BNI SuccessNet - May/June 2003

One of the most important parts of the BNI System is the Substitute Program, and yet, it's often one of the most overlooked.

Loretta Nicola, past VP and founding member of the Clinton, NJ, chapter came up with a great way to help members line up substitutes. On February 14th, with the help of her Executive Director, Mark Carmody, Loretta and the Clinton chapter hosted a "Valentine's Day Bring Your Significant Other/ Substitute Day." The chapter hosted over 15 Valentine's Day guests and treated them to gifts as well as a special "networking " present. Each visitor received a BNI card wallet, filled with each member's business card, to help keep those referrals coming in.

Now the members' spouses know where they go every Friday morning, and the great people they network with.

Submitted by Steve Gambino, Hunterdon County Director.

Try this at your next meeting: The 10-minute speaker can give a door prize in the form of "BNI Bucks" in lieu of bringing a door prize. The winner can choose to spend the "BNI Bucks" with any member in the group. The prize is normally $25.00 to be spent with any member, with the speaker paying the $25.00.

Submitted by Jerry Petty, Walden chapter, Chattanooga, Tennessee.

Thank You, Dr. Misner!

Thank you for founding what has turned out to be a huge part of my business. I have received over a 2,200% return on my investment from BNI in under a year. I work in the telecommunications industry helping businesses trim expenses and increase their bottom line by consolidating their bills and giving them one point of contact for all their telecommunications needs. Thank you for your effort in serving others all across the world.

Submitted by Lance Tomlin, KS.

We have been involved in BNI for three years now. We started tracking all of our referrals the last two years. We do 99% of our business by referral. Two years ago 33% of our referrals came through BNI, and this past year it was 32.6%. We are realtors who are coached by the Brian Buffini organization, Providence Systems. BNI is highly recommended by Brian in all his seminars. We increased our business 80% two years ago and another 30% this past year, all by referral. Doug spent 30 years owning and managing newspapers and sold advertising most of that time. That kind of business model does not hold a candle to referral business. You have started a revolution! You have to take great pride in all the people who have opened their eyes to doing business this way. Thank you so much!

Submitted by Doug and Joyce Morgan, Wenatchee, WA.

I wanted to pass on my company's (Media Buy Net) year-end 2002 BNI sales totals to you. These numbers reflect BNI sales resulting from referrals.

Actual quoted business from referrals: Gross: $418,980.00
Actual sold business from referrals: Gross: $394,432.00
Actual sales starting 2003 from quotes 2002: Gross: $24,548.00
Average BNI gross sale: $39,000.00

Think of it this way: Each seat my company represents in BNI (there are three) earns us $1,242.88 per meeting per seat.

In addition, although I had one BNI member with a small account that took 45 days to pay, I have not had to make any collections calls, turn anyone over to collections nor have I received any bad checks.

Submitted by John Aikin, Network Masters chapter, Carmel, IN.

Never Missing an Opportunity to Network

Long-time member Bob Bevilacqua, the mortgage broker from the BNI Mahwah chapter, was sent by his girlfriend to the day spa to de-stress from the frenetic activity of the mortgage business. Just as he was beginning to unwind, the masseuse mentioned that she was closing on her mortgage in two weeks, but she and her husband were very upset with their mortgage rep and the rate they were getting. Bob offered to help, and the loan closed without a hitch two weeks later. Bob referred his clients to Paul Sweeney, the property and casualty agent in the group for homeowner's insurance.

During the course of events, the clients mentioned that they wanted to install central air conditioning and because Paul had done such a terrific job asked if Bob would be able to refer someone. Bob knew the perfect man for the job, another long-term member Charlie LoSchiavo. The clients called Bob the day after Charlie estimated the job to thank him for referring such "an honest and professional" man and to ask if he knew a contractor to do an addition. Sensing another opportunity, Bob inquired as to what else the clients planned on doing to the house and was told a kitchen in about a year. Bob knew that certified kitchen designer Don DiNovi from Kuche/Cucina could deliver some excellent ideas. But, when asked about a contractor, Bob had to refer outside the group.

The clients have already referred Bob to one of their friends for a refinance, and he is anxiously awaiting the opportunity to find out what other services this client might need.

Submitted by Judie Moceri, Mahwah, NJ, chapter president.

Global Networking Success

I am a member of the West Hampstead chapter of BNI in London. I wish to share with you a recent positive networking experience that may be unusual now, but the opportunities for this will grow as BNI continues to spread around the globe.

