September 2007
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Relationship Networking
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According to Dr. Olson, "Relationship selling works best when prospect and seller, in the course of meeting, discover shared interests. This facilitates a common bond outside of the business context. The salesperson who creates an emotional bond with the customer has the winning edge—hands down. This requires artful skills in relationship building."
Naturally, relationship networking applies the same foundation. Those who truly want to build a firm networking foundation need to build a relationship with their future referral partner. However, some businesspeople assume their phone will magically start ringing with referrals simply because they make a habit of handing out their business card. In reality, this is only a tiny step in the process of relationship networking—you must follow up with your contacts and continually strive to build successful relationships.
In the book Business by Referral, Dr. Ivan Misner provides five things you should know about anyone you wish to establish a relationship with. These are outlined in the GAINS profile:
Goals
Accomplishments
Interests
Networks
Skills
To supplement the five points in the GAINS profile, I have slightly altered the five tips to succeeding at relationship selling, given by Dr. Harry Olson, to the five tips to having a successful networking plan:
1. Don't take relationship skills for granted. It has to be worked on by both parties.
2. Focus on methods and actions to work together.
3. Get to know your referral partner's business and support team.
4. Identify "best practices" to find qualified referrals and implement a follow-up system.
5. Find ways to help each other outside of the business setting.
Building a true networking plan takes effort, but the rewards are great. Remember, it is not NET-SIT or NET-EAT, it's NET-WORK! And if you work with your NETWORK, your business will prosper.
Submitted by Jerry Schwartz, BNI Maryland & DC executive director and contributing author to the bestsellers Masters of Networking and Masters of Success, and the soon-to-be bestseller Masters of Sales.
Across the Globe
MalaysiaThe Synergy Chapter Story
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Synergy Chapter, established six years ago, has experienced its fair share of challenges—from members with weak businesses to members who will not "play the BNI game." With no experience, and only the belief of business through trusting relationships, a few people came together. Although networking is a way of life in Asian culture, systematic networking was yet to be at that time. These members might not have known it, but they had adopted one of the most powerful ways in building business success.
Synergy Chapter took three years to develop a core group of members who would grow their business together. When this vision was crystallized, members who did not share the same vision made way for others who believed. Although it was a tough decision to let go of friends, Synergy Chapter can confidently look back and be proud of what they have accomplished.
With 43 members today and with several millions worth of business transactions over the past 12 months, it's clear the change in culture was a great and fulfilling one.
Submitted by Avryl Au, National Director, BNI Malaysia
AustraliaThe Versatile BNI Card File
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How much use are you making of your BNI card file? In Australia, several directors are showing members other ways to make this valuable BNI tool work for them. As part of the Member Success Programme in Brisbane, National Director Geoff Kirkwood and his other directors offer the following suggestions to new and established chapter members:
1. Give card files to top clients
Purchase 10 BNI card files, arrange for chapter members to bring extra cards one week, fill the 10 card files with 2-3 copies of each member's card, and then give one card file to each of your top clients. Explain to each client that:
a. they are a top 10 client and you appreciate them;
b. this is in recognition of their business;
c. the people in the card file are businesses you would recommend; and,
d. you will be happy to organize a personal introduction to any of these people.
2. Give card files to potential clients
At the end of a presentation to a prospective client, when you are asking for their business, give them a new card file (with all members' cards) and say:
a. you appreciate their time and the opportunity to speak to them;
b. in return you would like to give them something; and,
c. if they ever need any of the products or services in the file, you would be happy to organize a personal introduction.
This approach changes the energy at the end of a sales presentation. You are giving rather than asking to get, and this is perfectly in line with "Givers Gain."
3. Give card files to visitors
Some chapters are now giving card files to visitors. The chapter members contribute to buy a bulk lot (say 20 or more) and fill them with 2-3 members' cards.
Then each visitor is given one. If the visitor joins, then he or she already has a card wallet, and the new one that comes as part of their membership kit goes back into the chapter stock.
If they don't join, at least they have a lasting memory of a professional organization and are very likely to use some members' services/products. Who knows, they may even come back at a later time to join.
In all three situations there are no losers—everyone wins.
Submitted by Geoff Kirkwood, National Director, BNI Australia
To order the large vinyl card holder with the BNI logo, go here.
United StatesBecome a Supplier to Your Competitor
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Gary Ferguson, of Ferguson Windows & Doors, decided to act on this challenging idea. Gary approached a national chain competitor to supply products which they did not stock. As a result, Gary has become a supplier to his competitor.
He'd like to thank Laura and Camilla for their dedication to the Giver's Gain philosophy.
