May/June 2005
Art of Networking
Art of NetworkingMaking Use of "The List"
The List:
All of us have them, whether it's the Chamber of Commerce directory or the membership list of an association.
The Question: What can we do with these lists that will give us a return on our investment of time and money?
I am a Director of Training for The Certified Networker Program of Ohio. You'd think with all the work I do in helping my clients to network and gain effective referrals that the answer to this question would have been a no-brainer. I'm going to use the excuse that I was too much in the middle of the forest to see the trees! Or better said, the expanse of the list turned my brain to mush. Each month the Toledo Chamber publishes their new members on the back page of their monthly newsletter. Each month I would tear off the back page and save it. My plan was to "do something" with this resource. For the longest time, the best idea I could develop was to send some promotional material to these people. As soon as that idea would pop into my head, I realized what I do with the materials that others blindly send me. Since I didn't want to waste my marketing dollars, I rejected the idea.
The Solution:
Realizing that personal introductions work so much better than a cold call, I finally became aware of how to use the lists to my advantage. Instead of trying to initiate conversation with these prospects, I asked my business friends if they would be willing to review the list to see whom they knew. These friends are people that I'm willing to also help in return, people with whom I've already developed a relationship. I now have several of these friends working to promote me.
The Next Step:
With this enlightenment, or the clearing of the fog, I also realized another way to use the list. Many directories give the type of business of the company listed. I went back and circled all those within my target market. These can be used for specific referral requests at my weekly BNI chapter meeting. From three months of new chamber members, there are five companies connected to my target market. That gives me five weeks of referral requests. Not a bad way to make a profitable use of the list. I can report that in the first week's attempt, already a member knows and is willing to introduce me to the company I requested.
The Take Away:
Blindly sending a marketing piece to a list of prospects will take my time and money. For me it doesn't deliver the level of return that I need. Personal introductions and promotion are the only way I want to do business. The chamber list of new members is now a tool I can use to make that happen for me.
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Debby Peters is the owner and Director of Training of The Certified Networker Program of Ohio, Ltd., a 24 hour referral based training that takes cold calls out of marketing plans. She is also the founder/owner of Sales…And More! Debby is a member of BNI Madison Avenue Chapter in Toledo, Ohio.
Art of Networking
Marketing is Essential to Success!
"Today, it's not stretching the truth to say that the biggest mistake many small business owners make in terms of marketing is not marketing. Either owners feel they do not have the resources for marketing or they do not realize its overall importance."
I come across business owners who say this to me everyday. They can't afford to market themselves or their company. They're relying on their phone book listing, a sign on their car or truck, or just plan old luck for business to come in their direction. When you point out to these same owners the percentage of business derived from the phone directory, stick-on signs and luck—it's frightening.
Marketing yourself and your business is not an option - it's absolutely essential. There are so many simple, quick and easy ways to accomplish this. On the other hand there are also ways that are complex, take time and can be costly, but it's important to realize that marketing increases your visibility, credibility and overall profitability. This is known as the VCP method and is an incredible tool for marketing your business. Let's take a look at just a couple ideas that might increase your Visibility, Credibility and Profitability:
- Display your brochures or products — Asking businesses that complement rather than compete with your business to display your brochures or products can lead to excellent VCP.
- Introduction to potential clients — This is an extraordinary way to hasten the relationship process by introducing you directly to a prospect that needs your product or service. When you have strong and powerful relationships with businesses that complement your business this can only add to your VCP.
- Promote and publish information on you — This is a very positive approach that can be extremely rewarding. If your complementary business has a newsletter or mailing, including an article you wrote on your business, or an article on you, can increase dramatically your VCP.
- Personal or professional endorsement — This is a "Home Run." An endorsement by your complementary business is a can't-miss because if that person needs your product or service they will almost undoubtedly use a provider endorsed by someone else they know and trust.
- Provide you with a steady source of referrals — When a complementary business knows you and trusts you, they will refer you with confidence to all those in need of your product and service. It's too easy, they know you need the product or service and are looking to be referred.
Remember though, the most important part of marketing yourself through the ways I have listed above is to reciprocate to the complementary business as often as possible. Otherwise that steady source of referrals will dwindle down to a mere trickle as the complementary business finds a new source. If you want to maximize your VCP, you've got to contribute to your referral source's VCP as well.
Across the Globe - North America
United StatesBNI Enters 50th State!
