 |
 |
 |
|
|
|
| Back to Original Issue |
|||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
We Don't Teach Networking in College
If you are a regular reader of SuccessNet, you've learned a lot about networking, word-of-mouth marketing, and social capital; however, it might surprise you to learn that as a college professor, I would tell you that you've actually received a better education on these related subjects than what you would have received at most universities or colleges around the world. As hard as that is to believe—it's true.
How do I know this? Well, besides knowing many college professors AND having taught in two different business schools myself, I've confirmed it by asking thousands of entrepreneurs about the subject. I recently surveyed over 1,400 business people and 88 percent of the respondents said they never had any college course that even covered the topic of networking! I'm not talking about an entire course on the subject (they are almost non-existent); I'm talking about ANY course that simply covered the topic in school. Yet, based on another survey of over 2,500 business people from around the world, 75 percent said they got most of their business through networking! Networking, also known as word-of-mouth marketing, is one of the most important ways for entrepreneurs to build their businesses, yet we don't teach it in colleges or universities around the world. Despite that fact, according to a third survey of business professionals that I've conducted, 82 percent of all business people belong to some type of networking group! OK, so let's recap—the overwhelming majority of entrepreneurs from these surveys belong to some type of networking group AND get a major portion of their business through networking, yet only a fraction have ever had any course that even mentioned the subject of networking (forget about a full-blown class on the subject). What's wrong with this picture? We give people bachelor's degrees in marketing, business, and even entrepreneurship, but we teach them hardly anything about the one subject that virtually every entrepreneur says is critically important to their business—networking and social capital. I currently teach at a university in Southern California. For more than 15 years I have been unable to get the business school to even consider a course on this subject (ironically, the school of psychology is willing to have me teach it, but NOT the school of business)! Why don't business schools teach this subject? I think it's because most business schools are made up of professors who've NEVER owned a business in their life! Almost everything they've learned about running a business they've learned from books and consulting. Well, I've read a fair number of books, I was a consultant for many years, and I've run my own business for more than two decades. I can tell you firsthand that if you haven't actually owned a business, you have a handicap in teaching a course involving entrepreneurship. Can you imagine a law course taught by someone who's not an attorney, or an accounting course taught by anyone without direct accounting experience? Yet we put business professors in colleges to teach courses related to marketing and entrepreneurship with little or no firsthand experience in the field. Is it any wonder then that a subject that is so critically important to business people would be so completely missed by business schools? Of course not. Networking and social capital courses aren't taught in business schools because most business professors aren't practitioners. They don't really understand the importance of this subject for entrepreneurs. Granted, there was little written in the field of networking and social capital 20 years ago (do a literature search—you'll see), but that is not the case today. There are hundreds of articles and many books on various facets of the area. A thorough bibliography of many of these articles and books can be found in the back of The World's Best Known Marketing Secret (Revised Edition). Networking is a field that is finally being codified and structured. Business schools around the world need to wake up and start teaching this curriculum. Schools like any large institution are bureaucracies, so it is unlikely to happen quickly; however, for those schools with vision, foresight, and the ability to act swiftly (sort of the way business professors claim that "businesses" should act), they will be positioning themselves as leaders in education by truly understanding and responding to the needs of today's businesses. These schools will be on the cutting edge of business education so as to better serve their students while positioning themselves as a leading institution for entrepreneurs. Word-of-mouth marketing works. Social capital is critically important. And networking is the mechanism to develop both. As more universities and colleges open their doors to professors who want to include this strategy with their marketing instruction, we are going to see a major shift in the business landscape. We will see emerging entrepreneurs who will be equipped with another strategy for success in business. We will see networking utilized at its fullest capacity, and we will see business schools actually teaching a subject that the business practitioner says is important. What a thought. Oh well, it's good to have goals. By the way, there is at least one school that has a regular, core-curriculum, college course on the subject of networking and social capital and that is the University of Michigan. The course is taught by Dr. Wayne Baker (a co-"owner" of HUMAX). Well done, Wayne. On a final note, if you think a course on this subject is a good idea, e-mail this article to the department chair of any business school you may know. If I'm lucky, the school where I teach may finally be interested—or if I'm not, I may need to find another teaching position. Below are the results of the surveys I made reference to at the beginning of this article: Survey #1 Have you ever taken a college course that covered the subject of networking or word-of-mouth marketing?
Survey #2 Where does most of your business come from (what is the primary source)?
Survey # 3 How many business/networking groups do you currently belong to (such as a Chamber of Commerce, service club, professional association, and of course…BNI).
Total Belonging to a networking group of some kind: 82% HUDDLE TIME How I Have Received More Than 80% of my Business From BNI Referrals
I am a true believer in the power of BNI! I have received more than 80 percent of my business from BNI referrals, over the past five years. The purpose of this article is to share what I have learned from BNI as well as to help you receive (and give!) even more business via your relationships in BNI.
