Five Questions to Help You Add Value to Others

Summary

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Maxwell Leadership Podcast: Five Questions to Help You Add Value to Others

Host: John Maxwell (with Mark Cole & Chris Goede)
Date: May 13, 2026

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Episode Overview

This episode explores the core of John Maxwell’s leadership philosophy: Adding value to others. By focusing on influencing rather than selling, John unveils five transformational questions leaders should ask themselves to ensure their motives, impact, and daily actions are rooted in genuine service. Mark Cole and Chris Goede join to break down the practical implications of these principles, offering insight into the mindset, disciplines, and systems that help leaders maximize their positive impact.

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Key Themes & Discussion Points

1. Adding Value is Greater than Selling

• John asserts, “I'm not into sales. I'm into adding value to people. And that sales.” (04:22, John Maxwell)
• The true measure of influence is not persuasion for personal gain, but sincerely bettering others’ lives.
• Mark and Chris discuss how the Maxwell Leadership approach shifts sales from transaction to transformation.

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2. The Five Adding Value Questions

(John Maxwell shares five foundational questions for leaders wishing to add value to others, 05:20 – 10:00)

1. Do I Have Value to Add?

• Examine your strengths and ask: “What can I do for you that you really need?”
• Leaders must first grow themselves to have something worth offering.
• “The good news is every one of you have something to add to people… but you gotta go find the answer.” (05:30, John Maxwell)

2. Do I Value What I Do?

• If you don’t value your contribution, neither will others.
• “The price I put on me is the price that others put on me.” (06:23, John Maxwell)
• Conviction and moral authority come from believing in your work’s inherent worth.

3. Do I Value the Person?

• Move from self-centered to other-centered leadership.
• “If it's not best for you, it's not best for me… If it doesn't make you better, I'm not doing it.” (07:15, John Maxwell)
• Ensures motives for influence are pure and altruistic.

4. How Do I Add Value?

• Listen, find individual needs, and ensure your actions meet those needs with integrity.
• Leaders must discover and address what is “best for you” in each situation—not just act from their own agenda.

5. How Do I Increase My Value?

• Commitment to ongoing growth lifts the lid for everyone you lead.
• “The better I get, the more I can give. The more I can give, the better you get.” (08:48, John Maxwell)
• Lifelong learning is non-negotiable for multiplying value.

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Notable Quotes & Moments

• On Motivation:
  “I'm not into sales. I'm into adding value to people. And my adding value to people sells like crazy because I'm doing it for the right reason.”
  (04:23, John Maxwell)

• On Mindset:
  “I think it started with a discipline. I think it's now a true mindset… but I do think for me it was in that order.”
  (17:37, Mark Cole)

• On the Difference Between Helping and Adding Value:
  “If I see you as broken, I'll fix you… If I see you as hurting, I'll heal you… But if I see you as valuable, I'll serve you.”
  (21:59, John Maxwell via Mark Cole)

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Deep Dive: Application and Reflection

(11:12 – 36:47, Mark Cole & Chris Goede discussion)

Influence is Not Transactional

• Adding value is about intentional, personal, and developmental influence—not just getting what you want.
• “It's not transactional… It's intentional, it's personal, it's developmental.” (11:56, Chris Goede)

The Return on Value Add

• Mark emphasizes: It’s not about whether you feel good for helping, but if real, visible change occurs in the person you serve.
• Leaders should seek feedback and evidence—the “return”—of their value-adding efforts in others’ progress. (31:11 – 36:47)

Growth Mindset

• Personal growth precedes the capacity to serve others. “You cannot give what you do not have.”
• “Good stuff in, great stuff out… The stewardship of leadership is good stuff in, great stuff out.” (20:10, Mark Cole)

Overcoming Self-Doubt

• Mark discusses impostor syndrome and encourages leaders to bet on themselves, to “invest in yourself so you have deposits to make in others.”
• “If you don't bet on yourself… you will not have the deposits inside of you to make deposits outside of you.”
  (42:17, Mark Cole)

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Practical Advice for Leaders

1. Self-Assessment & Growth

• Start by asking if you truly have value to offer, and if not, prioritize personal development (mindset, skillset, discipline).

2. Genuine Care for Others

• Shift from being the ‘fixer’ to being a servant—ensure your impact makes others the hero of their stories.

3. Valuing Your Role

• Find redeeming purpose in what you do—even if the activity isn’t always enjoyable, connect it to its broader mission.

4. Daily Discipline

• Protect time to invest in yourself; only then can you consistently invest in others (43:08).

5. Multiplying Your Impact

• As your leadership capacity grows, focus on enabling others to “make rain”—empowering high performers by adding value in ways only you can.

