January/February 2006
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of NetworkingThe BIG Deal About SMALL Talk
The national belittling of small talk has a long history. For years, people have denigrated small talk as phony, laborious, and boring. It's so important that I included a chapter on it in How To Work a Room® and wrote a comprehensive book on conversation, What Do I Say Next? All of my presentations and keynotes have a 'small talk' component so that my audiences can start with it and then comfortably move on to BIGGER talk. My research surveys of 100 great conversationalists yielded two results that stunned me.
The first is that 75% of the respondees, people whom I considered to be great conversationalists, still thought of themselves as shy. I was shocked. Several of those surveyed admitted to working through shyness but still feeling uncomfortable. Could have fooled me! In fact, they did. They worked through it so well that I found them to be exemplary at conversation.
The second result was not surprising as much as it was confirming. Not one of my identified great chatters put down "small talk." To a one, they saw it as a way of getting to know people, put them at ease, and find common ground. That is the essence of networking: finding the commonality that links us to others.
Not to sound Socratic, but my deduction is clear—"therefore, only crappy conversationalists denigrate small talk."
Think about it. Have you ever had a wonderful conversation with someone who had no interest in the "little things" that start, move, and expand our verbal exchanges? I think not. To say it more clearly, only those who aren't good at small talk make light of it and put it down. The bluffery and buffoonery around small talk is that it "isn't important, it's phony, boring." Maybe what these denizens and denigrators are really saying is, "I DON"T CARE A WHIT ABOUT YOU."
I am not the first person to have written about the subject of small talk, conversation, or schmooze, and I won't be the last because we are uncomfortable talking to people we don't know. In fact, many of us are even caught off-guard at the thought of having longer conversations with people we do know. With the input of friends, colleagues, and generous strangers, in a chapter in What Do I Say Next? I identified twenty-two CONVERSATION KILLERS—behaviors that annoy the heck out of us and stop our verbal exchanges. When our verbal exchanges are cut short, so are our opportunities to grow our relationship and networks.
Because we want to build bridges, here are some of the most annoying conversation killing behaviors to avoid: The Braggart, The One Upper, The Interrupter, The Brain Bully, The Corrections Officers (sometimes known as the grammar police) and the Kvetchers who constantly complain.
Here is food for thought from someone who has been writing, teaching, and 'talking' about the art of conversation and the secrets of very savvy networking—and has been a conversationalist since first grade. (By the way, that's when I started getting red checks on my report cards for "socially chatting" with my classmates!)
- Have your own introduction prepared in your head so you aren't tongue tied when you meet someone at a party, conference, or event.
- Read the paper either off-line or on-line so you know what's going on in your community, your country, and the world.
- DO NOT follow the advice of 'small talk' experts who say, "Just ask people questions because people love to talk about themselves." If all you do is ask questions, you bring nothing to the banquet and people will think you are a prying, probing busybody.
- Treat people as people, not as prospects to add to your network.
- LISTEN to what people say instead of planning your next line. They are telling you what they want to talk about and you can take a hint and build meaningful conversation that is a duo-logue.
- Start small; establish a connection and you will organically build to the bigger topics.
- Ask questions, but be aware that some experts suggest questions that are inappropriate, contrived, and cheesy. If the question doesn't feel right to you, it isn't.
- Share stories that relate to the interests of others because people connect with our stories; not the factoids, features, or sales pitches.
- Say something that relates to the common moment, the venue, or event: the food, the theme, the parking, the traffic, or the host.
- Remember, most people are nice and would welcome your pleasant conversation.
©RoAne2005 All rights reserved under Article One, Section Eight of the US Constitution.
Susan RoAne is a keynote speaker and bestselling author and the nation's original networking expert. She teaches people how to build small talk into conversation that establishes connections that build our networks, rapport, and relationships which enhance our personal and professional lives. She is the author of The Secrets of Savvy Networking, just released on CD, How to Work A Room, What Do I Say Next? and RoAne's Rules: How To Make the RIGHT Impression (cd/audiobook). Learn more at www.susanroane.com.
