Monday June 7, 2010
Anyone who has been around me for more than ten minutes, knows how much I love Bob Burg and the book he wrote with John David Mann’s: “The Go Giver.” I think "The Go-Giver" absolutely exemplifies the best of social media culture (although he doesn’t mention social media at all!) "The Go-Giver" and their new book: “Go-Giver’s Sell More” basically tell us that by giving of our time and talent, we can attract much more business and compensation (all forms) than by constantly trying to "sell sell sell" and "get get get."
I was recently asked to give a Key Note for the Long’s Peak Networking Group. I just assumed I’d be speaking on social media – because - you know - that’s what I do! But they wanted me to speak to their jobseekers about something else. About the need for generosity and giving during the job search. So I immediately thought of my friend Bob, and decided to do my speech based on his Five Laws of Stratospheric Success.
Here’s what I came up with (Bob and John's words are in blue - the rest is my interpretation for jobseekers):
It’s scary to be a jobseeker. It means we are out of work, fearing for our financial future, fearing for our family’s future. All this “Law of Attraction” stuff is great when you have a job, but being in need is tough. Paradoxically, it turns out that’s when we most need to move into a giving consciousness. Because it is only through such a paradigm shift in thought that you can change the way you see yourself, and therefore the way others see you.
It is often said that the best time to get a job is when you already have one. But if you don’t have one, what do you do? Well, shifting gears and shifting into a Go-Giving attitude will actually shift how you approach your job search, your interviews and your ways of relating within your field. What turns people off is desperation. You can’t be desperate and be a Go Giver.
So how does one become a Go-Giver? By “simply” beginning to understand and embody “The Five Laws of Stratospheric Success”
The Law of Value: Your true worth is determined by how much more you give in value than you take in payment. This is one of my favorite laws to speak about to jobseekers. Firstly because many jobseekers are feeling worthless. Not taking into account the economy, downsizing, etc. we can’t help feeling like we don’t have a job because we are not good enough. But the fact is, your knowledge, your talent, and your time was very valuable, but was most likely under-optimized by the company you used to work for! I recommend to my job seeking clients, that they create an “Asset Sheet” A list of at least 100 skills, talents, offers, gifts, areas of genius that you embody RIGHT NOW. I choose 100 because the first 25 are easy. Armed with your asset sheet, you can enter into any job interview absolutely knowing you offer much more in value than they could ever pay you. Once you are clear on that, you need to gently make your employer aware of it too. If the value you provide as an employee vastly outweighs what they pay you, if will be much easier for them to hire you and much harder for them to fire you. But first, you must become clear on your own value before you can expect anyone else to value you.
The Law of Compensation: Your income is determined by how many people you serve
and how well you serve them. It’s possible, just possible, that we became lazy in our previous work. We did our job, we got our paycheck, rinse repeat. In this economy, in this market place, that doesn’t fly. Even as jobseekers we need to think as entrepreneurs. How many people can I serve and serve well? How can I help my company serve others better? By taking on this mindset, you shift from a “work for money “to a “sharing my knowledge and skills” paradigm. This is what might very well make you indispensible to your next employer. It is what will get you a promotion and a raise. And it might even make you happier. In the end, isn’t that why we are here? To serve and share of our gifts? If your answer to that is NO then you are in the wrong business.
The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first. Your first reaction might be: “But I’m tired of putting other’s people interests first. What about me?” And how is that working for you? Trust me, I’ve been there. But the fact is, when you are in a place of sharing, the separation and pain of “not enough-ness” seems to dissipate. Not surprisingly, it is also a spiritual practice to give in the areas you feel lack. Feeling financially tight? Give a little bit to a favorite charity. Not enough time? Volunteer. Not enough work? Volunteer. What happens is your attitude shifts. You open up. And when you are open, you can then receive what the world is waiting to give you. So even if you are afraid and feeling closed up and tight right now, start paying attention to other people’s needs and interests. Shift the focus from you and onto others. As your focus turns outwards you will suddenly start to see opportunities that have always been there.
The Law of Authenticity: The most valuable gift you have to offer is yourself. There might be others with the same skill set as you, but in the end, YOU are the one who will win or lose the job. Remember that “assets sheet “from a few paragraphs back? Playing small does no one any good. I am not saying to get your ego involved, but now is the time to become very clear on just what an amazing person you are. There is NO ONE else like you. Make sure that comes across in your interview. No one else has the combination of your skills, knowledge, experience (life and business). No one. Get really clear on why you are the very best prospect for this job and then let the authentic gift of who you are shine out in the interview. You don’t necessarily have to be dazzling or charismatic, just be very very clear and confident in who you are, and what you have to offer.
The Law of Receptivity: The key to effective giving is to stay open to receiving. Unfortunately, as human beings, we are pros at self-sabotage. You’ll have to see your therapist as to why YOU do it, but chances are, you have. Get clear on what your self-sabotage looks like so you can recognize it when it comes up again. Sometimes self-sabotage is a life saving tool (as in you really shouldn’t have been in that relationship, job, marriage anyway). Most often self-sabotage is merely our fear: that we don’t belong, are not good enough. Being receptive means being vulnerable, and that is just plain scary. Being afraid closes us down to our good. Our opportunities. So as a job seeker, it is your number one job to stay open to the opportunities that are out there for you. To recognize them and go for it. And once you have your job, be open to receive what is being offered: opportunities to advance, opportunities to collaborate, opportunities to share, and yes, opportunities to make more money. The opportunity to share your good and your success with others by giving them a hand up.
As Bob and John write in the conclusion of “Go-Givers Sell More”:
The world can be a large and daunting place, at turns lonely and intimidating, brutal and perplexing. It is easy for us frail humans to feel jaded, burned and embittered. Painful things happen. Deaths and betrayals, losses and failures, wounds and disappointments. These things are real. They’ve all happened to us, and surely they have happened to you, too. We are not suggesting you “put on a happy face” by denying the truth of your more painful life experiences, but that you embrace them.
These losses and failures have deep value. They have helped make you who you are, and they have given you greater depth, compassion and understanding. The key is to embrace those experiences and, rather than let them diminish your sense of trust in the world, let them deepen that trust. Yes, those things happened, and yet here you are, and a richer person for it….
Success emerges from the fabric of your influence in the world around you, and that fabric is woven from strands of trust. How do you get people to trust you? By being a trusting person….
Receiving is not something that simply happens on its own; it is a partnership between you and the world, and you each have your part to play. Living in trust means having made your plan, you put it fully into action, investing it with excellence, consistency, attention, empathy and appreciation.
Create value; touch people’s lives; build networks; be real; stay open.
Plant; trust; harvest. (GGSM 172 – 178)
So in closing, remember it all becomes about you – not in an ego-centric "me me me" way, but rather, how you can use your own genius to uplift others. You employers, other employees, other jobseekers, your clients, your employer’s clients. The more good you do in the world, the richer your life will become. By becoming a Go-giver yourself, you shift the way your world works, and it begins to shift the world works for others. It becomes a better place to live. Oh – and you are a lot more likely to get a job!