April 2007
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
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Only You Can Make the Difference!
How to build lasting and successful business relationships.
The key to your life and business is relationships.
But at a time when busyness prevails and relationships are difficult to develop and maintain, there are three things you should never forget in the client building process:
1. Be clear that you make the difference in every situation. Know why people work with you. Ask those with whom you have the best relationships why they work with you; then develop your Personal Value Statement™.
2. Be confident that how you relate to another person is your real product. Engage one person a day in a CORE™ conversation, and connect to what they care about.
3. Be capable of honoring your agreements. One of the greatest gifts you can give to others is the example of your life working. Daily, make a promise to yourself and keep it. And always be a first-rate version of yourself, not a second-rate version of someone else.
Attract: You Are the Difference
All relationships reflect your relationship with yourself. Who will be attracted to you if you show up confused or lacking confidence? Only other people similarly confused and diffident.
People who are confident possess what I call the authentic mindset. They are clear about who they are, confident of what they will and will not do, and capable of aligning their intentions with their actions.
To communicate this, I developed what I call a Personal Value Statement™.
When people ask what I do, I say: "People work with me because of my passion, dedication, and commitment to serve as a resource for their financial security. This means I will show you a process that will help you protect and preserve your lifestyle, assets, and loved ones. The real benefit is the comfort, confidence, and contentment you will experience knowing that you have honored your agreements to the people that matter most to you."
Connect: Relating to Others Is Your Real Product
We advisors have a one-size-fits-all communication process. We are each hard-wired with one of four unique personalities and tend to say the same thing to everyone. Consequently, we have a one-in-four shot at connecting with a prospect.
I developed a conversational format to address this, which I call a CORE™ conversation. Since your knowledge and professionalism are measured by the questions you ask—not the answers you give—I suggest starting a conversation with a powerful question. I call it my Trust Question™. Some examples include "What is it that you care about?" and "What can I help you focus on and accomplish over the next 12 months that would make you feel content with your progress?"
Based on their answer, I then ask the following questions:
- What are the biggest challenges you may face?
- What are the greatest opportunities you could take advantage of?
- Who are the key people who need to be a part of this process?
- What has and hasn't worked in your previous experiences?
Commit: To Get a Commitment, One Must Make a Commitment
Consider changing your mindset from "closing a transaction" to a mindset of commitment—so that you can help the client make decisions. You thereby align with the tremendous power of the Law of Intention.
An intention is the direction of your life, the purpose that propels you. A goal is something that would make you feel happy if you accomplished it. A task is something that makes you feel relieved when it is done.
Nobody likes to do tasks. If you center your communication on task-based issues, it's difficult to get people to honor the commitment. The goldmine is when you are able to convert people's tasks to powerful intentions. An intention is something for which you strive that has value, such as being a successful entrepreneur, a great provider to your family, or a great parent and spouse. In my profession, I help my clients see that committing to goals makes them persons of intentions.
Call to Action
Let me leave you with these thoughts:
- If you want something you have never had, you will have to do something you have never done.
- Your greatness lies in the unknown and at the end of your comfort zone.
- Resisting something is the first step to making a commitment.
Learn more at www.cassaraclinic.com
Across the Globe - North America
CanadaINW - Networking Masters TeleSummit
BNI Saskatchewan (Canada) is pleased to announce successful completion of their inaugural Networking Masters TeleSummit, held February 8-9, 2007, in conjunction with International Networking Week™. The event featured 16 hours of high impact educational presentations from 17 Networking Masters.
See this year's expert line-up, access this year's audio recordings, and view pre-registration information for 2008 at www.networkingmasterstelesummit.com.
Submitted by Steve Bell, Executive Director, BNI Saskatchewan
United StatesINW – San Antonio
The Friday before International Networking Week™, the daily newspaper in San
Antonio, TX, the San Antonio Express-News, ran a feature article on BNI. The article in the print edition appeared on the front page of the Business Section above the fold and was about 40 column inches in length.
