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Peel Your Way to Solving Problems
I like bananas any way you want to fix them: banana splits, banana sandwiches, bananas on my cereal, and of course, a banana by itself. Once I even ate a banana dipped in chocolate. Mmm! Mmm!
But before I can eat a banana, I have some business to take care of—I have to lose the peel. A banana peel is actually a double problem: it tastes bad, and if you step on it, you will slip and fall. Everybody knows that. The banana peel has become our metaphor for danger underfoot. So with two of the three things I know about bananas being bad, when I see a banana why do I first think about how good it will taste? Why don't I dwell on the two negatives instead of the one positive? It is because I know that if I handle the banana correctly by removing the peel (including the strings, I hate those), and properly dispose of it, I will have a pleasing and healthy result. What if we looked at problems the way we look at bananas: A pleasing and healthy result wrapped in a distasteful and possibly dangerous peel? I call this the Blasingame Banana Perspective (BBP). I've been in the marketplace long enough to feel qualified to say that many of the problems you and I face in our small businesses won't have any worse odds than a banana: 2:1, negative to positive. So how do you assume the BBP? When presented with a problem, instead of dwelling on the consequences, imagine the possibilities. However, just imagining won't get the job done. Just like with a banana, you must first deal with the problem's outer peel. Road test the BBP this week. Work on becoming an expert at properly disposing the problem's peel so you can get to the good stuff. If you can make the BBP your default approach to problems, your world will change. By the way, I like my banana sandwiches plain, please—no mayonnaise or peanut butter. (The above article is excerpted from Small Business Is Like a Bunch of Bananas. For more information on "The Small Business Advocate," go to http://www.smallbusinessadvocate.com, a leading-edge resource featuring the live show, an on-demand replay, and hundreds of searchable audio archives and print articles. It is a community where hundreds of small business experts, including BNI president, Ivan Misner, share valuable information, real-world perspectives, and tips on how to be more successful.)
HUDDLE TIME
Stop Selling, Start Teaching If you are not yet receiving the sort of referrals you want from your BNI chapter, chances are you are making one of the most common mistakes that new BNI members (in every country) make. During the 60-second commercials, too many members try to sell their products and services to fellow chapter members.
How often at your chapter meetings have you heard some variation of the following: "… so, for all your (printing/computing/decorating/office supplies/financial/etc.) needs, come to HP Wizard Services." Here's the problem: Anyone who does not have that specific need at that exact moment thinks, He (she) is not talking to me, this message is for somebody else. Even if every member of your chapter did need your services at that point, the maximum sales you would likely make is one for every member. How much better would it be to teach each member of your chapter how to present your business to their contacts who may be interested in what you do or sell? Anyone in business will know at least a thousand people. Therefore, if there are 30 members in your chapter, you should be teaching 30 people to promote your business to at least 30,000 people! So instead of selling what you do, in your 60-second presentations try this: 1. Concentrate on why you do what you do better than any of your competitors—make sure your members understand how you add value. 2. Tell your members what sort of business you would like them to find for you—be as specific as possible. 3. Tell them where that business may be found. 4. Teach them how to start conversations that will lead to opportunities for them to refer you to their contacts and colleagues. The more BNI members know how to promote your products or services to other people, the more likely your fellow members will want to buy from you! HUDDLE TIME
Yellow Pages You Can Trust
I manage a family-owned insurance brokerage.
