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HUDDLE TIME
Giving without Expecting (It Pays Well) The typical question most salespeople ask themselves before giving someone a referral is, "If I do this for him, what will he do for me?"
Instead, see how much you can give without expecting anything in return. Why? Because, as speaker and author, Jim Pancero says, "You cannot give yourself away." In other words, long before you've expended your resources, much, much more will already have come back to you. Directly from everyone you've helped? Certainly not. But bounty will come from three sources (of course it's all ultimately from One Source, but you know what I mean).
Bob Burg is author of several books, as well as one of the hottest FREE weekly eZines on the Internet. Subscribe to "Winning Without Intimidation" and learn how to take any "people challenge" and have everyone turn out a winner. Bob is a friend and supporter of BNI. Subscribe to his FREE eZine at http://www.burg.com/newsletter.html. HUDDLE TIME
Is Your Image Networking For You? The first few seconds, the person you are meeting for the first time forms an opinion about your economic status, educational background, credibility and confidence.
T0 be a master at networking, in today's competitive environment, you need to ensure that the messages you send to others through your appearance and actions are congruent with your professionalism, the reputation of your company and your chosen image. The more attention you pay to your image, the less you need to convince people that you can be trusted. Once they are comfortable with your business ethics and abilities, they are ready to recommend you to others. Your wardrobe and appearance should be part of your strategic networking plan. It's important to be familiar with contemporary trends in clothing, hairstyles, accessories and eyeglasses. If your appearance or attitudes reflect other eras, others will question your awareness of current affairs. Update these image factors regularly, but never become a slave to fashion or blindly adopt a style that goes beyond your comfort zone. With today's general tendency to dress more casually, strike a balance between the rigid dress for success regimentation of the eighties and the ultra casual clothing that is best relegated to the weekends. Certain colors and styles will make you powerful, while others, will create an approachable effect. Learn to dress down without bottoming out. The finishing touches will also influence the quality of your appearance. The condition of your shoes will give clues to others about your attention to detail. A leather briefcase, portfolio, purse or billfold will look better and last longer then vinyl. A worn belt will detract from a new suit. A good pen is very important if you will be writing in view of business associates. A broken umbrella never makes a good impression. People like to associate with those who appear successful. If you want the opportunity to exhibit the positive qualities you possess and to develop good business relationships make sure your image is working for you. This excerpt was taken from Masters of Networking used with permission from C. Bell. For more information about business image please contact Catherine Bell at her business Prime Impressions, a professional image consulting company. Catherine is a BNI Director in Kingston Ontario Canada. Email: image@kos.net phone: 613-549-9996 HUDDLE TIME
Meeting Stimulant Idea Have everyone put a card in a bag and then draw one out. The object is to give that member some ideas about marketing or how to solve a business problem.
Our chapter tried this: We drew Kevin Harmon's card. He said the biggest challenge he had at the moment was how to incorporate the financial aspect of his business with the insurance aspect. He got several good ideas, and the group seemed to enjoy the task. Another idea that member Tom Renne suggested is to break up in groups of three. Start with one person presenting a current business issue/problem. The other two group members write down two questions/ideas for that person to reflect on about the problem. No discussion. Limit time to two minutes. Then rotate. Each person will then go away from the encounter with four things to think about real issue that he/she has. At the end, share a few impressions of the exercise in front of the whole chapter. HUDDLE TIME
10 Tips to Work Successfully with Other Cultures As companies continue to grow internationally, more employees are finding themselves working with people from other countries and cultures that they are not familiar with. Don't make the mistake in assuming there is no difference in the work environment. Our values and personalities develop largely from the values and belief systems of the cultures we grow up in. However, not all cultures value the same things or in the same priority. Improve your knowledge of your co-workers' cultures, and you will improve your work experience as well. 1. Remember they are human beings with the same basic wants and needs that you have. You are working for the same goals and outcomes. It isn't you vs. them or one culture vs. another. 2. Make an effort to learn a bit about their culture. If you work with a variety of nationalities, have a sincere curiosity about their language, rituals, holidays, etc. 3. Remind yourself that your cultural approach and views are only one way of looking at it, not necessarily the right way or only way. Be willing to try another culture's approach. You may surprise yourself with what you find. In turn, if you have ideas that might work better, approach your colleagues with baby steps and see which ones they may be willing to try as well. 4. Remember that the language spoken may be someone else's second, third or fourth language. Be clear with your ideas and avoid slang. Check in with the person or group, and see if anyone has questions and understands your message. Don't assume they understand just because they haven't asked a question. Learn to rephrase ideas throughout your communication to help them process what it is you are saying. 5. Become confident in who you are and the culture and/or country you represent. Avoid bad-mouthing your country to others as you become a representative of that country to all you meet. Focus on what is positive in your country and the positives you are aware of in someone else's country. Leave the negative international politics at the door, and you will remain professional and attract respect from your international co-workers. 6. Address confusion in working styles immediately. Remember that culture comes through in a corporate setting as well. Meeting structures, decision-making processes, and the chain of command will most likely look different from culture to culture. Accept the approach that is used within this group and focus on your strengths within that approach. 7. Develop an outside support system. Working in an international setting can have additional stresses: it may take longer to accomplish simple tasks or work through the language barriers. Find ways to manage the stress and use an outside support system so it doesn't reflect back on your job. 8. Enjoy the experience. The world is an exciting and diverse place. International co-workers allow us to explore areas of ourselves and the world we may not have previously explored. Use these contacts to enrich your life and in turn enrich theirs. 9. Accept that humans make mistakes. Focus on the solution so the mistake doesn't occur again. That way you can avoid the trap of assigning a mistake to a culture. In other words, if you have a co-worker who continually does the same thing wrong, help them resolve it instead of internalizing it into "Grrr, (insert nationality) people don't know how to do their jobs." 10. Listen. Learn to listen—at all levels. Allow the other culture the time and approach that they need to share their thoughts and express themselves. You want to be heard ... so do they. HUDDLE TIME
Broaden Your Networks Are your contacts too much like you? The greater the diversity in race, ethnic background, sex, age, etc. among your contacts, the less redundant information you'll receive and the more access you'll have to resources and information. Remember to have valuable information/resources/insights to give to your new contacts. Here are 10 ways to broaden your network to include people who aren't just like you:
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Darrell Ross, Regional Director British Columbia, Canada and Connie Hinton, Executive Director, Washington and Idaho States, USA, have initiated cross border joint programs, increasing the opportunity for BNI members in Canada and the USA. Connie and Darrell are enjoying the International Member's Workshop in Vancouver, BC, which took place during the May 2001 Canadian Directors Conference.
Denis Hamel, New Area Director for Winnipeg, Manitoba Canada gives out The World's Best Known Marketing Secret to a BNI Breakfast winner.
Jocelyne D'Aoust and Denis Brisson, Executive Directors for Eastern Ontario Canada enjoy the end of a packed Director's Conference in Vancouver, BC.
At the BNI Picnic in Portland, Oregon, Saturday, June 9, more than 120 people enjoyed food, games, great weather and, of course, NETWORKING!
The keys to the city were given to Dr. Misner at his presentation in Mobile, Alabama, earlier this year by the Mayors of Mobile and Daphne.
In the 10-chapter Mobile, Alabama, region, more than 200 people attended the workshop by Dr. Misner during his book tour.
The Pensacola, Florida Chapter participated in the Pensacola Business Expo 2001 and won an award for the Most Creative Booth. From left to right: Marc Mellor, Two Men and a Truck and our chapter president; Alicia Taylor, Certified Balloon Artist (CBA), of Custom Baskets Balloons & Wrapping who designed the booth, soon-to-be secretary of our BNI chapter; Bill Miller, current chapter secretary, is with Nikken products; Ritchie McCraken, Global Travel, is our educational coordinator; and Dee Miller, secretary/treasurer, also with Nikken Products. Not pictured: Charlyn Allen of Signs Now, who did all the signage for the booth. BNI HAPPENINGS — U.S.
BNI Booth Generates Enthusiasm and Visitors At our meeting the Wednesday after the Pensacola Business Expo 2001, we had many visitors, all excited to hear about BNI and anxious to join our group or join another group or start one in an adjacent city. It is absolutely refreshing to have a dedicated, structured group that does nothing but pass referrals. What a great idea Dr. Misner had 15 years ago. Alicia Taylor www.custombasketsballoons.com
Lenny Pokorski, a member of the Executive Board of Advisors for BNI, gives a "mini-grant" to Royal Oak Charter School for its career center. Pictured with Lenny (far left) are Sue Goodman and Pat Castagnaro, head of student services.
 Mini-Grant Criteria and Guidelines 1. Theme The International Board of Advisors for BNI (made up of members throughout the world) has selected education and children to be themes for this foundation. The BNI Foundation will make contributions to legitimate charitable causes only. In the United States, that includes organizations with the IRS designation of 501(c)(3). The only other type of organization that the Foundation will support includes public schools. These are the only organizations which mini-grants will be given to. 2. Eligibility. Mini-grants must meet the following criteria:
All Mini-Grants are subject to approval. The BNI Foundation is looking for projects with demonstrated results in one of the following areas: Reading, Writing, Mathematics, Science, Arts, Health, Language, Self-Esteem, and/or Technology. Submitting a Grant Application Complete a grant application (found at www.bni.org/grants.html and email it to foundation@bni.com. E-mailed submissions are required. The BNI Foundation reserves the right to select recipients of mini-grants at its sole discretion.
Dr. Ivan Misner is interviewed on the Bloomberg Report.
BNI HAPPENINGS — U.S.
Masters of Networking Gets Accolade! We are extremely pleased to announce that Masters of Networking has won the "Book of The Year for Excellence and Innovation in Marketing" by the US Publishers Marketing Association. The marketing to promote the book was outstanding; recognition from this association validates our efforts. Here is a recap of Masters of Networking marketing:
Southern California members attend BNI's first set of MSP trainings.
BNI HAPPENINGS — U.S.
Member Success Program BNI recently began conducting regular trainings/orientations for new members in group settings. "We used to have chapter Presidents meet one-on-one with new members and do a short orientation," says U.S. National Director, Norm Dominguez. "Going to a group setting conducted by that region's Director seemed to be something several Directors wanted to try out." The program was tested in several regions before being adopted for the entire organization. New members are given a Member Success Booklet, which contains things like the Contact Sphere worksheet, BNI Code of Ethics, One-on-One Dance Card, and the BNI Policies and Guidelines. The Member Success Program is offered monthly in most regions and is open to all members, not only new members. For more information about a program near you, contact your BNI Director. BNI HAPPENINGS — U.S.
U. S. National Director Visits World's Largest Chapter Norm Dominguez, BNI's U.S. National Director, came to Columbia, South Carolina on February 1, 2001 to present the Vista Chapter with BNI'S Hall of Fame award for being the world's largest chapter! The Vista Chapter was the first platinum chapter and quickly grew past 50 members to 71! Last year the Vista Chapter passed 5,465 referrals, averaging more than 100 per week. The leadership team relates the success of the Vista Chapter to one simple principle-they follow the BNI policies! That evening, Norm presented a terrific workshop entitled "Be Yourself" and approximately 100 people attended. The founding members of the Vista Chapter were recognized: Ben Blanks, Brian Boger, Jerry Fowler, and Jeff Jones. The founding members of the St. Andrews Chapter-the first chapter in South Carolina-were also recognized: Lee Hardman, Larry Stohs, Wade Miles, and Mike Taylor. As Director for the Vista Chapter, I must say it is truly a pleasure to work with such a great group of people who are committed to the philosophy of "Givers Gain." Submitted by Bob Travis, Executive Director of South Carolina BNI HAPPENINGS — U.S.
Congratulations to Gold Club BNI Members Michael Gottfried — Dartmouth Chapter — Cape Cod/SE Massachusetts Region Jim Richardson — Telephone Concepts — Austin, TX Carol Schulte — PrePaid Legal Services — Austin, TX BNI HAPPENINGS — U.S.
Congratulations to Texas' Founder's Award Winning Chapters
Europe
BNI HAPPENINGS — SCANDINAVIA Update from the Swedish BNI Market We launched our third chapter in the Stockholm Region, our second region, two weeks ago. There were 60 people at the Kick-Off meeting!
