BNI SuccessNet - May/June 2003

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BNI: A Great Opportunity for Professionalism
By Graham Southwell, National Director, New Zealand

The BNI sub-themes we are tackling for this issue are "opportunity" and "professionalism"—what appropriate themes for a networking organization such as BNI!

Anyone who, like me, has been involved in running BNI chapters for a period of time is likely to have been asked on at least one occasion, "What are the benefits to me of joining a BNI chapter?"

In the early days, when I was first establishing BNI in New Zealand, this question could sometimes catch me on the back foot. Before I knew it, I found myself seeking to justify the cost of membership, listing the tangible benefits such as the card file, books, orientation CD's, listing one's business on the Australia/New Zealand website etc., as if these in themselves were reason enough for joining BNI.

Today, with some 46 chapters and over 1,100 members, I find that I have a very different reply. Without a second thought I am likely to tell them that membership of BNI gives you the "opportunity" to grow your business as well as your "professionalism."

Opportunity
The BNI model has evolved over a period of time and provides a highly refined system that will work for anyone who is prepared to give it a chance. Does it work? You bet it does! However, in the majority of cases, members will only get out of BNI what they are prepared to put into it.

How many directors have ever been asked by members what they should do to improve their success in their BNI chapter and to maximize their opportunities? As directors we are trained to encourage members to work the program. I will often suggest that the member listens again to the BNI orientation CD, they re-attend an MSP training sessions and they look at their attendance, their dances, their 60-second presentations and the number of referrals they have been able to give to their fellow members. Then I may direct them to some of the excellent education material such as books and CDs.

The fundamental message is that members need to get involved to put themselves in play. In this context, analogies between membership of a BNI chapter and a sports team are obvious. Sports require dedication, training, tactics, teamwork, leadership and competitiveness; these qualities help BNI members, as well as athletes, succeed.

In truth, the lesson that sports mostly teach is conformity and sticking to a narrow range of options. Sports are, at heart, rule-based activities. The excitement is generated in tiny variations in otherwise predictable patterns of play. Watch a baseball game or football match and you will see the same shots or moves time and time again. The top teams are the ones that exercise the fundamentals flawlessly while the winner is usually the team or person breaking up play with an unexpected flash of genius.

To "seize the day," members need to take a step out of the secure comfort zone as defined by traditional business models—the tried and tested safe marketing techniques—to abandon the traditional "Lone Ranger" approach. Instead members must strive to become players on their team or BNI chapter. When you have a chapter of 30 to 40 business people from different backgrounds, trades and professions, all working together as a single business unit, actively looking for business opportunities for one another, sharing ideas and opportunities, carrying out joint marketing initiatives and promoting each other through strategic alliances, the opportunity for each and every member of the team to grow their business is limited only by one's imagination.

Professionalism
The key to it all, of course, is professionalism. Many people have commented to me that the one thing that attracted them to BNI over other networking groups is its professionalism. In today's competitive marketplace, you will beat your competition every time with your professionalism: delivering on time, turning up when you say you will, sticking to deadlines. The mere fact that you participate in a BNI chapter says something about you and sets you apart from your competition. Let's face it—it takes professionalism to be at a 7 a.m. weekly breakfast meeting on time each week; for many out there in the marketplace a commitment of this nature is simply too hard.

All kinds of things occur to BNI members that would not otherwise have happened were it not for their decision to commit to the program. A whole stream of advantageous events will flow from your decision to take advantage of the opportunity. All kinds of unexpected chance meetings and material assistance will take place, which no one could have foreseen. For the moment you definitely commit yourself is the moment that Providence also moves.

So enjoy your time in BNI, and celebrate your successes.

HUDDLE TIME
Be a Giver and Gain
By Ivan Burnell

Why would you choose to be a giver? This is a vital question for you to ask yourself in reference to your profession or business. The answer is quite simple, although it may seem difficult to understand. The answer: because you will make a greater profit, sell more product and if you work for someone else, you will have a job for life. Besides that, you will also feel good about yourself.

How do I know that this is true? Because I did it and it worked. I was a struggling life insurance salesman when I decided to become what I call a giver. To do that, all I had to do was to tell the whole story about my product to prospective clients, never leaving out any facts or information. At first I was terrified. Would anyone buy anything from me if I told him or her about all the good points as well as all the possible bad points of the product?

The results were exciting. Within six months I had doubled my sales and then doubled again six months later. After the first six months I stopped asking for leads and references because I was getting more than enough without even asking.

So it paid to be a giver. In my workshops, I make a joke about this by saying that the greediest person should learn to be a giver and make a lot more money with a lot less trouble.

Personal Peak Performance
Why be a giver? Because if you aren't a giver now, you either already are or you will become a taker. And what's wrong with that? Ponder this statement for a moment: "Givers are given to and takers get taken!" It may not happen immediately, but that is what eventually occurs.

You can prove this point by observing people around you. Observe the givers as well as the takers. Watch their attitudes and their actions. Then take note of what happens to them along the way.

Takers tend to be critical and judgmental of the success of others, which leads to their becoming resentful and angry. Anger clouds the mind and confuses the problem-solving capabilities. That is why otherwise intelligent people will do something foolish and will needlessly get themselves into a lot of trouble and become vengeful.

Givers tend to be accepting of what is. They know how to let go of past problems and hurts while learning from the experience and applying that knowledge to present situations. Givers tend to be happier and healthier because they are not burdened with resentment or bitterness for what should be. Once you have observed both the givers and takers, decide which you want to be and then stick to it.

What Do You Think?
Are you a giver or a taker? The highest form of giving is to allow others to be who they are and allow them to take full responsibility for the results of their own actions, whether it be the kudos of success or the disappointment of failure.

Complaining about what is wrong with the world is foolish and useless because nothing will change. What you will do about it is the thoughtful question to ask yourself. When you have an answer, do it to the best of your ability.

Ivan Burnell is the president and founder of International Personal Development and IPD Publishing. He has written two books, "The Power Of Positive Doing" and "Say YES to Life." He also has a tape series called "The YES Factor" and a variety of single subject tapes that you can see at his website. For more information on current courses being offered, or to obtain copies of books and tapes, contact him at:

International Personal Development
PO Box 277 ~ Center Ossipee ~ New Hampshire
USA ~ 03814-0277 ~ 1-603-539-4795
Or visit our web site at http://www.yesfactor.com.
Article used with permission from Ivan Burnell.

HUDDLE TIME
10 Tips for Sowing Vintage Relationships
By Jon Barsanti, Jr.

My wife has a passion for wine tastings. I have a passion for referral meetings. After years of attending both, I discovered that the process of creating fine wine shares many things with the process of creating great referral business.

Stressors cause the roots to grow deeper. The same energy that will later generate grapes must be first used to establish roots. The same holds true when developing your network. You may struggle in your attempts to find the right chemistry of the group. Your struggle will pay off in the long run.
The best wines come from handpicked vines. Handpick your members. Only allow people into your group who have been referred by a member. Mass marketing to find members may generate great yields of low hanging fruit. Once the low hanging referrals have been picked, the strangers in your group will become frustrated and take their vines elsewhere. Imagine pulling up a tree every year and wondering why it doesn't grow.
Vines need pruning. The same is true with referrals. If the referrals are too "thin," your conversion rates will be low and your productivity will suffer. If you are getting bad referrals, prune them back.
Weeds need to be removed early and often. "Negaholics" are the weeds of contact groups.
The best wines come as a result of picking the grapes when they have the optimal sugar content. If the grapes stay on the vine too long, they can become too sweet. If a heavy rain comes through the region, the same grapes can become diluted through the absorption of excess water. As soon as you receive a referral, follow up with it. The hot referral may change his or her mind, or someone else may come along and pick it.
Vines need time to develop. Young vines need time to mature and to acquire the characteristics that the vintner wishes to market. In referral groups, during the first few months everyone tries to figure out what each other does and who would be good referrals for each other. It may take several months for you to see results after joining.
Year after year, the same vines will produce different results. Conditions vary year to year in referral groups as in vineyards. You may receive great business from your group one month, or one year, followed by months of non-productivity. Stick with your group.
As time progresses, vineyards will actually produce fewer grapes, and those grapes will have incredible flavor. Old-vine wines cost more. The same is true in your network. The first referrals will be the easy, low-hanging referrals. Often the first referral received will be self-referrals, which allows the referrer to test-drive your product and services before referring you to their family, friends, co-workers or clients. Finally, after several months, or years, you may get an old-vine referral, which may be worth fifty or sixty times the value of the early referrals from the same source.
Sleeping all spring won't produce a harvest in the fall. Some people join referral groups to get referrals, and choose not to pass referrals until the group gives them qualified referrals. You must give referrals before you will receive referrals.
Rose bushes are more susceptible to the bugs and diseases that will destroy the grapevines if left untreated. For this reason, some vintners plant rose bushes at the end of rows of vines to monitor the area for bugs and disease. A group's attendance policy is its rose bush. People who miss meetings regularly will also miss the opportunity to generate and receive referrals. These people can become fruitful if caught early, or they can be weakened until they fade away.

Creating vintage relationships, as creating great wine, requires time and energy. Choose carefully.

Jon Barsanti has been a realtor for the past twelve years. He first joined BNI in Milwaukee, WI, in 1997. He is married to Tami and lives in Greensboro, NC. Other articles he has written include those pertaining to urban planning.

HUDDLE TIME
Referral Etiquette
By Shelli Howlett, Executive Director, BNI DFW/Austin/San Antonio

Here are some tips on how to be the best member you can.

During a BNI meeting, professionals are required to do one of the following during the referral portion of the meeting:
1. Say, "I have a referral" (or two referrals, etc.)
2. Say, "I have a testimonial." It is important that you only give only one testimonial here so you don't dilute the "specialness" of the person about whom you're testifying. Remember in your testimonial that we don't use the word "lead." Use the word "referral."
3. Say, "I have a guest who has filled out their application today." (Something positive that you contributed.)
"Thank you's" are no longer acceptable at the referral part of the meeting because this is the portion of the meeting to give. Think about it. A member can stand up and say "thank you" every week for getting three referrals a week for himself, but never give referrals. That is what this portion of the meeting is all about, giving.
Interrupting during 60-second introductions or the referral/testimonial portion is unprofessional and uncomfortable to the speaker. Be empathetic to the speaker. Please come early during open networking or stay after to ask your specific question. BNI wants to deliver the highest quality networking event possible.
Write up referral slips ahead of time. All paperwork is completed before meeting with a customer, right? Why not fill out the slip in advance as it saves time and shows we are professional. Visitors will see that by passing tons of referrals, there are big results with your chapter. This also keeps current members excited.
Writing up a referral every few weeks for "add on" business (e.g. a woman writing up another referral slip for a lipstick she buys from a Mary Kay director every few weeks) does not constitute a new referral. This does not count as a new sale, thus it's not a new referral, just a re-order.
Lastly, giving a "contact" to another member does not count as a new referral. Why? This is not a bona fide referral of a person you will call and then set an appointment with and present your product or service to make a sale. Although contacts (such as speaking engagement at your office) are nice and may lead to referrals later, they do not count as referrals.

Breaking News
Dr. Misner Invites Submissions for New Book

Have you achieved success in your career or life? Would you like to join the ranks of Erin Brokovich, Tom Hopkins, John Gray, Wayne Dyer and Vince Lombardi, Jr., and contribute to a new, exciting book by a pair of popular, best-selling authors?

If so, Ivan R. Misner, Ph.D., and Don Morgan invite you to submit a story for their new book, "Masters of Success." If selected, your name will be added to those who helped make Misner and Morgan's last book, "Masters of Networking," a "New York Times" and "Wall Street Journal" bestseller. Those names include Deepak Chopra, Fran Tarkenton, Mark Victor Hansen, Harvey Mackey, Bill Gates and many more.

If you are interested in submitting a story, go to www.MastersofSuccess.biz for more information.

BNI and Brian Tracy Int'l Form Strategic Alliance

BNI and the Brian Tracy organization have recently agreed to a reciprocal referral relationship whenever possible.

Brian Tracy is one of the world's leading authorities on personal and business success. His fast-moving talks and seminars on leadership, sales, managerial effectiveness and business strategy are loaded with powerful, proven ideas and strategies that people can immediately apply to get better results in every area.

BNI Staffer Coins Catch Phrase

Casie Walters, BNI's Franchise Compliance Coordinator, came up with quite a catchy phrase to share with recruits and members alike:

"RACE to a local BNI meeting today, because Referrals Are Critical Elements to building a Bigger Net Income!"

Submitted by Dr. Ivan Misner.

BNI HAPPENINGS — United States
BNIMASS Awards Excellence


	The "Largest Kick Off" award. Can you tell which chapter?


	Erick Jacobson, "Rookie of The Year."


	Dave Delaney from the Quintree chapter accepts the "First Chapter over 50" award.


	Brian Ahronian from the Medway chapter accepts the award for "Most Chapter Growth."

Patti Salvucci, Executive Director of BNIMASS, hosted the annual Awards Luncheon at Bentley College on March 17, 2003.

Submitted by Richard Bloom, Assistant Director.

Members Master MSP in West Michigan

BNI Member Success Program (MSP) graduates attended class on January 24, 2003, in West Michigan. MSP training is a great way for new members to hit the ground running. It's also a great way for seasoned BNI members to get more effective. If you want to learn how to get more referrals or if you want to learn how to find more referrals for your members, consider an MSP workshop.

Submitted by Dan Georgevich.

BNI Shines at Arizona's Northwest Business Expo

The Northwest Business Expo held in March at the Rodeway Inn Event Center was a great success. Sponsored by the Northwest Chamber, BNI had a booth at the Expo. Many BNI members from all of the Tucson chapters were there manning the table and networking with other business professionals.

Special thanks to Don Ness, Kara Mantey and Janet Sandler for their help staffing the BNI booth. Special thanks also to our own BNI ambassador, Nohl Lyons, for taking care to see everything was set up and good-to-go. We also want to thank Brigitte Cornelius, Kara Mantey and Betty Jones for their gracious donations of gifts that were given to participants of the Expo as a drawing prize.

Some of our BNI members also had booths at the Expo, including Kiernan & Associates, staffed by Dianna Lee, Jack Stempe and Tim Stoltzfus. Travis Williams of Triune Computer Services had a booth as did 690 KVOI Radio, staffed by Jennifer Stafford.

Submitted by Dan Pressler.

Multiple Chapters Mix It up


	Chip Leonard, Glendora chapter member, BOA member, networking.


	We played business-card bingo. Here is everyone was anxiously filling their card.


	Dr. Misner talking to Lenny Pokorski, BOA member, and Vic Kuroghlian from the Covina chapter.


	Judith Harper, incoming Covina chapter president, and Lynn McCaslin drawing and awarding door prizes.


	Elisabeth Misner surprised all with a preview of the BNI song that she composed.


	Dr. Misner's presentation was understandably captivating.

On Friday, March 21, 2003, the Covina, South Hills, Glendora, and Tri-Cities chapters got together for a multi-chapter mixer. Over 70 members and prospective members attended, and the mixer was highlighted by a presentation by Dr. Ivan Misner and a surprise performance by Elisabeth Misner. Checkers Catering, a Covina member, catered the event.

