November/December 2006
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Personality Power
Boost your sales by knowing what makes your referral click.
Most executives have taken some sort of personality assessment, which generally depict four major personality types. The four categories made popular by the D-I-S-C Profile(r) are the Dominant Director (D), Interacting Socializer (I), Steady Relater (S), and Cautious Thinker (C). Another leadership assessment tool labels a leader as a Controller, Amiable, Accommodator, or Analytical.Whichever assessment instrument you choose, the fearless networker understands the importance of approaching a referral based on the referral's personality. Approaching each referral the same—ignoring their unique character makeup—can turn off the referral, dramatically decreasing the odds of doing business or building a relationship.
But how do you determine what type you're dealing with?
- A Controller/Dominant type uses direct "you" statements. They project their voice clearly to convey confidence. They gesture when emphasizing a key point and talk at a fast clip. They often seem rushed, especially if the conversation is droning. Over the phone they seem distracted, probably because they are multi-tasking. When upset or impatient, they can be blunt and critical.
- An Amiable/Socializer type uses positive words like "Great", "Terrific" and "Fantastic." They gesture a lot when talking and have voice inflection. Over the phone they speak louder than most, but they always are upbeat and lighthearted. Often they use anecdotes, stories and humor.
- An Accommodator/Relater type uses very little voice inflection. They hesitate and are unsure when asked a direct involvement question. On the phone they are warm, friendly, and gracious. They use few gestures (but, if they like you, they giggle and smile)
- Analytical/Cautious Type uses monotone voice and no gestures. They're the most difficult to read.
Controller/Dominant: Be brief and to the point. Be prepared and organized. Be professional and business-like. Refrain from a lot of small talk and get down to what your product and service can do for them. Let them know that you don't intend to waste their time. A long sales spiel is a definite turn off. Give them options, and ask for the decision. They like to feel they're doing things their way.
Amiable/Socializer: Show them that you are interested in them. Small talk is welcomed, but let them talk about themselves first--before giving your testimonial or list of features and benefits. Don't poke holes in their dreams. Anything that will make them look good in the eyes of others is appealing.
Accommodator/Relater: Talk warmly and informally and ask gentle open-ended questions to draw them out. This type needs strong assurances that you will be around to provide support. They must like you and trust you before doing business with you. If they say, "I'll think about it," this usually means they're stalling. Or they may not be interested.
Analytical/Cautious: Greet them cordially, but proceed quickly to the task. Prepare so you can answer as many questions as you can. Have brochures and testimonials available. They like to see the details and even read the complete description of your warranty/guarantee. Ask questions that reveal a clear logical direction and that fit into the overall scheme of product information being provided. It's critical to give them time to think. Avoid pushing for a hasty decision. When they say they'll think about it, they probably will. They are also prone to comparison shop. Pushiness/aggressiveness is a turn off.
Ken Marsh is an authority on this subject and author of the book "Fearless Networking"—the recipient of the 2004 Business Book of the Year, awarded by Houston Business Review. Ken is also author of 2 more books on networking, "Fearless Networking - 2nd Edition" and an e-book entitled "How to Fearlessly Network for Jobs." He is also past president of BNI West University Chapter in Houston, Texas.
Across the Globe - North America
Untied StatesBNI Family Picnic
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| Who could resist a chance to "Cream the Founder"? |
We had activities such as "Dunk your Director," "Cream the Founder & CEO," raffles, games and kids activities such as bouncers, face painting, and 3-legged races. A barbeque dinner and drinks were catered.
The picnic was sponsored by Rhythm Entertainment and Daniel Paul Catering. We also had Massage Therapist Christine Bond donate her time with complimentary massages at the picnic.
All proceeds were donated to the BNI-Misner Foundation. We are happy to announce that thanks to the sponsors, members, and their families we are donating $802.44 to the BNI-Misner Foundation. We are looking forward to the 2007 BNI Family Picnic!
Submitted by Lonie Misner-Feigerle, BNI Senior Regional Director - Southern California
United StatesNorthern Illinois Regional Conference
Friday, October 13th was a lucky day for the 150 attendees who participated in the Northern Illinois Conference. We were treated to "Woody" Woodcock's Mind Mapping presentation, Don Morgan's Goal-Setting training, Derek Podorieszach's presentation on Performance Cycles, Steve Kaplan's instruction on how to win and keep big clients, and a live video link with Dr. Ivan Misner. Of course, breakfast, lunch, and open networking were also included in the day!Northern Illinois BNI members are looking forward to their next regional event, the "Fly Me to the Moon" Masters of Success Recognition Gala, to be held on Saturday, December 2nd. For more information, go to www.bnimarketing.com.
Submitted by Alana McKinney, Executive Director, BNI Marketing
United StatesPower Start for Power Hour Chapter
"You want us to have 100 people at the kickoff?" The look on the faces of the core group was a mixture of disbelief and terror. Some of them looked at the door, as if preparing to bolt.But, going on faith in the BNI program, they swallowed hard and rallied: The BNI Power Hour Chapter kicked off on September 13th with more than 100 people in the room! According to Claudia MacDermott, Area Director, it was not only her largest kickoff, but also certainly the most elegant, held in the ballroom of the Short Hills Hilton, a Five Diamond facility. There amid crystal chandeliers and a beautiful buffet, the seventeen members of the core group sat, two assigned to each table, hosting their many guests.
As exciting as the kickoff was in that special space, the best part happened after the kickoff. Within one month the chapter had doubled their initial membership as they inducted their 34th member on October 18th. That is the fastest start of any chapter in the Northern New Jersey region!
