Episode 79: The Power of Profitability in "Giving" with Bob Burg

Oh, wait.

Oh, here we go.

That's how I like starting Ferris Bueller. Yeah. All right, now. Now I'm ready to get started. Bring it to me.

This is the Profit first podcast.

Episode 79.

Yes, 79. Christina, why don't you ever grunt with us? Seriously, why don't you?

I'm a lady, that's why.

Oh.

I want you to do some singing. You've been singing a long time. And I want more than a note. I want a song.

I'm not prepared for that.

That'll be exclusive content. Welcome, everyone, to the Profit First Podcast. I'm Chris Curran. I'm the founder of Fractal Recording.

And I'm Mike Mallowitz, the author of Profit first, joined in studio by my colleague, Christina Bullock.

Hello.

And you, listener. You're listening to Profit First Podcast. This is the alpha and omega, profitability. And oh, my God, today is the ultimate, ultimate challenge. How can you make money by giving? How can you be profitable by giving? Especially when you say the word that way. Giving.

It's the ultra mega, the alpha and ultra mega. And by the way, if you want to, you can hear our show wherever. You listen to podcasts on itunes, Stitcher, or Tune in radio, or any podcatcher that you use. You know which one I use on my Android is Podcast addiction. It's pretty good.

Hey, what happened to Google Play? I thought they were going to hook us up.

There's still. They didn't launch yet. They're still. I don't know what they're doing. They're gathering. I don't know.

Yeah.

Anyway. And a website, profit first podcast.com. go there, stalk all the old episodes and binge. Listen to them. Please. Thank you.

Yeah. I mean, yeah. What are you going to do? Think about this upcoming weekend. Do you have plans? Not really. Not good plans.

Totally Easter.

No, this is, well, recording. Christine is all. Yeah, you ruined. You ruined. I was staging. But this upcoming weekend, what are you going to do? Nothing.

Nothing.

Grab. Grab your iPhone or Android, get that little Bluetooth headset and just sit there and bebop out to the Profit First Podcast.

Yeah. And if you're in Colorado Springs, hike the bar trail up to pikes peak. It's 13 miles. That'll take you at least 10 hours.

Oh, my God. Wow. You could listen to almost every episode. Maybe not. Oh, if you double team it, you could double speed it. Chris, what have you been up to, man?

I was at PodFest in Tampa a while back, like a month ago. I think it was pretty cool. Like a little Local podcasting conference. And I was there promoting my new venture, which after the last episode when you told Nikki that you should focus on one thing and be the expert, you know, be the heart surgeon. Anyway, but my new venture is called Podcast Engineering School. I want to start teaching people how to become podcast engineers and producers so they can make a career out of it. Because there's. Now there's job postings. People look for podcast engineers.

Yeah, that's pretty cool. But now I'm nervous. Nobody, Nobody, Nobody, Nobody.

What do you. Nobody does that.

Well, you get. I gotta talk with you off the air because that sounds like you're doing two things now. But me, my daughter got accepted to Virginia Tech.

That's excellent.

Or Virginia Polytechnic Institute and State University alma mater. My alma mater. She, there was no intention in our family, like, oh, you have to be the next generation going there. Like, I actually was not even for it. But when we. She's going to study animal sciences. That school is so hands on. The program impressed me so much by the practical experience you get, that it became a no brainer that we're actually picking Virginia Tech over a scholarship offer she had at another school because we believe this program is that superior. And it was at the end, it was her decision at the end of the day. Me wearing hokey regalia every day didn't help much but. Or hurt much.

But she could study this show. What is animal Science?

Oh, that's a good one, Tom. That's a very good one.

Oh, 2:30.

Hey, you know, so we have some community shout outs coming in around Profit First. Christina's got the newest one right here.

Yeah, we do. This comes from Stan Shields. Sundays in my 14 years in a business and reading a lot of books, the Profit first book has made the most impact on my business. If you want your business to be more profitable, don't just read this book. Read it and do everything in it that Mike Michalowicz tells you to do. Then go listen to the Profit first podcast every week. Yeah, I know, this guy's awesome. Every week there is a new content with great guests. Excellent book, excellent advice. Thank you. Mike McAllister.

