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Meet a Need, Grow Your Business!
In the continuing theme of "BNI: More Than a Meeting," the concepts for this issue are Resources and Responsibility.
One of the biggest benefits of being part of an international organization such as BNI is the worldwide resources available to you. I know several members who have clients in different parts of the United States or even in other countries because of BNI's resources. The resources available through BNI have given them the opportunity to find a trusted business professional to whom they could refer their client in their local area. In addition, the goal of a word-of-mouth professional is to be a resource for the people they know. Let those you come in contact with know that you work with professionals who can fill the needs for goods or services. This will cause them to call you first when they need a referral for their business and personal life. It raises your value to them, and it keeps you in the top of their minds when they run into people in need of what you do. My personal opinion is that each business person should have a goal of being #1 on the speed dial with the people they know so they call you first when they want to do business. As a small business person, you have the ability to make your business even larger with the resources available to you and your customers through BNI. Being a resource comes with responsibility, however. As a BNI member, your responsibility comes first in being at your weekly meeting. One day a member called me and said, "I finally understand the reason for the attendance policy in BNI." I asked what she meant. She related to me that at her meeting that morning, one of the members told about a service that she provided that she hadn’t talked about before. Immediately after the meeting, that member met with a business person who had a need for this service. She was able to give a referral. The responsibility doesn’t stop at attending the meeting. You must be present and be listening to the commercials and presentations so you are aware of what the member is saying. It's easy to fall into the trap of planning for your next appointment after the meeting or wondering how things are going at home. Only by listening and being totally present at your BNI meeting can you hear the information shared. Responsibility continues when you receive a referral. Make the member that gave you the referral look good by immediately following-up with the contact they have given you. The person referring you has recommended you. They've put a piece of their reputation on your follow-up and good service. Conversely, when you give a referral, warm the referral up so that the contact is anticipating the call. Fill the referral slip out with contact information so that the member can follow-up and make you look good in the eyes of the person you have referred to them. BNI is more than a meeting. Your participation gives you the resources of national and international contacts. With that participation comes the responsibility of helping your fellow members as well as performing as the business professional that you are. HUDDLE TIME
The Small Things That Lead to Success
We've all heard that networking should be an integral part of our total marketing plan, but what is networking? And is it the same for off-line marketing as it is for on-line marketing?
Many Internet marketers venture off into classified ads, opt-in mailing lists and postings of all sorts. Many times the traditional networking ways of off-line marketing are forgotten. So, what is networking in the traditional marketing sense? Simply stated, networking is contact to establish relationships that can lead to business. Sometimes the path to business is direct; other times it is indirect such as through referrals. The person you know knows someone else who needs your products or services. This is the most important rule of networking. Many people go to a networking event hoping to do business. It doesn't work that way. Your goal of attending a networking event is to meet two or three people, find a reason to follow up and start a relationship. The business will most likely come from an indirect referral they know needs your products or services. Networking means making these contacts and building on them by talking with people about what you do and who you are. It also is, in turn, listening to them to see how you might assist them in what they do. These contacts, the people you need to know or the people that can help you, might be right under your nose. To help build that list, answer the following questions:
HUDDLE TIME
Find Your Path: How Positive Living Clears the Way
My father, who wrote the foreword to my book, "Pathfinding: Seven Principles for Positive Living," told me this story. It really speaks to finding the opportunity in the crisis that can create success:
One day the owner of a building tells his caretaker that he must go out of town for a day, but that he expects a most important letter. He informs the caretaker that he must make sure he gets the registered letter himself because it is a very important letter. The owner leaves the next morning. That afternoon the letter is delivered, but it requires a signature. The caretaker tells the postman that he doesn't know how to write. The postman explains that he must obtain an actual signature, no marks or X's. Since the caretaker can't write, the postman refuses to leave the letter. When the owner returns and learns what happened, he becomes furious and fires the caretaker on the spot. The caretaker finds himself without a job and without an income. To support his meager existence, he starts peddling whatever goods and services he can to survive. His business begins to grow and improves to the point that he is able to open a little store. By the time his sons are old enough to help him, he has become well established. The sons inherit the business when the caretaker retires and decides to build a larger store. They ask their father to help them borrow the money to finance their ambitious undertaking. The father asks the banker for the loan and the banker says, "No problem. You can have whatever you need. Just sign on the dotted line." The caretaker looks at the banker and replies, "I can't sign. I never learned how to write." In astonishment, the banker asks, "How is it possible that a man who can't write could amass the wealth that you have?" "Ah," says the caretaker, "If I could write, I'd still be a caretaker." HUDDLE TIME