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| Core Group Members: Chris Beck, Noni Bordwell, Deborah Cassidy, Joyce Bishop, Megan Gruhl, Karen Abney, Marlo Nikkila, Robin Schuckmann, and Ann Sibal. Missing from photo: Kelly Fisher, Regional Director. |
Robin Schuckmann, Executive Director from Portland, Oregon, provided the Leadership Training and facilitated the Kick-Off meeting. "Based on my brief interactions with the members, they work well together and are motivated to succeed. With little competition in the Anchorage area, they have a lot of room to grow." Congratulations to the BNI Connectors Chapter!
Submitted by Robin Schuckmann, Executive Director, BNI Oregon & SW Washington
United StatesReciprocity Ring Success
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| David Kantelis and Mark Lee give the Reciprocity Ring presentation |
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| Reciprocity Ring in Action |
The Reciprocity Ring presentation focuses on reminding our BNI members to be more specific when they make referrals or introductions. During each Reciprocity Ring presentation business was generated and time was saved.
- The Silver City chapter members stated they would generate $1,407,000 and save over 1400 hours.
- The Hockomock chapter thought they could generate over $400,000 and save themselves 900 hours.
- Metro South's members thought they could generate as much as $325,000 and save themselves as many as 775 hours.
Submitted by David Kantelis, Assistant Director, Southeastern Massachusetts-Rhode Island
United StatesHouston Joint Meeting
On Tuesday, March 15, 2005 the BNI Houston West Region held an exciting joint kick-off for our 28th and 29th chapters.The celebration was held in Conroe, Texas where President Gwen Plauche of the Woodlands BNI Preferred Connection Chapter and President Patrick Beale of the Conroe BNI Advantage Chapter were initiated. The ceremony was conducted by Executive Director Kathy Mathy, Assistant Director Mark Taylor, and Ambassadors Wes Padgett and Ed Dolphin.
Attended by numerous other BNI Leadership Teams and members, the event brought the Houston West Region membership to nearly 700!
Submitted by Kathleen A. Mathy, CPA, Executive Director, Houston West Region
United StatesRapid City Chapter Proves BNI Works
River City Chapter in Jacksonville, Florida is proof that BNI works. Our chapter has grown rapidly this past year with a record number of members, referrals and revenue. In less than a year, our membership doubled, referrals increased by 30% and revenue exchanges pushed $200,000.
We attribute our success to a renewed commitment to strictly follow BNI meeting agendas and rules. We quickly learned that the closer we stick to the program, the more success is generated. The growth rate of success naturally encourages members to show up for meetings, schedule dance cards, attend trainings and use the tools. Members and guests alike say Thursday morning is the highlight of their work week. It takes only one visit to know our members are active, enthusiastic and intimately familiar with one another's businesses.
Submitted by Executive Directors Mike and Debbie Roberts and Joe Melton.
United States
Awards and Recognition
Gold Club (Black Badge) members:
Cinco Ranch Chapter of Houston West Region: Melissa Bristol & Eileen Newsome
BNI Go Getters of Houston West Region: Sue Long
Winners' Circle BNI Chapter: Bruce Dolen
The Woodlands BNI Preferred Connection Chapter: Gwen Plauche
Submitted by Kathleen A. Mathy, Executive Director, Houston West Region
Founders Awards:
River City, Fireside, Lake Superior, W.I.N., Rapid Referral & South Metro.
Submitted by Nancy Giacomuzzi, Executive Director, BNI Minnesota
Across the Globe - Europe
PortugalBNI Launches Core Group in Portugal
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| Helder Falcao introduces BNI to Portugal |
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| Prospective members mixing at the BNI launch |
On April 7th a networking event was held at the prestigious Hotel Le Meridien Park Atlantic in Porto, hosted by Terry Hamill and Helder Falcao. Several business professionals from Porto and the North of Portugal attended and presented themselves in BNI's "60 Second" infomercial technique.
We are now building a core group in Porto and the response has been quite impressive. Hopefully by the end of the year we will have several Business Groups up and running.
Please visit www.bni-portugal.com for more information.
To view an article in O Comerciodo Porto regarding the event, you may download the .pdf here.
Submitted by Helder Falcao, National Director, BNI Portugal
AustriaBNI Launches in Austria
BNI Austria kicked off its first chapter on December 7th, 2004 with a core group of 22 Members. The new Leadership Team is already setting high goals and hopes to reach the 35 member mark by the end of their first term.BNI Austria would not have been possible if it weren't for Michael Mayer, the chapter Director. At the core group launch of BNI Austria, there were 86 visitors present, in addition to the 22 original members.