Oh, love that one. Oh, yeah, thanks, Barry. I want to thank our corporate partners talking about thanks. I want to give thanks to our corporate partners that make this show, this episode possible. And when they heard our guest Bob Berg is coming on, all of them said, all of them doubled down. They said, we'll triple down. Mike, if you aren't on the show, it's just Bob. I said that's not possible. So thanks to Fundera, Fundbox, tsheets, Receipt, bank and nextiva, we're fans of you and we're users of all of our sponsor stuff. We'll give you more details and insights on them at the end of the show. So this is about a month ago, I get invited to be on a panel at this thing called HPS Heroic Public Speaking. It's put on by a guy named Michael Port, wrote an amazing book called Steal the Show. And by way, if you haven't read that, you're missing out. He says, I want you putting a panel and I'm gonna put you on with two other people. And I said, well, who are they? He goes, well, this woman, Krista, who is an agent for speakers, because a lot of people there want to become speakers themselves and they need to hear from an agent. And there's another author. I don't know if you're familiar with them. I'm like, who is it? They go, bob Berg. And I'm like, are you kidding me? And my voice went like that. I'm like, I love Bob Berg. I can't, you know, And I just. I literally lost my voice. I have been a fan of Bob Berg ever since his first book, the Go Giver that I read. He's got a book prior to that, too, Endless Referrals, and fell in love with his work. I've spoken with him on the phone, we've emailed back and forth. I never met him face to face and just couldn't wait for this opportunity. So pulling the typical McAllowicz, I meet him in the green room, we have breakfast together, and then we're about to get on stage. I say, bob, you know, there is a little game we have to play now. Bob knows me face to face now, maybe for 30 minutes. I say, bob, everyone's going to get a word that we're on this panel and there's, you know, hundreds of people in the audience. You have to say this word. So I look at Chris, I said, your word? I hate to say it's skid mark. I said, somehow you have to throw the word skid mark out when you're presenting. And I look at Bob and I say, your phrase is tug my earlobe. And he looks and he accepts it. And Krista, the woman, looks at me, she says, you have to say menstruation. And so those were the words assigned to us that had to fit in. And everyone, and particularly Bob, pulled it off with absolute perfection. It is my greatest privilege, I think in the history of the show to have on my favorite guest of all time. Bob. Welcome to the show.

Wow. Thank you, Mike.

Welcome, Bob.

Fantastic. Chris, Christina. Great to be with all of you. And you know, it's funny because you. You kind of have to admit, Mike, don't I seem like the type of guy, you know, I show up in that. That suit and tie and I seem like the kind of guy who when you tell me I have to say tug my earlobe, I'm gonna just sort of look my, you know, down my nose at you. I wouldn't do any of that.

Yeah, maybe, maybe.

And you know, the only time I wear a suit and tie, by the way, is when I'm speaking. Right now I'm wearing a tank top and shirt and shorts and that's it. And that's about the most I get dressed up. But I look sort of like that guy who would never do something like that.

Well, you dress very professionally for sure, but you do not have the air of ostentatiousness whatsoever.

Well, thank you. And you know, skidmark's pretty easy to say tug my earlobe. That is a stretch. That. That, that was tough.

You pulled off perfectly. And straight faced when Krista had to say skid mark and I had to say menstruation, Both of us giggled as we said it. You pulled it off like the consummate professional you are. It just blew. Now the other thing, Chris, Christina, you don't know. Bob is world famous, truly, for being the kindest, most gentlemanly gentleman of all time. Really? Yeah. So we're walking like, listen, he is the. The main draw for this event is Bob Burke. We're walking down the hallway. We're walking down the hallway. They have assistants running to get the doors and stuff. Bob runs in front of people to get the door. So Bob's holding the door for every. The main speaker. He's holding the door for everybody else.

It's an acquired skill.

The third door Bob holds open for me, I'm like. I say, thank you, Bob. I very much appreciate it. The next one, I'm like, I am going to open the door for Bob. And I'm like, I'm going to outdo the gentleman here. I'm going to out gentleman the gentleman. I go to the door, I pull it open, and I said, I'd like to hold the door for you. And Bob said, oh, you said something that was so funny. You said, it's an absolute privilege for you to hold the door for me, Mike.

I did not.

You did And I'm like, he how gentleman?