1) Consider what each prospective member can contribute to the chapter. For my first six months as a BNI member, I was in another business. That was over five and a half years ago. At that time, it became apparent to me that I needed to follow my dream; so I founded my executive coaching business, Total Strategy, in October 1999. The Reston (VA) Lunch BNI chapter accepted my membership even though I was in a brand new business and had no paying customers at the time. Many chapters are against accepting brand new businesses as members. To deny membership solely for this reason could be a mistake. Consider what the person has to offer your group. For example, I had 18 years of experience in sales management. I had business knowledge as well as extensive contacts that I could share. Because I was new in my role as a business owner, however, the relationships that I built through BNI and the referrals that resulted made a huge impact on my bottom line and on my commitment. I quickly became a true believer in the power of BNI! 2) Abide by the rules. While some complain about the BNI "rules," I've seen many groups fail because they don't follow them. The BNI rules have been developed from experience and help to build commitment, develop relationships and encourage growth in the chapters. Every BNI member knows that regular attendance is part of the commitment to BNI. The policy for substitutes and absences is for emergencies only. Fully committed to BNI, I regularly attend my weekly BNI meetings and send a substitute only on a rare occasion. Despite personal circumstances, business mishaps, and even a medical leave, I have not missed a BNI meeting without finding a substitute. This commitment has been an important aspect of my success in BNI. 3) Serve on the Leadership Team. I have served on the Leadership Team. In this capacity, I had the opportunity to give back to the organization and have become a recognized leader by members and guests. I believe my success in BNI validates the "VCP" model (Visibility leads to Credibility leads to Profitability). Did I hear someone say "Givers Gain"? 4) Serve as an ambassador. I served as an ambassador in BNI for two years. Holding this position gave me the opportunity to attend the meetings of four other chapters on a monthly basis. It also gave me the opportunity to establish close relationships with members in these other chapters, many of which I continue today. Additionally, being an ambassador gave me access to some special situations. Because I am currently serving as an Honorary Ambassador, Sam Schwartz, our Executive Director, invited me to attend an intimate meeting with Dr. Ivan Misner, the founder of BNI, when he was in Northern Virginia this spring. I had a question answered by Dr. Misner that inspires me even today. 5) Give referrals. It's true-Giver's Gain! I work hard at being a solid, consistent performer, giving many dollars of referrals to others. I'm convinced that this has contributed to the generous confidence my fellow BNI members have shown to me. 6) Bring visitors. We've all heard that visitors are the lifeblood of a BNI Chapter. My best example of how this worked for me is this: I was unable to attend my Chapter meeting and sent a client as my substitute. Based upon the 60 Second Intro on my behalf from my client, a visitor hired me, worked with me and then referred me to a client of hers. The net result was more than $7,000 in revenue over three years—Not Bad! Many visitors become members of BNI, where the gift just keeps on giving. I have been a Gold Club member for more than three years, which means I have sponsored at least six individuals into BNI membership. I believe in being an active participant. Assisting others in BNI has led to the many referrals, which have accounted for more than 80 percent of my business. BNI is an awesome tool and has tried-and-true tactics that work. My best to you as you build the business of your dreams through BNI. HUDDLE TIME
Run Your BNI Chapter as a Business 2004 Leadership Team Training Theme
"Business vs. Club" was the 2004 theme for The Connecticut Leadership Team training.
Clubs normally accept anyone who applies. They are more socially oriented and run with a lot less structure than a business. They are often fun but not as results oriented as a business. Businesses carefully screen potential employees, train them, and monitor their performance, mentoring as needed. Businesses set goals and measure progress. Businesses function best with a solid structure in place and the primary goal is to MAKE MONEY. Isn't that why you joined BNI? Your BNI chapter is a Business!
NOTE: "Business vs. Club" was inspired by Mike Macedonio, Executive Director, BNI Southeastern Mass. & RI. Mike presented this theme to Chip during a Dance Card at the 2002 US National Conference, in Colorado Springs. Later it was presented to BNI Directors at a conference. A copy of Mike's CD was given to over 250 attendees during the Connecticut Leadership Training. HUDDLE TIME
There are people whose lives are dramatically altered by circumstances they could never have imagined nor planned. However, converting a "You Never Know" event—a coincidence, an accident or even a mistake—into an opportunity takes a clear actionable plan even amid chaos. Bestselling author, Susan RoAne, in her newest book, How to Create Your Own Luck, demonstrates how anything from a parking ticket to a bad hair day can turn into a networking and revenue generating opportunity. Also included is a section on how BNI was born out of necessity by Dr. Ivan Misner. The following excerpts from RoAnne's book illustrate how an individual can create their own success by recognizing a potential opportunity, and taking the action needed to turn happenstance into opportunity. Ringing the Wrong Number Much to his surprise, Lee Ring dialed a wrong number and discovered that it could not have been more right. Lee now has partnered with a new associate and has a new e-book, the-Book.biz, available for purchase as a result of that call. "I had meant to call one of my contacts at the Atlanta Board of Realtors when I heard an unfamiliar voice at the other end of the call. I apologized for the interruption, and immediately explained that I was trying to reach the Board of Realtors." Lee had accidentally called a lawyer with an Atlanta law firm that specialized in labor and employment law—a field far removed from the real estate industry. Rather than hanging up, the attorney inquired about Lee's connection to the real estate industry. Ignoring their completely different backgrounds, both men were friendly and struck up a conversation. "When I explained that I was involved in the real estate industry, the lawyer said that he had an interest in a company that was developing a e-book for real estate agents, but that he was just a 'silent partner,' and knew nothing about real estate." The lawyer said the book was not complete, and the author wanted to sell his interest in the business. When he realized that Lee was not only involved in the real estate business, but was thoroughly familiar with the subject of matter of the e-book, the lawyer asked Lee to review the marketing material and the e-book and meet for a drink after work when the review was complete. "As soon as we met, the lawyer went over my assessment and suggestions, he realized that I would make the perfect partner to complete the book and market it. I arranged to meet with the author and negotiated an agreement to purchase the author's shares in the company. I completed the book, and am now marketing it." * * * Perhaps you're still not sure that serendipity really can be turned into success. Well, Ivan Misner is. Continue reading from How to Create Your Own Luck to find out how our very own Ivan Misner turned certain financial disaster into an international triumph. * * * International Networking Dr. Ivan Misner is the founder of BNI (Business Networking Int'l) with over 3,000 chapters in 16 countries. "I was teaching at Cal State Pomona and was also a management consultant specializing in organizational behavior, dealing with policies and manuals. In 1985, my biggest client had financial reversals and did not renew my contract. The timing of such things is never good—but for me, it was awful, as we just bought a new home with a rather large mortgage. "I really had to rethink my business and come up with a solution to restructure my