Two new chapters started during March, the fourth in Stockholm and one in a new town, Borås, about one hour from where we live. This is the seventeenth chapter in Sweden. We plan to open three to four more chapters before summer as it looks now. Since the BNI International Directors' Conference in November, we have been focusing on finding Directors for our territories. We have now trained 5 Directors and that will help us to grow. At the end of January, we had our first Director training with support from Laura Hurren and James Sanderson, two Directors from the UK. We had a mid-session meeting with all the team leaders; many of the active team leaders led small seminars. We had about 35 people attend this meeting. We have also developed a BNI orientation manual, including 40 pages of educational material. We run the orientation for new members once a month. During spring/early summer we hope to open up our third region, probably southern Sweden. Gunnar Selheden BNI Affärsnätverket AB Engelbrektsgatan 28 SE-411 37 Göteborg Tel + (0)31 778 06 20 Fax + (0)31 92 11 60 Mobile + (0)708-13 43 88 email: gunnar.selheden@bni-svenska.com www.bni.nu United Kingdom http://www.bni-europe.com/uk/index.htm Directors: Gillian Lawson, Martin Lawson Address: Ellesselle, Gate End, Northwood, Middlesex HA6 3QG Work Phone: +44 (0)1923- 826 181 Fax Number: +44 (0)1923- 827 813 Email: bninet@aol.com Ireland http://www.bni-europe.com/indexir.htm Directors: Gillian Lawson, Martin Lawson Address: Ellesselle, Gate End, Northwood, Middlesex HA6 3QG Work Phone: +44 (0)1923- 826 181 Fax Number: +44 (0)1923- 827 813 Email: bninet@aol.com Holland http://www.bni-europe.com/europe/holland.htm Directors: Gillian Lawson, Martin Lawson Address: Ellesselle, Gate End, Northwood, Middlesex HA6 3QG Work Phone: +44 (0)1923- 826 181 Fax Number: +44 (0)1923- 827 813 Email: bninet@aol.com Germany http://www.bni-europe.com/europe/germany.htm Directors: Gillian Lawson, Martin Lawson Address: Ellesselle, Gate End, Northwood, Middlesex HA6 3QG Work Phone: +44 (0)1923- 826 181 Fax Number: +44 (0)1923- 827 813 Email: bninet@aol.com Austria http://www.bni-europe.com/europe/austria.htm Directors: Gillian Lawson, Martin Lawson Address: Ellesselle, Gate End, Northwood, Middlesex HA6 3QG Work Phone: +44 (0)1923- 826 181 Fax Number: +44 (0)1923- 827 813 Email: bninet@aol.com Switzerland http://www.bni-europe.com/europe/switz.htm Directors: Gillian Lawson, Martin Lawson Address: Ellesselle, Gate End, Northwood, Middlesex HA6 3QG Work Phone: +44 (0)1923- 826 181 Fax Number: +44 (0)1923- 827 813 Email: bninet@aol.com Scandinavia http://www.bni-europe.com/europe/scand.htm Contact 1: James Sanderson Address: 60 Albert Court, Prince Consort Road, London SW7 2BH Work Phone: +44 (0)171- 823 8800 Fax Number: +44 (0)171- 581 1994 Email: james@select.ftech.co.uk Contact 2: Gordon Wilkie Address: 11 Claremont Road, Ealing, London W13 0DE Work Phone: +44 (0)181- 537 8944 Fax Number: +44 (0)181- 566 8488 Email: gordon@bni.uk.com 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 Thanks for the Coverage Congratulations on another great issue of the International Newsletter-and many thanks for the coverage of New Zealand. Keep up the good work! Graham Southwell-National Director BNI New Zealand Email: gsouthwell@bni.co.nz www.bni.co.nz
Left to right: Leanne Beard, Stuart Chrisp, Dixie Finlayson, Andrew Allen, Sheena Haywood, John Ewart, Ronald Biddock, and Alan Sims. (see below) BNI HAPPENINGS — NEW ZEALAND
BNI is Growing! Sheena Haywood of Sheena Haywood Photography, CBD chapter, has recently opened a photographic gallery on Auckland's Princes Wharf, Outthere, which focuses on inspiring New Zealand imagery. Not only was her vision made possible by investors, but also by many BNI members of her chapter who had direct involvement in the project: Leanne Beard of Leanne Beard Design handled the design of the gallery. Andrew Allen of the National Bank is Sheena's bank manager. Alan Sims of Graphic Impact provided the opening night's invitations. Dixie Finlayson of Framing Matters has provided framing for the photographers. Ronald Biddock of RJB Design trained the gallery team in retail selling. John Ewart of Courtney Ewart helped with staff contracts. Stuart Chrisp of Low Yim Partners shows some works at his office & encourages people to visit the gallery. "The BNI people have been very supportive," says Sheena, "they were always asking how everything was going and were very understanding because I was working long hours." Outthere is aimed at the discerning tourist market, displaying truly stunning images of New Zealand from landscapes & flowers to sports and even your everyday lamington! Sheena welcomes all BNI members to stop in and look around. And if you're looking for the 'wow' factor for your next client function, ask Sheena about hosting your event at the gallery. BNI HAPPENINGS — NEW ZEALAND
Wear Your Badge for Referrals!