In May, my father found out he might be seriously ill. In June, he was diagnosed with cancer and needed immediate medical attention. My father handled the administrative side of our business while I handled sales. I was immediately charged with running the insurance brokerage on my own as well as another of my father's companies. All that at a time when our accountant was on a one-month vacation. I needed help. To the Rescue As president of a BNI chapter (Golden Horseshoe), I was aware of the BNI Yellow Pages, but until I needed them, I didn't fully appreciate their value. I contacted the directors of the Golden Horseshoe chapter for their directory assistance. They immediately set me up with an outstanding accountant to fill the void. Next, I needed a bookkeeper. Once again I was set up with another outstanding BNI member; however, she was fully booked up. But the managing director gave up her time with this bookkeeper to make room for me, as my problem seemed more pressing. In addition, I have been given the names of printers as well as other occupations as I have needed them. All of these individuals abide by the same Code of Ethics as we do in our BNI chapter. Their various membership committees have screened them all as well. With that in mind, which set of Yellow Pages, would you prefer to use? One more thing: never forget the directory of your local chapter, your business family. You'll be amazed the lengths they will go to help in a crisis. My chapter has been extremely valuable to me during this time. Prescreened Assistance That said, imagine if you will, that each BNI member is like a pre-screened yellow pages ad that covers, literally, thousands of occupations. When you need one of their services, you have free access to them through your Director. No one person is an island—that has never proved more true to me as it has in the last four-and-a-half months. BNI's motto in 2000 was T.E.A.M. 2000, which stands for "Together Everyone Accomplishes More." BNI is far more than just referrals; it is about belonging to a team and being a team player. The BNI Yellow Pages are a valuable business resource. Use it. HUDDLE TIME
Expanding the Prolific Circle When I attended my first BNI meeting as a visitor, one of my objectives was to evaluate who's who in marketing. I knew that if I joined BNI, probably 90 percent of the referrals I would receive and give would be within the marketing sphere. A few months after I jumped aboard, the chapter must have been desperate because they asked me to be its president.
One of my goals as president was to focus on the contact sphere image that had been boiling in my brain. Just what is a contact sphere? It's a business that compliments yours to add value to your clients. For example, as a business writer, I add value when I can recommend a dynamite graphic artist or web designer. I worked with the membership committee to create visual spheres for all the members in our chapter: real estate, finances, arts & entertainment, technical services, health & wellness, retail, and more. I also set time aside during several meetings for the spheres to get together to redefine themselves and decide what professionals they needed to add even more value. I purchased a large white board that displays these spheres, and we post the board at the meetings. Below is an example of one of the spheres—mine, of course—that lists current members and the slots we hope to fill. This is a constant reminder to all who enter our hallowed halls. Although our chapter currently has 40 members, we are still looking to grow because "the road to success is always under construction." We are using the "Needed" professions to populate our up-and-coming Visitor's Day. (Every president leaves a legacy. Nixon left Watergate; Clinton will leave zippergate; and I will leave spheregate.)  HUDDLE TIME
Dance Card Digest There are more than 21 ways to use the BNI Dance Card. In each edition of SuccessNet, we'll feature a different version of the dance card, along with suggestions for using it and success stories from those who have used it.
If you have submissions to the Dance Card Digest, email them to Craig Campana at referrals@bniwis.com. Please list your name, business name, memory hook, chapter and where it's located, and the type of dance card and how you have used it with success! This issue I'd like to introduce the MASTERS Dance Card: M = Market. What Market niche do you maintain? A = Ask. What have you Asked members for that has produced the best results? S = Share. What stories can you Share that we can pass on to others? T = Teach. How do you Teach your clients about your customer service? E = Energize. How do you Energize your team for action? R = Referrals. What is your ideal Referrals? S = Success. What is your Success goal for you and your chapter? Worldwide
BNI HAPPENINGS — WORLDWIDE Masters of Networking Makes the Wall Street Journal Bestseller List BNI Founder and CEO, Dr. Ivan R. Misner, along with Don Morgan, BNI Canada's National Director, are very, very proud and excited to announce that their recently co-authored book, Masters of Networking, debuted at Number 3 on the Wall Street Journal's Best Selling Business Books List, October 13, 2000.
What does this mean for BNI members worldwide? As BNI gains national attention, more people will begin seeking a spot in your chapter to grow their businesses through word of mouth! Since the release of Dr. Misner's first book, The World's Best Known Marketing Secret, our membership has steadily grown at a faster rate than ever before! Masters of Networking has over 45 contributing authors that are BNI members and Directors. November 18, 2000, was Masters' Day around North America; sixty book signings and workshops were held simultaneously, which may actually set a Guinness Book of World Records for the number of simultaneous book signings held in one day! Those participating in the book signings were excited and invited friends, family, BNI members and the public to attend their free workshops. "I feel a real sense of ownership with this book," said Washington State Executive Director, Connie Hinton. " My members came out to support me as if I were the primary author!" If you haven't ordered your copy of Masters of Networking, what's holding you back? Order your copy today at www.MastersofNetworking.com. Remember, BNI members are already in the top 5 percent of networkers in the world ... you are indeed the Masters of Networking!!