Read the article.
In addition, San Antonio Mayor Phil Hardberger signed an official proclamation designating February 5-9 as International Networking Week™.
Read the proclamation.
All San Antonio Area chapters featured a special event for INW. Most held a "Bring Your Best Client to BNI" day on their meeting day that week, and the 10-minute presentation was given by one of the chapter's Power Teams.
Submitted by Susan DeLoren, BNI Executive Director
United States
INW - Wisconsin
Our goal in Northern Wisconsin through INW was to host an introductory
networking night, so we invited business professionals from an 11-county area where our BNI chapters and core groups are prevalent. The event was organized in conjunction with an area B2B magazine and featured an excellent speaker and 35 booths. It was a great way to introduce BNI to many people who were not previously aware of the organization.We had over 200 attend the event, with 157 of them non-BNI members. Consequently, all the chapters in the Eau Claire area are following up with the guests through a series of Visitors Days in February and March. We gained significant PR through planning the event, including two magazine articles, a television interview, and a front-page feature in the business section of the local paper.
To read this article, click here and here.
The response was phenomenal, and due to the excitement we created, we have two more Networking Nights planned for May and September.
Submitted by Craig Campana, BNI Wisconsin North
INW - Northern Nevada
BNI Northern Nevada hosted a morning event in honor of International Networking Week™ on February 7, 2007 at the Peppermill Hotel. BNI members, along with chamber members and members of the other networking organizations, attended. In all, 235 people came together to enjoy a great presentation and have an opportunity to network with each other. Dawn Lyons, South West District Director, was our special guest. |
| Presenters Mike Macedonio and Bob Belknap |
BNI Portugal launched its 6th chapter on Thursday, December, 7, 2006, in Lisbon. Over 60 people were present, including Hélder Falcão and Terry Hamill, both National Directors for BNI in Portugal and Brazil.
Since February 2006, a total of 24 Regional Directors have been trained by both Hélder Falcão and Terry Hamill, National Directors for BNI in Portugal and Brazil.
On September 15, 2006, just a few days after the first information session about BNI, Romania had its first pre-core chapter meeting. Exactly three months later, the first chapter, CREMA BNI, had its kick-off on December 15, 2006, which is a record time for opening BNI in a new country!
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Two huge screens highlighted the logo of the major sponsor, Loucar Investments, as well as the other sponsors. BNI table displays were more creative than ever, and there was a lively buzz as people connected with each other. Table seating had been planned so competitors were not sitting with each other, and so new contacts could be made.
Prince Sifiso Zulu, Vice Chairman of the World Chamber of Commerce and Industry, addressed the delegates, emphasizing the importance of influence. People listened attentively to Dr. Misner's message and appreciated hearing about VCR—Visibility, Credibility, and Profitability. Les Welch, the 2006 National BNI member of the Year spoke about BNI and members from other networking organizations spoke about their programmes and confirmed the need for solidarity amongst all networking groups. Professor Bonke Dumisa, CEO of the Durban Chamber of Commerce and Industry, rounded up the formal proceedings; then the networking began.
Eight wonderful prizes were donated and our lucky draws were scattered throughout the morning. We were fortunate to have the SABC present, and radio interviews took place after the breakfast.
With the help of our sponsors and a great organizing team, the inaugural International Networking Day exploded its way into the business sector of Durban.
Submitted by Yvonne Duke & Wendy Wixley, Joint Executive Directors, KZN 1 & 2, South Africa
INW - East London
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| National Director Mike Levin and BNI Biz Exchange Chapter President Derek Myburg |
Submitted by Butch Coetzee, Regional Director, BNI East London
Elsewhere in South Africa …
In Cape Town we divided the suburbs and have had three meetings. The Southern Suburbs went off very well. One visitor arrived as a result of surfing the net. Other visitors were impressed, and I believe we will see more of them. Members were pleased to discover how much exciting talent abounds in other chapters, and if nothing else we are all stepping out of the box in future. The whole event has been extremely beneficial.
Submitted by Butch Coetzee, Regional Director, BNI East London
IsraelInternational Networking Week™ in Israel: A Success
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Nearly 500 people from diverse backgrounds and organizations dedicated six hours of their time to participate in a networking conference. They came from far and wide to learn different methods and fresh ideas about networking. They also came to make new business connections.
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| Sam Schwartz presents The 10 Commandments of Networking |
In the beginning of the event the participants were asked for their opinions regarding the five myths of networking, which were taken from Dr. Ivan Misner's latest book, Truth or Delusion. At the end of the event, ten copies of the book were given as door prizes.
Following the lecture and workshops, the participants were asked to move to a big dinning room. The seating was designated in advance to ensure a good mix of the participants. The event ended with a delicious working lunch, where participants had an opportunity to practice the theories they had learned in the earlier session.
So, how can one define INW success? Great attendance, great speakers, great networking activities, and delicious delights.
Submitted by Sam Schwartz, Co-National Director, BNI - Israel
United Arab EmiratesBNI Dubai Enjoys Big Breakfast—with Big Numbers
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- All 4 chapters got together – total of 75 members attended – 100% attendance!
- Invite your best client/supplier meeting stimulant used.
- 50 visitors were invited.
- 135 attended the breakfast.
- 20 members presented with 1-year membership ribbons.
- All 50 visitors were introduced by their member host and the 60 Second Introductions focused on the value of their relationships.
- The Chapter Directors of each chapter also had 60-second slots to introduce their respective chapters and entice visitors to attend their chapter breakfast meetings; as a result, 2 new core groups have sprung up for BNI Dubai.
INW Lunch - Dubai
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The tickets sold out well in advance, and 225 business professionals described it as one of the best networking events yet to have happened in Dubai.
BNI members also were encouraged and given the opportunity to book tables of ten, whereby they could brand their table. Nine members took this opportunity, and this is what one of the invitees had to share with one of the members:
"I left the function motivated, and have already used what I learned. I am convinced that it is very effective and will be beneficial to my organization."
The highlight of the event was Dr, Misner's video. Other speakers included Lou Scotto, GM of Emirates Bank (one of the largest local Banks), and Bob Farrow, GM of Hertz Car Rental.
The event sponsors donated grand prizes, which included two Virgin Atlantic Airways Tickets, Hertz Car Rental Vouchers, and Hot Air Balloon Safaris from Blue Banana.
International Networking Day 2007 has not only raised awareness of business networking amongst the local business community but also raised BNI's profile in the Middle East as THE networking organization to look out for!
Submitted by Bijay Rajnikantt Shah, National Director - BNI Middle East
Across the Globe - Australia/Asia
AustraliaSydney's First International Networking Day Event
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| Peter Papagianakis from BNI Long Island with speaker Candy Tymson |
Over 75 people attended a luncheon addressed by Australia's leading gender communications specialist, Candy Tymson, who discussed the notion "Are Women Better Networkers than Men?"
One of the guests was business lawyer Peter Papagianakis from BNI Long Island, New York, who flew in to hear the address with the hope that he would get some ideas on how to boost the number of women members in his chapter.
Another long distance traveler, Elzette Bester, a graphic designer from BNI Essendon Chapter Melbourne, made many creative connections during the luncheon.
A summary of Candy's address (with the answer as to who are, in fact, the better networkers) is available from Sydney Inner West Executive Director Tony Benner at tonyb@bni.com.au.
Shopping and Networking Share Common Grounds
25 members from Sydney Inner West region joined their directors in operating a BNI Information Booth at the huge Rhodes Shopping Centre with Sydney's only Ikea store.Over the next few weeks, chapters in the region will be welcoming many of the people introduced to BNI at the International Networking Day Luncheon and the Information Booth event, and from newspaper publicity.