Submitted by Claudia MacDermott, Area Director, Northern New Jersey
United StatesBNI Christmas "Angels"
The Business Builders Chapter in Knoxville, Tennessee did a great event for the 2005 Christmas season. As a result of a visitor, Ernie Brooks from the Boys & Girls Clubs of the Tennessee Valley, in late November, our chapter decided to sponsor some of the Angel Tree wishes for local needy kids. The chapter really embraced the project, and we collected $300 to spend on wishes. Another member and I did all the shopping, and were able to stay within our budget and buy either toys or clothing for 16 kids. One of our chapter members donated two brand new Barbie Dolls in their original packaging, so that made our total 18 kids who will be delighted with some new item on Christmas morning.
To share the fun we had shopping, we laid out all of the gifts on a table at our chapter meeting last week, and each member had to go up to the table and pick an item and incorporate that into their 60-second presentation. Because we have a great group of 31 people, with all personality types from crazy to crazier, it was a blast! It was one of the most fun games we have ever done, and a big hit! Not only did people get across their business message, but we had lots of fun and laughs in the process, sharing the spirit of the season and supplying the kids with items they needed and wanted for Christmas.
Submitted by Patty Ford, President - Business Builders Chapter, Knoxville, TN
United States'Twas Two Weeks Before Christmas
'Twas two weeks before Christmas
But in BNI land,
The referrals were coming in
Fist over hand.
No time to slow down
Though the Holidays near,
We're searching for business
To close out the year.
Our "Return on Relationships,"
Man, is it good
'Cause our BNI training
Is well understood!
Warm referrals we're giving
To each one with speed.
There's nothing so cold
As that thing called a "lead"!
By taking the time
To have "M.O.M.s" together,
We're learning to all
Become birds of a feather.
Teamwork means I will put
You before me,
And that's how I'll treat
Your referrals, you see.
Opportunity knocks
When visitors come
To see what it is
That makes BNI hum.
"By giving we gain,"
That's the motto we use,
So remember these tools
And you'll surely cruise...
To success in your business
And private life too.
But remember the group's success
Comes down to you.
Written by Jeff Kennedy, Spirit of St. Louis Chapter
Submitted by Scott Simon, Executive Director, Missouri - Southern Illinois
United States'Twas Two Weeks Before Tax Season
"Twas two weeks before tax season, when all through the land,
Not a client was aware of the chaos at hand.
The files were all hung in the cabinets with care,
In hopes that when we looked for them they all would be there!
The staff was all frazzled, the tax code they'd read,
While visions of 80-hour weeks boggled their heads.
And Bob in his ratty jeans and I in my gear,
Had just settled our brains after a very tough year.
When out in the fron office there arose such a clatter
That I sprang from my desk to see what was the matter.
When what to my astonishment would add to my load,
But an ear-muffled postman and eight boxes of new code.
I got out my checklist to get us ready for the rush,
And I motioned for everyone to sit and to hush.
More rapid than eagles Kim and Bob ran,
As I read and I spouted with checklist in hand.
"Check the copier, check the fax machine, check the computers that are new...
Check the calculators and the telephones and the pencil sharpener, too!
To the top of the bookshelf... to the top of the wall...
Now dash away clutter, now dash away all!"
So we thought and we cleaned and we shredded and tossed,
With checklist in hand and rarely we paused.
And then, in a panic, I thought of months ahead...
The early mornings and late nights - it filled me with dread.
As I started to cringe and was turning around,
DOWN my spirits came...with a bound!
For tax time envelops us from our heads to our toes,
No time for anything. That's just how it goes.
A bundle of appointments, clients old and new,
And then toss their tax info into the queue.
My eyes - crossed and bloodshot - my wrinkles a'showing,
My cheeks without makeup, my nose just a'glowing.
My clothes all wrinkly, my hair all kinky.
My house filthy dirty, and my clothes hamper stinky.
I spoke not one word, but went straight to the phone,
To call all my family to complain and to moan.
To tell them that I didn't know when we'd again speak,
But for them not to worry, it's only 16 weeks.
And then came upon me this feeling of relief,
When I realized I still had two more weeks of pure peace.
And I thought to myself as down my candle burns,
HAPPY TAX SEASON TO ALL, AND TO ALL - GOOD RETURNS!
Written by Joyce Guerrera, CPA, BNI Tennessee
Untied States
East Coast Director Retreat
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There were a total of 8 Executive Directors in attendance with their Area Directors from Maine, New Hampshire, Rhode Island, SE Massachusetts, Hudson Valley (NY), Orlando (FL), Jacksonville (FL), and Vermont!
Submitted by Linda Macedonio, BNI Executive Director-RI, SE Mass., Maine Across the Globe - Europe
PortugalKudos for Exciting Business Cocktail
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Attending the event were business people who specialize in human resources, industrial maintenance, tourism, management consultation, quality consultation, foreign markets strategy, translations, textile industry, logistics, architecture, and web service. All were there to network--the BNI way.
In the Hotel VIP Zurique, hundreds of business cards were exchanged and dozens of corporate presentations were held, creating an accelerated business networking environment.
Three important themes were presented at the meeting: the importance of quality and certification in a company, the importance of training a commercial sales force, and the three golden business rules in networking.
This event was sponsored by business networking platforms ECADEMY and OPENBC, both specializing in online business networking. Partnering with BNI allowed their users to take their company overseas and maximize their executive business profile.
Next cocktail is scheduled for November, and we're hoping to break the 200 mark!
Submitted by Helder Falcao, National Director, BNI Portugal
United KingdomHowzat! for Successful Networking
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| Tony Hodder, Chapter director of Cheltenham Spa takes the Wicket Keeper role, while event organiser and education coordinator of Cheltenham Spa, Lee Holder, takes to the crease to hit breakfast for six. In the background is the clock tower overlooking the cricket field of Cheltenham College. Picture by Mark Terry-Lush, Renegadephoto.net |
The champagne reception was followed by an abbreviated chapter meeting to give visitors a flavour of a structured BNI meeting, set in a relaxed corporate environment. About a third of attendees stayed to enjoy a day of sunshine, cricket, and champagne.