BNI HAPPENINGS — WORLDWIDE
Boston's Executive Director is International Director of the Year BNI held an awards ceremony recently at the International Directors' Conference in Brea, CA, and announced that Patti Salvucci, the Executive Director for the Greater Boston, MA, area has been named the first International Director of the Year.
"Our International Director of the Year (IDY) was chosen from hundreds of other Directors from many countries," says Dr. Ivan Misner. Patti is a contributing author in the recent Wall Street Journal bestseller, Masters of Networking. "Patti truly exemplifies the best of our organization," Misner maintains. The Greater Boston area currently has over 60 BNI chapters, which Salvucci manages. "Some of the criteria considered when selecting our IDY include number of new chapters developed, average members per chapter and contributions to the organization above and beyond the norm," says Misner. Salvucci has been an integral part of BNI's team of Directors, conducting workshops at nearly all their Directors' Conferences and supporting others throughout the 5 years she has been affiliated with BNI. "We are proud of Patti's achievement and feel she truly deserves this prestigious award," Misner concludes. For more information about Patti, as well as all the National Director Award recipients, go to http://www.bni.com/successnet/. BNI HAPPENINGS — WORLDWIDE
6 Directors Nominated for Director of the Year BNI wishes to congratulate the following Directors for being named Director of the Year for their country.
Mort Murphy—Great Britain/Ireland Stewart Riley—Australia Dan Georgevich—USA Craig Campana—USA Alice Ostower—USA Patti Salvucci—USA BNI HAPPENINGS — WORLDWIDE
Noted Australian author and international speaker, Robyn Henderson, addresses the BNI Members' Session attendees at the November 2000 BNI International Directors' Conference in Brea, CA.
North America
BNI HAPPENINGS — U.S.
BNI Founder and CEO, Dr. Ivan Misner, congratulates US National Director, Norm Dominguez, on attaining Patron Status in the BNI-Misner Foundation at the BNI International Directors' Conference.
BNI HAPPENINGS — U.S.
Dr. Misner addresses the Detroit, MI, chapter members on his book tour. Executive Director, Dan Georgevich, broke a BNI record with over 900 books sold at his three events, which brought over 700 members together to participate in the Masters of Networking Workshops in Grand Rapids, Jackson and Detroit, MI.
BNI HAPPENINGS — CANADA
Pam and Jim Sheldon are National Director of the Year for Canada Pam and Jim Sheldon have a varied background. Pam is a speaker, writer, politician, and rural dog-master (Labradors). Jim is a recently retired AirLine Captain with Air Canada. Pam and Jim own the largest BNI franchise in Canada, which is located in the Golden Horseshoe area outside of Toronto Ontario. Jim and Pam opened and developed three BNI franchises in New York State. In 1997, Pam and Jim opened BNI Australia and are now the Co-national directors for BNI Australia. Pam's presentations on structured referral marketing have
won admiration from audiences worldwide.
She and Jim have created very innovative programs for their BNI members including a Member's Award Dinner, role play training sessions for Membership Committees and Visitor Hosts and their Leadership Training sessions attract over 100 participants. For further details please contact the Sheldons at: RR3 6323 Side Road 15, Milton, Ontario, Canada L92 2X7, 905-878-5570, bnigh@interhop.com
BNI HAPPENINGS — U.S.
Sheriff Leon Lott to Serve Warrant on Local Business Club President Columbia, South Carolina, December 19, 2000. — Jerry Fowler, local business leader was served a warrant by Leon Lott, Sheriff of Richland County Thursday morning November 16 at 7:30 AM at the Summit Club on Sumter and Grevais St.
Fowler is the president of BNI (Business Network International) Vista Chapter in Columbia. The Vista BNI is the largest chapter in the world. BNI has over 1,900 chapters worldwide. BNI Vista started its chapter over 4 years ago with six chartering members. Today the Vista Club is classified as a Platinum Club, the only one in the world. BNI only allows one member from each business classification. Once that position is filled no one else from that classification is allowed. BNI meets once per week at the Summit Club at 7 a.m. sharp to exchange referrals and each member can only miss three meetings each six months.
