my day-to-day to-do list that I had forgotten to incorporate one crucial element into my life: giving. Whether you want to call it karma, cause and effect, or something else entirely, Burg and Mann have gotten it right: receiving without reciprocation is bad for business.

I made the decision to make a change and make it my mission to give. I started building connections and providing introductions that I had promised in the past but forgotten to follow through on. I used my Motorola Xoom tablet to make connections on social media networks on the spot as I’m interacting with people in person. I seek out reasons to establish meaningful relationships with more and more people around me.

But intentionality has a lot to do with the outcome of your endeavors, I’ve learned; you can’t have a quid pro quo attitude, constantly expecting equal exchanges from others. Instead, you must focus on acting purely for the sake of helping others, without selfish goals in mind. If you’re hoping to give merely to get, then you’ve overlooked the thematic issue in this post entirely. Here’s the thing, though: once you give without expectation, you will get back. Since realigning my focus, I’ve received introductions and opportunities I never thought possible. And for every two introduction I make, I get back at least one.

If your referrals have dried up, take a page from Go-Givers Sell More and make it a point to give business opportunities away to others.

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Donna Boyd

May 23, 2012 · Filed under: Business, Law of Value, Sales, Uncategorized

Donna Boyd won a copy of The Go-Giver in a drawing at her local Chamber of Commerce in Santa Fe, Texas, where she manages a self-storage facility. Here’s what Donna says about the book and her own go-giver approach to her business:

Renting a storage unit is not always a happy event. Sometimes our customers are going through a divorce, or the death of a spouse. We had people who had lost almost everything in our last big storm, Hurricane Ike. They may enter our store with a long face and frown — but they leave smiling, with feelings of encouragment, knowing that they just met someone who really cared about their needs and made their moving experience a bit brighter and easier.

With each customer I get, I create a relationship, not a transaction. Their needs are very important to me. I find something nice to say about whoever walks into my front door. I give them more value than they expected.

I love the books. The Go-Giver is a must-read for anyone in sales.

I feel so blessed that I have this wonderful information to help make me a better salesperson. I will share this book with my friends for sure.

I am a go-giver and proud of it!

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Owen McCarthy

We recently received a note from a young man in Maine, Owen McCarthy, who works as an account rep for Ashland Hercules Water Technologies. “I am writing to you today to sincerely thank you for writing the book The Go Giver,” he began. “This book has reaffirmed everything I have been trying to do in my life since a young age. I am so passionate about the Five Laws I have now referred it to more than fifty people.

“Most recently, I encouraged my whole sales team to read the book. They did, and now it has become commonplace for them to quote it when making decisions on a daily basis. It has completely changed the culture of the team and I know will lead to long term success. I one day plan to be an executive of a Fortune 500 company — and I will owe a lot of that success to your book.”

We thanked him and said we were curious how his team uses the book’s ideas at work. Here is his reply.

The Go-Giver is the single most powerful book on the market. I read it about a year ago and have ever since been spreading the word aggressively, in both my personal and professional life. In terms of impact I’ve seen this book have on those around me, two specific stories come to mind.

As background: I work as a technical sales representative for Ashland Inc., a Fortune 500 specialty chemicals company. My sales territory is covered by a team of five people. Earlier this summer, I introduced the book to four out of the five people on the team. It was amazing! After reading the book, each of them began to reference the book when making decisions.

For example, my supervisor was working recently with a customer to improve the safety of their facility. The customer had asked that we provide them with a piece of chemical feed equipment that added to the safety of the facility. The issue was that the equipment would severely cut into the profit of the chemical being provided. Normally, my supervisor would have insisted the customer pay for the equipment; however, in this instance he decided to give it to them. He told me that the pivotal point during the negotiation was when his mind started recalling the story of Pindar and Joe in The Go-Giver.

The second story involves the inspiration that The Go-Giver has given me and two of my colleagues, James Morin and Matt Ciampa. After reading the book, the three of us decided we wanted to find a macro way to be a connector and give to a cause that we are the most passionate about. The result was the creation of the UMaine Business Challenge (UBC), to be held annually starting in the spring of 2012.