Submitted by Alana McKinney, Executive Director, BNI Marketing, LLC.
BarbadosBrits Revisit Barbados
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There was 98 percent attendance from four chapters, and I was delighted to receive a standing ovation on each of the two workshops.
Although the attraction of golden beaches and crystal clear water were a bonus, my wife Pandora and I were overwhelmed by the reception we received and the kindness we were shown. In BNI we all speak the language of referrals—and I am confident that referrals will ensue from our visit, as many members in Barbados have connections with the UK.
Submitted by James Cruickshank, Executive Director, BNI East Anglia
CanadaVancouver Member Warmly Greeted in Berlin
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| Berlin BNI Fuchs Chapter Leadership Team members with international guest Elinor Warkentin |
Their meeting took place in a beautiful old building that housed antique cars. They were extremely hospitable, even arranging for their members to give her tours of Berlin. After the BNI meeting, Harold Rettich, owner of Graffiti Frei (Graffitti removal), took Elinor on a tour of one of his worksites. He also took Elinor on a heart-wrenching tour of the Jewish memorial.
Elinor strongly recommends that traveling BNI members take some time to visit local BNI chapters—especially Berlin BNI Fuchs. Elinor adds, "I am not sure if I can suitably thank my new BNI friends. When I arrived at the meeting, their president said they were all so excited to have an international guest, that they were implementing an 'international guests are on the house' policy."
Submitted by Darrell Ross, Executive Director, BNI British Columbia
Canada |
The 2007 Fire & Ice Festival in Qualicum Beach, British Columbia, was a great success. The Oceanside BNI Chapter had several volunteers who cooked up chili for the event. According to Michelle Butts, Oceanside BNI's events coordinator, "From the moment we 'opened' at 11 am to the final ounce of chili served at 2:20 pm, we heard, 'Yum!' 'Delicious!' and 'This is the best!'"
She adds, "In our humble opinion, we do believe we cooked a terrific 'brew.' It was lots of work and lots of fun, building camaraderie and promoting our chapter to the community."
Submitted by Darrell Ross, Executive Director, BNI British Columbia
St. LuciaSt.Lucia Launch
The island of St. Lucia has now joined 37 other countries around the world in doing business in a new and exciting way through the BNI referral marketing concept. Just three months after National Directors Curtis and Marva Belgrave held the first BNI informational briefing in St. Lucia, the BNI Premier Business Chapter was launched on August 7 at the Glencastle Resort. Members of the chapter are excited about the way business is done in BNI. They've already started to build their chapter through Power Teams, and some have made business contacts with other BNI members in the neighboring island of Barbados—what a magnificent way to start!
St. Lucia is 238 square miles with a population of 165,000 people. From an agricultural economy of bananas, the island has become one of the most popular tourism destinations in the Caribbean. It is the only county in the world with a drive-in volcano and the majestic twin mountains Petit Pitons. There is a very strong French influence on the island since it was once ruled by the French. It is only a 10-minute flight from the French island of Martinique.
Submitted by Marva Belgrave, National Director, BNI Barbados and St. Lucia
Mexico |
Ivan and Beth Misner recently visited BNI Mexico in León. It was a very fruitful visit that generated interest in BNI around the country. Dr. Misner did an interview that was published in two of Mexico's leading newspapers, as well as an interview with Expansión, a leading business magazine. (To see these articles, visit our In the News section.)During an "Ask the Founder" session, a few members asked how Dr. Misner visualized BNI's future in Mexico. He shared that the Pioneros de BNI de León, the first chapter formed in Mexico, started with the largest-ever number of members for a new country. So the prognosis is very good!
A week prior to this visit, Carlos Medina, national director for BNI Mexico, held a conference at a marketing event organized by Universidad de León. More than 300 students attended the conference, called "Word of Mouth: Ally or Enemy?" The goal was to educate people on advertising by word-of-mouth. This was also a great opportunity to promote Dr. Misner's books and his visit to León.
This was the first of a series of conferences that Medina will be giving throughout the country. They will help us promote BNI and the idea of using word-of-mouth—and that BNI is the expert on the subject.
Submitted by Lorena Medina, National Director, BNI Mexico
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Why Make Mistakes When We Can Learn from Others?
The following is an excerpt from the newly released Masters of Sales by Ivan Misner and Don Morgan. The book teaches secrets from top sales professionals that will transform you into a world class salesperson. You can purchase Masters of Sales at Amazon.com, BNI.com, or your local bookstore.
