BNI SuccessNet - Second Quarter 2002

MISSION

The mission of a Global Networker is to promote the exchange of business and personal opportunities among professional, quality conscious people.

I will conduct my business and life with integrity, and in a manner consistent with the highest quality standards of all Global Networkers around the world.

GOALS

To be one of the most productive, innovative and committed networkers in my community as measured by participation and results.

To build my networking system on traditions of integrity, reliability and commitment.

To obtain feedback from my network on an ongoing basis, since meeting and exceeding their expectations is the foundation of my networking commitment.

To expand my networking system to attain a significant presence in the community that I live and work in.

To evaluate my achievements using traditional and innovative measurements.

BELIEFS

To fulfill my networking mission and achieve my goals, I will build my networking future on the following:

I believe ... that networking associates are my first priority and that one hundred percent participation is the key to my success. For my networking system to succeed, I recognize that the more I know about other networkers, the more likely I can refer them business. Meeting and exceeding the expectations of my network is a prerequisite for facilitating network interaction.

I believe ... that the people in my network make the difference. Because my success depends on the quality of people coming into my networking system, personal selection is a critical quality decision. To attract and retain the best people, I will continue to innovate and create an environment that will support successful business and personal interaction. I will offer informative and challenging discussions, and business opportunities.

I believe ... in the Givers Gain Philosophy of doing business. The more business I can generate for other networkers, the greater success I will have in reaching my goals. I will be predicated on the concept of "what goes around, comes around." If I freely give to others, I will receive business freely as well.

I believe ... that every networker has a stake in my success or failure-we are partners in a networking system. As in any partnership, there must be trust and open communication throughout my networking system.

I believe ... that my networking system is for business people who mean business. I realize that we're linked together by common goals and we are encouraged to share ideas, information, and resources. It has proven itself time and time again that by helping others get to where they are going, we can truly experience the real meaning of success.

I believe ... that networking as a concept, can change my whole way of doing business. As a technique, it will introduce me to knowledgeable allies I didn't know I had. As a process, it knows no limits and neither will I if I use it to its fullest potential.

I believe ... that innovation is critical to achieving quality results. Successful networking systems will be those that anticipate and quickly adapt to change. I am determined to devote resources to the development of new ideas that will provide better methods for networking interaction. When innovative proposals show potential, I will be committed to acting on them promptly.

I believe ... that leadership is the key responsibility of those who want to build a successful networking system. I believe that superior organizational performance is achieved when a spirit of teamwork, enthusiasm and commitment exists. I will be accountable for achieving results and for fostering a climate that encourages people to give their best effort.

I believe ... that integrity and fair dealing must e at the heart of every business decision I make. A tradition of, and reputation for, ethical behavior is of paramount importance to my networking system family of associates. I will treat other networkers, and people that I meet for the first time with fairness and good faith, and I expect absolute honesty, integrity, and compliance of the values and ethics of the highest standing.

I believe ... in serving the community; in being a networker devoted to the common good, continuing a tradition of providing information, support and services that promote health, education and quality of life.

I believe ... in the entrepreneurial spirit. I will foster this spirit among other networkers because innovative, self-expression and prudent risk taking will provide: (1) me with a competitive advantage, and (2) my networking system with what it takes to be the best we can be.

Ron Sukenick is a conceptual thinker and teacher with a wonderful ability to inform and inspire audiences toward building their own network of key contacts. He serves as president of Indianapolis based sales and marketing consulting firm - The Sukenick Group. In his book, Networking Your Way to Success, you'll learn: how to develop and maintain a successful network NOW; 9 proven netwroking strategies to gain competitive advantage; 6 step to giving and receiving good leads; what skills and tools you need to guarantee networking steps; the triple-win theory that goes beyond conventional limitations. To order this book online, click on www.bookshop.ws.

Compliments go to you because 2001 was a record year for BNI! The organization had a net growth of 425 chapters last year. This is the largest increase in our history. It occurred because people saw the value of structured networking and the professional quality of BNI.

BNI now has 2325 chapters in 12 countries with over 46,500 members worldwide. In 2001 BNI members passed approximately 2.1 million referrals generating over $727 million in business for the members. Compare this to 2000 when there were 1.7 million referrals worth $604 million in business.

Since our inception in l985, BNI has passed over 9 million referrals generating over $3 billion in business for the members.

BNI is the largest networking organization in the world. Today, BNI has more members than all the other networking organizations combined. It is the commitment of members and Directors to grow successful chapters that is going to make 2002 even better than 2001!

The Educational Coordinator (EC) in a BNI chapter is a very important person. At each meeting, the EC has four minutes to present information that will not only provide education, but also will assist chapter members in developing their networking skills. This four minutes is the longest a person has to speak during the agenda except for the 10-minute presentation.

There are many resources that exist to assist the Educational Coordinator in being effective in his or her role. The BNI web site, www.bni.com has excellent information in the Learning Center, Success Net Online, and the Educational Coordinator Only section. Material from Dr. Misner's books can be tailored to focus on a functional exercise for members. There are audio tapes that discuss wonderful ideas on how to make a BNI membership more successful. Of course, there are many excellent books on networking education. There is also a BNI Educational Coordinator (EC) Handbook.

The EC Handbook is not a "how to" book, but rather an additional resource from which the EC can draw. First, it gives the EC a log sheet where the topics can be listed week-to-week. The significance of this is that the EC can build upon education from one week to the next. For example, one week Contact Spheres can be discussed, with interaction from the members actually talking about professions that are in their Contact Spheres. The next week, a review of the Prospect List will enable members to take the information identified the previous week and plug in names and phone numbers of individuals. The following week, the EC could review "How to Invite a Visitor."

