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I Absolutely Refuse to Participate in a Recession
Many economic gurus are speaking the "R" word—recession.
According to them, various economic indicators seem to show that it's on its way, if not here already. It has been about ten years since our last recession in the United States. For the most part, the U.S. economy has been strong and business has been good for the last decade. However, the fact is the economy goes through cycles and even if we don't see a full-blown recession—business is slowing for many people. Unfortunately, every time it takes a downturn, the fallout is felt strongly by salespeople, business owners, and professionals alike. According to the American Entrepreneurs Association (AEA), over 50 percent of all businesses go out of business within two years of opening their doors. This number is known to increase dramatically during a recession. Successful business professionals learn from the past. In the early 90's, right in the middle of a nasty recession, I was at a business mixer in Connecticut where I was meeting many local business professionals. It seemed that everyone was feeling the crunch from the slow economy. Throughout the entire event, the favorite topic of discussion was how bad the economy was and how things were getting worse. The whole affair was depressing, because nearly everyone was obsessed with the problems of the economy and its impact on their businesses. I was introduced to one of the many real estate agents attending. Given the decrease in property values in the state, I was leery of asking this gentleman the standard "How's business?" question. I didn't want to hear yet another variation of how bad business was. He shared with me, though, that he was having a great year. Naturally, I was surprised and asked, "You did say you were in real estate, didn't you?" "Yes." "We are in Connecticut, aren't we?" "Yes," he said with a slight grin. "And you're having a good year?" I asked. "I'm actually having my best year ever!" he said. "Your best year!" I said in amazement. After thinking for a moment I asked him, "Is this your first year in real estate?" "No," he replied with a laugh, "I've been in real estate for almost ten years." I asked him how he was doing so well, given the conditions of the economy and the stiff competition. He reached into his pocket and pulled out a blue and white badge:
"That's your secret?" I asked. "You refuse to participate in the recession, so business is booming?" "That's correct. While most of my competitors are crying the blues about how bad business is, I'm out drumming up a ton of business through word of mouth." Considering what he said, I looked around the room and listened in on people for a while as they were complaining about how bad business was. While nearly all were commiserating with one another, I concluded that very few were actually networking and working on seeking new business. As a result, very little business was actually being accomplished. If you want to do well in business, you must understand that it does absolutely no good to complain to people about tough times. When you complain about how bad business is—half the people you tell don't care and the other half are glad that you're worse off than they are. While you cannot control the economy or your competition, you CAN control your response to the economy. During the last recession, I watched thousands of business people successfully refuse to participate in the recession. They were BNI members, and they did things that you can do today, such as:
HUDDLE TIME
Notable Nugget Did you know that a 30-second commercial during the Super Bowl costs just $2,300,000? Or, you can belong to BNI for 9,583.33 years, and give 479,166, 30-second commercials, and 28,750 in-depth presentations to an attentive and motivated sales staff. Compare the value!
Submitted by J. R. Chick Gallagher, Executive Director, Delaware Valley Regions, BNI@ReferralBiz.Net, www.ReferralBiz.Net HUDDLE TIME
The Difference Between Mediocrity and Success When BNI was first considering the concept of Visitor Hosts in every chapter, we asked ourselves what the percentage of visitors actually joining each chapter was. We found it ranged between 30 percent and 60 percent. We felt that it should be at least 80 percent or more! So, we formalized the idea that has since proven to be a dynamic force in converting a simply interested individual into a valuable member.
Visitor Hosts are critical to your chapter's ability to gain new members. There are several principles "Master" Visitor Hosts should know and implement to make a difference in the percentage rate of visitors who actually apply for membership. 1. The process begins the moment that visitor walks in the door. If your chapter doesn't have a Visitor Host, or only has one, check in your chapter's Leadership Team Manual and follow the guidelines there about instituting two Visitor Hosts. Your visitors should be met by a warm, welcoming individual and brought into a room that is prepared, members who are there already (not late) and given an overview of what to expect during the course of the meeting. The most successful chapters of BNI have at least two Visitor Hosts; some even teach every member that he or she is a Visitor Host—in effect each and every member is the Visitor Host for your chapter! 2. Nearly 100% of visitors make their decision whether to apply for membership in the first ten minutes! It is absolutely critical, in this age of competing networking organizations, that your chapter presents a professional, caring and warm image. Make the visitors feel as if you want them to apply for membership. Most visitors arrive early—don't let them arrive before you do! That may mean you need to be there 10 or 15 minutes early, as the Visitor Hosts. 3. Master Visitor Hosts know their duties and perform them flawlessly. Explain the agenda, and let the visitors know they will be asked to stand to do a sixty-second introduction. Be sure to let them know they are encouraged to pass out their business cards and brochures during the meeting. Introduce them to the Leadership Team members and members that are in their Contact Sphere. They already can begin seeing the referrals that will be waiting for them week after week! Tell them that your chapter is waiting for someone in their profession to give their business to and to refer to others. Use the magic phrase: If you like what you see and you want to join, it's possible to lock out your competitor from getting all of our business and referrals by submitting your application today! In reality, there are lots of ways your membership can grow and you can succeed in BNI. But the effective use of Visitor Hosts can make an incalculable impact on the growth of your chapter. Challenge your members to reach that 80 percent success rate in transitioning visitors into members! HUDDLE TIME
Quality Control in Your Chapter Do you know that your chapter has a quality control board to assure its members are achieving nothing but powerful results from their affiliation with BNI?
That quality control board is your chapter's Membership Committee. Just like a typical quality control board, the Membership Committee reviews the performance of the equipment, checks for weaknesses and recommends acquiring new machinery where needed. Your Membership Committee regularly reviews the chapter reports relating to referral generation, visitors and participation of the members. If a member is not participating, or participating half-heartedly, the Membership Committee approaches that member and finds out how they can help the member get the most out of his or her membership! Sometimes, it's just a case of the member needing to be refreshed on things like following up on referrals or what qualifies as a bona fide referral. At times, Membership Committees may recommend that a member attend the Member's Success Program for a "refresher." This can be done when a member has missed meetings and is almost maxed out on the number of absences allowed (three in any given Leadership Team term, April 1 to September 31 and October 1 to March 31). The Membership Committee handles concerns from members about other members. From time to time, members are not happy with the service provided (or not provided) by another member. Or, members are not satisfied with the quality of referrals that are being given to them. These matters are handled professionally and discreetly with the assistance of the Leadership Team and BNI Directors. The Member's Policy Brochure clearly states that the Membership Committee has final authority over all membership classifications, so their interaction with chapter members when problems arise is vital. Your Membership Committee also reviews applications submitted for membership from visitors. References need to be checked (we want to be sure only the most credible business people are accepted, because we are going to be giving our client base to that individual in the form of referrals). Business categories need to be kept straight, so no one overlaps with anyone else's profession; and recommendations for acceptance are made. If a visitor appears to conflict with your classification, you must let the committee know. If you say nothing, the Membership Committee will just assume your consent. Membership Committees evaluate whether or not the prospective member has an ability to bring business to the chapter and whether or not the chapter can do the same. They must consider the person's location, and whether this person is professional and ethical. Many times, another member who can vouch for these qualities brings in a visitor. Take advantage of the quality control, which is part of the system of this networking organization we call BNI. It will help you be sure that you are making the most of your membership. Quality control is part of what makes BNI the world's greatest business referral organization. HUDDLE TIME
Dance Card Digest
To register for this dance card session, log on to the BNI Wisconsin web site (www.bniwis.com) and register in the calendar of events section. (Registration is limited to the first 30 participants.) The approximate cost is $6 for the long distance call into the phone bridge number. Submitted by Craig Campana, Wisconsin Executive Director Error processing SSI file North America
BNI HAPPENINGS — U.S. BNI Headquarters Announces 2001 U.S. Membership Drive
Over 100 BNI winners and their guests will be enjoying the sun and sand in Cancun, Mexico! Last year, over 75 winners and their guests attended the trip. Winners will receive a 4-day, 3-night trip to beautiful Cancun, Mexico, from October 19th through October 22nd, 2001; round trip airfare is also included from MAJOR metropolitan cities. Winners and guests will be staying at the Cancun Palace. This is a stunning, ALL-inclusive hotel that overlooks the turquoise blue Caribbean Sea. The trip will also include a free Networking Workshop presented by Dr. Ivan R. Misner and a private party for BNI.
This travel package is not limited to Contest Winners only; any BNI member can buy into this package and attend with us! Local travel agent members can sell this trip, too. Contact your Director for more details.
Leslie Taylor, Las Vegas Executive Director; Dr. Ivan Misner; and a visitor, Diana, at Las Vegas Masters of Networking event held in February.
Diana checked out a copy of Business by Referral a couple weeks prior to the event from the local library and loved it. Since she was interested in building her business through networking, her husband told her about the Masters of Networking event. She took the book to the library to extend it a couple weeks because she hadn't finished it.
She came to the event, and about half way through the presentation, Dr. Misner started talking about Business by Referral. It struck her that the title was the same as the book she had from the library. She took it out of her carrying bag, looked at the photo on the inside and realized that Dr. Misner was the author of the book she'd been carrying around!
BNI Maryland Directors and Members plunged into the icy waters of the Chesapeake Bay in support of the Special Olympics. Total donations exceeded $13,000!
BNI Directors and Members pose after the icy plunge for the Special Olympics.
BNI HAPPENINGS — U.S.
Monroeville Chapter of Pittsburgh Pennsylvania Receives Founders Award Approximately six months ago, our chapter started "BNI After Hours." It is a gathering of members at each other's work place or home, from 5 to 7 p.m. There is no structured agenda, just an informal get-together, where members can interact at their leisure. This has mushroomed to include spouses and kids, and is meeting with great enthusiasm. Currently 75 percent of our members attend!
"BNI After Hours" helps new members get to know everybody, and it has strengthened our chapter. Originally it started out once a month; the last two months we've had two each month. No member is expected to host "BNI After Hours," and no pressure is applied. It's a great way to build relationships! Submitted by Steven Goulart, Cruise Specialist, Cruise Planners, Emerald Chapter, Eugene, OR
Jackson, Michigan: Over 170 guests at the joint Kick-off and Visitors Day deliver their commercials; three BNI chapters teamed up for this event!
Jackson Membership Committees: John Rockey (right, back row), BNI Director, meets with Membership Committees from the three Jackson chapters to review applications after the joint Chapter Kick-off—Visitors Day.
Leadership members of the Brentwood and West Los Angeles Chapters of BNI with Dr. Misner after a joint chapter workshop.
Traverse City, Michigan: Kathryn Lodal, Michigan BNI Director, speaks to 125 guests at the Traverse City, Michigan Chapter of BNI at the kick-off meeting. The Core Team accepted more than 50 applications for membership!
Traverse City Core Team: Kristin Tews (right front), Michigan BNI Director for the Traverse City Chapter, and Kathryn Lodal, BNI Director (left front), with the Traverse City Core Team.
Europe
BNI HAPPENINGS — UNITED KINGDOM Door Prize with a Difference An imaginative chapter door prize led to Cheltenham photographer John Moore getting the fright of his life before being presented with a major business opportunity.
John, a member of Gloucester & Tewkesbury Chapter, had been briefed to bring his camera to the pre-Christmas meeting to take a photo of the door prize winner who was to receive a dramatic low-level helicopter trip over the flooded Severn Valley countryside. But when it was announced that he had won the prize, his long-term fear of heights and flying quickly subsided, as he recognized the newsworthy value of his aerial trip. Then he became enthusiastic when he was invited to develop and launch a new joint aerial photography venture with his pilot, Greg Forrest from Staverton-based Heliflight. The prize was organized by fellow chapter member, marketing consultant Dan Ransted, of Stratagema, and Philip Swinford, a colleague from the same company, who is a member of neighboring Gloucester Chapter. Although delighted with the result, John confessed to a few misgivings during the flight: "I was somewhat nervous at 8:30 a.m., but as the flight went on, I grew more confident by the minute." BNI HAPPENINGS — EUROPE
Welcome to BNI—Sweden, Denmark, Finland, Iceland, Norway, and Greenland National Director: Gunner Selheden
Region: Sweden, Denmark, Finland, Iceland, Norway, and Greenland Address: Box 122, S-42321 Torslanda, Sweden Work phone: +46 31921160 Fax number: +46 31921160 Email address: gunnar.selheden@swipnet.se Web site: www.bni-svenska.com Director: Annett Selheden Region: Sweden, Denmark, Finland, Iceland, Norway, and Greenland Address: Box 122, S-42321 Torslanda, Sweden Work phone: +46-31 92 40 08 Fax number: +46-31 92 11 60 Email address: annett.selheden@swipnet.se Web site: www.bni-svenska.com BNI HAPPENINGS — GERMANY
Shown are the members of the first BNI-Berlin group--The "Mövenpick Chapter." The professions represented are a typical BNI mixture: insurance, computer-training, printing, internet, painter, lawyer, car repair service, electrician, architect, etc. The chapter currently has 21 members. For information, contact BNI Director Heinz-Jörg Graf at graf@sirecontact.de. BNI HAPPENINGS — AFRICA
Welcome to BNI—South Africa Director: Michael Levin
Region: South Africa Address: Box 10049, Caledon Square 7905, Cape Town, South Africa Work Phone: 27 21 762 1778 Fax Number: 27 21 762 1778 Email Address: mike@bni.co.za Web site: www.bni.com/world/soafrica.html BNI HAPPENINGS — MIDDLE EAST
Welcome to BNI—Israel Director: Daniel Kutnick
Region: Israel Address: Kibbutz Gesher Haziv, Western Galillee, Israel 22815 Work Phone: 972-4-9958655 Fax Number: 972-4-9958652 Email Address: Israel@bni.com Australia/Asia
BNI HAPPENINGS — NEW ZEALAND Robyn Delivers the Message!
Networking is a life skill and a good networker makes a heart-to-heart connection. That was the message Networking Guru Robyn Henderson (pictured with Graham Southwell) delivered at the launch of BNI New Zealand's website www.bni.co.nz.
"Networking isn't something you switch on and off," says Robyn, "I believe you network twenty-four, seven." Robyn recommends that we carry our business cards with us at all times and to think of them as just 'name cards' in business and social settings. "All you're really saying is this is your name and how to contact you. Ask for the other person's card and normally they will ask for yours." Networking is preparation, actual networking and follow-up. "I give away a referral each day," says Robyn, "and I ask the person to let me know how it goes." Is it really that simple? Robyn also recommends knowing a little bit about everything—not gossip, but relevant information—become a sphere of influence in your community. Here are Robyn's three keys to networking:
BNI HAPPENINGS — NEW ZEALAND
BNI is Growing! BNI is taking off in New Zealand! Apart from the 15 chapters on the BNI Website, there are three chapters in Wellington.
According to NZ BNI Director, Graham Southwell, Tauranga is up and running, and Mt Maunganui is being set up. In Auckland, Manukau, Parnell, Mt Eden and Ellerslie, BNI will soon be on the map. Christchurch will also have its own chapter shortly with an information session planned for 20th March. If you have any business friends/colleagues in any of these areas, please pass a referral on to Graham Southwell at gsouthwell@bni.co.nz. BNI HAPPENINGS — NEW ZEALAND
BNI Web Site Launch
Guests at the NZ BNI web site launch included Spencer Willis (Newmarket Chapter), Margaret Marsh (Albany Chapter). www.bni.co.nz
BNI Webmaster Brian Falkner. www.bni.co.nz
Left to right: Les Holsted (Takapuna); Paul Minett and Anson Davies (Albany); and Alan Flatt (Takapuna). www.bni.co.nz
Left to right: Angela Jones (Howick); and Lindsay and Beverly Kepple (Howick). www.bni.co.nz
Robyn Greer and Chris Day (Howick) seem to be enjoying the Robyn Henderson Seminar and BNI web site launch. www.bni.co.nz BNI HAPPENINGS — NEW ZEALAND
Front Cover!
Simon Devitt, one of Ponsonby Chapter's newest members, made it to the front cover of Urbis magazine with his eye-catching picture of a pair of legs (not his!), humanizing an architectural photograph.
BNI HAPPENINGS — SINGAPORE
New South Wales Photographer Visits Singapore BNI Chapter I really had no choice. I was compelled to visit the local BNI group in Singapore. The only reason that I was there in Singapore, was due to the efforts of my BNI colleague, Asia Expert, Tim Green, who gave a referral to me to photograph the annual report of the Institute of Microelectronics.
I felt at home in the BNI meeting, even the referral slips are the same! I was warmly welcomed into the group by the Director, Mervin Yeo, who runs two groups in Singapore meeting for breakfast on a Wednesday and Thursday. He can be contacted at bhispore@bni.com. I made some valuable local contacts in a city that is hard to get to know. Who knows what they will lead to! I have made two further trips to Singapore and look forward to being an irregular visitor to BNI, Singapore style. Submitted by Lukas Matysek, Photographer, North Sydney Chapter, New South Wales BNI HAPPENINGS — SINGAPORE
Business Card Challenge 2001—The Great Singapore Connection Is the business card you hand out to friends and potential clients just another name card?
To encourage the optimal use of business cards as a marketing and networking tool, BNI Singapore is launching this competition to highlight and recognize factors that contribute to the effectiveness of business cards. Submit your business card today for consideration by a panel of judges (for Singapore BNI Members only). For participation details, please email to contact@bni.com.sg or fax (065) 4400 398. View our web site at www.bni.com.sg BNI HAPPENINGS — AUSTRALIA
Heat Doesn't Deter Christmas Twilight Meeting
South Australian members participated in another great Christmas Twilight Meeting at the Victoria Park Racecourse in the City Parklands the Wednesday before Christmas. Members from all nine chapters gathered in the BNI Marquee where they enjoyed the food, refreshments and company, from 3 to 8:30 p.m., despite the temperatures hovering around 40 degrees C.
It was great to see our National Director, Ian Pendlebury, join us again for the occasion, although he apparently wasn't as successful with the horses this time! Ian commented that, despite the heat, he thought the meeting was just as interesting and exciting as the previous year's. And this time, he was able to meet more of our members.
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: Dr. Misner, I just finished Masters of Networking, and I loved it! The "givers gain" philosophy comes from the heart, and it really works. I can hardly wait to put the principles into practice. I recently moved to a new city, and I've been attending professional luncheons and other networking events, and have already worked for one client here. Today I got a call from a woman to whom I'd been referred—a successful business woman in my profession in this city. She couldn't make time for me to take her to lunch, though she offered me some "tips" (mostly stuff I already knew) and asked me to send her some samples. When she called today, she said she had a couple of referrals she wanted to pass on to me. However, she's starting this new "business" in which she would expect me to pay her 15 percent of my income from her referrals. Now, she is not functioning as an agency; they take a percentage, right off the top of what they charge the client. In this case, I would bill the client and give her the percentage of my take. She wouldn't handle any of the business aspects of the deal other than giving me the referral. She claimed that eventually she would start marketing her "referral service", but for now she wouldn't be doing anything more than passing on and getting paid for the referrals that cross her desk daily. Am I missing something, or is this contrary to the "givers gain" philosophy? Since I started my business, most of my work has come through referrals, none of whom ever asked me for a percentage! I felt like this woman was preying on people like me—people who are establishing their businesses because they're new to the area, just out of college, or switching from less lucrative types of writing. She claimed that people in other professions do this—give one another a percentage of business referred to them. Do they? I didn't see anything about that in your book. I would love to hear your thoughts on this matter. Thank you! Name and Address Withheld Upon Request A: Thanks for your kind words about Masters of Networking. I appreciate it. Regarding your dilemma: I don't think there is anything inherently wrong with having a "referral fee relationship" with someone, if it is clearly set up that way in advance. However, that's not the way I prefer to do business. When someone suggests that to me, I say that I believe in getting and giving referrals freely. I generally don't take a finder's fee, and I never request one. I tell them as gently as possible that I see nothing wrong with finder's fees—I simply like the idea of establishing a "reciprocal referral relationship" with people. I will then talk about my philosophy of "givers gain" regarding referral relationships, and I generally find them to be understanding and cooperative. Occasionally, I'm told that is not the way they'd prefer to do business and I thank them for thinking of me but pass on the opportunity. I think it is important not to burn bridge but—at the same time—to make sure to do business in a way with which you feel comfortable. Good luck. All the best, Ivan
Q: I overheard some of the members of my chapter talking about Networking Online. What is that and how can I participate? A: BNI holds monthly chats that we call "Networking Online" the first Tuesday of each month. You can sign up to join in with us by clicking on the link below to Networking Online. We have our own club on Yahoo's site! Members from all over the world get together online and share their successes with each other in these chats. We also have a bulletin board for members to post questions or introduce themselves to other members. It is a fun way to stay connected with BNI members throughout the world! CHAPTER BRAGS
Givers Gain Within the last month I have already submitted applications to my company that would represent an additional $100,000 and am currently working on finalizing three proposals that represent considerably more.