Creative Business Building
When I first joined BNI, I knew it was going to take time to build the relationships in my group so I decided to use BNI tools to enhance my current business relationships while waiting for the referrals to come in for my job as a staffing consultant. I also took the advice of our Area Director, who taught us to "look outside the box." The first thing I did was seek out a couple people in my group with whom I clicked. Interestingly enough, these members were not in my "mafia," or sub-group. My first two relationships were with a chiropractor and a Weekender clothing representative. I thought, "How am I ever going to give them referrals?" I knew I needed to meet with them to try to get some ideas. During our one-on-one meetings, I discovered they both put on workshops for individuals. The chiropractor offered stress-management and peak-performance seminars, and the Weekenders rep would put on a fashion show on how to make several outfits out of very few pieces of clothing. The stress-management seminars were an obvious fit with my clients, and with a little creative thinking, we arranged a "Dress for Success" seminar where my clients were shown how to stretch their dollars for a professional wardrobe. It was very easy to call my clients to offer these workshops and to get them to talk to my fellow BNI members. It was a win-win situation for us all. I was providing a value-added, "free" service for my clients, while the BNI members were benefiting from all the people they met. The chiropractor has had more than 20 people at a time schedule appointments, and the Weekender Rep has sold a good amount of clothing. All the while, I get more business from my clients because they think I am great for getting them these free services. BNI teaches us to create a mafia within your group to make it easier to pass referrals. That does work because it can get overwhelming to concentrate on your whole group at one time. However, people need to be sure they are looking for other ideas that can mesh with your business. Although these members were not part of my normal mafia, we were all beneficial to each other by strategizing on how our services could help each other. I did, however, start to get even more referrals once we got more business-to-business professions in the group. Another way of thinking outside the box that has worked for me is inviting prospective clients to a meeting. After trying to get a meeting with a telecommunications company proved fruitless, I decided to go through the "back door." After leaving a message with the director of sales explaining that I had a great networking opportunity for his sales associates, I got a call back in 20 minutes. He was interested because he requires his sales staff to be involved in some sort of networking group. He and one other person attended our meeting. During the meeting he asked if I had worked with his company. When I told him that I had not been able to get a meeting, he took my card and said, "Consider it done." And he was true to his word. Since then, I have established many other partnerships with fellow BNI members that have continued to provide numerous value-added benefits to my clients. Our group has learned how to strategize on how to get each other business using a lot of creative ideas, which has made giving and receiving referrals much easier and more rewarding. As a result, my business has continued to increase, and I have been doing a lot less cold calling. Breaking News
Hard Work Helps New Minnesota Chapter Snag Founder's Award
Congratulations to the Rapid Referral chapter! The Founder's Award is a table-top sign that announces and points the way to the chapter's meeting location. Founder's Awards are issued to BNI Chapters that represent the top 10 percent of organization in terms of attitude, performance and commitment. They must have a minimum of 20 members and must be nominated by the local BNI Director and approved by the Founder. Chapters that receive this award are recognized both in SuccessNet and on the BNI Website. Dr. Misner's New Book Available Now
When you hand someone your business card, you're setting in motion a chain of contacts that can become a new branch of your network. That's why you want your card to be attention-getting, pleasing, informative, and memorable—so people will look at it, comment on it, pass it around, and keep it handy. And the next time someone needs your products or services, they'll remember you. Dr. Ivan R. Misner and two of his BNI colleagues, Candace Bailly and Dan Georgevich, see and collect thousands of business cards each year in their networking activities. They have learned from business owners that an attractive, well-designed business card can be a very effective marketing tool. When they began examining the business cards in their files, it became obvious why this was true. Many of them are, by almost any standard, works of art. The three networkers decided to select the best of the best and write a book about them so businesspeople and fellow networkers around the world could see what a great card looks like and why it works. "It's in the Cards: Getting the Biggest Impact from Your Smallest Ad" is the result. Dr. Misner, Ms. Bailly, and Mr. Georgevich present, in full and glorious color, examples of the art of business cards that will entertain you, inspire you and show you how to realize the full potential of this small, but mighty, business tool. Order now by clicking here. The "Certified Networker Program" Expands Around the World The Certified Networker Program (CNP) is expanding worldwide! A