I recently spent one week in Perth in Western Australia (just about as far from home as I could be) to attend my daughter's wedding.

I planned ahead using the Internet and discovered a new BNI chapter in Perth in the Central Business District. I duly attended on the Thursday morning, the day of the wedding. It was only their third meeting. I was able to observe and share my experiences as a former chapter secretary and notable networker. Most importantly I was able to meet a member from an employment agency (Hays) and refer my daughter to her. I already have confirmation that my daughter has met someone from the agency and will be helped to find a job. I have invited any Perth chapter member visiting London or needing contacts in London to drop in or be in touch.

I shared the experience as an educational two minutes with my colleagues upon my return to West Hampstead.

BNI works for me; givers gain.

Submitted by Francis Treuherz, London, England.

New and Improving!

The Duplicate chapter of Conway, SC, is a fairly new chapter with 18 members. We charted in November 2002 and since then have passed 159 referrals. Our average number of referrals monthly is 35. Our average number of visitors is 35. Go BNI!

Submitted by John Cassidy, president.

The Raptor chapter in Grand Junction, CO, was chartered in October 2002 and now has 16 members. In January 2003 we had 15 visitors and passed 150 referrals. We contribute much of our success to the highly motivated leadership team, and in particular, the Member Success Program taken by all of our new members.

Submitted by Kathy Bennett, vice president, Raptor chapter.

So you want to know how a BNI chapter gets started? Here is our story.

Rita Rothstein, an associate vice president with Morgan Stanley attends a seminar for the leading producers at her company. She hears a top producer state that a good deal of his success can be attributed to BNI. After a trip to the BNI website, Rita contacts Dawn Lyons.

Several organizational meetings later, Rita uses her considerable networking skills to help bring together 12 dedicated networkers. Mix in a well-thought-out marketing campaign, the eight-week training program, and what do you get? You get the latest chapter in the San Francisco Bay Area: The Cupertino chapter. More than 98 guests attended our kickoff meeting, resulting in more than 40 applications. There were only five professions that had duplicate applications. Why so few? Our members are from the work-smart school. As a chapter, we decided to invite only people who did not conflict with our founding members. As a result, we maximized our chances of finding new members. Since all of the guests at the kickoff knew a founding member, we were able to attract people who are willing to work the BNI system and make it work for their businesses.

As of March 11, 2003, we were not even officially chartered yet, and we had already passed referrals that generated more than $40,000.00 worth of BNI business.

Dawn Lyons, our hard working, road-warrior Executive Director, said she was incredibly honored to give some outstanding recognition, at our post-kickoff meeting. Two of our founding members did an incredible job of inviting business professionals to our Kick Off event. Dawn was able to award a Blue Notable Networker Badge to Pam Schams for having 21 guests at the Kick Off event. Patti Glick, our secretary-treasurer, received her Gold Club Badge for having sponsored seven new BNI members, and Patti had 23 guests attend the Kick Off.

Submitted by Cupertino BNI chapter.

We just want report that we are opening this month, the first Spanish speaking BNI chapter in the world in the Ventura County, CA, region. The group had an official information meeting with 12 potentials in attendance on April 3rd. We are meeting in Oxnard, CA. We have lots of enthusiasm for this project and suspect this will be a huge hit. Members Gus Ramirez, Rosie Lara and Rene Neriz are helping us translate verbally and in print. We are currently in the gathering stage and will have a Kick Off in May.

Submitted by Linda & Shawn McCarthy

Member Snags Rookie of the Month

Ruby Bruns was honored as the "Rookie of the Month" for February at the monthly Ambassadors luncheon on February 25th at Odessa College. She joined the Ambassadors in July 2002. Ruby owns and operates Professional Concepts Personnel where she has been employed since 1992.

Ruby is president of the Permian Basin Personnel Association, on the State Board of Texas Association Personnel Consultants and a member of Human Resource Professionals of the Permian Basin. She is also on the Board of the Permian Playhouse and a member of Business Network International, Odessa Art Association and Texas Wine Society. Ruby is a Colonel and active member of the Commemorative Air Force and the High Sky Wing of CAF.

From the Odessa Chamber of Commerce,"Chamber Journal," Volume II, Issue IV, April 2003.
Submitted by Ronn Reeger.

Founders Awards Presented

Congratulations to the Ft. Bend chapter/Houston-West Region. They were awarded the Founder's Award for 2003.