Joseph Bismark - Gems of Wisdom Blog

All Wrapped Up in Christmas

Once upon a time, three kings followed a star in the night sky in search of a newborn boy who was prophesised as the Son of God. With them, they bore gifts as an expression of their love and respect for the one who would come to be known as the Son of Man.
On this day, Christ was born. And so was Christmas.

More than 2,000 years later, this concept of giving gifts at Christmas first set by the three kings has prevailed, even if the true meaning of Christmas has been somewhat lost amongst the mountains of discarded wrapping paper and quick-fix presents.

From where has this pressure to give presents at Christmas come? From department stores with their glittering window displays and ‘Christmas Sales’? Money-hungry business people capitalising on the commercialisation of an ancient tradition held close to the hearts of many? From social norms, that say those who don’t give presents during Christmas are frowned upon as being thoughtless and uncaring? Whatever happened to ‘it’s the thought that counts’?
Before I go on, I should state that I am not a Scrooge and I certainly do not say ‘bah humbug’ whenever someone offers me Christmas cheer. I think Christmas brings out the best in people and today, even atheists will wish their friends and family a ‘Happy Christmas’ during this festive season. This is great, but do they know what they are saying? Do they know the meaning of Christmas? Whether we’re talking about the word or the holiday, you simply cannot have Christmas without Christ.

The very thing about Christmas is that it should be a time to remember Christ and give him thanks. The giving of gifts should be to express our love and respect for the people we hold dear. It is, after all, the season of giving. But let’s think about why we are giving the gift in the first place. Did you wander aimlessly around the shopping centre with a list of names, trying to find something – anything – that you could buy so in order to cross off another name on the list? This is not the meaning of giving. In essence, this type of present is nothing but gift-wrapped emptiness, devoid of meaning and emotion.

The best gift I have received this year was from my mother. She gave me a beautiful card with even more beautiful words inside. She said that she couldn’t think of anything to ‘buy’ for me that would bring me happiness; but she knew without a doubt what to ‘give’ me that would make me truly happy. She wrote in her card that her gift to me was that she would continue to meditate and devote herself to her prayers. She said she would give thanks to the Lord. She said she knew that this would please me more than anything else, and so this is what she was giving to me for Christmas.

What my mother gave me was something lasting. Something that was only for me and something that showed just how much she loves and cares for me. What my mother gave me made me happy, far more than a set of matching socks, a new alarm clock, or a new car. For Christmas, my mother gave me love.

There is nothing wrong with buying gifts for people at Christmastime. But ask yourself what the gift means – to you and to the person you are giving it to. The focus should not be on the gift, but on the expression of love and care for another human being that the gift represents. The gift doesn’t have to be expensive or elaborate. But it must have meaning.
To each and all of my readers, my gift to you is this Gem. May you take just a few moments to ponder the question of what the people around you mean to you, and by doing so, may you give them a gift that truly matters this year.
Merry Christmas and a happy, healthy and successful new year to you all.

Sincerely,
Joseph Bismark

Group Managing Director, QI Ltd

The Fundamentals of Networking: Present the Present

Have you ever bought someone a present? I’m guessing the answer here is ‘yes’. When you buy someone a present, you obviously consider what the person would like, what they would want, and what they would need. Once you’ve found the right present for the person, it is then very likely you would take the time to wrap the present in an attractive way, perhaps with ribbons and bows, before giving the present.

Why am I talking about presents and gift-wrapping? Because the way you select and wrap a present with the recipient in mind is exactly the same as the way you prepare and present a presentation to your prospect.

Think about the word ‘presentation’ and analyse the word ‘present’. Just as when you select a present for someone as a gift, when you present to your prospects, you must consider the person to whom you are presenting. What will interest them? What will motivate them? What will excite them? A presentation must be packaged around the person you are presenting to, so it is very important that you know who your audience will be. You cannot rely on the same presentation to be successful with every audience. It must be tailored to suit your audience, so it is therefore essential to have established a relationship or rapport with your prospect before you present to them.

The next similarity between present-giving and presenting is that you don’t give a gift that is not nicely wrapped, and you don’t give a presentation without wrapping it with all the right trimmings that people want to see before getting to the core of the business.

I used to give my daughter gifts without wrapping them, so to not waste paper. But my daughter would complain that it wasn’t as exciting to receive an unwrapped present. She likes the anticipation. It is the same with a presentation. A lot of people fail because they start talking about the intricate details of the business too soon in their presentation: the costs, the involvement, the compensation plan. When you do this, your audience will quickly grow disinterested and will think you’re trying to sell them something for your own benefit. They will not be as receptive as they would be if they thought you’re giving them a gift. If the audience is not receptive, it is the presenter who is failing. The approach should be that of giving a present. “Hey, I have something here that will be of value to you. I want to give it to you.”

Normally, in a big group presentation, you cannot be so specific to the needs and wants of an individual, and you can’t really close. So, that’s why when you speak to a large crowd, you wrap your present with many different trimmings, try to use as many examples as you can, and express various ways of saying your point, so that you try connect with each person at different times.