The UBC is a one-day business competition with the goal of giving collegiate entrepreneurs the support to transform their business dreams into a reality. In parallel, the competition strives to contribute to the long-term growth of Maine’s economy and the mission of the University of Maine as a partner with the state of Maine. We feel that this competition clearly embodies all five Laws of Stratospheric Success, and would not have been created without the inspiration provided by your book.

Owen is too modest to mention this, but we will: a recent graduate of the University of Maine, he also served there as student body president (serving nearly nine thousand students) and concurrently CEO of the University of Maine Student Government, where he oversaw a budget of about $800,000 and had the responsibility for creating a shared vision and leading an organization of seventy-five people. Here’s what one of those seventy-five says about him:

“Owen was an incredible team leader. What draws people to Owen is his strong sense of professionalism and passion for all that he is involved in. He is incredibly reliable and is able to see the big picture without forgetting the importance of small details. When working for Owen I always felt supported and inspired. I thoroughly enjoyed working with him and would jump at the chance to work with him again!”

We have a feeling this young man will indeed be executive of his own company!

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Trent Johnson/Salvation Army

August 18, 2011 · Filed under: Business, Law of Value, Organizations

We are always fascinated by the range of organizations represented by the people who write to us about using the Go-Giver principles in their work. We recently received this note from Trent Johnson, Director of Resource Development at the Salvation Army in South Carolina, who wrote of The Go-Giver, “This is the best book on donor development I have read.” Here is how he described the book’s impact on his work with the Salvation Army:

I would have always described myself as a go-giver, but after reading your book, I have become very disciplined about starting out each conversation with new relationships with the mission of determining what it is that I could do for this person. How can I add value to this person’s life?

I discovered that that was not as natural for me as I would have thought.

Your lessons are spot on. As I reflect on my most successful business/donor relationships, it is clear that they have evolved because I did not let organizational needs overpower the needs of the donor. When we operate with a donor-focused strategy, both the organization and donor benefit!

Thank you both for your philosophy on selling and living. I will definitely recommend the book to my friends in development.

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Jordan Healy, USAF

We recently received this email from a young Air Force lieutenant named Jordan Healy, who serves as Maintenance Flight Commander at a base in Dover, Delaware. We asked if we could post it here in the scrapbook, and he readily agreed, and furnished us with these snapshots — one of himself and his longtime friend Nicole, at a military ball, and the other, of Jordan with his team at the Air Force base.

Thank you for writing such a wonderful story. The Go-Giver is full of important life lessons that gets down to the truly important things life: caring and compassion. This book changed my perspective and helped me become a better worker — and more importantly, a better person, even in a highly stressful and demanding career field. It is the sort of material that’s never actually taught in a classroom, even throughout my undergrad and MBA. And that’s sad, because these concepts are the things we should be bringing to people, rather than the flavor-of-the-day management techniques.

I’ve been working in the military for about three years now, in the demanding aircraft maintenance career field. (You’d be suprised how much pressure we get to ensure aircraft get off the ground.) Nonetheless, this book flipped my world upside-down. At first I thought it was simply too simple and I thought I had people figured out — I was sure everyone was selfish and greedy and would take my advantage of any kindness offered. But after I read your book and tried to apply these very simple yet profound principles, I was pleasantly suprised. As I started to take the initiative to go the extra mile, people truly and genuinely took notice.

I found a little poem that summarizes my experience:

“When I was a young man, I wanted to change the world. I found it was difficult to change the world, so I tried to change my nation. When I found I couldn’t change the nation, I began to focus on my town. I couldn’t change the town and as an older man, I tried to change my family.

“Now, as an old man, I realize the only thing I can change is myself, and suddenly I realize that if long ago I had changed myself, I could have made an impact on my family. My family and I could have made an impact on our town. Their impact could have changed the nation … and I could indeed have changed the world.”

Now, I am not an old man (in fact, I am only 25), but I found this poem to be spot on. This kindness has spread like wildfire, and I am happy to see these results.

I manage about 240 people and directly supervise eight individuals. But now, as the military world goes, I’ve been reassigned to a new job across base and soon I will be departing to my next duty station. As I was thinking of something to give my team as a sort of going-away present, I could not think of a better gift than The Go Giver. Even though I live in a very disciplined workforce, I have found charisma has gone a long way. What better way to say thank you, than to pass this book along to my team here at Dover Air Force Base.