There are "tried-and-true" sales techniques that are so simplistic they seem that they cannot be really effective. Many times, we try to re-evaluate, improve upon and complicate them. An experience I had once while on vacation reminds me of how we try to make some things harder than they really are.
I was in Hawaii enjoying the surf when, unbeknownst to me, the water became thick with Portuguese Man O'War jellyfish. Suddenly I felt a stinging sensation across my chest. I wiped my chest with my right wrist and arm and lifted my arm up out of the water. I saw the tentacles dripping off my arm and followed them with my eyes about 8 feet away to the body of the Man O'War jellyfish. With mounting alarm, I shook the tentacles off my wrist back into the water and quickly swam out of the surf to the shore.
I ran up to the first hotel employee I saw, a cabana boy, who was serving drinks to a sunning couple just off the pool deck and urgently exclaimed, "I think I've just been hit in the chest by a Man O'War jellyfish! What should I do?"
"Are you feeling any pressure in your chest?" he wanted to know.
"No, none at all," I replied anxiously.
"Okay, okay, here's what you need to do. Go on over to the market off the lobby and ask for some vinegar and meat tenderizer. You're going to want to spray the vinegar onto your chest and then shake the meat tenderizer onto the same spot and rub it all around. You'll be fine," he assured me.
Well, I must say that I was less than impressed with this bizarre advice. He was entirely too calm and that was entirely too easy to be a real solution—not to mention that it was just plain strange. I figured he was doing a version of "let's goof on the tourist," so I moved on to ask someone else for help.
I spotted a hotel employee standing not too far off and gingerly jogged over to him, urgently repeating my exclamation, "I've just been hit in the chest by a Man O'War jellyfish; what should I do?!"
He said, "Are you feeling any pressure in your chest?" Oh boy, I thought, next he's going to tell me to get some meat tenderizer! I thought he was kidding, or maybe I was in a bad dream and just couldn't wake up.
"No, I'm not feeling any pressure in my chest," I reluctantly responded.
"Okay, then go over to the market off the lobby and ask for some vinegar and meat tenderizer. You have to get that on your chest and rub it around and then you'll be just fine," he said reassured. I felt anything but reassured.
By this time, I thought that maybe I better find someone who might really know what to do. I headed up to the lobby, thinking that the hotel manager would be a good choice to get a straight answer from.
There at the front desk was a mature gentleman wearing a badge that read: "Hotel Manager." Surely, I thought, this guy's not going to "goof on the tourist." I walked up to him and repeated my mantra about the jellyfish strike. He looked at me with grave concern and said, "Are you feeling any pressure in your chest?" "No," I replied, "I'm not feeling any chest pain." "OK, good," he said. "You need to go down the hall to the small market and get some vinegar and meat tenderizer and put them on one at a time and rub them thoroughly into your chest."
Finally, I said what I'd been thinking all along … "You can't be serious, right?" This is a joke, right?" "No," he reassured me this was not a joking matter. I needed to proceed to the store immediately and apply that remedy.
I reluctantly trucked down the hall to the store just knowing that they were all back there laughing at the goofy tourist who was actually going to do a self-imposed "meat rub" on his chest. I was sure they had some barbecue grill going for when I returned to the lobby all slathered up with vinegar and meat tenderizer.
I entered the small market off the lobby and started my search for chargrilled products when I started feeling short of breath. Suddenly, very quickly and forcefully, I began to experience a crushing weight on my chest. Was I having a heart attack? Great! I'm having a coronary after wasting so much time talking to members of the hotel staff, who were trying to get me to rub meat tenderizer on my chest. I walked out of the store and staggered to the front desk, which by now was very busy with new guests checking in to the hotel. I made eye contact with the hotel manager and almost immediately, dropped to the ground, clutching my chest, barely able to gasp "Man O'War!"
What happened next was a total blur. I seem to remember a small child yelling and pointing at me as I lay there in my bathing suit, gasping for breath.
"Look mommy, there's a man on the floor." The mother said something about staying away from people who do drugs. I looked over and tried to say no, not drugs—jellyfish! But all that came out was gibberish.
The paramedics rushed to the scene. Finally, I was going to get the medical attention I needed. After determining what had happened, the paramedic opened his life-saving kit and I knew he was about to pull out a defibrillator. I made my peace with God and I braced myself for the big jolt. Instead, he pulled out—yes, you guessed it—vinegar in a spray bottle and some Adolf's meat tenderizer! He then proceeded to spray the vinegar and then sprinkle the meat tenderizer on my chest, and thoroughly rub the mixture around. Within seconds, literally seconds, the excruciating pain began to subside. Within a couple minutes it was almost completely gone.