Often ECs think they have to "present" something to the chapter, like reading a section from one of the BNI books. While that is an option, ECs are encouraged to make some of the meetings more interactive. When people participate in something, they usually get more out of it.

The Educational Coordinator always works with the President and Leadership Team to assist if there is something they are doing for the chapter as a whole. For example, if the LT is setting goals for the year or term of office, the EC might want to present a generic four minutes on the value of setting goals and the results people have seen when they set goals.

One of the most important tenets of BNI is education. Educational Coordinators should be individuals who agree with the role of education and who are willing to put some time and effort into what they present to their chapter members. Four minutes is a long time during a BNI meeting. Educational Coordinators have many resources available to them to make those four minutes of great value for their fellow chapter members. Strong Educational Coordinators help make strong chapters whose members develop successful networking skills.

BNI has adopted member guidelines to assist members in getting the most out of their BNI membership. These guidelines are not the same as policies, but most eventually transition into policies down the road. Our newest guideline, the Members' Success Program implementation, will become effective worldwide by October 2002. Chapters may implement it earlier at their discretion and with the assistance of their Director.

Here is the new guideline:

All new members must attend Members' Success Program (MSP) training in their region within the first 60 days of their participation. Only after attending the MSP training may he or she be added to the "speaker rotation" for that chapter. Any new members not attending the MSP training within the first 60 days after being inducted into the chapter, will be subject to having their classification opened by the Membership Committee.

BNI is about BUZZ. You want to create that constant sound in the ears and minds of prospects so that they make a mental connection between what you offer and what theyneed. The best way to do that is through telling stories. After all, isn't each of our introductions simply a mini-tale, perhaps told in rhyme?

At SalesAutopsy.com we collect entrepreneurs' and sales professionals' most embarrassing selling memories. Each story is a building block to improvement toward closing more business. When you can expand your story into a narrative that blends both success and humor, you will have a winning, memorable combination that becomes buzz. This means the listener tells others and the beat (the word) goes on. What follows is one of our most popular stories - an insurance rep who creates tremendous buzz in her world by telling a most unforgettable anecdote:

Disappearing Client, Hiding or Dead?
Brandy recounts how a client crashed far from home:

When I landed the life policy on a hotshot entrepreneur, it was a huge boost to my selling career. The five-million-dollar policy was great for my bank account. It was even better for my credibility in the office. In an industry where women are selling in much smaller numbers than men, it was nice to see my reputation on the rise.

Shortly after he passed his medical exams and was approved, the entrepreneur began to struggle with his business. While on an unexplained trip to Eastern Europe, he was killed in a bizarre plane accident. While walking across a runway, he was sucked into an engine of the jet he was about to board.

Our firm was concerned about verifying the death in order to pay on the claim. Unlike the United States, many countries don't issue death certificates, so we hired investigators who flew across the world to interview "witnesses" to the awful scene. Some of their stories didn't quite match.

The final fishy clue proved the whole incident was a fraud perpetrated by the near-bankrupt businessman. The blood on the plane's engine belonged to a cow.

That guy still hasn't arrived back in the U.S. I guess prison is much worse than bankruptcy. And my growing reputation has been temporarily arrested, while I listen to mumbled "moos" behind my back at the office.

What is your best story?
Can you captivate your listeners by sharing an experience that generates an ooh, aha or oh-no!? Work on crafting your buzz. It's good for business.

One final note: Dan Seidman's new book, The Death of 20th Century Selling; 50 Hilarious Sales Blunders and How You Can Profit from Them is available at www.salesautopsy.com or toll-free at 1-877-613-7355. Get the book and give the gift of laughter and learning to someone who sells today! Dan can be reached at dan@salesautopsy.com. Dr. Ivan Misner has contributed to the section of Dan's book that defines methods for being perceived as unique in your marketplace.

This was passed on to us by a BNI member—the author is unknown. This isn't like other quizzes ... don't bother getting a pen and paper ... just read.

Name the five wealthiest people in the world.
Name the last five Heisman trophy winners.
Name the last five winners of the Miss America contest.
Name ten people who have won the Nobel or Pulitzer prize.
Name the last half dozen Academy Award winners for Best Actor and Actress.
Name the last decade's worth of World Series Winners.

How did you do? The point is, none of us remembers the headliners of yesterday. These are no second-rate achievers. They're the best in their fields.

But the applause dies. Awards tarnish. Achievements are forgotten. Accolades and certificates are buried with their owners.

Now here's another quiz. See how you do on this one:

List a few teachers who aided your journey through school
Name three friends who have helped you through a difficult time.
Name five people who have taught you something worthwhile.
Think of a few people who have made you feel appreciated and special.
Think of five people you enjoy spending time with.
Name a half dozen heroes whose stories have inspired you.

Easier? The lesson? The people who make a difference in your life aren't the ones with the most credentials, the most money, or the most awards. They're the ones who care

The Huntington Beach (in Orange County, CA) chapter of BNI was chartered in 1992 with 24 members. Like all BNI chapters it has had it ups and downs over the years. In April, 2000, the chapter had 26 members, but a conflict within the chapter, combined with an inexperienced leadership team, saw the membership cut in half. The remaining members did put on a Visitors Day, but not a single new member was added. Clearly something was wrong with the chapter.