Across the Globe - North America
CanadaCanadian Awards Galas
The "Most Notable Networker" award winners from Victoria, British Columbia, pictured here, demonstrate the enthusiasm shared by all those in attendance at the BNI Membership Awards Galas.Galas were held in Mississaugo, Ontario; Vancouver and Victoria, British Columbia; Quebec City and Montreal, Quebec; and Ottawa, Ontario.
Submitted by Ian Scott, Regional Director, Vancouver Island
BarbadosThe Biggest Referral in Barbados
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| BNI Barbados display at the Home Show |
Also in 2005 we had the opportunity to make a presentation about BNI to final year commerce students at the Barbados Community College. I was joined by our Ambassador, Oral Dowell, who also had an opportunity to address the 40 students.
Finally, BNI members in Barbados won the "Best Service Booth" award at the annual Home Show which was held at the Sherbourne Conference Centre in October 2005. This recognition was achieved by teamwork and dedication. In addition, our booth exposed hundreds of visitors at the conference to BNI and our outstanding members.
Submitted by Marva & Curtis Belgrave, National Directors, BNI Barbados
United States of AmericaThe "Ivan Awards"
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Several months before the conference, every chapter selected their choice for outstanding member—a kind of "MVP" recognition—to recognize those members who best represent the spirit of "Givers Gain," have a contagiously positive attitude, and exemplify the strengths that lie within each of us. It was a great way to recognize the achievements of outstanding members, and because the award came from their peers it was even more meaningful.
Naming the award was probably the easiest part of the planning process as BNI's founder, Ivan Misner, is well known to every member, and all of the organization's ethics and standards began with him. It seemed only natural. The award itself, chosen for it's elegant and simple lines, is not unlike the "Oscar" in its appearance. The buildup to the awards ceremony rivaled that of the Oscars, at least to those of us in attendance. We even opened the awards presentation with the announcement, "the film industry has 'The Oscar'…and now we have 'The Ivan'." The crowd went wild!
"Ivan Award" winners carried their "Ivans" around with them for the remainder of the conference, receiving congratulations and posing for photos. We are all eagerly waiting to see who will win the 2006 Ivan Awards!
Submitted by Sandy Donovan, BNI Executive Director, Palm Beach and Southeast Florida
United States of AmericaAn Evening in San Diego with Dr. Misner
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| Ivan Misner, Kathryn Lodal and Riley Cardwell |
San Diego Executive Director Kathryn Lodal emceed the evening presentations beginning with a chapter and member Awards Ceremony. The area directors were commended for their time and service to grow the region to more than 650 members.
In his keynote address, Dr. Misner called attendees to follow their passions and to leverage their achievements. Members and guests took away powerful information. The interactive question and answer portion of the evening helped members understand how to take their chapters to the next level. The evening concluded with a BNI Founder's special book signing and, of course, more networking. Members and guests left the evening deeply inspired and renewed in their commitment to BNI.
Submitted by Susan Almon-Pesch
United States of America"Spotlight" on South Dayton
The South Dayton chapter of BNI in Ohio recently achieved "Spotlight" status. They are the first chapter in Ohio to reach this prestigious level. To qualify for "Spotlight" status, the chapter must maintain at least 30 members, have at least 15 visitors per month, and members must each have at least 2 dance cards per month.Chapter President Ken Herr says the key to achieving this level was a one year plan to motivate members by continuously emphasizing the benefits of a large and productive chapter. In ten months the leadership team planned to increase chapter membership by 20 people and to triple the number of quality referrals passed. Chapter Vice-President Lee Ann Leal said, "We got back to the BNI basics. We enforced the attendance policy fairly and strictly with every member, then we added some fun to our meetings with a version of the BNI Game. We dressed the Leadership Team in sheriff costumes and talked every week about chasing off "Bad Business Bart." This added a lot of energy and enthusiasm to our meetings and slowly but surely, positive things happened."
In just ten months, the chapter grew from 16 members to 31. The number of referrals grew to more than 120 per month. "With so many visitors every month, we can be very selective of the new members we allow in," said Ken Herr. "Better members create a stronger chapter." Congratulations South Dayton chapter!