This year the Vista BNI will pass over 5,000 referrals, more than any chapter in the world.
The warrant is being served because each member's competitors are protesting that this is unfair to have a club this large that passes so many referrals. Dr. Ivan Misner, founder of BNI states that the best way for any business to grow its business is to have a very strong referral base and this is the sole purpose of BNI. The Vista Chapter has far exceeded any expectations set up by the National organization. There are over 12 chapters in the Midlands. Australia/Asia
BNI HAPPENINGS — AUSTRALIA
Noted Australian author and international speaker, Robyn Henderson, addresses the BNI Members' Session attendees at the November 2000 BNI International Directors' Conference in Brea, CA.
BNI HAPPENINGS — SINGAPORE
The Pinnacle Chapter kicks off in Singapore.
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 over 15 years in a word-of-mouth marketing environment. To date, we are the largest business-to-business networking organization in the world! 40,000 plus members feel that BNI is certainly for them. We hope you will agree!
BNI was started in 1985 with a single purpose: to develop the referral business of the members. From that point, BNI has grown to the vast networking group it has become. We allow one person per profession to join each chapter, thus guaranteeing exclusivity to the members in their business category. If you are a florist, you will be the only florist in your chapter! One member values his chair at the table each week to be worth over $30,000, because that is the amount of referral business his fellow members generated for his company in one single year. Annual membership in BNI costs less than a business suit—it's the most cost-effective way to market yourself in today's highly competitive marketplace. If you value having 20 to 30 other business people marketing you to others, then BNI is the right place for you! We hope that you like what you see and that you will join a chapter near you and experience firsthand the difference a structured referral system can make in your business. FAQ's
Ask BNI
This is the place where you can ask any question about BNI. Have you ever wondered why the organization does something or how to make the most of your membership? Well, here's the place to do it. Send your questions to newsletter@bni.com. Read below for answers to questions we've already addressed.
Q: Can anyone join a chapter? A: We only take one person from each field. So if you are a residential real estate person and we already have one, we can refer you to another chapter, or allow you to open another chapter. Q: How do you know new members are reputable? A: The application asks for references and we have a membership committee that checks them. It's word-of-mouth, so before they even come to a meeting they have spoken to someone or been invited by someone in the group. Everyone has to have a sponsor, or one is assigned to them, and the sponsor interviews them. Q: What if a member gets a referral and does poor work? A: We have an ethics committee and it is imperative that anyone who gives a lead and finds out it was not satisfactorily handled must report that to the membership committee, who will investigate. Q: What occupations benefit most from networking? A: It is not the occupation, it is the individual. The occupation can be anything. If you're focused and you have a dream and you're willing to make a sacrifice, you are the person we want in the group. Q: Are members supposed to bring visitors? A: You're encouraged to bring visitors for those occupations that are open, after the visitor has been prescreened, and if they're a viable candidate. It's pretty much a closed meeting except for potential members.
CHAPTER BRAGS
Givers Gain The clients of Sue Tierney, Colleen Abbott and Johanna Pansier—a.k.a. the Terrific Trio—are ecstatic about the service they provide. One satisfied homebuyer said, "They were able to visit me at home and complete details in the front seat of my courier van."
"I found Colleen, Johanna and Sue most helpful, polite, knowledgeable and very credible. It makes buying a home so much easier," he added. The Terrific Trio were featured in the Ponsonby Patter, a "fortnightly" newsletter compiled by Lisa Davis of Vermillion Art Hire and Troy Benner of Corporate Focus, the Ponsonby Chapter of BNI.
The Troy-Somerset, MI, chapter assembles a welcome basket that is given to each and every visitor to the chapter! President Deborah Bogle is seen here with Dr. Misner, holding a sample basket. These baskets contain a coffee mug from the chapter's specialty advertising representative as well as other items from members. This is one way to be sure that visitors feel welcomed and take away something memorable from the meeting.
