BNI SuccessNet - Fourth Quarter 2002

BNI HAPPENINGS — UNITED KINGDOM


	Gary Scott’s BNI Van

Delivering BNI’s Message Across Strathclyde

While all members are encouraged to wear their lapel pins with pride as they go about their business, Glasgow carpet fitter Gary Scott has gone one better and splashed his BNI membership all over his big white van!

Although Gary joined the Strathkelvin Chapter barely 12 months ago, he is an ardent advocate for BNI which, he says, already accounts for up to 15% of his booming business, Carpet Fitting Services.

“I’d only been in the chapter a few weeks when I decided that belonging to such a well-established professional organization would add value and credibility to my own business – so I commissioned fellow member, Pauline Hainey, of Signarama to put BNI’s logo and contact details on the sides of my van.”

Gary added: “There are lots of cowboy carpet fitters driving around in rusty old vans. Being able to put BNI’s name and website on my vehicle makes it stand out from the rest. Quite a few people have stopped me to ask what BNI does – as a result of which I have invited them along to my chapter and seen a few of them join over the past year.”

Chapter Kick-Off Sets a Record

BNI’s first chapter in England’s ‘mid-west’ has created a unique and remarkable record – reaching its 40-strong membership at the launch meeting!

Under the guidance of corporate development consultant Sarah Owen, who started the Bristol Grace core group in January, grew it to 21 members within four weeks and launched another month later, the chapter attracted more than 100 businesspeople to its inaugural Kick-Off day – with 20 of the visitors immediately applying to join.

The arrival of BNI in Bristol is equally remarkable, since Sarah was actually introduced – by chance – to BNI while visiting Plymouth on business last summer. She was invited along to a Visitors’ Day at Plymouth’s Drake Chapter and was so impressed that she asked Executive Director Guy Griffiths to sign her up on the spot.

“When he found out that I lived in Bristol, he sensibly advised me that a two and a half hour trip for a weekly breakfast meeting would be no fun during the winter months – and suggested I join a group in my own area. When I told him there wasn’t one, he said the simplest solution would be to start my own BNI chapter in the city. With help and advice from BNI’s National Directors, that is what I did – little realizing that our launch would set a record,” said Sarah, who works for Momentum Financial Services Ltd.

National Director Gillian Lawson said: “We have a growing presence in central southern England, and in Devon and Cornwall, but until recently, BNI was not represented in what I call England’s mid-west – Somerset and Avon. In particular, we’re delighted to have gained a strong early foothold in Bristol, one of the few major UK cities that was without a BNI group.”

Other chapters recently opened include: Angus, Atlas (Lancashire), Cathedral (Exeter), Chiselhurst (Kent), Dalhouse, Dartford, Diamonds (Doncaster), Falkirk, Grantham, Hendon, Inspires (Chesterfield), Kappa (Merseyside), Knavesmire, Leeds Central, Covent Garden (London), Mid Suffolk, Mid Ulster, Mitcham (Surrey), Orwell (Ipswich), Rochdale, Rossett (Wrexham), Rickmansworth (Middlesex) and Wickford.


	Mark Kerr

The Brainy Factor

New chapter director Mark Kerr faced some good-natured ribbing from members when he conducted his first breakfast meetings last month - after being awarded the title of Britain's Brainiest Estate Agent in front of millions of TV viewers!

Mark, a partner of Liverpool's Ellis Kerr Estate Agents, went through some gruelling pre-selection rounds before finally emerging triumphant winner of the ITV game show hosted by Carol Vordemann.

ITV has run a series of quiz shows to find the brainiest occupant of various trades and professions including teacher, taxi driver and nurse. The programme which pitted property agents against each other was shown in February - closely watched by Mark's colleagues in Liverpool's Bravo Chapter.

"Several friends and colleagues persuaded me to enter the TV competition," said Mark, "so I thought I'd give it a go. After answering general knowledge questions at home, followed by a telephone interview with more questions, the top 25 contestants were invited to an audition and a dozen of us were selected to appear on the show, filmed at Elstree Studios.