Submitted by Steve Teska, Executive Director, BNI - Central Ohio
United States of America$2100 Raised for Katrina Victims
In September, the Breakfast Champions Chapter of Charlotte, NC began preparing for their 2nd annual golf outing and social. The outing was designed to introduce visitors to BNI in a casual setting and to also raise money for a local charity. Then hurricane Katrina hit and the fundraising side of the event was kicked into high gear.Breakfast Champions' members (even those who don't play golf) stepped in to plan the event which included the round of golf, a barbeque dinner and a prize raffle.
In December, 2005, Chapter President Lance Bartles and Vice President Jim Lee presented David Alexander, Executive Director of the Atlanta region, with a check for $2,100 for the Katrina Relief Fund earmarked specifically for BNI members in the New Orleans region.
The success of the day prompted the Charlotte Assistant Directors (3 of which are from Breakfast Champions) to plan a region-wide golf tournament during the spring "2006 Member Extravaganza" in hopes of raising $15,000 for the continued use in the Katrina Relief Fund.
Submitted by Kim A. Hellman, CPA, Breakfast Champions Chapter, Charlotte, NC
United States of AmericaBNI Members Help Biloxi Katrina Victims
Brian Panichelle (Profit Seekers BNI chapter educational coordinator) and Doug Comin (Greensburg BNI chapter president) spent the first week of November 2005 in Biloxi, MS where they volunteered their time working with the relief efforts of the Presbyterian Church of America to restore houses damaged by hurricane Katrina. The group of eleven volunteers was sponsored by Pioneer Presbyterian Church in Ligonier, PA, where Brian and Doug's Nationwide Insurance agency is based. With materials donated by a local contractor, the team labored for five days to completely replace two roofs and place a tarp over a third.As the team worked it became evident that the devastation throughout the Biloxi and Gulfport areas were more extensive than television coverage could possible portray. The rebuilding of these communities will take many months and even years. Many BNI members are continuing to rebuild their destroyed offices and homes. Remember even as the coverage of this disaster fades: "Givers Gain."
Submitted by Deanna Tucci Schmitt, BNI Referral Institute
United States of AmericaChicagoland Executive Director Wins Award
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| Tom Gosche with his wife Mary and his award |
The "Today's Young Executive" award was designed to recognize young up-and-coming business executives. Tom, who directs a growing BNI region, is active in community affairs and is very devoted to his family—which includes his BNI team.
When asked what factor will influence his business most in the next five years Tom replied: "Everything will be more expensive. But that will be an advantage in my business because person to person contact is more of an investment of time than money."
Congratulations Tom on your recognition!
Submitted by Don Morgan, National Director, BNI Canada
United States of AmericaFast Forward
Emile Paradis, Gordon Rude, and Linda Zuk facilitated a BNI retreat utilizing the Fast Forward Process for the Maine, New Hampshire, Rhode Island, and Southeastern Massachusetts teams.During the two-day retreat we accomplished the following:
revisited BNI's Mission Statement,
created a Value Statement for each team (RI/MA and NH/ME),
developed personal goals to be accomplished within 90 days, and
listed concrete steps needed to achieve personal goals.
It was an awesome exercise that really brought the teams together!
Submitted by Linda Macedonio, BNI Executive Director-RI, SE Mass., Maine
United States of AmericaFounder's Award Given to Newly Chartered Chapter
The Vermont Business Development Association chapter of BNI, chartered less than two years ago, has achieved the prestigious Founder's Award. Members received $500,000 in business through member referrals in 2005. Some members, like Chapter President Kirk Shamberger of CK Financial Services, get 98-100% of their business from BNI!Submitted by Joe Monaco, Executive Director, BNI Vermont
United States of AmericaA Perspective on Attaining Excellence
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| WOMBATS Member Ray De Carlo addressing the chapter |
Visitors and members agree in what they notice about the Power WOMBATS of Irvine: Members are passionate about what they do! Each member does what gives him/her the most pleasure and satisfaction, and this reflects in the quality of products and service provided. John D. Hannesson, the chapter attorney says, "It's easy to refer my own clients to another professional in the chapter because it's another way I can deliver value to them. The quality of service and integrity of the professionals in my chapter make me look good to my clients."
Members also have fun during their meetings. Every guest, without exception, has shared that he/she would like to either join this BNI team or come back to visit because of the friendship and the ease in communication felt among the members. Moty Koppes, Total Life Management, offers this perspective: "Personally I feel very fortunate to have the opportunity to coach two-thirds of my chapter members. I truly feel that each member is committed to their professional development and to their fellow members."