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Memorable Segment Timestamps

• [04:12] – [10:04]: John Maxwell’s Five Adding Value Questions
• [17:37] – [20:58]: Mark Cole on how value-adding started as discipline, became a mindset
• [21:59]: Mark Cole explains the difference between helping and serving (John Maxwell’s “broken/hurting/valuable” quote)
• [24:32] – [28:56]: Loving your role, even when activities aren’t enjoyable
• [31:11] – [36:47]: Mark & Chris discuss systems for adding value and seeking a return in others
• [37:41] – [41:55]: Mark opens up about leadership growth, learning to empower high performers
• [42:17]: Mark’s challenge to “bet on yourself” as the first step toward adding value

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Actionable Takeaways

• Write down and reflect: How do people feel after interactions with you? Are you truly adding value?
• Daily practice: Dedicate protected time for personal growth—reading, reflection, learning.
• Team application: Help each person connect their unique contributions to the mission.
• Seek return: Don’t stop at “Did I add value?”, instead ask, “How did I add value and what changed for them?”
• Serve, don’t fix: Make others the heroes by serving their potential, not just addressing their lacks.

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Conclusion

The episode closes with a reminder: “Go add value to people today, and start by adding value to yourself—because everyone, including you, deserves to be led well.” (End)

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Transcript

[Podcast Host]

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[Mark Cole]

Welcome to the Maxwell Leadership Podcast. You know, we say often, and I'm in studio today with Chris Goede. We say often. We're the podcast that adds value to leaders who multiplies value to others. And that all comes from John Maxwell. That's his life's purpose statement. We created companies out of his life purpose statement. John says something on today's podcast that you're getting ready to hear. He says this. He says, I'm not into sales. Now that cracks me up, Chris, because if anybody's into sales, John Maxwell's into sales.

[Chris Goede]

He might be the best persuasive salesperson.

[Mark Cole]

I agree with you. But then here's what he said. And this is the teaser for today's content. I'm not into sales. I'm into adding value to people. And that sales. I love that quote. We've never put a post of a quote like that from John. But how relevant, because you're a sales guy. You grew up in sales in this organization just like I did. But did you ever think you were selling?

[Chris Goede]

No. Not in this organization.

[Mark Cole]

Me either. And so today, all you salespeople out there, all you leaders that need to be a better salesperson, we're going to teach you how to sell the real way. Add value, and that value will multiply value, and that sells. And so that's what Chris and I are going to break down after you hear John Maxwell teach. If you're new to the podcast, welcome. Join us on YouTube. I'll tell you how to do that in just a Moment. Join us, subscribe. Let us just drop in your inbox. Every Wednesday we drop a new podcast and we want to get you in the communication link. We want to send you other resources and values. So subscribe, give us your contact information and we'll keep you reminded of this podcast. And if you're not new to us, welcome back. We're so glad for and love our podcast community. Just over the last two weeks, I've met so many of you on the road and I just gotta tell you, it's an honor for Chris and I, anybody that I have in the studio with me, it's an honor for John when we meet you on the road and then you tell us that the podcast is adding value. So we're so glad. We're so excited. Today's gonna be no exception to the rule of adding value to you. John's got a great lesson. If you wanna download a bonus resource that we've created for you to kind of take notes for, put action plans in place, you can go to maxwellpodcast.com valueothers I'm going to give you some other free resources that we'll include there. I'm going to tell you how to get advantage of and take advantage of a next step that's just available to our podcast community. All of that will [e-mail] valueothers and if you want to see Chris's purple shirt today, it's fabulous. Purple is the color today. Chris, you and I both go over to maxwellpodcast.com valueothers you'll see the YouTube link to join us now.

[Chris Goede]

Here we go.

[Mark Cole]

Enough about all that. What you came for is some content to make you better content to make you more influential. And that's what John's going to do today. Here is John Maxwell.

[John Maxwell]

