$$ Reaching a goal you set is $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\%$ specific knowledge...$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\%$ is people skills.$$

$$ A Go$-$Giver

o A person who has learned that shifting their $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ from $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ to $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ is not only a nice way to live life, but a very financially profitable way, as well

o Giving means putting others$$ interests $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ and continually $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ value to their lives

o Go$-$Givers have a different $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ that sets them apart

$$ Parable Summary

o Joe is $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ and desires high levels of $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ in his life

$$ Feels like the harder he works, the $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ from his goals he gets

o Pindar introduces Joe to a series of $$go$-$givers$$ and the Laws of $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ Success

$$ Guiding his $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ from go$-$getter to go$-$giver

$$ Chapters $1-2$ Recap

$$ Success

o Discussion Guide: Are You Successful?

$$ What does the phrase $$a very successful person$$ mean to you? $($What comes to mind?$)$

$$ How would you measure success?

$$ Do you consider yourself successful? $($Why or why not?$)$

o Video: How to Get Better at Things You Care About

o Performance vs$.$ Learning Zone

$$ Performance Zone

$$ Where execution must be $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ and there is no safety net for $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

$$ Learning Zone

$$ Where $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ are expected, and $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ is embraced as part of the learning process

$$The $$Performance Zone$$ maximizes our $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ performance, while the $$Learning Zone$$ maximizes our growth and our $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ performance$($Eduardo Briceno$)$

$5$ Laws of Stratospheric Success

o The Law of Value

$$ Your true $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ is determined by how much more you give in value than you take in $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

o The Law of Compensation

$$ Your income is determined by how $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ people you serve and how $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ you serve them

o The Law of Influence

$$ Your influence is determined by how abundantly you place other people$$s $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ first

o The Law of Authenticity

$$ The most $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ gift you have to offer is yourself

o The Law of Receptivity

$$ The key to effective giving is to stay $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ to receiving

$$ Principles of the Go$-$Giver

o Not about convincing someone to do what $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ want them to do

$$ About learning what people $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ and $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ them do that

o Traditional Sales Approach

$$ Prospect $>$ Qualify $>$ Present $>$ Overcome Objections $>$ Close $>$ Follow$-$up $>$ Customer Service

o Go$-$Giver Approach

$$ Create Value $>$ Touch People$$s $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_>$ Build $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_>$ Be Real $>$ Stay $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

$$ Chapters $3-4$ Recap

$$ The Law of Value

o Discussion Guide: What is Value?

$$ What does it mean to say something has $$value$$ or is $$valuable$?$

$$ How can you $$add value$$ to others around you?

$$ How could they add value to your life?

o What is Value?

$$Relative $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ or desirability of a thing to the $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ or beholder$$

$$Money is the $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ of value$$

o The Law of Value and Sales

$$People will do business with and $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ business to those they know, $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_,$ and trust.$$

$$ Building trust in sales with salesperson $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ the company

$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ to a competitor may be what is best for the customer

$$The world treats you more or less the way you expect to be treated.$$

$$ What you $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ on is what you $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

$$ Chapters $5-6$ Recap

$$ The Law of Compensation

o Discussion Guide: What Does It Mean to Serve?

$$ What does $$service$$ mean?

$$ What does serving others have to do with being successful?

o The Law of Compensation

$$ Your compensation is directly $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ to how many $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ you touch

$$If you want more $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_,$ find a way to $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ more people.$$

$$ There is no limitation to $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ potential

$$ It depends on the $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ of people you served

$$ The Sales Pipeline

$$ Consider the $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ of the pipeline $=$ personal $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

o Servant Leadership or Servant Selling

$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ style based idea that leaders should put others$$ interests and goals above their own personal goals

$$ Characteristics of servant leaders

$$ Selflessness

o Putting others $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ of yourself

o Supporting the team and the customer

$$ Empowerment

o Value the $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ of others in decision$-$making

$$ Trust

o Building $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ relationships

$$ Teamwork

o Cooperate, don$$t $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

$$ Development

o Coach, engage, $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ others

$$ Accountability

o Having $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ and being accountable for your actions

$$ Video: A Servant$$s Heart $($Jim Doyle$)$

$$ Emotional Intelligence

$$ Ability to $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ our own feelings so they $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ control