July/August 2005
Art of Networking
Art of NetworkingWho Are You and What the Heck Do You Do?
A few years ago, I was attending a family function when I ran into a cousin of mine. Having not seen her in several years, she told me that her son had graduated from law school, had passed the bar examination and was now a lawyer at a very prestigious law firm in New York City.
"So what kind of law is he practicing?" I asked.
"Well....law. The American kind" she replied.
"Ok, but what area of specialization? Bankruptcy? Criminal? Real Estate? Personal Injury?" I inquired.
"You know, I don't really know, but I know he's a great lawyer, or at least he better be with all the money I spent on his schooling," she said.
"Do you have his business card?" I asked.
"Actually I don't have one with me. He's never given me one. He just told me to have anyone with legal problems give him a call. I'll give you his home number and you can talk to him about it," she said.
I'm sure that many people have heard parents brag about their son "THE LAWYER" or their daughter "THE DOCTOR" or whatever profession they are in. But like my cousin, many of them are not familiar with what their son or daughter really does for a living.
After the conversation ended I thought to myself about the many golden opportunities my cousin had missed for her son to acquire new clients. It was bad enough she didn't know what kind of law he practiced, but what made it even worse is that she didn't have any of his business cards with her.
As a business owner or sales professional, people need to know what it is you do for a living. Your first step is to educate your immediate "sales force" — that is your family — as to what you do. This doesn't mean they need to know all of the technicalities of what you do for a living. At the very least, you need to train them to listen for key words, or to watch for certain circumstances where they may be able to provide a solution to someone's problem.
For example, if you are a chiropractor, tell your family that if they hear a neighbor complain that their back is hurting after doing spring cleaning, that person may be a patient for chiropractic treatment. You may want to train your mom to 1) identify a need, 2) provide a solution to the person's problem, 3) give them a call to action [tell them what they need to do] and 4) make them a prospective client by giving out your business card, plus an extra card in case that person knows someone else who can benefit from your services.
Let's chat a little about those business cards. Out of the thousands of business cards I receive each year, I am surprised whenever I get a card that is missing the basics: the address, fax number, email, or title, let alone the person's full name. I'm a firm believer that your business card must also spell out exactly what you do, particularly if your company name doesn't. For example, if your business is the SUPER MEGA COMPANY, INC. and you clean windows, it should say "Commercial and Residential Window Cleaners" directly below it. If you have a title in the company, use it on your card. People want to know.
The bottom line is that people need to know who you are and what the heck you do for a living. Start training your family members, your friends and clients to get the word out there about you. Once you do, you will start to see results: in name recognition, and more importantly, referrals.
Timothy M. Houston is the Area Director for the New York City Outer Boroughs Region of BNI. He is also the President of Houston & Associates, a commercial debt management and business consulting firm based in Staten Island, New York. He can be reached at tmhouston@houstonassoc.com.
Across the Globe - North America
CanadaBNI COO At the Helm
Taking a little time away from his busy Canadian Tour, Norm Dominguez, BNI COO, gets a little extra practice at running the organization by learning to drive Don and Nancy Morgan's 36' sailboat just off of Vancouver, British Columbia. Norm's next engagement was the BNI Canada tenth birthday party followed by staff meetings in four different locations in British Columbia.* * * * *
CanadaHappy Birthday BNI Canada!
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| Canadian Directors around BNI birthday cake |
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| Woody (Bruce ) Woodcock of central Illinois was presented with the Mind Mappers Cap |
The tour's next stop will be Toronto and then on to Barrie Ontario for a celebration and member's conference. Afterwards Nancy and Don Morgan will jet off to Montreal to wish the long term Quebec BNI members a happy birthday and best wishes for the future. When the celebration tours conclude, they will return to Vancouver and start planning the second positive BNI decade for BNI Canada.
Submitted by Don Morgan, National Director, BNI Canada
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United States of AmericaNational Director's Conference
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| General Session at the National Directors Conference |
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| Seattle Area Directors at the Awards Dinner |
Highlights of the conference included a presentation by BNI COO Norm Dominguez, the Founder's Presentation by Dr. Ivan Misner, a presentation by the U.S. District Director Panel, and capped by a lively Awards Program with great food, entertainment and dancing. Break out sessions were presented by an array of talented and entertaining Directors and included a blend of new, mixed and updated topics.
Being networkers to the core, Directors and members took advantage of one of the greatest opportunities of a conference and did one-on-one dance cards throughout the hotel, at the wharf, in coffee shops and restaurants, and huddled in quiet corners of the lobby.
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United States of AmericaGold Coast Chapter Hits Pay Dirt
Executive Directors Shawn and Linda McCarthy are excited to announce that the Gold Coast BNI Chapter in Oxnard, California has generated over $1 million dollars in business for its members! For over 42 months the chapter has been anonymously reporting the income generated from passing business referrals and hit the $1 million dollar mark in May. The five year old chapter currently has 28 very happy members.For more information, visit www.bni-venturacounty.com.
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United States of AmericaIvan Misner Visits New Orleans
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| Photos by Bob "Flash" Gieger |
The session began with thirty minutes of networking and "N'awlins" style hors d' oeuvres. Afterwards members had the chance to ask the founder anything, and they did. One member asked if "Givers Gain" translated easily into the different cultures throughout the world. Dr. Misner explained that the motto is an inherent business philosophy with which all cultures identify. We enjoyed 90 minutes of talking about everything from how BNI got its start to future plans for expansion into other countries.
Members also had the opportunity to have Dr. Misner autograph his books.
Thank you, Dr. Misner!
Submitted by Tim Paulin, Executive Director
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United States of AmericaArizona Gold Turns Platinum
The Arizona Gold Chapter has had 30-40+ members for the past 9 years. They received a challenge by one of their members, attorney Ray Arenofsky, that if they met or exceeded 50 members and became a Platinum Chapter, he would treat all the members to dinner and a movie.They did it!
The evening out, thanks to Ray's generosity, was a hoot and has spurred chapter members to begin other "out of the meeting" activities.
Steve Elliot, Arizona's information director, reported that Arizona Gold now has 59 members. They have shot past 50 and are now closing in on 60 — just in 3 months time! Not surprisingly the Arizona Gold Chapter is now looking for a new meeting place.
Submitted by Steve Childs, Area Director, BNI Arizona
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United States of AmericaGetting Older Can Be Fun
The Memorial Chapter of Houston West Region recently celebrated its First Anniversary. Executive Director Kathy Mathy, awarded them the region's first 2005 Founder's Award at their meeting and induction of new Leadership Team.Pictured at their successful Visitor's Day are: Incoming Leadership Team of Pam Schertz, Jen McMillan and Shannon McMullan; Executive Director Kathy Mathy; and outgoing Leadership Team of Louis Sokol, Dr. Brian Cesak and Leslie Brock.
Congratulations, Memorial Chapter!
Submitted by Kathy Mathy, BNI Executive Director
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United States of AmericaPlatinum Club
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From top left to bottom, the Platinum Directors are:John Meyer, Norm Dominguez, Don Morgan, Jerry Schwartz, Scott Simon, Art Radtke, Shelli Howlett, Mike Roberts, Dr. Ivan Misner (Founder and CEO), Beth Misner (Foundation Administrator), Lisa Radtke, and Debbie Roberts |
The purpose of the BNI Platinum Club is for the BNI CEO and Executive Directors to have a forum to discuss key issues surrounding the running of their franchise(s). The club's mission is to help BNI Executive Directors understand and develop their BNI regions. This process includes addressing both strengths and weaknesses in a positive light.
Qualifications to Participate:
- Have a minimum of 60 chapters under management with fewer than 10% reporting directly to the Executive Director.
- Have a management system in place of Directors/Managers to run the region(s) at the chapter level.
- Willingness to share ideas.
- Have a grasp of the E-Myth philosophy in terms of working on your business.
- All participants must be rated as average or better in 3 of the 4 Key Success Factors (KSF's) based on USA standards, March 1, 2004 through February 28, 2005.
Across the Globe - Europe
United KingdomLondon Members' Day Hailed as Biggest and Best Ever
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| Photo by Andy Barnes, photostyles@aol.com |
With all 750 seats pre-sold and a waiting list of over 100 members, the NatWest Bank sponsored London Members' Day created the largest gathering of its type in BNI's 20-year history. Delegates gathered at Westminster's prestigious Queen Elizabeth II Conference Centre to be treated to half a dozen high-powered workshops—launched by a memorable keynote address from BNI Founder and CEO Dr. Ivan Misner.
The formal sessions provided valuable insights into acquiring new business skills, with delegates introduced to a host of networking techniques ranging from the latest proven systems for generating solid referrals to simple hints and tips. Of equal importance was the unique chance to make new contacts and forge embryonic business relationships with hundreds of like-minded BNI colleagues.
By the end of the day the participants were invited to indicate (by a show of hands) how many were going away with genuine potential new business. Two thirds of the audience (around 500 members) eagerly thrust their hands into the air, signalling the results of a hectic but profitable two-and-a-half hours of intensive one-to-one's with new faces in breakout sessions, where colour-coded badges helped everyone find their most promising new contacts by grouping synergic businesses into six well-defined power circles.
Additionally, participants were invited to anonymously indicate the current monetary value of their BNI membership. The outcome? Among the 50% of participants who divulged the amount of business they'd gained from their BNI associates, the figure was a staggering £15.2 million!
"It was a remarkable day, one that lived up to its promise in every way," said National Director Gillian Lawson. "The business temperature inside soon exceeded the heatwave outside, and nobody left empty handed. While the majority clearly went away with a lot of potential new business, everyone made valuable contacts, and gained a great deal of business knowledge."
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United KingdomChapter Renamed in Memory of Tsunami Victim
Members of Ilford's Exchange Chapter unanimously voted to rename their group following the tragic death of their former Chapter Director John Andrews who perished in the Asian Tsunami disaster on Boxing Day. Forty-five year old John and Tracey, his wife of just three years, were in their beach hut at Kohphiphi, Thailand when the Tsunami struck.In recognition of the inspirational role he played during two separate terms as director the members of the newly titled John Andrews Chapter framed a photograph of their late colleague and displayed it proudly in front of the chapter director's chair.
New Chapter Director, printer Vincent Goode told SuccessNet: "John was a good friend to every BNI member, and a thoroughly likeable, professional and inspiration member of our group. He will be truly missed by everyone who knew him, and his loss leaves a big gap in our chapter."