Submitted by Tony Benner, BNI Executive Director – Sydney Inner West
IndiaINW - India Big Breakfast
The BNI Big Breakfast was a watershed event for BNI India! Nearly 200 members and invited VIP guests were in attendance.There was an air of excitement, with practically all members arriving by 7:15 a.m. Members turned up with a stack of their own cards and left with a pile of new cards.
Everyone got a real glimpse of BNI. Often when we attend our weekly BNI chapter meetings we forget that we are part of something much bigger!
The BNI India figures are a testament that networking works. Since our inception we have passed:
- 10,119 referrals.
- Generated Rs12.28 crores of business (including Rs 1.04 crores worth of money slips handed in at the meeting).
- This equates to each seat being valued at over Rs 7,00,000.
The VIP visitors were thrilled by members' professionalism and warmth. As one visitor commented, this meeting had a warmth and camaraderie unlike any other meeting or conference he had attended in 25 years.
Submitted by Niiraj R Shah, National Director, BNI - India
SingaporeINW - Singapore Big Breakfasts
BNI Singapore held its Big Breakfasts on February 6, 2007 at four different locations with a total turnout of 560 business people.Two new chapters were also launched in two different locations on that day - BNI Raffles Chapter and BNI Rhapsody Chapter. Welcome to the BNI family!
Submitted by Sim Chow Boon, National Director, BNI - Singapore
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Santa Claus, the Easter Bunny, and Six Degrees of Separation
Why believing one myth can lead to business failure.
What do Santa Claus, the Easter Bunny, and Six Degrees of Separation have in common? People all around the world believe in them. But, since I don't wish to do an exposé on Santa Claus or the Easter Bunny, I'm going to leave those icons alone. I want to talk about Six Degrees of Separation. This is the widely-held belief that we all are connected to each other through, at most, six intermediary connections or people.
I'm sorry to be the bearer of bad tidings, but it's just not true. In fact, it is a widespread urban legend. I know, I know—you're thinking, "What? That can't be! It's common knowledge that we are all separated by six connections to anyone in the world." Well, I hate to burst your bubble, but the idea that we are all connected through six degrees of separation is rooted in myth—not in fact.
The legend originally stems from several "small world experiments" conducted by Stanley Milgram in the 1960s and 70s. These experiments involved sending folders or letters from a group of people in one part of the country to a specific person (whom they did not know) in another part of the country. The people were told to get the material to someone who might know someone that would know the individual to whom the material was to be delivered. This process formed a chain of connections linking the people together.
It was found that the letters or folders that eventually arrived in the right person's hands took, on average, between five and six connections or degrees. This part is true; however, if you look closer, you will discover the problems that exist within the blanket statement "We are all connected by six degrees."
First, though the average number of links for people who got the material through to the final contact was five or six connections, the majority of the connections that were made ranged from two to ten (the average was five to six). This means that roughly half took more than six and roughly half less than six. Well, you say, that's the average. And I would agree that there's nothing wrong with addressing this concept by the average. But there's one small problem. The overwhelming majority of people in all of Milgram's studies never got the material to the intended recipient at all!
In Milgram's most successful study, "217 chains were started and 64 were completed—a success rate of only 29%." (*) That's right—a success rate of less than 1/3 of the participants!! So, what this means is that 29% of the people in Milgram's most successful study were separated on average by six degrees from the final contact person. However, that means that 71% were NOT CONNECTED AT ALL!
But wait, I'm afraid it gets worse. This was Milgram's most successful study. In another of his studies, only 5% of the participants completed the chain, which means that 95% of the people in the study never made the link to the person they were supposed to connect to at all—ever!
Don't shoot the messenger, but I am afraid to tell you that we are not "all" connected with everyone in the world by Six Degrees of Separation. We're just not … not all of us.
Living in the Small World with Intention
So, why would I, someone who has devoted most of his professional career to business networking, tell everyone about the Achilles heel of this iconic concept upon which a lot of networking pros hang their hats?
