April 2008
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Converting Visitors into Members
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These conclusions are based on my recent experiences of trying to grow my Islington chapter, which didn't go too well at first. We've had loads of visitors—17 at a recent Visitors Day—but all that effort gained us just one new member, and to my mind, this was a wasted opportunity and not a fair return for the members who invited them. It made me reflect on how we can all improve in this key area—by focusing on our Attitude, Approach & Action.
Attitude
Many of us need to change the way we perceive visitors and Visitors Days, and this starts by not regarding our guests as visitors. Visitors come to your house on a Sunday afternoon to drink tea and eat cucumber sandwiches, or bring you flowers when you're sick—and then they go home. The invitees who arrive bleary-eyed at our early morning meetings are potential customers and, hopefully, future colleagues and advocates for our businesses—as we will be for theirs. Our task is to demonstrate this, making them see the benefits of our working together. So let's start by treating them as people with whom we'd like to do business, rather than casual visitors who are just passing through.
Approach
Many years ago I read Neil Rackham's book Making Major Sales, which spawned a sales training and management phenomenon by showing how to make major sales of any product in any market or environment. But, what made it work weren't clever sales techniques. It was the recognition that in order to make any sale, you first need to build a relationship with the customer. And it showed that long-term relationships are the best of all.
So how do we develop relationships with prospective members? There are a number of stages to developing a long-term relationship, and that means not rushing things. You don't meet someone, decide you like them, buy a house and move in together all on the same morning—and expect things to work out fine. Yet, isn't that sometimes what we ask our visitors to do?
Action
Instead, I'd suggest the following exercise in relationship building. The first time a prospective member usually hears about BNI is when we talk to them in glowing terms about our chapter. Now there's lots of advice in our manuals about how to introduce the BNI concept to someone, but something as simple as talking about the great bunch of people who are constantly looking out for business on our behalf, coupled with the suggestion that maybe they'd like to come along and see for themselves, works well for me.
When a prospect agrees to attend a specific breakfast, the inviting member gives their details to a nominated person in the Leadership Team at least 48 hours before the meeting, who collates the visitors' list for that week. Numbers should be limited to what your chapter can manage effectively—even if this means having just two or three guests. The nominee then contacts Leadership Team colleagues to brief them on the visitors and agree who will call each one the day before the meeting. The call should be brief and friendly, like this:
"Hello [Laura], I'm [Tom Brown], Director of BNI's [Anytown] chapter. [John Smith] tells me he's invited you to our breakfast tomorrow, so I thought I'd give you a ring and tell you we're looking forward to seeing you. Try to get there by 7:00 so you can meet a few people before we start the business agenda … Okay, that's great, Laura. I look forward to meeting you tomorrow."
Choose your own words, but understand that the purpose is to start a relationship. Until you called her, the only person Laura knew in BNI was John. Now she knows you're also aware she's attending and hopefully impressed that you've taken the trouble to call.
It's also useful because, if she was wavering, she'll now be letting two people down. At breakfast, once your Visitor Hosts have greeted Laura, they introduce her to the member who rang her the previous day—confirming that someone other than John is going to talk to her. That person shows her where to sit and offers her a drink before passing her to the next member. At this stage John should do little more than say hello and thank her for coming. The priority is to show that other members are interested in her.
Taking the time to speak to prospective members and asking about their intentions reinforces the belief that joining is normal. To this end, make sure that visitor orientation is done properly and visitor packs are ready, along with someone who can talk to guests succinctly about the commitment required before dealing with the application process.
After the meeting, the Leadership Team should decide who will make the follow-up call(s) the next day to Laura (and every other visitor). The conversation should go something like this:
"Hello Laura, it's [Tom Brown]. We met yesterday at BNI. It was good to see you. What did you think of the meeting?"
Assuming a positive response, you would add: "Now you've had chance to think about it, are there any questions you'd like to ask me?"
Dependent on her response, you might say: "Great, so we'll look forward to seeing you next week with your completed application and payment, unless you'd prefer to post it to me today?"
Or, if she's not ready to make the commitment: " … OK, so why not come along again (next week) and see the results of how we work for each other's businesses."
In any event, ring her the day before your next meeting. If she was going to join, this reinforces her decision. If she planned a second visit, you're confirming this is okay. And if she wasn't inclined to come again, your call encourages her to change her mind.