Submitted by Tony Dalia.

Panel Addresses Questions at Visitor's Day


	From left to right, the moderator of the panel (standing) is Phil Germer with Y2Marketing. The panelists included Tom Wenzel with Prudential Securities, Renee Gangloff with Weekenders, Ron Guthrie with Washington Property Inspection and Kirsten Conrad with AFLAC.

The Referral Masters chapter in Federal Way, WA, had a Visitor's Day on March 20 at which they hosted about 50 visitors. For the presentation at the Visitor's Day, they had a panel of members to discuss the visitor's questions. Some of the questions they addressed regarded the attendance requirement and why it's important to attend the meetings, the cost/benefit of BNI membership and the advantages of BNI membership to a new business.

Submitted by Connie J. Hinton, BNI-NW.

Bulldogs Host Joint-Chapter Meeting

The Business Bulldogs from Redmond, WA, hosted a joint-chapter meeting on February 28 at Honeywell Learning Center with about 125 networkers representing eight chapters from the Seattle area. The main presentation for the event was a panel discussion by key members from the East King County chapters. The moderator was Gary Jacobs, Executive Director for the Tacoma/Olympia region. The panelists included Mindy Garner, Coldwell Banker Bain, with the Business Bulldogs; Roger Hammstrom, Simply Color, with the Redmond Business Connections; David Roy, The Seamount Group, with the Kirkland Eastside Exchangers; and Franz Lewis, Absolute Mortgage, with the Issaquah Business Builders.

A special thanks to Kari Dickerson with Freedom Billing and Michelle Wicks-Cypher with Mary Kay Cosmetics from the Business Bulldogs for coordinating this event.

Submitted by Connie J. Hinton, BNI-NW.

Chapter Reaches Potential Members at Expo

Members of the Paradise Valley Success chapter of BNI in Phoenix exercised their networking skills at the Arizona Women's Expo on April 12 & 13, 2003. The members used this event to share the benefits of BNI to all business professionals while seeking guests for their next chapter meeting. This is part of the chapter's growth strategy in reaching their member totals for the 2003 Member Extravaganza.

Submitted by Stephen A. Deubel, BNI Sr. Area Director.

BNI HAPPENINGS — Barbados
Barbados' First Chapter Celebrates Anniversary


	From left to right: Leroy Harris, Marva Belgrave, Albert Field, Mark Martindale, Malvin Drayton, Nancy Butcher, Davidson Christmas, Heather Mandeville, Anthony Smith and Roger Gibbs.

Forming on February 20, 2002, the Bridgetown chapter was the first chapter to be launched in Barbados. We now have a membership of 30. Pictured are the Bridgetown chapter first year members. These are members from the core group.

Submitted by Curtis Belgrave.

Member Bakes World's Largest Rum Cake

The recently designated "World's Largest Rum Cake" was baked right here in Barbados by Shane Johnson's Bakers Choice company. Shane is a BNI member from the Bridgetown chapter.

The 423-pound cake was baked for a special occasion and was certainly was a huge hit!

Baker's Choice will ship their products anywhere in the world so BNI members can contact Shane at rumcakes@caribsurf.com.

Submitted by Marya Belgrave.

BNI HAPPENINGS — Sweden
The Most Delicious BNI Breakfast in Scandinavia

Last fall a new BNI chapter in Gothenburg kicked off. It was a huge success. In a very short time the chapter had almost 30 members and lots of business being referred every week. They say that the road to success often runs through your stomach. In this case it must be true. The venue, Sj�magasinet , is a celebrated gourmet restaurant that has had a star in the prestigious "Guide Rouge" (formerly "Guide Michelin") since 1999.

The legendary chef Leif Mannerstr�m has won almost every prize for cooking that exists in Sweden. He also was responsible for the menu served to President George W. Bush when he visited Gothenburg two years ago. As a sign of gratitude, President Bush invited Chef Mannerstr�m to come to Washington and cook for him at the White House. A great honor of course!

Submitted by Gunnar Selheden.

BNI HAPPENINGS — The Netherlands
First Dutch Group Set to Launch


	Standing from left to right: Jos Essers, Regional Director for The Netherlands, Hans Karel, Ronald Beekhuizen, Henk ven der Leest, Ronald Kloots. Kneeling from left to right: Arno Duyvesteyn, Frank van Lier and Geert Nielander.

The first BNI core group in the Netherlands is now meeting in The Hague, where the Dutch parliament meets and the Queen resides. The chapter was set to launch officially at the end of April. The group meets at Mercure Central, Den Haag Hotel for breakfast every Wednesday at 7:00 am. They are great at inviting visitors.

It is very exciting to work with a group of highly qualified professionals who are so dedicated to and motivated by BNI. The picture was taken by Lean Langereis of Ad Lumina graphic design, who has decided to join as well.

Submitted by Jos Essers.