In July, 2001, Bill Mills, an Executive Director for Orange County addressed the remaining ten chapter members and presented their options: 1) close the chapter, and members could try to find other chapters into which they could fit; or 2) restart the chapter, but only after receiving firm commitments from each member on several issues.

One commitment was to accept that fact that everyone's behavior had to change. Doing things the same way would result in continued frustration and failure to grow.

Another commitment, following the decision to change, was to go back to school. The Member Success Program was made mandatory. By the time that training had been completed only eight members remained, but that was enough.

The chapter members worked toward a Kick-Off of the revitalized chapter. Bill Mills and other Orange County Directors walked them through the Six Weeks to a Successful Visitor's Day/Kick-Off. They relocated to a restaurant that presented a much more professional atmosphere. They followed the direction provided by the Directors. They followed the exact process for identifying prospective members, sending out letters, and follow-up scripts. In short, they followed the BNI system!

Their Visitor's Day in September resulted in 4 new members. Members were excited and brought visitors each week. The meeting agenda was followed exactly. Time remaining at the end of the meeting was used for training, usually conducted by members. More visitors joined. Another Visitor's Day in January was successful, and the membership now numbers 24.

The changes in the Huntington Beach chapter came about because of the change in their ATTITUDE! They wanted to grow. They were open to education and following the BNI system. Another Visitors Day is scheduled, and the Huntington Beach chapter is on the move!

The BNI Foundation has recently added three new categories to recognize chapters who support the Foundation's two-fold purpose: education and children's programs. Chapters who contribute $500 or more are honored as Grant Sponsors. Those chapter who contribute $1000 or more are honored as Master Grant Sponsors. And chapters who contribute $2000 or more are honored as Distinguished Grant Sponsors. The BNI Foundation supports education and children's programs with $500 mini-grants which are approved by the BNI Executive Board of Advisors. For more about the BNI Foundation and the Mini-Grants and to see a listing of all our recognized chapters and members, please click on http://www.bni.org.

The Silver City chapter, in Taunton, MA kicked off December 14th, 2001. They tracked the business that they had generated during the core group (3 months) through 12/31 (2 weeks after Kick-off). They generated just under $40,000, identifying that a number of "good" referrals that had been passed that hadn't yet turned in to business. Also, tracking their first 50 referrals from inception...83% are outside referrals!! Congratulations to the Silver City Chapter.

You may recall the photograph of David Alexander on his knees proposing to Kimberly Jones at the U.S. National Directors' Conference in Richmond, VA. Well, here is the result of that proposal! David and Kimberly were married March 2, 2002 in New Orleans. Congratulations to both of them!! -Ed.

The Special Olympics of Maryland's Polar Bear Plunge was a huge success! Thirty-one BNI members and Directors joined the thousands at Sandy Point State Park to plunge into the Chesapeake Bay on January 26th. The weather was warm for January, but the water temperature was 38 degrees.

A heart felt thanks to all those that contributed time, money and energy to help us raise over $12,000.

On Saturday, January 19th, SuccessNet Online Senior Editor, Elisabeth Misner, paid a visit to the Midland, TX, chapter members and Director. After a luncheon, local chapter member, Staples Office Supply Store, held a book signing for Masters of Networking, to which Elisabeth is a contributing author.

Over 100 BNI winners and their guests will enjoy exciting and fun-filled Las Vegas from October 18th through October 21st, 2002. Winners receive a 4-day, 3-night trip, including round trip airfare from major metropolitan cities. Winners and guests will be staying at the New York, New York Hotel and Casino. Included in the Member Extravaganza trip is an evening filled with networking, hearty hors d'oeuvres and a workshop conducted by BNI Founder and CEO, Dr. Ivan R. Misner.

How can you win?! All your chapter has to do to qualify is sponsor 6 new members between April 1st and May 31st, 2002; just 6 new members and your chapter qualifies for the drawing. All qualifying chapters will be eligible for the drawing. All members who sponsor new members into their chapter get one chance in the drawing for each new member sponsored! The more new members a sponsor brings into the chapter, the more chances they have in the drawing. Last year, over 75 members joined Dr. Misner and his family in Cancun, Mexico, on the 2001 trip!

You can join the Member Extravaganza winners by contacting your local chapter travel agent!

BNI travel agents will be able to sell this trip to chapter members (contact amy@bni.com for booking information). A refundable deposit of $50 per person will be due by July 12, 2002 (non-refundable after that date). Visa, Mastercard, Discover and American Express are accepted. Please note: If you deposit on the trip and are one of the winners, your deposit will be refunded. Space is limited, so call Amy Brown at (909) 305-1818, ext. 124, inside Southern California and (800) 825-8286, ext. 124, outside Southern California, or email amy@bni.com.

Rules and Regulations:
1. The membership extravaganza begins April 1st and runs through May 31st, 2002. Without exception, only those applications dated between those dates will be eligible. The date on the new member's application is considered the official start date. No other date applies.
2. A chapter qualifies after it sponsors six or more new members into that chapter.
3. You get one chance in the drawing for each new member sponsored. You must be a current member to particpate in the drawing.
4. New members must list their sponsor's name on the application.
5. All prizes must be taken on the date above and are non-transferable.
6. All chapters in participating regions are eligible (chapters kicking off between April 1st and May 31st, 2002, may be subject to other conditions; see your Director).