new Southern California location, the Greater Los Angeles/Inland Empire area, has joined in offering this unique and valuable networker training. Classes were to begin on Monday, September 8, 2003, and will run every Monday and Wednesday evening from 6:00 to 8:00 p.m., ending on October 15. Now administered by the Referral Institute, the program has its roots in BNI. The networking course materials offered are, to a large extent, based upon the writings of BNI's founder and CEO, Dr. Ivan Misner. The CNP is a highly customized curriculum designed with tips, tools and techniques to help you become a more effective and productive networker and to generate more qualified business referrals. To sign up for Certified Networker Training in the Greater Los Angeles/Inland Empire, please contact Mr. Leroy Gaines at: (909) 305-1818. To learn more about CNP Course Offerings in locations in the United States and other countries, please visit their website at: www.certifiednetworker.com Don't Miss the New Business Course: "Networks and Social Capital" This unique course is offered exclusively through Cal Poly University, Pomona, California. "Networks and Social Capital" begins in September 2003, on Monday evenings from 6:00 to 9:50 p.m. This class is available to everyone through the "Open University Program" even if you are not enrolled in the University (subject to space and availability). Visit www.bni.com for more information. North America
BNI HAPPENINGS — United States City of Big Shoulders Enjoys BIG BNI Breakfast
The first meeting was in the north suburbs, and we had 110 people attend. In the south suburbs, 70 people attended, and later in the week, 75 people attended the meeting in downtown Chicago. I'm sure you can do the math; 250 people attended the meetings. Some energetic people attended all three! It is a great feeling to have the hotels and restaurants bring in extra tables and chairs for all the people. Alana McKinney and Mike Neal, Area Directors in Chicagoland, did a great job of announcing the meeting and encouraging people to attend. They also helped by finding volunteers to work the doors and act as Visitor Hosts. In February BNI Chicagoland had one BIG Breakfast meeting. We were very happy with the turnout: 155 attendees. But dividing and conquering sure worked out well this time! Members Tap into the Power of Global Networking
We received four referrals from people who wanted to collaborate with U.S. companies. We met with several people after the meeting and struck up some great synergy with Johan Gustafson. Johan was due to be in New York City within a few weeks, and we made arrangements to meet again. We are currently designing a project together to hold a two day seminar for Swedish CEO's who want to do business in U.S. It's been a fantastic experience. I encourage all BNI members who want to grow their business internationally or virtually to take advantage of this wonderful network. It continues to be a touching and exciting business experience for us.
Kenosha Founders Celebrate First Anniversary
Connecticut Inducts Youngest Member Ever
Michael began his web design career at the age of 10. Since then, he has designed, redesigned, programmed and maintained a variety of websites. At the age of 14, he was hired by a computer security corporation to redesign their website. Michael's team currently designs, develops, implements and maintains websites for several corporations, non-profit organizations and individuals. Mid-Term Luncheon Provides Forum for Ideas that Work The Western Pennsylvania region of BNI held a Mid-Term Luncheon at Dave & Busters in Pittsburgh, PA, on July 10. Linda Macedonio, BNI Co-Executive Director of Rhode Island, Southern Massachusetts and Maine, flew in to present "The Confidence Curve." The Mid-Term Luncheon was also a forum for chapters to share their best ideas. Members of several chapters did five-minute presentations on great ideas for what was working in their chapters. Some examples follow:
Grand Rapids Hosts Advanced Training
Out to the Ballgame with BNI
About 50 BNI members, families and friends had a great time at the Albuquerque Isotopes baseball game. Unfortunately the Isotopes lost, but all the attendees came out winners at this fun networking event. Starting 'Em Young
Europe
BNI HAPPENINGS — Sweden BNI Scandinavia Moves to New HQ with a View
BNI HAPPENINGS — United Kingdom £65,000 of Extra Business and Rising! That's the total value of new business gained for Gary White's company since joining BNI only 15 months ago. As sales and marketing director of Carlton Baker Clarke, leading independent accountants from Chelmsford in Essex, Gary was looking for ways of expanding his company's brand and contacts in the Maldon area when he was invited to a BNI meeting back in March 2002. "I had been a visitor to BNI at Braintree three years earlier and was really impressed with the concept," explains Gary. "At that time, however, there were no vacancies for an accountant, but when an opportunity arose to join the chapter at Maldon I jumped at the chance. Having looked after marketing at our company for the past two years, I can honestly say that that this has been the single most effective way of gaining new business. The one-minute slot each week acts as a fantastic shop window to highlight the company's key areas of strength, what it has being doing lately, and the type of clients we would like to meet." Gary describes the benefits he has derived from BNI in terms of personal development: "The open networking sessions each week at Maldon are a tremendous opportunity to exchange ideas, experiences and problems with other members, many of whom are in similar situations. Being in business can be lonely at times, and it is often useful to be able to talk things over with similar-minded people. I often find that the buzz and camaraderie we experience every Wednesday morning, enables me to go to work feeling energized and focussed, and I know that many other members feel likewise. Similarly, standing up each week to talk about your business is a tremendous way of developing your selling and presentation skills, and certainly with practice takes away any apprehension or reluctance." With £65,000 p.a. of additional fees generated to date, Gary and Carlton Baker Clarke are prime examples of just what can be achieved through regular, quality networking and that is what BNI is all about. BNI HAPPENINGS — The Netherlands BNI Lands in The Netherlands