This is two or three years ago, Mark and I were talking to our sales division in our coaching company. And so I talked to them on this subject and I said to them, I don't sell anything. I just add value to people. I'm not into sales. I am into adding value to people. And my adding value to people sells like crazy because I'm doing it for the right reason. I'm doing it to add value to you. And the moment that you add value to people on a consistent basis, whatever you have, they're gonna want. It's just a matter of time and I'm willing to even wait. But you put the people first. Always put the people first. I wrote down. How many did I write down? 1, 2, 3. I wrote down five adding value questions. In other words, if I don't sell, I add value to people. I wrote down five adding value questions. Here they go. And these are so good. This is solid. You can go chew on this. Okay. And it'll come out good. It's a good flavor. These questions will help you add value to people. Here we go. Five questions. This is just. This is raw. It's honest. Question number one is, do I have value to add? In other words, I've got to look at myself, and before I say I'm going to add value to people, I've got to be honest with myself. Do I have value to add to them? In other words, what can I do for you that you really need? That's a good question. I have to answer that question. I have to have integrity with that question. What can I do for you that you need? And now, by the way, the good news is every one of you have something to add to people. So this is not a question without an answer, but it is a question that you gotta go find the answer. What do you have? See, one of the reasons I've done leadership for 50 plus years is I said, everything rices falls on leadership. I'm gonna learn how to lead. Because if everything rises falls on leadership, I have things to add value to people because they're only gonna be as good as they can lead. You follow me? But I gotta have it first. So if I'm gonna do that, I gotta go learn how to lead. I've gotta get good. You follow me? So what do I have? Secondly is, do I value what I do? And that's a great question. Because if I don't value what I do, other people won't value what I do either. The price I put on me is the price that others put on me. The price of what I do is the price that others put on what. What it's worth. So I settle the price immediately. And so I look at that and I say, okay, do I truly value what I do? When I look at a person and say, everything rises falls on leadership, I'm not asking them to agree. I'm already telling them the truth. I'm not looking for a consensus. I don't have my finger in the air trying to figure out way the wind is blowing. I've got moral authority. Why do I have moral authority? Because I know it to be a fact. I know it to be truth, which gives me incredible conviction and makes it compelling for people to want it. Okay, number three, third question. Do I value the person. In other words, I've gotta ask this question, and this is huge. When I look at you, I've gotta ask a question. What's best for you? Not what's best for me. People in the sales. It's what's best for me. And I hope you can buy. I gotta ask myself, what's best for you? I have to put you for. And can I tell you something? Here's the way it works for me. If it's not best for you, it's not best for me. That's the grid I go through. If it doesn't put you first, I'm not doing it. If it doesn't make you better, I'm not doing it. This begins to purify the motives, as a leader of why I do what I do and who I do it with and why I do it. Okay, question number four. How do I add value? Now I've got. Now that I'm narrowing this down, I'm just getting really narrow. So now what do I have to. I have to find you, to lead you. So I've got to find you. You know, we're talking about listening again. Now I gotta find out what's best for you, because whatever is best for you. Then I gotta ask myself the simple question, can I deliver something that with integrity, I can say, this is best for you? Great question. And then question number five. How do I increase my value? Because once you go to these questions, I love this. This is. Honestly, this is quite amazing. Once I get to this stage, I'm really gonna help you a lot because now I'm gonna grow, I'm gonna develop myself, because the better I get, the more I can give. The more I can give, the better you get. So leaders are always compelled to grow because they know that they set the lid for the people they lead. So if my lid is a five, that makes that you have five potential. You don't have six potential. But if I can grow to a six, I can. When I lift the lid for me, I lift the lid for you. And when I lift the lid for you, I lift the lid for everybody.

[Podcast Host]

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[Mark Cole]

hey, welcome back, everybody. Chris. John says when we lift the lid for you, talking to you and I, the podcast listener, the viewer, then you lift the lid for everybody, there's a multiplication fact to that, that when you add enough value, the natural subconscious response is you go multiply that value to others. And so super excited to break down these five questions with you.

[Chris Goede]

You know, he started out with the word sales. We added on a little bit in the beginning. What I kept thinking about is we're in the business of influence, and that's what we're talking about here. Like, you want to increase your influence and you want to get a team to come alongside you. You want to get a peer to come alongside you. We're not telling you to sell them into it, right? We're talking about the right way to influence them. That's what John's talking about with the pro, with the proper motive, right? And we've seen him do it for years, and it's just with a pure heart. And we're going to talk about that today because some. I think, some leaders think they do and they probably don't. And I want to just pull out of you today some practical application of how you go about that as a leader.

[John Maxwell]

And.

[Chris Goede]

And it's not transactional. I think the difference between you asked me and we open, you feel like you're selling. I'm not a sales guy. Like, I'm not selling widgets. We don't believe it's transactional. What adding value is to people is. It's intentional, it's personal, it's developmental. And that's what we want to get you to is understand what John laid out for us. Right here is all three of those words for the people, you know, that you leave.

[Mark Cole]

Well, and it's funny, Chris, this is turning into, in my mind, in my application, into almost a persuasive sales idea.

[Chris Goede]

That's right.

[Mark Cole]

That's not how John an influential selling. You and I sat with John this week. We sat with John, and John's now talking about this concept of rain making. Making rain. And John is one of the most intentional people at producing of anybody I've ever met. But it's not producing because he needs more money. He needs another car, he needs a house. He needs something like that. It's producing because the accountability and responsibility he has to make a difference in people's lives. And you can't make a difference with a product until they make a purchasing, an acquisition, a determination decision that I need to use that product, whatever your product is. And so do you believe in your product so much that when somebody makes the acquisition of the product that you know it's going to change their life, it's going to enhance their life, it's going to make a difference for the people in their lives. And when you can do that, it eliminates this concept of sailing. I'll do one more little comment on this. I know I'm on a, I'm on a roll right here. I first started with John in the year 2000, as all of our existing podcast family knows. All you new people, I've been here a long time, but Chris and I both, we've been here a very long time. I sit in the backseat of a car with John in Kansas City, Missouri. A friend of mine in your was driving that car and I asked John, I said, john, you got to help me. Why do you always talk about your books from stage? Because people were harassing me about John only wanting to sell books. Couldn't get the big picture. And he said, it's a responsibility issue. It's a stewardship issue. Mark, he said, all these people pay money to come to the event, but life change doesn't happen in an event. Life change happens when you leave the event. And if I don't resource them, if I don't equip them is what we call it. Resource them with something. Something. Chances are, in fact, I did a study after this statement. 76% can't remember one takeaway within seven days unless they walk away with something that equips them. And so it wasn't a sales issue. It was an accountability to influence people issue.