The event was conceived and co-organised by Lee Holder and Matthew Bennett. Chapter Director Tony Hodder said, "The event created a magnificent buzz among all the members and acted as fantastic hook to invite visitors. The meeting itself was electric and the proof of its success was the signing of eight new members within a couple of weeks. Howzat! for BNI success networking in action!"
Submitted by Mark Terry-Lush, Cheltenham Spa Chapter
United KingdomOlympus Chapter Helps "Save the Magpies"
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Everyone rallied and raised a total of £100 to donate to the club. Fellow member and ace photographer Martin Toole of Inspired Images stepped up to take this lively shot which was welcomed by the paper and used as the main photo in the article. The chapter's website address www.bnipreston.co.uk will now appear in the paper every week in the "roll of honour" displaying the list of donors as it grows throughout the campaign.
Click here to view a .pdf of the article in The Chorley Guardian.
Submitted by Jackie Williams, Primary Graphics Limited
IrelandDerby Members "Speed-Network"
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| Members of Derby 1 Chapter Top watch the clock before launching their first ever variation of speed dating. Photo courtesy of John Sumpter@jms photography |
Following the success of their first attempt, attended by a dozen members, the chapter attracted even more support for its second speed networking session, again hosted by Gaynor's Office Professionals at Derby's Parker Centre.
She said: "The evening worked just like a speed dating event, except the subject was strictly business, with members paired off and given exactly seven minutes to present themselves and their business to each other in the best possible light, before moving around the room to talk to every other member in turn."
Gaynor said the chapter's newer members in particular benefited, gaining an insight into everyone else's business activities much more quickly than would normally have been the case. Gaynor said, "Obviously speed networking can't provide a comprehensive picture, but it has already proved invaluable to members by identifying those chapter colleagues with whom it would be most beneficial to hold one-to-one sessions."
Ireland€14 Million Generated through Strong BNI Referrals
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| Big referrals demand a big referral slip, passed by Paul Keenan (right) to Gerry Bradley for no less than €8 million! |
The happy recipient is Dublin financial broker whose company, Financial Decisions, specialises in sourcing the best asset finance for major property development schemes or large commercial projects.
A member of the city's Fitzwilliam Chapter for almost nine years, Gerry says it is no co-incidence that the size and value of his referrals has grown in direct relation to his increasing time as a BNI member.
He stated, "These two particular pieces of business represent the largest referrals I've received through my chapter colleagues, and I like to think they reflect the growing trust and confidence we share.
"As a financial broker, one-to-one relationships are vital, and BNI has provided the perfect environment for helping me develop excellent relationships with a cross-section of professionals in and around Dublin and, when I've worked hard to build a strong rapport with valuable clients, I need to have total confidence in my fellow chapter members before I refer them business from those clients."
The 8 million referral was handed to Gerry by Fitzwilliam's architect Paul Keenan of the Keenan Lynch Architecture Partnership, whose own property developer client had expressed dissatisfaction over the terms of a financing deal for a major office development.
"As soon as I heard my client was unhappy, I knew Gerry would be able to come up with something better," said Paul.
Gerry's second big referral, worth a cool 6 million, came from the chapter's corporate insurance broker Declan McDonnell, a director of McGivern Flynn &Co. Ltd, who wanted to find the best asset financing for a client's acquisition of a large property portfolio.
Fitzwilliam's retiring chapter director, accountant Colum Whelan, said it was no co-incidence that all three members involved in the multi-million euro referrals were BNI stalwarts. Whelan stated, "One of our greatest strengths is the continuity of our membership, with nearly half the chapter having been members for more than five years," he said.
Ireland
Scott 'Guarantees' His Wooden Referral
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| Belfast City Chapter's Scott Hay (right) hands John Kelly (left) his unique wooden referral slip, watched by Chapter Director Stephen Salle. |
That's exactly what happened to builder Scott Hay a few weeks ago, and it resulted in his presenting just about the most unusual referral 'slip' ever seen at a BNI breakfast, to his Belfast City Chapter colleague, painter John Kelly.
Scott, of Tradesman Inc., was working on the roof of fellow BNI member David Cunningham's house when he received a phone call that promised a good piece of business for the chapter's painter. But, with no referral slips or any paper to hand, and the ground a long way below, Scott was forced to improvise, writing the referral on the nearest thing to hand - a large piece of timber.
Obviously unwilling to remove the whole timber joist, he proceeded to cut out a smaller section containing the key information - which is how Scott came to present John Kelly from Paint Pots, with his wooden referral at the very next chapter meeting!
RomaniaRomania Chapter Built by Word-of-Mouth
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My Executive Director in Bucharest, Ana Prodan, used this method, and upon her arrival to Bucharest on September 1, 2006, she started asking for introductions to business people in Bucharest. By the time I arrived on September 10, 2006, she had already organized a few information sessions, one-on-ones, and other meetings to get the word out about BNI Romania.
The first official information session took place on September 11, 2006, and the 40+ participants heard about us through word of mouth. We are continuing to build the awareness of BNI in Romania and we do have a first pre-core chapter meeting every Friday morning. Every week we are adding new members and hope to launch very soon.
Bringing the BNI message and system to a new country is very exciting!
Submitted by Sam Schwartz, Executive Director, BNI-Northern Virginia, National Director, BNI-Israel, BNI-Hungary, BNI-Romania Across the Globe - Africa/Middle East
South AfricaBNI Holiday Poem
We take such pride in services we share—
a health check here, some signage here.
We get you running with a new PC, and fix it if it breaks, with ease.
Do books for you and pay your staff,
Cut your on-line bills in half,
and teach you how to harness the web
and get you staff with real street cred.
And when you leave your point of sale,
with profits made from all referrals,
do some training or travel far
or relax with a home massage
in your new place from Huizemark.
And stock your pantry with healthy food,
all small jobs fixed, you're safe, assured.
With fresh cut blooms and printed cards
you pick up a pen and scribe these words:
"To all my friends at BNI, I know I aim for goals on high.