There was certainly a full house and a full program that day. Steve Lawson, the European Training Director, conducted a special ten-minute presentation, and Terry Hamill from BNI Mersey delivered a fantastic four-minute education slot. According to Mr. Jos Essers, the Regional Director for The Netherlands, "What is really special about this new chapter is their sense of humor, yet never ever losing sight of the purpose of the meeting—referrals." Congratulations and welcome to The Netherlands! Africa/Middle East
BNI HAPPENINGS — Israel Contact Spheres Unite at Regional Breakfast Seminars
Israel's Newest Chapter Kicks off
BNI HAPPENINGS — South Africa Cape Town Hosts Awards Evening
On May 14, 2003, members from all over South Africa met for an Awards Evening in Cape Town. All the chapters did a skit on their chapter, and each chapter chose their own networking award winner. Sandy Hotz won the overall trophy. Australasia/Asia
BNI HAPPENINGS — New Zealand Southwell Sees New Zealand Surging Toward Goal Completion
Recent events include the Auckland Mid-Term Leadership Team Dinner where over 100 leadership team members assembled for a fun and informative dinner. For the first time we invited sponsorship for the evening and as a result were able to provide a high quality evening at one of Auckland's top venues for a significantly subsidized cost. With the chapter development phase now nearing completion in Auckland—and the business having grown by 40 percent in 2002—the focus this year has been on putting a management team in place to maintain and develop the chapters. The Auckland team is now approaching full strength with two more ADs having been confirmed in August—taking the total number to seven with one more to go. The two Regional Directors in Wellington and Christchurch are continuing to do a splendid job in terms of chapter launches and growth. I look forward to seeing many of you at the BNI International Conference in November. Ponsonby Gets Back to Basics
They have had workshops on referrals and dances, with a strong emphasis on dancing. They have found, with a return to the basics, the chapter has seen a renewed energy, which reflects the strong commitment of the leadership team. Member John May has even been active in writing to past members of the chapter, inviting them back to the fold. Member Makes a Dream Come True
Brian Falkner is Vice President of Albany chapter and Webmaster for BNI Australia/New Zealand. Brian had always wanted to write, ever since he was at school, but the necessities of career and family got in the way. As he approached his 40th birthday, however, he felt that if he did not give writing his best shot, he would never do it. And the result? A delightful book for children, entitled "Henry and the Flea," about a 12 year-old boy who wanted to join the NZ Warriors. Why a children's book? Brian says that it was a great age group to write for because it is such an interesting age, full of innocence and expectation. Brian wrote four chapters and sent them off to a couple of publishers, both of whom expressed interest. So he engaged an agent, finished the book and the agent sent the completed manuscript. The first response was a no, the second was a yes, and the third was a maybe. "For someone who has wanted to write for most of their life and had numerous failed attempts at it, it is hard to express the euphoria of the phone call from my agent telling me that Mallinson-Rendel wanted to publish my book," Brian said. While he was writing, Brian kept the project secret, even from his wife and children. His wife only found out after the book was accepted for publication and his children didn't find out until the book was launched. It was a great surprise for them. Congratulations Brian! We look forward to your next book! Submitted by Graham Southwell. BNI HAPPENINGS — Malaysia Malaysia Awards Gold Club Members The following members were recently awarded Gold Club status:
Achievers Chapter Lives Up to Name
In April 2003, BNI Malaysia kicked off the Achievers chapter, the first chapter in Penang, an island north of Malaysia. Since then we kicked off the second chapter, Mutiara chapter, in June. The third chapter, Success chapter, is now preparing for kick-off in September. Achievers chapter has taken off with huge success. At the end of July, the chapter had 31 members. City Chapter Celebrates 30 Members
At only 10 months old, the chapter already has 35 members. Congratulations! BNI HAPPENINGS — Australia Focusing on Fundamentals Gets Chapters Back on Track
Enter the trio of Stephen King, Chris Bauman and Michael Garner. They literally saved the chapter by getting members to focus on the fundamentals. Membership has grown from 21 back to 27 and shows promise of growing to the goal of 40. Attendance has increased from as low as 70 percent to over 90 percent. Weekly referrals have increased by more than 50 percent. And all of this in just 12 weeks! How did they do it? By implementing a plan that everyone was committed to and then following up on the plan every week. The plan focused on networking rather than referrals. Dance cards became a premium. Attendance was mandatory and attendance policies were enforced. Visitors were treated properly and followed up with. And the trio introduced a computer-based management system for the chapter that kept everyone on track. Now the results bear witness to what a team approach can do. The Gateway chapter is well on its way toward meeting its goal of becoming the number one chapter. Word of Mouth Works Well in Launching Chapters In the regional city of Coffs Harbour on the east coast of Australia, an accountant named Brad Alfred kept hearing stories about how much referral business his counterparts were getting in the Queensland state capital city of Brisbane. Some organization called BNI he was told. Brad's firm, Davies Knox Maynards, has members in three chapters in Brisbane. "So how do I get some of that?" was the question he asked of Geoff Kirkwood, BNI National Director of Marketing. "Put 25 to 30 people in a room for breakfast one morning, and I will come down and investigate the potential for a chapter," was the answer. Brad did this and 14 people joined on the spot. Hey presto… a core group! Eight weeks later the Highway chapter chartered with 33 members in a city of 35,000 people and seven people were put onto the waiting list for the second chapter. Not only that but two members have counterparts in a nearby city, and this year will see at least another two to five chapters started in the region. PROSPECTIVE MEMBERS
