January 2008
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
The BNI Networking Secrets Buzz
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John Chaplin is president of Minuteman Press in Tampa, Florida, and a member of the BNI Phoenix Chapter in Tampa. The executive director asked him to be part of the "BNI Networking Secrets" test market for the new Car Coach CD® networking curriculum released by del Fuego Companies at the International Directors' Conference in San Diego.
"BNI Networking Secrets" is a CD series that gives any member, new or seasoned, the opportunity to learn directly from Dr. Ivan Misner and Tom Fleming, Executive Director, BNI West Central Florida. It promises to cut six months off the learning curve for new members and give seasoned members new ideas to "sharpen the saw."
According to John, "The opportunity to be included in the test market process was eye opening. It convinced me to get more involved in my BNI chapter. I am now the Education Coordinator and will be touting the benefits of 'better learning for better earning.'"
"BNI Networking Secrets" taught John how to take the next steps to be successful in BNI: "I take every opportunity I can to absorb more information. As I apply what I learned from Dr. Misner and Fleming, I'm giving out more referrals than ever before—and getting more referrals than ever before. I'm bringing guests; I'm educating our members; I'm expanding my business.
"The first CD tells us how we can expect this curriculum to help us build our business. On the second CD, Dr. Misner coaches us through the BNI fundamentals. He refers to them as the wind sprints we have to continue to do to be successful. On the third CD, Fleming gives specific ways we can apply the principles from the first two CDs. Fleming's examples taught me exactly how to ask for a referral. Dr. Misner and Fleming inspired me to learn more and help make my chapter stronger through education. If you follow the program, it will lead you to success."
What Other Members Are Saying
"This material gives new members a jumpstart and shares the secrets of how BNI really works. I like Ivan's presentation on 'Visibility-Credibility-Profitability' and the BNI testimonials on Tom's CD. This is a great recruitment tool for BNI. If I had these CDs my first day of BNI, it would have changed everything."
-Nancy Giacomuzzi, Executive Director, BNI Minnesota
"This series helps every chapter get the right people on the bus from the beginning. I really like how Ivan coaches us to take a look at our personal database and BNI chapter to see where we're at with the VCP components."
-Darlene Sheets, Vice President, WestFLAhomes.Com, BNI Winners Circle, Largo, Florida
"I was blown away by these CDs. Ivan's story about high-school football conditioning is so relevant for new and veteran BNI members. I'm far more excited about this product than in any small role I played in producing it. It is absolutely the best, most intelligent, most entertaining, and most valuable of all the BNI CDs I've listened to—and I've listened to many. For new members, it will cut six months off the learning curve. Even long-time members will find half a dozen "Eureka!" moments here. If I could keep only one piece of BNI educational material, this would be the one."
-Jean Heller, BNI Vice President, TheVisionsGroup.net, Clearwater, Florida
"This series increases the Return On Investment for any new member. And for seasoned members like myself—a certified MSP 2.0 trainer and an Advanced Trainer—these CDs offered a lot of new information. Every member should listen to this. What it says on the cover of the series is true. You really do get 20 years of networking experience in less than three hours."
-Bill Ulvund, BNI Team Michigan Director & Owner, Boyne Country Services
"For new members, this series allows information in as small or as big a bite as they want. They can learn at their own pace! I love the flexibility of being able to listen when my schedule permits. If everyone in a chapter would listen to this series, it would have a major influence in keeping the chapter membership stable and growing."
-Cory Doden, BNI Member, Owner, Action Coach, Red Wing, Minnesota
"I love the story of Nordy. I love the title of the CD set, "Networking Secrets." The set is all about the secrets of what makes someone successful in BNI. I am convinced that people become members of BNI because they see the potential value, but people stay members because they receive value. This CD set teaches how to do exactly that—get results. BNI Networking Secrets will impact people's businesses and lives in a positive way. It gets to the heart of the 4 M's of BNI—Members Making More Money."