"My chosen subject in the final was 'The Beatles' and I was amazed to win," said Mark. "My prize was a glass trophy and two kisses from Carol Vordemann! It was a fantastic experience and resulted in TV appearances, radio interviews and newspaper articles - making me feel like quite a celebrity."

Mark joined BNI just over a year ago and finds it great for his business. "It has given me a far wider range of contacts and I've received lots of referrals - as well as being able to give plenty to my colleagues," he said. "Of course I don't really believe I'm the brainiest estate agent in Britain, but it's fun to be given such a title."

Stars in Their BN - Eyes!

While the Brits were collecting their BAFTAs and Hollywood was preening itself for the annual Oscars, BNI members across North West London were celebrating their own star performances a few weeks ago, at the region's first annual awards dinner.

Some 200 members and guests from 24 chapters dined and danced at the Bell House Hotel, Beaconsfield last month and watched their top performers collect appropriately star-shaped trophies for notable networking and exceptional referrals during the last year.

Each participating chapter had nominated a star performer and notable networker of the year from their members and our congratulations go to all 48 nominees who received awards. But the real stars of the evening were Enfield Chapter's Norma Morris, who took the Notable Networker of the Year trophy and Stanmore Chapter's Andrew Rhodes, who won the Notable Referral of the Year award.

In the weeks leading up to the dinner, each of the region's chapters had been asked to choose one member to take part in a 'Showdown Contest' to find the best 60-second presenter. In the end it was no contest with dentist Anthony Rosenfeld (Stanmore) from the Rose Garden Dental Practice in Kingsbury, North London getting the unanimous vote for first prize, ahead of runner-up Ian McMellin (Watford ).

Anthony is a dentist with a difference. He asked his audience how many of them wished they were somewhere else when they sat in their dentist's chair, and then, donning virtual reality glasses, he promised them: "Using these, you can be anywhere you'd like to be! My patients take in a movie, enjoy a video travelogue or watch their favourite TV quiz show. Mrs Davis watched Goran Ivanisevic win Wimbledon while having a filling, and Mr Griffiths laughed through two episodes of Fawlty Towers during his root canal treatment. If you only have the crack on your dentist's ceiling to look at, perhaps you need to be somewhere else!"

"The event was a great success, despite some guests inadvertently setting off the fire alarms by blowing out all the candles on their table. But not even half an hour outside in the cold dampened our spirits. We'll definitely be back next year!" Gillian Lawson added.

BNI HAPPENINGS — AUSTRALIA
We’re Growing!

New Chapters have been opened in Victoria at South Yarra, Howthorn and Mornington. Queensland has also been active with chapters opening in Kawana Waters and Mt. Ommaney. Chapters are also planned for Brisbane CBD, Stones Corner and Paddington. In other parts of Australia with the appointment of a Regional Director in Perth. Canberra has chartered it’s third chapter with two more in the planning stages. Chapters are also planned for Newcastle and the Central Coast of NSW.

BNI HAPPENINGS — SINGAPORE
Singapore Conference


	Members’ Conference in Singapore

Singapore had a Members’ Conference from September 5th-6th. Don Morgan and Nancy Holland Morgan, Co-National Directors of BNI Canada, conducted a Leaders’ Workshop for our Directors, current and new term Leadership Team members and a Members’ Workshop just for the members. The conference ended with a networking event - a public seminar entitled Masters of Networking 2002.

BNI Singapore Co-National Director Team

In April 1999, businessmen Sim Chow Boon and Mervin Yeo founded BNI Singapore.

Prior to this, in October 1998, Chow Boon stumbled upon a book at a bookshop that suggested some effective ways to help improve business. It was none other than Dr Ivan's World's Best Known Marketing Secret - Word of Mouth Marketing. He was so captivated by the book that he finished reading the book in only 2 days.