What’s more, when you are presenting, another trimming is the atmosphere and the environment. It is important to set up the right atmosphere, where people appreciate what you are saying to them. When I am giving a presentation, when I am giving someone a gift, I don’t become uncomfortable. I don’t think that he or she is doing me a favour by listening or accepting my gift, nor do I feel that I am wasting his/her time. I am giving them a present.
So wrapping it is very important. The different trimmings that would attract a particular person is best applied one-on-one. You can then focus on their individual needs, what they want, what dreams and aspirations they have, and all the things that excite that person. These are the trimmings. The details of the business are the present.

So, in this final Gem in the Fundamentals of Networking series, I am not going to tell you ‘how’ to present. I can’t tell you that because I don’t know who you are going to be presenting to; because who you present to dictates how you present. I can only give you parameters that you should consider, and advise that you should always show respect, be careful how you dress, be prepared in terms of what you’re going to say, have a thorough understanding of the business, know the background of your audience, and so forth. The rest is up to you and your prospect.

Sincerely,
Joseph Bismark

Group Managing Director, QI Ltd

The Fundamentals of Networking: Getting the Invite Right

We’ve spoken about the need to do your homework, the invaluable process of developing your prospect list, and the importance of maintaining a prospecting mindset. So, now what?

Now you need to invite people on your list and who you have prospected to hear what you have to say. You need to pick up that phone and start dialling and inviting prospects to a business presentation.

When it comes to the invitation part of networking, I can give one very simple, very valuable piece of advice… make friends with your phone.

When I invite someone, the best mode is through the phone. The phone gives the perfect arena for me to say what I need to extend my invitation to a presentation, but without getting caught up in the questions and details usually demanded in face-to-face invitations.

Always remember – the phone is for inviting only. The phone is the place to ‘close’ with a date for the presentation. It is not the place to ‘close’ with a new Downline. Never attempt to give a business presentation over the phone. When you use the phone to invite, try to limit what you say. People normally ask so many questions and want so many details over the phone. So, when you invite someone, it is better to have a scheduled date, place and time in mind. Then you can invite them personally to attend the presentation, and you have a reason for not discussing everything on the phone. Also, be sure to have a set of schedules to tell your prospect, just in case they say no to your first suggested date.

On the other hand, if you invite someone face-to-face, be ready to present right there on the spot. People will often want to hear all about it then and there, instead of going through the ‘hassle’ of organising a time with you. And it is hard to reason why you can’t tell them about the business when you are looking right at your prospect.

Another thing about inviting is that it allows you to ‘prepare’ or ‘practice’ for the actual presentation, by becoming confident talking to people and building a rapport with them. Learn how to invite, even if you don’t have the confidence to do the business presentation just yet; you can always invite a prospect to someone else’s presentation. And there is a benefit to doing this. It is called the ‘Triangle’.

How does the Triangle work? Let’s use an example: Let’s say Mr B invites a prospect called Mr C to a presentation set to be given by Mr A. For Mr B to be successful in this, Mr B would talk about Mr A and edify him. He would build him up to Mr C by saying that Mr A will be in town and he is very successful and it will be very advantageous for Mr C to attend the presentation of such a prominent networker. You see, in this scenario, there is already respect and a relationship between Mr B and Mr C. In fact, Mr C is attending the presentation because of the credibility of his relationship with Mr B. This credibility extends to Mr C having respect for Mr A before the presentation even begins, simply through association. Mr B has spoken highly of Mr A and Mr C begins to share that respect. Mr B becomes the bridge. He attends the presentation with Mr C and gives him confidence in the presentation and the presenter. And then, after the presentation, is when Mr B makes the close. This is the Triangle.

If you have just met your prospect, build a relationship with them first before inviting them to a presentation. No matter what the situation, people don’t like invasion of privacy and they don’t like feeling as if they are being taken advantage of. So take your time.

One last word on inviting prospects: Never do it in desperation. When you invite people, it should be because you want to do good for that person, not because you are needy to gather Downlines. Don’t plead. Don’t push. Be polite, knowledgeable, confident, and friendly. It is truly amazing what these basic character traits can do for the success of your invitation.

Sincerely,
Joseph Bismark
Group Managing Director, QI Ltd

Human Life Begins… When?

There are four propensities of life… eating, sleeping, mating, and defending. But is that all there is to life? And if so, how are we, as human beings, any different from animals?

Humans have mastered these four propensities. We have an endless menu of gourmet cuisine and all manners in which to cook it so that our food not only gives us sustenance, but a sensation of incredible tastes. When it comes to sleeping, we have perfected the art of getting a good night’s rest, with ergonomic beds, neck-support pillows, and cosy blankets. And it is frightening just how well we have enhanced the act of mating, and how much we have sharpened our ability to defend ourselves.