He got you.

He got me right back. You zinged me back. You even brought it to a higher echelon of gentlemanness.

Double zing.

It was something to that effect. Bob, so you wrote this amazing book, the Go Giver. And as I was reading through it, it blew my mind because we've all been told our entire lives, you gotta be a go getter, man, if you want to make money, you gotta go get money. And here's the first person ever to say to me, if you want to be successful, financially and happy, but financially you have to give more than you get. Bob, mathematically that does not compute.

Okay, first, I agree. If that was the case, it wouldn't compute. So let's define a couple of things. First, notice I'm going to serious professorial mode here.

You put your suit on the tank top.

Yes, I put my figurative exactly. You know, it's not really giving more than you get because if you did that, you'd go out of business, you'd be broke. It's giving more in value or use value than what you take in payment. So both parties win. Let me give you an example. Well, in the story, and first, let's do this, there's a big difference between, as you know, between price and value. Okay? Price is a dollar figure, it's a dollar amount, it's finite, it simply is what it is. Value, on the other hand, is the relative worth or desirability of something to the end user or beholder. In other words, what is it about this thing that's this product, service, concept idea that brings so much worth to it that the person will willingly exchange their money for it and be ecstatic that they did, while you make a very healthy profit. In the story, we use the example of Ernesto Eafrate, the restaurateur who, who, who has a very expensive, high end restaurant and. Excuse me, when you go in there, when you go in there, it's a smoking salon.

That's the problem with the restaurant.

Yeah, I'm going to need to take up smoking. I never have before. But since I cough like that, I might as well. And so the, and so when you go into that restaurant, you're going to pay a pretty penny. But what happens is you feel so good about the entire experience from the moment you walk in there, you're greeted, you're meant to, you feel like a million bucks. They, they escort you in like a vip. Sal takes you over to the table, the entire, you know, the three or four Waiters, they, they, they greet you, they, they pay attention to you, but they also know when to sort of let you alone and to enjoy the meal. The, the food is not only amazingly delicious, it's presented beautifully. Now when you leave there, it may have cost you a couple of hundred dollars, but you come away feeling like a million bucks. In other words, Ernesto gave you, well, more than what you paid. He gave you more in value than what he took in payment. But of course, his expenses, his overhead, his cost of goods, his, his wait staff, his to keep the place open cost him obviously much less than what he charged. So he makes a very, very healthy profit. So you're not giving more than you get. You give more value than what you take in payment. And, and in any free market based exchange, which simply means that no one is forced to do business with the other person, there should be two profits, the buyer profits and the seller profits.

You know, in your second book in your Go Giver series, which was the Go Giver Sells More, you gave some very specific tactics. Now it's told in parable, but you give tactics on how giving sells more. And I know you're already kind of giving a preamble to that toward that. Can you give us some specifics?

Sure, yeah. And you know when we say giving and some people, I think before they read the story, they see the Go Giver and they think it's about giving yourself away or giving everything away or not making a profit. No, that's not what it's about at all. When we say giving, we simply mean constantly and consistently providing value to others. You're focus is on providing value to others because no one's going to do business with you because you have a quota to meet. They're not going to do business with you because you need the money and they're not going to do business with you because you're a great guy or great gal and you have a really wonderful product or service. They're going to do business with you because they believe it is in their best interest to do so. And that's the only reason why they should do business with you. Because of this, it forces the salesperson to focus on, on them. When you think about it, what is selling? We can define selling as simply discovering what the other person wants, needs or desires and helping them to get it. When we do this effectively now we've created the context where this person feels good about us. They know us, they like us, they trust us, they want to do business with us. This is why we Say that money is simply an echo value. It's the thunder to values, lightning, if you will. Which simply means the focus must come first and the focus on value must come first. And the money is a natural and direct result of the value you've provided. But can I, can I qualify that in just a quick few seconds?

Of course. You're the guy who opens doors for everybody.

