There is one simple truth behind money and success. As told by Bob Burg in the podcast, Does how many you serve equal how much you make?, the truth behind money and success is, “Money is an echo of value.” What this means is that money follows value.
“Money… is the thunder to value’s lightning, which means nothing more than that the value must come first.” In order to see success and make a lot of money, in order to attain money and success, you must first have a product or service of value that you are selling. You cannot lie and cheat and steal, giving your prospect a worked-over imitation of a genuine product. You must provide a product that holds value, that holds substance, that holds something worthy of the money and time and energy being spent on it.
So, how do we do this? We focus on our prospect. When we learn, “the value must come first,” we learn, “that’s where your focus needs to be: providing focus to the other person.” We want to focus on what we can do to better the lives of others. One of the most famous Zig Ziglar quotes reads, “You can have everything in life you want if you will just help enough other people get what they want.” This holds true when it comes to money and success. In fact, it might be the most accurate when talking about money and success that the only true way to find it is by helping others.
You see, when you are selling products to people, what you are doing is selling them something that is intended to better their life. You are trying to increase their standard of living through a product, increase their standard of living through a service – increase their standard of living through something that they cannot find on their own, through something that you have to provide for them.
The trick here, however, is understanding that sometimes people don’t quite understand how much better their life will be with this new product introduced to their life until you can show them. Sometimes you have to introduce a product and discuss the future benefits that your prospect will receive from obtaining the product before they will understand that you are actually bettering their life.