Classic Video Archives - Dr. Ivan Misner®
not need your business card

No Thank You, I Do Not Need Your Business Card

Imagine you’re at a networking event. You are mixing and mingling and start passing out your business cards like candy. Suddenly, someone hands it back you and says, “No thank you, I do not need your business card.” This actually happened to a BNI Member. He wrote to me, astonished, and asked what I would do in his situation. Well, here’s my answer.

Please watch this video

How and When to Deliver Your Business Card

  • A business card is a tacit invitation to make a future connection.  How you handle that connection afterward will determine how responsive your new contact will be.  So be respectful of what you do after someone gives you their card.
  • You should always have plenty of business cards with you.  It still amazes me that people go to networking events and knowingly don’t bring cards with them.  I recently read a blog where many people said they didn’t bring cards so that they wouldn’t get spammed by people they meet.  Really?  Have they never heard of a spam filter?  I use it regularly with unwanted spam.  Besides, that argument is like saying I don’t want to advertise because someone might read the ad and cold call me?  What kind of logic is that?  Buck-up, dandelion, bring cards.  It is a “networking” event!
  • The ideal scenario is to have a meaningful (even if brief) conversation with someone where they ask for your business card (how to do that is an entirely different blog).  However, that doesn’t always happen.  When it doesn’t, it is still ok to offer your business card to someone.  There is nothing wrong with that.

Refusing to take someone’s offered card is just plain bad manners. What do you do if this happens to you?  Realize that some people just have little or no people skills and move on to someone who does.

LCD's

Lead with Your LCD’s

When planning your weekly networking presentations, lead with your LCD’s.

It is very important to be prepared to introduce yourself by breaking down your business into your LCD’s (Lowest Common Denominators). Each week, create a business educational curriculum to train your sales force to focus on just ONE aspect of your business.

For example, each week just focus on one LCD’s :

– A service
– A product
– A benefit

When you want to nail a presentation, start by explaining your lowest common denominators, or the most immediate, universal value of your business. Your LCD is your secret weapon. What are the various “keywords” others would use to search for you online? These keywords are your LCD’s.

Click on the graphic below, or click here, to see this video. Learn more about developing this training approach for your weekly presentations.

Garage to Global

This is a part of what I call the “Ivanisms Series”: all of my personal quotes and phrases and why they have worked for me.

your competition

Why Partnering With Your Competition Could Be Your Key To Success

How intelligently collaborating with your competition can vastly improve your business.

While counter-intuitive, partnering with your competition may be among the best ways to grow your business. By intelligently creating a partnership with someone who you would otherwise work against, you can combine your client bases and maximize return on your investment. However, you never know what kind of positives can come from what may otherwise seem like a negative.

Watch this video

In this video, I discuss how to deal with competition in business. This is a part of what I call the “Ivanisms Series”, all of my personal quotes and phrases and why they have worked for me. Therefore, please watch this video to understand what Ivan means.

The value of collaborating with your competition

I was doing a seminar about how it is possible to increase your business by cooperating with your competitors.

A man sitting in the audience argued passionately about not consorting with the competition. We were having a pretty lively debate when an older member of the audience stood up to weigh in.

The story he told made a believer out of everyone else in the room:

I’ve been in the investment business my entire professional career. A few years ago, I was courting a company for an investment package that included retirement and more. It was huge — one of the biggest projects I had ever worked on. Spending weeks getting to know the client’s intricate needs and putting together a comprehensive package, the client told me they were going with someone else.

Therefore, I was just gobsmacked, completely shocked. After I caught my breath, I asked him who he had chosen. It turns out he was giving it to a competitor in his mid 20s. This kid had no experience and yet, here they were giving him this monster project. I felt like I had spent enough time with the client to ask him why he would choose this person over me and my package. He looked at me and said, “You want the honest-to-goodness truth? It’s my brother in law, and my wife will go crazy if I don’t give him the business. However, I do trust him, but I know he hasn’t got the experience you have.”

In my entire professional life, I had never done what I did next. In my area of business, it’s usually dog-eat-dog, but I called the kid and congratulated him. I told him I knew a lot about the company and if he ever needed anything, I was happy to help.

The kid’s voice literally jumped out of the phone. He said, “I’m from a wealthy family, but I really have no idea how to manage a project this big. I’m connected and I have four more deals just like this one, and I don’t know how I’m going to get it all put together. Could we partner up? In conclusion, I know I can get even more deals like these, but to manage it well, I could really use your help.”

