The Go-Giver

THE LAW OF RECEPTIVITY The key to effective giving is to stay open to receiving.

Sam. “Changing my focus from seeing what I could git to what I could give was when my career started to take off. Started to. But in a business like mine—actually, in any business—you also need to know how to develop a network.” He looked directly at Joe. “Do you know what I mean by ‘network’?”

“How old would you say he is?” she asked.

“Close.” Rachel grinned. “Seventy-eight.” “You’re kidding!” exclaimed Joe. “And even though he’s in his late seventies, he’s one of the youngest people I know. Have you noticed how energetic and enthusiastic he is? How curious and…well, how interested he always seems?” Joe nodded. “I’ll tell you what,” Rachel went on, “he does more, travels more an

“You want to know the Third Law of Stratospheric Success?”

“Your influence is determined by how abundantly you place other people’s interests first.”

confiding something to her best friend. “You want people skills?” she repeated. “Then be a person.” She looked around from face to face. “Can you do that? Will you do that?” She looked to the left and to the right, again, meeting the gaze of dozens of individuals. “It’s worth ten thousand times more than all the closing techniques that ever have be

“Giving.” “Huh? What about giving?” “That’s what they have in common. Giving.” He glanced sideways at Joe and smiled. “Have you ever wondered what makes people attractive? I mean, genuinely attractive? Magnetic?” He pushed on the big glass door and they walked outdoors into the warm September day. “They love to give. That’s why they’re attractive.

money?’” “In other words,” said Joe, “exceed people’s expectations, and they’ll pay you even more.”