Is BNI for Me? 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 almost two decades in a word-of-mouth marketing environment. To date, we are the largest business-to-business networking organization in the world! 60,000 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. For more information about BNI and our chapters throughout the world, please clink on www.bni.com. FAQ's
Ask BNI 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. You may view other questions Dr. Misner is posed by going to www.entrepreneur.com, where Dr. Misner participates in Entrepreneur.com's Ask the Networking Expert.
Q: What are some of the things I need to consider to improve my personal introduction to people at networking meetings? A: Your primary goal in networking is to increase the amount of business you get. To do this, you must make meaningful contact with other business professionals who can use your services, refer someone else who can use your services or both. One of the fundamental elements of this process is making effective introductions. The ideal introduction is brief and memorable—one that provides enough impact to arouse the interest of those to whom you're introducing yourself and get them to join your word-of-mouth team. Think of networking as a relay race. Your personal introduction serves the same purpose as passing the baton from one runner to the next. Because you have to reach out and pass the baton to the next runner, and he or she in turn has to reach back and receive it, the baton pass is a cooperative effort. When planning your personal introduction, your goal is to deliver information another person or group would be interested in hearing about, and recognize that they may be interested in giving you some information about themselves to pass to another runner. The baton exchange takes place in an instant; there's no time or chance for a second attempt. If the baton is not placed in the open hand of the next runner, it will fall to the ground. Personal introductions can suffer the same fate. A poorly planned personal introduction can fall on deaf ears. It won't be passed on. Whether you're introducing yourself to an individual or a group, you have a choice of how you deliver your message. The primary vehicle for your introduction is your verbal presentation. Does your introduction work? People will judge not only the message, but also the messenger. How you look, carry yourself and listen will affect what others do with the message you've delivered. As you network, your underlying hope is that people will use your products or services and pass your message on to others who will also use your products or services. When participating (even as a guest) in various business organizations, you may be asked to introduce yourself. Preparing a script for this process will improve your results. One of your scripts should be an overview of what you do. Other presentations can address various aspects of your product or service. Here is a recommended sequence for your brief introduction: Your nameYour name and your business profession are easy enough. A brief description, a memory hook and a benefit statement can be separate items, but more often they are intertwined in your message. For example, it's easy to combine your business along with the benefits of your product or service. I suggest you tell people what you do as well as what you are: "I'm a financial planner, and I help people plan for their future," or "I'm an advertising and marketing consultant, and I help companies get the most out of their advertising dollar." These explanations are more effective than saying, "I do financial planning," or "I plan advertising campaigns." Many people who are in business groups that meet every week have a tendency to say the same old thing time after time. From what I've seen, many weekly presentations are done weakly. If you don't give some thought to varying your introduction, many people will tune you out when you speak, because they've already heard your message several times. Your best bet is to give a brief overview, then concentrate on just one element of your business for the remaining part of your presentation. By breaking your product or service down to its most basic form, or lowest common denominator, you will be able to effectively describe to other people the type of work you do. In other words, talk about: A specific product or serviceHandouts or, if applicable, samples that you can show and discuss will help you make a strong impression. The more things people can see, hear, feel and touch, the more likely they are to remember your message. The more they remember, the more likely they are to refer you. As you make presentations, always consider the needs of your audience and limit your discussion primarily to those areas. If you're giving a short presentation to a large group, focus on the part of your business you think will benefit most of the group. If you're talking to only one or two people, find out as much as you can about them. If you take the time to develop good presentations, people will take notice. If you don't, you are losing a great opportunity to someone else who will.
Thank You, Dr. Misner!