business. Clients always come to me via referrals so that seemed to be an area of focus for my efforts. So I invited some colleagues and associates I trusted and respected to meet and share my situation. We brainstormed, shared referrals and the idea for BNI was formulated. I wish I could tell you that I had a vision of BNI as the global enterprise it has now become, but the truth was—I was just trying to rebuild my business for the sake of my mortgage. "There were other lead generating groups formed but ours had a structure and an educational component. One thing we had over other structured networking groups was a positive approach…we didn't fine people when they didn't bring referrals. Because we permit only one person per profession, a woman contacted me saying she wanted to be part of BNI, Int'l and wondered if I would help her start another group. And then another person called and asked for help with a BNI chapter, and another… "Networking is so important to business and to our lives in general. While some people are excellent at it and are naturals, others need a structured environment. We need to teach networking in our educational institutions. I started a class in networking at the Cal Poly, Pomona and continue to educate people in 16 countries as we spread the word. "In 1985, I was teaching and I still am. But the audiences are global, older and are helping others realize their dreams as they are realizing their own." You never know how a need turns into deed and a good idea, when organized by an organization consultant. Dr. Misner said 'yes' to helping start a second, third and fourth chapter. He was busy and could have said 'no'. But it turned into an international success. You never know how things turn out. * * * "How to Create Your Own Luck" contains dozens of unique and compelling testimonials from people who turned luck into success. Though the stories are unique, the techniques used are not. RoAne calls these techniques the "Eight Counterintuitive Traits." To find out more, go to www.howtocreateyourownluck.com to read a sample chapter or order the book. * * * Breaking News
The LeRoy Haynes Center for Children and Family Services awarded Dr. Ivan Misner and his wife Beth Misner, senior editor of SuccessNet, as its 2004-2005 Humanitarians of the Year. To read this article, click here. Hurricane Relief Fund
To contribute to the fund, please mail your donations to: BNI-Misner Foundation 545 W. College Commerce Way Upland, CA 91786 100 percent of all contributions will be forwarded to the American Red Cross. Thank you for your support of our fellow BNI members and directors during this National disaster. Members are invited to BNI's International Conference
Don't miss this opportunity to meet and network with other BNI Members—as well as BNI Directors from almost 20 different countries!! Conference Date: Friday, November 19, 2004 Location: Hyatt Regency Long Beach, 200 South Pine Avenue, Long Beach, CA Time: 8:00 a.m. to 1:30 p.m. (Check-in will begin at 7:00 a.m.) Registration Prices: $60.00 per person for reservations received by November 5, 2004 Seating is Limited! Tickets will NOT be sold at the door—You MUST pre-register before November 5, 2004. Some of the exciting NEW Members' Session Topics will include:
2004 US Membership Cruise
The trip departed from Long Beach, California and stopped in Ensenada, Mexico (pictured above) before returning back to Long Beach. This very extravagant boat ride included a free mixer hosted by BNI, a Networking Workshop presented by Dr. Ivan Misner, Founder & CEO of BNI, and much, much more! Steve Deubel, a long time BNI member and Director from Arizona, and his wife, Carol, attended the Cruise and came home extra energized on BNI! "So much happened so fast… New relationships were formed and we also had a chance to strengthen old relationships by conducting informal dance cards. Dr. Misner gave a great presentation on "Passion" that directly affects my business and my relationships. I have already shared his story with my local BNI Chapter and it really created a buzz!" Way to go BNI members and directors—Keep up the positive spirit and energy!!! I want to tell you how much I enjoyed the cruise! I can't remember when I have had more fun. One of the highlights (truly) was hearing Ivan Misner speak. It was the first opportunity I have had to hear him, and both my husband and I came away inspired and with information that will help us grow our businesses. The only bad news is that now my husband is "hooked" on cruising and is already talking about where we will go next. I guess I will have to make lots of money to help pay for these vacations. That should be no problem though, because by helping my local BNI chapter grow, my business will grow as well. My experience with BNI has been terrific. I have learned so much, gotten to know some wonderful people and increased my sales. It is my understanding that you have a lot to do with the success of BNI in Michigan. I appreciate it. BNI In the News The following reprinted articles are just a sample of BNI mentions in the media.
Networking Guru Using Old Tricks to Solve Modern Problems UPLAND, Calif., Sep 7, 2004 /PRNewswire via COMTEX/ — People are cocooning in their homes. They're hiding behind their computers. They're teleconferencing. In a digital world where people are distancing themselves from one another, the opportunity for creating networks of real human beings are greater than ever. According to Ivan Misner, Ph.D., a networking expert and Founder of BNI (Business Network Int'l), "Referral business is still the most powerful way to gain new business and create success." "In an increasingly digital world," he says, "personal networks are even more important." "Our modern world is a double-edged sword," Misner says. "While it is certainly easier to create and nurture a wider network today than in the past, the depth on of those relationships can be questionable." "Networking is more about farming than it is about hunting," says Misner. "It is about cultivating relationships with quality people. The best way to do this is to help other people in their business. In BNI, we call this 'givers gain.' If you want to get referrals, you have to be willing to give referrals to people." "I can't overemphasize the importance of the human component of business, especially as we come to rely so heavily on technology." Ivan Misner, Ph.D., is the Founder & CEO of BNI, a referral networking organization with Chapters in 18 countries around the world. He is also the author of several books including the NY Times best-seller, "Masters of Networking" and the recently released #1 best-seller, "Masters of Success." PR Web via Yahoo! News Expert in Success-Psychology Says There is no Formula - Sort of Upland, CA (PRWEB) September 13, 2004 — There is no formula for success. Or so says a bestselling book on the subject. So why keep studying it? Why more books on the subject? Because, says the author, in their journey to find success, many define their own version of it. In his latest #1 best-selling book, "Masters of Success" (Entrepreneur Press, 2004), author Dr. Ivan Misner, treats the subject of success with a pragmatic air. "Success," he says, "isn't a paint-by-numbers game. It's not linear, but it is achievable." "If there's no formula for success," Misner asks, "then why are we writing a book about it? Because even though there's no magic recipe, there are recurring themes that appear constantly in stories about successful people." Misner, a "Networking Guru" who has built an international networking empire, was able to pool his substantial network of the successful to build a uniquely multifaceted book. "By reading about these people," Misner notes, "you can gain an understanding of what people did in different circumstances to achieve what they personally defined as success. And that understanding can guide you intuitively toward achieving the things you desire." Buzz Aldrin, Tony Robbins, Mark Victor Hansen, Lou Holtz, and dozens of "success masters" contributed to this bestseller, which is currently available in bookstores. Ivan Misner, Ph.D. is the Founder & CEO of BNI (Business Network Int'l), a referral networking organization with Chapters in 18 countries around the world. He is also the author of several books including the NY Times best-seller, "Masters of Networking" and the recently released #1 best-seller, "Masters of Success."