BNI HAPPENINGS — United Kingdom
Members Reap BNI Rewards

The following examples highlight the success that being part of BNI is bringing to members all across the UK:

Neil Caton, Chelmsford chapter, electrical contractor: �200,000 deal.
John Herbert, Colchester chapter, office refurbishment: �300,000 and growing.
Paul Hawkins, Canterbury chapter, security: spectacular business growth and love!
Tony Clifford, Maldon chapter, marketing: �150,000 in first year as a member.
Richard Epps, Ashford chapter, builder: �2 million in 2 years.
Paul Greenham, Maldon chapter, builder: �60,000 in one year.

Submitted by Robert French.

Member Launches New Gallery

Contemporary art enthusiasts and BNI guests celebrated the recent opening of one of their member's new Interior Angle Art Gallery in the West End of Chelmsford. Members of Central chapter worked with Richard Turner to ensure that the refurbishment of the premises was completed in time for the opening. The success of their Colchester gallery and picture framers encouraged Richard and his daughter Soo Turner to create a stunning new art gallery in Wells Street Chelmsford.

"I would just like to say a huge 'thank you' to all the people who have helped to turn our vision into reality: the gallery you see today," said Richard Turner. "We are delighted to return to the center of Chelmsford. We look forward to introducing customers to our new Art Advice Service for corporate and private customers who seek guidance on the best use of art in their office, hotel or home."

The Mayor of Chelmsford, Cllr. Maurice Hurrell joined the celebrations. "I would like to congratulate you, Mr. Turner, on opening this interesting gallery, and I complement Soo on her inspiration," he said. "We, as a council, think that the West End of Chelmsford is calling out for more art projects, and we hope that your vision will encourage others."

The exhibition of contemporary paintings, sculpture and photographs attracted interest from artists (one had traveled from Devon), celebrities, including Simon Brown from Colchester United and existing customers. A donation from sales was given to Multiple Sclerosis Resource Center Colchester and John Grooms.

Richard Turner first opened in the Meadows Chelmsford in 1994. Interior Angle now runs two art centers in Essex: Chelmsford and Eld Lane Colchester.

Submitted by Sally Carpenter.

Breakfast? It's a Haggis Dinner for Tayside Members

Tayside chapter Director Jack Barton is well used to addressing members around the breakfast table, but when the chapter was invited to a fund-raising dinner at the home of fellow member Olwyn Jack, he found himself having to address a very different audience: a huge haggis!

Voice coach Olwyn had organized a Scottish ceilidh for BNI colleagues and friends at her home, Duntrune House, where they enjoyed panoramic views across Dundee and the River Tay while being treated to a traditional Scottish meal including cockaleekie soup and tipsy trifle.

"Jack was the natural choice to perform the ceremonial addressing of the haggis," said Olwyn, "Even so, we made sure he had plenty of whisky to get him in the mood!"

Following dinner, members and partners took part in Scottish country dancing and were treated to a recitation of the old Rabbie Burns classic, "Tam o' Shanter." The evening raised funds for two charities, Carpathian Aid, and the Maggie's Centre being built in Dundee to support cancer victims and their families.

Member Shares PM's Hot Seat

When Carl Barton arrived to chair a meeting of the Leeds Armouries Friday chapter on Valentine's Day, he was taken aback to see Tony Blair suddenly walk past him.

Admittedly, he had encountered some resistance getting through the police and security cordon around the Armouries building, which he knew couldn't possibly have been for him and probably not even for BNI's Executive Director Niri Patel who was due to attend the meeting. But Carl had no idea just who was expected, until he bumped into the Prime Minister.

"It turned out that Mr. Blair had decided to use the same venue for his own breakfast meeting with local businessmen prior to his trip round Yorkshire," said Carl, boss of Im-Press Promotions. "It was strange knowing that he was leading a business breakfast in the room next to ours, but of course the meeting was top secret and the security was very tight. However, I'll bet we generated more business that morning than even he managed!"

Access to the Leeds Armouries might well have been denied to BNI members altogether had it not been for the fact that its corporate sales manager, Jim Vincent, is also a member of the chapter. He had a vested interest to ensure its breakfast meeting went ahead.

"I was only chairing the meeting because our chapter director was on holiday," said Carl, "but the experience gave me a good practice run in the hot seat, which I'll be taking over very shortly."

BNI HAPPENINGS — New Zealand
Albany Business Wins Alinghi Contract


	Norma, Ann and David Wilson.

It's shipshape and Albany fashion for MW Cleaning, whose recent landing of the cleaning contract for Swiss America's Cup challenger Alinghi firmly anchored their Christmas holidays on the North Shore.

Referred by a satisfied client 18 months ago, managing director of the Piermark Drive business, David Wilson, says there were stringent checks before being accepted into the prestigious boating enclave. But once satisfied that former sailing enthusiast David was honest enough to declare his allegiance to NZ's hopes (and enthusiastic about giving 110% value to the visitor) David, Norma and Ann Wilson plunged into providing Alinghi and crew with complete laundry and cleaning services. MW Cleaning helped them "set up from scratch" with every essential necessary for their stay.

Security is tight surrounding the event; substantial checks were made before MW Cleaning was accepted. All staff must have security clearance, and a guard is always with them while work.

David's main task was to find enough experienced staff to complete the contract. They didn't want to take on unknown personnel, preferring to use their pool of excellent employees. With 10 such staff on the books, MW Cleaning managed to meet Alinghi's needs.