Word of mouth, a commonly used terminology and practice in sales and marketing, can actually be implemented in a systematic manner. The system can be applied to their business and Mervin shared his enthusiasm. In fact, the system suggested by Dr Misner can complement and supplement the occasional advertisements in newspapers, the yellow pages and other publications.

It was not difficult to see that this marketing system can work for other business people in Singapore and the enterprising duo was determined to share with others what they had discovered.

Chow Boon and Mervin received formal training in word-of-mouth marketing and networking methods in California, USA by the author and his team. Dr Misner is also the founder of BNI. Founding National Directors, Chow Boon and Mervin offer their combined experience and training in sales, marketing, advertising, communications, and business, a combination that will see the largest business referral organisation in the world change the way we network right here in Singapore.

It is exciting that BNI has begun operating here, because participants in BNI's programme can look forward to business growth in the future and benefit as many had experienced since 1985.

BNI HAPPENINGS — MALAYSIA
BNI Malaysia Hosts Conference


	BNI members at the BNI Malaysia Conference 2002


	Dr. Alages presents a seminar on the Sixty-Second Presentation


	Andrew Hall, Executive Director, presents award to the Top Chapter in 2001-the Ampang Chapter

BNI HAPPENINGS — NEW ZEALAND


	John Grigg (pictured left), Tony Factor and Sophia Cimmonds.

Emphasising the International aspect of BNI is New Zealand member John Grigg (left), Secretary/Treasurer of Parnell Chapter, on one of his regular visits to Holburn Chapter in London. Also facing the camera are Tony Factor and Sophia Simmonds, Chapter Director.

Cliff Evans, of the Newmarket Chapter

Spring Clean!

Newmarket member, Cliff Evans, is one of that Chapters more active networkers.

Cliff has been "cleaning up" because he does such a good job with his business, "Cleaner Carpets."

His success can be put down to the excellent service he gives to clients and the use of his own cleaning chemicals which have been developed over the past 12 years. Cliff was invited to join Newmarket Chapter by consummate networker Rex de Bettencor, from Quinovic Properties. He found that Cliff was the only carpet cleaner in Auckland able to remove persistent stains.

Cliff thoroughly enjoys his BNI membership, referring to it as his "mid-week motivational dose." He works closely with a painter member and interior decorator, Judy Tindill.

Take a look at Cliff's new website on www.cleanercarpets.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. If you have a question for BNI's CEO and Founder, Dr. Ivan Misner, send it to askbni@bni.com. He will post his response here, as space allows. From time to time, a guest Director will post a response. You may view other questions Dr. Misner is posed by going to www.entrepreneur.com/Community/CO_ExpertsInfo/1,4586,300965-----,00.html, where Dr. Misner participates in Entrepreneur.com's Ask the Networking Expert.

Q: Why doesn't BNI track referrals that members give to other chapters?

Anonymous (New Zealand)

A: In the early days of BNI we used to track referrals from other chapters. The problem was... stretching the truth was RAMPANT! Quality control is hard when you say you have a "good referral" for someone who isn't there every week. It was a great idea that was problematic on execution and was therefore dropped. This doesn't mean you shouldn't give referrals to members in other groups... you should. We simply don't "track" them.

Dr. Ivan Misner

Q: First let me say, I'm enjoying reading your work. I am a member of BNI and I love the concept. As a Management Consultant with a Training LDC, I have no problem interacting and presenting in the group. I have a colleague, however, who is terrified to give her 10-minute presentation. She's great in the one to one setting, but the group presentation paralyzes her. It's not the content of her presentation; it's the process of getting up in front of the group and speaking. What advice can you give to someone with this great fear?

Thanks,
Lynda

A: Thanks for your question as well as your kind words about BNI. I've seen this problem a lot both in, and out, of the organization. In many surveys I've seen over the years, people have ranked the fear of "public speaking" higher than the fear of dying! Standing and talking to an audience of people for 10+ minutes can be frightening, especially to people that don't do it often.