[Chris Goede]

That's right.

[Mark Cole]

And so anyway, I'm telling you, I

[Chris Goede]

can jump keep going on to that first minute about why he writes book because I know you and I back then, lots of conversations about the transition. And in from, from the faith world to, to the business world. We have a partner of ours that was overseas on a mission in a sandy area in a tent with a very small team. They were having some trouble with leadership. Literally takes one of John's books that was in his backpack, hands it to his bunk mate in a tent, says, read this. When we get back, we're going to meet with that company. And to this day, to this day, 11 years later, it has changed their organization. And so that's why he's written books before, because of the impact and the change in people. So you're exactly right. Okay.

[Mark Cole]

All right, so let me know until we know that. Let me add value and sell right here for just a moment. If you're listening and you have a team that needs to be in a tent in sand that has challenges to Chris Goede and his team literally spends every single day of their life helping companies overcome leadership barriers. That is stopping their company from producing. And we'll put a link in the web in our show notes that will help you get more information about what Chris does in his day job. His day job is not podcasting. His day job is helping companies unlock the leadership barriers. What is the link we're going to put into the. Into the show notes, Matt?

[Chris Goede]

So let's just do Maxwell leadership.com five levels. Okay, five levels.

[Mark Cole]

Maxwellleadership.com forward/five levels. That'll be in the show notes. That is a way to get the leadership barrier, stopping the productivity within your company. That was a sales, but it was really an add value.

[Chris Goede]

I thought you were going to say they spend every day in the sand in a tent over there. And I was going to say that's not. I'm staying right here in the podcast studio. Okay, so let's get practical about this for a minute. And I want to, I want to hit a couple of points that John talked about because all of that is so true. But I think our listeners and leaders out there, to your point in your comments just a few minutes ago, maybe don't know how to apply it. Maybe they don't know the how. Maybe they don't even believe in themselves. And so I want to start right here at this, at the first one where John says, do I have value to add in that meeting you were talking about that John was with us earlier this week. He ended the meeting by looking at everybody around the table and said, it starts with Maxwell, by the way, I'm going to go home and reflect. And it starts with me. And I think this is a great statement of reflection and self awareness and looking into things. But when you, when, when I say or John says in the content, do I have value to add? I want to ask you this question. Is this a mindset that you have? Is it a skill set that you have or is it a discipline that you have developed over time that you know you have value to add to other people?

[Mark Cole]

I think it started with a discipline. I think it's now a true mindset I don't think it was a mindset when it was. I did it to try to fit into Maxwell leadership.

[Chris Goede]

Yeah.

[Mark Cole]

Because everybody else was doing it. I was like, I better do it if I want to matter to this organization, if I want my leaders to listen to me.

[Chris Goede]

You try to fake it till you get it.

[Mark Cole]

And I don't even agree with fake it till you make it. But it really bettering myself became a discipline before it became a mindset and then after it became a mindset mindset. It now has become a strength of mine. But I do think for me it was in that order. Some of you, it's a strength. And then you went, well, I better do better than that. I'm winging it. I can get much better. But for me it was absolutely the discipline. You know, it's funny to me, this morning I've been traveling just a ton and I sat down and I woke up my grandson because they love me to wake him up when I'm home. And I woke him up at 5:35 this morning and he was ready to go, glad to see me. And it got done and then I needed to go get ready. I came back out and he's outside waiting on the bus and he's sitting on a rock in our little front yard. And I went down beside him. I said, what you doing, bud? He said, man, I'm just waiting. I said, why is your water bottle empty? He said, well, I thought the bus was coming and I'll just, I'll fill it up at school. I said, I'll go fill it up for you. He said, well, I might put something else in it. I said, what would you put in it? He said, I don't know, a Coke or something like that at school. And I went, okay. He said, but I probably shouldn't have a Coke because it messes up my stomach throughout the day. And I went, really? And I said, you know, garbage in is garbage out, right? You know, coke in is coke out. You know, water in is water out. I drink a lot of Coke. So I was kind of on fragile ice right there, Chris. But I started thinking, we teach people all the time, garbage in, garbage out. Who you hang out with is who you're going to become. All those things. I don't believe it's that that way with growth. I don't believe it's that way with inspiration. I don't believe it's that way with mindset and potential. I believe value in is value better when it comes out. Always gauge myself by A book. So a book that really has impacted me. I recently been impacted by a book. I've talked often about books, both Maxwell and not on here. That has impacted me. In fact, one of the books has impacted me here recently is just High Road Leadership. High Road Leadership. Well, when I put a book in, I have an expectation to get a return while it's inside so that it's better when it comes out. It's not garbage in, garbage out. It's value in, more value out.

[Chris Goede]

Got it.

