For today’s article, I’m honoured to be handing over the blog to one of my business heroes, Bob Burg. He talks in this article about what character means in business.
Bob is the co-author (alongside John David Mann) of the best-selling book, The Go-Giver: A Little Story About A Powerful Business Idea.
The Go-Giver is a book I consider one of my top-three life-changing reads. It is also the book I gift most often to other people. I’d highly recommend you read it.
After you’ve read Bob’s article, I’d also recommend you listen to my TubbTalk Podcast interview with Bob where we talk about How Being a Go-Giver Can Increase Your Sales.
Richard Tubb.
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The Importance of Principles in Business 
“Those are my principles. And, if you don’t like them…I have others.”~Groucho Marx
The above line by one of our greatest comedians is, unfortunately, a bit too real. While we tend to see this manifest most commonly in politicians who will say just about anything in order to get elected or re-elected, far too many in business do the same thing.
Understanding a Person’s Character
A person’s character is their defining quality. Perhaps, more accurately, it’s the sum total of all their qualities. It’s…who they are.
It can accurately be said that when you really understand a person’s character, you can predict their major decisions.
Why? Because you know where they stand. And you know that they stand for something! They are predictable.In this case, a good predictable.
While the media gives significantly greater attention to those whose principles are along the line of Groucho’s above persona, fortunately there are many more whose principles — based on high character — are indeed immutable.
One such man I’m reminded of is John Allison.
John Allison: A Man of Character Based Leadership
Mr. Allison, the former Chairman & CEO of Branch Banking & Trust Company (BB&T), grew one of the most profitable banks in the country. It was also one of the few banks that did not involve itself in sub-prime lending in the decade leading up to the 2008 financial meltdown, writing only conventional mortgages.
Mr. Allison understood the unholy alliance between Washington, DC and many of the banks. And, being that this was contrary to the principles upon which he and his bank stood (making their profit through providing value to their clients), the decision to forgo the countless “easy millions” being made by his peers was a no-brainer.
Of course, when things came crashing down, his bank was left standing tall; both in profitability and in reputation.
Mr. Allison was a character-based leader. As a result his team members gladly followed him, as did his customers.
John Allison stood for something. After all, that’s what people of character do.
I know that you are the same way.
You might also find it useful to read Richard’s article, How Being a Go-Giver Can Increase Your Sales – TubbTalk #43!
Ready to Stand for Something and Show Your Character?
Question: What principles do you stand for, and how do they guide your decisions and actions in both your personal and professional life?
Leave a comment below or get in touch with Richard or me, Bob Burg!
About Bob Burg
Bob Burg is the co-author (with John David Mann) of the best-selling book, The Go-Giver, a Wall Street Journal and BusinessWeek Bestseller.
Bob’s Go-Giver book has sold well over 1 million copies and been translated into 30 languages.
It was rated #10 on Inc. Magazine’s list of the Most Motivational Books Ever Written.
Further, The Go-Giver was featured on HubSpot’s 20 Most Highly Rated Sales Books of All Time.
In The Go-Giver, Bob shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way as well.
For 30 years, Bob has helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals.
If you’d like to receive regular ideas, tips and wisdom from Bob, then sign-up for the Daily Impact email.
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