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First published in the United States of America by Portfolio, a member of Penguin Group (USA) Inc. 2007
First published in Great Britain by Penguin Books 2010
This revised edition with a new foreword first published in the United States of America by Portfolio, a member of Penguin Group (USA) Inc. 2015
This edition first published in Great Britain by Portfolio 2015
Copyright © Bob Burg and John David Mann, 2007, 2015
Foreword by Arianna Huffington published by arrangement with the author The moral right of the authors has been asserted
ISBN: 978-0-141-96232-0
About the Authors
Foreword by Arianna Huffington
Introduction
1 The Go-Getter
2 The Secret
3 The Law of Value
4 The Condition
5 The Law of Compensation
6 Serving Coffee
7 Rachel
8 The Law of Influence
9 Susan
10 The Law of Authenticity
11 Gus
12 The Law of Receptivity
13 Full Circle
14 The Go-Giver
The Five Laws of Stratospheric Success
A Go-Giver Discussion Guide
Q&A with the Authors
Acknowledgements
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PENGUIN BOOKS
‘Most people just laugh when they hear that the secret to success is giving … Then again, most people are nowhere near as successful as they wish they were.’
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply as The Chairman.
Over the next week, Pindar introduces Joe to a series of ‘go-givers’: a restaurateur, a CEO, a financial advisor, a real-estate broker, and the ‘Connector’, who brought them all together. Pindar’s friends share with Joe the Five Laws of Stratospheric Success and teach him how to open himself up to the power of giving.
Joe learns that changing his focus from getting to giving – putting others’ interests first and continually adding value to their lives – ultimately leads to unexpected results.
The term ‘go-giver’ has become shorthand for a defining set of values embraced by hundreds of thousands of people around the world. Today this timeless story continues to help its readers find fulfilment and greater success in business, in their personal lives and in their communities.
‘Deeply heartfelt and meditative, The Go-Giver is filled with insights. More important, it accomplishes what few business books do – it reminds us of our own core humanity’
ORI BRAFMAN, New York Times bestselling co-author of The Starfish and the Spider, Sway and Click
‘At the heart of The Go-Giver is a philosophy – actually, a way of being – that will dramatically increase your business, enrich your life and make an extraordinary mark on the world around you’
GARY KELLER, founder and chairman of the board, Keller Williams Realty, Intl; New York Times bestselling author of The ONE Thing
‘Burg and Mann have crafted a business parable that is drawing comparisons with Dr Spencer Johnson’s wildly popular 1998 book, Who Moved My Cheese? … The world always needs a fresh approach to its most important messages. The Go-Giver is a great way to spread a positive and enriching message’
Soundview Executive Book Alert
‘Most people don’t have the guts to buy this book, never mind the will to follow through and actually use it. But you do. And I’m certain that you’ll be glad you did’
SETH GODIN, author of Tribes and Linchpin
‘The Go-Giver has created such a buzz CEOs are buying it in bulk for their entire organizations. [The book] taps into a universal truth: giving and receiving aren’t mutually exclusive ideals’
Huffington Post
‘The Go-Giver is the best business parable since The Greatest Salesman in the World and The One Minute Manager. This book shows that putting the other person first is the key to business success and personal fulfilment. It’s also the most profitable’
PAT WILLIAMS, author of Leadership Excellence; senior vice president, the Orlando Magic
‘The Go-Giver is filled with timeless truths practically presented that will positively transform every reader; it’s a brilliant and easily read guide to doing good and doing well’
RABBI DANIEL LAPIN, author of Business Secrets from the Bible and Thou Shall Prosper
‘Trust is established when you act in the best interests of others. This terrific book wonderfully illuminates this and many other principles of contribution, abundance, service and success. In a style both engaging and insightful, The Go-Giver delivers a very powerful message’
STEPHEN M. R. COVEY, New York Times bestselling author of The Speed of Trust
‘Our deepest desire is to be taught and transformed by wisdom presented in its simplest form. Burg and Mann have mastered storytelling by returning us to the sacredness of our ancestors – giving, living and thriving while expressing passion for common sense’
TEMPLE HAYES, author of When Did You Die?; spiritual leader and difference maker
‘The greatest leader is a servant leader. The Go-Giver tells a great story about how to serve your way to success’
JOHN ADDISON, past co-CEO, Primerica, Inc.
‘The Go-Giver is a lovely reminder to us all that the world is abundant and rewards those who act with a generosity of spirit’
LOIS P. FRANKEL, PhD, author of See Jane Lead and Nice Girls Don’t Get the Corner Office
‘Similar to Mitch Albom’s Tuesdays with Morrie, providing wisdom and insight on how to be more successful’
TheStreet.com
‘The Go-Giver does everything I would wish a good book to do. The story captured me from the very beginning to the very end. The lessons touched home again and again. Good books do that. This book does that. Read it to the very end’
MICHAEL E. GERBER, New York Times bestselling author of The E-Myth
‘The Go-Giver should be handed out to every new college student as required reading’
ANGELA LOEHR CHRYSLER, CEO, Team National, Inc.; director, National Companies, Inc.
‘A classy and timeless read’
JAMES LOFLIN, co-author of Juggling Elephants
‘A quick read in the spirit of The Greatest Salesman in the World and The One Minute Manager. Burg and Mann write with a simple, informal style that offers a working-person’s interpretation of the old adage “give and you shall receive” ’
Publisher’s Weekly
‘The Go-Giver is a gem, filled with uncommon wisdom and five-star insights. A must-read book by anyone who wants to get more out of life’
GERHARD GSCHWANDTNER, founder and publisher of Selling Power
‘The Go-Giver has had an enormous influence on how I do business and live my life, and I’m honoured, humbled and grateful to share the Five Laws with others. Thank you for helping to make this world a better place, and me a better person!’