What I thought was a big "barbeque joke" on the tourist turns out to be a well-known cure for some jellyfish strikes. You see, the meat tenderizer contains the enzyme papain, which breaks down the toxin proteins and neutralizes them. It sounds too simple to be really effective, but it is, in fact, one of the best things to do in that situation.
Thinking back on it, I am amazed at how many people gave me the solution before I had to learn the hard way. Sure, who's going to believe a cabana boy? I mean, what does he know, right? And the hotel employee—OK, maybe there's the start of a pattern here, but I have a doctoral degree—I'm "smart," and these guys have just got to be kidding me … right? And then the hotel manager as well … OK, I admit it, at that point there's just no excuse. I should have figured out these guys knew what they were talking about and I did not.
I made one of the biggest mistakes that people in business (and especially in sales) make—I didn't listen to the people who have experience. I assumed that I just had to know better … and the truth is, I didn't know better.
There is nothing like experience. It beats education every day of the week. The only thing better is a combination of education and experience … or a willingness to learn from other people's experience. There are many basic sales techniques that any good salesperson knows to be effective. They don't try to look for something more complicated or involved, because they know from their own experience, as well as the experience of others, what works in sales and what doesn't work in sales.
Throughout my book, Masters of Sales, you may read things that seem too simple to be effective or may see ideas that you've heard before. Don't dismiss them. Embrace them. Masters of Sales learn from other people's success. So, go get that vinegar and meat tenderizer and learn from other "Masters" that sometimes the simplest ideas can have the biggest impact.
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 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
Melbourne Television Interview
Executive Director David Byers, BNI Melbourne Australia, recently recorded a television interview that can be viewed on Melbourne Business Now.
Click here to read the article and view the interview online.
BNI in Spanish Publications
Ivan and Beth Misner recently visited León, Mexico, and gave presentations for BNI Mexico. These Spanish articles were written about BNI:
Article 1
Article 2
Article 3
Article 4
Article 5
Article 6
World's Largest Business Networking Company Uses New Podcast to Communicate with Thousands
The official BNI Podcast is keeping entrepreneurs around the world up-to-date and informed about what they need to know to be successful networkers and successful businesspeople.
BNI, the largest business networking organization in the world, has over 4,700 chapters in 37 countries, which has made communication within the organization a bit of a challenge at times. However, the new BNI Podcast has revolutionized communication within BNI, making it possible for BNI's founder and chairman Dr. Ivan Misner to speak directly to thousands of BNI members worldwide through podcast episodes, which can be accessed for free at http://www.BNIPodcast.com.
Read this article
Business Networking Requires 24/7 Effort
Any businessperson who wants to grow his or her enterprise must employ word-of-mouth networking in their advertising mix. The secret is to learn how to do it correctly. SCORE has an excellent system of resources to help entrepreneurs get started. When it comes to networking, it's also important to employ a proven system and follow a formula that has been shown to be successful.
One of the many lessons I have personally learned in more than 10 years of involvement in networking groups is that participation is not just something you do for an hour or an hour and a half once a week. Networking is what you should be doing 24 hours a day, seven days a week, and if you truly practice a "Givers Gain" mindset, networking becomes a lifestyle. (Givers Gain, in essence, means "by giving business to others, we gain business ourselves.")
Read this article
This article ran in The Times, a UK newspaper, after a journalist and photographer visited a central London BNI chapter.
The Early Birds
It's 6:45 am. People are mingling. With one hand, most hold cups of strong coffee. With the other, they are greeting one another like old friends. "Kat, how was your week?" says a tall man in a suit to a blonde in T-shirt and flipflops. "Great," she gushes. "Those clients you referred have booked more massages."
Read this article
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An Excerpt from Masters of Sales
You Can Lie to a Salesman
You can lie to a salesman,
And still get to heaven,
Request their proposals, and make 'em dance.
'Cause a salesman will trick you, and take your money.
If you lie to them first, they never get the chance.
Oh, salesmen are useful,
Don't get me wrong,
They're fountains of free advice.
So, hook 'em on hope, and string 'em along,
And beat 'em to death on price.
Every night at sundown,
If you listen, you can hear it.
Like ghostly specters from beyond the pale
Digitized voices rising from their chambers
It's the spirits of salesmen trapped inside voice mail.
Hi, Fred, it's Steve getting back to you
I've got good news on that price.
Why don't you give me a shout,
So we take the next step.
I've left this message twice.