I'm only talking about that portion of my business that is BNI referral-based. The pending proposals are approximately $50K, $120K and probably $1.25 million (web site—more difficult to project). Although these are in the proposal stage and not actual cash-revenue received, it is important to note two key factors: 1) I'm a new member, and (2) the proposals wouldn't have been possible if it wasn't for BNI. At this point I would project that BNI referrals will probably represent one-fourth of the revenue I bring to my corporation. Since my income is partially determined on a revenue based system, once could further project that my income should (eventually) reflect a 25 percent increase as well. That doesn't take into account all the other benefits I've experienced as a result of my membership. I truly believe it is the sincere and professional synergy of the Ventura Beach Chapter and its BNI Ventura County Executive Director, Linda McCarthy, that make it possible! Submitted by Karrianne Broman, Ventura Beach Chapter, Ventura Beach, California
I can't believe we paid $290 to be involved BNI. Do you realize that we have captured more than $1,100 in sales since joining?
What has it been? Three months! As far as sales return on advertising investment, if you broke it down for the first quarter of our membership, BNI has paid us roughly $3.79 for every dollar we invested. I'm not exactly great when it comes to numbers, but I believe that is a 275 percent sales return on our investment. Now you know why I have been bragging to everyone about BNI! Submitted by Mark Szewczyk, Breathtaking Baskets, Inc., SSO Chapter in the Greater Pittsburgh Region, www.BreathtakingBaskets.com
SuccessNet Online is 'Awesome'!!! Thanks for another great tool!
Submitted by Vanessa McClary, Bloomington One Chapter VP, Ambassador, Health & Wellness Concepts, vmmcclary@msn.com
I have been a member of BNI less than a year but my contacts there have already been responsible for about 45 percent of my new business generation. The 7 A.M. start time has gone from a chore to a pleasure in a very short time. I think BNI is wonderful!
Submitted by Donna Costelnock, Prudential Preferred Realty, Greensburg Chapter, Greensburg, Pennsylvania
Hello from Manchester East—"Centre of the Universe."
I'm Alistair Macdonald, Regional Director since last April. I would like to tell you some of the success stories from this region. Not only does Manchester have the best soccer team in the world (Manchester United), not only is it the finest Victorian city in the world, not only is it the place where the first computer was built—it also has what must rank as one of the most successful new BNI chapters! Stockport 1, launched in July 1999, has done around £1.4million of business already:
Submitted by Alistair MacDonald, Regional Director, Manchester, England
I invited a guest to the Masters of Networking dinner; I introduced him to members from my chapter and other chapters. My client was in my office the following Tuesday, and after conducting business with him (which, incidentally, consisted of a $1,000,000 life policy to protect him and his family from disaster on buying out his relatives' business), I had him look through my BNI card holder. I mentioned that if there was someone in my chapter who could be of service to him, I would like to give those people a qualified referral.
Immediately he started to pull cards out of my file on people he would like to do business with. He picked four people to contact him now and six more people he would like to contact within the next three to six months. I won the door prize at the following meeting after writing up these referrals, which was just by accident as there were a number of members who gave out multiple referrals. All in all it was a great meeting and a great feeling to know that I was able to generate new business for my fellow members. THE GRASS IS GREENER IF YOU WATER IT! Submitted by H. David Holzer, LUTCF, Compensation Consultants Inc., Mt. Lebanon Chapter, Mt. Lebanon, Pennsylvania
I am a member of BNI in Seattle, WA. We have the most extraordinary Area Director, Pauline Martin. I am so amazed by her integrity and passion for helping others and me in BNI. She is an incredible combination of solidity, humor, wisdom, tact, leadership, and resourcefulness. Every single time, without fail, that I needed her advice and opinions, she was there. In addition, the scope and depth of her experience with BNI itself is outstanding. She is so unusual that she deserves an award of some kind! Thanks so very much!!
Submitted by Jenny Capella, president, The Capella Group Chapter, Seattle, Washington, jennifercapella@hotmail.com
Since its Kick-Off in September, the Crossroads chapter, located in Johnson Creek, WI, has passed $490,000 worth of business. Now, granted, they only started with 7 and have grown since, but with 18 members currently (and potentially 2—3 more after today), the math comes to $27,200 worth of business generated per member in 4 months. Extrapolating through a year would bring the total annual value per member to $81,600.