There's an excellent audio CD from a past BNI Director's Conference entitled "How to Give Effective 10 Minute Presentations" that I recommend. It is by Lance Mead, a BNI Executive Director in New York. You can get the CD by contacting shipping@bni.com and ordering it.

Also, Joe McBride has an excellent piece that involves presentations in the book Masters of Networking. His contribution begins on page 103.

Here are some of my suggestions for people who are nervous doing public presentations:

PREPARE, PREPARE, PREPARE. Don't wing it! Have an outline of what you want to say and practice it.

Be specific and talk about things you know best. Don't try to teach people everything you do. Focus on no more than 2 or 3 areas of what you want them to learn about. Most importantly, cover topics that you feel you understand the best. This will reduce some of your stress.

Have handouts or visuals to help support your presentation. For people who are worried about "stage fright", these props can help carry them through the talk.

Remember, you're the expert. Think about ways that help show that AND are not threatening for you.

This last item is really important to remember.

Many years ago when BNI had only 60 Chapters or so (we have around 2,500 now), I met a CPA at a group who asked me if she absolutely HAD to do the 10-minute presentation. I told her that everyone in the group needed to do them. She then informed me that in that case... she quit! As you might suspect, I was taken off guard with that and I asked her why. She told me that it took everything in her power to stand and do the 60- second presentation (which, according to her, she never used more than 30 seconds before she sat down shaking in fear).

She then, in no uncertain terms, informed me that if she was REQUIRED to speak for 10 minutes - she would have to quit because it was just way to stressful for her. I told her not to quit and that we wouldn't "make" her speak if she didn't want to. This seemed to alleviate some of her anxiety and we continued talking. I told her that if she didn't do the presentation it would eliminate an important opportunity to educate the members about what she did. She acknowledged that but insisted that "speaking" was just to stressful for her.

I then changed my approach and asked her how she felt about giving a "test"? I asked her if she could come up with 10 True/False questions about the tax law and small business and asked if she could just "read" the questions and "read" the answers. She thought for a moment and said, "yes", she could do that easily enough... as long as she didn't have to do a "speech". I told her that was no problem; it would be informative and helpful to the members.

Well, the day she "read" the "test" was hysterical. About three questions into her "test" she started becoming more and more animated. As the "test" went, on she went further and further off her written answers and responded to questions and discussions in a very professional, humorous, and informative manner. After 15 minutes... the President had to nudge her along to wrap up because it was going over time. She was SHOCKED! She totally lost track of time and completely lost her fear because she wasn't doing a "speech", she was doing a "test".

The bottom line is - people should do a presentation that they feel comfortable with. That's different for everyone. Think creatively about what you know and what you feel comfortable doing to express that knowledge.

Dr. Ivan Misner

Q: Unfortunately, I believe more than a few members see BNI as a police force rather than as a support function. The strict attendance, weekly meetings, structured formats, reporting, focus on referrals, etc., are seen through their eyes as overly oppressive.

Those of us who have kept organizations going for long periods of times understand that these rules are not meant as frivolous penalties, but instead reflect the real-world fact that when any group of humans is not kept strictly organized and focused on a single purpose, the group will eventually fall-off and disappear.

If there were some way to explain this to well educated adults to help them understand why things must be run so tightly, we'd both be rich. But in any case, maybe we ought to at least try.

Anonymous (Wisconsin)

A: Yes, BNI does have what some people feel is a lot of structure. Ironically, most people don't realize that "members created the structure" based on what they found worked in BNI. EVERY policy that exists in the organization was developed, reviewed, and voted on by BNI's Board of Advisors made up of members from around the world.

Any successful group of people become that way because of their commitment, hard work, and effort. Getting together is only a beginning, staying together is certainly progress, but working together as a structured team with high expectations is what defines a successful group. Teamwork requires a structure and commitment to the system. A sports team practices together regularly (just has we have weekly meetings). It would be completely unheard of to allow key players to regularly miss practice (attendance requirement), or not follow an exercise regimen (structured format).