Vincent added: "John was an independent financial adviser with Chingford consultants DGS. We were pleased when the firm asked if one of John's colleagues, Malcolm Snook, could take his place in the Chapter. No-one can replace John, but having Malcolm in the group helps keep his memory very much alive."
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United KingdomOlympian Feat by Olympus Chapter
Leyland's Olympus Chapter may not be Lancashire's biggest BNI group or even the loudest. But they are definitely the proudest, having been named the county's "Chapter of the Year" at the recent regional awards night. They were rewarded for their quality of referrals and consistently high standards.Jackie Williams who serves on the Membership Committee said: "I think we apply BNI's rules more strictly than some chapters. Prospective new members are interviewed at length by the membership committee to ensure we attract quality, not quantity. We won't tolerate absenteeism nor allow fudged contributions. We run a very tight ship which is probably one reason we won the award."
"Bringing in the right new people adds vibrancy and introduces us to new contacts. Visitors are always impressed by the 'buzz' we generate at our meetings, and by the serious amount of business they see changing hands. Receiving this award proves that small can be beautiful!"
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United KingdomFive Star Cheltenham
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| FIVE OF THE BEST! Cheltenham's award winners: Diana Beaver, Kirsty Merriman, Angie Freeman and Simon Kershaw, pictured with Chapter Director Louisa Evans in the center. |
For the third year running, the group received the prestigious Founders Award — accepted by Chapter Director Louisa Evans — for the chapter's outstanding contribution to BNI. The award is personally approved by BNI founder Dr. Ivan Misner and goes to the top 10% of chapters for their attitude, performance and commitment.
The chapter also recognised individual top performances from members. Certificates were presented to Simon Kershaw of SK Refrigeration, for passing an amazing 394 referrals in the chapter last year and to Diana Beaver of People Solutions, for introducing 26 visitors during 2004. Two other members, Angie Freeman an account executive with the Jelf Group, and Kirsty Merriman of stationery and office equipment firm Beaverpark, were also recognised for their outstanding contributions.
Louisa said: "It was a brilliant start to the year, and an inspiration to us all. I just hope we can make 2005 another great year for Cheltenham."
Across the Globe - Africa/Middle East
IsraelPeaceful Business in Israel
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| BNI Galilee Chapter's recent Guest Breakfast |
Their visit inspired our multi-faith group. Our branch in Misgav includes Jewish, Arab and Christian members. BNI makes a very real contribution to peace in the Middle East. Here are some examples:
1) Voices of Eden creates stress release music that is medically researched in a hospital serving a 50% Jewish/50% Arab population. It has been proven to reduce heart rate, blood pressure, increase focus and quality of sleep on both populations. The musicians of the project are Jewish and Arab.
2) Eldad Garfunkle, our branch leader, who is Jewish, has a business designing websites in Arabic. His business began through a friendship made with one of the parents in his son's Jewish/Arab school. The parent asked him to design a site in Arabic, and they ended up business partners.
3) Yesterday morning, our photographer member requested leads to the Bedouin — nomadic Arabs of the Negev desert. He intends to produce a documentary and market it to National Geographic. I have personal contacts with the leaders of a few Bedouin communities in the Negev. There were two other people who also offered him help.
Make no mistake about it - Peace DOES exist in the Middle East. It is alive and well in the Galilee chapter of BNI! True success is not made of money, but of people, one by one, successfully working side by side.
Submitted by Eliana Gilad, Founder, Voices of Eden, www.voicesofeden.com
Across the Globe - Australia/Asia
IndiaNations Helping Nations
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| Bijay and Anurhadha Shah with Niraj Shah, Sashi Menon and Raymond D'Souza at the Leadership Team Training |
Niraj Shah, the National Director of BNI India, invited them to see BNI in action. Bijay Shah said, "The philosophy of 'Givers Gain' begins at home. Niraj truly displayed this when he invited us to the launch of the second chapter in Mumbai, India. Not only did we have the opportunity to attend the successful launch, but Niraj also planned for us to attend a full day Leadership Training session, two information sessions and a chapter breakfast meeting all in one action packed week. Thank you Niraj - you have a heart of Gold!"
Submitted by Niraj Shah, National Director, BNI India
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New ZealandBusiness Award Finalists Selected
BNI New Zealand has been selected as a finalist in the inaugural "2005 Vero Excellence in Business Support Awards!" BNI NZ has been identified as one of the leaders in the pack when it comes to offering a service or product that positively impacts business owners' lives. This nomination is a huge honor.
The finalists will be assessed on leadership, strategic planning, customer and market focus, management analysis and knowledge management, human resources, process management and business results.
The organizer of the awards and small business sector specialist, Sarah Trotman, said: "The inaugural Vero Excellence in Business Support Awards recognize and set apart those individuals and entities which have a demonstrable understanding of business owners' needs and help support small business growth in New Zealand."
The Awards will be evaluated by the New Zealand Business Excellence Foundation and the winners will be announced at the Awards dinner on July 21 which dovetails with the Small Business Expo, a business-to-business marketplace for small business owners which is taking place at the Auckland Showgrounds on July 20-22.
Stay tuned to learn if BNI NZ is a winner!