Absolutely. Well, thank you. Because I want to say something here. When we said, you know, the, the value comes first, the money comes second. This does not in any way shape or form conflict with the idea of profit first. Because what you're talking about in that fantastic book is really that you've got to pay yourself first after the money comes in. You've got to totally refocus the typical accounting practices that have been used for X number of years that are so counterproductive. And when I read that in your book, it just turned on a light for me like you wouldn't believe. And so when we say focus not on the money, you know, focus on the value. And then the, the, you focus on providing value. The money comes naturally. It does, but that doesn't mean the money isn't important. That doesn't mean that you don't pay yourself first. It doesn't mean, you know what I'm saying. So we don't want people to take the term Go giver as it's, as it's some self sacrificial martyr type of thing. Not.

It is funny how how books or concepts are judged by the COVID So Go Giver. I do hear people that have not read the book saying you gotta be the sacrificial lamb and profit first. People say, oh, you gotta be this ruthless son of a bitch who.

Exactly.

Yeah. Hey now, your newest book is the Go Giver leader and you were so kind to send an early release. I know in part it's a remake, but it's also a rewrite of one of your prior books. I wanted to pull out certain excerpts from here and I want you to build on them for us.

Okay?

In the book you say, this is on page 64, everybody. Tact is the language of strength. What does that mean?

This is something that I learned from observing my dad, who is to me the number one person when it comes to people skills. And you know, it's interesting about people's skills because people think, well, is that a genuine thing, A sincere thing? Is it a manipulative thing? Well, when done right, it's a very sincere thing. In fact, I would say that the Single greatest people skill is a highly developed and authentic interest in the other person. And that's something I always noticed about my dad, which is why he was always into this day. But he was always just so loved by people. He truly had an authentic interest in them, and people know that. So what is tact? Well, my dad always said that tact is the language of strength. Tact is a way of being able to correct someone, to critique someone. Dare I be politically incorrect and say constructively criticize someone? Not that we ever want to do that, but the fact is we're not living in some fantasy world. We're living in the real world. And there are times we need to be able to teach someone a better way of doing things. What tact does is it allows that person to, rather than be defensive about you and resistant to what you're saying, tact allows that person to be open to you and open to your ideas.

So you get the same point across or. But you just communicate it in a different way.

Absolutely. Do you have.

What if you don't like people? I'm all about me. I got to make money. I don't have time to really be truly authentically interested in others. I know you can't fake it. Do you have a strategy, though, to develop that ability?

Yeah. Well, what you need to do is first understand and you bring up a good point, because, you know, it doesn't really work out if you. If you're not interested in the other person. It's really hard to, you know, it's hard to fake that for two. Some people can, don't get me wrong, but really, most of us cannot. And so the first thing is understanding why it's a lot more profitable to actually be interested in other people. And then if it's just not within your nature, but it's something that you know, you need to develop, you develop it by taking action. We unfortunately believe often as human beings that we need to feel a certain way before we can act it. It's actually the very opposite. We act our way into feeling. And so, yeah, so act. And this also happens to be why in the book, if you remember, the Pindar, the main mentor, told Joe that the one condition for mentorship was he had to take action that very day on each of the laws. We want people to be go getters, people of action, as well as go givers, people who are focused on providing value to others. We just don't want people to be go takers because those are the people who are concerned only about themselves. So start practicing caring about other people. Just act as though you're interested. That doesn't mean you're faking it till you make it. It means you're tapping into, into what's really your true authentic core. Eventually when you see the results, you're going to start feeling great about it and you're going to take genuine interest in other people.

On page 148 of the Go Giver Leader and I'm going through the summary sections of each chapter that I read. It says the best way to increase your influence is to give it away. What does that mean?

Yeah, that's one of those counter intuitive type of things that John David Mann, my co author and I kind of, kind of do to tick people. No, just to try to hopefully make.

A point to confuse. The hell happens, they have to buy another book.

There you go.

That's a good idea. I'm going to have to write that one down. And it's sort of, you know, Dale Carnegie in his classic how to Win Friends and Influence people said something, and I believe it's his underlying premise and that is when he said, ultimately people do things for their reasons, not our reasons. And so when we talk about giving influence away, it means understanding that we need to honor the other person. In other words, what a real leader does is they ask themselves questions to check their own intent. So a great leader, great influencer is going to say, is going to ask themselves, how does what I'm asking this person to do align with their goals, with their wants, with their desires? How does what I want this other human being to do, how does it align with their values? And when we do that, and we do it intelligently and thoughtfully and genuinely and authentically now we've come a lot closer to earning that person's commitment rather than trying to act as a positional leader from, you know, a sense of authority and, and make that person comply with our wishes? Because it never really works out well that way.