Submitted by Jim Knoflicek, South Central Wisconsin Area Director
BNI has had a very positive impact on my business. I have gotten to meet and come to know many business professionals through BNI, more than any other organization. BNI is a great place for anyone who wants to expand his or her business through the most powerful marketing tool—word-of-mouth marketing.
Submitted by Sean W. O'Neill, Attorney, Ablan Law Firm, La Crosse—River City, WI, chapter president, www.Alban.com
This story is for any BNI member who has ever told a client that their job is too small for them:
John Whitaker gave a ten-minute presentation to his St. Kilda Rd. II Chapter in Australia on his promotional products business. He was asked a question about minimum order levels—he answered by relating this story: A lady rang up about 12 promotional product companies to see if she could have one coffee mug printed. Each said no. She then contacted John's Impress Promotions and they agreed to do one for her at a price of $60. At $60 there was still no profit in the job. He maintains a policy of never saying no unless everything else fails. The client had the mug printed, decided that it was what she was looking for and placed an order for thousands of mugs. It was only when she placed the order for the mugs that Impress found out her job title and company. This lady simply wanted to see what a mug would look like first before she committed herself. She also wanted to find out who was willing to provide her with a certain level of service and commitment, somebody willing to go outside the square. This is an example of Impress "walking the talk." Its actions resulted in a relationship with a client rather than focusing on the short-term gain of a single contract. Givers gain! Submitted by Ian Pendlebury, BNI Australia Executive Director, www.bni.com.au 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 Sprout an Idea Seed
A seed is such an interesting thing. It emerges as a soft, fleshy issue from the parent, then morphs into a dry, hardened kernel in order to withstand time and travel until the day when its purpose in life, germination, begins.
Think of it: A tiny kernel of wheat can become the staff of life. An acorn, no bigger than your thumbnail, holds the genetic code and capacity to grow into the towering organism that has become our metaphor for strength, the mighty oak tree. When you imagine something, you sprout an idea seed. When you dream of an accomplishment, you become the parent of an idea seed. An idea seed begins as a soft and fleshy musing, then with time and travel, hardens into the kernel of a concept that is ready to germinate into what might nourish your next great idea. Or it may hold all of the inspirational code necessary to become the mighty oak-of-an-idea upon which you will build your life, your business, your future. In his book, The Seven Spiritual Laws of Success, Deepak Chopra said, "Within every desire is the seed and mechanics for its fulfillment." You not only have the ability to sprout an idea seed, but with desire and focus, you have the mechanism to germinate it into something useful. Thinking of ideas as seeds helps me collect them, categorize them, and use them at the right time and for the right purpose. Like seeds, ideas aren't always ready to open up at first. And some ideas, like seeds, shouldn't be used for a while. As you begin collecting idea seeds, create the kind of mental, fertile soil that will allow them to germinate at the right time and for the right purpose, each in its own time. From Jim Blasingame's upcoming book, Small Business Is Like a Bunch of Bananas—You have to remove the peels to get to the good stuff! Make the Most of Your First Impression
Everything associated with your business leaves a lasting impression. The feeling your advertising handouts leave with your clients is a very important part of your first impression. What do your promotional materials say about you? What is your client expecting to see? If your materials don't fit the image or style they are expecting, they can paint an unforgettable and sometimes damaging picture. Poor materials can sometimes hurt your business more than having no handouts at all.
Regardless of whether you had your handouts copied or printed, ask yourself, Are the copies clean and is the text easy to read? Does the piece get your attention in a positive way? We've all seen bad copy and poor printing jobs. What kind of impression did that give you? Especially if the service you were considering was expensive. If you have two vendors equal in all qualities except promotional materials, whom would you choose? Both have photocopied handouts—one was clean, well laid out, with nice black toner; the second was sloppy, copied crooked on the page and had big patches of black on the front. Most likely, you'd pick the one with the nice materials. Quality is important. Also, think about the impression you get from the type of paper used. How does the item feel when you pick it up? Can you see through the paper? A few cents more per sheet may be all it takes to give you a higher quality look. Just as important as dressing for success, it's the little things you do, say and give away that make a lasting impression on your potential client. Your collateral pieces speak for you even when you can't. When planning your advertising materials, consider the image your client is expecting to see. Try to produce that look or go above it in quality. Make your first impression the best it can be. Regardless of your budget, make sure all your materials are reproduced in a clean, readable manner, are concise and to the point, represent the image or style your client is expecting to see and are reproduced on quality paper. You always want to give away something you are proud to have associated with your business. All things equal, that first impression may get you the job! Barbara is a new member of the Scottsdale, AZ, chapter after being a member in the Monrovia, CA, chapter for 5 years. She may be reached at Barbara@gc-promotions.net. "Small Business Advocate" is an Advocate for BNI!