—lyrics by Stephen Josephs and Bill Joiner
The average person loves to buy … but he or she hates to be sold to. And people really dislike the typical "sales person." This book takes a look at the sales process with integrity. Sell is not a four-letter word (okay, it is—but you know what I mean). Selling can be good for everyone. One of the goals of this book is to raise the bar for sales people, who can sell in such a way that the above song does not apply to them.
Did you know that the mere mention of one wrong word, or emphasizing a single point too strenuously, can break or make a sale? Selling is a delicate art, and it is evolving and adjusting to a tumultuous global environment. Three or four decades ago, the commercial world was totally different. Today, although you might still be a Ford man, your new Ford car might be sold by a Ford dealer who also owns a Mazda dealership. Your new Ford could have parts build by Mazda, with engineering design borrowed from Jaguar in Great Britain, and an on-board GPS system from China. Sellers, who used to include lessons on how to operate their product, might now learn about new product features from a young buyer, who conducted extensive product research on the Internet prior to meeting the sales person.
Salespeople who sell effectively are basically aware about the nature of these changes, and are adjusting their strategies accordingly. The master of sales is one who practices his or her craft in a way that is most synchronized with demands of our new world. These masters are showing us the way forward.
You picked this book up because either you are in a selling career, or are just curious to see what magic buttons are used by the master of sales. Our job is to guide you on a brief journey into selected techniques and strategies used by masterful sellers who push the right buttons at the right time with the right people, and thereby achieve success through selling. So let's begin the journey at the beginning of the process.
A sale occurs when there is a transfer of a product or service for money—usually between two parties. Selling encompasses all those qualities that must be exhibited to make the sale happen. These are characterized by www.dictionary.com as being "persuasive, inducing, or merely causing the transaction to happen." This pretty general way to describe selling covers the waterfront, but doesn't give us a clear and exact picture about what sellers actually do to achieve a transfer sale transaction. It's almost as if the seller uses secret manipulative tricks, or else is a magician.
Picture yourself, for a moment, shopping for a family gift and walking into an attractive high-end kitchen store with thousands of products. Your mission is to get the perfect gift, but you're only vaguely aware of what might suit the occasion. Furthermore, you don't want to be distracted by a bored sales clerk, who appears to be only interested in hearing his cash register ring. At the end of your tour in the store, you will either leave very pleased about having found just the perfect gift, or you will walk out empty-handed and dejected, vowing to never again step foot in that store. The interaction between you and the sales person inside the store had a lot to do with the result, and even determined your destiny, at least in a small way (you either go home to begin celebrating, or keep searching, getting more and more tired).
The seller's success—or lack thereof—influences his or her own career, but equally important, it influences the life of the consumer. Consumers want to be guided by masterful sales people who can help them solve problems, and overcome the challenges they encounter. Done well, this highly interactive process will convert the client from a totally unknown individual into one who shows long-term sincere appreciation to the sales person, who precisely matches the client's needs/interests/wants with a product or service.
"Can I help you?"
"No thanks, I'm just looking."
What does this interchange really mean? Skilled professionals effortlessly open selling conversations that allow the customer to share more of their true wants and intentions. These salespeople carefully listen to how the customer answers their intentionally-designed questions, and then use other powerful communication techniques to close the deal. These techniques are a little different from the manipulative and persuasive techniques used in years back. Our commercial environment today is characterized by a plethora of products and services—and sales messages. Sellers have access to more sales knowledge and strategies, but so too do the buyers … who may like to buy, but don't like to be sold. The masterful sales person knows how to create an enjoyable buying experience for his customers.
Buying has always been a form of recreation for some; for others … not so much. This is why the master salesperson will even use personality profiling to help his or her customer find just the right solution. Sellers work with buyers in a one-on-one situation, or in more complex corporate environments. The corporate sales person must sort through a myriad of thoughts, needs, emotions and circumstances of not just one, but many people involved in the buying decision. Each sales person wants to close every sale, but the knowledgeable ones understand that a long-term relationship is preferable to a one-hit sale, even if the first sale doesn't turn out as initially planned.
Plain and simple, our highly charged, over-choiced and changing world requires a shift in selling that positions the seller as a member in the buyer's success and problem solving team. We all understand at a fundamental level that technology is shrinking the world while adding to the complexity. No one person can figure it all out alone. We need teams aligned and working together to accomplish more complex tasks that compete, or merge with other more complex concepts and entities. For example, one team sells the computer, the next sells the installation, the next team sells the website while yet another sells computer training so that finally the company has an operational website. What is most interesting is how selling is now seen as a two-way street, wherein both the seller and buyer want to feel equal as partners in the transaction. The paradigm of selling now places increased importance on two-way quality communication, in a way that adds mutual value to a buyer-seller relationship.