HARRIET E. DOMINIQUE, senior vice president, Corporate Responsibility and Community Affairs, USAA
‘Burg and Mann have demonstrated that adding value to people’s lives is the way to climb the ladder of financial success. Focus on adding value to others and your own success will sky rocket’
FRAN TARKENTON, Hall of Fame quarterback; founder and CEO of GoSmallBiz.com
‘I don’t know that I’ve ever read a more powerful book about succeeding in business and life’
GLORIA LORING, singer and actress; author of Coincidence Is God’s Way of Remaining Anonymous
‘The Go-Giver hits a bull’s-eye on the subject of success in business and life. Burg and Mann clearly understand how helping others succeed will help you succeed. I highly recommend this book’
DR IVAN MASTER, bestselling author of Masters of Success; founder of BNI
‘For those who enjoy business parables, The Go-Giver is one of the more memorable books to come along’
Editor’s blog, Soundview Executive Book Summaries
‘These five simple principles will help you achieve your goals and fulfil your dreams!’
BRIAN TRACY, author of The Psychology of Achievement
‘Short and sweet, this business parable packs a punch with its timely message of generosity. In our fast-paced world, we all need to be reminded of the genuine human spirit that builds the foundation for success. You’ll love this book!’
NIDO QUBEIN, president of High Point University
‘This book is exactly what is meant by the phrase “Great things come in small packages.” The messages within these pages are treasures you will want to read over and over and share with all those you care about. These are the true keys to success in every aspect of life’
TOM HOPKINS, author of How to Master the Art of Selling
‘A cross between Jonathan Livingston Seagull and The 7 Habits of Highly Effective People … an uplifting, quick read of a book that will appeal to customers who want to bring more heart and a holistic sense of mission to their livelihoods’
Retailing Insight
‘The Go-Giver taps into the secret that the mega-successful already know: personal wealth is the by-product of making the world a better place’
PAUL ZANE PILZER, bestselling author of The Wellness Revolution; two-time US presidential economic adviser
‘This book makes a good first impression, and an even better second impression when you realize that the parable is deeper than you first thought’
Life Insurance Selling
‘Burg and Mann have taken the complicated game of business and infused it with clarity and purpose’
PHILIP E. HARRIMAN, CLU, ChFC, president, 2007 Million Dollar Round Table
‘Deftly written and thoroughly reader-friendly … informed and informative as well as inspired and inspiring’
Midwest Book Review
‘The Five Laws are beautiful in their simplicity, but it is Mann and Burg’s powerful storytelling that elevates them from the simply motivational to the truly inspirational’
SCOTT ALLEN, columnist, Fastcompany.com; co-author of The Virtual Handshake
‘The Go-Giver is a small book that packs a huge idea. The surest path to success – in all senses of that overused word – is to give. As Burg and Mann show in their compelling tale, not only do givers prosper, they also change the world’
DANIEL H. PINK, author of To Sell Is Human and Drive
‘Not since Who Moved My Cheese? have I enjoyed a parable as much as this. You owe it to yourself to read The Go-Giver and share its message with those who matter most to you. It is a beautiful book, one that will touch your soul and inspire your heart’
DAVID BACH, author of The Automatic Millionaire
‘The Go-Giver is one of my favourite books ever. It has made a huge difference in my life, and it aligns with everything I stand for. If you don’t have this book, you have to get yourself a copy now’
MARIE FORLEO, founder of B-School and Marie TV
‘If you follow the principles in this fantastic little book – if you really strive to be a “go-giver” – you’ll find that Zig Ziglar was right: You really can have everything in life you want if you just help enough other people get what they want’
DAVE RAMSEY, host of The Dave Ramsey Show
‘There are very few books that make you want to buy a copy for every single person you know. The Go-Giver is one of those rare books that turn a reader into an evangelist’
LISA EARLE MCLEOD, author of Selling with Noble Purpose
‘The Go-Giver is a must-read for anyone who wants to change the world’
GLENN BECK, talk show host and founder of The Blaze
To Mike and Myrna Burg and Alfred and Carolyn Mann, who gave us everything.
Giving, touching others’ lives, expanding the circle of our concern to include others, being authentic, and being always open to receiving as well as giving. That’s not just a children’s fairy tale—it’s a good description of many of the most amazing people I’ve encountered.
And while they may live and work in different countries and in different fields, they all share the same core giving philosophy. This book captures that philosophy and shows that it is more than a fable, a parable, or a pipe dream. It’s real—a path that people can follow in their daily lives.
People want to believe that this is the way the world can work: that living with a focus on others isn’t just a nice goal but that it can be a way of life, and can lead to a life that is full, rich and fulfilling. But then, too often, we feel pressured by the voices (both external and internal) of cynicism and resignation, telling us, “It’s a dog-eat-dog world out there—you’ve got to look out for #1.”
Too many people think, “Oh, sure, once you’ve achieved success and financial stability, then you can afford to be a giving person!” But in this book, Bob Burg and John David Mann—who, among other things, have given us the term go-giver—tell us that, in fact, being a giving person is how you achieve success in the first place, however you define success.
Too often people hear “be a giver” and think of charities and writing checks, of “giving back” once we have already done well for ourselves. But that’s only one very specific facet of giving. By “be a giver,” Bob and John mean be a giving person, period: one who gives thought, gives attention, gives care, gives focus, gives time and energy—gives value to others.
Not as a quid pro quo, not as a strategy to get ahead, but because it is, in and of itself, a satisfying and fulfilling way to be.
Arianna Huffington