Ed Craine soon realized several benefits of belonging to networking groups. "First is having sales team that doesn't cost you any commission or payroll expense," he says. "Second, you will learn excellent communication skills that are transferable to other settings. Third, you will develop an informal board of directors and advisers for your business. Fourth, you will develop a sense of community with your members." -- Excerpted from an article about Ed Craine, Executive Director for San Francisco, CA, which recently appeared in Commercial Investment Real Estate Magazine.

Here are a couple pics from a Kick-Off in Michigan. You can get the description for these pictures at the BNI Michigan photo album page; Go to http://www.bni-mi.com and click on "photo album."

Here are some pictures from a recent Educational Evening, which also serves as our graduation, for the Certified Networker Program. This is how we introduce the program to people and we also acknowledge recent grads during the same evening. The people standing up in front of the room are receiving their badges, pins and certificates... They are from the most recent graduating class. [Submitted by Tom Fleming]

About 160 BNI members from the Indianapolis area gathered in February for the Indianapolis BNI Members' Conference. Executive Director Hazel Walker organized the event, which was packed with workshops conducted by Assistant Directors and guest Executive Directors visiting from other states.

The Greater Troy BNI chapter in Troy, MI, is proud to introduce its new web site found at www.troybni.com.

WorldWise, Inc. (www.worldwise.net), a Michigan-based web house and BNI member, hosts, and markets the site developed for the Greater Troy BNI chapter. In just a few short weeks, the Michigan chapter has seen what a powerful tool a professional web site can really be. Future visitors (from industry categories that are open within the chapter) have been contacting the chapter's membership committee via their simple, on-line form provided within the web site.

Through its continuing chapter growth, the Greater Troy BNI chapter looks forward to a successful 2002.

Submitted by: Christine Newcomb
Membership Committee Member
Greater Troy BNI chapter - Troy, Michigan
www.troybni.com

On February 20th 2002, the Bridgetown chapter on the island of Barbados was officially launched at the Island Inn Hotel at 7:20am. Twenty four (24) new members were inducted and we had a total of fifty four visitors (including 2 from the UK). The room was "charged." The venue was correct for the BNI image and everyone was very impressed. It was quite an awesome occasion. Enthusiasm was very, very high; visitors were doing memory hooks in their 30 second presentation. It was a blast!

The late start was to make sure that everyone in the queue had signed in. Executive Director (UK) James Cruickshank and Master Toast Master & BNI member "Derrick Thomas" in full regalia (red tails,glove etc) officiated along with the "Fish" (Co-National Director, Curtis Belgrave).

BNI HAPPENINGS — UNITED KINGDOM
World's Highest Referral

Unless someone knows of two astronauts in BNI who have passed a referral while circling the Earth, we believe this photograph confirms the world's highest referral.

BNI husband and wife team Amanda and Paul Clarke, members of the Rossett and Knutsford Chapters respectively, are pictured giving a referral to BNI Executive Director Martin Bailey at Mount Everest Base Camp - some 17,500 feet (or 5364 meters) above sea level!

All three were on a fund-raising trek for Hope and Homes for Children, a charity that builds homes for children around the world who have lost their houses and families through natural disaster or war.

The trek took place over a three-week period and followed the classic route taken by those who have conquered the world's highest mountain. After a brief stopover in Kathmandu, the approach to the trek was by a hair-raising flight through the Himalayas to land on a very short and steeply angled runway on the side of a mountain at Lukla. From there the trek involved a grueling three-week climb through the Himalayas up to Everest's Base Camp on the Khumbu Glacier.

Paul, a director of Chester-based Promote Corporate Communication, a marketing, design and multimedia consultancy, told SuccessNet: "There were constant new challenges included temperatures at night down to minus 15C and ever reducing amounts of air to breathe as we got higher. Nearing base camp, there is only 50% of the oxygen we normally breathe when living close to sea level."

Amanda, who is used to scaling the heights running her executive coaching business, Optimum Training, said: "As if the altitude, the extreme cold and the physical exertion weren't enough, on the day we arrived in Kathmandu, a national state of emergency was declared as Maoist terrorists launched new attacks against the Nepalese Government in the Everest region."

Getting used to the local diet of daily garlic vegetable curries was also "interesting" for all three intrepid BNI climbers for 21 days. Amanda added: "If you couldn't stomach the continual diet of curry, which also meant sampling the local toilet facilities (or rather the lack of them) on a frequent basis, then the only alternative was surviving on Pringles and Mars Bars - all readily available in even the most remote of places, but for a price!"

Having reached 17,500 feet, Paul and Amanda recorded the moment by photographing the passing of a business referral to Martin, Executive Director for South Derbyshire and The Black Country.

Now safely back home, having jointly (with the 35 other trekkers) helped to raise over �100,000 for charity, the world's highest BNI referral team is looking for a company to sponsor their colorful talk about the fund-raising trip.

Anyone interested should call Amanda at 011-41-1244-342133 or Paul at 011-41-1244-401811.

BNI HAPPENINGS — UNITED KINGDOM
RBS and BNI—a blossoming partnership

BNI has just celebrated the fifth anniversary of its arrival in the UK and Ireland with the opening of its 330th chapter in Exeter, and a commemorative celebration among members of its very first UK chapters at Harrow and Northwood.

With thousands of businesses belonging to chapters from Galway to Gravesend, and Plymouth to Perth, BNI's growth has been substantially faster across the UK and Ireland than in any other country throughout the world, including North America where the organisation's roots were laid in 1985.

While there was an inkling of BNI's likely popularity from the launch of the first chapter in Harrow, back in December 1996, nobody could have anticipated it would become the UK's biggest business networking organisation quite so quickly.