-Tom Fleming, Executive Director, BNI West Central Florida
"The flexibility of this material is incredible, and the quality is very high. In the nine years of being in BNI I can see when someone goes to leadership training that this information shows them BNI has much more going on than meets the eye. If I had this material when I first joined BNI, my company would be twice as big as it is today. Everyone needs to get this."
-Beth Anderson, BNI Assistant Director, Owner, OrgTrack, BNI Minnesota
BNI Networking Secrets is available from the BNI Store: www.BNINetworkingSecrets.com
For more information, you can contact John directly at minutemanpress@tampabay.rr.com.
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Changing the Way the World Does Business
About a year ago, it struck me that BNI truly is "changing the way the world does business." Last January, I was in Tucson, Arizona, for a bi-annual meeting of the Transformational Leadership Council (TLC). TLC is a small network of trainers and thought leaders founded by Jack Canfield of Chicken Soup for the Soul. I've been a member of this organization for several years. At each meeting, members do mini-versions of their personal development and transformational leadership seminars.
I was talking to my wife and some of the members of TLC about the fact that BNI didn't fit the mold of the group because we are not a seminar company doing self-development training. Many of them pointed out that BNI is, in fact, "transforming" the world through our philosophy of Givers Gain. I started thinking about BNI's larger role in helping business people around the world. By the end of the week-long program, the theme for this year—Changing the Way the World Does Business—had materialized in my mind for our organization.
How are we changing the world? Here are some of the ways that come to mind:
- First and foremost, our philosophy of Givers Gain® is powerful and transformational. It focuses on cooperation and collaboration. It involves helping other people; over time, they help you in return. Givers Gain® is an early tradition within our organization that has set us apart from many other groups.
- BNI devotes more than 135,000 person-hours a year to training!* That's huge! And it is far more than any other networking organization in the world. No other organization devotes this much time and energy to teaching people how to run effective networking meetings – none!
- BNI offers a huge quantity of free content to members to improve their participation, such as the weekly podcasts at www.bnipodcast.com, the regular networking blog at www.NetworkingEntrepreneur.com, the monthly networking column at Entrepreneur.com, the monthly online newsletter, SuccessNet™, and (for leadership teams) the special download section at www.bni.com.
- BNI is the only networking organization in the world to have published 10 books on business and networking to help our members learn how to be more successful in their marketing efforts. These include Masters of Networking, The World's Best Known Marketing Secret, Business by Referral, Truth or Delusion, Givers Gain, Master of Success, and several others.
- BNI has been a driving force in the creation of the "relationship networking" approach to marketing. We have helped create an entire industry and marketing strategy for building one's business through a whole new paradigm of business development.
- In 2007 BNI passed an estimated 5.5 million referrals worth $2.1 billion (USD) in business for our members all around the world!** This is more than the GDP of some small countries.
- BNI impacts the success of more than 100,000 business professionals around the world. We help make a difference in the lives of people in almost 40 countries. We have built a program that has lasted for more than two decades and has helped people generate new business, build friendships, develop personal and professional skills, mentor one another, and change the world around them.
I see these positive contributions almost every day. In the next several issues of SuccessNet™, I'd like YOU to share how you believe BNI has changed your life or your fellow member's lives in some way. Send your message to erin@bni.com.
Everyone that sends in a message that I use in a future issue throughout the year will get a set of free downloadable gifts that will help them in BNI.
So, tell me - how is BNI "Changing the Way the World Does Business" for YOU?
* 135,000 hours is calculated by taking 5,000 Chapters times 3 Leadership Team people times 2 trainings a year by an average of 4.5 hours per training. This number does NOT include Membership Committee Training, Visitor Host Training, Advanced Trainings, and Director Trainings. It is a very conservative number.
** These numbers are preliminary estimates for 2007. Final numbers will be released in February 2008.
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 number one bestseller, 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
A Dynamic Sales Force for Your Business
Your networking partners are, in effect, your sales force. And for your sales force to sell you effectively, they have to know who to sell you to and how to sell you.