Attitude, Approach, and Action. It might seem like a lot, but that's why every member must be involved—since everyone will benefit from increased membership.
Ian Cooper runs Eyedeecee Management. Contact him on 020 8365 8183
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The One-Day Secret to Growing Your Chapter
This edition of SuccessNet has a number of articles about Visitors Days. The reason for this is because it's a great time of year to build your Chapter—and Visitors Days are a proven way to do it for any group that truly follows the structured Visitors Day program.
Chapters and members in countries around the world know the secret to drastically increasing the amount of referral business they get from their BNI membership. And they know how to make that happen in just one day! Their "one-day secret" is their chapter's Visitors Day (oftentimes conducted in conjunction with their national Membership Drive).
Your National Membership Drive
Your National Membership Drive (in some countries referred to as a "Member Extravaganza") helps members focus on inviting guests to take a look at how BNI can help their businesses. The goal is to significantly increase the number of members, or referral sources, in your chapter so all members get more referral business.
During the contest period, when members sponsor new members into their chapter, they are entered into a prize drawing. In many countries this is taking place now; in some countries it happens later in the year. Contact your local director to find out when it is taking place in your area if you aren't sure.
Motivation
Visitors Day is an initiative designed to create positive momentum in your chapter: to increase your membership, in order to increase referrals. Although Visitors Days can be done anytime during the year, when you hold it during a Membership Drive, the contest and prizes help you have some fun while you build your chapter.
Results
Here is some hard data that shows actual results for chapters that participated in a Membership Drive contest and sponsored a Visitors Day simultaneously. The chart below shows how many new members were added and the increased percentage in referrals.
It is interesting to observe that Visitors Days work for all size regions: large metropolitan areas, suburban areas, and rural areas. These groups didn't do a casual Visitors Day—they did the structured BNI Visitors Day that most BNI directors can train a chapter on how to conduct.
Keep It Going
"Really" successful chapters and members generate momentum leading up to their Visitors Day event by inviting new members before the big event. And they they continue to invite and induct new members for weeks after Visitors Day.
Great members know they need to help new members become engaged in the BNI system and help them create a stream of referrals as quickly as possible. Seasoned members know they can help new members "stick" by doing the following:
1. Help new members register to attend Member Success Program (MSP).
2. Attend MSP with new members to build positive and supportive relationships!
3. Schedule one-to-one meetings with new members.
4. Help new members schedule one-to-one meetings with other members in the chapter who are in businesses closely related to them; these members are likely to be a good source of referrals.
Chapter Cycles
Just as you'll bring new members into your chapter, members will also leave your chapter! Members step down for valid reasons: they get promoted; their spouse gets promoted; they decide to have a family; they change jobs; or, they retire.
Good chapters stay successful by replacing members that step down. Great chapters acknowledge the fact that chapter cycles exist and take steps to keep the chapter strong by inviting throughout the year. They even hold Visitors Days a few times during the year, as well as during the Membership Drive contest period.
Hard Work?
Most things worth doing take hard work; the only place "success" comes before "work" is in the dictionary! So planning, conducting, and doing following up will probably be hard work. As with most things worth doing well, the results justify the work involved. Ultimately, you'll create a stronger chapter and generate more referrals around the room at your BNI meeting.
Ask your BNI executive director or national director for more information about your country's Membership Drive contest and how to get information and support for a Visitors Day.
* Special thanks to Dan & Penny Georgevich for their contribution to this article.
Called the father of modern networking by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the founder and chairman of BNI, the world's largest business networking organization. His latest New York Times best selling book, Masters of Sales, can be viewed at www.MastersBooks.com. Dr. Misner is also the Sr. Partner for the Referral Institute, an international referral training company. He can be reached at misner@bni.com.
BNI in the News
Referrals Give Businesses a Major Boost
A culture of promoting and expanding businesses through personal referrals is flourishing in the UAE. This has been encouraged by Business Network International (BNI), the world's largest referral organization, which is active in 37 countries. The networking group launched its first chapter in the UAE in 2005 and now has seven—the latest opened in Abu Dhabi last month.
BNI was founded by Dr. Ivan Misner in the United States in 1985 and its members include CEOs, chairmen, managing directors and experts from different professions. Nick Pearson, Middle East Regional Director of BNI, tells Emirates Business how the organization works and how its members benefit from networking—and reveals its future plans.