Significantly, around one-third of Harrow Chapter's current membership comprises founder members who attended that first meeting, and have seen their businesses flourish over the past five years. "None of us had any idea what to expect, but after that first breakfast meeting I knew that BNI would be good for my business and, five years later, I'm even more certain," said Nigel Loli, who reckons membership has increased the annual turnover of his vehicle engineering business, Cartwrights, by an average of �25,000 a year.

Nigel was among the many members and guests when the Harrow and Northwood chapters held a joint fifth anniversary breakfast at Batchworth Park Golf Club, Rickmansworth just before Christmas, when special five-year ribbons were presented to 11 members who have been in BNI since it was launched in the UK.

National Director Martin Lawson said: "For BNI to be represented in nearly every major conurbation across the UK and Ireland, is a tribute to all the directors, leadership teams and members, but even more importantly, it demonstrates the huge benefits that BNI's 'Givers Gain' philosophy brings to any and every business community."

The key factor behind BNI's rapid expansion is the obvious and immediate proof that membership is a highly valuable asset to nearly any business. In the past 12 months alone, UK members have developed around �100 million worth of business for each other.

Martin added: "Probably the best testimonial for BNI's popularity is that we have never sought to open groups in any new area without being asked to do so by the local business community, so the fact that we are now represented in most parts of the UK and Ireland speaks for itself. Other business networking organisations may come and go, but BNI is here to stay."

Eleven of BNI's best networkers from the Dublin region have received unique recognition for their 'Giver's Gain' contributions over the past year - in the shape of limited edition prints, hand drawn by Fingal Chapter's designer Padraig Horgan.

The framed prints of Irish stately homes were presented at the recently-staged Dublin Members' Day, after Executive Director Pat Guiden had asked the membership of each of Dublin's then 10 chapters to nominate one person from their chapter who most deserved a special prize for effective networking.

Sponsored by Michael O'Connor of finance brokers Finplan, a member of the city's Airport Chapter who presented the Giver's Gain Awards, the initiative drew a huge response from members. Graham Smith, another Airport Chapter member who acted as co-presenter said: "It was quite a close run thing in some chapters, where just one or two votes separated the nominees, and in the case of Pembroke Chapter, two nominees tied for the award."

To view the recipients of the Givers Gain awards, please click on www.bni-europe.com/news/news.htm and select Winter 2002 Edition.

South Africa has launched the first chapter in the Johannesburg area! Michael Pryke, Regional Director, coordinated the core group. Our thanks to everyone who make the Kick-Off such a tremendous experience!

Auckland CBD's chapter President, Ronald Biddick and his team have set some new and exciting benchmarks which will enable them to establish a dollar value for their chapter's referrals. The Auckland CBD chapter has also planned to increase membership to 35 members in six months plus a goal of 35 quality referrals each week.

All members agreed on a list of impressive goals which should ensure lots of business being generated for all members of that chapter. Any members experiencing difficulties in reaching targets will receive help from a member of the leadership team. Email Ronald on rjbdesign@xtra.co.nz if you would like a copy of Auckland CBD's goals.

A man of action, Ronald runs a successful menswear business in Auckland's trendy High Street where he has already set a goal of $200,000 in BNI referrals for the year. His wife, Natasha, is his business partner. Together, they intend to expand their business into the Wellington and Melbourne markets.

Ronald's classic and contemporary menswear business sports top labels such as Strellson, Rembrant Elite, Cesar, and of course, RJB Design. Just before the Kiwi Networker spoke to Ronald, he had just rung up a $3,500 sale from a relation of a former BNI member! Another successful referral!

A consummate networker, Ronald understands the principles of word of mouth marketing and is taking the time to share his knowledge and motivation with members of his Auckland chapter.

BNI in New Zealand continues its phenomenal growth with over 33 chapters fully operational and is fast approaching the 1000 member mark!

In Auckland and Christchurch, Assistant Directors are about to be appointed to support existing chapters and to assist with BNI's development program.

In Wellington, Malcolm Smith is the new Regional Director. He is currently organising the Member's Success Program and two Visitor's Days as Wellington steps up its expansion.

So you've recently been invited to a BNI meeting and wonder where you fit into the mix! First of all, let me say, thank you for checking us out. We've been putting business professionals together for over 15 years in a word-of-mouth marketing environment. To date, we are the largest business-to-business networking organization in the world! 40,000 plus members feel that BNI is certainly for them. We hope you will agree!

BNI was started in 1985 with a single purpose: to develop the referral business of the members. From that point, BNI has grown to the vast networking group it has become. We allow one person per profession to join each chapter, thus guaranteeing exclusivity to the members in their business category. If you are a florist, you will be the only florist in your chapter! One member values his chair at the table each week to be worth over $30,000, because that is the amount of referral business his fellow members generated for his company in one single year.

Annual membership in BNI costs less than a business suit—it's the most cost-effective way to market yourself in today's highly competitive marketplace. If you value having 20 to 30 other business people marketing you to others, then BNI is the right place for you! We hope that you like what you see and that you will join a chapter near you and experience firsthand the difference a structured referral system can make in your business.

This is the place where you can ask any question about BNI. If you have a question for BNI's CEO and Founder, Dr. Ivan Misner, send it to askbni@bni.com he will post his response here, as space allows. From time to time, a guest Director will post a response.

Q: Why doesn't BNI list all BNI members on its website?