But with your help and guidance, friend,
I'll know well make it in the end.
We meet for breakfast and some chat.
And visitors, please, do come back!
Every Thursday, rain or shine,
bring your referrals, and I'll bring mine."
For Christmas, Kwanza, Chanukah, Yule,
Bless you all!
Written by Alan Geddes, Member, Naturally Yours, BNI South Africa
Submitted by Marilise du Preez, Executive Director, South Africa
Across the Globe - Australia/Asia
AustrailaRemarkable Referrals
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At this year's Meet the Founder Breakfast in Brisbane, Kathleen was presented with a special award by Dr. Ivan Misner, recognizing her amazing achievement of passing 322 referrals over a 12-month period. That's an incredible average of six referrals every meeting, although one week Kathleen passed 31 referrals!
Kathleen epitomizes the "Givers Gain" philosophy, taking an active role in her BNI Platinum Chapter as well as being an Assistant Director for the Brisbane North/West region.
From all the members who have been her referral recipients, Thank You Kathleen!
Submitted by Kerry Emery, Operations Manager, BNI Brisbane
JapanBNI Launches Its 34th Country—Japan!
BNI continues to expand to new countries around the world and has recently experienced tremendous growth in Asia. After months of dedication and hard work, BNI Japan announces the launch of its first chapter: J-One!The lively kickoff meeting was held on Friday, September 8th at the Kichijoji Tokyu Inn, and every table was filled with excited visitors and distinguished guests. Special guests included Gillian and Martin Lawson of the UK, and BNI Japan's co-National Director, Martin Levison—also from the UK.
128 enthusiastic guests attended this very special event. At the kick-off meeting, there were 103 visitors—an amazing 25 percent turnout of the 400 invitations sent! As of their first meeting, the J-One Chapter has 20 members.
Co-National Director, Martin Levison, says that the new Chapter Leadership Team members are "very attentive and enthusiastic." He said the first meeting "demonstrated the teamwork of the membership—every one of the members was involved, and their 60-second slots were delivered really well."
Congratulations to Asato Ohno and all the J-One Chapter core group and Leadership Team members for their hard work and success in launching BNI Japan!
MalaysiaBNI Connection across the Continents
One of the privileges of being a BNI member, no matter where you are in the world, is being able to find fast and reliable services with peace of mind.Robyn Everist, Vice President of BNI Swan Arise Chapter in Perth, Western Australia, was delighted that through a recommendation from BNI Malaysia, Jack Koh, a printer from Achievers Chapter in Penang, Malaysia, helped her company with their client in Penang.
Robyn said, "It made a huge difference to us to have Jack undertake our printing needs for our client. He has done so with great skill and is very prompt; we really do appreciate his assistance.
"Jack was also kind enough to introduce our people - Phil & Fran - to others of his chapter at a lovely dinner. Phil & Fran have both contacted me to say how delighted they were with the warm welcome they received from their new friends at BNI Penang."
Submitted by YP Lai, Regional Director BNI-Penang, and National Director BNI-Thailand
Malaysia6th Anniversary for Ampang
Ampang Chapter celebrated their 6th year in style, complete with a cascade of sparkling wine! They have something to celebrate and be proud of looking back at the past six years. This chapter has gone through many challenges and come through with flying colors. Their performance results have been recognized and awarded.After a long and rewarding journey, the Chapter and its members are enjoying business growth and experiencing deep fellowship. Chapter members pledged to work closely with each other to help grow business together.
Submitted by Avryl Au, National Director – BNI Malaysia
From the Founder
Addition by Subtraction
Why less is sometimes more.
He SaidI recently chatted with a member of a local chapter and asked how things were going. "Great!" she exclaimed. "We're up to 35 members! However, only 25 come each week."
Warning. Warning!! It is important to know that things are not "great" if a group has over 25% of the members missing the meetings every week! Believe it or not, it is time for some pruning.
She Said
Pruning is always a scary thing for me, but I know with roses, it is a necessity. I am usually amazed as I cut away branches, that from the four or five bare canes next year's growth will emerge. It seems counterintuitive; however, it is a fact that the more you prune away, the fuller and healthier the new growth will be in the spring.
Pruning is my chance to reshape the rose bush, cutting those that have served their purpose and are ready to go. If the plant needs to be opened up in the middle, so sunlight can reach the other leaves, or if there are canes that have begun to cross one another, this is the time to rectify that situation in order to make a huge difference for next year's yield.
When I'm tending my roses, I sometimes have to cut blooms away that are fading. They have sent up beautiful shoots with big buds, but now the cycle is going the other way. The flowers are dying, yet the plant is still sending nourishment to those dying roses. It draws away from the energy it can be sending to the new buds. Cutting away blooms that are expended is the way to maintain healthy blooms on the whole plant. In other words - "addition by subtraction."
We know a chapter president in Southern California who inherited a chapter that looked healthy on paper, but when you went to their meetings, you could see things were not well. There was bickering, bad business being passed to members, and lots of complaining. Thankfully, the president and the membership committee understood the concept of addition by subtraction, and they "pruned" the membership roster and developed a strong, healthy, large chapter.
He Said
In the management book Design, business guru Tom Peters writes about entrepreneur Charles Wang who says, "If a project team is behind schedule, what do you do - double assets (people)? No, no, no. You do the opposite. You identify the least productive 25% of the folks on that team... and eliminate them! Wang Rule: No job being done sloppily and slowly by 30 people can't be done better by the best 23 of those people."
OK, the Wang Rule sounds pretty blunt. But consider the potential of the idea. This is why addition by subtraction works when developing a strong and healthy BNI chapter. The members who are not fully behind the success of the chapter make a positive impact on the chapter by leaving.
But this seems hard to do for most groups. Why is that?
You see, one of the strengths (and weaknesses) of BNI is that everyone becomes such good friends. It is difficult to hold friends accountable or open his or her classification; however, there comes a time when the greater good of the chapter has to be considered.