We did just that: partnered up. And that kid is a rainmaker. We have worked on so many deals, all of them the same size or bigger than that original one I thought I lost. Therefore, I made more money than I had ever made before by calling up my competitor and offering goodwill and advice if he ever needed it.

Therefore, as you might suspect, the young man in my audience had a change of heart after hearing this story.

Will this happen every time you try to work with a competitor? Of course not. But it will never happen if you don’t reach out.

What are some effective ways you’ve been able to collaborate with competitors? Let us know in the comments below.

 

competitors

How To Deal With Competitors

My solution on how to deal with competitors is simple: Don’t pay attention to competitors. Success in business is about constantly improving your product or service, team, and culture. If you focus on these aspects, you’ll improve your position in the marketplace.

Focus on the fundamentals of your business. Keep up with metrics and constantly share your organization’s core values. These are a few ways that you can improve your business. But whatever you do, don’t obsess over what competitors are saying about you. If you keep bettering your own business, you’ll have no need to fear your competitors.

“The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time.” – Henry Ford

Watch this video

In this video, I discuss how to deal with competition in business. This is a part of what I call the “Ivanisms Series”, all of my personal quotes and phrases and why they have worked for me. Please watch this video to understand what Ivan means.

dog

A Dog With A Bone

In business are you a puppy with a ball or a dog with a bone?

The lesson here is I never give up.

I am absolutely a dog with a bone. I may not be the smartest man in a room or I may not be the most talented man in a room, but I am almost always the most determined man in a room.

Watch this video

When you are in business, you need to be like a dog with a bone. This is a part of what I call the “Ivanisms Series”, all of my personal quotes and phrases and why they have worked for me. Please watch this video to understand what Ivan means.

Excellence is not a single act. It’s a habit.

If you want to be successful, think things through and then act on that like a dog with a bone. Often times, the more successful you are, the more failures you’ve had. If you believe in your objective, keep going. One of the reasons for my success is my persistence, tenacity, and doggedness in dealing with challenges. There are things that I have let go, but when I feel certain when I have great information and feel confident in my vision and my goals, then I am a dog with a bone in my focus in not giving up.

Givers Gain®

Givers Gain® – The Video

In this video, I share the story of the philosophy of BNI: Givers Gain®. Understanding an important philosophy based on the law of reciprocity can make your networking far more powerful, but only when self applied.

Click on the graphic above, or click here, to see the video!

Givers Gain®

If you bring people into your network who embrace your core value, you will create an amazing network. Incorporating the philosophy of Givers Gain ® into my organization was one of the things that have really set BNI aside from the other networking groups. We have inculcated this core value into the fabric of BNI. Therefore, “Givers Gain ®” became part of the very DNA of the organization. That is incredibly special.

Givers Gain® is a philosophy based on the law of reciprocityIn the context of networking groups, people who adopt this philosophy dedicate themselves to giving business to their fellow networkers rather than making their foremost concern getting business for themselves.  In doing so, other people naturally become eager to repay their kindness by sending them business in return.

Four Behavior Styles

Four Behavior Styles (the video)

There are Four Behavior Styles you will find in others when you are networking. Do you know your behavioral style? Please watch this video to learn about these different styles.

In the book Room Full of Referrals which I co-wrote with Dr. Tony Alessandra and Dawn Lyons, we offer insight into the following four different behavioral styles:

Go-Getters: (Driven, Bold, Decisive, Strong Desire to Lead)

Promoters:   (Energetic, Outgoing, Fun-Loving, Positive, Talkative)

Nurturers:   (Patient, Helpful, Understanding, Sentimental, Reserved)

Examiners:   (Effective, Efficient, Thorough, Research-Oriented)

If you pay careful attention to the behavioral characteristics of others, you will improve how you communicate with them effectively by adapting to their style.

six things

Do six things a thousand times

In this classic video, I talk about productivity and setting priorities. This Ivanism, “If you want to scale a business, do six things a thousand times; not a thousand things six times“, is one of my quotes that I’m asked to talk about a lot and I thought I’d post this video again.

Are You Spread Too Thin?

What I often find is that business people look for these bright, shiny object,” he says. “Oh look at this, this is a great idea, let’s try this, let’s try that… no. Do you want to be successful? You have to do things over and over and over again, consistently.

“We are what we do, repeatedly. Therefore excellence is not a single act — it’s a habit.”

What does this quote really mean?