A: Great question ... thanks, for asking. This is a matter that has been given substantial thought and is based on the input of many members and Directors over several years.

First, I should point out that ANY member who wishes to have their information "posted" on the BNI website may do so through the "Members Links" section of www.bni.com. All you need to do is put "Member of BNI" on your home page (members have permission to use our logo; available by emailing bni@bni.com). Then, send us an email letting us know you've done that and requesting a reciprocal link on our end. We will then set up a link to your site under the Members' Links section. In addition, chapters may also get a link in the "Chapter Links" section by simply requesting one from us. Both requests should be sent to bni@bni.com.

As for a complete listing of all chapters and members, there are many reasons why we don't. Here are some of them:

Several years ago our Board of Advisors (made up exclusively of BNI members) asked us not to. Years ago, we listed Leadership Team Members and they were spammed relentlessly. There was substantial concern by the Board of Advisors about the "confidentiality" of members' addresses being listed on the Internet. The Board (remember, they are members) recommended that we list members via our "Links" section, upon request but, not en masse on the website. This reason alone was enough for us to implement this policy. However, there are other good reasons as well.
When we listed Leadership Teams, the public would occasionally contact a Leadership Team (LT) member for information about joining BNI. If they were out of the LT member's area OR, they were in a profession already represented in that particular chapter, the LT members often didn't respond. This created a serious PR problem for the organization. We began getting many complaints from the public that they contacted us, but we weren't responding. Well, the truth is ... we weren't being contacted. LT members were being contacted, and they weren't responding very consistently when it was someone that wasn't eligible for "their" chapter. Consequently, we started listing Directors, because they would respond to the public with information on what chapter(s) were available.
Listing LT members and the location of every chapter created an environment where "hunters" (people who didn't want to join but just wanted to go to as many groups as possible) were contacting dozens of local chapters and hard selling many members on their business without joining or apparently having the intention of joining. This issue also greatly disturbed the Board of Advisors.
With thousands of meeting locations and tens of thousands of members, addresses, phone numbers, meeting dates, times, and locations many times changed weekly. Unfortunately, an incredible number of these changes were not communicated to BNI and substantial out-of-date information resided on the Internet, providing erroneous information. It was decided that the local Director was again the best contact for member and chapter information and that it was best to send the public to the local Director.

These were some of the more important reasons why we do not list all members, chapters, and locations on the BNI website. I understand your interest in having us do so; however, we believe that it is best to continue to follow the Board of Advisor's recommendations (don't forget ... they are members) and list only those people who request a link.

All the best.

Dr. Ivan Misner
Founder & CEO
BNI

The East Hanover, NJ, chapter has had great success the past several months by trying some innovative methods of improving our meetings and adding to the variety of our BNI experience. This has been a tremendous success and has resulted in the rapid growth of both our membership and the number of referrals passed each week.

First, we instituted a partnership policy. That is to say, each of our members now has a partner to whom he or she must speak each week prior to the day of our meeting. The assignment is simple - practice a sixty-second commercial stressing the theme raised by the Educational Coordinator and critique the presentation of your partner. The results have been dramatic. The presentations are rehearsed, focused and confident. The members have a better understanding of each others' businesses and thus produce more and better referrals.

Next, we have started to hold theme weeks. It all started when a custom software designer joined our chapter. Since we already had a gentleman who repairs and builds computers and a web site designer, it was decided that we would allow this trio to present a joint ten minute demonstration describing the services they had to offer and how their businesses complimented each other. They put together a professional multimedia presentation that knocked our socks off. A visitor, who happens to be a network designer, quickly joined our group and was added to this trio to create our "technology quartet." We now tell our members (as well as members of the other local chapters) to just send a referral with a computer problem or need our way and our technology quartet will do the rest.

As this has been such a success, we are now having a real estate week where our title company, mortgage broker, carpenter and attorney will jointly provide a presentation and a new business week where our employee benefits broker, payroll company, accountant and property/casualty insurance broker will work together to inform us about the services that they can provide to a new business enterprise.

By holding joint presentations, these groups not only educate our members and guests, but also learn more about each others' businesses and thus are better able to refer to each other. We plan to expand this concept in the coming months by continuing to hold one theme meeting each month.

As a result of these innovations, our meetings have become more energetic, varied and exciting. I have heard from many members of our group that we have made it worth getting up at 5:30 a.m. Our membership has grown by fifty percent and our referrals have similarly increased. The East Hanover chapter is a BNI success story.
—A. Bret Steig, Esq.

The Waltham, MA, chapter has narrowed its 60-second intro to 45 seconds, so we have to make the most of what little time we have in order to make a lasting impression. Since I am a graphic designer, I decided that a visual demonstration would have a lot of impact on the group.
One morning I showed up to our 7:00 a.m. meeting looking like I do on the weekend - in other words, a slob. My sweatpants, t-shirt, and plaid flannel shirt made me look like I just rolled out of bed. Everyone was too polite to mention my clothing, but I could tell by their looks that they were wondering why I wasn't dressed better.

When it was my turn to make my pitch, I stood up slowly and mumbled, "My name is Laura Foley, Laura M. Foley Design, and you should hire me 'cuz I've got thirteen years' experience as a graphic designer and I'm really good at it." Then I straightened up and announced, "I dressed like this on purpose to make a point. If someone has a great product or service but poorly designed marketing materials, it doesn't matter whether or not that person is a professional. They come across looking like I do now. So keep an eye out for people who could use a graphic design makeover."