Well, there are two reasons. First, I believe this myth creates complacency. The thought that everyone is absolutely connected to everyone else on the planet by six degrees gives some people a false sense of expectation and thus lulls them into a sense that the connection is bound to happen sooner or later, no matter what they do.
Secondly, and most importantly, the studies' findings indicate clearly that some people are better connected than others. I believe that's important because it means that this is a skill that can be acquired. With reading, training, and coaching, people can develop their networking skills, increase their connections, and become part of the roughly 29% of people that are, in fact, separated from the rest of the world by only six degrees.
Milgram's work was revolutionary. It opened up a whole new world of discussion and understanding. It has, however, been romanticized. The mythical version of his findings does no good for anyone. It gives people a false sense of security or an erroneous worldview of the networking process.
I believe we do live in a "small world" that is becoming smaller and smaller; and I also believe it is possible to be connected to anyone in the world by only six degrees. I just don't believe that "we are all" connected by six degrees—and Milgram's own findings support that.
The good news in all of this is that it is possible to be part of the 29% through education, practice, and training. We can be connected to anyone through the power and potential of networking. In fact, by understanding that, we can set ourselves aside from our competition by knowing that being able to make successful connections is not an entitlement. Instead, it is a skill that only some actually develop, and BNI is an incredible vehicle for those people to employ.
As for the 71% of people who are not connected and yet still believe in the Six Degrees of Separation concept—keep the faith. You'll always have Santa Claus.
* Could It Be a Big World After All? The Six Degrees of Separation Myth by Judith S. Kleinfeld, Forthcoming, Society, 2002
Called the father of modern networking, Dr. Ivan Misner is a New York Times bestselling author and founder of BNI, the world's largest business networking organization. His lastest book, Truth or Delusion?, can be viewed at www.truthordelusion.com. Dr. Misner is also the senior partner for the Referral Institute, an institute referral training company. He can be reached at misner@bni.com.
BNI in the News
No Dummies Needed
Self-employment may be just your ticket.
The coolest career may be the one you create for yourself. And while there are mountains of books guiding entrepreneurs to successful self-employment, the best advice revolves around five basic concepts …
Getting business to come to you.
Network and schmooze at professional and trade association meetings and through formal networking groups like linkedin.com and BNI (www.bni.com), with chapters nationwide. Even social networking sites such as match.com, facebook.com, and youtube.com can be used for business networking. In your profile, describe what you do, with enthusiasm.
Read this article.
Dr. Ivan Misner Discusses BNI with Biz Link RadioBiz Link Radio, a weekly podcast featuring entrepreneurs and top business executives, recently interviewed BNI's Founder & CEO, Dr. Ivan Misner.
Listen to this informative podcast to hear Dr. Misner give insight into word-of-mouth marketing, BNI, and much more. Find out more here.
Online Networking Not Intended to Replace Face-to-Face Meetings
That tried and true method of networking to build your contacts and help land the perfect job is taking a new twist. Online business networking websites are booming, meaning face-to-face networking is just one way people are expanding their horizons.
"If you have too much technology, you could start to lose touch—so it's really the balance between high-touch and high-tech," says Kelly Gustafson, executive director of Business Network International's southern Alberta franchise.
Read the article.
BNI India Featured in the Economic Times
Following our Big Breakfast, the Economic Times featured BNI India on February 16, 2007. (This is the equivalent of the Wall Street Journal in the US or the Financial Times in the UK.)
The article states, "The best bet for many young entrepreneurs often is to participate in forums that are provided by business networking professionals like Business Network International (BNI)."
Read this article.
BNI Is Serious About Providing LeadsForget six degrees of separation.
A flourishing group of small businessmen and women has refined networking to a science. In the world of BNI, there are but two or three degrees of separation between the network member and that next sale.
"It's like having your own personal sales team," said Leon Collins, a member of R&B2U, one of 13 BNI chapters in San Antonio that meets each week to share referrals and familiarize themselves with each member's area of expertise.
Read this article.