[Mark Cole]

And I just think that there's a responsibility that we have as leaders because we're leaders for a reason. And the stewardship of leadership is good stuff in, great stuff out. And, you know, the book that I most recently have talked about, and I'm not telling you the book because of what I'm getting ready to say. I will tell you the book in a couple of podcasts. Just keep listening. Because the book's radically impacted me. That book is a lot better as I talk about it than it was when I read about it, because the passion that I have, the illustrations that I have, the disciplines and commitments I have to put that book into action is much better than reading the book. Because that book added so much value to me that when I began processing and thinking about it and now living it, it's a lot better lived out than it was read in.

[Chris Goede]

I think you just answered my question with all three. Right? It is a mindset. As you're taking that value in, whatever it is, it becomes part of your skill set. You're applying it, you're using it, and then you're disciplined enough to teach it, to share it, to add value, because you have that value in you. You made that decision, and now you're using that to multiply it and add value to other people. Let me ask you this. Maybe there's a leader out there that's saying, oh, yeah, yeah, no, I add value to people. What do you think the difference is between having value to add to people and just being helpful to someone? So a little bit of a curveball here, right? But a lot of people just help people, right? Like your story this morning, right, with your grandson.

[John Maxwell]

You.

[Chris Goede]

You helped him, but you also added value to him in the conversation that you were sharing. I think a lot of leaders may mix the two up. How would you separate the two of those? Helpful versus adding value?

[Mark Cole]

John has a statement. I'm gonna see if I can pull it out because it's John's. It's incredible. But it's this. If I see you as hurting, I'll fix you. If I see you as broken, I'm sorry. If I see you as broken, I'll fix you. If I see you as hurting, I'll try to heal you.

[John Maxwell]

But.

[Mark Cole]

But if I see you as valuable, I'll serve you. I think the difference in way most of us lead is we feel like we have the answers. And I can make you better. I can fix you. I see you as destitute, so I'll make you complete. You know who the hero is in that scenario? Me. The person that helped you or fixed you. But when I serve you, you're the hero. And I think oftentimes we look at things as leaders and as if we have to come in and save the day and we want to walk out to a standing ovation from the one person we just met. But when we go in to really see the value in someone and we want to serve them, who gets the standing ovation after that interaction? The person that was served. Because within them, something begins to manifest or bear fruit or show itself that says, I really added value to you. So here's the real deal. After an interaction, who feels the best about that interaction? And if it's you, you probably were the one that was the most valuable in that environment. And when I say you, I'm talking about if I'm leading you and I walk in and I walk out and go, man, I really helped him. Probably I walked out the hero and not you, Chris. But if I walk into an interaction and you walk out and go, wow, that was an incredible interaction. I feel better. Probably I served you and didn't fix you or heal you.

[Chris Goede]

Yeah. I think what Mark just explained. I want to challenge everybody that's watching or listening to JOT that question down.

[Mark Cole]

Yeah.

[Chris Goede]

How do people feel after my interactions with them when. And hopefully you're intentional about it and reflect on that and think about it. And I think that's the difference of. Of just helping someone and versus thinking about how you're going to add value to them. John also talks about the fact that, hey, do I value what I do? Now, there's a lot of listeners out there that would call what they're doing a job.

[Mark Cole]

Yeah.

[Chris Goede]

And they're like, well, what part of my life do you want me to answer this question on? We would look at it holistically and. And we would say, no, this is. We look at it with our personal and professional life as one, and we say, do I value what I do? How do you. How do you answer that question for you personally.

[Mark Cole]

So I don't think it's fair for you and I to even have this conversation. And let me explain what I made podcast family. I feel like that I have the best job, if that's what you call this. I have the best calling. I have the best day to day set of responsibilities of anybody in the world. I really do believe that. And I watch you when you get on a plane and go serve a client and you talk to them about five levels. I watch the same joy within you. And it's not that you don't love being in the office, in the grind and all that. You just love what the grind does.

[Chris Goede]

That's right.

[Mark Cole]

That's right. The reason it's hard to. The reason I want to be very, very, very sensitive, empathetic, almost with answering this question is favor's not fair. And I feel like I have so much favor in what I get to do.

[Chris Goede]

Oh, that's a great statement. Favor is not fair.

[Mark Cole]

Favor is not fair. And Chris, you and I have been favored me and you think it's God because we have a reliant on our faith. But some people would call it lucky. We're just so stinking lucky to get to do what we get to do. And then you say, how do you value what you do? And I go, if I didn't, take me out back, pop me around and say go do something else dude. Because this is unbelievable what we get to do. Now that I have laid that as a groundwork, let me to answer the question. To many people that don't feel as fortunate as I do in what you do. I have a hashtag. Do we still use hashtags?

[Chris Goede]

It sounds good to me.