Click here to read the article.
BNI NZ And Hospice Partnership Walks The Talk
By formally becoming Hospice New Zealand's third "partner" at a recent function in Mt Eden, Auckland, business networking group BNI New Zealand put into practice its central philosophy of 'Givers Gain.'
Click here to read the article.
BNI-Misner Foundation Supports Teen Empowerment Workshop
In early December, the BNI-Misner Charitable Foundation sponsored a Teen Empowerment Workshop at the LeRoy Haynes Center. It was facilitated by Lisa Nichols, author of Chicken Soup for the African-American Soul and one of the stars of The Secret.
Click here to read an article in the San Gabriel Valley Tribune about the event.
The Running of the Turtles
Traditionally, The Running of the Bulls takes place in Pamplona, Spain, in July. The lesser known Running of the Turtles takes place all year long in cities and towns throughout the world. And, while it may not be as life-threatening as The Running of the Bulls, it certainly can as be life-changing. So, what's the difference? One is about adventure and thrill-seeking, while the other is about success and referral-seeking. In order to build your business, you've got to move ahead … run if you will. Yet, true success is found not with the bulls, but with the turtles.
Click here to read the article.
Norm Dominguez in IsraelIn October, BNI CEO Norm Dominguez traveled to Israel to participate in a BNI conference. His visit was covered in several newspapers in Jerusalem and Modiin. Here are two examples:
International CEO of BNI, Norm Dominguez, arrived in Israel. We found member Aliza Siekierski, local Modiin chocolate producer, whose products might be branded with the BNI logo and handed out as sweet souvenirs to the organization's members in international conferences. www.mnews.co.il - October 25, 2007
BNI International CEO visited Israel this week and spoke in a BNI conference about growing businesses through networking and about doing sweet business. Dominguez spoke about the power of networking and gave as an example Chocolatiere Aliza Siekierski, Chairperson of BNI Modiin, who produces fine chocolate, and with the help of BNI will be able to start marketing her Belgian chocolate worldwide. www.go443.co.il - October 26, 2007
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The BNI Paradox: How Giving Results in Receiving
Emma, the visitor host, finishes talking with two BNI members and returns to the visitor host table. A visitor, Joe Newbie, approaches her and tells her about his business and product. She feels her neck stiffen and her heart speed up. Oh no, she says to herself. This guy is totally focused on himself. Another few sentences and he'll be trying to get me to buy something. Why don't I have more patience with visitors who do this?
Joe is trying to network. He's focused on meeting people to make more sales. That's why he's attending his first BNI meeting. He's attracted to BNI because he's heard he'll get lots of referrals. If Joe is to become a successful BNI member, though, somewhere along the way he will have to change his focus from "Me, me, me" to "Give, give, give."
How does this happen? Paradoxically, people become involved in BNI to make more money. They're in it for themselves and their company—for what they can get out of it to get ahead. While businesses need to tell people about their business and increase sales, it's more important to have the right perspective.
Our focus must shift from what we can gain to what we can give. It sounds impossible. But around the world, BNI helps new members change their business motivation. BNI's philosophy of Givers Gain results in business success. Ironically, the success becomes a mere side effect of our sincere interest in others.
Sharing the Principle
Visitor Hosts must not be afraid to address this foundational point with our visitors. We know it works; we've seen it time after time. Be confident that the secret to success is worthy of introduction early on. After all, how will they make the change if we don't help them see the essence of Givers Gain? This change doesn't happen overnight—and it won't begin until the visitor is educated.
Visitor Hosts must be diligent in teaching and mentoring—laying the groundwork for Givers Gain. Just as not all one-to-ones result in a referral, not all visitors will get the message and become productive members. Sharing our secret with visitors is just another way to apply Givers Gain. Don't hold back.
New members must be patient while they're learning and applying the information. They need to keep in mind that while they are learning basic concepts, attending meetings, and arranging one-to-ones, BNI members are getting to know them. Referrals won't come instantly; BNI members have already made commitments with other BNI members. Members need time to get to know a new member's work ethic, quality level, and reliability so their referral is strong and sincere.