I am the president and CEO of Cyber-Logic Computer Services, a company I run with my wife, in Lantzville, British Columbia, Canada. I am a BNI member in the Nanaimo, BC, Harbor City Breakfast Club group. When I first heard about BNI, I was interested but somewhat skeptical. After having been part of several other "business groups," I was a bit jaded, but I figured I would give it a try for six months. During my first six months, I carefully tracked every referral, and much to my pleasant surprise I found that being a member BNI had added over $8,000 to my sales figures (about $4000 in profit). I was hooked! In my second year as a BNI member, I received a lead from a new person in our group. She didn't get many referrals but gave a few. She asked if I would be interested in a "project" that her company was bidding on. I said, "You bet!" The "project" just happened to be a Y2K upgrade for a very large client (over 1000 PCs and over 25 locations). That one referral took over eight months to finish and was worth over $80,000 to my little company. This goes to show: 1.) NEVER underestimate the power of one referral. 2.) It's QUALITY not QUANTITY in the referral that counts. Being a member of BNI has also helped me enormously with my public speaking and network marketing skills. Over the past five-plus years I have been Vice President and Secretary-Treasurer as well as on the Membership Committee. I guess all that is left now is the presidency! I wanted to drop you a note to let you know how important BNI has been to my business. I have been with BNI for eight years; it is my absolute number one form of marketing my business. I get 80 percent of my new business as a result of my BNI relationships. People often ask me when I have time to work my water cooler business because I am always working my BNI business. I explain to them that BNI and my business go hand in hand. I jokingly say without BNI I would not have a business. Of course that is in jest, but the reality is without BNI I would have to work a whole lot harder to accomplish a whole lot less! I am a firm believer in the "Givers Gain" philosophy and know that if you work BNI it will work for you! In today’s times, networking is the absolute best way to increase sales while at the same time developing lasting relationships. I am fortunate to have a chapter of committed members who view ourselves as one another's "sales team" with a weekly goal of educating and motivating our team. Because of BNI, I have a constant flow of qualified referrals, which makes my water cooler business and BNI a huge success. Givers Gain The Power Partners of the Victor Valley kicked off on May 21st with 12 members. Since then, this chapter of 12 has made $850,700 worth of business for chapter members! And while they are looking for other qualified professionals to increase their chapter size, they are still looking for a real estate agent to complete one of their “Power Partners” categories. They are truly showing the “Givers Gain” philosophy. This chapter has done this by raising the bar to the highest degree in encouraging their membership to work together and by going on “Dance Cards” appointments each week to get to know each other better. And it is working. I expect to see great ideas coming out of this incredible new chapter. In addition to my involvement in my South County, RI, chapter, I am active in the local Chamber of Commerce. While they pay me for some of my work there, I often volunteer to help fix small problems that otherwise would be left unfixed. On a visit back in June, I noticed their expensive high-speed printer for printing the Chamber monthly newsletter was not connected to their network. They explained that the company they bought it from had trouble making the connection, and they decided not to use a direct PC connection. The printer has a scanner on top and whenever they used this printer, they would scan the page to be printed and print the copies. While I had never seen the type of printer they had, nor had I even heard of the manufacturer, I volunteered to see if I could get it connected to their network so they could print directly from a PC to the printer. I thought that they would get higher quality output from the printer if they went directly from the electronic source instead of scanning a printed page. It took about an hour to research the printer, find the appropriate software and install it so they could print directly to the printer. A few weeks later at my BNI chapter meeting, we decided we would insert a page into the local Chamber of Commerce newsletter to try to find local businesses that might be interested in joining us. Another member of our group designed a full page that she would bring to the Chamber to include in their newsletter. Due to my help at the Chamber, my company was awarded the job when it came time to upgrade their computers. I was doing this work when that member of my BNI chapter came to the Chamber to bring them the insert for the newsletter. The woman at the Chamber tried a test print of the ad, and there was a problem. The half-tone map of directions to our meeting was unreadable. Other elements of the ad were unclear as sometimes happens when a half-tone printed page is scanned and printed. Luckily, I was there and had the original electronic document that was used to create the page. Using the direct PC connection I had fixed back in June, we reprinted the test page. The result was a very readable map and clear half-tones. Little did I know back in June when I helped fix the direct PC connection that I would be one of the people who would benefit from the work. It is true: “What goes around, comes around.”