Click here to read the article.
UAE Radio Broadcast on Business Networking in the Middle East
Norm Dominguez and Bijay Rajnikantt Shah, CEO and National Director (respectively) for BNI, talk about networking in the business world. BNI is a global referral company and has seven chapters in the UAE alone.
Listen to radio broadcast.
From Top Exec to Jobless: The Non-salesman
Geof Scanlon, co-executive director of the local chapter of Business Network International, contributed an article to the book Masters of Sales: Secrets from Top Sales Professionals that Will Transform You into a World Class Salesperson, by Ivan R. Misner and Don Morgan.
From Scanlon's Death of a Non-Salesman: A Cautionary Tale (Entrepreneur Press, 2007; $19.95):
"After 30 years of service as a vice president at an international Fortune 100 company, Bill R. got the ax. His corner office on the 30th floor, big staff, and great perks were all gone with the flutter of a pink slip and a corporate restructuring.
"Bill wasn't worried. He figured he had the financial expertise, the business savvy, and the contacts to go it alone. He'd do things his way, be his own boss in a financial planning business for high net worth individuals. Should have done it years ago, he thought. It would be fun—a slam dunk!
Click here to read the article.
Jim Blasingame Interview
BNI's theme for 2008 is "Changing the Way the World Does Business," and in Dr. Misner's February interview with Jim Blasingame, he explains exactly how BNI is doing just that through the celebration of International Networking Week.
In this 12 minute, online interview, Ivan mentions the emphasis that 2008's International Networking Week placed on getting community leaders from all over the world involved in International Networking Week events, and the significant work that was done to achieve increased exposure for business networking by obtaining documented recognition of the designated week from government agencies around the globe.
To listen to the interview now, please visit: http://www.smallbusinessadvocate.com/small-business-member-archives/ivan-misner_187_1.html
For more on International Networking Week, please visit: www.InternationalNetworkingWeek.com.
To The Next Level
Advice from Experienced BNI Members on Inviting Visitors to Your Meetings
What good is a Visitors Day if you don't convert visitors into new members? Admittedly, it takes chapter commitment: planning on how to reach the visitors on the front end, engaging the visitor during the meeting, and following up after the meeting. Here BNI members share their best tips for making the most of your Visitors Days:
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Jack Canfield's concept of E+R=O, which is Events + Response = Outcome, produces results.
I recently had the opportunity to share a story about a 13-year-old boy who was nominated to the National Young Leadership Student Conference (NYLSC). He knew that he wanted to attend but he couldn't afford it, and the NYLSC encourages the students to raise their own money through contributions.
His Outcome (or goal) was the desire to attend the conference. He had an Event that he had to overcome which was to raise $1,397 for his tuition within about 21 days. His Response was to evaluate who would be willing to contribute money towards this event. Utilizing the BNI Visitors Day model, he decided to send a letter to business owners and people in leadership roles that would understand the value in leadership skills. He followed the letters with personal phone calls. He made it happen, and raised the money. How do I know? That boy is my son.
How does this relate to you as a BNI member? If your chapter is planning a Visitors Day you may be asked to invite 40 business professionals to attend. If a 13-year-old can raise enough money and hit his goal in 21 days, all of you should be able to hit your goals of inviting 40 people to your Visitors Day event.
Think of the 13-year-old that got his outcome with a lot less years of relationship building—and he had to ask for money! Think of E+R=O … how will you respond?
Bill J. Ulvund, Director - BNI Northern Michigan
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The optimal way to invite visitors is to treat them as if BNI meetings are recruiting sessions for a well-paid position at a well-regarded company.
Say: "I'm in an organization of local business people who gather to pass referrals. We are interviewing bankers to fill a spot in our group. John, I know you well and thought of you. Can I make a reservation for you?"
If yes, great! Offer to meet him somewhere just before the meeting starts.
If no, say: "I understand. But we still need a banker for our chapter to pass referrals to. Do you know of any other bankers who might be willing to join our group for the purpose of receiving referrals?"
Submitted by Kevin Jarchow, Assistant Director - BNI Team Michigan
Lead Wealth Advisor for West Michigan Wealth Management, LLC. He can be reached on the web at www.lpl.com/kevin.jarchow.
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I think it's important to remember that some people need a whole bunch of information before they decide to do something—and some don't. I also think it's not up to us to tell someone everything we know about BNI right away.