National best-selling author discusses networking success Founder and CEO of Business Network International talks to Island chapters Sunday, July 04, 2004 STATEN ISLAND ADVANCE One of the steps to success is to envision a goal, Dr. Ivan R. Misner, founder and CEO of Business Network International (BNI) told the Island's chapters at a luncheon in the Hilton Garden Inn, Bloomfield. "You don't have to reinvent the wheel—just put an uncommon spin on a common idea. And then have the passion, or drive, or persistence to pursue that goal," Misner told about 50 BNI members and guests. His actions in the formation of BNI are proof positive. Since 1985, when Misner, formed the first chapter in his home town, Claremont, Calif., BNI has grown to 3,200 chapters, including three on Staten Island. In addition, through its referral system, BNI generates as much revenue as a small nation, he said. Membership in a chapter is $340 for the first year, $265 per year, thereafter. The Island has 53 members within the three chapters. Misner, who earned a doctorate in management and organizational behavior from the University of Southern California, attributes BNI's growth to its ability to help people meet their drive to succeed. As described in his latest book, "Masters of Success," written by Misner and Don Morgan (Entertainment Press), a new chicken sandwich recipe eventually led to a billion-dollar-a-year business for S. Truett Cathy. After much experimentation, his recipe eventually led to a fast-food chain formation called, "Chick-fil-A" in 36 Southern states. ISLAND MEMBERS Staten Island members of BNI had positive things to say about the organization. Camille Zarrelli, owner of Floral Sentiments, Sunnyside and Midland Beach, last year joined BNI's Richmond Referral Foundation Chapter, which meets weekly on Tuesdays. "I looked at other networking organizations, but I liked BNI's emphasis on referrals and most of my business over the past 15 years has been from referrals," Ms. Zarrelli said. Word-of-mouth recommendations "are very important in my business, especially on Staten Island," she said. Steven W. Albert, a chiropractor for seven years, joined BNI's Richmond Referral Chapter 1 1/2 years ago, when he bought his New Springville practice. "It's a great opportunity to meet more people, business owners," with a goal to help one another, Albert said, while waiting on line for Misner to sign his latest book. Michael J. Gafney, a Sunnyside attorney, who has attended meetings as a guest, said he is considering joining the group. "I enjoy meeting with like-minded people. who are pro-active in trying to build up their business," he said. "You sell them to your clients and they sell you to others through recommendations." BNI chapter meetings can lead to lifelong relationships, said Misner, who initially ran a consulting business in Claremont, before selling it a decade ago. Misner met his wife, Elisabeth, at a BNI meeting in Claremont. The couple have three children. Regarding the 60-second presentations each member gives at meetings of BNI chapters, which limit membership to only one person from a particular business or profession, Misner advised focusing on one aspect of the business. 60-SECOND INTRO "The best 60-second introduction I ever heard was from a florist who pulled out a rose from a (grocery store) competitor," he said. The florist then pulled out his own rose, with a thick stem, which enables water to move more easily up to the flower, thus having it last longer. "And my flower costs three cents less," the florist concluded, wining everyone's potential recommendation, Misner said. "Remember, you're training a sales force, not trying to close a sale," he said. For more information about BNI, or to attend a meeting as a guest, call Timothy M. Houston, area director, at (718) 981-8600, or visit www.bniouterboros.com on the Web. Carolyn Rushefsky is a business reporter for the Advance. She may be reached at rushefsky@siadvance.com. From the Groton(Massacheussets) Landmark Business group sets up new self help organization Wednesday, September 15, 2004 - GROTON — A new group intended to promote mutual aide and cooperation among area businesses plans to hold its official launch at a breakfast to be held at the end of the month. Business Network International (BNI) is a nationwide organization of professionals in which members share connections without the fear of giving anything away to competition. The group is able to do that because each BNI chapter is arranged such that they not only include businesses that are mutually complementary, but have no members with competing interests. With BNI chapters cropping up all over, one of the most recent goes under the name of Groton's North Middlesex Business Exchange. B The group plans to kick off its membership as part of BNI at a special breakfast scheduled for Sept. 30. "We help each other make money," explained Greta Donahue, president of the Groton BNI chapter and a member of Pepperell's ERA Morrison Real Estate team. In marketing circles, said Donahue, referrals are a tradition, a form of advertising older than billboards but more discreet. In virtually every business or profession, selling a product or service is the point, and sales referrals are what BNI is all about. Founded in 1985 by Ivan R. Misner, Ph.D., who is the current CEO of the organization, BNI helps to facilitate traditional means of promotion. The intent, according to the organization's literature, is to provide a "positive, supportive and structured environment" in which business people can further their business interests via "word of mouth marketing." Donahue, however, was quick to add that there is more to membership than schmoozing. Through exposure to many people and businesses, BNI members are able to pick up the tools of the networking trade. Membership opportunities include participation in business trade shows for example. Among the current membership of the North Middlesex Business Exchange (Groton BNI chapter) are a chiropractor, a builder, an attorney, a health & wellness practitioner, a financial planner, a CPA, a mortgage loan officer, a traveling computer tech, a massage therapist, a life insurance salesman, a property and casualty insurance salesman, a landscaper and a home organizer. Those interested in learning more about the local BNI chapter can contact Donahue at 978-448-4232 or email her at gldonahue@charter.net.