Submitted by Moty Koppes and Wendy Florian, WOMBATS Chapter, Irvine, CA
Across the Globe - Europe
SwedenSwedish Edition of "Givers Gain"
In December 2005 the printing of "Givers Gain" in Swedish was ready. Like the American and English version, the book has a foreword by the National Director. Gunnar Selheden, National Director for Sweden, describes how BNI started in Sweden and the other Nordic countries, Denmark and Norway.BNI started in Sweden back in 1999 and has grown to approximately 1,600 members.
Beginning in January 2006, all new members participating in New Member Orientation will receive a copy and be able to read for themselves about how BNI became the fantastic organization it is today.
Submitted by Åsa Thorbjörnsson, Operations Manager, BNI Sweden
Across the Globe - Africa/Middle East
IsraelBNI Israel Celebrates Growth
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| Sam Schwartz, Yarden Noy and Ivan Misner |
Upon her return to Israel, Yarden launched Israel's 20th chapter. More than 90 guests experienced a well-organized, professional BNI meeting led by Yarden Noy with the help of her Executive Team and the Chapter Leadership Team.
During the meeting, testimonials were given. The most impressive was by Elan Rhom from the North Business BNI Chapter. Elan shared that he had just closed a deal, worth 150,000 shekels, as a result of his BNI membership. Well done Elan and North Business BNI Chapter!
As a result of the dedication and hard work of the Executive team led by Yarden Noy, this new chapter represents the new spirit and growth in BNI Israel.
Submitted by Sam Schwartz, National Director, BNI Israel
United Arab EmiratesBNI UAE launches 2nd Chapter in 3 months
BNI is building a solid foundation in the Middle East with the launch of a second chapter in Dubai on December 6, 2005.Despite very heavy mist and fog, 120 visitors gathered at the Grand Habtoor Resort & Spa for a morning of some very active business networking. The BNI Early Bird Chapter is headed by Chapter Director Nic Woodthorpe-Wright. Steven Brown is the Membership Coordinator and Sonja Ohly is the Secretary Treasurer.
The core group members have already generated business worth the equivalent of over US$30,000 in the 6 weeks leading up to the launch. We are proud to be able to provide the unique BNI opportunity to business people in this region and are looking forward to a very exciting 2006.
Submitted by Bijay & Anna Shah, Joint National Directors, BNI–UAE
South AfricaHabitat for Humanity
Members of the Mother City Chapter in Cape Town decided to get together as a group outside of the normal meeting. It was suggested instead of just having a social meeting that we participate in something of value. We decided we would contribute to our community by doing some volunteer work building for Habitat for Humanity. Everyone was very exited to participate.We arrived at Wallacedene, a township outside of Cape Town, to put up foundation walls on the second Habitat house in the area. No one has ever done this kind of volunteer work in a township / informal settlement area before, and most members were quite nervous driving in. Within no time everyone felt a real sense of community! We were warmly welcomed and then set to the hard work of mixing the sand and cement. We then proceeded with the building (tradesmen were on site to assist us) and smoothing of the foundation walls. Wow, what hard work! But it was also extremely fulfilling and humbling. What a great day for our chapter!
South AfricaThe Party at Tenterden
Twenty-five children, aged 7-14 years, were treated to a special afternoon of fun arranged by Sandy Hotz, a RE/MAX Estate Agent on our Board of Advisors, who works in the Wynberg area.
The children helped decorate the dining room hall for the party, which was festooned with streamers and balloons. The girls from then performed a dance in appreciation of the party. Guela Wills of Lions International played exciting games outside accompanied by lots of laughter. Members of the Southern Cross Chapter of BNI, together with Jill of Pestguard, helped and joined in the fun.
Then an accomplished group of young dancers, Mo, Ezran, and friends donated and performed modern dances for the children—and to top it off, divided the children into two groups and taught them a dance, which they then performed for each other and the helpers!
Nadia from Zip Print made posters and fun labels for the children, whereafter they were divided into groups to create pictures. The results were fantastic. The children were excited to each receive a T-shirt supplied by Zip Print.