A great opportunity for two BNI members to do business together came about from a chance encounter. It was due to the humble little maroon and white BNI badge we are given when we become members. One Sunday afternoon while standing at the check-in counter at the airport, Robyn Radomski (of Conference Works in Wellington) noticed a very familiar badge adorning the lapel of the gentleman next to her. "I recognise the BNI badge and spoke to him, saying I was a BNI member in Wellington. It was then that we realised that we had a common link with our businesses. His name was Bill Potter from Howick Chapter. He is a speaker at conferences and describes himself as a Business Humanist & Maverick." Robyn's business organises conferences-managing the whole conference for clients, from beginning to end. "Meeting Bill, and knowing a bit about what he does, means that when I am assisting a client in selecting speakers, I can recommend him when appropriate." "I would not have begun speaking to a 'stranger' had I not seen the badge-which made me feel there was common ground between us," says Robyn. "Since then, I have been diligent about wearing my BNI badge, as I have seen the benefits first hand!" BNI HAPPENINGS — NEW ZEALAND
Research Shows Satisfied BNI Members I am a perception researcher and public relations practitioner based in Auckland, New Zealand. The New Zealand director of BNI, Graham Southwell, suggested I pass on to you the results of some research I conducted recently. In order to show members of my Albany chapter the type of work we do (and to assist the NZ and chapter leadership teams), we conducted a survey of members. The important results were:
Various suggestions for improvement were made, including more BNI training, more elbowroom at the table, and more variation in breakfast fare. John Shattock, APR Director, Shattock Communications & Research Ltd email: shattock@xtra.co.nz http://www.writerfind.com/shattock.htm
BNI HAPPENINGS — NEW ZEALAND
First Ever "BNI Dance" on Water? As soon as the Ponsonby Chapter's meeting was over, John Channings and Guy Edwards rushed off to the edge of Auckland Harbour to launch their kayaks for what is believed to be the first BNI dance on water! John, a business coach, and Guy, a garden and car maintenance expert, discovered their mutual interest in matters boating at a recent meeting. Guy regularly paddles across to Auckland's famous landmark, Rangitoto Island, races to the top of this extinct volcano, and then paddles back in time for dinner. They found their "dance on water" most productive! So far, no other Chapter members have offered to meet either of them in the middle of the harbour! Tony Benner Ponsonby Chapter, BNI Corporate Focus Public Relations & Internet Marketing PO Box 109014, Newmarket, Auckland, NZ Tel (09) 523 3661 Member of PacificNet PR Group Auckland, Sydney, Melbourne & Canberra. www.pacificnetpr.co.nz 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: Where do the dues go that I pay for my BNI membership? A: Most people see only the tip of the iceberg when looking at BNI. For most members, BNI can appear to be just the weekly meeting with your chapter members, but it is so much more! To begin with, the most valuable question a member (or potential member) should ask is; "Am I getting as much or more business referred to me as other BNI members in similar categories and if not, why not?" Secondly, "Is the amount of business referred to me sufficient?" BNI is a private marketing business. In comparison to other business expenses or forms of advertisement, membership in BNI's marketing program is not an excessively expensive item. One reason we are asked about the destination of membership fees is that the operation seems on the surface, to be very simple and easy. BNI is not a simple activity. Word-of-mouth marketing is a performance activity that requires constant vigilance, energy, maintenance, and new growth. Like so many performance activities, BNI staff make the system look easy. BNI is operated by a professional staff who, initially created and then work to maintain, a user-friendly marketing system. Take away the BNI infrastructure and staff and the service provided through the program will decline rapidly. Benefits of Membership The BNI fees provide a member with: a) potential for a significant amount of new referred business, b) current information about latest business trends in other industries which facilitates the operation and growth of one's own business, c) practical training and practice in public speaking and specific marketing/ advertisement of oneself and one's service/product, d) special business contacts that can be converted into long term strategic alliances at the regional, up to and including global business community and, e) special coaching about word-of-mouth marketing from trained and talented BNI Directors. If any one of the above benefits were to be fully utilized by a member, the benefits would far outweigh the monetary investment for a BNI membership. There are numerous advantages to membership, not the least of which is the international affiliation to other BNI chapters and members. These more