North America
BNI HAPPENINGS — Barbados Bridgetown Chapter Tops $1 Million
BNI HAPPENINGS — United States Member Success Program
You never know… During the 2004 Olympic Games in Athens this summer, I was part of the Athens Sports Massage Team. Another member of the team asked me how my practice has become so successful. As a four-year member of BNI in Orange County, California, the answer was easy and immediate: The support I have received from the other members of my BNI Chapter. I told him about the regular training we receive in addition to each week's Educational Moment and about our regular Dance Cards. I explained the various games we've played, the Meeting Stimulators we utilize and I told him about the principle of Givers Gain. He got it. He called his girlfriend in Salt Lake City and told her about our conversation. She immediately located one of several chapters nearby and went to a meeting. Before the Games were over she'd joined BNI, and soon after my friend returned to the states he joined another Salt Lake chapter. Both received new business almost immediately. St. Louis Success Conference
The other photos are of the conference audience. We had 442 members in attendance, the 3rd largest event Ivan had attended in 2004. He shared about "keeping the fun in the fundamentals" and also shared information on the Masters of Success at two different presentations. Bruce Woodcock, Executive Director from central Illinois, also spoke at the conference on Mind Scaping. Additionally, training was specifically provided for each leadership position, including a new position for our region, Marketing Coordinator. Following the conference, we awarded 57 members and chapters with special awards including five Founders Awards at the Awards Ceremony. A great deal of the success of this conference was due to the presence of Dr. Ivan Misner. We so very much appreciate him taking time to be with us and helping us out! Now That's Commitment!
Announcement: Membership Dues in the United States are scheduled for an increase June 1, 2005. Details will be available at Leadership Team training in March.
Europe
BNI Spreads Its Wings Across Europe BNI HAPPENINGS — Netherlands Eighteen months after the first mainland Europe chapter was launched in The Hague, BNI's expansion in the Netherlands is now gathering pace. Six chapters have already opened and five more core groups are being developed. There are currently three active chapters in The Hague, two more in Amsterdam and another in Utrecht. Amsterdam Regional Director, Lidia Pieternella-Afolalu, believes BNI is already gaining a name for itself. Lidia said, "By the end of the year, we hope to have doubled our current numbers in key business communities such as Amsterdam and Utrecht, giving us a very sound base for more substantial grown next year." She added, "Although it is still early, we are very optimistic." BNI HAPPENINGS — Germany BNI Launches in Frankfurt
More than 110 visitors attended the launch of the city's first BNI chapter—Rembrandt—in early October. Such has been the wave of interest among Frankfurt's sophisticated business circles, that 10 visitors became members—swelling the chapter to over 40 members and guests at its first meeting—with more applications under consideration. A delighted Regional Director Benno Dembowski said, "This launch was very significant because, for the first time, we can now demonstrate to local businesspeople how BNI's philosophy works in practice. The quality of our visitors was extremely high and our phones have not stopped ringing since the launch—so much so that we already have two further core groups being developed. "The enthusiasm that has greeted BNI's arrival is even more notable, given how many other business clubs and networking groups are based in Frankfurt. When we followed up the launch meeting by calling every single visitor, we got a very positive response from 98% of all those who attended, and we are already being asked to form further core groups in and around the city." Rembrandt Chapter's launch took place in Frankfurt's prestigious Metropolitan Hotel and Benno added: "It was a fitting venue for BNI's very stylish arrival in the city. There is no doubt that our presence and expansion plan is causing a ripple of excitement among the business community." Meanwhile, the southern German city of Stuttgart welcomed its second chapter (Step) a few weeks earlier (it already has more than 30 members), and core groups are also under construction in Bonn, Darmstadt, Ludwigsburg, Mannheim and Munich. Berlin Update BNI may be little more than a year old in Germany, but already it has all the signs of healthy growth—and good-natured rivalry—among its first Berlin chapters, which all take their names from proud members of the animal kingdom. Four chapters were launched in Berlin during the first 12 months—the Berlin Baer (Bear) was the first, quickly followed by Tiger, Lion and Eagle—and, as SuccessNet went to print, October launch dates had been finalized for the new Panther and Jaguar chapters. Significantly, every chapter launch to date has attracted more than 150 visitors, indicating a huge interest among Berliners. Regional Director Tom Jaeger said: "I chose animals as the link for all our chapter titles, because of their proud status in nature. That is exactly the way it has been with our first chapters. When members from our different groups have met each other, they have been proud to say: 'I am a Tiger' or 'I belong to the Eagles.' It has helped not only to bond each chapter, but to make members recognize that as well as being part of a particular chapter, they are also part of the worldwide BNI family. Our early results suggest this closeness is motivating members to help one another, irrespective of their chapters; which is why we have had such a good first year." Last month also saw the launch of Frankfurt's first chapter, Rembrandt and another chapter, Step, in the southern German city of Stuttgart which, after just seven weeks had grown to 30 members! Core groups are also under construction in Bonn, Darmstadt, Ludwigsburg, Mannheim and Munich. BNI HAPPENINGS — France BNI Launches in Paris France's first BNI chapter, Creteil, has just been launched in the Parisian business suburb of the same name. Some 120 visitors joined the core group of 20 members to celebrate the milestone event at the end of September. BNI's first regional director in France, Marc-William Attie, confirmed that a significant number of new applications had been received as a result of what he described as "a wonderful and exciting occasion." He added, "Of course it is early days here for BNI, but there is every reason to believe it will become as successful here as it is in the UK." Two further core groups in Paris expect to launch this autumn, giving BNI a solid foothold in the French capital. BNI HAPPENINGS — United Kingdom I took over the directorship of the Great Barr Beacon chapter last December. At that time, the chapter was already two years old but in a state of disrepair. Nearly half of the 'members' were not BNI members at all! The Leadership Team and I began ruthlessly pruning, from 20 to 12, the number of chapter members. Those that remained have developed into a tremendously strong core membership. As of this month, I am pleased to announce we are now at 30 members and generating over 150 referrals per month. Africa/Middle East
