Eben Pagan On Adding Value

Posted on June 27th, 2013

From the interview between Eben Pagan and Tony Robbins

This requires moving from a value extraction paradigm to a value creation paradigm.

Most people try to extract value from the world, or from their employer, because no one ever taught them how to create value from nothing. You can put things together and innovate in a way that serves other people and yourself.

To get to a point where you’ re adding value, you have to overcome a tricky self-serving mechanism that every one has: the Justice Mechanism. Most people maintain a scarcity mentality where they play the transaction game.

They are constantly evaluating how much they are giving versus what they are getting and are always trying to get the better end of the deal. The average human can rationalize that fairness means it was equal or they got the better end of the deal, but never the other way around.

One of Eben’s favorite examples of overcoming the Justice Mechanism is a restaurant in San Francisco. When you sit down, you are given a big jug of wine and two glasses. At the end of your meal, you are asked to say how many glasses you drank and pay for them.

When the press came to check out the restaurant’s deal, they informed the owner that he was getting ripped off. He responded that it didn’t matter because there was a line around the block of people waiting to get in.

Questions or comments? Send me an email