I’m sure you get things like this all the time, but I just thought I would write you this quick story (which has turned out to be a bit longer than expected) so you can see the impact that this has had on my life.

Very respectfully,
Jordan P. Healy, 1LT, USAF
Executive Officer, 436th Maintenance Group

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Claudia Windle’s Valedictory Speech

April 17, 2011 · Filed under: Law of Influence, Law of Value, Organizations, Uncategorized

We recently received an email from a gentleman named Pete Windle, who told us that his daughter Claudia was about to graduate from Cabrini College (just outside Philadelphia) in May with a dual major in Elementary and Special Education. “At this point in her young life,” said Pete, “she is absolutely certain what she wants to do: she wants to teach and give her talents to children who need that little bit of additional attention. When Claudia finds herself around children, she lights up.”

About a year ago, Pete gave Claudia a copy of The Go-Giver and wrote a note on the first page: “Always be a giver! Love, Dad.”

Claudia was recently invited to compete with a select group of students to be the valedictorian of her graduating class. She crafted her short speech titled “Always be a Giver.” She gave her speech on April 11 to a panel of professors. Although she was not selected, she came away from the process feeling really good about speech and genuinely happy for chance to participate with such a prestigious group.

Pete attached a copy of Claudia’s speech, and we wanted to share it with our Scrapbook readers:

“Always be a giver.” This quote was etched inside a copy of the self-motivating bestseller, The Go-Giver, a gift from my father. After being given the book, I initially tried to make sense of the vague advice written on the title page and wondered what relevance this book had in my life.

A few days later, I decided to read the short parable about a young man yearning for the secrets of success. After meeting an older and wiser mentor, the novice entrepreneur quickly discovers that a true sense of accomplishment is yielded by giving to others.

After reading, I briefly reflected on the positive message the book conveys, then placed it back on my shelf, where it would begin to collect dust. Not until recently, however, have I blown off the cobwebs covering the book and thought about the significance its message communicates:

We can attain success by giving and sharing with those around us.

Friends, family, and my fellow 2011 Cabrini graduates, we sit here today each possessing an abundance of talents and wisdom acquired throughout our lives and education. Whether you are 22 or 92, you have gained a wealth of information and experienced events that have provided you with valuable knowledge. But let me ask, what would our knowledge, talents, and life experiences be if we did not give or share them?

If we did not share these things, they would collect dust like the book on the shelf my father gave me, and benefit no one. Your everyday actions and choices can translate into success through the giving to others. Career choices and degrees can be thought of not only as titles or menial jobs, but as a means to use your knowledge to help those around you.

Consider yourself more than a teacher, but rather an individual seeking to educate the minds that dictate our future. Consider yourself more than a business expert, but rather a person who provides the skills needed to create a productive enterprise for the next generation. Consider yourself more than a doctor, nurse, or healthcare professional, but rather someone who discloses what they know to keep the bodies and minds of humanity healthy. Consider yourself more than a social worker, lawyer or one who enforces the law, but rather an individual who gives their talents to maintain a peaceful and just society.

Your accomplishments, no matter what profession or career you decide to pursue or already pursue, can be built upon a foundation of generosity. Know that you can attain true success by sharing the wonderful gifts you possess and by always being a giver.

So, guests and Cabrini Class of 2011, I would like you to join me by not just doing something extraordinary, but by giving something extraordinary.

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Janet Testerman, Lorie Huff and Leadership Knoxville

December 16, 2010 · Filed under: Business, Organizations, Uncategorized

A few months ago, we received word that in the September edition of Knoxville magazine, the lead editorial mentioned The Go-Giver. We were intrigued. We got a copy of the magazine, and lo and behold, there it was.

Knoxville magazine editor Janet Testerman talked about the year she had spent with the organization Leadership Knoxville, and how, upon graduation, they had been given a gift.

Here is an excerpt of Janet’s editorial:

At graduation we were presented with a book: The Go-Giver: A Little Story about a Powerful Business Idea. In the land of motivational, inspirational and “feel good” books, I think I’ll rate this one right on toward the top. Laid out simply is the “Trade Secret” for success: Giving. While the thought seems broad, trite, surface, practically overused and far too generic to apply, administer the book’s Five Laws of Stratospheric Success, and the concept of “giving” is suddenly invigorated with purpose and applicability.