Submitted by Graham Southwell, National Director, BNI New Zealand
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SingaporeBNI Singapore Members Conference 2005
One hundred and thirty-five BNI members came together for a time of learning on May 19th, 2005 at Le Meridien Hotel. Topics presented included "Masters of Success" by National Director Sim Chow Boon, "Givers Gain" by National Director Mervin Yeo, "Brand Yourself for More Referrals" by Patrick Wee and "Coach Yourself, Coach Your Team" by Andrew Bryant.Four breakout sessions were conducted in the afternoon by Directors Ong Kuan Kuan and Michael Tey.
The Givers Gain book was also launched on that day and all participants received a copy.
It was a great time for members of all the chapters to come together to establish new contacts and renew old ties.
Submitted by Sim Chow Boon, National Director, BNI Singapore
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AustraliaCreative Ideas to Grow Your Chapter
From The Networker — Official Newsletter of BNI Australia
Web-Promoting
An innovative idea has been implemented by Pegasus Chapter in Brisbane.Kim Harland, President, recently began promoting chapter meeting details on a Brisbane Events Calendar website "ourbrisbane.com." This website is a commonly used local events website and Kim's entries promote both the benefits of BNI and the local chapter meeting details.
Does your local area have a similar website upon which you can promote your Chapter meetings?
Substitute Breakfast
Rainforest Chapter in Northern Queensland recently held an innovative "Substitute" breakfast.Each member brought along a substitute to stand in for them and do their infomercial. That day, 37 participants attended and two of the visitors signed-up as new members.
Lance Gane, Regional Director for Northern Australia substituted for the Rainforest Chapter President and commented "I was very impressed - the energy levels were very high - the Power of 40 is alive and well!"
Congratulations Rainforest Chapter - you are setting a firm foundation for continued success and growth!
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MalaysiaInspire Chapter Reaches Platinum
Congratulations to Inspire Chapter — launched in August 2004, it is now the second largest chapter in Malaysia with 50 members. It is the second chapter in Malaysia to achieve Platinum status.Inspire chapter was recognized as the Best Launched Chapter in 2004 and the first chapter to reach Platinum Status in just 8 months!
Inspire Chapter exchanged an impressive average of 359 referrals per months in the last 4 months. Close to RM 2 million worth of business has been transacted over the last 8 months.
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MalyasiaTough Act to Follow
Achievers Chapter, launched exactly 2 years ago, has passed 5000 referrals!Receiving the Best Chapter for the Northern Region for two consecutive years (2003 and 2004) and the 2004 Founders Award is a tough act to follow. The chapter passed an average of 208 referrals per month over the last 24 months, growing from 25 members at launch to 37 members at the end of April 2005.
Achievers Chapter certainly has lived up to its name. Pioneer member YC Tang is the top referral-giver, averaging 33 referrals per month.
The chapter also achieved and contributed the largest sum, RM 5000, to the Charity Treasure Hunt in January this year.
Congratulations and well done!
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MalyasiaWinners' are Winners
The aptly named Winners Chapter made history this week by being the first Chapter in the Johor region to achieve 40 members. They accomplished this in only 10 months after inception!
It is a double celebration for the Winners as they also celebrate their first Double Gold Club member in their Chapter, Tze Wen, Chapter President. "Lead by Example" Tze Wen has introduced 12 new members into the chapter.
Like other chapters in the world, the first milestone in terms of size is to achieve 40 members as quickly as possible. Being a BNI chapter of 40 means business — for everyone. It means having long-term members who are benefiting from BNI, and of course lots of visitors to increase the network. To reach 40 members and then go Platinum requires strong leadership from every chapter member.
So congratulations to the business men and women in Winners Chapter and for their relentless efforts to succeed!
Submitted by Avyrl Au, National Director, BNI Malaysia
From the Founder"Net-Working" from Home
In the early 1980's, I was occasionally invited to the home of an entrepreneurial couple who would invite business-minded people over to their home to talk about life, relationships, business, but most importantly — the future.
One night after a particularly interesting discussion, the husband invited me into his office and showed me a large hard-plastic box. It had a very small, 5" screen on it. He turned it on and it lit up with bright monochromatic characters flashing on the screen. He said — "It's an Osborne!" "An Osborne?" I asked. "An Osborne computer," he said.
My host turned to me and said, "Ivan, this kind of technology will change the world and the way people do business … it will allow people to do business anywhere - even at home!" He continued, "Look at the trends: more people are working or wanting to work from home. This kind of technology will make that happen. Whole new industries can be created as a result of this technology."
This was a prophetic comment if ever there was one.
I should mention I was in the home of Paul and Sarah Edwards, later to become the authors of the landmark book, Working From Home (among many others on the subject), and who are the world's leading experts on working from home.
Paul was right about technology changing the face of business. Not long after our conversation, I was one of those people who started a full-time business out of my home.
For a total of eight years I ran two different businesses from home. So I know working from home has its own unique rewards and challenges. During those years I learned a great deal about the pros and cons of home-based businesses and how they impacted networking efforts.
Most networking techniques work for any business, even those based out of the home. However there are at least two important issues that apply to a home-based business more than any other.
Don't advertise that you work from home
The first issue encompasses how you introduce yourself to others in networking environments. I don't recommend you share you are a home-based business - initially. I believe this characteristic is a "neutral to negative" feature of your business. That is, mentioning that you "work from home" has either a neutral or a negative impact. Either it doesn't matter to your contacts, or they are not impressed.