The responsibility for distributing our societal products and critical services rests with salespeople, without whom our commercial engines would grind to a halt. Despite the important role played by salespeople, we still haven't established an institutional response to properly training these important individuals. Instead, these folks learn their craft through word-of-mouth, private training courses, or by attendance at the "school of hard knocks."
It is interesting to see how some really simple techniques are returning big sales results for the sales masters, while other sales professionals use extremely complex formulas to earn their sales awards. The sales arena is not unique to other performance activities. There are simple exercises (i.e., the "basics") which must be mastered. Master the fundamentals! At the same time, more complex tools are utilized to achieve the goal. It is important to utilize both the simple and the complex, and selecting the right tool for the job is part of mastering any event. In each of the following chapters, we hope to show you a sampling of what some of these masters have picked up during their careers.
Studying at the feet of the masters accelerates our learning curve, by allowing us to learn some of the tips shared by this select group of people. These are the ones who achieved success in the art of selling. Our goal is for you to learn and implement masterful selling methods that allow you to achieve significant success in your sales profession, and be influential in your community. True Masters of Sales move into community leadership roles, because they understand the importance of networking to their craft. As leaders, they are more effective at dealing with the most complex entities on planet earth—people. And people like to buy from leaders.
In the not-so-distant past, a profession in sales may have been at the bottom of our social acceptability scale, but this is rapidly changing. Professional selling is a vital vocation for high achievers seeking rewards associated with dedicated and focused effort. These new Masters of Sales fulfill an honorable—even critical—role in helping move the world forward.
Masters of Sales gives you access to many pieces of the selling puzzle. The chapters are laid out similar to a traditional model for selling: sales attitudes, sales goals, prospecting for clients, handling objections, product demonstrations, the close, and the follow-up. Within each chapter, you will discover new recipes for success that you can follow precisely and, once mastered, add to with your own ingredients. Become a master … and then teach us!
To order Masters of Sales, go to http://www.mastersbooks.com/.
My BNI Story
You Might Be a BNI Member If …
1. You sit down when your oven timer goes off.
2. Your personal address book looks like the yellow pages.
3. Your family and friends call you instead of 411.
4. You no longer use "Hot or Cold" to describe your shower.
5. You admit to strangers that you "Dance" and everyone in the room claps.
6. You are on a sales call and you stop and wait for the applause after you have made your pitch.
7. You have experienced the longest "60 seconds" of your career.
8. You practice your 60 seconds in the mirror.
9. You time yourself practicing your 60 seconds in front of the mirror.
10. A group of business people are working to increase the number of "pink slips" that are given in a single day.
11. You recognize that "White" really means "Green."
12. You are eating lunch with your top sales rep … and they don't even work for your company.
13. You start to miss your fellow members while on vacation.
14. You look down your client list and it looks like your BNI roster.
15. You'll do ANYTHING for a candy bar!
16. You go to dinner and you don't sit down for the first 15 minutes.
17. "I HAVE" starts your sentences instead of "I DON'T."
18. "I need a good hook" has nothing to do with fishing.
19. You can write off lunch with 40 of your friends as a business expense.
20. YOU LOOK AROUND THE ROOM AND YOU SEE A BUNCH OF "GIVERS" GAINING.
Amy D. Kilpatrick, BNI Executive Director, Noontime Networkers, Augusta, GA
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My name is Steven Lin, and I am the creative director of 2Q Creations in Vancouver, BC. We are a marketing/graphic design firm that turns concepts into products.
2Q Creations offers a unique, personal branding service by incorporating caricature marketing as part of the branding strategy. When Dr. Ivan Misner visited Vancouver in July as the honored speaker for Referrals for Life, we presented him with a 2Q Creations plaque, business card holder, and caricatures. Dr. Misner said they were the best caricatures he had ever received!
2Q Creations has grown more than 200 percent since last year; 75 percent of the revenue was generated by BNI. Thanks to my wonderful members in BNI Marinaside for contributing to the growth of 2Q Creations. And thanks to those who believed in me and have allowed 2Q Creations to be part of your life! I look forward to more challenges and fun projects.
Steven Lin, Creative Director, www.2qcreations.com
"We turn concepts into products in no time"
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I have been a member of the Mole Valley Chapter of BNI in the UK for approximately eight years. I have been a private investigator for 54 years.
At the tender age of 77 (born December 20, 1929), I feel there is a good possibility that I could lay claim to being the oldest member of BNI. Mind you, I am not sure this is something I should be proud of.