I want to know the significance of what you and John say on page 37. Never forget where you came from.

Yeah, that was when Ben, the protagonist was, was talking with one of the founders of the, the company. And you know, he was saying that and he was talking about when the fire had destroyed their original place and, and they had a vision of moving to another, you know, to another building which they were in now, which took a long time and it took holding the vision and really, really working hard at it. But to never forget who you are as a person, you know, to never forget where you came from to understand that you know where people are in your organization. Your job is to put yourself in their place as the leader. You're really there to bring exceptional value to those you lead. A great leader understands that leadership, a great lead that. I would say it this way, great leadership is never about the leader. Great leadership is never about the leader. It's about everyone whose lives they have the opportunity to touch. And so you need to remember where you were on the way up.

You know, when it comes to profitability, I think confidence and aggression is the common nomenclature. In your book. On page 146, you say stay hugely humble. Sounds like the opposite of aggression and confidence. How can that be a profitable approach?

Oh, and yet it's, it's actually. Well, here's what it is again, it goes back to definitions when we think of humble. How do most people define humble? You know, some shoulders. Right?

You're right.

Woody Allen knocking at the door saying, you know, excuse me, you know, if you don't mind. No, that's, that's more self hating, you know.

Okay.

No, someone who's humble understands their strengths and they understand their weaknesses too, by the way, but they understand the great things they've accomplished. But they also understand there's a lot of people there who are part of their team. A humble person is one who really focuses more on bringing value to others than they do on themselves. But someone who's humble is typically very confident. But when you're confident, you can be humble. When you're, when you're not confident in yourself, you tend to be arrogant because you're trying to cover up, you know, it's sort of like the people you talk about in, in your book who, you know, when, that, when they ask, you know, how big is your business, right? Not how healthy is your business? Which you, which you taught me how, how big is it? Right? How big is your business? And now you've got all these people bragging about how they're doing this and this and this and that and as you said, they're, you know, sleeping in the, you know, their sister in law's cellar or something. So.

Yeah, no, it's totally true. I am going to put you totally on the spot because now you know my routine with the tug the ear trick. That's coming in a second. But first I want to ask you one last question. In your book, this line summarized all of your work and John's work. Everything you've done on stage. You said, the more you give, the more you have can you give me some more details on that.

You know, I think this really goes back to when you're, when your focus is on. And again, remember giving being defined as constantly and consistently providing value to others, to the marketplace. And when you're consistently giving, again, not in a way. And this so very key. When we say giving, we do not mean in any way you should be anyone's doormat, that you should be a martyr, that you should be self sacrificial in any way, shape or form. Absolutely not. But when you're focused on giving value to others, to those you meet, those you do business with, those you might do business with, the marketplace in general, the more you give, the more you have, because the more returns there are going to be. Plus, when you give, you're not doing it in a way that ever costs yourself. You're not doing it in a way that harms you. So the only thing that can come about from you truly giving value to the marketplace is abundance.

So now that was fantastic. Now I'm going to put you on the spot. You do some voice impersonations. I want you to pick whoever your favorite is, regardless of how talented. He's already clearing the throat.

I'm really about doing this.

I want to hear who's your favorite voice impersonation that you're going to do well.

Well, one of my heroes, Zig Ziglar.

Was, you know, Zig Zig, okay, if Zig Ziglar was recommending the Go Giver leader, your book, give me, I want that voice impersonation of Zig Ziglar. Making a recommendation.

See, as a leader, you know that you can have everything in life you want if you'll just help enough other people and get what they want.

That was great.

Oh my God.

Oh my God.

I saw Zig speak and he, it was about, it was on sales and he finished his talk by saying, and if you can't sell them, confuse them.

He was such a wonderful, wonderful man. I mean, you know, as wonderful as he was on stage, he was even a nicer human being. And I know those kind of things sound trite and everything. It's not. I'm telling you at. We used to hold these annual events, you know, huge name speakers. I didn't know Mike at the time. Or, or we would have had Mike, we would have asked Mike.

Oh, here we go.

And so, and so.

And Zig.