Every football player that Vince Lombardi every coached would tell you he was demanding, structured, and an oppressive disciplinarian. He also produced champions. When asked about success, Lombardi once said "the difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will."

People, like water, have a tendency to seek the path of least resistance. They tend to want to do what is easiest, not necessarily what is best. BNI has tried to create a system that focuses on what is best - and I'm afraid it's not always easy - but, it does work.

Yes, BNI is structured. We definitely have a system and we coach members to follow that system. But for those who have the "will", it is a system that produces champions.

Dr. Ivan Misner

GIVERS GAIN

The members of the Southern Saratoga Chapter in upstate New York ended the first half of 2002 with record-breaking totals for referrals and sales.

From January 1 through June 30, 2002, the 19-member chapter achieved a total of 538 qualified business referrals passed among members, representing a 26% increase over the total number of referrals passed among members from the comparable period in 2001. The chapter also generated a closed sales total of $62,330.72, representing a 43% increase over the closed sales total from the comparable period in 2001.

Submitted by Pauline Bartel, Chapter President

Business owners in Colorado will soon have another resource to help them gain new business referrals. BNI is beginning its first Fort Collins chapter. BNI has several chapters throughout Colorado including Denver, Colorado Springs, Loveland, Windsor, and Pueblo.

"Our mission is to help members increase their business through a professional word-of-mouth program," said Margie Cowan, BNI's Executive Director for the Colorado Front Range. "This will enable them to develop long-term, meaningful relationships with quality business professionals."

"We are very excited about being in on the ground level of this chapter," said Amy Madden, sales director for Idea Curve and BNI Fort Collins chapter president. "It really gives us an opportunity to gather the best of the best in terms of businesses in the area and put together a great networking group."

The South Metro chapter of BNI meets on Wednesday mornings in Bloomington, Minnesota. It was the first chapter in Minnesota, and turned 5 years old in February. Membership is at an all-time high - 53 - and we have a great group of people, half of which have been in BNI for over two years.

The current Membership Committee decided to encourage members to do dance cards throughout the summer when we all get a little lax in our networking. They came up with the Fun Facts Dance Card. Each week they draw six names and those three pairs are to get together and do a dance card within the next two weeks. Two weeks after being drawn, the members will do each other's commercial, and include a Fun Fact that they learned about the other person that the rest of the members may not know about them.

The group got very excited about the concept, and it really livened up this room of veteran members, many of whom have known each other for three or more years. This is the spark that has lit a fire under our membership, and we know that by the end of the summer we will all know more about how to bring each other business.

Beth Anderson
Assistant Director

I just wanted to say thanks. BNI has changed not only my business, but also my attitude about doing business. I was considering closing my doors, but after becoming active in BNI, over the last few months my business is starting to turn around. I just wanted to express my respect and appreciation for creating an organization that truly helps small business such as mine.

Sincerely,

Michael Shoaf
Vice President
SSI Technologies, Inc.

Carolyn Denny, a founding member of the founding chapter of BNI, recently sent us the following e-mail:

Thank you BNI. Referrals have always been the source of my best clients. And of course our BNI memberships over the years have brought in good clients who continue to give us referrals.

Carolyn

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 how it has helped me get connected in our new community. I attributed thirty-seven percent of my income 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!

Melissa Carlson

Member of Madison Midday Chapter
Madison, Wisconsin

Each week, the Houston Chronicle selects a local business for it's weekly Sunday small business feature. On Sunday, June 30, 2002, David Linda, President of SpaceMan Home & Office was the featured story! David is a member of immediate past president of our Greenway Plaza Chapter of BNI. Please join me in congratulating David, Dena and staff at SpaceMan Home & Office,

Kathleen A. Mathy, CPA
Executive Director, BNI
Houston West Region

MEMORY HOOKS
7 Second Marketing

Here are some funny Memory Hooks which appeared in a recent issue of Readers Digest:

On a Septic Tank Truck sign:
"We're #1 in the #2 business."