I open with this issue because it is something I see done to this day. At networking functions I often see at least one person stand, say what they do, how people can refer them, and then add at the end that they run a home-based business. This information rarely impacts people positively.
Please note that I never hid the fact that my business was home-based. I simply didn't bring it up until after I had an established business relationship with the individual.
Avoid "Cave-Dweller Syndrome"
Secondly, home-based business owners have more difficultly breaking out of the Cave-Dweller Syndrome. I have found many home-based business owners seriously suffer from this affliction (to read my complete article on Entrepreneur.com click here.) Here is how the Cave-Dweller for the "NON" home-based business suffers from this syndrome:
They get up each morning in a large cave with a big-screen TV called their home. They go out to their garage and get into a little cave with four wheels called their car. They go to another really big cave with plenty of computers called their office. At the end of the day, they get back into their little cave with four wheels and drive back to the large cave with the big-screen TV, and they can't figure out why no one is referring them.For the home-based business owners, it is FAR worse because they don't even leave their cave with the big-screen TV to go to the cave with the computers. They are one and the same!
Get visible and active
For you home-based business owners who want to build your business through word of mouth, you must be visible and active in the community. Get out of the cave by joining organized networking groups and/or professional associations. These kinds of groups include: casual contact networks (like your local Chamber of Commerce), business development networks (like BNI), professional organizations (almost all professions have one), and service clubs (like Rotary). For a complete listing of these and other networks see chapter six of my book The World's Best Known Marketing Secret.
Look for other ways to be very visible in your circle of influence; for example, be active in your child's school PTA or your place of worship. Keep your eye open for opportunities to be involved with groups of people who come together for a common cause.
These opportunities will afford you the chance to build relationships and that is what social capital is all about. Visibility leads to Credibility which, in turn, leads to Profitability. (See another article of mine regarding the VCP model here.)
BNI in the News
Dagens Industri (DI), Sweden's largest daily business paper, published an eye-catching article titled "New Countries Joining Network" on the back page on May 12th, 2005.The article presents BNI as a networking organization helping Swedish companies create new business opportunities, not only in Sweden but also in other countries.
In the article you can read how Gunnar Selheden, National Director of Scandinavia, already started up BNI in Denmark and Norway and now is preparing to launch BNI in Poland.
After several contacts with one of the senior correspondents at the Gothenburg branch of Dagens Industri, the journalist came to interview Selheden and then wrote this article. Gunnar notes, "Persistence in PR Pays Off!" To view this article in Swedish, click here.
Chance for small and medium businesses to network
Times Online - Auckland - New Zealand
A FUNERAL director, a naturopath and a travel agent are among the foundation members of the Pakuranga chapter of Business Network International (BNI). Click here to read this article.
Press Coverage of BNI Launch in Portugal
As featured in the May/June edition of SuccessNet, National Directors Helder Falcao and Terry Hamill hosted the launch of BNI in Portugal at which they taught dozens of business professionals to network - the BNI way.Helder and Terry worked to publicize the launch event by sending a press release to the local media. After advertising the launch, the oldest newspaper in the city of Porto, O Comércio do Porto, covered the event with a team of journalists and ran a feature article. The paper is now an official BNI partner and will incorporate frequent columns about BNI and how to effectively network in business.
To view this article in Portuguese, click here.
To the Next LevelMake it Happen — Three keys to reaching any goal
The key is to create positive focus and positive goals.
Key One - Focus on it.
What do you truly want to accomplish? Write down the positive goal or outcome you desire — not what you want to get rid of or want to change. Writing a goal to lose weight is focusing on excess weight. You need to reframe the goal as a positive. Remember focus equals reality. Focus only on the exciting and rewarding outcomes you want.
Key Two - See it.
Can you see yourself enjoying the reward? Write down all the positive results you will experience when you achieve the goal. Many people have a goal to earn more money — this won't help you achieve lasting success. Do you really want pieces of paper with dead presidents on it? No! You want the benefits money can help you attain. Focus instead on that exotic vacation, the beautiful car or your child's smile as they play in the backyard of your new dream home. Read that written payoff and see it every day.
Key Three - Feel it.
What would it feel like to live that result? As you visualize that accomplishment, you also need to feel the way you would if you had it now. People think their feelings are caused by their current circumstances — the opposite is true. The power is in the feeling. The excitement, joy or gratitude you experience is the key. Our feelings cause our results!
Two years ago, a dear friend called me about her inability to accomplish an important personal goal. As she explained her goal, she continued to elaborate on the "situation she wanted to get rid of." She was so focused on the negative she was energizing the very thing she didn't want!
I encouraged her to step back from the negative and to reframe her goal by focusing on the positive outcome she desired. Then she wrote all of the positive and exciting benefits she would have by achieving her goal.
As we sat together, I could see her eyes come to life as she saw and truly felt that successful outcome. Within a few months, she accomplished that goal and changed her life!
You can achieve your business objectives and personal goals — create positive focus and positive goals!
Michael Wickett is a member and Educational Coordinator of BNI Corporate Edge Chapter in Birmingham, Michigan. He is also a dynamic keynote speaker and sales trainer. His core business is creating sales and service cultures that produce record results. With explosive enthusiasm and powerful, practical ideas, he has gained a large and loyal following among business professionals across the country. You may visit his website at http://www.thecorporateedgebni.com. Michael can be reached at michaelwickett@yahoo.com.