No, you know, Mike doesn't really. This guy goes up there and we were, we were on stage, you know, what was a couple months ago at Michael Port's program. And I mean, Mike was just blowing everybody away. I mean, this guy actually was saying things. I've been in this business for 30 years. I hadn't heard. You know, we're all taking notes, listening to this guy. He. He is original. I always say I never have original thoughts. I just don't. Okay. I'm really good at adapting others original thoughts and then systemizing them. I'm fine with that. But Mike's the kind of guy, he actually thinks of things. That's a good thing.

Well, thank you, brother. Tell us about Zig the wrap up, the story in Zigzag.

So, so Zig and he. And of course at that time he had had a bad head injury. He was not able to deliver programs anymore. But he would. He would sit on stage and either his daughter Julie or his son Tom would be with him. And so Tom came with him to this event, as did Mrs. Ziegler, who told me afterwards it was the first time she had ever been on stage with Zig at a program. So that was pretty cool. But afterwards, Zig and Mrs. Ziegler and Tom were signing autographs and talking with people. And it was for about a couple of hours. And they were the kindest, most wonderful everyone they spoke with. It was as though that person was the only one in the room. And for the rest of the conference, they spoke on the first day. It was a three day conference. I can't tell you how many people came up to me to tell me how much that meant to them. It really was, was such a fantastic thing.

Zig Ziglar, a Go Giver himself.

Yeah.

Bob. Sue, where can people go right now to learn more about you and to pick up your books?

Okay, well, my regular site is burgburg.com but I'm going to suggest, if I may, that they go to thegogiver.com without the hyphen, thegogiver.com where they can get chapter one, if they like, of the Go Giver and of the new book, the Go Giver Leader. And they can also check out our new the Go Giver podcast, which I hope you will be a guest on so we can tell everybody about your amazing book.

You've got a deal. I will absolutely be awesome.

And you're all invited.

Sweet.

Oh, the three.

My entourage. I'll be. Christina. Tell. Tell Bob I'm not ready yet. Oh, Mr. Mr. Burke. He's not ready yet. Like, we'll just do like all that stuff. He needs the door open for him. All right. Everyone listening in here. I'm telling you my favorite books. I've been a Go Giver fan since the day the books come out. They, they are on my shelves. And now the Go Giver leader is the newest edition. Go pick up the book at your favorite bookstore today. Bob, thanks for joining us on the show.

Thank you all. I appreciate you. Mike, Chris, Christina, you all are awesome. Thanks, Bob.

All right, well, you know who makes the shows possible, Christina, who would that be? Our corporate partners.

Ah, yes, of course.

And, well, we have a brand new one. We talked about them last week. I want to give them special homage and they are Receipt. Receipt Bank. That's right, Receipt Bank. If, if you run a business, you have receipts, right?

Yes.

That's like saying if you run a business, you sell stuff. It's like, yeah, like, like receipts are part of it and you need to track these things. You also need to invoice. Receipt bank is an automation system. Whenever you have a receipt that's a, you know, legitimate expense or not legitimate, your accountant can work on that with you scan in your seat goes right into your system and it brings such efficiency to what you must do and track all of your expenses. So that's Receipt Bank. I also want to thank nextiva, voiceover, IP phone system, tsheets, time tracking software. I want to thank Fundera, which is one stop loan sourcing and Fund Box, which is loan or invoice financing. You have a invoice, you're saying to a client and they're not paying on time, they will release the funds in its entirety to you immediately. It's great for cash flow management. So thank you to our corporate partners who doubled down on the Bob Berg episode. So thank. Thank you for that. All right, I gotta clear my throat again. I think it went to that same smoking. I said salon. I should have said saloon. I said salon. I guess Bob was getting his hair done there. But I think I went to the same smoking salon. So I got to clear my throat. Chris, why don't you start off with your biggest tip from Bob today?

Well, I read the Go Giver the first one. I haven't read the other ones. But now guess what? I'm going to go buy. But the Go Giver is a great book. I like what he says about humility. And I mean, giving is. Giving is one thing, humility is another. But the humility piece is really huge. It's one thing. In my spiritual practice over the years, I know I've become much more humble. And like he said, you know, when you're humble. You still know your strengths and weaknesses, and you. But you might not flex your muscles or you don't need to, because you don't need to cover up anything. I think humility is an amazingly powerful part of our character. And. And again, it's like any other thing that's really powerful in life. We tend not to focus on it. We focus on the Kardashians and dumb crap. So I like that, what he said about humility.