Jim Blasingame, a businessman and radio personality known as "The Small Business Advocate," has been very supportive of BNI and its founder Dr. Ivan Misner, conducting monthly interviews with Dr. Misner on the subject of BNI and word-of-mouth marketing. His website is www.SmallBusinessAdvocate.com. Some of the live interviews with Dr. Misner and articles he has written can be found in the archives listed.
Below is an excerpt from his website: It's A Jungle Out There Every morning when small business owners get out of bed and contemplate the day ahead they are like an animal in the middle of the food chain waking up in the jungle; they don't know if they are going to eat today, or be eaten. More and more, small business owners are getting squeezed in the marketplace by:
Information Is the Key To Small Business Success The best way to have more good days and fewer scary ones, is to have the information you need. That's our primary goal at "The Small Business Advocate": to help you get the small business information you need—essential survival skills—so you won't enter the jungle feeling scared, uninformed, and vulnerable. On "The Small Business Advocate Show" and at www.SmallBusinessAdvocate.com, you can listen in on conversations between small business experts who are talking about the exact subjects you have on your mind. Listen to the Live show, a Replay of the most recent show, or from one of the hundreds of searchable audio archives. You can also read what these experts have said in articles, plus link to other important small business sites. Real world information and perspectives, in real-time. Ask Lots of Questions Remember what you learned in school: The only stupid question is the one that isn't asked. This is just as true in small business. But, sometimes these are little questions—lots of little things—too small and too many to even bother anyone else with, even if you knew whom to ask. Right? And anyway, aren't you already supposed to know all this stuff yourself? Here's a flash: NO! Not necessarily. But that doesn't keep you from being self-conscious about asking, does it? At "The Small Business Advocate" we have another goal: To make it cool for small business owners and dreamers to ask questions—lots of questions. We've done our part by providing you with the experts, now you have to do your part. Ask. By the way, did I mention that we have fun, too? It's required. Thank you for visiting our website and listening to the show. I look forward to helping you follow your dream and accomplish your goals. I'll see you on the radio, or on the Internet. Jim Blasingame, "The Small Business Advocate" www.SmallBusinessAdvocate.com How Masters of Networking Network
Chris Cousins, one of our Michigan Directors, developed the following presentation, which he uses at his chapters to support Masters of Networking:
Ivan Misner Seminar, Masters of Networking Learn from the past to improve the performance of the future.
Seasonal Sales Manager Minutes
Twas the night before Christmas
When all thru the house The cabinets were so drab They scared off the mouse! The stockings were hung By the chimney with care But a new mantle was needed— Would Santa be there? The parents were snuggled All safe in their bed With visions of remodeling Still in their heads. When up on the rooftop There rose such a clatter Why it must be Santa Claus On one of David's Ladders* He went right to work No time did he waste The kitchen would be efficient Designed with great taste. So the family was ecstatic And thanked Santa dear And knew that Schroll Cabinets Would make them happy this year! *Another BNI member in this chapter Submitted by Julia Lindahl, Schroll Cabinets, Inc., Rocky Mountain Business Builders Chapter, CO Twas the night before Christmas And all thru the house Not a creature was stirring Not even a mouse. So I sat on the couch With my beautiful wife And turned on the TV to "It's a Wonderful Life" In high definition It was a beauty So I snuggled a little closer To my cutie I turned on the stereo And cranked it up I thank the good Lord For a bountiful cup And if you want Your stocking filled with joy See Audio Visionaries For your electronic toy! Submitted by Chuck Barger, Audio Visionaries, Rocky Mountain Business Builders Chapter, CO |
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