United KingdomGoing for Gold
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| Chapter Director Mike O'Shea with Rachel Hunter and James Grant from Martin & Co - makers of the famous Cheltenham Gold Cup. |
The gold cup that is featured prominently at every chapter meeting is entirely real! That's because the town's leading jewelers, Martin & Co, who makes the prestigious trophy for one of horse-racing's most famous events, is a member of the namesake chapter. BNI colleagues were quick to seize a golden opportunity to get their hands on one of racing's richest prizes.
Chapter Director Mike O'Shea said, "We had a fantastic launch event attended by more than 100 guests from the local business community and we are very excited about the group's early success. Having three solid BNI chapters in Cheltenham is something special for businesses in Gloucestershire. We put so much into making this one of the fastest-ever launching chapters in the country. With a famous name as well as a brilliant leadership team and membership, we're going to grow quickly."
United KingdomMagna Carta Chapter Marks 6th Anniversary
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| Carole Jones, Mayor of Runnymede |
Among the guests was the Mayor of Runnymede, Carole Jones, who gave the Chapter an enthusiastic welcome opening with, "There is a wonderful spirit here; this chapter clearly brings great value to Surrey businesses!"
Additionally several members testified to their success through BNI:
- Ken Cooper of The Dewgard Window Company in Egham, a member for over 3 years, says that £200,000 of their business over the past 3 years has come directly from BNI.
- Nick Danson of Netcall Computer Services has generated over a quarter of million pounds in the same period.
- Carl Hawkes of New Dawn Gardenscape has grown his landscaping business over 300% all thanks to BNI.
United KingdomTop Performers Pass the 20,000 Mark
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| Super Chef Paul Linden (pictured right) hands Bentley Chapter's 20,000th referral to flooring specialist Phil Berg. |
Bentley (previously known as Stanmore Chapter in Middlesex) just celebrated the passing of their 20,000th referral. The chapter routinely exchanges 80 to 100 referrals per meeting.
Chef Paul Linden (right) of 'Dining in Style' handed over the group's milestone referral to flooring specialist Phil Berg of Philip Berg Interiors. This single opportunity turned into business worth several thousands of pounds!
To mark the event, Bentley's cake-maker Anne Hoad presented a commemorative cake to the chapter.
Chapter Director, surveyor Robert Rose commented: "It was very appropriate for Paul and Phil to be involved in this landmark referral. Paul has become one of our most prolific referrers, while Phil was recently voted the chapter's top achieving member. Our success is based on teamwork, mutual respect and a great camaraderie."
Across the Globe - Africa/Middle East
IsraelIvan Misner's Visit to Israel
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| Israeli Executive Team and Ivan enjoining a VIP tour at the Bahai Gardens and Temple in Haifa. |
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| Israeli BNI members and guests are mesmerized by Ivan's stories at the evening event, celebrating 20 years of BNI. |
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| It is never too early to raise a good glass of wine. The induction of new chapter in Benyamina at 7:30 a.m. |
Over 250 members and guests joined Dr. Misner in celebrating the 20th Anniversary of BNI. The evening was opened by the President of the Chamber of Commerce for Israel, Uriel Lynn.
Dr. Misner's visit to Israel received substantial media coverage on the radio and in several newspaper articles, which highlighted networking and BNI as the leading organization in the area.
Also during the trip, Dr. Misner had the opportunity to facilitate the induction of the 3,626th BNI chapter! The celebration took place at a vineyard in Binyamina, a pastoral locale where members and guests raised a glass of wine to the future of BNI Israel's success.
I wish to thank the Israeli Management Team who helped me organize the week's events and Ivan's visit; my co-National Director, Yarden Noy; my PR and Business Developer, Offra Passal; and last but not least, the rest of the executive team in Israel for all their hard work. I know that BNI Israel is better now than it ever was due to all the efforts of this extraordinary group.
Submitted by Sam Schwartz, National Director, BNI Israel
Across the Globe - Australia/Asia
MalaysiaBNI Malaysia Celebrates 5th Anniversary
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| Uptown Chapter receiving their awards |
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| YC Tang and Chris Cheng |
Over 400 members attended the conference and workshops. It is the largest conference Malaysia has ever had and it was an incredible success.