A Suppliers' Day saw the Wilsons aboard the Alinghi support boat, where they were wined and dined in style. A Christmas party was also held with European flair; 25 tons of snow provided some much needed nostalgia for the crew.

David praises the Alinghi crew's high standards in every respect. "They are excellent to work with, extremely polite and courteous," he says. "The best scenario is that New Zealand wins the Louis Vuitton Cup-and Alinghi returns."

Submitted by Graham Southwell and article provided by "FocusNZ."

BNI HAPPENINGS — Singapore
Notable Networkers Night Brings Chapters Together

The evening of March 27 was a networking event for recognition and interaction. This special occasion gave due recognition to the notable networkers in BNI. They are valued members who give lots of business referrals and regularly bring visitors to their meetings. At the same time, it was also a great opportunity for members of the different chapters to mix and mingle.

Elizabeth Chin, president of Oasis chapter received the award for "Top in Referrals" among all the chapters during the period between September 2002 and February 2003.

Submitted by Chow Boon.

Two Members Honored with Gold Club Member status

BNI Singapore is pleased to announce two recipients of this coveted "Gold Club Member" status. The two outstanding members are Mr. HQ Yeo (Pinnacle chapter) and Ms. Elizabeth Chin (Oasis chapter). Each of them has sponsored more than six members to their respective chapters. They now proudly wear their black badges at their meetings, symbolic of their much-valued contribution. Congratulations to both of you.

Submitted by Chow Boon.

PROSPECTIVE MEMBERS
Is BNI for Me?

So you've recently been invited to a BNI meeting and wonder where you fit into the mix! First of all, let me say, thank you for checking us out. We've been putting business professionals together for over 15 years in a word-of-mouth marketing environment. To date, we are the largest business-to-business networking organization in the world! 40,000 plus members feel that BNI is certainly for them. We hope you will agree!

BNI was started in 1985 with a single purpose: to develop the referral business of the members. From that point, BNI has grown to the vast networking group it has become. We allow one person per profession to join each chapter, thus guaranteeing exclusivity to the members in their business category. If you are a florist, you will be the only florist in your chapter! One member values his chair at the table each week to be worth over $30,000, because that is the amount of referral business his fellow members generated for his company in one single year.

Annual membership in BNI costs less than a business suit—it's the most cost-effective way to market yourself in today's highly competitive marketplace. If you value having 20 to 30 other business people marketing you to others, then BNI is the right place for you! We hope that you like what you see and that you will join a chapter near you and experience firsthand the difference a structured referral system can make in your business.

For more information about BNI and our chapters throughout the world, please clink on www.bni.com.

FAQ's
Ask BNI

This is the place where you can ask any question about BNI. If you have a question for BNI's CEO and Founder, Dr. Ivan Misner, send it to askbni@bni.com. He will post his response here, as space allows. From time to time, a guest Director will post a response. You may view other questions Dr. Misner is posed by going to www.entrepreneur.com/Community/CO_ExpertsInfo/1,4586,300965-----,00.html, where Dr. Misner participates in Entrepreneur.com's Ask the Networking Expert.

Q: I'm often at networking events where I have to stand up and briefly introduce myself to many people all at once. Do you have any suggestions on how I can improve my introductions?

A: Memory hooks are excellent tools to use when you are introducing yourself to many people at networking events. A memory hook is something in your introduction that so vividly describes what you do, people will be able to visualize it clearly in their mind's eye. This visualization of your product or service makes it easier for them to refer you whenever they meet someone who needs your service.

For example, many years ago I met a telephone equipment sales rep at a networking meeting. When his turn came to give his 60-second commercial, he painted a vivid picture in everyone's mind about the type of company that needed his product. He said, "The next time you're in someone's office, look at their telephone system. If they have a phone system with fat wires, they need me."

He explained that old phone systems use thick wires, while new, more advanced systems use thin wires. Consequently, anyone with fat wires has an old, inefficient phone system, and he could offer that person a more cost-effective alternative. To this day, every time I go into someone's office I look under the secretary's desk to see if the phone system has fat wires! (I've had more than one secretary say to me, "Dr. Misner, is there something you're looking for under my desk?") It's been more than 10 years, yet I still remember that memory hook as though it were yesterday. The result is that this salesman, in effect, has many "salespeople" like me out in the business community looking for businesses that need his service.

A good memory hook doesn't have to be funny, but it helps. A skin-care consultant once rose at a meeting I was attending and said: "If you have a face, you could use my products. If you know someone who has a face, they could use my products." A lot of people remembered her because of her humor in describing her target market. She went on to explain to everyone that her products were not just for women, but for men, women and children—anyone with a face.

At a different meeting, a rotund fellow who owned a popular Italian restaurant stood up. While holding his belly out for all to view he exclaimed, "As you can see, I'm a walking billboard for our pasta!" He proceeded to describe in mouth-watering detail how his restaurant used only the finest cheeses, handmade pasta and a wonderful slow-cooked sauce made from the freshest ingredients. By the time he was finished, all the people in the room were ready to finish their networking in his restaurant.

And then there was the gentleman who stunned his networking group by saying: "Did you ever want to shoot a relative? Call me; I'm a photographer!"