As they said in Hello Dolly, "Let the food smile"—meaning let BNI speak for itself!
When I was invited, I was told, "I have a group of business associates who are looking to do business with someone who does what you do. Would you like to come to our meeting? Oh, and bring 50 business cards." That was it.
BNI and its value spoke for itself in that meeting. I didn't need more information. I knew I needed BNI and would do whatever it took to be a part of it.
Karen Frank, Wordsmith/Producer/Director, Miss Karen's Productions
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Instead of referring to the dollars as the "cost" to join, use the word "investment" and emphasize it. Simply put, making money in business requires investing money in the business.
Find out how these folks normally advertise their business, and ask if they have been able to track the success of their advertising dollars. Are those investments making the phone ring? BNI's premise is that "the phone will ring."
When done right, the member, for their investment, gets a sales-force that they would probably never be able to have. Their business or product also gets exposure to people that would likely never be touched by the member's other advertising. Depending on the business or product, one sale can more than offset the original investment.
Always emphasize the business aspect of the meal investment. If your group meets in the morning, then the cost should be marketed to prospective members as a once-a-week breakfast sales meeting. If the group meets at lunch, then it should be marketed to the audience as a business lunch meeting with their sales force.
Work on identifying complimentary businesses to create or enhance power groups. Doing so demonstrates to prospective members that there is a "built-in" resource to make sales, thereby offsetting the original investment sooner.
As a by-product of membership, prospective members can be assured of making new friends. Putting a cost-benefit formula to this is impossible. But it is real. Even if membership ceases at some point in the future, the member probably will continue to close sales based on their BNI involvement.
Submitted by Ira Bland, Realtor®, Century 21 Crest, La Crescenta, CA
Member of BNI Lunch Bunch Chapter, Burbank - Glendale
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One of the most recurring calls regional offices receive is from people who visited a BNI chapter and ask, "Now what do I do?"
This indicates that visitors leave their initial meeting without interacting with the chapter members. Do not let your visitors leave without sitting down with them and going over what they should do next!
This job can be handled by one of the visitor hosts. Talk with your director for their specific process.
Also, at least three people should contact the visitor within 24 hours by phone, not by email. The president, a visitor host, and the person who invited them are good people to make the contact.
Tell them they are wanted. Let them know the process. Tell them you are calling to see what they thought of the meeting, and ask them if they have questions. Name a profession that is looking forward to them joining because they can see how business can be passed between the two professions.
Follow up, follow up, follow up—it's the key to closing anything.
Submitted by Beth M. Anderson, Assistant Director - BNI Minnesota, OrgTrack.com
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I believe the most important thing you can do for new or potential members is explain how many referrals to expect in the first six months!
Failing to set their expectations at a realistic level will cause your chapter to lose new members after three to five months as they may have received very few (if any) good quality referrals during their establishment phase in BNI.
Yet I have been thanked on a number of occasions (after six to nine months) by new members for explaining, "Expect no referrals for the first six months. Members need to learn about your business, learn to trust you personally, and see whether you are committed to the group." I further explain that they need to work BNI rather than just turn up and expect results.
So set expectations at the lowest level and you won't lose members through frustration.
Richard Simmons, Director - Diamond Fusion, BNI Parnell Chapter, New Zealand
My BNI Story
How BNI Changed My Life: Testimonials From Members Like You!
"I believe you may not be able to make a world of difference—but you can make a difference in the world. BNI has made a difference in the world. We are truly Changing the Way the World Does Business."
—Ivan Misner, January 2008 SuccessNet
We all have a story about how joining BNI changed our lives. Here a few testimonials that you may resonate with—and that prove the lasting value of BNI.
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I believe this book, Marriage as an Art, demonstrates that marriage works if the couple practices Givers Gain.
The key to the entire project is that I've learned how to ask for what I want through the years of on-going training in networking through my BNI membership. I'm not spending thousands, or even hundreds of dollars, on advertising. I'm using the word-of-mouth techniques taught by Dr. Misner and all the directors that have been trained to share his methods.
I believe this project has a good chance of making a difference in the world; for some couples and families, it might help them change their marriage.
Submitted by Harvey Branman, Burbank Chapter, Burbank, California
www.PhotographyAsAnArt.net
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In 1999, Shirley first joined a BNI group in Kalamazoo, Michigan. And in 2003, I helped found a new group in Kalamazoo, Michigan - Leading Edge. Through BNI, we've both experienced personal and professional growth.