  1. Focus on key priorities and making them perfect (or close to it) before moving on to other projects or tasks.
  2. Making your business the best at a few services, not simply OK at several.
  3. Success comes from being like a dog with a bone.
Ask a Favor

When to Ask a Favor (classic video)

When is the right time to ask a favor? Building a relationship takes time, and cashing in your relationship capital before it has earned enough interest can be devastating.

The following video is classic rebroadcast of my “Ivanism” Garage to Global series, hosted by Entrepreneur.com, where I expand on catch phrases I have used frequently over the years. Originally published on March 30, 2016.

In this video, I discuss how to identify and prepare for the appropriate time to ask for a favor within the context of a business relationship. Social capital is a key factor when it comes to asking for favors from others.

Most of us have been in a situation where someone has asked for a favor before the social capital to make that kind of request. If you want to amass financial capital, you have to invest and grow your assets. Social capital works the same way. You have to invest before you can withdraw.

Throughout my career, I have had a huge number of folks come to me and ask me to promote something for them. The thing is the majority of those who contacted me had never even met me, had never had a conversation with me. If they did, they met me once and we had the briefest of conversations. They never invested in the relationship and yet they wanted a withdrawal from the relationship.

You may be shocked at the level of personal knowledge required for a deep referral relationship. You may want to argue that referrals should be all about business. I completely disagree. It takes a lot to develop this type of relationship. Those who do will certainly succeed at building a business from referrals.

When Is It Appropriate to Ask for a Favor?

So the answer to this question of when should you ask for a favor, before you ask for a withdrawal, make sure you make an investment and build a deep referral relationship.

Ignorance on Fire

Is Ignorance on Fire Ever a Good Thing? (classic video)

The following video is classic rebroadcast of my “Ivanism” Garage to Global series, hosted by Entrepreneur.com, where I expand on catch phrases I have used frequently over the years. Originally published on May 31, 2016.

I know, it’s a strange concept: Ignorance on fire is better than knowledge on ice.” Most people read that statement and think, someone who’s excited but ignorant can do more harm than good. I’m here to tell you that the opposite of your intuition is true. That’s right–and you’ll see why below.

Ignorance on fire

One thing I have learned over the last 30 years is I can teach people how to do something.

  • I can teach them how to network.
  • I can’t teach them to have a good attitude.
  • I can’t teach them to have a fire in your belly.
  • I don’t have time to send them back to mom to get retrained.

The only thing better than ignorance on fire is knowledge on fire. So as you develop skills and you develop knowledge, don’t lose that fire. Hang on to that.

I would rather have a member in BNI who really doesn’t know how to network but they are committed versus a member who says, “Yeah, I know how to do this,” but they are not committed. Ignorance on fire is better than knowledge on ice. The only thing better than that is knowledge on fire.

christmas

Merry Misner Christmas

I hope you take a few minutes to watch and enjoy this video. I shared a fond memory from one specific Christmas in the Misner family that really stands out in my mind. When I watch this video, it makes me shake my head and smile all at once.  I really had fun recording this. I got to reminisce a bit and furthermore reflect on the joys, the stresses, and all the wonderful, challenging, unforgettable, and irreplaceable memories that are made each year by families around the globe during the holiday season.

A Merry Misner Christmas Video

With this video, I’m taking a break from my regular educational business/referral marketing videos. I’m taking a few minutes to spread some holiday cheer and wish a very Merry Christmas to those around the globe who take part in observing Christmas Day.

On behalf of Beth, myself and the entire Misner family, we wish you a Christmas full of joy and hope. May your heart be filled with the joy of giving. It is the “Givers Gain” expression of the love in your heart and the kindness in your soul.

I hope this video stirs up some great holiday memories for you and if you’d like to share any of your standout funny, heartwarming, entertaining or unforgettable family holiday-time stories, I’d love to hear them–please share them in the comment forum below.  Thanks!

Merry Christmas to all from the Misner family!

Thousand

DO six things a thousand times and NOT a thousand things six times!

In this classic video, I talk about productivity and setting priorities. This Ivanism, “If you want to scale a business, do six things a thousand times; not a thousand things six times“, is one of my quotes that I’m asked to talk about a lot and I thought I’d post this video again.

What does this quote really mean?

  1. Focus on key priorities and making them perfect (or close to it) before moving on to other projects or tasks.
  2. Making your business the best at a few services, not simply OK at several.
  3. Success comes from being like a dog with a bone.
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