HUDDLE TIME
How I Have Received More Than 80% of my Business From BNI Referrals
By Kim Lysik Di Santi
I am a true believer in the power of BNI! I have received more than 80 percent of my business from BNI referrals, over the past five years. The purpose of this article is to share what I have learned from BNI as well as to help you receive (and give!) even more business via your relationships in BNI.
1) Consider what each prospective member can contribute to the chapter.
For my first six months as a BNI member, I was in another business. That was over five and a half years ago. At that time, it became apparent to me that I needed to follow my dream; so I founded my executive coaching business, Total Strategy, in October 1999. The Reston (VA) Lunch BNI chapter accepted my membership even though I was in a brand new business and had no paying customers at the time. Many chapters are against accepting brand new businesses as members. To deny membership solely for this reason could be a mistake. Consider what the person has to offer your group. For example, I had 18 years of experience in sales management. I had business knowledge as well as extensive contacts that I could share. Because I was new in my role as a business owner, however, the relationships that I built through BNI and the referrals that resulted made a huge impact on my bottom line and on my commitment. I quickly became a true believer in the power of BNI!
2) Abide by the rules.
While some complain about the BNI "rules," I've seen many groups fail because they don't follow them. The BNI rules have been developed from experience and help to build commitment, develop relationships and encourage growth in the chapters. Every BNI member knows that regular attendance is part of the commitment to BNI. The policy for substitutes and absences is for emergencies only. Fully committed to BNI, I regularly attend my weekly BNI meetings and send a substitute only on a rare occasion. Despite personal circumstances, business mishaps, and even a medical leave, I have not missed a BNI meeting without finding a substitute. This commitment has been an important aspect of my success in BNI.
3) Serve on the Leadership Team.
I have served on the Leadership Team. In this capacity, I had the opportunity to give back to the organization and have become a recognized leader by members and guests. I believe my success in BNI validates the "VCP" model (Visibility leads to Credibility leads to Profitability). Did I hear someone say "Givers Gain"?
4) Serve as an ambassador.
I served as an ambassador in BNI for two years. Holding this position gave me the opportunity to attend the meetings of four other chapters on a monthly basis. It also gave me the opportunity to establish close relationships with members in these other chapters, many of which I continue today. Additionally, being an ambassador gave me access to some special situations. Because I am currently serving as an Honorary Ambassador, Sam Schwartz, our Executive Director, invited me to attend an intimate meeting with Dr. Ivan Misner, the founder of BNI, when he was in Northern Virginia this spring. I had a question answered by Dr. Misner that inspires me even today.
5) Give referrals.
It's true-Giver's Gain! I work hard at being a solid, consistent performer, giving many dollars of referrals to others. I'm convinced that this has contributed to the generous confidence my fellow BNI members have shown to me.
6) Bring visitors.
We've all heard that visitors are the lifeblood of a BNI Chapter. My best example of how this worked for me is this: I was unable to attend my Chapter meeting and sent a client as my substitute. Based upon the 60 Second Intro on my behalf from my client, a visitor hired me, worked with me and then referred me to a client of hers. The net result was more than $7,000 in revenue over three years—Not Bad!
Many visitors become members of BNI, where the gift just keeps on giving. I have been a Gold Club member for more than three years, which means I have sponsored at least six individuals into BNI membership.
I believe in being an active participant. Assisting others in BNI has led to the many referrals, which have accounted for more than 80 percent of my business. BNI is an awesome tool and has tried-and-true tactics that work. My best to you as you build the business of your dreams through BNI.
Kim Lysik Di Santi is the founder and President of Total Strategy, a Coaching and Behavioral Assessments firm in Reston, VA. Kim works with Entrepreneurs, Sales Professionals and Small Business Owners to help them to increase revenue and profit. She in a member of the Sterling (VA) Chapter of BNI and can be reached at klysik@erols.com or 703.834.7597.
HUDDLE TIME
Run Your BNI Chapter as a Business
2004 Leadership Team Training Theme
By Chip Janiszewski—Assistant Director, Connecticut
"Business vs. Club" was the 2004 theme for The Connecticut Leadership Team training.
Clubs normally accept anyone who applies. They are more socially oriented and run with a lot less structure than a business. They are often fun but not as results oriented as a business.
Businesses carefully screen potential employees, train them, and monitor their performance, mentoring as needed. Businesses set goals and measure progress. Businesses function best with a solid structure in place and the primary goal is to MAKE MONEY. Isn't that why you joined BNI?
Your BNI chapter is a Business!
- It is structured in defining Leadership Team responsibilities.
- It is structured with its networking process (dance cards, etc.) and its meeting agenda.
- Members are the products and services of all BNI chapters. The members should have individual sales goals and identify what portion of sales they want the BNI chapter to provide. They should then actively develop relationships and work their weekly presentations (commercials) to achieve these goals!
- The Membership Committee screens potential members before accepting them and works to help each member maximize their BNI experience (bringing business to members and making money via closed business they receive).
- BNI educates directors and members on a continuing basis. Directors attend conferences with other directors to improve the BNI program. The Member Success Program (MSP) teaches new and existing members how to maximize their BNI membership.
Does your BNI chapter run more like a social club or a business?