When one of our outstanding members died suddenly and unexpectedly, last year our chapter decided to hold a dinner, dance and auction to raise money for a memorial scholarship fund that would carry on his name. All our months of hard work on the project paid off; our event was a big success and it was a lovely evening that we will remember for a long time. We raised over $10,000. Not only that, working on the event provided our members with the opportunity to get to know one another better, become closer and more involved with each other and make our chapter stronger. Submitted by Alma Smith, Metro South Chapter, St. Louis, MO
Joining BNI has been one of the best things I have done. Aside from the referrals, I met have met people just like me, doing their business; the validation, appreciation, encouragement and enjoyment of each other that goes on in the meetings is worth ten times the price of the membership alone! Plus, it is so interesting to learn about the work of others. I was very shy and did not think that I could get up to speak, but having to do it every week has increased my confidence tremendously. I LOVE BNI! I tell everyone about it. Submitted by Linda J. Donoghue, Infinite Jewels Appraisal Service, Madison Midday Chapter, Madison, WI
My husband and I made a move 15 months ago from Racine to Madison, WI. Many people—friends, family and business associates—have commented on how difficult an adjustment it must have been, especially for me with my home-based graphic design business. I just smile and tell them about BNI, and I tell them how it has helped me get connected in our new community. Thirty-seven percent of my income can be attributed to BNI this year. Twenty-five percent of my income could be attributed to BNI when I lived in Racine. As of November 14, 2000, I had already realized a 35 percent increase in income from 1999 to 2000. So, it's fair to say that being a BNI member in Madison has been very beneficial to my business growth. Besides income, BNI provided resources when we needed a new investment specialist, CPA, insurance agent, the list goes on and on—bottom line is you know you can trust the folks in your BNI group, and you can refer them to your family and friends—with confidence. I appreciate the business my BNI associates have passed my way! Madison Midday is the finest chapter in the land. Submitted by Melissa Carlson, Graphic Designer, Madison Midday Chapter, Madison, WI
Bill Kupsh, immediate past president of the Greater Green Bay chapter, attended a President's Club meeting where I encouraged the presidents to encourage their members to be specific for the referrals they are seeking during their 60-second Sales Manager Minutes. At the next Greater Green Bay chapter meeting I attended, Bill—the owner of a Nationwide Floor & Window Covering franchise—asked for the name of the broker/owner of three specific real estate companies in Green Bay (ERA Titletown, Olejniczak, and Realty Executives). By the time referrals were over, Bill had the names of all three. Submitted by Terry Misfeldt, NE Wisconsin Area Director
Wepco Printing, established in 1852 in Watertown, Wisconsin, was ready for the museum when we took over in 1997. The two gentlemen who owned it were ready for retirement—that showed in their lack of upgrading equipment and their attitude of printing only what they felt like printing. We had a huge challenge to overcome—getting the word out about our new state-of-the-art equipment, our new philosophy on customer service and our talented personnel. BNI helped us triple our sales in two years. Submitted by Betty "Bee" Balian, Wepco Printing, Watertown Chapter, Watertown, WI, http://www.wdtimes.com/wepco/
It has been over three years that I have been involved in BNI. I cannot believe I came in kicking and screaming, saying I did not need another thing to do. My husband and I are both self-employed, he as an industrial consultant and I as a custom goldsmith. Our life insurance agent invited Pete to his BNI meeting and Pete came home saying he thought it would be great for my business. My specialty is in making jewelry that cannot be found in stores or catalogs and jobs that others say, "can't be done." I did not have time to do another thing, not only did I have more work than what I could keep up with, I had two little boys. After attending my first BNI meeting I realized I could educate people how a fine piece of jewelry should be made, and give people exactly what they want while staying true to my family. Two months into BNI I had replaced the # of jobs I was doing and increased my income. I loved it. My third child was born on a Wed. morning a few hours before my meeting was to start. I called at 7:30 to let them know I had had a girl, the first born in four generations in my husband's family. I could hear people clapping and cheering, "Way to go, Beth!" So not only do I do high quality business with BNI members and their referrals, I have a BNI family. By the way, thank You, Pete! Submitted by Beth Lee Stern, Lee Stern Design, Madison Mid-Day Chapter, Madison, WI