BNI HAPPENINGS — South Africa
I have just trained six new Directors: Wernher Mulder in the Pretoria area, Tina Baer in the Nelspruit area, Nicolene Brennan in the Pietermaritzburg area, Bernard Barker in the Ekurhuleni area, and Yvonne Duke and Wendy Wixley who are taking over in Durban. We also have 3 new chapters in the past few weeks: Quantum chapter in Gauteng, The Professionals chapter in Ekurhuleni, and The Ridge chapter in Durban. South Africa is now 20 chapters strong and growing! Outstanding Member! Kim Keel, president of The Elite chapter in Sandton, won the regional Start-up Category award from the Business Women's Association of South Africa for a business that has been operating for less than three years. Kim's corporate gift company, Belle Regalo, saw an increase of over 200 percent in her business this year. Kim says: "A large portion of the increase in my business was a result of my association with BNI. Belonging to The Elite chapter has paid massive dividends for me. For any person who is considering joining BNI, I would encourage them to not only join, but to dedicate a full portion of their passion to their fellow members' businesses. It is only by promoting, encouraging and supporting each other that you begin to see the true potential of BNI to produce results that you can take to the bank." Australia/Asia
BNI HAPPENINGS — Australia
Membership Races Past 2000 In May 2004, BNI signed up its 2000th member, Gordon Young of Young Horticulture in Hillarys, Western Australia. Gordon, a landscape designer, was invited by Craig Mason to Leading Edge chapter. He decided to join "because of the opportunities to network and meet other people with a view to generating business." 300 Referrals and Still Going Strong
300 referrals later…not to mention years of Leadership Team service and a year as an Ambassador; Parker has become known as the exponent of the "givers" side of Givers Gain. She often averages 3-4 referrals a week and rarely does a week go by when Toni does not bring in at least one referral. Hers is a wonderful success story that truly demonstrates how invaluable a giver is to a chapter! "Backyard Blitz" in Wagga Wagga
Chapter members contacted local community service channels offering goods and services to one needy individual; a woman who is undergoing chemotherapy was chosen as the recipient. All services and materials were donated by chapter members and local merchants. After a weekend of hard yakka (work), dedication and teamwork in atrocious weather, this grandmother was delivered a new pergola, paved area, water feature, raised garden beds and was "thrilled by the out of the blue approach". The purpose for undertaking this community project by the chapter was four fold: 1. To highlight each member's abilities to the other members of the group (what a fabulous dance card). 2. To work together as a team and to build relationships. 3. To give something back to the community, and 4. To highlight the benefits of BNI to the community. This project received enormous coverage in the local newspapers and promoted both BNI and the individual members who participated and generously donated their time and efforts. Well done Sturt members…and congratulations for a job well done…for the community, your chapter and BNI! BNI HAPPENINGS — Malaysia Printer Proud to be Member of Millennium Chapter
BNI HAPPENINGS — New Zealand August 2004 - The month of the "Big Breakfasts!"
August 2004 will be remembered as the month of The Big Breakfasts! BNI New Zealand held the inaugural 'Big Breakfast' in the three main centres, and these were a huge success. With 280 members attending the Auckland breakfast, 100 attending in Wellington and 120 in Christchurch—nearly 40% of the entire NZ membership attended one of these three events. Two members from Rotorua even travelled to Auckland the night before and stayed at the venue in order to be there! The main event of each breakfast was a workshop on "The Untapped Power of Word of Mouth Marketing"—prepared and presented (in Auckland) by Geoff Wake—an International Sales Trainer and former BNI President of the Newmarket chapter. "Following the success of these events, it is my intention to hold Big Breakfasts twice a year from this point onwards" says Graham Southwell—National Director of BNI New Zealand. Some examples of the feedback received include: "Great atmosphere and very good personally to see so many BNI networkers. The speaker presented a subject that was very relevant and a confirmation that where I am heading now—is right." "The breakfast provided topics for discussion on our trip back to Hamilton. We're going to present the networking ideas that were suggested by other BNI members at our table at our next meeting." Auckland Mid Term Leadership Team Dinner The Mid Term Leadership Team dinners were introduced by BNI New Zealand as a way of saying "Thank You" to members who have taken up the challenge of running the chapters—for a six month term in office. Whilst these are all subsidised events in Auckland, thanks to the generous contribution of the sponsors, it has been possible to turn this into a night to be remembered. Over 90 members, from as far afield as Tauranga, attended the Leadership Dinner held at the Auckland Club. There was an inspiring presentation from guest speaker David Nottage, the 1996 Toastmasters World Champion of Public Speaking. Nottage spoke on how he achieved his World Championship—practice, practice, practice. He told us that "practice doesn't make perfect, but perfect practice makes perfect". All who attended were entertained with his hilarious stories of public speaking and some of the hurdles he overcame to become World Champion. Without the generosity of the sponsors listed, the night would not have been possible. Thanks to DS Wireless—Vodafone, Kilpan & Associaties, Positive Embroidery and Apparel Ltd and Synergy Financial Solutions Ltd. Also special thanks to Joy Thompson of Flowers with Style (025 739 612) for the floral centerpieces, and to Anja Gallas of Anja Gallas Photography(027 622 1155) who kindly took photos. 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 almost two decades in a word-of-mouth marketing environment. To date, we are the largest business-to-business networking organization in the world! More than 66,000 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. Chapter Brags
Marlborough Business Network International Chapter Reaches Platinum Status