It was a fun afternoon for the BNI volunteers and the children alike!
Submitted by Mike Levin, National Director, BNI South Africa
Across the Globe - Australia/Asia
IndiaTaking business networking into the 21st century
BNI India just celebrated its one year anniversary with our First Annual Networking Conference. We had over 63 members and guests attend at the conference in Mumbai. Over 88% of our membership was in attendance! An outstanding international cast of BNI speakers thrilled the audience, including Niri Patel Executive Director for BNI Yorkshire & Co-National Director for BNI India; Bijay & Anna Shah, Co-National Directors of BNI UAE; and Shaik Abdulla, Regional Director for BNI Singapore. Members learned 10 new ways to get referrals without spending a penny, how to make money with every word that you speak, "The Art of Knowing BNI" and fantastic ways in which to make lots of new business contacts. Everyone walked away with new contacts and powerful information that would help generate new referral business. Visitors were so impressed that a number of them put in applications and payments on the spot!BNI India is taking business networking into the 21st century!
Submitted by Niraj Shah, National Director, BNI India
MalaysiaWinners Chapter Passes 381 Referrals in One Meeting
When Tan Teik Poh's of Achievers Chapter passed 70 qualified referrals to his members in one meeting, the Winners Chapter decided to do something about their referrals. Winners Chapter, with 57 members, is the largest chapter in Malaysia. They decided to dedicate the 7 days until the next meeting to go all out and actively look for referrals for their members.And the result: on October 27, 2005 Winners Chapter passed 381 qualified referrals during that meeting. More than 20 members came in with 10 or more referrals for the meeting. Kelvin Lee came with 22 referrals (the highest) for his members. He in turn received 24. Talk about Givers Gain!
For the month of October 2005, Winners Chapter had a total of 584 referrals, 273 internal and 311 external referrals. Our next project is to measure the amount of business done and spin-offs from the referrals given on that extraordinary day.
Submitted by Susan Choo, Assistant Director, BNI Malaysia
Singapore"Done Deals" in Singapore
BNI Singapore chapters started recording "Done Deals" as a result of chapter referrals in April 2005. In addition to reporting the number of referrals passed and visitors in attendance each week by a chapter, "Done Deals" is now another highlight of the meeting that records actual business generated. Members truly get a sense of the financial value of the referrals being passed to one another. Singapore chapters generated more than 23 million Sing Dollars worth of business in 2005!Visitors who witness "Done Deals" are impressed, too. One visitor enthusiastically shared, "WOW, I didn't know there was that much business to be done at 7:30 in the morning!"
Submitted by Sim Chow Boon, National Director, BNI Singapore
New ZealandHibiscus Coast Chapter raises $10,000 for local hospice
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| Standing from left; Brendan Muller, Helen Hyndman, Mike Butt, Becky Duncan, Vincent Maire, Llyween Scrivener, Karen Franklin and Graham Southwell. Seated are Ross Paterson and Murray Tonkin. |
Hibiscus Coast Hospice spokesman, Vincent Maire, said the money would go towards the $7 million needed to build the new hospice facilities in Red Beach including a nursing headquarters, training facilities, administration and a six bed residential unit.
Hibiscus Coast BNI chapter president Murray Tonkin said hospice is BNI NZ's number one charity and the funds raised from ticket sales to the dinner—including the evening's auction—will go a long way to supporting the terminally ill in the Rodney District.
"It was a brilliant evening backed up by tremendous planning from the chapter. The charity auction went better than we imagined—ticket sales raised more than $5,000 and the charity auction, hosted by Ross Patterson, raised more than $4,960. "A big thanks to all those people who dug deep, in to their pockets and in to their willingness, to participate."
Speaker David Nottage is an Australian born New Zealander who captivated more than 2,000 Toastmasters to win the ultimate pinnacle in public speaking, the World Championship for Toastmasters International. David was grateful for the opportunity to be involved with the BNI event. "I thought it was a huge success and shows what can be achieved by those people who are determined to make a difference in this world. A great team of people to support you, so well done and it was a pleasure being involved."
BNI New Zealand National Director Graham Southwell praised the Hibiscus Coast Chapter for its proactive work in supporting the organisation's number one charity. "On Saturday night they pulled out all the stops and created an awesome event—well done."