Odes to BNI This is a story of how one woman benefited from using everyone in the Concord California BNI chapter: Her new marketing materials (Jerry) did sophisticate. Her competition she did eliminate (Terri). She learned how to avoid probate (Dess). In her new car, she didn’t dare tailgate (Joe). She got a great new piece of real estate (Oliver) With a mortgage at an all-time-low rate (Roger), Which was insured as of the purchase date (Bill). Her new trainer helped her lose weight (Jeff). Her massages kept her stress at bay (Gail). Her new therapy helped her throw her meds away (Diane). Her financial plan was underway (Bob). Multiple tax deductions (Tom) did find. She even got her spine in line (Robert). Her new floors, they did shine (Al). Her new wardrobe was divine (Kay). Her new yard was like a shrine (Ruben). Her important legal documents were signed (Kathy). Her face was looking fine (Terese). Her new website was well designed (Matt). Her employees were now paid on time (Taylor). They didn’t owe the hospital a dime (Larry). The automatic systems were well-timed (Lee). Their computers were all aligned (Steve). When they broke down, they were fixed in no time (Eric). Their programming was effortless (Cory). She learned how to grow her business (Paul). With a bank loan that kept her from being penniless (David). Her new phones were all wireless (Donna). And getting life insurance was painless (Dan). This is an example of the abundance of service we have available in our chapter so far. Let’s take advantage of this wonderful network. Darrell Reagan of the Rocky Mountain Business Builders in Colorado Springs wrote this poem for his 60 second presentation: “Health Insurance and Other Silly Things” Billy Blue and Bobby Red Were smart as smart can be, it’s said For Billy Blue it was PPO Indemnity is best for Bobby Red HMO was for the Sickly they said. Billy Blue thought his plan was best His PPO would let him rest But Bobby Red knew his was better He knew his policy to the letter. They played and climbed and ran around They played with fuzzy things on the ground Billy Blue slid down and Bobby Red climbed a tree They were as happy as happy could be. Then WHAM!!! Bobby fell from the tree Bill said, “Ouch!! You fell on me.” Billy Red’s leg was bent this way where it should have bent that Bobby Blue’s arm was broken in fact. The hospital was not too far away So they helped each other to get there that day Billy Blue showed his card with a PPO The Nurse said, “You’re out of network you know?” Billy Blue said, “Yes, but where can I go?” “We’ll treat you here, but you will pay more Double your deductible, that’s for sure” “What about my Co-pay? Don’t I have that?” “Not here. Your PPO doesn’t work like that.” Meanwhile Bobby Red was getting great care He can use indemnity anywhere They fixed him up fast, and he was out on his way $75 dollars is all he did pay. Bobby Red remembered he had something else too His Agent Darrell had helped more than he knew Dislocated or fractured bones would pay more A check for $500 came to his door. Billy Blue was stuck with an outrageous bill This happened a year ago and he is paying it still Bobby Blue came out ahead in the end And sent a referral to Darrell for his friend. Here is a man I know and I trust Getting your insurance through him is a must What happened to you could happen again And it could be worse, what will you do then? Billy Blue gave his friend’s friend a call He said, “Darrell, you have the best insurance of all” Bobby Red was happy he had helped Billy Blue He had helped his friend and helped Darrell too. Billy Blue said, “Why did you do this for me? I’m just as happy as happy could be.” I like to help other’s get out of their pain I also hear somewhere of Givers Gain. Members in the News Dane Widner was honored as the “Rookie of the Month” for March at the monthly luncheon of the Odessa (Texas) Chamber of Commerce Ambassadors. Dane joined the Ambassadors in November 2002. In addition to being a Chamber Ambassador, Dane is also a member of the Permian Bass Club and serves as the President of the Basin Business Builders chapter of BNI. Maria-Elena Duron, BNI Executive Director and member of the Midland Business Builders chapter, has recently been selected as a National Speaker for Monster.com’s Making It Count Program. Maria was one of 51 selected from a national search that drew in excess of 5,000 applicants. She has also recently been named the Internet Woman’s Virtual Chamber of Commerce’s first community affairs director. Maria-Elena will act as a virtual bridge between the women in business communities in her home state of Texas. She will also play a role in connecting the chamber in Arizonia, New Mexico and Las Vegas. Maria-Elena will report on women in business news, inform small business associations about chamber programs, mingle with the media, gather resources from agencies that assist women in business for the chamber site and much, much more. Congratulations, Members! The following members were recently awarded Gold Club Badges:
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How to Make Setbacks Push Your Business Forward In elementary school science we learned that water has something called surface tension. If you carefully lay a needle on its side on calm water, by distributing the needle's weight, the surface tension can keep the needle from penetrating the surface. Businesses have surface tension, too. But the needles in the marketplace are setbacks and failures. And the strength of each business' surface tension is in direct proportion to its ability to distribute the weight and impact of these "needles." By definition, large organizations typically distribute the weight of their "needles" well. Also by definition, small businesses have a harder time with their "needles" because there just aren't enough people on the surface. Plus, the water surface of a small business is usually a little choppy. And choppy water won't float needles. When is enough enough? How far can I go? How many "needles" can I take? When will my successes outnumber my failures? These are questions small business owners ask themselves every week, perhaps every day. I like what Sir Winston Churchill said about this subject, "Success is going from failure to failure without loss of enthusiasm." I'm not going to tell you to enjoy or look forward to failure. But I am going to tell you that you won't be successful in small business if you don't learn how to distribute the weight of failure organizationally and philosophically—and yes—even with enthusiasm. Write this on a rock: "Success is going from failure to failure without loss of enthusiasm."