Uptown Chapter was recognized and awarded "Best Chapter in the Region" and "Top Chapter in Malaysia". The chapter also received a Founders Award and is the only Platinum Chapter in all of Malaysia.
Uptown Chapter has grown from only 23 members in January 2004 to 55 members by the end of the year. Currently, Uptown is the largest chapter in Malaysia.
During the conference, several members were recognized for their outstanding contribution to the success of their chapters: YC Tang and Chris Cheng gave an average of 33 referrals per month. YC Tang gave over 70 referrals in one month. Other members were also recognized for their outstanding contribution.
Submitted by Avryl Au, National Director, BNI Malaysia
New ZealandWest Harbour's Yacht Social
The West Harbour Chapter in Auckland recently held a chapter social outing aboard the Lion New Zealand. This famous maxi yacht is the boat that Sir Peter Blake sailed around the world in 1985.Dr. Calum Gilmour and 12 chapter members boarded the yacht. After motoring out of the Viaduct Harbour the yacht headed into the wind and raised the mainsail. A few of the members were introduced to the grinders and found that getting the sail tightened properly was hard work. At the end of the day the chapter members returned to dry land united as a BNI chapter and ready for refreshments.
From the FounderReferrals for Difficult Professions
Face it - some businesses are more difficult to refer than others. Most often those same businesses struggle getting clients through traditional means as well. When traditional advertising isn't drumming up business, and the word of mouth process is still in its infancy, I often suggest a technique I like to call "the rubber chicken circuit."
The Rubber Chicken Circuit
Educating referral sources takes time. Most fledgling businesses can't financially wait for the education process to mature. However, there is another strategy that works well in tandem with the word of mouth referral process. I discovered this strategy years ago when I realized speaking engagements often resulted in new business for me. Speaking engagements are really great for building a business base while educating referral sources, in mass.
The hour or so spent with a potential client educating them on what you are selling or what service you have to offer is extremely important. Imagine using that same hour to speak with 20 to 50 business people in your own community! That is, in effect, what happens when you speak at community service clubs or the "rubber chicken circuit."
Many entrepreneurs realize the immense networking value of joining and participating in service clubs but don't often understand that referrals can be generated from speaking at these various meetings.
So now the question is: "How do I, as an entrepreneur, get on their calendars?" It isn't terribly difficult. More often than not program chairs are scrambling to find someone different, engaging and interesting to present. Which means your job is to simply help them find YOU!
Here is a sample of a letter that I produced and sent to program chairs or gave to people in my extended network while I was still in the business consulting field. One key point to remember: offer more than a one-hour sales pitch, give them something in return for their time.
Dear Program Chair:
AIM Consulting is a management consulting firm that works with small and medium size businesses. During the last two years, we have given a presentation entitled "Entrepreneuring in the 80's" to over 60 service organizations such as yours. The presentation deals with managing and motivating employees. It involves participation and interaction with the audience and leaves time for questions at the end. Here are some of the comments we've received:
"Fantastic, every service club must hear!"
East LA Rotary
"One of our best…Ivan kept everyone excited."
Alhambra Optimist
"Excellent, highly recommended, got a lot of questions."
Hermosa Kiwanis
If you are interested in this topic, we would be glad to visit your club to give this presentation.
Sincerely,
Ivan R. Misner
President
Just one acceptance generated from this type of letter can position you in front of multiple business people who might be in the market for your product or service! You never know where these types of connections will lead. One of my biggest clients came from an engagement at a service club.
It is very important to give the audience something to take away that will bring them back to you. For example, a hardware store owner could appeal to a program chair on the topic of home safety. Who better than a hardware store owner to fashion a presentation on home safety and give viable tips on how to clean-up hidden (and not so hidden) dangers?
Of course, some of the club members might realize right then and there that their home is filled with various hazards. Who better to help find solutions for these hazards than the hardware store owner, himself?
Another great networking result is spin-off business from such events. Spin-off business is like icing on the cake. Once you begin networking with the members of the organization, you will be met with an open door for referrals from them. Make sure you ASK for those referrals!
Remember the key is to go in with information and education…not a huge sales pitch. People don't like being sold to, they like to buy!
The "rubber chicken circuit" can work for almost any business and is specifically tailor-made for difficult businesses.
Next time you think of a rubber chicken, think - leverage, think - networking, think - business!
BNI in the NewsSo much for breakfast in bed
Networking firm BNI says it can offer SMEs a way of generating business while simultaneously locking out competition. And it's all done over a hearty breakfast, says Mark Tran. Read the rest of this article.