What if you have a membership committee who realizes that there are four or five members who really qualify for having their classification opened (they have missed over the maximum allowable absences, and they have more than one complaint filed against them) yet they fear dropping them?
This membership committee needs to take an honest look at the situation and see that the drag on the chapter is keeping the entire chapter from being what a chapter of five less members with none of this negativity would actually be!
She Said
Remember our friend who inherited the chapter that looked healthy on paper? They cut back to ten core members and rebuilt from there. They are now close to 30 strong, dedicated, and supportive members. Having gone through the pruning phase, they are seeing growth and will continue to see it well into the next season. It took a six-month period, but it was well worth the effort.
This new chapter filled with the right members will be a success for years to come, all because they were willing to look down the road and prune where necessary.
We have both experienced this personally time and time again over the last 22 years in BNI. Cutting back can be scary; we don't deny that. But the growth your chapter will see, as a result of maintaining the BNI system of accountability, will be well worth the pruning. Your Director has been trained in how to do this effectively and has probably guided other chapters through this process. If you see this kind of challenge developing in your group, we urge you to consult him or her and set a positive course of action.
Below, is an article that was published in an old "printed version" of SuccessNet back in 1995. If the above article resonates with you, the following article will be of great assistance to you by providing "hard data" as to why low absences means more referrals.
Low Absences Equal More Referrals (Again and Again)
by Ivan Misner, Ph.D.
Would you like to double the number of referrals your chapter generates in the next six to nine months? If yes, here's how. In Sept/Oct 1994 issue of SuccessNet I shared a variation on the following table showing how a chapter got "back to basics" and realized some incredible results.
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In the above table, you can see that "after" the chapter started to adhere to an attendance policy as well as the follow the basic structure of BNI much more closely, they began to see substantial increases in the number of members and particularly the number of referrals. After six months, absences (per member) decreased by 71% and referrals went up by 62%! In response to this article, the Riverside, California chapters sent me a letter that outlined some of the things they have been doing and the great results they have seen.
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These two tables clearly show that there is a direct and distinct relationships between absences and referrals. As the group decreased its absences, it increased its membership which substantially increased the number of referrals that members received. This chapter sent data for a 4th quarter also which shows that after nine months of effort absences per member went down 53% (even during the Christmas/New Year holidays!) and referrals went up a phenomenal 164%(!!!) attendance. High absenteeism translates into low referrals. Low absenteeism translates into high referrals. The lesson here is that if your chapter is lax on attendance, it will affect your pocketbook.
It is in your best interest to reduce absenteeism in your chapter. This, in conjunction with a concerted effort to get back to the fundamentals of running a good chapter, will, without a doubt, make a participation in Business Network Int'l. more profitable for you. Start a movement in your chapter to get back to basics. Ask a local Director or the BNI Main Office for suggestions on how you can start this process. The fact -- We are here to help you make this work. Don't forget that sometimes the best way is not always the easy way. However, with just a little bit of effort, your chapter can realize the benefits that these two chapters have experienced. Help your chapter get back to basics and get on the right track today!
BNI in the News
BNI's Misner Tapped by 'Chicken Soup' Co-author Jack Canfield for Transformational Leadership Council
Wednesday September 20, 6:00 am ET
BNI Founder and Chairman Dr. Ivan Misner is one of the founding members of Jack Canfield's Transformational Leadership Council. Canfield, co-author of the "Chicken Soup for the Soul" book series, established the Council to gather "thought leaders" and experts in the field of personal transformation together to share ideas, successes and challenges, and support each other in making a greater impact with their work.
The TLC meets twice a year to share strategies and techniques. Misner was invited to participate after meeting Canfield in New Orleans, where both were speakers for the CoachVille Conference.
Misner, an expert in referral networking and word-of-mouth marketing, immediately saw the power of Canfield's idea for the TLC. "It's a valuable opportunity to connect with people of vision who are doing compelling work," says Misner.
Read this article
Xtraordinary Living BlogSaturday, September 16th
Episode #15 of the Xtraordinary Living podcast is out. The topic is Building Relationships.
Just as Productive Learning & Leisure places an emphasis in our courses on "extraordinary relationships," we spoke with Dr. Misner about his view of the importance of building and creating extraordinary relationships in business and our personal life.
In this 15th episode you will hear:
- How Dr. Misner started BNI in 1985, and the fact that over 4.4 million referrals were passed last year generating over $1.7 billion for BNI members around the world.
- The best referral Dr. Misner ever received in BNI as a member.
- Why in this day and age, we need to create a virtual Main Street.
- The role communication plays in cultivating strong relationships.
- And much more!
Succeeding in a Varied Business CultureAccountingWEB.com - September 15, 2006 - Today, many people do business outside of their own country, either in person or by some form of communication, and this can prove to be a dicey proposition. Even in the United States there are differences in customs between states and regions. A word that is translated incorrectly or a custom broken unintentionally can have disastrous consequences which could result in the loss of an important contact and/or business, so it is important to know the customs of the area or country before you begin.
Dr. Ivan Misner, the Founder and Chairman of BNI, an international referral networking organization, is an expert in the field and a best selling author. He offers some tips and information to help with successful networking in different cultures.
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"Isn't Word of Mouth Marketing Always Working for Me?"Not necessarily, say the authors of a new book called, Truth or Delusion: Busting Networking's Biggest Myths.
Here's an interesting trick our minds can play on us when we're running a small business. It's kind of like a mirage that makes us think we're seeing water in the middle of a hot desert. Our business mind says: "I'm getting free word of mouth marketing every day, and it's not costing me any time or effort."
Don't fall for that mirage, warn the authors of a new book called, Truth or Delusion: Busting Networking's Biggest Myths (Nelson Business, ISBN 0785223207). "Yes, you're getting word of mouth every day," explains New York Times best-selling author Dr. Ivan Misner. "It just may not be the kind you're thinking of—the good kind. The message you're sending out may not be clear. It may be too vague. It may even be—surprise!—negative."