Nevertheless, I put out the challenge—are there any BNI members who will admit to being older than me?
Peter Heims, Mole Valley Chapter, BNI, UK
Challengers to the title "Oldest BNI Member" should contact SuccessNet Online editor Bernice Mirrilees.
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Chan Seong Aun, an architect from the Lighthouse Chapter, was introduced to BNI in 2002. He was immediately impressed by the supportive attitude of members, especially the referrals of business opportunities.
The code of ethics of Chan's profession did not allow him to advertise his services or to extend a commission to a third party for referring a client. Seeing BNI as a platform to grow his business, he decided to participate in BNI. He says, "The two largest projects, totaling 500 million, were referred to me by NK Menon and Vincent Koay in my 5th year in BNI."
How did Chan do it? Here are his top three tips:
1. Don't give up, especially if you do not get any referrals initially. Perhaps you're not asking for the right referrals or you're not asking for it in the right way. If you're not getting any referrals, perhaps your fellow BNI members do not know enough about your business or trust you enough to introduce you to their best business contacts—all these take time and hard work! Do not expect a fellow BNI member to introduce their best business contacts to you simply because you belong to the same chapter. You have to win their friendship and trust.
2. Make an effort to attend every seminar or workshop conducted by BNI. I attended almost every one since I joined BNI, and each of them has taught me something about improving the way I run my business.
3. From the beginning, determine what matters most. Prioritize accordingly and invest time to learn the skills required to generate referrals and to get the kind of referrals you really want. Apply these skills correctly and consistently with a mindset that is founded on life-long learning.
How I Bought An RV
On my first visit to the Cowichan Reciprocators, a local BNI chapter, I had no idea what to expect. The greeting was friendly, there was an excellent breakfast, and each member introduced themselves through a 60-second infomercial. Then, we were introduced to our "10-minute speaker" who would educate us on his business. That week it was Rick McRae's from Arbutus RV.
Rick brought a Mallard 18C to our meeting, so we all went outside to take a look. I had rented an RV the previous year, but this trailer was different. It was light, roomy, and much less expensive than I imagined.
That Saturday, I bought the trailer. A few weeks later, after boasting about my new trailer to my friends, one bought the same trailer from Rick. His friendly service has also encouraged me to refer a friend who wanted to sell his trailer, so Rick could sell it for him.
Rick has set a great example of how to effectively use 10 minutes to share your business over breakfast!
Marla Daniels, Mortgage Consultant
Submitted by Ian Scott, Regional Director, Vancouver Island, British Columbia, Canada.
A BNI Refresher
I was in BNI for three years and have recently rejoined the Maidenhead Chapter, UK, after a break of about five months.
This morning, I went to the induction course presented by Gavin Bain. Although initially I thought it would be a waste of time (since I'd already taken the course nearly four years ago), I viewed it like retaking my driving test and picked up some great reminders.
Not only that, but I got four referrals from the six other attendees!
What a great organization!
Sebastian Brown
Breaking News
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We are happy to announce a new strategic alliance between BNI and Brian Tracy University-online. For the first time, BNI directors and members will be able to increase their sales and profitability quickly and consistently by learning and applying the key skills used by all top money-earners.
Business owners can now enroll in the most effective business growth program ever developed, "Increasing Your Profits." In one hour per week, you'll learn proven strategies to attract and convert more customers than ever before. Professional sales people can learn how to double and triple their sales and income by using the most effective sales strategies and techniques ever developed in "High Performance Selling." Managers and executives who enroll in "High Performance Leadership" learn how to recruit, hire, manage, motivate, and build a team of top performers for any business. Each of these programs is offered at 25 percent off regular tuition fees for BNI members only, and unconditionally guaranteed.
BNI members receive books, CDs, workbooks, action exercises, and a personal pocket audio/video player with all their courses for review and reinforcement. Brian Tracy University counselors and adjunct professors take you through your programs one at a time to assure maximum retention and application. Upon completion, you receive a "Certified Sales Professional" or a "Master of Business Excellence" certificate suitable for framing.
Our strategic alliance partner, Brian Tracy, is perhaps the top sales and entrepreneurship speaker, trainer, and teacher in the world today. More than 5,000,000 sales professionals and business owners have taken his high-content, practical learning programs—in 46 countries.
If you are serious about upgrading your skills and increasing your sales and profits, you should send an e-mail to freepreview@briantracyu.com today for a free preview and to receive your BNI member discounted rate.