Give and You Shall Receive
"Since only a small fraction of job opportunities will ever be advertised, it pays to network," says John Shattock, Auckland-based PR and marketing consultant. But Shattock says there is more to networking than trying to meet someone who might give you a job.
"Networking may be more than just an introduction for your next job. Some people are starting to view networking as a core competency," says Graham Southwell, national director of business BNI.
Read this article.
Introverts May Hold Networking Advantage
Dr. Robert Nakisher knows he must promote his West Bloomfield dentistry practice to grow business. The problem: That's difficult to do when you're not a natural-born networker.
But the silence of introverts, who may find themselves under more pressure to step out of their shells and pitch their companies to total strangers in the current economy, may give them a leg up in networking situations, according to one expert.
Read this article.
Face-to-Face Contact Puts Power in Networks
Ruth Papernick joined a Greensburg networking group nearly seven years ago to help her family's Mt. Pleasant-based optometry business expand.
Most of her husband's patients came from the immediate vicinity. "We just wanted to get out of that and branch out, and this has done that in every respect," said Papernick, who serves as the practice's office manager. Papernick had joined the Greensburg chapter of BNI.
Read this article.
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Lifetime Relationships Mean Lifetime Business
How networking helps you lead a fulfilling life during your senior years.
If you knew you'd live to 100, how would you change your life? Would you make more friends, exercise more, save more money, visit your chiropractor more regularly, or change your retirement plan?
The fact is centenarians are one of the fastest-growing segments of the population in the United States, and the chance of you becoming one is growing. In my new book, The 100 Year Lifestyle, I talk about how to strategically plan for and embrace this miraculous longevity we've been given. Will you be prepared, or will you outlive your assets, your career, and your social network?
One of my favorite mantras is "Lifetime relationships mean lifetime business." We sustain our means of making a living by constantly creating new relationships and maintaining the ones we have. My network of friends and colleagues stretches around the world, and many are BNI members. Maintaining contact is essential for career building and supporting our area of business.
Why Network Your Senior Years?
- Maintaining your network is especially important because increased longevity means many of us will end up working longer, and often as new entrepreneurs. According to an article in AgeTimes.com, a study revealed that Americans aged 55 to 64 and older represent one of the fastest growing groups of self-employed workers. Do you want to reach 100 alone or with a strong network? What steps can you take today to create a network of business and personal contacts that will last you a century?
- One of the greatest fears and challenges of aging is loneliness. Unfortunately, many seniors experience more funerals than birthday parties. The imbalance between celebrations and sadness can lead to depression and hopelessness for many seniors. Loss is going to be a reality of our extended life spans. If you only have one circle of friends, or one friend, you will recover more slowly from significant loss.
The more circles you have, and the more places in which you are meaningfully connected, the easier it is going to be for you to enjoy your longevity. You will be more able to cope with loss and stay passionately engaged in life. Building relationships with three, four—even five—generations of people balances you and stimulates your youthfulness. When you maintain relationships across generations, you stay in touch with the radically changing world that we live in. This keeps your senses young and sharp. It keeps you active. - As we age and accumulate responsibilities, we interact with more and more people. It can seem smart to drop relationships when we don't have time to sustain them. All friendships aren't worth having, and they will change from time to time. Understand that healthy relationships are adaptive. You should always be able to connect with the world, and the people in your world, in a way that is authentic. We must maintain relationships throughout our lives to make them worth living.
However, we shouldn't let go of potential advantageous connections with people simply because we can't muster the time and energy for a cup of coffee every few months. Study after study has shown that strong social relationships are essential for a healthy mind and body, while also enhancing our life experience. They reduce some of the bad effects of stress, and help speed recovery from psychological and physical illness.
Be honest about who you are, and what you want. Your willingness to let your voice be heard will give you the opportunity to make the rest of your life the best.