It took my wife and I each a year to become confident in BNI. In fact, the first two years, I was in the red; it didn't pay for itself. BUT over time I learned how to be more focused and precise in my 60-second promotions. And I learned the essence of "Givers Gain." Now business is strong.
I urge everyone give BNI at least three years to see how it will work for them—it takes time to grow into anything new.
Because of BNI, we have relationships with people in our community we'll use and refer to others for the rest of our lives—and that is priceless. Thanks BNI.
Mike & Shirley Michelozzi
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Here is the best part—10 of those were second and third generation referrals, repeat customers that had started with BNI referrals! Every year it gets better.
Our local chapter, High Noon Achievers, in Wenatchee, Washington, did $1.2 million in BNI bucks in 2007!
Doug and Joyce Morgan, Morgan Team Properties
There are all types of social and business networks, but BNI is the only one that turns local and global strangers into instant business associates and friends.
Whenever we have visiting members from overseas BNI chapters, trust and respect are instantly built. This immediately paves the way for the business referral process between the linked parties.
Recently, for instance, Mr. Mayuresh Godse of the Falcon Chapter in Pune, India, visited. I have been looking for distributors for my product globally, but India was not on my priority list.
However, Mayuresh unreservedly linked me to the Managing Director of one of the manufacturers that could be complementary to my business. At the same time, I had referred a friend, the CEO of a public relations company, based in Mumbai, to explore joining BNI there.
Although both the referrals are still in progress, I cannot think of any other avenue other than BNI through which I can access a growing list of business opportunities and friendships. And it takes negligible effort, cost, and time.
BNI zeroed out the distance among BNI members doing business in this hyper-competitive globalized world.
Ah Sin ANG, President, Raffles Chapter, BNI Singapore
Six years ago I got a life insurance license, and suddenly my paycheck depended on me generating sales.
I met a great guy who introduced me to BNI, but in my area there weren't any chapters that had a vacancy for an insurance agent.
I persisted, and soon found a BNI chapter 30 minutes away. I showed up at the next meeting ready to sign a check. I was surprised when they told me the membership would be reviewing my application! Two weeks later, I was inducted and eager to begin networking.
A member for a year, I met my now-husband who lived 1 1/2 hour from my 7 a.m. BNI meeting. I am not a morning person, and my boyfriend thought I was crazy for getting up that early for a networking meeting. But I did.
Tired of the early morning travel, I decided to start a BNI chapter in my hometown. I must have talked to 500 business owners before I had the minimum necessary to start our own chapter in a small town of 4000 people. My broker thought I was crazy to spend so much time on the phone talking about BNI instead of insurance. But I had a long-range goal in mind. Last year 68% of my new business came from my local BNI chapter.
Since its inception, the group has grown up to 30 members. My business grows each year because of BNI. In my industry most agents don't last more than one year; if you last five years, you usually make it. I've lasted six years, and I couldn't have done it without BNI.
Johanne Levesque, Silver Insurance Group
Around five years ago a customer took me to a BNI meeting, and I joined as the chapter insurance broker. I subsequently left the firm and also the chapter. But because of my involvement, I established three fantastic long-term friendships, and I learned the value of BNI.
Last year I started working as an independent consultant, and I remembered my BNI roots. BNI became my starting place for my new business.
Even though I am a consultant in a slightly obscure field, the expertise of my fellow BNI members has been invaluable. They have helped me set up my business from scratch. I have used their services, they have enhanced my reputation, and they have helped me to educate them to get me warm introductions.
Three great things in one!
Karen Malin
My company, Data Driving Services Limited, is a member of the Loughborough Chapter in Leicestershire, England.
This is my second year with BNI. The referrals have brought in revenue, and I've gained professional expertise and advice from fellow BNI members.
Rebecca Hatton, Managing Director
BNI has given me the opportunity to work with a wonderful client and participate in his success. That man is Glenn Kirkwood, and he is fast becoming Australia's #1 BNI Director! My networking and coaching skills have also improved.
None of this would be possible if not for BNI.
Tim Callcott, Icon Business Solutions
BNI has changed my business and my outlook on life. I was a cynic when I joined BNI. But through BNI, I launched an incredibly successful business, and my faith in people was restored.