To help you understand your current strengths and weaknesses, feel free to take one of our FREE assessments:
1. Business Owners: Take a Business Profitability Assessment to analyze your business in 25 areas; learn your strengths and weaknesses, and what you can do immediately to boost sales and increase profits. Receive your FREE CD, "21 Great Ways to Build a High Profit Business."
2. Sales Professionals: Take our Sales Skills Assessment to analyze your current level of sales skills and abilities. Receive your FREE CD, "21 Great Ways to Be a Sales Superstar."
Begin today to invest in yourself and your future. Remember: "To earn more, you must learn more."
We are committed to helping BNI members to not only get more and better referrals, but also to translate those referrals into increased sales and profits. To receive your BNI member discounted rate and preview of Brian Tracy University, send an e-mail to freepreview@briantracyu.com.
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Hear firsthand what Dr. Ivan Misner and Don Morgan, co-authors of Masters of Sales, have to say about the newest addition to the bestselling Masters Series!
In the video, they share why this book is important and why you should read it. You will be entertained by their lively anecdotes relating to Masters of Sales—some of which are not even discussed in the book. Click here to watch the video.
The Passion Test
Passion is the key to success, but how do you discover your passions? How do you create a passionate, purpose-filled life?
The Passion Test: The Effortless Path to Discovering Your Destiny by BNI supporters Janet Bray Attwood and Chris Attwood, will help you find out what matters most to you. This is a fun, easy-to-read book that could profoundly change the way you live.
T. Harv Eker, author of the number one NY Times bestseller, Secrets of the Millionaire Mind, called it "the simplest, clearest way to get started on knowing what you want—by getting clear on who you are."
Can you afford one more day of living without passion?
Visit http://www.mypassiontest.com to order the book. By placing an advance order, you have a chance to receive more than forty amazing gifts!
Founder's Awards
BNI would like to announce its Founder's Awards!
Founder's Awards are issued to BNI chapters that represent the top ten percent of the organization in terms of performance. They must have a minimum of twenty members, be nominated by the local BNI director, and be approved by the founder. These chapters are specifically recognized for excellent performance relating to referrals, visitors, new members, commitment, enthusiasm, and—most importantly—attitude.
Directors nominate chapters in their region to receive the Founder's Award. They are provided to no more than ten percent of the chapters in a region in any given year. They are also announced in SuccessNet Online. Current winners are listed below:
• Grimsby Business Exchange Chapter; Yorkshire, United Kingdom; Director, Niri Patel
• Bexar Business Builders; San Antonio, Texas; Director, Susan DeLoren
• Business Exchange; San Antonio, Texas; Director, Susan DeLoren
• Fiesta!; San Antonio, Texas; Director, Susan DeLoren
• OKC Business Alliance; Oklahoma West, Oklahoma City; Director, Susan DeLoren
• Live Oak Network; Austin, Texas; Directors, David Crumbaugh, Shelli Howlett
• Highlanders; Minnesota; Directors, Tom Schmoll, Nancy Giacomuzzi
• Priority Networkers; Minnesota; Directors, Beverly Williams, Deb Pierce
• Twin Parts Chapter; Northern Minnesota; Directors, Tom Schmoll, Nancy Giacomuzzi
• Absolute Connections; Western Minnesota; Directors, Kevin Snow, Nancy Giacomuzzi
• Masters Chapter; Vermont; Director, Joe Monaco
• BNI CY Fair Business Partners; Houston West TX; Director, Kathy Mathy
• South Hills Chapter; San Gabriel, CA; Director, Tony Dalia
• City of Palms; SW Florida; Director, Mark Stough
• Winchester #1; Shenandoah Valley, VA; Director, Lynnette Embree
• BNI Rocky Mountain Business Builders; Colorado Springs, CO; Directors, Brad Leppla, Margie Cowan
• Premier Business Partners; Eugene Oregon; Directors, Darren McGillvrey, Robin Schuckmann
• BNI Givers Gain Chapter; Southern Central Valley, CA; Directors, Alonna Moreno, Randy Borden
• Kruse Way Chapter; Portland OR and SW Washington; Directors, Jennifer Tolley, Robin Schuckmann
• BNI Net Works; San Fernando Valley, CA; Directors, Red H. Mann, Leroy Gaines
• Business Builders Chapter; San Fernando Valley, CA; Directors, Red H. Mann, Leroy Gaines
To apply for a Founder's Award, the director needs to send in the application, Form 0221, to BNI Headquarters. Upon approval, the award will be sent out to present to the chapter on behalf of Dr. Ivan Misner. Awards are still available for the current year. The application form is in the Directors Manual. To obtain a form, e-mail ann@bni.com.