Being Gracious

Guest Post By Bob Burg and John David Mann

On this morning, when Gillian meets with Coach George, she finds herself watching Mrs. B., one of the wealthiest women in town, serving breakfast to a group of underprivileged children alongside a famous local athlete. Not only are they serving the children food, they are also serving up a heaping helping of self-esteem. In both words and actions they communicate that while these youngsters may come from difficult circumstances, they are immensely valued young human beings. Gillian is fascinated, but can’t quite come up with the word she wants when her mentor ask her, what quality is it that Mrs. B. (a/k/a Elizabeth) and the tall quarterback share in common? Continue reading Being Gracious

Set the Frame … and Sometimes Reset It

Guest Post By Bob Burg and John David Mann

Jackson Hill and his mentor, Judge Henshaw, are back at Rachel’s Famous Coffee for another lesson. One that Jackson badly needs as he’s about to continue his negotiations with the formidable Gillian Waters later that day. And his first meeting with the buyer at Smith & Banks had not gone well.

“Set the frame,” the Judge said. “The frame is more important than the content, because the frame is the context. Whoever sets the frame of the conversation also sets the tone and the direction in which it will go.

“Before Abraham Lincoln became president he was a very successful trial lawyer with a very unusual style. Continue reading Set the Frame … and Sometimes Reset It

Listen with the Back of Your Neck

Guest Post by Bob Burg and John David Mann

Gillian Waters, a buyer for Smith & Banks, a national chain of pet accessory stores is listening attentively to her mentor, the Coach, a short, stout fireplug of a man. They’re at the Juice Caboose where, after draining most of his glass (“Celery juice: best when drunk in the first sixty seconds”), he shares his next lesson with one word his protégée finds surprising.

“Listen.” Continue reading Listen with the Back of Your Neck