The question human beings should be asking, is whether this really is the goal of life? Just to eat, sleep, mate and defend. If this is the goal of a life of a human being, then you can argue that it would be better to be an animal. For example, if the goal of life was to sleep, wouldn’t you rather be a crocodile? I heard that a crocodile could sleep for 20 hours a day! If sex was to be the goal, then why not prefer to be a pigeon? A pigeon could have sex 100 times a day, without caring for the offspring or being in a relationship. If eating was the main focus of life, then who wouldn’t want to be a pig, who can eat anything and everything all day long? My point is, humans are equipped with so much more potential to fulfil more than any of these propensities. That is how we are different from animals. If we focus our lives around this sense gratification, surely we’re missing the point of life. We must awaken ourselves from our slumber. There must be a higher purpose.

Human life begins when one starts questioning, “What am I? Why am I here? What is my purpose? What is my relationship with this world I live in? What is my responsibility to the environment? Who am I?...” The questioning and the learning are endless.

We have the ability to act independently; we have free will. We have a higher intelligence. We have the ability to question. We can philosophise. We can actually ponder what happens after death. A life of a human being is a life of responsibility and consequences; a life of questioning and seeking answers.

Yes, we have perfected the four propensities, the basic needs of life, but it is not what makes us human. We’re missing the purpose and potential of human life if we care only for eating, sleeping, mating and eating.

Please take a moment to ponder… don’t wither away a life of great potential, questioning and learning. Strive to understand the world around you. Don’t allow yourself to be satisfied with a life similar to that of an animal, because you simply won’t be doing justice to the incredible gift we’ve all been given… life as a human being on this planet.

Yours Sincerely,

Joseph T. Bismark
Group Managing Director, QI Ltd

Thinking Long-Term During Our Anniversary Month

It was 1998. The so-called ‘dot-com bubble’ that had enveloped the world was deflating at a rapid rate. The Asian economy was falling in a manner not so different from the global economic climate of today. But we started a company anyway. And if I knew then about all the ups and downs that were to follow, I am not so sure I would have signed up for the ride.

Eleven years later, I know that I am glad that I did. But I have to tell you, in these years, I’ve never before experienced such successes, such challenges, such hardships, and such happiness. It has been the proverbial and clichéd rollercoaster. As I said, had I known what the future was to hold back in 1998, I don’t think I would have embarked on such a ride.

I guess that when you dive into something and are so passionate about it, it is a true blessing that God doesn’t show us what lies ahead. A farmer could not experience a harvest if he did not first go through the preparation of land and the hardship of the sow, the labour and toil, all without being guaranteed a successful crop. He must have faith that the seeds he plants will grow, that the rain will come at the right time, and so many other unpredictable considerations. Then, and only then, may he reap the harvest and enjoy the fruits of his labour. The best thing we can do is to propose and let God dispose. And that is exactly what we did when sowing the seeds of this company.

Back then, I really wasn’t sure we were going to make it. There were many detractors who shared the same thought. They said we wouldn’t last a week. So when we did survive the first week, we celebrated. We celebrated our second-week anniversary as well. Now our detractors said we wouldn’t last three months. So, we celebrated again on our three-month anniversary. Then it became a year. And then three years, and then we celebrated our fifth year and we were still growing. Last year, our tenth anniversary celebrations traversed the globe and to see the impact this company and our mission of RYTHM has had on the people of the world – from Asia to the Middle East to Africa and beyond – made me again thankful that the future is a mystery until it becomes a past to reflect and build upon.

We held our official 11th anniversary celebrations in Hong Kong on the 8th September 2009, but it is the whole month of September that for me is a month of reflection and introspection. It is not time to boast what we’ve achieved, but to contemplate from where we’ve come and to where we shall go.

Consider this. How do people think? A beggar thinks from meal to meal. An employee thinks from month to month with the arrival of their monthly salary. A boss may think from year to year. But a King would think for a decade. And an Emperor thinks for a century. When you see how different people think, you’ll see how they got there. And you’ll see where they’re going. The question today is, ‘do we want to think the way we think today?’ No matter what position you hold within this company, take ownership of it. It is your ‘rice bowl’. Fight for it. Protect it. Fill it up. Take ownership of what you do without the title or the extra salary. It is once you take ownership, and what you achieve through this, that the title and the rest of the perks will follow. The farmer cannot demand the harvest before he ploughs the land. Are you going to think from day to day? Or are you going to think long-term?

This whole month is a time for reflection on our lives, our career, our company. QI is our mother company and it is feeding all of us. Everyone in QI is a part of combined excellence. Every anniversary is a time for us to be grateful. This Gem is my heartfelt appreciation to the founders of the company, the directors, the chiefs, the managing directors, the hundreds of fantastic staff we have, and our extended family of IRs who are out there building on our behalf. This is a chance to thank everyone for thinking long-term and for strapping into this rollercoaster with us. Thank you for toiling and working to bring the company to harvest. Thank you for taking ownership of your rice bowl. It is the people doing all this throughout every rank of the company that makes me stronger, and makes the company stronger. Happy 11th Anniversary to every person, past and present, of the QI family.

Sincerely,

Joseph Bismark

Group Managing Director, QI Ltd