HUDDLE TIME
Modeling Is the Pathway to Excellence
by Mervin Yeo, National Director, BNI Singapore
"Modeling is the pathway to excellence. It means that if I see anyone in this world producing a result I desire, I can produce the same result if I'm willing to pay the price of time and effort. If you want to achieve success, all you need to do is find a way to model those who have already succeeded." ~ Anthony Robbins
Anthony Robbins' statement applies perfectly to BNI. Let's examine the three key factors for achieving success from his statement in his book, "Unlimited Power."
1. Follow the Model.
BNI was founded on the premise that word-of-mouth is the most cost-effective form of advertising. Dr. Ivan Misner, in his book "The World's Best Known Marketing Secrets," tells us that to make it work in your favor, word-of-mouth has to be positive and planned.
The structure needed for successful word-of-mouth marketing is found in BNI: the trained Leadership Team and Membership Committee, weekly agenda, Sales Manager Minute, Showcase Presentations, the Director Presentations, the policies to abide by and code of ethics to uphold. The networking philosophy of "Givers Gain" that binds these together helps all who choose to participate to achieve a common goal.
I say "choose to" because BNI's program is not meant for everybody. It's not for those who have nothing better to do in the mornings. It's for the committed go-getter, able to see this time-tested model for what it is worth, and simply follow it.
Every now and then, we receive feedback from visitors (and occasionally members):
"Meeting weekly is too frequent."
"The attendance policies are too restrictive."
"We should be allowed to visit other chapters as often as we like."
"The agenda stifles our creativity."
Do these comments sound familiar? Why spend needless hours thinking of ways to change the program. BNI is a proven model of success. Stick to what works.
2. The Price of Time and Effort.
Meeting weekly for members in BNI takes effort and commitment, but consider this: do you stop talking about your business or do you talk about it every time you are given the opportunity? At BNI you are given the opportunity to talk about your product, your services and yourself. You need to convince the others in your chapter that you are the best person for the job, so much so that they, too, will not stop talking about you to others. The good news is that a referral is in the making. Sure, you need to spend more time, but it's time worth spending. Since you need to have breakfast every morning, why not invest a couple of hours having breakfast with your "Sales Team"? It sets the ball in motion for referrals to start coming your way.
3. Achieving Success.
BNI has close to 60,000 participants in 18 countries who are "followers" of a system that works. The growth of BNI, the world's leading referral organization, has been nothing less than phenomenal. It's astounding. But the system works only for those who are willing to work the networks they belong to—their chapters—and be patient enough to see the results.
BNI really is a success model to follow not to modify. The question is not whether this system will work; it has worked for countless others. The question is whether you are willing to put some time and effort into making it work.
HUDDLE TIME
Referral Magic
How to conjure quality business out of thin air
By Andrew Hall
Chris Peck runs a mail-forwarding business, "Mastermail", from his base in the heart of Sussex. For some time, he had watched enviously as the considerable coupon business of Cadbury's mashed potato product, "Smash," landed not at his door, but at one of his competitors. Chris had done his homework. The man he needed to speak to was Michael Knight. He had already tried to call him without success; he had sent faxes and emailed, without response. Finally, he turned to his BNI chapter.
Given just one minute to present his case each week, Chris asked directly for an introduction to Michael Knight.
Nothing happened.
Cadbury's business was based some 200 miles away, and no one in the group had contacts there. Several week's later, Chris asked again.
Nothing happened.
Chris decided to give it one more try. He explained to the group the importance of this client, how he had faxed, phoned and emailed without effect. He really needed an introduction.
Still nothing happened. Nothing that is, except one member picked up the phone, and made a call. It was 4:30 on a Sunday afternoon when Chris Peck's home phone rang. A strangers voice on the other end of the line introduced himself: "This is Michael Knight. I hear that you want to speak with me!"
Underpinning the philosophy of "Givers Gain" is the notion that people do not just want to help people; they want to help those who in turn are giving individuals. What drove me to refer my biggest client to a man selling 747s that I had never heard of before? What led a cleaner to take the trouble to recommend a data cable specialist who he scarcely knew to his boss at work? It was the same force that persuaded Michael Knight to pick up the phone.
The member who made the call to Cadbury's had a unique approach. Anyone who has ever cold called for his or her own gain knows that the experience can be a bruising one. The recipient is immediately on his guard, and by instinct, becomes determined to get rid of the caller at the earliest moment. But make a call simply to help a fellow man, and the rules change. When Gail Williams picked up the telephone, she was not seeking to help herself—she was helping a friend with a need.
"I have a problem, and only you can help me," she opened to the secretary charged with fielding Mr. Knight's calls. She explained how she was a member of a quality referral organization. How a member held in high regard had repeatedly asked for an introduction to Michael Knight. How it was clear that no one in the group had any contacts with Cadburys. Could she arrange for Michael to give Chris a call?
It is very tempting on hearing this story to dismiss it, to put it down to "beginner's luck" and ignore the potential it reveals. But it was picked up by one of my assistants, David King, who put it to the test. Gathering about him requests from quality members who had repeatedly made specific requests to firms unknown to the members of their groups, he started making calls. "I have a problem, and only you can help me…" Suddenly, a financial adviser found himself pitching for the business of one of the largest print firms in the south, a video producer was placed in direct contact with the school he had often asked, a stationery supplier was placed in front of No.7 Labs—his target client ready to hear him. Into his 10th call, he was enjoying himself.
One of the core strengths of networking is that by nature we are all more comfortable saying “he is great” than pushing our own cause. By the time David had finished making his calls, his success rate ran at over 80 percent. People want to help those who in turn help others. Carry this with you, and no door will ever be firmly closed to the members of your network.
With the knowledge that it is within your grasp to open the door to almost any company targeted by your network, the true potential of focussed networking for the modern businessperson is finally revealed. The limitations to success are found only in the strength of your relationships with your fellow members. Like everything in life, nothing is achieved without effort. This is Net-WORK! But the ability to work with a group of non-competing businesspeople, to be able to identify exactly with whom you want to do business and then have your network bring those customers, primed, to your door, is a prize worth working for. Focus on every aspect of your relationships with your network—your attendance, commitment, contribution, follow up, testimonies and support—and you will build a network that will take your business wherever your ambition desires.
Taken from "The Handy Guide to Networking." Reproduced with permission. Those wishing to purchase the book "The Handy Guide to Networking" can do so on www.amazon.co.uk, or by going to the website www.handyguides.net.
HUDDLE TIME
One Hour and One Lunch
One week to better business through BNI
by Jordon Davis
SATURDAY
Spend ten minutes working on your tag line. Make it memorable, highlight the needs you fill, and have it recall your brand name.
SUNDAY
Spend ten minutes working on your 60-second presentation. Make sure you include your name, the location of your office, the types of business you want including your 70/20/10 percent activities, and highlight the benefits your service provides and close with your tag line.
MONDAY
Spend ten minutes thinking about which businesses or professionals could refer business to you. If those people are in your group, think about how to strengthen your relationships. If they aren't, add them to your invite list.
TUESDAY
Pick a member of your chapter and, for ten minutes, think of what you could do to generate more referrals for her. The less you have in common with the member, the better.
WEDNESDAY
Have lunch with one member of your chapter. Meet in one of your offices, not a restaurant.
THURSDAY
Spend ten minutes talking to a non-member about your chapter of BNI—whether she is a potential new member or not. When she has a need, she'll remember that you are a resource.
FRIDAY
Get to your BNI meeting ten minutes earlier or stay ten minutes later than you planned. If you can't do that, pick up the phone during the day and spend ten minutes talking to another member about the meeting.
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