[Mark Cole]

It dates you and I. Please, Macy, my 20 year old daughter, if you're listening to this, mute this. Don't listen to your dad use the word hashtag. But you remember the world, world of hashtags. And by the way, if you do and you still use them, there is a chance that we're losing relevancy. But I still use this. By the way. I always say sometimes when I'm giving a true, just humble moment of appreciation of what I do, I always go, love what I do, love who I do it with. And I do. I mean I do. It's motto of hashtag for me. That's my most favorite hashtag. I love what I do. I think that when you don't love what you do, you have a responsibility to figure out how to love what you do. I don't love some of the decisions that I have to make. I don't love some of the responsibilities that come away. I'll be honest with you. When I was a telesales representative and I was making $75 a day and wishing to speak with 20 of those 75 and hearing 15 no's and three maybes and two yeses, which, by the way, you know what Mavis mean, right?

[John Maxwell]

Yes.

[Mark Cole]

Don't call me back. I'm not answering your next phone call.

[Chris Goede]

I don't want to tell you no, but exactly.

[Mark Cole]

I can remember those stats like the back of my hand. There were many days that I would look and say, wow, I'm an entry level telesales representative at 31, 32, 33 years old. What am I doing? I got caught up in the activity, not the results behind the activity. Because when those two people that told me yes on a daily basis came to one of the events, the thing that I was selling, the appreciation and the power of impact and the power of multiplication was a game changer for me.

[Chris Goede]

I'm tears. I've been in this situation. You've been in it.

[Mark Cole]

And when I would come in and get 75 dials responsibility and I would get 55 people say, not even answering my phone call, not replying to my voicemails, I could get caught up in that. Or I could get caught up in the two. The two is why I did 75. And it wasn't the two because they made a transaction with me and I got a bonus and a wonderful living because of that. It was because of the life change of that. And somehow all of you that are out there with the inability today to say love what I do. I wish that you could find a hashtag that says, I will find something in what I do that is redemptive enough that I love what I do. Because I think it's important to us to find meaning in what we do that brings purpose to who we are.

[Chris Goede]

Absolutely.

[Mark Cole]

And when we can discipline ourself to go find that. I haven't always loved the activities of what I've done.

[Chris Goede]

That's right.

[Mark Cole]

But man, I love the results of what I get to do on a daily basis.

[Chris Goede]

Let me translate what Mark just the goal that Mark just shared for you as a leader. Remember, we define leadership as influence. All of us have influence. We're all leaders. But maybe you have a team, an organization, and you related to what Mark just talked to you about. That's why it's so important at every level in the organization to Understand how their role impacts what the organization is doing around the world. That's why with Wade and Jake behind the table right now helping us with this, they are as much of, and the impact of the 40 plus million and growing number of people that we've had the privilege to impact and influence around the world. That is a way to drive an additional engagement inside the organization. But you got to help them get there. Because like Mark, we all have conversations. They're all things that we, that we do on a daily basis. We don't necessarily like to do. And, and I think that's key for leaders inside organizations. And I was just thinking about that as you were sharing that story, because back then when you were making those dials, somebody was saying, hey, I want you to show up at this event. And those two people that did show up from that day when you had so many no's, and you're gonna see why you do this and why we do that 100%. Okay, so I want to talk about. You have a system. You're a systems guy at times, and especially with people and leading and different things. And John talks about how. Well, okay, how do I add value? What does that look like? I love the statement where John talks about, you know, hey, do something for, for someone that maybe they couldn't do for themselves. That's not necessarily the only way to truly add value. You got to know your audience. You got to know what's going on. Right. You got to be aware. You got to notice your grandson's water bottle was, was not. Not full. How do you go about what. What is your system? What. How do you mentally think through the process of identifying and adding value to people on a daily basis? Because I know this is something that you and John talk about. You have a structure behind it. It's important to you guys. And I'd love for you just to walk us through that and how you lead yourself in that.

[Mark Cole]

Yeah. So I'm going to start with the end of the answer at the beginning of my answer.

[Chris Goede]

Great.

[Mark Cole]

Okay. John just recently released a book. Last month, he released a book called how to Get a Return on Failure. By the way, if you haven't picked that up yet, you're slow to the game. We'll put that in the show notes too. In fact, Jake, let's give them a discount on that. Whatever you guys can pull up with from our team, let's give them a discount because you want to get that book. Because even failure can give you a return. Let's talk about this Question though is getting a return on the value that I add to people. Most people treat value adding to people as a responsibility rather than an expectation. I don't add value to you to get a good feeling, add value to you because I want to see results. There is a leadership perspective to adding value. That not a feel good perspective, not a people pleasing perspective. I don't add value to you for it to be popular. I add value to you for it to be effective. And so I'm constantly looking for am I getting a return on the value that I add? So I don't ask the question, did I add value to you? I ask the question, how did I add value to you? Too many people say, did I add value to you? And you give that nod and you go, oh, yes, touchdown. No, that's not the touchdown. That's an effective pass. But was it a forward pass or a backward pass? Did I lose yardage with adding value to you or did I gain yardage by adding value to you? And when I add value to someone, I'm looking for the tangible return on value add. Now, how do I add value to you? Let's now answer that question. The way I add value to you is did I get a return? That's the end of the answer. How do I better increase the odds that I get a return on the value I add to you? That's the question I want to answer. First thing is back to my grandson's perspective. Am I daily adding value to myself so that when I get an opportunity, I have something to add? Too many people want to add value with yesterday's bread and it's stale. It's back to the hashtag Macy, my 20 year old daughter. I shouldn't be using hashtag illustrations anymore.