Sign over a gynecologist's office:
"Dr. Jones, at your cervix."

At a proctologist's door:
"To expedite your visit, please back in."

On a plumber's truck:
"We repair what your husband fixed."

On a plumber's truck:
"Don't sleep with a drip. Call your plumber."

At a tire shop in Milwaukee:
"Invite us to your next blowout."

On a plastic surgeon's office door:
"Hello. Can we pick your nose?"

At a towing company:
"We don't charge an arm and a leg. We want tows."

On an electrician's truck:
"Let us remove your shorts."

On a maternity room door:
"Push. Push. Push."

At an optometrist's office:
"If you don't see what you're looking for, you've come to the right place."

In a podiatrist's office:
"Time wounds all heels."

At a car dealership:
"The best way to get back on your feet - miss a car payment."

Outside a muffler shop:
"No appointment necessary. We hear you coming."

In a veterinarian's waiting room:
"Be back in 5 minutes. Sit! Stay!"

At the electric company:
"We would be delighted if you send in your payment. However, if you don't, you will be."

In the front yard of a funeral home:
"Drive carefully. We'll wait."

At a propane filling station
"Tank heaven for little grills."

And don't forget the sign at a Chicago radiator shop:
"Best place in town to take a leak."




Name:	Lynda Morton
Chapter:	South Portland, ME
Hook:	We care for the people you care about.
Profession:	Comfort Keepers - Non-medical in-home care for the elderly, new Mothers, and others who need assistance with daily activities

Name:	Annie Arens-Walker
Chapter:	Bloomington Chapter One � Bloomington, IN
Hook:	Apparel that takes the wrinkles out of your life!
Profession:	Independent Fashion Coordinator, Weekenders USA

Name:	Forrest E. Pettengill
Chapter:	Bedford, NH
Hook:	"Let me help you cover you ASS-ets".
Profession:	Financial Planner

Name:	Jerome Schooler
Chapter:	Godalming, Surrey, England
Hook:	"The Yank With A Tank!"
Profession:	Proprietor of Lurgashall Winery

Name:	Peter Hamlett
Chapter:	Vista, Columbia, SC
Hook:	You'll need a prophet to make a profit online!
Profession:	Authority Channel, Web Site Design and Marketing, http://www.authoritychannel.com

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:

Writing style should be clear and concise. Keep your sentences short and give us details. Be specific.
Use the inverted pyramid format, with your information leading us to the point, rather than giving all the details up front.
Use dialog in your submission: John said, "BNI made a huge difference in my business."
Be sure to include your name, chapter name and business name. When applicable, list your web address and we'll insert a hyperlink to direct readers to your website.
If appropriate, give us dollar values for your chapter brags and testimonials.
We would like digital photos of your chapter or regional events! As you can see from this first issue, we are able to have many more local-flavor articles and reviews. With your photos, include a brief description of the event, who's in the photo, and the name and city of your chapter.
Please also include your web address with your submission, so we can direct our readers to your site.
Please send your submissions to newsletter@bni.com

The types of submissions we are seeking are for Chapter Brags, Memory Hooks, BNI Happenings (your regional news), any other special announcements, success stories, or things your chapter has tried that have been successful.

Thank you!

Editors

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Gold Club Members

Once a chapter member sponsors six new members into the chapter, he or she is eligible to receive a special Black Badge, indicating membership in the Gold Club. The following individuals are congratulated for attaining this status. If you are eligible for Gold Club status, contact your BNI Director.

Congratulations to:

Pauline Bartel of the Southern Saratoga Chapter in upstate New York.

Sherri Mills of the West University Chapter, Houston, TX, West Region.

Jennifer Weaver of the Brazos Chapter of Houston, TX, West Region.

Mark Taylor of the Greater Conroe Chapter of Houston, TX, West Region.

Master Networkers Are Global Citizens
By Robyn Henderson