{"id":28918,"date":"2021-03-17T08:10:39","date_gmt":"2021-03-17T12:10:39","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=28918"},"modified":"2021-03-21T22:34:38","modified_gmt":"2021-03-22T02:34:38","slug":"be-sincere","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/be-sincere\/","title":{"rendered":"The Law of Authenticity: Be Sincere"},"content":{"rendered":"\n

What is the Law of Authenticity from Bob Burg’s parable The Go-Giver?<\/em> Why is being sincere so important?<\/p>\n\n\n\n

The Law of Authenticity states that the most important thing you can offer is yourself. This means that when you sell a product<\/a> or service, you\u2019re selling yourself<\/a>. You need to be sincere.<\/p>\n\n\n\n

Keep reading to learn how Joe from The Go-Giver <\/em>learned to be sincere.<\/p>\n\n\n\n\n\n\n\n

The Law of Authenticity<\/h2>\n\n\n\n

The Law of Authenticity: The most important thing you can offer is yourself.<\/em><\/strong><\/p>\n\n\n\n

Joe\u2019s next visit was to an annual sales conference to hear a speech by Debra Davenport, the city\u2019s top Realtor in both the residential and commercial markets. However, as she explained in her speech, her career was a failure until she applied the Law of Authenticity.<\/p>\n\n\n\n

Twelve years earlier, when her husband walked out on her, Debra earned a real estate license to support herself and her children. She was a good student and learned all the sales techniques but still couldn\u2019t manage to sell any houses. She went to a sales conference (the same annual event she now addressed) where a business consultant (Pindar) spoke about adding value to what you sell. He told the audience: Regardless of what you\u2019re selling, you can succeed<\/a> by adding value.<\/strong><\/p>\n\n\n\n

Debra couldn\u2019t think of any value she could add that would help her sell houses. She felt like a failure and planned to quit the next day after one final home-showing appointment. Since it was her last sales effort, she abandoned all her techniques and just chatted with the female client about her interests and experiences. And the woman bought the house.<\/p>\n\n\n\n

Debra realized that the value she added was herself. She succeeded in selling the house by being a friend, by caring, and by making the client feel good about herself. She\u2019d been sincere. Her client\u2019s husband (who turned out to be \u201cthe Connector\u201d) hooked her up with Ernesto and his investors, who were going into commercial real estate. Her career took off from there.<\/p>\n\n\n\n

Be Sincere<\/h3>\n\n\n\n

Debra\u2019s message to her conference audience was that the most important thing you can offer is to be sincere. This is because reaching a goal requires a small amount of knowledge or skill and a large amount of \u201cpeople\u201d skills. Your people skills have to be based on who you are<\/a>. If you try to be someone else or put on an act, you won\u2019t reach anyone because people will see you as insincere and won\u2019t trust you. <\/p>\n\n\n\n

When you sell a product or service, you\u2019re selling yourself. You need to be sincere.<\/strong><\/p>\n\n\n\n

Having now learned four laws of success, Joe had one more meeting the next day. Rather than revealing who they\u2019d be meeting with, Pindar told Joe only that the meeting would feature the \u201cFriday guest.\u201d<\/p>\n\n\n\n

Applying the Law of Authenticity<\/strong><\/h4>\n\n\n\n

After Debra Davenport\u2019s speech, Joe\u2019s next task was to apply the Law of Authenticity\u2014that is, to find a way to offer his most important asset: himself. He did it unconsciously by having an honest conversation with his colleague Gus.<\/p>\n\n\n\n

As Joe and Gus were wrapping up work for the day, Joe confessed that he\u2019d misjudged Gus in thinking that Gus wasn\u2019t doing anything of value. Joe mentioned the office rumors that Gus was either a washout or was so wealthy that he didn\u2019t have to work very hard.<\/p>\n\n\n\n

But Gus always seemed to be around with a word of encouragement when Joe was struggling to apply one of the success laws\u2014and it had finally occurred to Joe that Gus was familiar with all of Pindar\u2019s laws and lessons.<\/p>\n\n\n\n

Gus admitted to being \u201cthe Connector.\u201d He\u2019d met Pindar 35 years ago and introduced him to Sam Rosen. He bought both men hot dogs at Ernesto\u2019s stand and they subsequently went into business with Ernesto. Gus also introduced Ernesto to Debra Davenport (who\u2019d sold the house to Gus\u2019s wife) and Debra helped Ernesto buy commercial real estate. When some of Gus\u2019s friends, including Nicole Martin, wanted to start a software company, Gus introduced them to Sam Rosen for financial help.<\/p>\n\n\n\n

Gus then suggested that Joe had just applied the Law of Authenticity by admitting he didn\u2019t have all the answers and admitting to having been wrong about Gus. Joe had learned to be sincere. <\/p>\n","protected":false},"excerpt":{"rendered":"

What is the Law of Authenticity from Bob Burg’s parable The Go-Giver? Why is being sincere so important? The Law of Authenticity states that the most important thing you can offer is yourself. This means that when you sell a product or service, you\u2019re selling yourself. You need to be sincere. Keep reading to learn how Joe from The Go-Giver learned to be sincere.<\/p>\n","protected":false},"author":8,"featured_media":28941,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,9,103],"tags":[232],"class_list":["post-28918","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-psychology","category-sales","tag-the-go-giver","","tg-column-two"],"yoast_head":"\nThe Law of Authenticity: Be Sincere - Shortform Books<\/title>\n<meta name=\"description\" content=\"The Law of Authenticity states that the most important thing you can offer is yourself. 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