It was a hit! There were smiles all around and nods of understanding. When the meeting adjourned, the chapter Vice President approached me to let me know that he had been planning to tell me that I should take our meetings more seriously and dress professionally; however, after my presentation, it all made sense.
—Laura Foley, Laura M. Foley Design, laura@lauramfoley.com, www.lauramfoley.com

Name:	David Haywood
Chapter:	Bolton, England
Hook:	We take the pain out of Windows.
Profession:	Micro-tutor, Computer Software Training, www.microtutor.co.uk

Name:	Clifford L. Smith
Chapter:	Mebane Core Group, NC
Hook:	My work is the first impression that the public gets of your company.
Profession:	Smitty's Sign & Banner Company

Name:	Ann McCarthy
Chapter:	London, England
Hook:	To save money on your phone bill, call the lady named Ann and she will be around as quick as she can.
Profession:	Euphony Communications www.euphony.gb.net/mccarthy

Name:	Grant Barnet
Chapter:	Yorba Linda, CA
Hook:	Just remember, I am the G in G. Barnet Productions.
Profession:	G. Barnet Productions/ Corporate and Industrial video productions www.gbarnetproductions.com

Name:	Richard H. Kirwan
Chapter:	Richmond, VA - Capital Club
Hook:	Making performance standards our standard performance.
Profession:	Lending www.benchmarkmortgage.com

We want to hear from you! SuccessNet Online needs your input. SuccessNet is truly YOUR newsletter. We ask you to consider the following tips when preparing your submission for SuccessNet:

Writing style should be clear and concise. Keep your sentences short and give us details. Be specific.
Use the inverted pyramid format, with your information leading us to the point, rather than giving all the details up front.
Use dialog in your submission: John said, "BNI made a huge difference in my business."
Be sure to include your name, chapter name and business name. When applicable, list your web address and we'll insert a hyperlink to direct readers to your website.
If appropriate, give us dollar values for your chapter brags and testimonials.
We would like digital photos of your chapter or regional events! As you can see from this first issue, we are able to have many more local-flavor articles and reviews. With your photos, include a brief description of the event, who's in the photo, and the name and city of your chapter.
Please also include your web address with your submission, so we can direct our readers to your site.
Please send your submissions to newsletter@bni.com

The types of submissions we are seeking are for Chapter Brags, Memory Hooks, BNI Happenings (your regional news), any other special announcements, success stories, or things your chapter has tried that have been successful.

Thank you!

Editors

Mary Diffley, author of Internet Prophets, asked Dr. Misner to contribute the Foreword of her book. Below is an excerpt from that Foreword: "We don't live on Little House on the Prairie anymore and today's frontier isn't in the west, it's on the Net. We live in the Internet Age where change seems to take place at light speed. If you're in business today, it seems like you need a prophet just to make a profit.

"The Internet is to the world what the printing press was hundreds of years ago. It is to the world what radio and television were only decades ago. The Internet has opened doors and opportunities in a way beyond anything that has preceded it. In only a few short years an entire body of technology, vocabulary, culture, and a whole new economy have evolved at such a blinding speed that it is no wonder that many business people are at a loss about what to do and how to do it relating to the Internet and their business.

"Understanding e-business fundamentals, creating an Internet business plan, developing and marketing a company's Web site, as well as understanding Internet regulation, are all new concepts to today's business professional. Those businesses that do not consider these issues today will most surely be a casualty of this new technology tomorrow. But more importantly, those businesses that do consider these issues today will be the success stories of tomorrow."

Mary's book can be purchased on the Internet at Internet Prophets, which features an expanding index of e-business products and services, categorized by cost, plus information about emerging Internet business models and concepts, practical how-to guides, product reviews, and more.

Last year changed. I sold two cars and bought one. I sold my home of 25 years and bought a condo. I sold my business and went to work for the Department of Insurance. First I had a goal to help us financially as well as mentally. Second, I wanted to continue positive with new challenges. Third, I needed to travel more and see more. It was scary to put it all together. Much of what I did was impulse and timing.

The book Who Moved My Cheese came out with a calendar which I read everyday. The idea is, if something is always there for you, you remain complacent. Two Mice, Hem and Haw found that the cheese they ate was suddenly gone. They both were in for an adjustment. One mouse became creative and tried to find new ways to get cheese while the other mouse just sat there and complained.

It seemed to me as the cheese was taken away, I would have to find another way to get it. Throughout the year I had a plan to put our family in a positive position and acted on my goal. It worked, and now that we have found this wisdom I want to share it with you. You see, you can do anything you put your mind to do. You really must focus every day and take chances and plan for breaks. Life will leave you flat if you let it.

As for me, I believe in givers gain, positive reinforcement, motivated discipline, taking risks and continuing education. We only use 1/10th of our potential and we need to unhinge the cobwebs in our thinking and live. "The earth's great treasure lies in the human personality" (excerpted from the JC Creed). We need to make the personality work for us. Always charm and compliment. Always be dignified. Make life your excitement and fulfillment by being truthful to self and others. Freedom is what it is about and in business building lasting relationships reinforces growth and progress.

(Lee Shimmin is leaving BNI for a new job with the Department of Insurance. He was one of the first members of BNI when the first chapter in Arcadia, CA, opened in 1985. Lee has served on the BNI Board of Advisors since its inception. We are sorry that Lee is leaving BNI at this time and wish him all the success in the world. God bless you, Grandpa Network! ~Ed.)