Here are some other notable memory hooks I've had the privilege of being hooked with over the years:

Chiropractor: "You'll feel fine when your spine's in line." Or, "We're always glad to see you're back."
Dentist: "We cater to cowards." Or, "My filling station is downtown, where I put the bite on decay."
Electrical contractor: "For your commercial and residential electrical needs…give us a call and we'll check out your shorts."
Hairdresser: "If your hair is not becoming to you, then you should be coming to me."
Lawyer: "Before you turn to dust, see me for your will or trust."
Maternity-shop owner: "We carry everything for you but the baby."
Plumber: "Remember, a flush is always better than a full house."
Realtor: "I help people find a home—not a house, but a home. Not a place where you live, but a place where you love to live."
Therapist: "I have the owner's manual for your mind."
Water-filter representative: "Either buy a filter or be a filter."

I've always believed that memory hooks like these were money in the bank. One day, before starting a workshop I was giving in Glendale, CA, for about 60 businesspeople, I watched as a young dentist stood up and gave his brief introduction to the assembled group: "I'm a dentist. I believe in the tooth, the whole tooth and nothing but the tooth, so help me God." After everyone finished laughing, he gave his name and phone number and sat down.

I realized this was the perfect opportunity to test my theory regarding people remembering memory hook presentations better than other presentations. So later in the morning, when I was talking to the group about the importance of well-thought-out presentations, I asked for them all to stand. When they were all standing, I asked them, on the count of three, to point to the person who believed in "the tooth, the whole tooth and nothing but the tooth, so help me God." Not much to my surprise, all 60 people pointed to the dentist, without hesitation.

If you take the time to develop good introductions at group events, people will take notice. If you don't, you're losing a great opportunity to someone else who will.

Great Ideas at Work

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

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

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

Submitted by Steve Gambino, Hunterdon County Director.

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

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

Thank You, Dr. Misner!

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

Submitted by Lance Tomlin, KS.

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

Submitted by Doug and Joyce Morgan, Wenatchee, WA.

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

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

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

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

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

Never Missing an Opportunity to Network

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

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

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

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

Global Networking Success

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

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

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

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

BNI works for me; givers gain.

Submitted by Francis Treuherz, London, England.

New and Improving!

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

Submitted by John Cassidy, president.

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

Submitted by Kathy Bennett, vice president, Raptor chapter.

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

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

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

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

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

Submitted by Cupertino BNI chapter.

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

Submitted by Linda & Shawn McCarthy

Member Snags Rookie of the Month

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

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

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

Founders Awards Presented

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

Column
The Entrepreneurial Scale
Understanding it helps make better business plans

By Jim Blasingame

As we conduct the due diligence on what's next for our business, we seek the information that will help us acquire knowledge and create conditions that minimize the risks and maximize the opportunity. After all, we want to be as certain as possible that our next step is the right one, don't we?

"Certain" is an interesting word. Webster says it means "fixed, settled, determined, not to be doubted." But it's a word that isn't often found in business plans.

The 19th century president of Harvard University, Charles W. Eliot, said, "All business proceeds on beliefs, or judgment of probabilities, and not on certainties."

What do you think the marketplace—indeed, the world—would look like if business had been built more on certainties than beliefs? I think we would probably be closer to wearing a stone ax on our belt than a pager.

It's important to understand that on the entrepreneurial scale, each of us resides somewhere between the foolhardy and seekers of certainty. The challenge for entrepreneurs is to know when to seek certainty and when to move forward with our beliefs.

Write this on a rock…No position on this scale is better than another. The world needs all kinds of entrepreneurs. But understanding where we reside on the entrepreneurial scale helps us make better business plans.

©2003 Jim Blasingame. Jim Blasingame is the award-winning host of the nationally syndicated radio/Internet talk show, "The Small Business Advocate," and author of "Small business Is Like A Bunch Of Bananas." Find Jim online at www.jbsba.com.

SUBMISSION GUIDELINES
Writer's Guidelines for SuccessNet

We want to hear from you! SuccessNet Online needs your input. SuccessNet is truly YOUR newsletter. We ask you to consider the following tips when preparing your submission for SuccessNet:

Writing style should be clear and concise. Keep your sentences short and give us details. Be specific.
Use the inverted pyramid format, with your information leading us to the point, rather than giving all the details up front.
Use dialog in your submission: John said, "BNI made a huge difference in my business."
Be sure to include your name, chapter name and business name. When applicable, list your web address and we'll insert a hyperlink to direct readers to your website.
If appropriate, give us dollar values for your chapter brags and testimonials.
We would like digital photos of your chapter or regional events! As you can see from this first issue, we are able to have many more local-flavor articles and reviews. With your photos, include a brief description of the event, who's in the photo, and the name and city of your chapter.
Please also include your web address with your submission, so we can direct our readers to your site.
Please send your submissions to newsletter@bni.com

The types of submissions we are seeking are for Chapter Brags, Memory Hooks, BNI Happenings (your regional news), any other special announcements, success stories, or things your chapter has tried that have been successful.

Thank you!