A number of Hebrew media outlets wrote articles regarding Dr. Ivan Misner's visit to Israel. Click on the links below for a sample of articles:
Values are the new bottom line in business and the good news is they are both fashionable and marketable.This was the message from his Worship the Mayor of Auckland, Mr Dick Hubbard, when he told a Business Network International (BNI) Leadership Dinner at the Auckland Club last night (March 16) that there are those that argue that the business of business is profit, and that the financial bottom line is the only one. Read the rest of this article.
Why Businesses Don't Get the Referral Business They ShouldLack of Systematic Approach to Getting Referrals Hurting Businesses
Upland, CA (PRWEB) March 28, 2005 — Most businesses and business people understand the value of referral marketing, so why are so few of them becoming proficient at building and maintaining a referral network? According to the CEO of the world's largest networking company, a lack of any sort of systematic approach is to blame. Read the rest of this article.
How to Build a Network of a Hundred Thousand NetworkersNetworking Pioneer Convinced that Giving has its Rewards
Upland, CA (PRWEB) March 14, 2005 — Dr. Ivan Misner never intended to create the world's largest referral networking company. If you ask him, that's at least part of why he was able to do it. Read the rest of this article.
Note that there are links to several dozen press releases that can also be viewed at the bottom of this article on eMediaWire.
To the Next LevelWear Only One Hat … At a Time
"So … what do you do?"
How often after asking this question have you found yourself counting your fingers as the one you asked continues with, "and I do … I'm also a … oh, and I … " It is exciting to be in business, even when involved in more than one. However, many overlook the effects on their credibility and image when they attempt to put all of their hats on at once.
It was not long ago, at a mixer event that I ran into a woman that I had met at another event. I did not get a chance to visit with her long during our previous meeting, and she was someone that I was hoping to get to know. Coincidentally, I just happened to have some business to refer to her, right then and there. We began our small talk: I shared what I do, she began to share what she does. I was sold, and then she did it! In only a few moments, she unraveled her own credibility by sharing all three different things she did. She evidenced it with each different business card she placed into my hand. She had no idea that I was beginning to wonder if she knew what it was that she did for a living. Was she focused on any of them? Was she in an identity crisis? In transition? Over-extended? Flighty? More importantly, would she be capable of giving attention to the referral I was about to give to her? Hardly the impression she wanted to make, I am sure.
Although unfortunate, these situations are not uncommon. In a day and age where moonlighting is more prevalent and opportunities abundant, many people find that they wear many hats, even professionally. Certainly, having more than one hat is not the crime, as we all should have more than one stream of income. The crime, however, is trying to maintain professionalism and build credibility while wearing several hats all at once.
So, how do we maintain, even gain, credibility in touchy situations? Simply represent one business, and only one … at a time. Decide before you go into an introduction, meeting, mixer, etc., what hat you are going to wear, and then wear it with style! Be prepared for the inevitable temptation to change hats mid-introduction, when the person you are talking to so clearly needs another service you provide, but with a different business entirely. Just remember that falling to temptation always has a price. It would be far more professional to either refer him to a co-worker, partner, or friend, whom is also in business with you. Or place it into memory for future follow-up, after you have developed credibility and it can be introduced without affecting it. Whatever you decide, don't switch hats mid-introduction! You and your services are still being sized up, and once you say … "Hey, I also …. " the value of your first service is pushed aside to share the stage with the other service you provide.
And what about the referral I had for the gal I met? It was taken care of, in a professional manner, by someone else more focused on what they do - who also has more than one business. Hmmmm …
Nancy Geiger, Productivity Resources, Inc. www.productivityresources.net Olympic Business Exchange Chapter, Silverdale, Washington
To the Next Level
Partnerships: The POWER Advantage
Besides "Price, Product, Promotion and Place" what other distinct advantages do you have over your competitors? Partnerships are one of the pillars of success. Strong partnerships are what enable many companies to grow. While business owners attempt to keep costs lean and mean, sales are so critical for the survival of a company that it cannot be trimmed.
How much would it cost you to employ a salesperson to increase your sales? Why hire additional salespeople when you can leverage your partnerships to increase sales?
The sales function is a time consuming task with a constant need to fill your pipeline with fresh, qualified prospects on a regular basis. Qualified prospects do not come from a cold contact situation but from building a strong referral network.