Press Release: Business Network International (BNI) of Massachusetts has awarded the Marlborough chapter Platinum Status for exceeding 50 members consistently for the past quarter. BNI Massachusetts is comprised of 83 chapters in the greater Boston and Worcester area. The Marlborough chapter was launched in August of 1997 with 20 members, and last year generated $1,300,000.00 in referral business. The formula for BNI's success is the "Giver's Gain Philosophy". The "Giver's Gain Philosophy" is an unselfish attitude that is contagious and promotes creditable, profitable, and lasting business relationships. The group functions as a sales team for each other by serving as each other's eyes and ears. The group meets every Thursday morning at the Holiday Inn, Marlborough from 7:00 to 8:30 AM with the primary objectives of making money and having fun. BNI only allows one business per classification in each chapter so there is no competition. The meetings are always open to visitors, and you are welcome to attend any chapter meeting twice before making a decision to join. The Marlborough chapter is currently seeking individuals in the Commercial Real Estate, Building Trades, Family or Estate Planning Law, as well as anyone in the Wedding Industries. Founder's Award Winners The Founder's Award is a prestigious award given to no more than ten percent of chapters in a Region, during any given year. The award is a tabletop sign announcing a chapter's meeting at the restaurant location. The sign has a reposition-able arrow that points the way to the meeting room. The Founder's Award is given to a chapter which is:
London North West U.K. Region Concord (Northwood) Chapter Stanmore Chapter Barnet Chapter Connexions Chapter Irelan Dun Laoghaire Chapter UNITED STATES Massachusetts Boston Region Golden Triangle Marlboro Chapter Metrowest Networkers Chapter Monument Square Chapter Minuteman Chapter Golden Givers Chapter Quintree Chapter Wakefield Chapter Old Colony Chapter Business Connectors Chapter Hilltoppers Chapter South East Region Hilltoppers Chapter Business Connectors Chapter Pennsylvania Southwest PA Region Airport Chapter Oregon Sunset Chapter Rhode Island Newport County Chapter Old Colony Chapter Texas Houston West Region Westchase Chapter Downtown Chapter Inner Loop Chapter Virginia Southwest Virginia Region Hill City Founders Chapter Big Lick Chapter Danville Founders Chapter Star City Founders Chapter New York Upstate Region Greece "A" Team Chapter Canalside Trailblazers Chapter Premier Professionals Chapter Brighton's Best Chapter Vermont Champlain Valley Business Network Chapter Alabama Friday's Funds Chapter Arizona BNI Advantage Chapter Gold Club Members Peter Osborne, D.C., First Colony chapter Brian Wals, Edwardsville chapter Virginia Muzquiz, Kirkwood Lunch chapter Barb Lane, River City chapter Rick Freund, St Charles chapter James Hawkins, Westport chapter Jim Feltmann Jr., Washington chapter Fern Rosen, Central Corridor chapter Jay Taddei, Belleville chapter Judy Henry, Metro East chapter Terry Gallaher, Belleville chapter Mary Britsch, Edwardsville chapter Dan Payne, Lake St Louis chapter David Freyman, Spirit of St Louis chapter Ed Meyer, Twin Cities chapter Heidi Sever, Richmond Heights chapter Lyn Lawshe, Kirkwood Lunch chapter Jim Muench, Columbia Lunch chapter The True Spirit of Givers Gain I want to tell you a story of three BNI members in the Western Pennsylvania region. On Friday, September 17, 2004, Hurricane Ivan dumped over six inches of rain on western Pennsylvania, leaving behind complete and utter destruction for many. The three BNI members I wish to tell you about have all been affected in different ways. Three days after the waters subsided, I went to my Airport chapter BNI meeting and here is what I found; Lynn, the business lawyer for our group, was there with referrals in hand after losing her entire office to the flood on Friday. She must have spent the previous three days trying (in vain to some extent) to recover all her paper work that was caught under five feet of water while still attempting to conduct business. Then there was Doug, the disaster recovery contractor and President of our chapter, with a smile on his face, ready to run the meeting. I am sure Doug slept very little over the previous seventy-two hours because he responded to some sixty-eight calls from flood victims, including Lynn. In my opinion this man should have been sleeping at 7AM on this particular morning. And last but not at all least, there was Erica, the scheduled ten-minute speaker for the meeting. Erica holds the hotel seat in our chapter. She had just spent three tiresome days working with the Red Cross to supply as many rooms as possible to flood victims. At the appropriate time in the agenda, Erica got up to do her ten-minute presentation. After giving her bio, she said she wanted to spend the remainder of her time not on business, but to ask each and every one of us to reach out and lend a hand (however we could) to the victims of the flood. Now one would think that would be enough selflessness for one day; but after the meeting, Lynn gave Bryan, the office supply person of the group, a list of items she needed. Bryan agreed to fill many of her supply needs from his own free manufacturer's samples. I am proud to say I am a member of a group that demonstrates this type of service among its ranks. These people truly exemplify the spirit of Givers Gain! Givers Gain
The Jimmy Fund supports the fight against cancer at Dana-Farber Cancer Institute, helping to raise the chances of survival for children and adults with cancer around the world. They have raised more than $300 million since it was founded in 1948. The Jimmy Fund raised a record $39.4 million in 2003. An average of 88 cents per dollar raised is directed toward Dana-Farber's ultimate goal—eradicating cancer and related diseases and the fear they engender. 9/11 and BNI — A Lost Friend Is Found I am still constantly amazed by 9/11. As I watched the towers collapse, three years ago now, I realized that a great friend of mine worked in the towers. Immediately, I went to the phone to call her and could not get through. I was frantic. I was scheduled to travel to New York at the end of September. Sadly I went, hoping to look for my friend, Polly, at the "wall of shame" where hundreds of pictures were posted. None of my NY friends could bear to go, so I went alone—hopeful, but only to leave discouraged. In April of 2004 I received an email titled, "Wow, I finally found you". It was from Polly! On the advice of a friend, she had "googled" my name and I popped up as a BNI Area Director. Well, the emails and phone calls flew. I discovered she was remarried and had not worked in the towers but two blocks away. As we talked and shared about our lives since we had last been in touch she became increasingly intrigued by BNI and the business potential. I helped her to find a BNI chapter in her area. Her husband, Ken, decided to join. They were very excited and have reported they get a fair amount of business from their group. They love BNI! At this time Ken is on leave from his chapter to help those