I have been a member of BNI since 10/99, but have found BNI to be very beneficial to my business. So far, I have received 10 referrals. I have closed 3 sales on those 10 referrals and still have 2 pending. On the 3 sales, 10 applications were written. From a financial standpoint, the membership fee is very reasonable. With the 10 policies written, the membership fee has already more than paid for itself. BNI is simply the most organized networking group I have been involved in. Also, BNI has introduced me to a whole new group of professionals who meet with the sole purpose of trying to enhance each other's business. BNI groups seem to attract as members mortgage brokers, bankers, realtors, and lawyers, which are great sources of referrals for us in the insurance industry. I am very pleased with my involvement in BNI and am looking forward to renewing my membership. Submitted by Jeff Hansen, American Family Agent, BNI Waukesha D.R.E.A.M. (Delivering Referrals Every Afternoon Meeting) Team Chapter, Waukesha, WI, http://www.amfam.com/
This fall, our five-year-old BNI group ran our usual Build a Better BNI contest. Using the points system described in the leadership manual, we modified it to fit our group and focus on three main areas, bringing in new members aboard, promoting attendance and turning leads into sales. Well, now we have to brag a little. In a six-week period, we brought in ten new members. The majority of them are representative of classifications we have never had before. Of 32 members, we had less than three people missing at any time. During the same period, we passed an average of 47 leads at each meeting and we tracked our sales resulting from BNI leads during the six-week period. We are pleased to say that we generated over $94,085 in sales in only six weeks! When you consider that our group is comprised primarily of small business owners with an average company size under five employees doing business in a city of 125,000 people, those numbers are amazing! BNI works when the members work BNI! Julia Jones, Thursday Morning BNI, Billings, MT
The Monroeville Chapter in the Pittsburgh Region did Meeting Stimulant #24—Name that Tune. Among the numerous clever entries, Thomas Menzietti of Menzietti Enterprises, a commercial cleaning firm, had this to sing (an adaptation of a country music hit by Junior Brown): Well you've heard about the singing brakeman, You might have heard him in a cowboy song. Well I'm TOM the singing janitor I'm in a theatre near you. And I'll also be appearing At the concert you'll hearing, But I won't be singing with the band. If a broomstick was a microphone, I could tell you a thing or two. But I'm not on the stage just a dirty old floor and I got a lot of work to do. I can't carry a tune in a bucket but I can carry a bucket with pride. I'm the man behind the mop, I make everything sparkle and shine. I'm in your schoolroom, your poolroom, your office and your home. And always give you service with a smile. So go easy on a guy trying to make life easy for you. Deanna Tucci Schmitt, Executive Director, Greater Pittsburgh Region
Last spring our Canterbury BNI chapter (UK) passed the 7,000-referral mark since inception (July 1997). Geordie Hayward, Canterbury chapter, Canterbury, England, http://www.Hayward-design.co.uk/
I joined BNI back in December 1992 just about a year after I started my real estate career. I could not have guessed that an invitation from my insurance agent for breakfast would do so much for my business for so many years to come. I was a very active member over the next 7 years, serving as Social Committee Chairman, Visitor Host, Treasurer, Vice President and even President twice. My efforts were rewarded with valuable referrals from my chapter. Every year since joining, my BNI referrals generated anywhere from $15,000 to $45,000 in commission. THAT'S A TIDY SUM MR. BIGGLESWORTH. Scot Savage, East Side Early Birds Chapter, Las Vegas, NV, http://www.TyeDyeU.com/
Since October of 1999, my personal business from BNI referrals is well over $200,000. If your business is based on referrals, BNI is for you. Please come check it out. This is something you have to see to believe! Jim Richardson, North Chapter Luncheon, Austin, TX
I work with Pre-Paid Legal Services, Inc. Because of my membership in the Greater Fox Valley chapter of BNI, I have met a lot of great people and business owners that I might not have otherwise met. Those relationships have opened the doors to many other relationships, and so on. Today, I am well on my way to becoming an icon in the Fox Valley through the associations I have made that started with my BNI membership. Soon, I believe everyone in the area will think of me when they hear about legal service plans. That was (and is) my ultimate goal, and I could not have achieved it so quickly without the key associations BNI has given me. My membership has already paid for itself over and over again, and I'm glad to be a part of BNI! Thank you for all you do! Jacci A. Schumacher, Greater Fox Valley Chapter, Appleton, WI, http://www.prepaidlegal.com/info/jaccis/