A strong referral network consists of 30–40 members whose trade and professions are in fact symbiotic, complementing one another. Imagine how powerful your business could be when you have a network of advocates who strongly believe in what you do?
Being part of a strong referral network (your BNI chapter) will only be meaningful and powerful when you treat your network as your partners in business. You can maximize your network's POWER when you start to take a different perspective of the chapter you belong to:
P: Partners
Your network members are your partners. Partners are treated with respect and trust, regardless of their trade, profession or status. All should be treated alike. Respect your partners for their time and the confidence they have placed in you. Partnerships work as a peer advisory group, offering each other encouragement, support and problem-solving.
O: Opportunity
Every partner in your network presents an opportunity. Their association with others is an opportunity for you. You never know who is within each member's network of contacts!
W: Winning Team
You belong to a winning team—your BNI chapter. This attitude will motivate you to excel in your profession. A winning attitude is contagious. Surround yourself with winners.
E: Experience & Expertise
Business success takes vision and insight. Your referral network can help you look at the big picture that can have a major impact on your company. If your chapter members come from diverse backgrounds, their combined experiences and expertise will prove valuable when you are faced with business issues.
R: Return on Relationship—Referrals
When you spend time with your partners, relationships are strengthened. The rewards will come when your partners start sending referrals your way. Your "Return on Relationships" will depend on how much you give and contribute. The old adage is true. "The more you give, the more you'll receive."
A shift in attitude towards your referral network will impact your end results. You will profit from partnership—that's the POWER you have over your competitors!
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| Simon Foxwell (forefront) with Peterborough City Council's Chief Executive at the opening of Welltech's new business headquarters. |
"99% of My New Business Comes Through BNI"
Not even two years ago, Peterborough technology specialist Simon Foxwell launched a one-man business from his home, offering IT support to small businesses and home users.
Simon had realized most IT support companies were only interested in chasing big contracts with major firms—ignoring the needs of smaller firms and home-workers. He created Welltech IT Limited to fill this void. He promptly joined BNI's Thorpe Wood Chapter.
"I know many BNI members attract a lot of new business through chapter colleagues, but in my case 99% of all our current contracts have come directly or indirectly from BNI sources," said Simon. "I am so pleased that I made the decision to join when I branched out on my own. It has been the making of Welltech, and enabled us to grow quickly."
Welltech recently moved into their new business headquarters, an event he says would not have been possible without his Thorpe Wood Chapter colleagues.
Not Just Another ReferralMaria Babb, with Middlesex Savings Bank, brought a visitor to our Wednesday morning meeting. After hearing my 60 second presentation, the gentleman approached me and handed me a referral slip. His church in South Attleboro was looking for a new sign. After several months of competition, I won the bid and we designed and installed a 14'x10' custom sign that included a large digital Electronic Message Center (EMC).
The EMC allowed the church to program messages and images from their office computer onto the sign for the congregation and the world to see on a daily basis. The following is from a letter I received from the South Attleboro Assembly of God this past February:
"…This week a young gentleman who was suicidal came in to speak with our pastor. He drives by the sign everyday and sees the messages that are posted. On Wednesday, he turned into our parking lot and came into our office. Our pastor talked him out of committing suicide, prayed with him, and showed him the way to faith in Jesus Christ. This sign is doing more than advertising a church location …"
One never knows where their business will come from or what ripple effects a small gesture, such as a referral, may have on someone's life. The referral was worth $40,000 in business for me, but priceless for the young man given new hope for his life!
Jeff Newman, President, SIGN*A*RAMA, (508) 875-7446
MetroWest Networkers Chapter, Middlesex, MA
On the Move with BNI
Recently, three colleagues and I relocated our office. In the process, two additional colleagues joined us. We moved into a previously unoccupied space, installing all new office equipment and lots of new furniture. As we were getting settled in our new office and I looked back over the entire experience, I realized how much my BNI contacts had impacted the entire process. All of the following were accomplished through one of our two BNI chapters:
- Located and leased office space
- Office design and layout
- Property and casualty insurance
- Mass mailing to clients and contacts with new contact information
- State of the art copier/fax/scanner/printer
- Conference room, reception and individual office furniture
- Phone system
- Welcome flowers from several colleagues who had been previously introduced to BNI florist
- Glass protection for desks
Rebecca Hooman, American Express Financial Advisors
Circle of Excellence Chapter, Pittsburgh, Pennsylvania
The Value of a Visitor
I conducted a Visitor's Day at the Lookout Chapter in Chattanooga over a year ago. The manager of a publication "American Classifieds" was in the audience. He didn't join, but he did take my card.