The Choice
Each has a choice. Emma could hold back, thinking that the odds are against Joe grasping and applying the concept. After all, why should she put forth effort if it scares Joe away or, even worse, falls flat six months from now? Or, in the giving spirit of BNI, Emma could share what she knows, giving Joe the opportunity to grow.
Joe could continue to focus on himself and his business and unwittingly push people away. Or Joe could attend meetings, arrange one-to-ones, and work to develop a sincere interest in others' needs.
Imagine if both chose the BNI way. Emma would enjoy her mission without expectations, knowing she is sharing an opportunity that can change a person's life. And Joe could very likely be a long-term, active, strong, referring BNI member who emulates Emma. It's an amazing paradox we see all the time—all over the world.
Deanna Tucci Schmitt is the Executive Director for BNI Western Pennsylvania. Deanna is a contributing author in Masters of Networking and the newly released best seller Masters of Sales.
Laurel Patterson, owner of Patterson Presentations, takes great pleasure in providing a variety of clients with writing, editing, and speaking services. Her communication endeavors include newsletters, magazine articles, speaking engagements, and white bird releases at special events.
My BNI Story
Inter-Conference Networking
I recently attended the BNI International Directors Conference in San Diego. While there, I noticed another organization, the Professional Foot Orthotic Laboratory Association (PFOLA), also holding a conference at the hotel.
As I helped Executive Director Kathryn Lodal with the registration for our Members' Day, people next to us were conducting registration for PFOLA. A couple of men in line asked what our conference was about, and I told them we represented the world's largest word-of-mouth networking organization. I asked them if they owned their own businesses, and they said they did. When I asked how business was, one gentleman replied, "I just started." The other said, "Well, the economy is slow … "
I told them BNI helps people grow their businesses through referrals from fellow chapter members. I then asked, "How would you like to get referrals from 30 to 40 other business professionals?" They immediately asked if there was a chapter in their respective cities. Of course there are, so I took their cards and passed them on to the appropriate BNI director.
I don't know if they will join or not, but this interaction demonstrated why we should network with people at other conferences! We might consider this tactic in areas where it is challenging to recruit new members.
Pam Russell, Send Out Cards
The Best BNI Bonus
When you own a small business you often focus on the big successes—and sometimes forget to appreciate the little things that make it worthwhile.
The same can be true of BNI. We attend a meeting every week, have countless one-to-ones, identify business opportunities for colleagues, and capture "show me the money." But one of the best features of the BNI experience is friendship. The friendships I developed through the Success Express Chapter helped me through the early days of owning my business, when I continually wondered if I would make it.
The quality of these friendships was never more evident than over the last year—when I announced to the chapter I was training to run a marathon for the first time. On November 4, 2007, with the Success Express team's advice, inspiration, prayers, and donations to charity, my goal became a reality. I finished my first marathon in NYC with a time of 4:42. Several times, I didn't think I would make it. But I thought about my family, the children the donations would go to, and my friends at the chapter—and I refused to let anyone down!
I want to thank my chapter for all the support! I also want to remind you that if you set a goal, share it with others, and work hard, anything is possible—in business and in life. BNI really works!
Kevin McCarthy, Success Express Chapter, Warwick, Rhode Island
Breaking News
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February 4 – 8, 2008
BNI started International Networking Week™ in 2007. In 2008, International Networking Week™ will feature simultaneous networking events across the world. The goal of the week is to celebrate the key role networking plays in the development and success of businesses across the world.
We encourage you to view a short, eight-minute video on YouTube about International Networking Week™ '08. Share the video with others and show it at your networking meetings during International Networking Week™.
BNI HQ is also introducing a special exercise during International Networking Week™, in which they encourage you to bring a community leader to the meeting. A BNI podcast on the exercise will be uploaded a week or two before International Networking Week™. You may also contact your local director for details.