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To help us gauge how informative and interesting our newsletter is, we've developed the following survey for your feedback. The first ten readers to respond to the survey will be sent a FREE copy of Masters of Networking, so take a few moments to fill out this survey and email it to me. (If your email does not work, you may need to change your "SMTP host" option under your browser's preferences. If this is confusing to you, just copy and paste the survey in an email.) Please share your opinion of our newsletter: 1=Strongly Disagree 2=Disagree 3=No opinion 4=Agree 5=Strongly Agree Gold Club Members
Once a chapter member sponsors six new members into the chapter, he or she is eligible to receive a special Black Badge, indicating membership in the Gold Club. The following individuals are congratulated for attaining this status. If you are eligible for Gold Club status, contact your BNI Director.
Congratulations to: Pauline Bartel of the Southern Saratoga Chapter in upstate New York. Sherri Mills of the West University Chapter, Houston, TX, West Region. Jennifer Weaver of the Brazos Chapter of Houston, TX, West Region. Mark Taylor of the Greater Conroe Chapter of Houston, TX, West Region. Master Networkers Are Global Citizens
A global citizen could be defined as someone who looks at the bigger picture - the global picture, and adapts that worldview to their own community or organization. Master networkers all share that global vision. - As Anita Roddick says, Think globally, act locally. Global citizens individually are conscious of their own triple bottom line. The triple bottom line - another buzz word or faddish jargon or is it the answer to the corporate world profits today. Many companies reviewing their poor results for the year are considering that possibly striving for profits above all else is in fact back firing on them and driving the profits down. As a citizen, is it just about how much money we can make and spend or does quality of life, consider a lot more than just the $$ So what is the triple bottom line? Companies or individuals consciously focussing on a combination of: PEOPLE, PLANET & PROFITS Rather than making profit or money their sole motivator, enlightened organizations and individuals are looking beyond the dollars and creating preferred working environments. Places where people seek employment, not just for the salary packages, but also rather for their companies commitment to the community as well as the environment. Companies aware that 10-12 hour days are not healthy for the individual or the company. Mistakes are made through tiredness and lack of concentration. Preferred work places where senior managers literally chase their managers out of the building after 6 pm - encouraging them to get home and have a life. For some this new way of thinking is frightening and needs some major adjustment in their life. For others they talk in high praise of the organization that they feel part of. The community that they as individuals share. So lets look at what has triggered this movement. In the '90s we saw dramatic retrenchments, down-sizing, re-engineering, call it what you will the bottom line was, there were less and less people to do the same amount of work. Morale slumped; people felt threatened and questioned on a monthly, weekly or even daily basis, would they be the next to go? Each pay packet may contain the "don't come Monday". Some weren't even given the opportunity of a "farewell event", rather pack up your desk and be gone in half an hour. Absenteeism increased, stress leave abounded and profits slumped, sometimes to record lows. Was it the economy, or was it people looking for more than just a job. Even high salaries weren't enough to keep good workers, they started to look for more balance, more company caring. Networking events abounded with speakers talking about "finding balance", "looking within" and saying no to increased demands from employers. Many resigned only to be invited back as consultants at often a much higher rate of pay and hours to suit the individual rather than the company. Television shows like "Sea Change" shot through the roof with their ratings as people considered how they could make their own sea change and many did. Astute investors are looking for ethical investments. Putting their money and energy behind supporting companies who are clearly showing support of the environment and the community. Organisation seconding their staff to work on a part or full time basis with community groups - a very humbling experience for many. As the sponsorship dollar becomes scarcer, wise sponsors are often investing in small community events rather than the large costly extravaganza with a quickly response, but often-lower return on investment. VISIBILITY IS CRITICAL - BE SEEN, GET KNOWN, AND MOVE AHEAD The basis of the triple bottom line is the basis of networking - treat people the way you would like to be treated. So how can we do this on a practical basis, how can we become master networkers and global citizens, with our own triple bottom line awareness? Here are a few simple ideas you may consider:
Global Networking Specialist Ph 61.2.9369.1025 Fax 61.2.9369.1053 email:inetwork@ozemail.com.au http://www.networkingtowin.com.au |
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