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Here is a story about a BNI Chapter that did just that — applied positive, goal-oriented thinking to turn their chapter around.
60 Days to Success
Directors are often faced with chapters that have fallen away from the basics of BNI. There are chapters that once had 30 members and are now slipping closer and closer to the critical point of 12-15 members. And then there are chapters that just can't seem to break the 20-member barrier.
One of these chapters was in the Central Florida Region called the Extreme Referral Chapter, under Executive Directors Joe Melton, and Mike and Debbie Roberts. For months they struggled to get membership to 20 and beyond. Yet, they continued to hover around the 12 to 14 mark. They became disheartened and discouraged.
Since none of the members joined BNI strictly to socialize, I presented them with some options during one of my visits.
- Disband the chapter; it's not the right time or the right place.
- Restart the chapter and go back into core process, focusing only on growing the chapter.
- Focus on the "60 Days to Success" program and do the following:
- Attend every meeting or send a qualified substitute
- Bring at least 4 qualified referrals
- Bring at least 3 visitors
- Attend a minimum of 1 MSP (Member Success Program)
- Attend leadership and advanced trainings
- Bring testimonials in writing
- Do a minimum of 1 dance card or "1 to 1" every week
- Visit another BNI chapter
- Schedule and participate in a Visitor's Day, each member committing to 40 invitations. OR
- Continue socializing and not making money.
The chapter has completed the program and as a result attendance is up. Absences are all but gone and the number of visitors and referrals are skyrocketing.
The key is that the group's attitude has changed. They are energized and focused on making each other successful, and every member is held accountable for participation.
By simply going back to the basics and following the policies and procedures of BNI they have taken a chapter that was on the brink to one of our "up and coming" chapters to which we are proud to send visitors.
Many times we as directors easily forget that focus on the basics is what makes a chapter successful. Focusing on the basics has allowed the Extreme Referral Chapter to beat the odds. Inspired by their success, other chapters in the region with similar challenges are now working the 60-day program.
Submitted by Mike Roberts, BNI Executive Director
My BNI Story
BNI Goes to the Top
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| Michael Macedonio atop Mt. Rainer |
We planned the climb shortly after BNI announced it would hold its U.S. Conference in Seattle. The notion of the Rainier climb started with over a dozen interested BNI Directors, but only my friend Bob Warren and I ended up on the climb. Robin Schuckmann, Dawn Pastores, Bob Warren and I also hiked around Mount St. Helen before the Seattle BNI Conference began.
A number of BNI Directors and I have been adding outdoor adventures to our BNI conferences and training events. Mike Garrison, Michelle Donovan, David Holzer, Eric Dieckmann and myself have mountain biked in areas such as Southern California, Sonoma County, Maine, Ireland, Virginia, and Wales.
Here's proof that BNI can take you to the top!
Michael Macedonio, President, Referral Institute
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Experts Write Articles
I attended a BNI meeting in Upland, California not as a member but as a guest. It was not the type of "networking" meeting I expected. This was actually a training class for members. It was my good fortune that Dr. Ivan Misner was the speaker/trainer for this particular session.
The topic was "Identity Building." As a marketing consultant, I was keenly interested. The subject could be applied to my own business as well as the businesses of my clients. "You can be an expert but not perceived as such," Dr. Misner said. "Write articles," he told us. "Publication exposes your expertise to the readers. If something you've written is printed, the perception is affected. When people begin to perceive you as an expert, they will seek you out. Submit your written work to small local newspapers to get a start."
This struck me as something I could and should do. The next day I began to write. Since my work is advising business owners about managing and marketing their businesses, I decided to use a true event that happened early in my career and had a positive effect.
I sent my article to three local newspapers. I'm happy to tell you it appeared just five weeks after I attended the BNI meeting. A weekly publication printed it and asked me to become a regularly featured columnist.
Since my article appeared, I've had numerous positive comments from my friends and calls from interested readers. Dr. Misner is right. This will help build my identity; not in my mind, but in the minds of my prospects. I'm working on my second installment now. My first BNI experience was definitely a good one!
Brooke Fix, Fix Marketing, www.modularmktg.com
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Bloomin' Sweets — Bloomin' Sales
My name is Laura Hendrickson (21) and I, along with my sister Kelli (19), run our mother's business called Bloomin' Sweets of Oklahoma City. We make candy, cookie arrangements and gift baskets.
In February of 2005 Mom volunteered to serve in Iraq in the Army Reserves so she could be near our father, who has been serving there since January 2004. My sister and I have put our educations on hold in order to run her business in her absence.
Our mother was a member of Business Builders Network in Oklahoma City before she left. We were invited to take her place at a meeting by one of the other members in the chapter. Skeptical at first, after two meetings we were hooked. We have been a part of BNI for 6 months and continue to be shocked by the number of referrals we receive.
We are in our "slow time of the year" but we have yet to slow down. A steady stream of customers has been sent our way since joining BNI. I never realized how much "word of mouth" could do for you. BNI has introduced us to new people and business opportunities that we never would have otherwise had.