Now, I’m certainly no motivational speaker and have a whole lot more work to do on the giving part. (The pressure I put myself under every day for not showing more gratitude for so many generous gestures that have come my way is truly exhausting.) But I grasp the book’s pivotal point that “you get what you expect, and ultimately the world treats you, more or less, the way you expect to be treated.” In other words, you teach people how to treat you.

During our Leadership Knoxville year and through many e-mails since graduation, I continue to see the genuine respect and sense of cooperation among classmates. We walked away with confidence, knowing we could largely depend on each other for ideas, solutions, feedback and support on a cause or passion one of us might be championing. We bought-in that concertedly we can have a bigger impact, and, like several of Knoxville’s non-profit leaders wrote in this issue, “all of us is better than any of us,” and “individually we take small steps, but collectively we can make real progress in enriching others’ lives.”

As a Go-Giver, the authors’ edification is “changing your focus from getting to giving — putting others’ interests first and continually adding value to their lives – ultimately leads to unexpected returns.”

Therein lies the road to wealth. Cash in.

# # #

Needless to say, now we were really intrigued. We investigated further, and found that Janet’s experience at Leadership Knoxville owed its lineage to Lorie Huff, the program director at Leadership Knoxville.

We got in touch with Lorie, who wrote this reply:

Lorie HuffI love The Go-Giver and have enjoyed sharing it with others!

I previously worked at a wireless company, U.S. Cellular. While there I was privileged to work alongside two consecutive Regional VPs, who were wonderful servant leaders. As their executive assistant, I did a lot of reading and research on relevant “culture-impacting” books and ideas that would be beneficial to developing leaders in our values based culture.

I picked-up The Go-Giver in the airport while on a trip.

At the time, I knew I might be leaving U.S. Cellular for Leadership Knoxville and thought it would be the perfect final message to leave with our executive leadership team. I gave one to each member on my final day at U.S. Cellular.

As our program year drew to a close last spring, I again had an opportunity to leave a final message with a group of leaders who had been considering servant leadership for the year. The Go-Giver again provided the perfect message I hoped would inspire that group of community leaders to go influence their world.

I was very proud to see Janet’s article and glad that she shared it with the broader community.

Thanks for the email and for the message of The Go-Giver!

# # #

Thank you, Lorie, and thank you, Janet!

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Chris Conneen, Pizza Gallery & Grill

Chris Conneen, founder and CEO of Brevard County, Florida’s Pizza Gallery & Grill, was concerned when he realized that in his area unemployment had doubled in the past two years — from 6.5 percent in 2008 to more than 12.7 percent today. “We know it’s a luxury to eat out,” says Chris, “and we wanted to do something about that.”

After reading The Go-Giver, our first call to action at Pizza Gallery & Grill was something we call “Mondays Matter.” Every Monday, our pizza and pasta bar is half-price, and all our gourmet pizzas and calzones are half-price — and they’re staying that way every Monday until unemployment comes down.

We followed that with “Take-out Tuesdays”: every Tuesday, any pizza or calzone take-out order goes out at half price. Again, until unemployment in our area goes back down.

We value the true meaning of restaurant, which means “to restore,” and we wanted to do something to help restore our community.

And wow, has every one of the Five Laws come true!

Law of Value: We are definitely giving more in value (our incredible pizza & pasta bar, gourmet pizza & calzones) than we are taking in payment (half-price until unemployment goes back down under 10 percent).

Law of Compensation: We have more than doubled our guest count on Mondays (a 100 percent increase) and have added more staff to make sure we are still providing our excellent service.

Law of Influence: We are intentionally looking at our community’s best interests first, and genuinely doing so because of the unemployment factor.

Law of Authenticity: At PGG, we are in the people business. We knew it was important to meet our guests at the door, especially on this unemployment community service day, with genuine hospitality!

Law of Receptivity: Our community has been sooooo grateful. Our slowest day of the week is now our second or third busiest day and the rest of our week has increased as well.

It is a true blessing to serve others’ needs with an incredible “dining experience” — as it says in the book — at Pizza Gallery & Grill!

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