Eighteen months later, the phone rang. It was the same gentleman that had declined membership. He told me that the regional "American Classifieds" office had hit a rough spot. Turnover was at an all time high especially in the payroll department.
He needed help—now. I suggested we meet and talk more about the problem he was facing. I also asked permission to bring along an associate from BNI named Sean McDaniel, who happened to be a payroll expert. He agreed.
The three of us met and flushed out the primary issues that "American Classifieds" was facing. Within the week a one-year contract was signed and the payroll issues were solved.
The value from the visitor who did not join? $25,000 and the beginning of a long-term client relationship that can lead to more new business through word of mouth from a satisfied client!
Does BNI work? Depends on you and how you work it!
Edward L. Adams, SPHR, Executive Consultant
BNI Assistant Regional Director, East Tennessee Region
When a Coach Learns from a StudentI have been a chess professional for 25+ years. Throughout the years I have enjoyed playing chess on the highest level, coaching players and writing. Over the last 10 years, I have been doing all these things part-time while also juggling family and a full-time job.
In 2003, I met Dr. Ivan Misner and began coaching him in the game of chess. As it turned out Ivan in turn coached me in the games of networking and entrepreneurialship. During this time I was asked to be a contributor to Dr. Misner's bestseller "Master of Success." In the book, I shared the impact that chess had and continues to have on my life.
As a result of our discussions on entrepreneurial skills in the publishing world, I am now the published author of "Chess Exam and Training Guide: Rate yourself and learn how to improve." The book is for players at any level. The exam helps players identify their strengths and weaknesses, while the training guide outlines training strategies.
Today, five months after its release, I can say that the book is a success! The book has received worldwide coverage in prominent publications and is now carried in over 12 countries. You can find it on my website www.IamCoach.com, at www.Amazon.com or at a specialty store in your area.
Thank you Dr. Misner!
Igor Khmelnitsky
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I joined the BNI Edmonton Chapter about a year ago not caring much about the referrals I might get from the group. My main intent in joining was to be a part of a group of experienced business people. Business people who could help me escape from a situation where I had not only stagnated in my business but was quickly free falling without a reserve.
I'm in the fraud investigations business and a year ago my main source of revenue was drying up. Insurance companies were cutting back and I knew that if I wanted to maintain a market share I would have to drop our fees, however, my costs were steadily increasing.
When I joined BNI it had been 4 to 5 years since I actively networked. BNI's Executive Director of Northern Alberta, Mr. David Donnelly took me under his wing and helped me re-learn the basics of communication, sales, marketing and presentations.
David has had a huge impact on the way I do business. Now I feel confident enough to talk to anyone about our products and services as well as identify and network new markets!
Martin Maylor, Marwen Consulting Group Inc., www.marwen.ca.
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Bill Mills, BNI Executive Director for Orange County, California was asked to speak at a Financial Women International meeting this past February. He invited all the members of OC-BNI to the presentation. I decided to attend the meeting.
When I arrived I found myself seated next to Melissa Curzon from the San Clemente California Bank and Trust. We chatted for a little while and I told her that I was in the travel business. She immediately told me that the Financial Women International Association was in need of a travel agent for their upcoming international conference this September and then asked if I was interested.
I am now the contact person for any and all travel needs within the organization. I am delighted and so thankful that Bill invited me to attend that meeting! You just never know where that next lead is going to come from.
Teddi Boston, Gallery Travel, teddi@gallerytravel.com
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I joined BNI last September with a fear of public speaking and entirely unsure I could explain homeopathic medicine effectively. Since then things have really changed. This April, I accepted the President's role in order to further challenge my leadership skills and my business has grown by 50%! BNI has helped me find a venue to facilitate my own personal growth in addition to moving my business forward.
Allyson McQuinn, Arcanum Wholistic Clinic, Doctor of Homeopathic Medicine
Power Lunch Chapter, Eastern Ontario, Canada
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When I was first introduced to BNI, I viewed it as just another networking group looking for members that would not offer much in return. However, I decided to give BNI a try. I needed networking help because I was in the process of changing my business to web design and development. Within six months of joining I had a good core client base—all BNI referred. Two years later I have a thriving web design business—still all BNI referred.