Food for thought: if your chapter runs like a club, you will make friends—if your chapter runs like a business, you will make money with friends…
NOTE: "Business vs. Club" was inspired by Mike Macedonio, Executive Director, BNI Southeastern Mass. & RI. Mike presented this theme to Chip during a Dance Card at the 2002 US National Conference, in Colorado Springs. Later it was presented to BNI Directors at a conference. A copy of Mike's CD was given to over 250 attendees during the Connecticut Leadership Training.
Submitted by Alice Ostrower, Executive Director, BNI Connecticut
HUDDLE TIME
You Never Know
An excerpt from bestselling author Susan RoAne's book, How to Create Your Own Luck
There are people whose lives are dramatically altered by circumstances they could never have imagined nor planned. However, converting a "You Never Know" event—a coincidence, an accident or even a mistake—into an opportunity takes a clear actionable plan even amid chaos.
Bestselling author, Susan RoAne, in her newest book, How to Create Your Own Luck, demonstrates how anything from a parking ticket to a bad hair day can turn into a networking and revenue generating opportunity. Also included is a section on how BNI was born out of necessity by Dr. Ivan Misner.
The following excerpts from RoAnne's book illustrate how an individual can create their own success by recognizing a potential opportunity, and taking the action needed to turn happenstance into opportunity.
Ringing the Wrong Number
Much to his surprise, Lee Ring dialed a wrong number and discovered that it could not have been more right. Lee now has partnered with a new associate and has a new e-book, the-Book.biz, available for purchase as a result of that call.
"I had meant to call one of my contacts at the Atlanta Board of Realtors when I heard an unfamiliar voice at the other end of the call. I apologized for the interruption, and immediately explained that I was trying to reach the Board of Realtors."
Lee had accidentally called a lawyer with an Atlanta law firm that specialized in labor and employment law—a field far removed from the real estate industry. Rather than hanging up, the attorney inquired about Lee's connection to the real estate industry.
Ignoring their completely different backgrounds, both men were friendly and struck up a conversation. "When I explained that I was involved in the real estate industry, the lawyer said that he had an interest in a company that was developing a e-book for real estate agents, but that he was just a 'silent partner,' and knew nothing about real estate." The lawyer said the book was not complete, and the author wanted to sell his interest in the business. When he realized that Lee was not only involved in the real estate business, but was thoroughly familiar with the subject of matter of the e-book, the lawyer asked Lee to review the marketing material and the e-book and meet for a drink after work when the review was complete.
"As soon as we met, the lawyer went over my assessment and suggestions, he realized that I would make the perfect partner to complete the book and market it. I arranged to meet with the author and negotiated an agreement to purchase the author's shares in the company. I completed the book, and am now marketing it."
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Perhaps you're still not sure that serendipity really can be turned into success. Well, Ivan Misner is. Continue reading from How to Create Your Own Luck to find out how our very own Ivan Misner turned certain financial disaster into an international triumph.
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International Networking
Dr. Ivan Misner is the founder of BNI (Business Networking Int'l) with over 3,000 chapters in 16 countries. "I was teaching at Cal State Pomona and was also a management consultant specializing in organizational behavior, dealing with policies and manuals. In 1985, my biggest client had financial reversals and did not renew my contract. The timing of such things is never good—but for me, it was awful, as we just bought a new home with a rather large mortgage.
"I really had to rethink my business and come up with a solution to restructure my business. Clients always come to me via referrals so that seemed to be an area of focus for my efforts. So I invited some colleagues and associates I trusted and respected to meet and share my situation. We brainstormed, shared referrals and the idea for BNI was formulated. I wish I could tell you that I had a vision of BNI as the global enterprise it has now become, but the truth was—I was just trying to rebuild my business for the sake of my mortgage.
"There were other lead generating groups formed but ours had a structure and an educational component. One thing we had over other structured networking groups was a positive approach…we didn't fine people when they didn't bring referrals. Because we permit only one person per profession, a woman contacted me saying she wanted to be part of BNI, Int'l and wondered if I would help her start another group. And then another person called and asked for help with a BNI chapter, and another…
"Networking is so important to business and to our lives in general. While some people are excellent at it and are naturals, others need a structured environment. We need to teach networking in our educational institutions. I started a class in networking at the Cal Poly, Pomona and continue to educate people in 16 countries as we spread the word.
"In 1985, I was teaching and I still am. But the audiences are global, older and are helping others realize their dreams as they are realizing their own."
You never know how a need turns into deed and a good idea, when organized by an organization consultant. Dr. Misner said 'yes' to helping start a second, third and fourth chapter. He was busy and could have said 'no'. But it turned into an international success. You never know how things turn out.
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"How to Create Your Own Luck" contains dozens of unique and compelling testimonials from people who turned luck into success. Though the stories are unique, the techniques used are not. RoAne calls these techniques the "Eight Counterintuitive Traits." To find out more, go to www.howtocreateyourownluck.com to read a sample chapter or order the book.
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Susan RoAne is the bestselling author of "How to Work a Room"," The Secrets of Savvy Networking", and "What Do I Say Next?" which have sold more than a million copies combined. She is also an in-demand speaker whose audiences have included Citicorp, Oracle, Procter & Gamble, Intel, and Wharton School of Business. She has been featured in the "Wall Street Journal", the "New York Times", the "Washington Pos"t, and the "San Francisco Chronicle", and has appeared on CBS, CNN, NPR, and the BBC. She is also the author of "RoAne's Rules: How to Make the RIGHT Impression", which is available on audio book or CD.
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