I was raised to practice "Givers Gain" (though we didn't call it that). As an adult I was mostly running into people who lived "Takers Gain". Now, I am successful thanks to the assistance of a lot of other givers. I find that I just can't give enough back for all the professional advice, referrals and support I have received.
Lori Moore
BNI provides an environment of respect; people not only listen with an open mind, they also look for opportunities to pass referrals.
BNI has made it possible for me to present in front of a plastic surgeon, a chiropractor, a dentist, a personal trainer, a nutritionist and more—all people with a tremendous ability to share with others the benefit of my product. And they are people whom it would have been virtually impossible for me to present to without the aid of BNI.
The weekly 60-seconds, the one-to-ones, and the ten-minute presentations help us effectively improve our marketing by word-of-mouth.
Elsa Maria Lorenzo, Frisco TX, Business by Design Chapter
It has given me a voice. Before BNI, I was unsure how to approach people about my business. Now when I share with others, it is easy and natural. BNI has been like being in a business class for me.
Thank you BNI.
Vicky Spencer, Vacation By V
Nearly three years ago, I joined Professional Connections, a BNI chapter 32 miles from my home office. At the time, my plan was to pursue new clients in the border communities of my marketing area. While the plan has been very successful, something much more significant has happened. Over 52 new sales professionals have been added to my sales team! Not only have these people become my sales force, but also good friends—people I trust. None of this would have transpired had it not been for the magic of BNI that nurtures and sustains our "Givers Gain" philosophy.
I'm leaving Professional Connections at month-end to launch a new BNI chapter a few miles from my home. The memories and friendships forged through Professional Connections will never leave me.
Thanks BNI for making a huge difference in my life.
Gordie Allen
I joined BNI one year ago. I have gotten involved in any way possible. I have become a Regional Ambassador as well as taken some Referral Institute Trainings. Leo Martel is a great inspiration, as well as Cynthia, who is no longer involved. Thank you for founding this organization. BNI has helped me grow my personal life as well as my business to a level I never expected.
Kevin Tacher, Member BNI Broward
BNI helped me completely transform my business. Almost everything I use to market my business was generated from BNI. Receiving referrals is just a small part of what BNI has done for me. I have met many quality people that are the best at what they do; it's amazing what you can learn by being surrounded by other top professionals. The ongoing education from BNI is also excellent. BNI changes how the world does business, and it changes how the world views my business by helping create a business environment second to none.
Jason J. Schoreck
Breaking News
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EVENT: Interview with Book Yourself Solid author Michael Port
DATE & TIME: Tuesday, April 15 at 3 p.m. Eastern
FORMAT: Simulcast (Attend via phone or Webcast—it's your choice)
If Michael looks familiar to you, that's because he once was a Hollywood actor starring in TV and film projects like Sex and the City, Third Watch, All My Children, Guiding Light, Central Park West, 100 Centre Street, The Pelican Brief, Down to Earth, Last Call, The Believer, and many more. He's also the star of hundreds of television and radio commercials.
Called a "marketing guru" by the Wall Street Journal, Michael Port has lectured, trained, inspired, and provided coaching and consulting services to over 20,000 business owners in the last two years alone. As a speaker, he has headlined events with leaders like Tim Sanders, Carly Fiorina, and Tony Robbins.
Michael will share his secrets to keeping your calendar full! Register at www.thenetworkingmasters.com This will be a great call as we launch Michael's newest book, Beyond Booked Solid. The Networking Masters will be giving out some free copies of the book.
To attend this event, click the following link now: http://instantTeleseminar.com/?eventid=1985160
Organized by Stephen Bell, Executive Director - BNI Saskatchewan
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WTBQ Radio and BNI Executive Director Frank J. De Raffele Jr. have agreed to partner and broadcast a new radio show entitled "Entrepreneurial Excellence," simulcast on WTBQ's FM station 99.1 and AM 1110 and the web at WTBQ.com, on Mondays from 5:00 to 6:00 p.m. (Eastern Time) starting April 7, 2008. The show is geared to the business professional, especially the entrepreneur.
Frank will be interviewing top entrepreneurs and authors from around the world such as: Dr. Ivan Misner, Stephen Covey, Zig Ziglar, Jay Conrad Levinson, Ken Blanchard, Harvey Mackay, and more. The show's content is focused on giving great education, tips, and insights on how to start and run a successful business.