Through BNI I am surrounded by a network of professionals that I trust enough to use and refer. I recently sold my house and purchased another. I had easy access to a real estate agent, a mortgage broker, a banker, a home inspector, a home appraiser and a lawyer. What other venue could help build or increase your business and simultaneously provide quality professionals to rely on?
Pat Gauthier, President, WebSupport 4 U
Ottawa South Chapter, Eastern Ontario, Canada
Submitted by Denis Brisson & Jocelyne D'Aoust, Executive Directors, BNI Ontario
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I joined BNI in April of 2004. When I reviewed my business at the end of December, just eight months later, I realized that over 50% of my overall business came directly from BNI.I project that my business will grow 80% in 2005—from BNI alone! I never thought that BNI would generate such a tremendous volume of business for me. What a superb network of people! I don't doubt that my business will continue to grow because of BNI. That's why I signed up early for my 2-year renewal.
I love BNI-ing!
Kenny Hoo, Geomantic Research, Uptown Chapter, Malaysia
Submitted by Avryl Au, National Director, BNI Malaysia
Breaking NewsBiggest Ever Members' Day 2005
Friday, June 24, 2005 is expected to be the largest BNI Members' Day ever. This event is being held at London's prestigious Queen Elizabeth II Conference Centre. Featuring BNI Founder and CEO, Dr. Ivan Misner. Don't miss this opportunity to business with up to 750 BNI members, while learning valuable new networking skills. There will also be valuable workshops on how to grow your business run by BNI's most experienced directors from around the United Kingdom.
For more information, visit here.
$57,000 and Counting!
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Marjan A. Manzil, National Director of BNI Sri Lanka, Dr. Ivan Misner, BNI's Founder & CEO, and Elisabeth Misner, Administrator of The BNI-Misner Foundation, with a check for more than $57,000, all of which will go to Relief Efforts in the areas devastated by last year's Tsunami. |
BNI and The BNI-Misner Charitable Foundation would like to thank all those who have made donations for your generous contributions to our Tsunami Relief Fund.
Together, with BNI's $15,000 donation, we have already raised more than $57,000!
The donations collected are being given to the following organizations to assist with relief efforts throughout the areas hit by last year's tsunami:
- $10,000 - Disaster Emergency Commission
- $1,820 - Samaritan's Purse
- $1,200 - U.S. Commission for UNICEF
- $45,000 - Red Cross of Sri Lanka
Thanks to all of you who have helped us to help others in this program. The BNI-Misner Foundation is continuing to accept donations via check or credit card. To contribute, go here.
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Kuala Lumpur, Malaysia is going to be the venue for the first international event for BNI members. The BNI Worldwide Conference will be held June 22nd through June 24th, 2006.
The event will celebrate not only the first 20 years of BNI but also the fulfillment of Dr. Ivan Misner's vision that BNI become a truly international networking organization.
BNI has taken off in Malaysia, which as a country can boast the highest average chapter size in the world. Congratulations to National Director Avryl Au and her team of dedicated Directors.
Dr. Misner will deliver the keynote speech, and has promised to deliver a Master class. The Event will bring together members from Australia, New Zealand, Sweden, the United Kingdom, India, Singapore, Malaysia, the USA, China and many more.
For members searching for contacts in other markets, here is an opportunity to meet BNI members in friendly surroundings. There will be trade stands and focused opportunities to network.
Other speakers include the Master of Presentation Skills Andy Bounds, and Gunnar Selheden, the National Director from Scandinavia and Poland. We are hopeful that Martin and Gillian Lawson, National Directors from the UK, who have been very successful rolling out BNI in that country will also speak for us.
Kuala Lumpur is a great city of modern architecture, excellent cuisine, and has tremendous facilities for golf and shopping. The Cameron Highlands are beautiful and cool and the jungles are worth a visit.
Don't miss the opportunity to become an International Networker!
For more information please visit the website at www.bni-worldwide.com.
Print This Edition is BackAt the request of a number of subscribers the Print This Edition feature has been added back to the menu of options in SuccessNet. You can find it in the top navigation bar.
Based on your feedback, we now know that a number of Chapter Presidents print out copies of SN to share with their members at chapter meetings. Others share SN as a marketing tool for chapter visitors and prospective members. While still others just like to read SuccessNet at their leisure and keep the hard copy for future reference.
Of course, current and past editions of SuccessNet will continue to be available online at www.bni.com. But for those who still prefer paper and ink to cyberspace, Print This Edition is back just for you!