Editors

SuccessNet Online Satisfaction Survey

To help us gauge how informative and interesting our newsletter is, we've developed the following survey for your feedback. The first ten readers to respond to the survey will be sent a FREE copy of Masters of Networking, so take a few moments to fill out this survey and email it to me.

(If your email does not work, you may need to change your "SMTP host" option under your browser's preferences. If this is confusing to you, just copy and paste the survey in an email.)

Please share your opinion of our newsletter:

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Gold Club Members

Once a chapter member sponsors six new members into the chapter, he or she is eligible to receive a special Black Badge, indicating membership in the Gold Club. The following individuals are congratulated for attaining this status. If you are eligible for Gold Club status, contact your BNI Director.

Congratulations to:

Pauline Bartel of the Southern Saratoga Chapter in upstate New York.

Sherri Mills of the West University Chapter, Houston, TX, West Region.

Jennifer Weaver of the Brazos Chapter of Houston, TX, West Region.

Mark Taylor of the Greater Conroe Chapter of Houston, TX, West Region.

Master Networkers Are Global Citizens
By Robyn Henderson

A global citizen could be defined as someone who looks at the bigger picture - the global picture, and adapts that worldview to their own community or organization. Master networkers all share that global vision. - As Anita Roddick says, Think globally, act locally.

Global citizens individually are conscious of their own triple bottom line. The triple bottom line - another buzz word or faddish jargon or is it the answer to the corporate world profits today. Many companies reviewing their poor results for the year are considering that possibly striving for profits above all else is in fact back firing on them and driving the profits down. As a citizen, is it just about how much money we can make and spend or does quality of life, consider a lot more than just the $$

So what is the triple bottom line?

Companies or individuals consciously focussing on a combination of:

PEOPLE, PLANET & PROFITS

Rather than making profit or money their sole motivator, enlightened organizations and individuals are looking beyond the dollars and creating preferred working environments. Places where people seek employment, not just for the salary packages, but also rather for their companies commitment to the community as well as the environment. Companies aware that 10-12 hour days are not healthy for the individual or the company. Mistakes are made through tiredness and lack of concentration. Preferred work places where senior managers literally chase their managers out of the building after 6 pm - encouraging them to get home and have a life. For some this new way of thinking is frightening and needs some major adjustment in their life. For others they talk in high praise of the organization that they feel part of. The community that they as individuals share.

So lets look at what has triggered this movement. In the '90s we saw dramatic retrenchments, down-sizing, re-engineering, call it what you will the bottom line was, there were less and less people to do the same amount of work. Morale slumped; people felt threatened and questioned on a monthly, weekly or even daily basis, would they be the next to go? Each pay packet may contain the "don't come Monday". Some weren't even given the opportunity of a "farewell event", rather pack up your desk and be gone in half an hour. Absenteeism increased, stress leave abounded and profits slumped, sometimes to record lows. Was it the economy, or was it people looking for more than just a job.

Even high salaries weren't enough to keep good workers, they started to look for more balance, more company caring. Networking events abounded with speakers talking about "finding balance", "looking within" and saying no to increased demands from employers. Many resigned only to be invited back as consultants at often a much higher rate of pay and hours to suit the individual rather than the company.

Television shows like "Sea Change" shot through the roof with their ratings as people considered how they could make their own sea change and many did.

Astute investors are looking for ethical investments. Putting their money and energy behind supporting companies who are clearly showing support of the environment and the community. Organisation seconding their staff to work on a part or full time basis with community groups - a very humbling experience for many.

As the sponsorship dollar becomes scarcer, wise sponsors are often investing in small community events rather than the large costly extravaganza with a quickly response, but often-lower return on investment.

VISIBILITY IS CRITICAL - BE SEEN, GET KNOWN, AND MOVE AHEAD The basis of the triple bottom line is the basis of networking - treat people the way you would like to be treated. So how can we do this on a practical basis, how can we become master networkers and global citizens, with our own triple bottom line awareness?

Here are a few simple ideas you may consider:

Do your homework on your service providers. Do they support the community, how well are their staff treated? If you don't agree with all of their policies, look for an alternate provider, even if it costs a little more.

How much money do you spend in your local community? The ripple effect from spending locally provides employment, keeps businesses trading and most of all keeps money circulating locally

Where do you make your larger purchases? Would paying 5% more make that big a difference to you if you were able to purchase within 10 minutes from home?

What about travel and holidays? With the weakened Australian dollar, more travellers are realising the magnificence of their own country and region. A travel agent recently told me that most Australians have seen more of the world than they have of their own State. How well do you know your own neighbourhood and city, let along state or country?

Do you recycle? Most homes these days are equipped with recycled garbage areas and are well supported. But what about recycling larger goods, like books, outdated computer equipment, mobile phones, and furniture? One person's trash is another person's treasure. Many charities can often arrange collection of sizeable donations of goods. As the triple bottom line becomes the rule rather than the exception, global citizens will network more and more with like minded individuals and support organizations who realize that its not up to the government or the boss, its up to me. And as a wise person once said IT IT'S TO BE, IT'S UP TO ME.

ROBYN HENDERSON, CSP
Global Networking Specialist
Ph 61.2.9369.1025 Fax 61.2.9369.1053
email:inetwork@ozemail.com.au
http://www.networkingtowin.com.au