Another insightful post!

This is sometimes a hard lesson to learn. One of the best statemements I have heard that relates to this premise is, “Don’t say YES to so many good things, that you have to say NO to the great ones.”

I heard a minister of a church say that he would go out in his backyard and walk up to each tree as if they were a person that had just offered him some great opportunity to join and he would practice saying,”Thank you for this offer, but at the moment, I just don’t have room for this one in my schedule. I am honored by the offer. Please keep me in mind on other opportunities such as this in the future.”

Congrats on CNBC! I’m reading your book for the second time. Just love it.

Giulietta, Inspirational Rebel

I think you start by saying that the customer defines the value received. Yes, I certainly agree with that.

Then, I think you say it is impossible to provide more in value than the price because the money is the only value exchange taking place.

Wait, what if the customer doesn’t define value only with money?

For example, I manufacture a special trailer hitch. We take pieces of steel and cut them, weld them, and assemble them into a mechanism that connects a tow vehicle to a trailer. If steel for money was a dollar for dollar exchange we would never sell a single hitch because there are “hitches” that cost A LOT less than what I manufacture.

What I have found, through interactions with many thousands of customers, is that many people do not put a high value on the money. My customers value such things as their family’s safety, the memories they create with friends and family, and worry and stress-free driving. Most also value a trusted professional that can answer questions regarding their equipment and specific situation. All of these things, I have found, deliver MORE value than I receive in dollars/price. I’m not stating that as a fact defined by me but as a fact defined by customers that purchase the product.

Maybe I am off in understanding your comment but in my world what you are saying just doesn’t make any sense.

It is IMPOSSIBLE to give more in value than you receive in money, because YOU don’t set the price-

The Customer does.

and even then, there is really no way to quantify it.

this section: “I asked if, with her normal price, she was providing significantly more in value than what she was charging, while still making a significant profit. She said, “Yes, absolutely.””

Makes absolutely NO sense.

Every single employee will tell you they provide more in value than they are paid, and every customer would ALWAYS prefer to pay less for something, and every person wants to be on the “winning” side of the equation because that’s how our system is set up.

AND IT’S ALL SUBJECTIVE ANYWAY.

10 bananas for 5 pears is equal only if both people agree. And a “profit” shouldn’t be a part of it- it makes NO sense.

Just to put it closer to home, I happened to love your books, and paid for them, but other books, not nearly as much, yet I paid the same for them. All of these “add-ons” like the blog, community, etc are all great, an in theory they “add value’, but THEY DO NOT because of the definition of money!

Again- I paid the SAME for them.

I think that so many of us have issues not with Charging money, but getting a PROFIT is usually the issue.

Because we all understand emotionally that it actually NEVER equals out.

I had a ton of more to say, kinda just saying the same thing, but would love to have a conversation…

I heard a knock at the door. It was a vagrant type fellow selling brooms door to door. I would normally be very friendly and open with someone like this. I would normally try to help them and offer advice on how to do better door to door.

This time I just watched and learned, sensing there might be a lesson here for me (I was receptive!). I was wondering why I was treating this person differently but trusted that I would find out.

After he had gone and I had bought a broom and paid him more than he wanted (typical me), I worked out what he had been sent to teach me. The law of receptivity became clear to me.

I concluded that throughout his life, this unsuccessful vagrant had most probably “not” been open to receiving. If anyone ever offered advice he probably didn’t accept it with open arms. He had probably missed so many opportunities to learn and improve his lot because he was unwilling to receive. He was closed and non-receptive.

My learning that day was complete. It was a huge lesson.

As one of the owners of a Wellness Spa and Fitness facility, I have had ongoing struggles within myself regarding fees for service, etc. I have such a passion for what I do as a fitness professional and would of course do it for “free”, easily. It took some time for me to realize, as I watched peoples lives change due to the work we did together, that there was really no price value that could be placed on genuine concern for others and increasing the quality of their life! The payment was just that, as the value of what they were getting was priceless! Thanks so much for breaking down these most practical laws!

The book you’re looking for is actually called The Go-Giver — and you can find links to it right here on this site. Also visit the home page, there is a link there to receive the first chapter as a free sample.

Bob, can you send me the link to your book:
“Five Laws of Stratospheric Success”

Thanks for your insights.