![]() ![]() He said the first question should be whether your enterprise serves and adds value to others. Ernesto replied that asking whether something makes money is the wrong first question. Joe questioned whether giving more in value than you get in return amounted to giving away money. His philosophy for running a great restaurant was providing better food and service than customers could pay for. Several customers became Ernesto’s partners and he opened a chain of restaurants and began buying commercial real estate. Children brought their parents and parents brought their friends and associates to his stand. He made buying a hot dog a memorable dining experience by building relationships with his customers-he remembered not only customers’ names and preferences, but their children’s names and birthdays as well as many details of their lives. Following the Law of Value-giving more in value than he received in payment-was the key to his success.Įrnesto gave exceptional value to his customers beyond the food they bought from him. ![]() Ernesto started his restaurant career with just a hot dog stand. Five Lessonsġ) The Law of Value: How much more you give others in value than you receive in payment defines your worth.įor Joe’s first lesson, they met with Ernesto Iafrate, owner of Iafrate’s Italian-American Cafe, one of a chain of restaurants Ernesto owned. Day by day, Joe found the lessons changing his life in ways he never imagined. Each day for a week, Pindar arranged for Joe to meet a successful person who embodied one of the laws of success. Pindar agreed to teach Joe how to practice it via the Five Laws of Stratospheric Success-on the condition that Joe apply each law the day he learns it. Instead, successful people focus on giving-and that creates success. This is as foolish as wanting to get heat from a fireplace before adding logs, or wanting interest from a bank before making a deposit. ![]() They strive to get something, usually money, before giving anything. As a last-ditch effort to gain an edge, he scheduled a meeting with a wealthy business consultant, who he hoped would help him connect with and influence clients.Īt their first meeting, the consultant, identified only as Pindar or The Chairman, shared his counterintuitive “trade secret” for success: giving. He lost a contract that was up for renewal and failed to land a new account he had hoped for. Joe, a go-getter at Clason-Hill Trust Corporation, was having a bad third quarter. In the parable-in which a mentor guides a frustrated go-getter named Joe to success and fulfillment-the authors explain why and how to become a go-giver by practicing the Five Laws of Stratospheric Success. Becoming a “go-giver” means giving value to others, not as a strategy or quid pro quo, but as a way of leading a satisfying life. Instead, the authors contend you should make giving rather than getting your first priority in business and in life-and success will follow. The Go-Giver by Bob Burg and John David Mann is a business parable that contradicts the notion that to be successful, you need to be a go-getter, a competitive hard-charger focused on getting new clients and making ever-bigger deals. 1-Page Summary 1-Page Book Summary of The Go-Giver ![]()
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