Dr. Eric Plasker, D.C., is an internationally acclaimed wellness expert, speaker, television and radio personality. His company, The Family Practice, helped chiropractors grow their practices by more than $25 million last year. His debut book, The 100-Year Lifestyle: Dr. Eric Plasker's Breakthrough Solution for Living Your Best Life—Every Day of Your Life is available in major bookstores and at Amazon.com. Visit www.thefamilypractice.net and www.100yearlifestyle.com.
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BNI Assistant Director Receives Olympic Recognition
Congratulations to Gail Stolzenburg, Houston West Region Assistant Director! Gail is an accomplished motivational speaker and has written numerous articles and a book, One Minute to Health. Ruben Gonzalez recently interviewed him for an article on networking to be posted on his web site, Olympicmotivation.com. Ruben is a three-time Olympian, a motivational speaker, and the author of The Courage to Succeed. Ruben will be sharing the time on the stage with Dr. Misner on April 2 in Houston, Texas, at a High Achievers seminar.
Gail is pictured with Ruben reviewing Dr. Misner's latest book, Truth or Delusions. They refer to BNI and the book a number of times in the interview.
Kathy Mathy, Executive Director, BNI Houston West Region
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When you're looking to get new business from someone you meet for the first time, don't ask for business. Give them business instead. They will be pleased and will want to give you business in return. I kept this in the back of my mind as I waited for the right opportunity to use it.
I make and install gaskets for commercial refrigerator doors in restaurants, schools, hotels, and country clubs. One of my best customers is a well-known restaurant chain. They have complained about their refrigeration repair company for years.
Since I've been in business, I've known that refrigeration repair companies can be a good source of referrals, and I have a few small companies that know me well and give me business now and then. The biggest refrigeration repair company in my county has 24 service vehicles. They have contracts with the County Board of Education and hundreds of restaurants, delis, and pizza shops, etc., in the northern third of my state.
I've been reluctant to introduce myself because I was afraid they might perceive me as a competitor and throw me out the door. I was concerned they would bad-mouth me and keep me from getting new business. Sounds foolish perhaps, but it kept me from introducing myself to them.
One Monday I met with my client's restaurant manager, who was delighted to tell me they were getting rid of their old refrigeration company! I asked who would be replacing them; he told me he didn't have a replacement yet. I inquired if he'd heard of the largest and best repair company in the county, and he said he hadn't. I told him I'd have them contact him tomorrow, and the manager seemed very pleased.
That night I wrote a 'referral slip' for the president of the refrigeration company, even though I had never met him. The next morning, after my BNI meeting, I went to meet the president of the largest refrigeration service company in my county. I didn't have an appointment, but within five minutes I was in his office.
I explained that there was nothing he could do for me, but rather, I had something I could do for him. I gave him the referral slip, explaining the restaurant's situation. I told him the manager was expecting his call! He thanked me warmly and then asked me what I do.
I started to explain that I make and install gaskets for commercial refrigerator doors. He stopped me and asked, "Do you mean those gaskets that my guys hate to install? The gaskets that never fit right the first time they're installed, and that my men have to return a week later to make adjustments to?"
I didn't have to say a word. Now I have the largest refrigeration service company in my area giving me all their gasket business!
Kent C. Smith, Commercial Gaskets of North Jersey, Hillsdale, NJ - Vice President of the BNI New Day Chapter, Westwood, NJ
Submitted by Claudia MacDermott, BNI Area Director, Northern New Jersey
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My name is Tammy Frank, and I own and operate a full-service drapery workroom, It's Sew Fine, which offers custom window treatments, bedding, and more. I have been attempting to build my business for four years now. After three years of working part-time, I had to decide if I was going to be self-employed or someone else's employee. I chose self-employment.
My biggest obstacle in starting a new business was letting people know about me. My first thought was to contact real estate agents. So I called Christine Williams, an agent for Coldwell Banker in O'Fallon, MO. Christine offered to help me get a spot speaking at one of the monthly real estate meetings. Then she told me about her BNI chapter, O'Fallon/ Tri-County, and invited me to be her guest.