From the Founder
We All Speak the Language of Referrals
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| Ivan Misner addresses the International Directors Conference beneath flags of every country in which BNI has chapters. |
As I helped develop BNI around the world over the last two decades, I frequently heard this type of networking wouldn't work in other countries. In fact, the first very time I was told "this won't work here, we're different" came from a business person in Southern California talking about people just 25 miles away in another part of Southern California!
Although I didn't realize it at the time, I later came to understand this person just didn't want to do the hard work necessary to slowly build his referral business. Rather than say, "I don't want to do that," it was easier to say, "We're different here," even though "here" was only a few miles away from "there."
I have been amazed, over the years, to meet people who absolutely refused to follow the tried and true fundamentals of BNI. In many cases they used the "we're different" or "that won't work here" arguments.
When talking about self-development, I have a friend who often says "When it comes to ourselves, we're always the exception." Everybody else should do what's been proven to work. It seems the "we're different here" mantra that some people spout actually prevents them from following proven methods of self-development. Only truly successful people understand everyone who has achieved success has succumbed to the basics.
Years ago, I began to dissect referral marketing to determine what makes this approach capable of crossing national and cultural boundaries so well. I determined the lowest common denominator is this: people want referrals! The public wants referrals, the business community wants referrals, everyone seems to want referrals. In order to generate referrals, people must build trust. Building trust takes time. Structured networking programs speed up the process in a safe environment, but it still takes time.
Apparently, this concept does transcend cultural differences. One of the reasons this happens is that networking programs operate "within" the cultural context, not outside of it. That is to say cultural differences can easily integrate within a structured program that is based on building trust among other business people. Structured networking programs are able to embrace cultural differences while following a system that emphasizes relationship building and referral generation.
My experience has shown me that people in any entrepreneurial economy can use a networking system to improve their business. If this system is done within the cultural context and not outside it, I have found the same networking concepts and techniques are almost completely transferable from one country to another.
This doesn't change the challenges that may occur when someone from one country networks or does business with someone from another country; however, networking techniques are simply business techniques. They work around the world—especially when they are applied within the specific cultural context.
We are all different—but we all speak the language of referrals.
We are all different—but we all believe that relationships are the key to building a business.
We are all different—but we all believe we can do better by helping connect people together.
BNI is a great way to "get" business—but it's an even better way to "do" business.
While there may be many things that can divide us, there are in fact some things that can unite us. Different countries and cultures, different languages and religions, different people and places, different races and accents, we are all united by one thing: we all speak the language of referrals. And that, my friends, transcends our cultural differences.
Dr. Ivan Misner is a New York Times bestselling author. He is also the Founder & Chairman of BNI (www.bni.com), the world's largest referral organization with thousands of Chapters in dozens of countries around the world. His most recent book, Masters of Success can be viewed at www.MastersofSuccess.biz. Dr. Misner is also the Founder of the Referral Institute a referral training company with franchises world-wide (www.referralinstitute.com). Dr. Misner can be reached at misner@bni.com.
BNI in the News
Learn how to ask for referrals—and grow your business
By Joanna L. Krotz
Marketing by getting referrals is not only simple, it's wonderfully cheap.
The idea is to find new customers just by asking peers, associates and existing customers to recommend likely prospects for you to target.
Click here to read this article.
What is the Key to building business in the future?
BNI's Founder & CEO, Dr. Ivan Misner, was recently asked this question by California's Central Valley Business Times. To increase business in the future you need to turn to a proven method from the past. Click here to hear Dr. Misner explain more in this unique article and recorded interview.
The business of networking
This article features comments about BNI made by Bijay Shah, National Director - United Arab Emirates, and the recent BNI launch in Dubai.
Regular contact builds close relationships and well-informed referrals, say organisers of two Dubai groups. A lot of special stuff goes into the Dubai mix. But we should never underestimate the crucial role of adhesive nametags and finger-food.
Click here to read this article.
Online Business Networking Tips
While gaming and online communities are growing across the Internet, developing and creating an established online business network is a bit more difficult. Working your way through the online networking realm can be helped by applying traditional referral networking thinking.