[Chris Goede]

Mark, she's not listening.

[Mark Cole]

Don't say that. That's probably true. The funny thing is that is funny that if you're using yesterday's lesson to teach today's message, you're stale. You've got to be adding value today. You got to be relevant. You got to be growing today. So my first question to am I adding value to people? Is do I have something in the tank that's fresh?

[Chris Goede]

Wow.

[Mark Cole]

The second thing that I am constantly doing is trying to find people so that I can add value. Many times I gauge whether I add value based on what's on my heart rather than what's in the heart of the person I'm trying to grab. And John is teaching me right now. I can't wait. At some point, you and I are going to talk about the growth spurt that I've been on in my leadership the last five days. Can't remember a time that I have grown more in a period of mentorship than I have in the last four or five days. And that's because there is a place that John saw that he could add value to me. Often we look at adding value from what we have rather than what someone needs. And you've got to. The only way you can truly get a return back to the end question to your. The end answer to your question. The only way I can really add value to you is if I'm depositing something that you need. If I'm depositing something that I want to unload, not adding value to you, it's pulling something off of my plate.

[Chris Goede]

That's right.

[Mark Cole]

You gotta find the people before you can add value to them. But when you find a true expressed need, and now you address that need with value, you have a quicker return on your value. You have a quicker return on the value you put into someone because you, number one, had something. Number two, you found something that needed value. Number three, you got to return.

[Chris Goede]

And let me, let me. This return that Mark's talking about, and I want to clarify it and you can correct me if I'm wrong. Well, Mark's talking about is that return that's showing up in their life.

[Mark Cole]

That's right.

[Chris Goede]

It's not the return that Mark's looking for. Whether it's a team member that potentially would drive a bottom line number or it's somebody in his community group or it's. It's the return in that person 100%. And by the way, John, also, isn't it crazy how this just crosses all of his content talks about at level three influence is that you increase your influence as you are winning, not individually, but in and through other people. Like you're, you're watching that lid be lifted up. And so I love that. And I just want to clarify because some people may go, oh, well, that sounded like it's the return that marks. It's not about that. He's doing it and he wants to see. And you talk about this is where you invest in and mentor people. And they come back in. The first part of the lesson's like, let me tell you what I did with. Yep, right. And you're like, let's go like that. You see that multiplied. All right, you hit on this in that answer. But I want to go to the last point about we're a growth company.

[John Maxwell]

Right.

[Chris Goede]

That's what we do. That's what, that's what we're focused on. And we live in a bubble. And you and I are grateful for it. I love your statement again. Right. Favor is not fair. I love that John says here, well, then how do I increase my value? I want you to put your leader hat on for a minute, and I want you to answer two questions. And I think they're. I think I know the answers, but I want to put them out there. Do you think that a leadership ceiling for somebody is capped by their ability to. Their value ceiling, their ability to add value to other people? And then the other part is, what are you doing as a leader currently at Maxwell Leadership, in your role as owner and get mentored by John? What are you doing to stay valuable to the people that are around you?

[Mark Cole]

So this is such a relevant question, and you're going to make me talk to you right now on audio video to our podcast family about what I said I need.

[Chris Goede]

Listen. Persuasive sailing. I've been here a long time, but we're going to add value to everybody.

[Mark Cole]

So. So one of the things in my new role and responsibility, one of the things that I am learning, that when I say I'm learning, I'm in first grade, brother, I'm in kindergarten. I don't know if I'm in school yet, learning on how to add value to rain makers. John's talking about these producers, these people that come into the lives of us as business owners. All you business owners out there, you. You ultimately have the responsibility to make rain, to produce in the organization. And then the bigger the organization, the more widespread your responsibilities, the more you rely on others to be able to produce inside of an organization. Well, with where we're going as a company, the responsibility of making rain, of producing in the organization has got to spread on more than just me. And he's working with me on this because I've never been here before, on how to really work with producers in a different way as an owner. And one of the things that I'm learning, Chris, is it's different depending on the role that you're in. We teach level five leadership. You teach it, I teach it. We got this. But it's all together one thing different practice it than to teach it. And I'm practicing it right now. I'm at level one with new responsibilities, with new people, with new expectations. All the new in my life also requires new leadership because your role changed 100%. And so I'm in the Middle of learning. For the first time in my 40 years of leading people or leading things, I'm for the first time learning how to lead through others that can produce more and at a different level than me. And there's often times that you don't feel like you have anything that you can add value to somebody that does something better than you. It's not true. And I'm learning how to see that differently. I'm learning how to see I may not be better than you at this point because the idea is to surround yourself with people better than you when ultimately the results is yours or the decision is yours. How do you make people feel empowered when the decision is ultimately yours? For instance, how do you make people feel ultimately responsible for producing when the buck stops with you and that whole concept? I could do that for John very effectively, but doing it for myself is a whole new ballgame for me. And I am learning that the best way you can do it is to start by adding value to yourself. This last point that John says is, how do I increase my value? I am right in the middle of increasing my value first so that I have something to offer to people that are in many ways much better than me, 100%. And I'm learning it. And it is like the most fun I have had in a long time of learning what I don't know in leadership.

