---
title: "The Get"
url: "https://books.joshbraun.com/4/forsale/23/the-get"
---

**THE GET**

Most salespeople are focused on the get.

Get a meeting.<br>
Get a sale.<br>
Get a referral.<br>
Get a reply. <br>
Get around a gatekeeper.<br>
Get to a decision maker.<br>
Get someone to change their mind. 

It’s about the withdrawal. <br>
The take. 

Prospects can feel taking energy. <br>
So can you. <br>
So can everyone. 

Taking never felt good on my soul. 

What’s felt better in my soul is to have a giver mindset. 

To make a deposit. <br>
To detach from the outcome. 

Giving without expecting anything in return emits a completely different energy. 

How do you emit a giving energy? 

Every time I have a conversation with a prospect I secretly repeat my mantra:

“It's not my job to get what I want.
My job is to illuminate a potential problem.
Some people will be interested in talking further. Others won't. My role is to be humbly curious and listen without having expectations.”

Why does this matter?

When you're a taker, people enter the Zone of Resistance (ZOR) because they can smell your commission breath. 

The ZOR is a shield against self-serving takers.

When you give, prospects are more likely to lower their shield because they don't feel the take.