According to Dr. Ivan Misner, CEO of Business Network International, "The goal of networking online is the same as traditional networking: you're trying to form a relationship with somebody you trust and who trusts you." Misner shares his five tips for networking success online.
Click here to read this article.
To The Next Level
Capitalize on Opportunities
Make BNI a part of your business marketing strategy. Many business professionals view BNI activities as separate and distinct from regular business activities. This is often evident by the lack of eager participation in chapter activities including planning sessions, growing the chapter, Leadership Team meetings, Membership Committee meetings, attendance, and timeliness, etc. Difficulty in scheduling meetings or activities outside the 90 minute weekly window and getting everyone there on time and prepared suggests that these activities are not seen as valuable or as profitable as other business activities.Why lay awake at night thinking of ways to do more profitable business when a proven system is available and you are already a member? BNI was specifically designed and is continuously dedicated to helping people succeed in business. Yet how often is "BNI time" viewed as an obligation of 90 minutes per week instead of a primary key to business success?
When BNI is integrated into business life on a daily basis, the overall marketing success of a business increases while the amount of effort decreases. We know the value of business by referral and the long-term worth of forming business alliances and lasting relationships. The success of a chapter increases as each member becomes more successful. When business people are wildly successful others notice and want to know how they are doing it. Friends and associates ask to join rather than waiting to be invited. Attendance and participation issues dissolve. Who wouldn't be there on time when business thrives through the benefits received from the weekly meeting?
How do we maximize the benefits we receive from the system? Number one on the list for success in any endeavor is this: Get out of the bleachers and get in the game—all the way in the game! Wearing the uniform and showing up is a start, but the game of business is not played by sitting on the bench. Get on the field and contribute. The relationships formed and the people networked with is marketing. The prequel to Business 101 is this simple axiom: No clients, no cash, no business. There is a term for a business without clients or positive cash flow. The term is "hobby." Are you engaged in a hobby or a professional endeavor designed to provide an honorable product or service in exchange for fair compensation?
What about your BNI membership? Do you take on your BNI activities as a hobby or as a serious part of your business endeavors? To help you be objective with yourself here are a couple of litmus tests:
- If you only think of the relationships you have in your BNI chapter for 90 minutes a week, you are missing opportunities.
- If you are creating your 60-second commercial while the others at the table are giving theirs, you are missing opportunities twice as fast.
- Have you said in a meeting "I have the 3 minute today so I will pass on my commercial"? You're telling me that you don't care enough to take advantage of every opportunity to help me send you business.
How do we maximize the impact of our BNI investment? How do we grow our business as rapidly as possible? The simple answer is action. Get engaged. Work it. Here are some specific steps:
- Schedule recurring time on your weekly calendar in advance of your chapter meeting to prepare to maximize the opportunity.
- Plan a three-month strategy for educating your marketing team (chapter members) to assist them in successfully finding the business you want.
- Seek feedback about your message. Do chapter members really understand how to find the referrals you want? Hint: They don't need to know all that you know about your business.
- Be conscious of the message you are delivering through your behaviors. Are you all about minimal effort or maximum impact? Remember, if you tell me you give the best service and yet everything I experience from you is a series of absolute minimums, I will believe what I experience rather than what you say.
What is My BNI Membership Comparable to?
For the past few years, whenever I speak at a Visitor's Day or a New Chapter Kick Off, I like to put the annual cost of a BNI membership into a perspective that all of the guests can relate to. It not only answers the question in all visitors' minds ("What's in it for me?") but it also shows how they spend a lot more money on everyday items compared to BNI.
I explain to the audience that at $295.00 a year, the cost of a BNI membership comes out to $5.67 per week.
That means for the cost of a BNI membership they can also purchase:
- 2 tall Café Lattés at Starbucks or two Big Macs at McDonalds.
- About 2 ½ gallons of regular gas for their car.
- Less than 2 packs of cigarettes.
- A marketing team of 15-40+ members that promote their products and services throughout year resulting in exclusive, qualified business referrals. To hire a marketing team of 15 people would cost almost $1 Million in salary, insurance, and other benefits alone!
- A 1 minute commercial every single week, and at least two 10 minute presentations a year that are designed to teaches others to find business for them. To produce and distribute a 1 minute radio or TV commercial can cost upwards of $50,000 in most major US markets.