I was immediately impressed with BNI—members passed many referrals. I joined the O'Fallon/Tri-County chapter after attending two meetings as a guest.
Having not been involved in any type of networking group before, BNI taught me how to network. Twelve months later, my membership renewal came up. I did not think that I had received many referrals as a result of my membership and was struggling justifying the expense of another one-year membership.
Before making my decision, I ran a sales summary report. That was surprising! I found that my investment alone had paid off more than eight times! Even more impressive was the fact that the referrals I received from being involved in BNI accounted for more than 40% of my total sales for 2006. The numbers say it all—BNI WORKS!
Tammy Frank
Submitted by Mike Tobin, Director, BNI Central and Southern Missouri
www.bnitobin.blogspot.com
Breaking News
Grow Your Chapter's Membership with "Ready, Set, Grow!" for BNIYou've probably heard of the 80/20 Rule, but did you know that 80% of all BNI members are reluctant to invite new members to a BNI meeting?
For years I've utilized the Ready, Set Sell! sales methodology to help organizations build armies of highly successful salespeople by overcoming this kind of reluctance. With Ready, Set, Grow! for BNI, we can apply the same principles toward building our BNI Chapters. So, what exactly is the 80/20 Rule? It is actually not a rule at all—it is a LAW, known as Pareto's Law among economists and productivity experts. Vilfredo Pareto was an Italian 18th-century economist who first discovered that in any endeavor 80% of productivity comes from only 20% of efforts.
Here is an example of how Pareto's Law affects the interest level of potential BNI members. Let's assume that existing members of a BNI chapter were to reach out to 100 potential BNI members from our target classifications to make them aware of BNI and invite them to a meeting. We will quickly find that at this particular point in time, 80 (80%) are simply not interested, regardless of what we have to say or how much we know they would benefit from being a BNI member.
However, 20 (20%) will be interested enough to attend a meeting if invited properly. The really good news is that 20% of those, or 4 of the original 100 we spoke to, will not only join us, they will become highly productive BNI members for our chapter.
Ready, Set, Grow! for BNI is a multi-media program available at no charge to all BNI members. It is a collaborative effort between Don Mastrangelo and BNI, created for the purpose of quickly building membership in BNI Chapters. To access the program visit www.DonBuildsBNI.com. Don Mastrangelo is the author of the #1 best-seller Ready, Set, Sell! – How to Get From ZERO to Sales HERO in 90 Days, and is a contributing author to the upcoming book Masters of Sales. He can be reached at (800) 688-0999 or info@donmastrangelo.com.
BNI and the Referral Institute Partner with California Small Business Success ConferencesThe California Small Business Success Conferences' mission is to educate, communicate, and facilitate the success of small business in the state of California through one-day conferences in major metropolitan areas all over the state. In addition to educational breakout sessions, the conferences also feature tradeshows with vendors, specifically marketing to the small business owner.
Now that BNI and the Referral Institute have partnered with California Small Business Success Conferences, the two affiliate networking companies will be sponsoring "Speed Networking and Beyond" at the May 2, 2007 conference and trade show, held in the Pasadena Conference Center. "Speed Networking and Beyond" will give conference goers the opportunity to find new business and learn how to give and get great referrals through participation in speed networking sessions that run every half-hour in the speed networking room.
In addition, BNI's Founder & Chairman, Dr. Ivan Misner, will be featured at a BNI-sponsored Networking Breakfast meeting on the morning of the conference at 7 a.m. and will be present to sign his books on business networking. Dr. Misner's wife and contributing author of Masters of Networking and Masters of Success, Elisabeth Misner, will be featured as one of the CSBSC conference speakers and will give a 50-minute presentation entitled "Keys to Networking Success."
The conference fee is $149 per person, and the BNI Networking Breakfast is $15. To register for the California Small Business Success Conference and the BNI Networking Breakfast in Pasadena on May 2, 2007, please visit: http://www.BusinessConferencesCA.com
For more information on the Referral Institute, please visit: http://www.referralinstitute.com
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