Truth or Delusion? A Book by Ivan Misner

After weeks of focusing almost entirely on politics, I thought it would be refreshing to cover something purely business related and there are few things more important in business than networking. Dr. Ivan Misner, President and Founder of Business Network International has co-written an excellent book entitled Truth or Delusion. It is not a difficult read, in fact it can be finished in a few short sittings, but it is full of helpful insights in understanding successful business networking.

In a very easy to read style, the authors examine several common beliefs about business networking and challenges the reader as to whether they are true or not. Here are a few excellent examples:

• It is best to limit the number of networking groups you join. This is very true, if you are a member to too many, you won't be in a position to help others in any of them because of being over extended. Being able to give is as important as receiving when it comes to networking.
• To be successful at networking you have to be a real "people person." Delusion. Networking isn't merely back slapping and hand shaking, it is a commitment to listening to the needs of others, providing viable contacts you know, and being open to receiving leads. These attributes are important to people regardless of their personality traits.
• There is an unlimited supply of referrals. This is true. This is why we should be willing to share leads when we get them, because there is plenty more where they came from. This is also why you don't need to over extend yourself with too many organizations. One group of 20 members can provide all the leads you need as long as you reciprocate.
• You should apply the Golden Rule -- do unto others as you would have others do unto you -- in your networking. This is probably the most common of all errors. This is a great Biblical principle, but not necessarily a great business one. Instead, we should apply the platinum Rule, do unto others as they would have you do unto them. In other words, treat others the way they want to be treated. This takes a little more work than the Golden Rule, but is well worth the effort.

These are just a few of the many principles addressed in this short, but powerful book. I recommend it to networkers of all levels and backgrounds. It is must reading for anyone interested in relationships meant to build business.

Dr. Misner is going to be a guest on my radio show (the Houston Business Show, this Monday, 11/13 at 1 PM on CNN 650). I encourage you to tune in. Also, this show will be available online by the middle of next week (around November 15th). Meanwhile, order the book, it will be a great investment for you and those who work with you.