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Referring to SuccessAlthough Dr Ivan Misner has been called the "Father of Modern Networking" by Ecademy.com and the "Networking Guru" by Entrepreneur magazine, when he embarked on his consulting business in the mid 1980s he didn't envision when he set up BNI (Business Network International) that it would become what is now regarded as the largest business networking organization in the world.
"You know, when I started this, I would like to say that I had this long-term vision that this was going to grow into the great organization that it's become," says Dr. Misner, "But I didn't."
"I just wanted to make some contacts with people and I thought that by forming a club where the members would pass on referrals to one another would be a great way to do it."
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How to be THAT Guy
I recently attended a conference (not BNI) where author Scott Ginsberg was the keynote speaker. During his presentation, Scott referenced BNI many times. In addition, in his excellent book "How to be That Guy," (http://www.hellomynameisscott.com) Ivan Misner and BNI are mentioned on page 155.
I just wanted to share that with the BNI membership.
Submitted by Deanna Tucci Schmitt, BNI Western Pennsylvania
BNI: where the networking possibilities are endless
Michelle Weinberg was looking to develop new networking possibilities for her Green Lake advertising and specialty-merchandising company, Design One. Disappointed by the lack of a local chamber of commerce and with previous experiences with various networking groups, she began searching on-line for an alternative.
She found Business Networking International (BNI), a group whose purpose is "to share contacts, ideas and referrals" according to their webpage.
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Making connections that pay
Networking group can turn a wallflower into Toastmaster, member says.
Thanks to a business connection made at a Carson City networking group, Jim Bryant Jr. got his assets in line and is planning to retire.
"And then I can take over the company," said his son, 27-year-old Jim Bryant III. That should happen in about a year.
The Bryants are among about 32 members of the Business Network International group that meets at Grandma Hattie's for breakfast every Thursday. They're charismatic and energetic, taking business networking almost to the level of a religious commitment.
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A place for networking
Local business professionals believe that the early bird gets the worm.
Which is why at 7 a.m. on Sept. 27 more 70 people hoping to get a leg up in their field gathered at Pierre's in South Brunswick to learn about Business Network International.
BNI is a business and professional networking organization that allows only one person per profession to join a chapter.
"I think it's a worthwhile organization," the Jamesburg-Monroe chapter founder and president, Bob Soden, of Dayton, said. "What better way to grow a business than by referrals? It's really that simple."
Jamesburg started the local BNI chapter, called the Falcons, in August. The fledging chapter held the breakfast meeting last week to spark an interest in the organization and to serve as a membership drive.
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To The Next Level
Networking by Email?
Why sending email to BNI members isn't the best way to network.
Recently I took part in a discussion about BNI members who "harvest" names and email addresses from BNI chapter and regional websites.Many people wonder if they can—or should—send emails to BNI members. Let's start with a question: Do you read email that is sent from people you don't know? Most people don't. We have been trained to be afraid of suspect email, so we don't open them.
Second question: Do you send email to people you don't know personally? If you have a newsletter or a marketing campaign that uses email as the delivery method, the answer is probably yes. However, even if you don't know them, people who ask to receive your newsletter or company information know you, and that's the difference.
It's called "opt-in," when you give a person or a company permission to send you email. If you've ever entered a contest or filled out a product registration form, you probably have opted in to receiving more information, even if they didn't specifically ask you the question.
Email: Your Reputation Is at Stake
So how does this relate to your BNI connections? BNI is a word-of-mouth referral organization. We pride ourselves on building personal relationships. Many members do business almost exclusively with businesses they know and trust. If they don't have a member within their chapter who can help them, they get a personal referral from someone or investigate members of other chapters in the region before they would ever think of going to a phone book or Google.
Marketing to BNI Members via email is an ineffective method of getting to know people. You will do far more damage to your reputation than you will gain business by blindly emailing members. Even if you say you're from BNI - or sometimes especially if you say you are from BNI - you will get more negative reaction than positive.
Mind Your Email Manners
Build your email list by asking people if they would like to receive information from you. Go to BNI events and meet people, get to know them, and then ask if they would like to be on your mailing list. And don't be offended when someone says no thanks. Just go on, and ask the next person.
Getting a stack of business cards does not mean that you can send them email without asking. The best web sites also cloak the email addresses of BNI members to protect the members from being spammed. Best advice: call first; email second. It might seem the same to you, but it isn't. And make sure that you have a way for people to unsubscribe to your list—which will help lead to a trusting relationship.
Curbing Your SubbingWhy you need to think strategically about member substitutes.
As a BNI Executive Director I am always asked, "Who can I get to substitute for me?" as well as "What about those 'permanent substitutes?'"
Many members believe that the purpose of the substitute program is to prevent an absence when they can't attend a meeting. This is far from the real reason, even though BNI policy does allow for a free absence if you have a substitute at the meeting.
When a member does not attend a meeting, what value do they bring to the chapter that week? None. They are not there to hear what a good referral would be for the other members. They also miss out on the showcase presentation. On the other hand, if the member puts some effort into who subs for them, they could very well add a great amount of value to the chapter and members.
The Valuable Substitute
While BNI policy allows "anyone" to substitute for a meber, you should use discretion when finding a substitute. Members need to think about the other members and the chapter, rather than just themselves.
A great substitute could be a client of the member. Not only can they give a testimony to the member's services, but they also are already in relationship with the member. That developed trust shows BNI members that the substitute is trustworthy and will more likely engage in a business relationship.
Members seeking subs should also be aware of the types of businesses to which the other members would like to be exposed. For instance, if there is a member who would like to be introduced to a CPA, then having a CPA substitute for you could also add value. And let's not forget those professions that the chapter is looking to add to their membership. A great way to invite those people to see a BNI meeting would be to have them substitute.