Laura Hendrickson, Bloomin' Sweets, Business Builders Network Chapter, Oklahoma City
Oklahoma — West Area Director Rita Yates, who first suggested Laura's story for SuccessNet had this to say: "Laura serves as Vice President of her chapter and is doing great things. I've never seen such seasoned business skills in such a young person."
Good Work and Good Luck, Laura and Kelli!
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What do you know?
I became a BNI member 4 1/2 years ago and just recently stepped into the roll of Area Director. I went to the BNI headquarters in California for training in April and met a fabulous woman named Lana Sharp - an Area Director and Realtor from Pine Top, Arizona. As we chatted she mentioned a friend of hers, Alyssa Samulson, who bought Lana's previous business, Apartmentsource.com. After I returned home Alyssa and I met and hit it off famously.
Since then I have introduced my friend Mike Sullivan to Alyssa because she mentioned she needed help to grow her business. I thought Mike and Alyssa would be a perfect fit. Mike is now working with Alyssa full time—all thanks to BNI.
It's not what you know, it's who you know!
Heather Lundervold, BNI Area Director, Phoenix Region
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Help from an Ocean Away
I am a member in one of the BNI Israel chapters. My family and I were looking for a house in Norman, Oklahoma. Before signing the contract I decided to email the realtor of the BNI Business 2 Business Chapter in Norman for professional advice. By the way, I found his contact information on the B2B Chapter website. What a great resource!
Stan McLaughlin, the BNI realtor, took time to research the property my family had selected from an ocean away. He worked efficiently, professionally and generously. His services saved me much time and trouble. I would recommend him to anyone!
Thank you Stan for being such a great help!
David Davidi, Tel Aviv, Israel
Submitted by Rita Yates, BNI Area Director, Oklahoma
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Wherever You Go, BNI is There
My name is Shanna Reed, and I am a long-time BNI member and current Area Director in Phoenix, Arizona. I truly do not know where I would be personally or professionally if I had not found BNI almost 12 years ago in Des Moines, Iowa. It's such a long and exciting story, but I'll boil it down to a few events, that have led me to where I am today.I started with BNI as a Bridal Consultant in a chapter in West Des Moines, Iowa. I quickly became not only partners but also friends with every person in my chapter and recognized the value of BNI and building a referral based business.
I soon moved to Fargo, North Dakota, with my new husband and decided to embark on a new career. At that time there was no BNI in the area. I called headquarters and quickly became the Regional Director and then Executive Director for the whole state of North Dakota. And with the help of BNI, I became a successful realtor.
Running a full-time real estate business and a whole state for BNI was challenging, but very rewarding, and it led me to my "calling" in life…training and coaching.
I am now in the banking/mortgage lending business and have worked as a sales person, sales manager and now sales trainer. I use the skills I have learned in BNI every day, and now I teach them to hundreds of new sales people every month.
BNI has been a huge part of my success!
Shanna Reed, Countrywide Mortgage, BNI Area Director, Phoenix, Arizona
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The Italian Mafia in BNI?
I recently renewed my BNI membership, after a decade off, and have for the first time heard Chapter leaders use the word "mafia" to describe what would (in my mind) better be described as "affinity groups." Being a native Italian, "mafia" has always carried a negative connotation in my mind.
Concerned with this terminology, I sent a question in to "Ask BNI" and Ivan Misner replied to my inquiry:
"Nice to have you back in BNI! You might find it interesting to know that the word "mafia" originally had nothing to do with the Italian crime organization. The original definition (and part of its present-day meaning) is: "a tightly knit group of trusted associates."Submitted by Patricia Weber, Cut to the Chase Coach
I'm not sure how your Chapter is using the phrase. I have used it in one of my articles relating to Contact Spheres or groups of businesses that have a symbiotic, non-competitive relationship. They are, in fact, "a tightly knit group of trusted associates" — the true meaning of the word. You can find that article at this URL:
http://www.entrepreneur.com/article/0,4621,302585,00.html
Its use was not meant to offend. I hope that helps explain where your chapter leaders may have gotten it from. I recommend that groups be careful in its use. It clearly can rub people the wrong way.
All the best,
Dr. Ivan Misner
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I deal with real estate and property law. Thirty percent of my income in 2004 was due to referrals from Metropolitan Group Chapter in Tel-Aviv, Israel.
Vered Kawka
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Dear Dr. Misner,
I am Andrew Cavanagh from Australia. I am amazed at the incredible organization you've built and the fantastic quality of your business service. Your expertise is remarkable and your willingness to share your knowledge is commendable.
It really is heartening to know there are still genuine giving people like you in the world today.