Frank has spoken to business audiences throughout the USA, Canada, and England, and this year will be speaking in Ireland, Germany, Kuala Lumpur, Australia, and Japan; teaching them how to grow more profitable businesses. He will now share that knowledge with his radio audience and tap into his network of top speakers, authors, and entrepreneurs to have them share their knowledge with his listeners.
Besides the interviews and Frank's educational forum, the show will have a series of entrepreneurial tips on Legal Matters, Tax Savings, Marketing, Web/Internet, Employee Benefits, and Human Resource Issues.
Frank is the president of the ProActive Leadership Center with associates in the United States, Canada, and the United Kingdom. He is the BNI Executive Director for the Hudson Valley, plus a New York Times and Wall Street Journal bestselling author. He is the author of Success Business Networking, a contributing author to Masters of Networking, quoted author in Masters of Sales, and has been contracted for four more books: Business, Networking and Sex: Not what you think?; Black Belt Business; Living a No Limits Life; and Create Your Perfect Life.
Be sure to tune in on Monday evenings from 5:00-6:00 p.m. (Eastern) at www.EERadioShow.com.
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By now, I'm sure you are familiar with the worldwide phenomenon of the book and DVD movie The Secret. Thanks to its release, the Law of Attraction has become part of our mainstream culture.
And while many people are just now learning about the Law of Attraction, it is neither a new concept nor a recent discovery. For more than 30 years Jack Canfield has been a principle leader in teaching the Law of Attraction. His personal success is certainly a testament to its power.
Now, Jack offers you a lifetime of wisdom in his latest book, The KEY to Living the Law of Attraction: A Simple Guide to Creating the Life of Your Dreams.
The book is a simple 'how to' guide for using the Law of Attraction to create the life you desire. He clearly explains not only what you need to know, but what you need to do in order to attract what you want in your life.
This thought-provoking guide will take you step-by-step through the processes of defining your dreams, goals, and desires. Along the way, you will gain a greater understanding of yourself and a sense of who you really are and why you are here.
It is so much more than a book … it's a KEY for LIVING LIFE!
Here are just a few of the overwhelmingly positive comments from people who have already read and applied the KEY to their lives:
" … The most effective tool I know to put the Law of Attraction into practice immediately."If you want to change your life, increase your awareness, and empower yourself to create an amazing future … one that is filled with love, joy, and abundance … this book is your key.
" … practical beyond the teachings in The Secret."
"I've read the most powerful books on the Law of Attraction available on the market today, including The Secret, but I still had some questions unanswered. Jack Canfield's Key to Living the Law of Attraction answered them fully. It also provides practical worksheets that move you into taking action!"
" … A complete application manual! Doing the exercises in this book helped me to clarify and visualize my goals so that the law of attraction can start working in my life with intention. I loved having the pages right there to write on—no excuses to keep me from getting it done now!"
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Ford Harding has updated and expanded his 1994 classic, Rain Making: The Professional's Guide to Attracting New Clients. If you were to buy one book on developing business, this would be it.
In four parts, it describes how to build a reputation and meet people; how to turn the people you meet into a referral network to generate leads; how to convert those leads into new business; and, how to develop a sales strategy.
The section on networking is most valuable to BNI readers. Harding starts by giving the basics on how networking is done. Then he applies that logic to formal networking groups, associations, and internal networks within one company. Next he shows how to network with two of the more challenging types of people: senior executives and connectors. Finally, he gives a detailed description of networks focused on specific areas of business work. The book even mentions BNI on page 116!
The third part of the book describes sales techniques to turn leads into new clients. Several chapters are devoted to face-to-face selling skills. Others provide guidelines on team selling, proposal writing, quoting fees, and other issues we all must address when selling.
This book is deeper than the first edition. It works as a comprehensive introduction to selling and also as a reference book to refer to time and again over the years.
Click here to learn more
Words of Wisdom From Brian Tracy
BNI Members get 25% off BTU course fees. For more information, please click, call or e-mail: www.briantracyu.com/bnimembers; (866) 505-8345, Extension 21; bni@briantracyu.com
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When I started my selling career, I received the three-part sales training program, common to most companies in America: Here are your cards, here are your brochures, and there's the door!
Seventy percent of professional sales people have not been trained beyond product knowledge. Many people running businesses have not been in the sales trenches, and they do not appreciate how essential it is for sales people to be thoroughly trained in every aspect of the profession before they are sent out the first time.