[Chris Goede]

Yeah, because you could self sabotage yourself. I have. Well, I mean, not you could. We do. We all do. And you go, yeah, I can't.

[Mark Cole]

Can't do it.

[Chris Goede]

I can't add value to that. Gentlemen, that lady, they're at a different level.

[Mark Cole]

So I've got to change my mindset on what value I'm bringing to the table. Because what I have done is if I don't feel like I'm adding value, guess what? I do. I try to control it because I've got to control it and bring it down to my level. So I feel like I'm bringing value to the table when that's not the idea, that's not the way you act. Because when you try to control people that know how to produce, they just find somewhere else to produce. And brother, I'm just going to tell you, we could spend a whole. We will.

[Chris Goede]

Yeah.

[Mark Cole]

I could right now spend a whole podcast on what I'm learning. But I want to wait and save it to what I'm doing from what I learned.

[Chris Goede]

All right. I just wanted to open the doors.

[Mark Cole]

Yeah, you did.

[Chris Goede]

Yeah, you did. As we wrap up, I want to throw it back to you. Here's what I want you to answer. There are people that are listening to you today and they're man, I want to do this better. What's one behavior? What's one? One takeaway. One thing that you would encourage all of our listeners or viewers out there that if they don't feel like they're doing this, they need to do.

[Mark Cole]

And start this week, bet on yourself. You've got to bet on yourself. If you don't bet on yourself, therefore invest yourself there. Invest in yourself, therefore sell yourself to the concept of I've got to add value to myself today, tomorrow, the next week, next month, next. Get this discipline that I'm talking about that every day I've got to be betting on myself. You will not have the deposits inside of you to make deposits outside of you.

[Chris Goede]

And I'm going to make an assumption that your daily calendar, probably the most precious and protected thing in your calendar is the time you're pouring into yourself every.

[Mark Cole]

Without a doubt, every day. I have to answer the question at the beginning of the day, how am I investing in myself today? Because I cannot give what I do not have.

[Chris Goede]

And it's a paradox, right? Like you think about this. It's a. You could say, well, this is selfish. Well, the only way you can do it for other people is to make sure you protect that time.

[Mark Cole]

And I've done the worst job today in this podcast of the power of persuasive selling, because I've given you three ways. There's four. There's four. I've given you four ways to invest in yourself. One, there are literally free resources in the show notes for you to take advantage of another podcast. I'm going to tell you about another podcast in just a moment. It's going to be in the show notes. I've given you the responsibility to invest in yourself, to get somebody like Chris Goede or somebody on his team to tell you how to be a better leader in the organization that has a lid on it that you don't know what to do. We have a company that is dedicated to unlocking the leadership challenges that you're going. That's hook number two. And you're not supposed to give more than one hook. I'm just trying to add value to you. Third thing that I said to you is I want you to go pick up John's new book on how to get a return on failure, because I want to get you to get a return on adding value. And then the fourth thing I'm going to do Just because I want to make sure that you understand if you want to. I talked a little bit earlier about being a high road leader. If you want to be a high road leader, we have a digital product that is committed to making you and your organization a high road leader organization. It's normally 300 bucks. We're giving it to you for 199 today because you're a podcast listener. All of those things are out there not to sell you, to add value to you. So the question is not mine. The question is not my pod. Our team here, we've given you the things. The real question is this. Will you bet on yourself today? Will you put something in so that when the opportunity to invest in others, there's something within you to be able to give that. Hey, we have a podcast that kind of references what we did today. It's called. It's not about leadership, communication and putting others first. We'll put that podcast in the show notes. You'll love that. It is so good, it's free. Just bet on yourself. Take the time and listen to that feel. Listen to episode 400, Chris. You wouldn't remember that because John Maxwell was my co host that day and we were live and we talked actually about return on Failure. Here's what Phil said who listened to that episode 400. Thank you, John and Mark. I so appreciate your insight, your vision and your practical application every week and over many decades you have been a part of my life. He says, I was a member of the Enjoy Life club. We were just adding value to him through that and I received it monthly. Speaking of hashtag, he said, I received it monthly on cassette tapes. Some of you have no idea what I just said. And he got those in the mail. He said, thank you for continuing to inspire and challenge me, Phil. Thank you for taking from the cassette Enjoy Life Club and becoming a podcast family member. Thank you. We appreciate every last one of you. We'll put that episode 400 in the show notes as well for those of you who want to listen to it. Hey, go add value people today and start by adding value to yourself because everyone, including you, deserves to be led well.