Beware of Permanent Subs
Chapters should be on the lookout for permanent substitutes—those who always seem to substitute for the same member. Because BNI is based on relationships, when a member repeatedly sends a substitute, he's missing out on developing lasting relationships with chapter members. Permanent subs lead to alienation and prevent referral generation.
Those people who are substituting week after week are often members from another chapter, or people looking to use the BNI system to grow their business without making the commitment to join the chapter.
Persons from other chapters are great substitutes in emergency situations, since they already know the BNI way. On the other hand, the members should consider that these subs are members of another chapter, and that is where their commitment should be. Because they should be passing their business referrals to their own chapter, it is difficult to provide value to the chapter they are subbing in.
Those who substitute every week but will not join the chapter are using the system without making a commitment. Aside from not paying membership fees, they are not commited to other BNI members to be at the meeting every week nor or they committed to generating referrals and bringing visitors to help grow members' business. If a person is taking advantage of the system without commitment, there is no way the chapter can hold them accountable. They don't have to bring referrals, because they are not members.
So substitute judiciously, making sure you bring the value to your group that will help your business—and your fellow members' business—grow.
My BNI Story
Hope through Personal and Professional Adversity
I joined BNI in 2002 and thoroughly enjoyed meeting new business people in my area and growing my business successfully. I left in 2003 due to being re-diagnosed with cancer. I am now happily fully recovered, so I rejoined BNI in 2005. I received a warm welcome, and more referral businesses followed.In July 2006, the largest fire in Colchester history burned our premises (a florist business) along with 73 other businesses. We received many supportive calls from BNI friends. Due to hard work and perseverance, we kept working and delivered for all our wedding and commercial clients. We moved into our new building at the end of September. Recently, we were chosen to be the "Master Florist" in our area for a new florist directory. This is a lift for us, as only the best florists are chosen.
BNI has been great for us at business level, and also a great support when we needed it!
Anne Goldschmidt, Colchester Castle Chapter
Praise for Advanced Training
I'd like to thank both David Holzer and Weston Lyon for the outstanding Advanced Trainings that I've attended over the last few months. As a relatively new BNI member, I've found the Advanced Trainings to be invaluable.Advanced Training is exceptional because:
- It is a fantastic opportunity to network with other BNI members who really understand the value of getting the education necessary to become Professional Networkers.
- Its structure and agenda are well crafted and provide members the information they need in as little as an hour and a half.
- Sessions are happening every week, at a variety of times, and in a number of locations.
- It is geared towards the adult learner. Training is interactive, motivational, focused, and relevant.
- It helps members set goals for making BNI a highly effective part of their company's marketing plan.
- It offers members a world-class education on how to become a Professional Networker from trainers who have successful BNI businesses.
Edward Lackman, Network Connections Chapter, Hampton Township, PA
Submitted by Deanna Tucci Schmitt, Executive Director, Western Pennsylvania
Yahoo for BNI-Yahoo! Group
I've been watching the BNI-Yahoo! Group postings for over a week now, and I'm very excited to be part of this group. Being the new president of a growing chapter, I love the ideas being shared in this BNI-Yahoo! chat group.
When I joined my BNI chapter, I'd been working for Old Republic Title & Escrow as an Escrow Officer for about two months. Business was slow, as I was opening a brand new territory for the company. My BNI chapter introduced me to people whom I would not have been able to meet on my own, which has led to some phenomenal growth. We now have three people and a great location in our local community. I'm very grateful for the person who introduced me to BNI, and I look forward to continuing to grow with the chapter.
Tamara Stoebe, Road Runner Chapter, Palmdale, California
The BNI-Yahoo Group was highlighted in the Sept/Oct edition of SuccessNet. To learn more about the group, including how to join, click here.
From Outcast to Outgoing
BNI membership sometimes brings unexpected results. I've always been afraid of people. In my business, I deal with absolutes: zeros and ones. I'm a computer network engineer, and my whole business life revolves around cause and effect—but no people.
This fear has been debilitating to the point that I've become almost a social outcast, and in the business world this just can't happen. Without the ability to comfortably interact with others, one's business just can't survive. The result has been six years of mediocre success, even though I'm both a talented and knowledgeable engineer with certifications from both Novell and Microsoft.
Needless-to-say, my first BNI meeting was terrifying. But since my first chapter meeting, I've made many new friends and am comfortable in a large room. The real test of my new newfound confidence occurred recently when many chapters visited ours. Unlike previously, I easily moved among the crowd and felt at ease. Commitment to BNI and its purposes has given me unexpected self-assurance.
Submitted by John Lisle, Executive Director BNI California Central Valley on behalf of this newly confident, but anonymous BNI member.
A BNI Legacy
The sad part of this story is that Brenda Wyatt, one of the members of the Thursday Breakfast Chapter in Hagerstown, MD, recently lost her battle with cancer. She was one of the bravest and most cheerful women I have ever met. She cheered us up at meetings and continued to participate almost to the end.
The sweet part of this story is that the reception at the funeral home was like a regional meeting for BNI. We happily told stories about Brenda as we walked through the line to see the gallery of photos. It really was joyous and a nice time of fellowship. Our emotions were tested when we saw, attached to the frame, Brenda's BNI badge from which her Membership Committee and MSP ribbons hung. Her family must have known that BNI was a part of who she was when they assembled those photos.
BNI is much more than business and referrals. I see that every day.
Jackie Lamothe, Area Director, BNI Maryland
The Show Goes On—Thanks to BNI
In early April, I was on my way to Beaumont, TX, where my band was scheduled to play. I was a previous member of the Woodbridge BNI chapter, but had left my job, my BNI group, and most would say my "good sense" to go on the road with my band in a broken down RV some 2500 miles from home.
Well, as luck would have it, we had a mechanical malfunction that required some welding. We had very little money and not a lot of time to get to our destination. But we had a laptop computer and were at a truck stop that had wireless connection. Since the mechanics at the truck stop wanted a minimum of $250.00, which we didn't have, I did a search of BNI in South/Central Texas and found a member that came out and got us back on the road and would only accept $20.00 for gas.