No one would ever expect a carpenter to begin building without an apprenticeship under a master who teaches him/her how to use every tool and skill of the craft.
No one would expect a person to walk into a kitchen and become a professional chef without having undergone several years of careful training under a master chef.
But salespeople are sent out with little or no training, and are then astonished by the amount of negativity and rejection they get from prospective customers.
The turning point in my life was when I learned that sales is both an art and a science. It requires ambition and personality along with specific, proven sales skills. One without the other makes it impossible for a sales person to achieve his/her full potential.
It is estimated that fully 50 percent of new salespeople quit within the first year because they cannot stand the incredible amount of rejection they receive.
However, even though the rejection rate in sales is often as high as 90 percent or more, if you could be guaranteed one sale for every ten people that you spoke to, you would soon be rich.
Smiling through Rejection
One company I worked for starts everyone off every morning with a contest. The contest is to see who can get rejected ten times first, before anyone else.
Like runners at the starting line, everyone gets ready with their telephone in front of them, and then the sales manager rings a bell. Whoever can get rejected ten times before anyone else wins a prize. All the sales reps immediately start smiling and dialing.
And you know what happens? Because they are so positive and often laughing during this contest, they lose all fear of rejection. Because they sound so positive, prospective customers want to talk to them more about their offerings. Over and over again, sales people "lose" this contest because they are too busy processing new sales.
Try it for yourself. From now on, start first thing in the morning and make it a game to see how fast you can get rejected ten times.
Some years ago I worked with a salesman who was about to quit his job because of the amount of rejection he was getting. The market was tough and he was making 20 calls to get a single sale. There were 19 rejections for every acceptance. He was becoming discouraged.
Then his boss sat him down and asked, "How much do you earn in commission from each sale that you make?"
He had been trained to track his average commissions, so he knew the answer immediately: $500.
His sales manager then asked him to divide 20 into $500 to get an average amount that he earned per call, whether the person bought or not. The easy answer was $25 per call. His sales manager then asked him, "In what other line of work could you get $25 for every person you call on the phone?"
Suddenly, the salesman's eyes were opened. He realized that he was earning $25 every single time he phoned someone, whether they were polite or rude, friendly or hostile. He merely collected the $25 when he actually made a sale.
From that day onward, he telephoned eagerly, all day long. After each call, if the person had said that they were not interested, he would say to himself, "Thank you for the $25!"
All his fear of rejection was gone. He was eager to make as many phone calls, and see as many people as he possibly could every single day. And do you know what happened? The more people he phoned, the better he got at prospecting. The more people he spoke to personally, the better he got at presenting. The more people he saw, the better he got at selling. The more people he presented to, the better he got at answering objections and closing sales.
That year, his sales ratios from contact to close improved from 20:1 to 15:1. They then improved from 15:1 to 10:1 to 5:1 to 3:1. His income increased almost 700 percent. He became the top salesperson in his branch, and eventually in his company.
Some years later, he retired as a self-made millionaire to a ranch in New Mexico where he lives to this day.
Make a Point to Get Rejected
Here's my point: Make it a game to get rejected as many times as you can, first thing every day. The more rejections you get, the sooner it will be that rejection doesn't bother you at all. At that point, if you are lucky, the dam will break. You will become a prospecting machine. You will be calling everyone, and at every moment. You will have more appointments than you can handle, and you will be making more money than you can spend.
Remember, every top salesperson started at the bottom. Everyone who is doing well was once doing poorly. Everyone who is at the front of the line started at the back of the line, and had to work their way up through hard, hard work.
There is no profession in the world like sales. You can start off in sales, at any level, and soon enjoy one of the highest standards of living in our society. All you need to do is work hard, continually upgrade your skills, and talk to lots of people.
About Brian Tracy:
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.
Brian Tracy has consulted for more than 1,000 companies and addressed more than 4,000,000 people in 4,000 talks and seminars throughout the US, Canada and 46 other countries worldwide. As a keynote speaker and seminar leader, he addresses more than 250,000 people each year.
Brian has studied, researched, written and spoken for 30 years in the fields of sales, entrepreneurship, economics, history, business, philosophy and psychology. He is a top-selling author of 42 books that have been translated into 35 languages and which are sold in 52 countries.