global contacts are becoming increasingly important to businesses and their respective clients. BNI is a Service Company. All service organizations have the following expense lines. Staffing: The bulk of a service organization's revenue goes toward paying staffing costs. This can represent much of an organization's total budget. To hire superlative staffing, the organization has to meet market demands just as any other employer organization. In the case of BNI, we benefit from the dedication and enthusiasm of our talented and experienced staff. Marketing and Advertisement: To survive, all organizations must dedicate a portion of their budget to marketing and advertisement of their name, product and benefit. This line pays for brochures, web sites, business cards, flyers, publications, public relations, specialty items, consultants, public seminars and more. Administration: All organizations need a semblance of administration and management in order to operate smoothly and maintain sustained growth. Most organizations like to keep their administrative costs streamlined, but all organizations have administrative needs. Administration includes, rent, office supplies, computers, accounting and other business equipment necessary to conduct its ongoing business. Communications: Business organizations do not operate within a vacuum, but must communicate with clientele, suppliers, colleagues, advisors, consultants and the general public. Communication with local, national and international organizations is a vital requirement for staying competitive and includes various networking techniques and strategies. A portion of an overall budget will be allocated to these processes, which include travel, phone, faxes, meetings, etc. Operational overhead: To keep abreast of current times and remain competitive, all organizations must conduct or pay for research and development of new products, trends, activities and or strategies. In the case of a franchise organization, the head office does most of this work. Hired specialists who consult in specific project areas might be retained to work on special time limited areas. One example of BNI research and Development is the New Member Orientation Program. Another current project under development is the Education Coordinator Manual. Training: As is said by many very large multi-national organizations, " Our most precious resource is our people." Investment in the upgrading and training of staff is crucial to maintaining a competitive edge in the market place and, to retaining staff. Training expenses represent a growing cost for all organizations universally. A significant portion of BNI's budget also goes to training of Leadership Team members and their committees. Special Projects: To stay current and competitive, organizations must look for new programs to continually offer value and service to their existing clientele, to maintain market share and to attract new clients. One example of a special project was SuccessNet Online! Beyond this statement about, "Where the Money Goes", each member, as an independent business person, must make their own decisions about where they should best place their own revenue against expenses so that they may best meet their own business goals and objectives. If BNI membership is a favorable expense or, if BNI membership is deemed not favorable, this is an individual business decision and should be made within the private confines of each businessperson's management team. One method for evaluating one's growth potential within BNI is to carefully interview other successful members within the same business category. These contacts may be arranged through consultation with the local BNI Director. Submitted by Don Morgan, BNI Canada National Director 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 Vancouver British Columbia's First Chapter with 36 members has not dropped below 500 referrals exchanged per month for six months; they just passed their 7,000 referral mark for the year. During October they generated 1033 referrals for the month.
Submitted by Don Morgan, National Director, Canada
Sixty to 70 percent of my work comes from BNI.
Submitted by a BNI Member, Bay Area Chapter-Mobile
In 2000, I billed over $50,000 out of my practice directly from BNI or it's legacy referrals.
Submitted by a BNI Member, Bay Area Chapter-Mobile
My dog and I were walking in the park one block from my house when a golden retriever followed us home. She stayed with us for 2 days before her owner and I connected. When the owner picked her up at my house/clinic she saw my Different Drummer Acupuncture sign and she asked me if acupuncture could help her sore knee. She became a patient. She referred her boyfriend who is a personal trainer to me. He has become my personal trainer and my patient. He has referred 4 of his clients to me. One of those clients has referred his mother to me. Meanwhile the owner of the dog has now referred her running partner to me. So in one year I've gotten 8 patients from a dog!
Submitted by Marcia Mueller, Portland, OR chapter
The North Dayton, OH chapter, with 25 members, has generated 1,217 referrals year to date!