Andrew Cavanagh
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Awards and Recognition
Gold Club Badge Recipients:
Becky Formby - Accounting Express, Business 2 Business Chapter, Norman, Oklahoma
Joyce Burch - Coppermark Bank, Business Builders Network Chapter, South Oklahoma City
Dr. Kristina Sipe - Advanced Back Care, B3 Chapter, Edmond, Oklahoma
Submitted by Rita Yates, Area Director, Oklahoma-West
Ed Gaskey - American Express Financial Services, Greensburg Chapter, Western Pennsylvania
Betsy West - Northwood Realty Services, Washington Wealth Builders Chapter, Western Pennsylvania
David L. Holzer - Holzer Financial LP, Business Nexus Chapter, Western Pennsylvania
Submitted by Deanna Tucci Schmitt
Steven Kalinowski, West Houston Chapter of Houston West Region
Pamela Doolin, President, Tomball BNI Business Builders of Houston West Region
Submitted by Kathleen A. Mathy, Executive Director, Houston West Region
Black Badge Recipients
Chris Manske, Winners' Circle Chapter, Houston West Region
Alison Blankenship, BNI Midday Money Makers, Houston West Region
Submitted by Kathleen A. Mathy, Executive Director, Houston West Region
Breaking News
Announcing the 2005 BNI Trip to New Orleans
You are invited to join the winners of the 2005 U.S. Member Extravaganza who will be visiting the beautiful, historic French Quarter, in New Orleans, Louisiana! This trip is open to all BNI Members from around the World!BNI has been offered a special price of ONLY $837.00 per couple which includes: round trip transfers and hotel accommodations, along with the mixer and the workshop (airfare not included). The trip will take place from Friday, October 14 through Monday, October 17, 2005.
To sign up for this exciting trip, all you have to do is contact Leroy Gaines (ext. 125) at BNI Headquarters (800) 825-8286 (outside of So. California) or (909) 608-7575 (inside So. California). A deposit of $50.00 per person will be required. Visa, Mastercard, Discover and American Express are accepted. Please Note: If you put in a deposit and you are one of the winners of the Member Extravaganza, your deposit will be refunded. Space is limited, so call immediately to reserve your room for this incredible event!
Attention BNI Travel Agents—You may sell this trip to BNI members and non-BNI members. For details call Leroy Gaines at above number.
Click here for more information.
Masters of Sales Book Announced
Ivan Misner and Don Morgan have signed a deal with Entrepreneur Magazine for two more "Masters" books. The next book in the series will be Masters of Sales.We are currently gathering stories for Masters of Sales. If you think that you might like to be a contributing author to this new book, please contact us at Info@MastersBooks.com for the submission guidelines.
Both of the previous "Masters" books were best sellers. Masters of Networking was a New York Times best seller and Masters of Success was a #1 best seller with the Wall Street Journal.
For more information on our previous "Masters" books, or to order them, please go to www.MastersofNetworking.com or www.MastersofSuccess.biz.
Ivan Misner Honored with Coachville "T" Award
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| Dave Buck, CEO of Coachville, presents Ivan Misner with the Impact on the World of Business "T" Award. |
This award acknowledges and celebrates the bridges BNI is helping to build between the coaching industry and the business world.
You can talk to Dr. Misner LIVE on many of the Coachville Social Capital Community telebridges here.
2005 Distinguished Alumnus
California Polytechnic University — Pomona's President Ortiz presenting Dr. Ivan Misner with their 2005 Distinguished Alumnus Award.Cross-Cultural Council Update
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| Stacia Robinson, BNI Cross Cultural Council Chairman |
In other words, does your chapter have "Be Like Me" (BLM) syndrome? Chapters with this syndrome typically represent only one business demographic within their region.
Six years ago, BNI purposefully chose to address BLM internationally and formally establish the BNI Cross-Cultural Council. The council's purpose is to increase the number of strategic alliances, clients and employees of diverse cultures thereby expanding profit opportunities for members. In short, regions, chapters and member business owners increase market penetration by developing key relationships and forming alliances with all segments of their business community.
What does the Council do?
The Cross-Cultural Council is a volunteer group of international BNI Directors and Members who develop Cross-Cultural policies and guidelines, educate and train staff, Directors, and Members about cross-cultural issues and monitor Cross-Cultural Council programs. The Cross-Cultural Council meets at Director's Conferences and corresponds as needed usually by email and periodic teleconferences.
What resources are available?
The Council has established strategies to accomplish the goal of forming more strategic alliances.
Those strategies briefly are:
- Find out demographics of the businesses in your region.
- Build a list of representatives from all business markets.
- Ask for referrals from your network for personal introductions (isn't that a novel idea!?).
- Include target businesses in your marketing plan.
- Make employees and strategic alliances aware of focus.
- Remember "BINGO" and… ELIMINATE BLMs!
Be aware
Include others
Never assume
Give respect
Openly communicate
Are you interested in serving on the Council?
Just contact me and tell me you're interested in being on the Council! Basically, the only requirements to participate are interest and willingness to expand your business network and target markets. It would be an honor to connect and work with you! Let me hear from you!
Stacia Robinson
Phone: (334) 279-1824
Fax: (334) 277-8193
Email: stacia@bni.com
Change to BNI General Policy #15
The Executive Board of Advisors, located here in Southern California, held a meeting on Thursday, April 21st. As a result of the meeting, there was a proposed change to the BNI General Policy #15 as indicated below. After subsequent review and vote by the members of the International Board of Advisors it was unanimously approved that the wording of General Policy #15 be revised as follows:
General Policy #15 currently reads: "Policies are subject to change. The Leadership Team will be notified regarding all changes."
The New wording for General Policy #15 will be: "Policies are subject to change. All proposed policy changes need to be reviewed first by the Board of Advisors."
This policy change is to take place immediately and will be incorporated into future printings of all materials, such as the Directors' Manual and MSP Booklets. Please make a note of this change and also make sure that it is included in any documents that you may have scheduled for printing.
Please feel free to contact Ann Longanecker at BNI HQ at ann@bni.com at any time if you have questions about this change.