I learned from that experience that when you are in need of ANYTHING, always check the local BNI site - you will never be disappointed. I also decided to come home, resume my job at the Lodi Chamber of Commerce, and become the president of the best BNI chapter in our region!
Ray Crow, President, BNI Woodbridge Chapter
A Chance BNI Encounter in Disneyland
A few weeks ago, a woman from New Zealand, who was vacationing at Disneyland, saw our sign that said "BNI - Registration." She went to the front desk and found one of our members, said she is a BNI member in New Zealand, and asked to join us.
It was a fun experience to have a surprise international BNI visitor. It reinforced that the BNI format and structure is almost identical in all chapters throughout the world! I actually now mention that in our meetings to let guests know how large the organization BNI is and how successful the BNI structure is. I'm really glad she joined us!
Jason Johnson, Liaisons Chapter, Anaheim, California
SuccessNet contacted the visitor, Kathy Buchanan, a chartered accountant and member of Waikato Metro BNI Chapter in New Zealand. Kathy told SN, "I found the Liaisons Chapter really friendly, and I felt totally welcome. It was great to see how their meeting was so much like our meeting. It added a real dimension to my holiday and will be something I will always remember."
$100-Worth of Generosity
Recently, at our BNI Rose Quarter Chapter meeting, Director Christine Green gave an eloquent eight-minute presentation on the importance of inviting guests and how each member benefits. One member suggested that you simply buy your guest’s $5 ticket. As you know, BNI members have various size budgets. For some businesspeople, buying a guest ticket is no big deal, but for others it is a consideration.
At the end of the referral portion of our meeting Eric Eaton, owner of Eaton General Construction, reached into his pocket and handed our president $100 and requested that the first 20 guests get free tickets. Certainly Eric did not do this for any sort of recognition. But I know his generosity will benefit us all in many ways in the weeks to come!
Holly Duckworth Horning, Event & Meeting Solutions, BNI Rose Quarter Chapter
Submitted by Robin Schuckmann, Executive Director, BNI Oregon & SW Washington
BNI—A Shelter During War
I don't wish to exaggerate that being a member of BNI was the key influence in my coping with the recent war in Israel. But I think that some universal elements in coping with sudden disaster were alleviated by being a BNI member.
Networking
Many members contacted me via phone and Internet while we were in bomb shelters, providing me with moral support as well as practical advice. They gave ideas on how to turn the negative crises into opportunities for business growth.
Mutual Help
BNI touts that “the helper ultimately helps himself.” I saw this play out at as I helped out in disaster centers as a resident dentist. Having good work to do in the midst of a difficult situation gave me strength daily—and ultimately gave me new clients.
The majority of us in the city of Nahariya were lucky and did not suffer much. My BNI membership was invaluable to me during this difficult time.
Dr. Charles Caplan, Member, BNI Israel
Dream Client Come True
Prior to joining BNI, I was a reluctant attendee of networking events. What attracted me to BNI was the “Givers Gain” philosophy, and I am now a firm believer in networking. As a result of my BNI experience, I tend to look more deeply for those things that people have in common.
BNI has, in fact, contributed to one of my successful international networking initiatives by which I secured Zuffa LLC, the owner of the ULTIMATE FIGHTING CHAMPIONSHIP (UFC) brand that originated in the U.S., as a client. This is a dream client for a patent & trademark attorney like myself.
Angela Dahlke, BNI Brisbane
Breaking News
Networking and the Sexes SurveyHave you ever wondered if men and women approach networking differently? We did!
You are invited to participate in an innovative on-line survey to study this fascinating idea. This short survey will only take a few minutes of your time. The findings will be used as the basis for a book on gender and networking that will be developed in the near future. Your honest opinions and comments are greatly appreciated and will be kept completely confidential.
Click here link to take the survey now.
Truth or Delusion Makes Four Bestsellers ListsTruth or Delusion? has made the top-four "Quadfecta" of bestseller lists! This is no small accomplishment and you helped make it happen.
Truth or Delusion? hit number one on the bestseller list with Amazon.com during its first week of release. Following that, this remarkable new book placed number three with USA Today. Then it placed number four with the Wall Street Journal and finally number six with the very prestigious New York Times.
Achieving these bestseller lists has great benefits for BNI Directors and members alike, including improved BNI name recognition, greater media exposure, increased business community awareness, and a stronger brand identity. Thank you to everyone who participated in BNI's strategic plan to make Truth or Delusion? a bestseller by purchasing books in our advanced sales promotion.
Co-authored by Dr. Ivan Misner, Mike Macedonio and Mike Garrison, Truth or Delusion? addresses commonly believed myths about business networking.
It's not too late to order your very own copy - Click here now.
Or go to: http://www.amazon.com/Truth-Delusion-Busting-Networkings-Biggest/dp/0785223207
Learn more about Truth or Delusion? by visiting the website at: www.truthordelusion.com
International Directors ConferenceThe BNI International Directors Conference was held on November 9 - 11th at the Hyatt Regency Long Beach in California. 535 BNI Directors from 33 of our 34 countries were present, plus two Directors from countries in the pre-core stage of development. Also, our largest-ever class of new Directors completed training in the three days prior to the conference.
Attendees heard reports from CEO Norm Dominguez, and received an introduction to the new Member Success Program materials. BNI Chairman Ivan Misner laid out his plans for enhancing the BNI brand through an aggressive book and article publishing strategy and the introduction of International Networking Week (February 5-9, 2007), an initiative of BNI. Breakout training sessions, individual and group dance cards, open networking, and the BNI Awards Program completed the conference events.
The International Directors Conference was sponsored by BNI Strategic Alliance Partners Send Out Cards and The Referral Institute and by del Fuego and Logoworks.
New USA National Directors Announced
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| USA National Directors Connie Hinton and John Meyer |