See the following letter from the Children's Medical Center in Dayton, Ohio. The North Dayton, OH chapter donated $300 to purchase two computerized Spinoza Buddy Bears. Submitted by Dan Barrett, BNI webmaster SPIRITUAL GIFTS~Web Design www.spiritsgifts.com
I've been in BNI for about 3 years. I joined BNI shortly after I opened my massage therapy business, because referrals are the only way I get business. In the fall of 1999, one of our members had a substitute at our chapter meeting. The sub (whom I'll call Michelle) gave me a referral to do chair massage in her office building, which I did. As a result of that appointment two people bought gift certificates, and Michelle came to me on a personal basis (and became a semi-regular client). I was asked to come back to the office two more times. On those subsequent times, I brought my office mate, who offered reflexology. She picked up several new clients, and two more people came to me on a personal basis.
In the spring of 2000, a gentleman (Mark) who is a marathon runner was complaining to a friend how much his legs hurt after running the Boston Marathon. His friend happened to receive chair massage from me on one of the above occasions and recommended me. Mark came and was so pleased that he recommended me to one of his friends (Julie). She, in turn, sent her son, her niece and one of her friends, Sally, to me. The niece bought a gift certificate for her mother, and referred one of her friends to me. I was able to refer Julie and her son on to the chiropractor in my group, and they became regular clients of us both. In the fall of 2000, Michelle referred two business associates to me. In March 2001, Sally referred me to her office manager, who brought me in to do chair massage during a particularly stressful time. In April 2001, Mark referred Ron, who had a prescription for massage, 3 times per week for 6 weeks. Mark returns to me following another marathon and decides to commit to massage every 2 weeks. In May 2001, Mark refers another marathon runner to me, Susan. Mark also refers the owner of an athletic shoe store. This particular storeowner is highly respected in the running community and holds regular workshops for runners. I have been invited to speak at some of these workshops and he wants to refer several runners to me immediately. My new office mate, a chiropractor, will also be involved in these clinics. How much business would I have missed (let alone the 2 chiropractors and the reflexologist) if that chapter member hadn't had a substitute that day? And the story isn't over yet! I know I'll be receiving referrals for months, if not years, to come. Sherryl Chandley-Brown Syracuse Elite Chapter Assistant Director, BNI Empire State gbrown01@twcny.rr.com
Geoff Scanlon, Executive Director in Cincinnati and Northern Kentucky, recently was awarded the Small Business "SUCCESS" Award for demonstrating growth, financial stability, resourcefulness and creativity to excel in his chosen industry. Scanlon & Associates, Inc. is located in Covington, KY, and offers a complete, comprehensive spectrum of financial plans, coverages and administration services for business. Congratulations, Geoff, on this recent honor! MEMORY HOOKS
7 Second Marketing
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Thank you! Editors Core Entrepreneurial Values
I talk with a lot of budding entrepreneurs, and am constantly amazed at how many have not conducted anything close to a prudent amount of research as they start their business. Yet they often act as if they MUST get their business going RIGHT NOW, or they will just pop.
This kind of impatience is dangerous. I do my best to talk them down off the ledge. I walk the fine line between slowing them down a little, and dousing their entrepreneurial fire. No use talking about due diligence, planning, or fundamentals. When would-be small business owners get that far away look in their eyes, the only thing I can get them to focus on is the concept of passion. Not passion for being a business owner-passion for what the business does. I believe it's critical to make that distinction because there will be times when you will hate being a business owner. Trust me on this one: When it all goes south in a hand basket, you will wish you were anything but the one on whom the 800 pound "buck" stops. But if you love "what" you do instead of how you do it-if you would rather be selling suits, fixing fenders, or baking bagels than anything else in the world, that passion will sustain you when all of the business stuff clouds up and rains on you. Kelle Olwyler is one of our excellent Brain Trust members and co-author of Paradoxical Thinking. Kelle likes to talk about values, and during a visit on my show she helped me think of another way to focus on passion. I call it, Core Entrepreneurial Values (CEV). From now on, I will ask an impetuous entrepreneur, "What are your core entrepreneurial values? What is at the core of why you want to start this new business?" If the answer is money, independence, status, etc., those are motivations, not values. At least not the kind of values that will get you through the week when you don't know how you are going to make payroll. But if the answer is suits, or fenders, or bagels-if you go to bed thinking about them, dream about them, and wake up thinking about them-well then, those CEV will not only allow you to deal with the cloudy days, but will actually help you grow on the rainy ones. And if you can learn how to grow in the rain, think of what you can do in the sun. Now go spend an hour writing down your Core Entrepreneurial Values. Then send me a copy. 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. |
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