Love that, Christina.

Oh, the biggest thing for me was when he said, the more you give, the more that you have. And I'm actually getting a little emotional. I was raised on this concept. I'm sorry, I'm, like, crying.

No, go, go, go. Get into mic.

My grandmother taught me this, and I remember, God rest her soul. I was six years old. We didn't have a lot of money. And I remember she came home from work one day, and it was like the last piece of food that we had in the house. It was an apple. She sat down, she started cutting it, and I remember looking at her with my big brown doe eyes, and I was like, oh, God, that apple looks so good. She just looked at me, and she gave a little tap on the seat, and she cut it up. And I said, grandma, are you sure? Or, oh, my. Used to call her Oma. I said, are you sure? Like, this is the last one. You're hungry. And she was like, it's worth the price if I get to share it with you. And that, to me, it's like, you know, if you're a good person and you genuinely care and you're interested in what you believe in and you share that with your customers, they'll be loyal and. Oh, my God, I'm so sorry.

No, no, no. That's a beautiful story. Thank you for sharing it.

Thank you, Christina.

And that's the epitome of what this show is about. This show is. Was about the power of giving. And the impact your grandmother had on you is. Look at it.

It reflects me today is to find your character. Yeah, that's the whole point.

That's the whole point.

Right?

Isn't that amazing? So. And of course, I'm crying now because I'm a co. Crier. No, thank you for having the courage to share that. You know, and it also speaks to who Bob is when, after I read his books, I said, these are remarkable. But a skeptical part of me said, there's no way a human being could be this true, this genuine. And I then met with Bob, and this is the definition of who he is. He lives this practice, what he talks about, and that has sold me on all of his work. So. Wow. What an amazing takeaway for today. Chris, if people want to leave comments and stuff, where do they go?

Yeah, well, you can hear us in itunes and Stitcher and tunein radio, and I know especially in itunes, you can give us a rating or a review. That really helps. And of course, the website, if you haven't been there, really. Profit first podcast dot com. All our previous episodes, all the links to our corporate partners, funny pictures of Mike. I mean, that just. That in itself is enough.

Tango dancers.

I mean, please. But this is great. Thank you, Christina. Thank you, Mike. And of course, thank you, Bob Berg. Mike Malowitz. I need to know what Profit First Professionals is because, I mean, this is like, it's almost. It's not a secret, but a lot of people don't know about it.

Yeah. So I'll tell you. You can only give if you have the apple, right? I mean, you have to have the apple, and there's too many entrepreneurs out there that don't even have that. You're running a business, you're making money, but there's nothing left over for you, and there's nothing left to share. So that's what Profit First Professionals was founded for every morning. We said this morning, we exist to eradicate entrepreneurial poverty. If your business is not as profitable as it needs to be, it is a disservice not only to you, but to the people you work with, your community, to your family. Go to Profit first professionals dot com. Now click on the find button. Our team here will find you an accountant or a bookkeeper or a coach who will, using the Profit first method, make your business profitable so you can be a go giver yourself.

Yeah, imagine that. Yeah, you need accountants, you need bookkeepers, you need coaches. But imagine one that's looking out for the profit of your company.

Amazing, amazing, amazing.

Game changer. Thank you.

You know what? Two other thoughts I want to share real quick is if we want to get your feedback, we love the comments we're getting. They're appearing on they Light me Up. They're on itunes, and all these different things. Share your go giving story. What's your grandmother's story? We want to hear the stories, too. It's powerful, so do that. And then also next week, you got to come back. Bob Berg. You know, if there was a yin and yang in this planet, it's Bob Berg and Jenny Blake. Wait until you hear Jenny's story. And what she's going to share with you on addressing profitability. It's something you've never heard before. So join us for episode 80 next week.

See you next week.

Bye. Yeah, I'm rocking out. My head is shaking again.

Come on, come on.

I gotta fade out before that big descending misery Then start fading oh, all right. I got it.

Just a time.

I got it, I got it, I got it. All right.