suffering great loss from the Florida hurricanes. But he says he can't wait to get back to his chapter after the first of the year. I haven't seen Polly in person yet, but I'm thrilled to have her back in my life. Thank you BNI! Reciprocity Ring Success Story Sam Schwartz had his Virginia team of Ambassadors meet with Jerry Schwartz and the Maryland Leadership Team to demonstrate the Reciprocity Ring after international training. When it was my turn to request introductions, my request was for the General Manager—by name—of a hotel in Washington, DC. One of the participants said her assistant had worked for that hotel and believed her boss was the person I asked to be introduced to! As a result I am a firm believer in the phase "Be specific to be terrific!" The more specific you are with your request, the better the referral. For more information on the Reciprocity Ring, members can go to: http://www.bni.com/default.aspx?DN=884,661,1,Documents Thank You, BNI! "I credit the vast portion of my business success to being a member of BNI. No less than 70% of my current repeat business comes directly from BNI referrals! Within eight months of joining BNI my business doubled…twice! Simply from the BNI referrals I received. "But BNI has done much more than help me grow my business. It helped me grow as a person. With the education and knowledge I gained through the training opportunities BNI provides, I have improved my public speaking skills, fine tuned my "sales message" and became much more effective and confident when dealing with potential clients and the public. "Thank you BNI!" Constable Greg Pearce, Norfolk County Constables' Office Column
Network or Perish Latest research shows that only 20 percent of employment opportunities are advertised in Australia. Networking accounts largely for the remaining 80 percent of job placements. Whether it's an executive recruitment firm search, word of mouth referral or someone's next door neighbour's brother—the job is often filled by someone known by someone else. In Ivan Misner's best selling book, Masters of Networking, Bill Gates refers to the "trilogy of trust"—the trust that one person has in another, which is then passed along to a third referred member. Whether it's a job opportunity, the name of a good doctor or motor mechanic, people want to do business with people they know, like and trust. If they don't know someone in a specific area, based on the trust they have for another person, they will often accept their recommendation. Smart leaders and networkers today surround themselves with people who are better than them in certain areas. They are willing to acknowledge it and pay for that experience if necessary. Bill Gates says, "For me, a big part of the fun has always been to hire and work with smart people. I enjoy learning from them." Author Harvey Mackay believes "its not who you know, but who knows what you know." One of the challenges we face in Australia is that people are not encouraged to self promote. They often face ridicule and criticism for being pushy. We often refer to it as the "tall poppy syndrome." Many people are reluctant to stand out from the crowd or try to be noticed. As a result many people are overlooked for promotions and opportunities, because no one knows how good they are or what actual skills they have. Because they are not visible or well known by the decision makers, often someone of less ability lands the position or project. Tall Poppies Alternative If you want to increase your visibility within your organization or profession, you don't need to be pushy or monopolize conversations. It helps, though, if you "talk people up" rather than gossiping in a destructive manner. One of the universal laws well known to networkers is the law of reciprocity—what you give out comes back tenfold. So if you gossip about someone today, it may be your turn tomorrow. Why not try a gossip free day every week? Look for positive ways of discussing people within your network. If you don't know a lot about the people you are working with, practice your listening skills, ask open-ended questions (starting with who, what, how, when, where or why). Most importantly, unless it is culturally unacceptable, make eye contact with the person you are speaking to. Listen with your heart as well as your ears. This means having a focused conversation and remaining in the present moment, not distracted by past or future events. Avoid Elevator Talk In our time-poor society, moving conversations occur regularly when one person asks another a question, but does not stop to hear the answer. "Morning, how was your weekend?" without stopping for a nanosecond to hear the answer, we continue moving—hence the coining of the phrase "elevator talk." If you don't have the time to stop and listen to the answer, change your greeting to, "Good morning, John!" and a smile. This will give you a much better response than a random question when you are unable to stop and listen to the answer. Broaden Your Networks Another trap many people fall into is networking only within their industry or profession, dismissing people because they are 'nobodies' (in their opinion) or presumably of no use to them. Master networkers never use people. Again the philosophy of treating people the way you would like to be treated is critical if you are to be remembered positively by the variety of people you meet throughout the week. Aim to network across the board age-wise, industry-wise and geographically. You may think you will never have the need for a computer programmer living in Dallas, Texas. And you may be right. However, your boss may just be looking for the name of a competitor or prospect in Dallas and you just happen to have the name of this person….and so it goes. You start to be noticed by decision makers as a problem solver. They have a problem and you are able to solve it for them. Become a Sphere of Influence Smart networkers acknowledge that they don't know everyone and don't need to know everyone. They do need to have a network of key players, who on a mutual request basis, can tap them into the key people they need. These key players are often referred to as spheres of influence. They are people who know a little bit about a lot of things, and a lot about one or two things (usually their area of expertise or interest). They are proficient at sharing the piece of information that their contact needs. And most importantly they share that information freely, knowing that one day, they may be the one doing the asking. Networking is a life skill, not just something you do when you want something. Following the universal law of giving without expectations, master networkers give without remembering and receive without forgetting. Contact Robyn on: Phone: 02 9369.1025 Fax: 02 9369.1053 Email: inetwork@ozemail.com.au Website: www.networkingtowin.com.au
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:
Thank you! Editors |
|||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
|
|
|