Visit http://www.internationalnetworkingweek.com to learn more.
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The Time Is Now is a powerful new film that shares profound life secrets through conversations with world renowned visionaries, inspirational authors, philanthropists, conscious CEO's, and social entrepreneurs. Dr. Ivan Misner is featured as well as Jack Canfield, co-author of Chicken Soup for the Soul, and other contributors to The Secret, Lisa Nichols, Marci Shimoff, Rev. Michael Beckwith, John Gray, James Ray, Hale Dwoskin, and John DeMartini.
Developed by Leaders in the New Civilization (LINC, lincorg.com), The Time Is Now empowers leaders to realize their highest visions and dreams by harnessing the Law of Attraction. The film presents what is possible for our future as well as our children's when we equip ourselves with resources, intelligence, awareness, and knowledge of scientific breakthroughs.
Enjoy the movie trailer at www.thetimeisnow.tv—and spread the word about how we can empower humanity by empowering ourselves.
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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Each year, in December/January, I resolve that this is going to be the best year of my life!
If 2008 was the best year of your life, what would happen? How much would you earn? What would your health be like? How much would you weigh? What would your family life be like? What kind of lifestyle would you be living? How much money in the bank would you have? And how much passive income would you be earning each month?
The strategic planner Michael Kami once said, "Those who do not plan for the future cannot have one." There are no guarantees in life. But you can be sure that if you do not have goals and plans, you will not accomplish as much as is possible.
In 2007, The Secret, by Rhonda Byrne, was a big success. Millions of copies were sold in book form—and many more in video. Even though the book has been extremely popular, it has been roundly condemned by literary critics worldwide. Why is this? The answer is simple: The book says that if you visualize and think happy thoughts, by the Law of Attraction you will attract everything you want into your life—without effort or intervention on your part.
Everyone wants to believe that success is this simple. This message appeals to lazy, inexperienced people. As you know, it takes a lot more than happy thoughts to be successful, especially in sales, marketing, and business development.
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I hold an alternate philosophy to be true: that of the importance of having a "flight plan." This month I am releasing my new book, Flight Plan. This book explains the real secret of success in twelve chapters, using the metaphor of a cross country flight that is off course most of the time. There are three key steps. First, you must be absolutely clear about who you are and what you want in the key areas of life. You must have a "flight plan" clearly thought out and written down if you want to arrive at any worthwhile destination.
Second, you must have the courage to take off—to launch toward your destination with no guarantees of success. You must have the willingness and the resolve to overcome the natural fears and resistance that cause most people to hesitate and procrastinate for months and years.
Third, you must be willing to accept feedback and make continual course corrections on your journey. When an airplane takes off from Los Angeles bound for New York, it will be off-course 99% of the time. Because of updrafts, downdrafts, headwinds, tailwinds, storm fronts, and the earth's gravitation, the plane will veer off-course.
Nonetheless, when the plane takes off, the pilot comes on the loudspeaker and says, "Welcome to our flight, we will be touching down in New York at 20 minutes after five this afternoon. Have a nice flight." And sure enough, after an infinite number of course corrections, the plane touches down exactly on schedule.
Have you ever heard a pilot say, "Well, ladies and gentlemen, it looks like we have a storm front ahead, so I am aborting this flight and returning to the airport where we took off"? It never happens! Once the pilot has taken off, he continues to make the necessary course corrections until he arrives at his destination. He persists through all unexpected weather problems until he arrives at his destination.
It is the same with you. In 2008, you must clearly decide upon your goals in each of the important parts of your life. You must then have the courage and the boldness to take off, to take the first step, to launch yourself toward those goals with no guarantees of success. Finally, you must resolve to persist until you succeed, making continual course corrections until you finally arrive at your destination.
If you'll do these three things, you will have learned and applied the real secret of success: persistence. By launching toward your goal and never giving up, you will make 2008 the very best year of your life—until 2009.
I wish you all the best of success in the exciting months ahead.
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.