Each quarter, you receive an email from me announcing the newest edition of the BNI Newsletter. I thought you might like to know a little bit more about what goes into producing our newsletter and how you can help us!

First of all, when we transitioned from the print version of SuccessNet to the online version, we added a couple of departments and jazzed up some already-existing departments. Huddle Time and BNI Happenings arrived on the scene, Chapter Brags became Givers Gain, and Memory Hooks became Seven Second Marketing (based on the title of Dr. Misner's book about, you guessed it, memory hooks).

Huddle Time is a department devoted to material that Educational Coordinators can use in chapter presentations. All the articles are appropriate to be printed and discussed at your chapter meetings. They will all support the referral marketing that is the focus of the BNI membership. We welcome members who have something to share with our worldwide audience to submit their articles for consideration.

BNI Happenings chronicles events, awards, chapter Kick-Offs and Visitor's Days as well as any regional mixers, conferences, or other gatherings of BNI chapters. This department is laid out by geographical regions and covers the entire international scope of BNI. Anytime your chapter does something special, let us know about it! We are more than happy to write it up and share photos of your members with our subscribers.

Givers Gain gives you a chance to share your chapter photographs, success stories and ideas that have profited your local chapter. This is a true example of the givers gain philosophy at work throughout the entire organization.

Seven Second Marketing is devoted to members' memory hooks. When you hear a chapter member use an outstanding memory hook, suggest that he or she write it up and submit it for consideration.

How can you help us?! We depend on you, the subscriber/member, for content! Our newsletter will only be as good as the material submitted for publication. So, keep us in mind when you share your testimonials with your members, develop an awesome memory hook, or plan a special event in your chapter. Let us know about them. Our readers love to hear what's going on in BNI chapters around the globe. Send your submissions to newsletter@bni.com.

Also, help us promote the newsletter to your membership. We are looking for 100% of our members to be signed up to receive SuccessNet Online. A good referral for me is sign-ups to the newsletter! Forward this edition of SuccessNet Online to someone you know hasn't yet subscribed. Ask them to click on this link to get signed up: Subscribe to SuccessNet. I will be conducting a poll in the next edition to take the pulse of the readership to determine if you are happy with our newsletter and where you might like to see changes/improvements.

The task of prospecting for new business leads is not really what most business professionals enjoy when they are seeking new sources of business. However, everyone in business usually responds effervescently to receiving referrals, as these leads don't appear to require the same amount of effort.

The truth is that while these statements are indeed obvious, few business people are asking for referrals frequently enough. This happens more than likely because many business people have a distinct fear of rejection, which prevents them from initiating their request for referrals and, in some regards; it's too much like prospecting. However, referrals are indeed the life-blood of those business professionals who are truly successful in their profession. These professionals we always look at as having a "special" way about them, which allows them to outperform others, and we look on with envy as they enjoy their business and everything about it.

Having a steady stream of new leads without having to prospect, waiting for the door to open or phone to ring is by far more desirable than the alternative. The question is relatively easy and the answer even easier. You need to ask for referrals much more often than you already do if you want to get more business. You may also say, "that's easy for you to say, but how do I do it?" There are also questions that are somewhat scary for the novice just starting out: "How do I ask without seeming too forward? How should I go about asking? When should I ask? How do I deal with rejection?" All of these are valid questions that I believe that anyone can solve and achieve the required results. Let's try.

First, as with anything in business or life, you must have a plan. There are several steps to the process and, while sometimes the targeted person or business may allow you to circumvent a part of the process, most of the parts need to be followed. To achieve success generating solid business referrals as a regular business practice, I recommend you follow the steps the below:

• State the Obvious - When you're starting a relationship with a new customer, make sure you emphasize that your prefer doing business through qualified referrals. Emphasize that the reason you are willing to work with them is because of their connection with the person who referred you. However, should the customer come to you through other means, in a tasteful way, you should advise them of your willingness to work with them as a special exception. Either way, letting the customer know that your time is valuable and you generally prefer to work with referred clients will help you immensely over time.

• Commitment is Important - We would all like someone to commit on the spot, but sometimes that's both uncomfortable and difficult. However, getting a commitment to re-evaluate at a future time is much easier and often happens. If someone resists a future time, you may not want to commit much time to this prospect.

• Reinforcement - Once you have stated the obvious and have obtained a future commitment, it's necessary for you to deliver the goods, service, etc...and set up the collection of the referral. Whether a reminder to keep you in mind, or a warm referral today, it's important to reinforce and remind them that referrals are your way of doing business. It doesn't hurt to offer to refer them business as well.

• Follow-Up - While following the first several steps should start your referrals flowing, it's always important to touch base several times a year. Although these are not considered "strong contacts," they still can act as a good referral source due to the fact that your past clients will keep you in mind.

• Positive Reinforcement - In this there are really three steps. 1- You should immediately thank the person giving you the referral by phone or through the old-fashioned "Bread and Butter" notes. A simple card saying, "Thanks for the Referral" is what I've found very useful. 2- Keep the person who gave you the referral up-to-date. Sometimes it's actually important to advise them if the referral isn't what you're seeking so they'll be much clearer next time. 3- A gift is more than appropriate. It never has to be pricey, just meaningful. A handwritten "Thank You" note on a gift basket will go a long way to generate additional referrals.

I believe it's extremely important that you're sure that they NEVER regret referring business to you by providing excellent service to the referred party. I firmly believe that by integrating these simple steps into your everyday business demeanor, most consumers will very much appreciate your approach and you will experience a steady growth of new referrals from sources you never considered before.