BNI supplies its members with an abundance of excellent, practical resource materials and group support leadership that is unparalleled in normal business organizations. Extraordinary tips, approaches and ideas fortify the novice networker in the weekly group meeting experience and the mentoring by the group leader provides the direction and accountability to insure success. The Masters of Networking text stands apart in its scope, depth and efficient treatment of networking techniques and strategies in today's business milieu and is a handy reference well worth its price. Craig Campana is a gifted leader, and author and national authority on the emerging business networking phenomena. He is one of the first persons any serious student of networking should consult with. Thomas J. McClure
The Darke County Chapter will start awarding a quarterly "Golden Shoe Award" as an incentive for people to use the one-on-one dance card more. The golden shoe will be mounted on a plaque and passed to award winners to keep in their offices. We just thought it would be something fun and would make people more aware of the one-on-one dance card. Vicki Jones, Darke County, OH, Chapter
Pick up a copy of my latest book Business Professional's Kit for Dummies. It's a professional survival guide that covers doing business via e-commerce, troubleshooting computer problems, doing business internationally, conducting savvy meetings, setting up a home office, and much more. The book comes with a CD-ROM that has hyperlinks to cool Web sites, toll-free numbers, and lists of how to's for almost any business issue you face. There is even an endorsement from Dr. Misner! Sheryl Lindsell, Professional Business Writer, Marlborough, MA chapter
Member Angie McCarthy's husband Shawn was recently on "Who Wants to Be a Millionaire". Angie has been a member for over 2 years as a financial planner in the Fargo chapter. Shawn won $32,000 on the popular game show. The couple is expecting their first child in December. Congratulations Angie and Shawn! Shanna Reed, BNI member
MEMORY HOOKS
7 Second Marketing
SUBMISSION GUIDELINES
Writer's Guidelines for SuccessNet We want to hear from you! SuccessNet Online needs your input. SuccessNet is truly YOUR newsletter. We ask you to consider the following tips when preparing your submission for SuccessNet:
Thank you! Editors Who's at Your Booth?
While attending a local trade show recently, I observed that as I passed by each booth, the people in the booth were always trying to get my attention. Some had catchy phrases:
"Let me show you how to make a million before you retire." "You can't live without this product." "You do want to be successful, don't you?" Some booths I would stop at out of curiosity, or genuine interest; others I ignored and continued walking. Some booths had large fish bowls for business cards (for their free drawing, of course). Empty Booth Syndrome Then I came across an empty booth. All of the advertising was there, the banner and brochures, but not a person in sight. Several thoughts went through my mind. Was the person in the bathroom, or on break? Couldn't this company get anyone to work this shift? Why would a company pay this much for a booth and not staff it? Do they have more business than they can handle and just needed a tax write-off? In the end, the company's reason for the empty booth didn't matter, because without someone to talk to, I moved on to the next booth. The same holds true for what happens at a BNI meeting. Everyone has a booth (your seat at the meeting), and the catchy phrase is our 60-second infomercial. We collect business cards so we not only know what each member or guest does, but also so we can give the cards away to others in need of that product or service. Your seat at BNI each week costs far less than a booth at a trade show, yet when your seat is vacant at the weekly meeting, opportunities for business may be passing you by. So if you aren't at this week's BNI meeting, who's manning your booth? Gold Club Members John Lisle, Sacramento, CA
Pam Smith, Elk Grove John Olson, South Placer Linda Macedonio, Rhode Island John Ayers, Cumberland Sherryl Pond, Newport Art Radtke, Virginia Kim Lysik Pamela Hubler, Santa Clarita Valley and Antelope Valley Region Cris Santa Croce, Palmdale Power Players Carlos Ocoro, Palmdale Power Players Nancy Troxell, Valencia Dr. Christine Fitzpatrick, Team BNI Nick Crane, Team BNI Don Petersen, The Top Guns Ken Petersen, The Top Guns John Houck, Road Runner Linda Dalton, Road Runner Don Hart, High Desert Buster Hicks, High Desert Ken Ohlfs, GROW Heidi Calka, GROW Slade Lohman, GROW Bud Kipp, GROW Chris Carbaugh, Lancaster #1 |
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