- Access to the unlimited wealth of information provided by BNI in the form of the Member Success Program, Advance Trainings, Seminars, SuccessNet, Trade Show participation, and so much more.
Timothy Houston, BNI Area Director - New York City Outer Boroughs
Become a Millionaire with BNI
In May 2005, I attended a Visitor's Day after countless invitations from BNI member Kelvin Koh of Amega Computers.In June 2005, I joined. I had already received approximately RM20,000.00 worth of business as a visitor. I immediately attended the Referral Workshop and the Member Success Program which helped me in preparing my 60-second presentation.
By July, I had received almost RM30,000.00 worth of business from my chapter members. That same month we had a few guests from BNI Singapore who visited our chapter and I gave my usual 60-seconds. Because of my presentation, one of the visitors asked me to evaluate a software product called Kai Office. I reviewed the product and decided to sign-up as the sole distributor for Malaysia. I then went to BNI and began asking for referrals to software and computer dealers.
Winson Hiew, our 19 year old recycle member, gave me a referral to see a major software distributor in September and I had the opportunity to present to the distributor in October. Within a month the software distributor signed a year's contract for RM7.2 million!
Thank you BNI!
Gerald Kong, Midas Chapter, BNI Malaysia
Putting a Face on Giving Thanks
Every business faces challenges. But I learned what real challenges are about at the International Directors Conference for BNI this fall.Part of the conference consists of one-on-one meetings with other directors. The one that moved me the most was a meeting with Bill Hudlow, an Assistant Director from New Orleans, Louisiana. He told me about how business was just now starting to come back after hurricane Katrina and the problems they were trying to overcome.
He said that the members of the BNI chapters were starting to meet again, but most were unable to work or do business. But hope was in the horizon, because between December 1 and January 1 a new BNI office space would open along with a few cubicles where other members (still without home and/or office) could come to work or have business meetings with their customers.
On my way back to Las Vegas I had an idea. I oversee six chapters in the Henderson/Green Valley area. I had scheduled a joint meeting as a large networking event to meet other local members before Thanksgiving. This was my opportunity to make a difference.
I stood up in front of the 63 people in the room and proceeded to tell everyone about the BNI members in New Orleans and the office space that was opening soon. I said I would personally contribute a dollar for every $5 collected that day.
I now have $700 and have purchased a gift certificate from Office Max to help get the office up and running. I hope that others will think about the fact that we have so much to be thankful for and that we have an obligation to help others who have fallen on difficult times.
Steve Goldstein, Assistant Director, BNI - Southern Nevada
Understanding "Givers Gain"
This past year was my first in BNI and it took me a little time to understand the "Givers Gain" philosophy. In the first four months of my membership I received only a handful of referrals. It wasn't until I began giving quality referrals that I began receiving quality referrals myself. Even with the slow start, BNI is responsible for approximately 60% of my business. That is the strongest testimonial I can give—Results!
Dan Hall, CFIC Mortgage Broker, BNI Volunteer Chapter, Knoxville, TN
Simple Yet Profound
I have only been a BNI Member for three weeks. With each chapter meeting I attend, I'm more impressed (enthused, too) with the giving nature of my fellow members. I just read "Givers Gain" and "Masters of Networking." Dr. Misner, thank you for your simple yet profound 'givers gain' concept plus your dedication to an organization that you have successfully delivered to business professionals worldwide.
Gordie Allen
Dream Realized
After four years in BNI, I had an opportunity recently to reflect on the successes it has brought to my Disc Jockey business and how BNI has become a valuable component in my everyday activities.The biggest accomplishment has been the publishing of my first book: "Table 7, Your Centerpiece Is On Fire!" a collection of short stories about the most bizarre things that have happened at weddings over the last 12+ years. From its inception, BNI members past and present have been involved in achieving my dream, including:
- Life Coach Dan Wilson, who provided encouragement from day one
- Illustrator Michelle Hogan, daughter of former BNI member Paula Hogan
- Printer Alan LaBranche of Loral Press
- Marketing and PR Specialist Traci Bisson of Bisson-Barcelona
"Table 7, Your Centerpiece Is On Fire!" is available at: www.SteveGamlin.com
Steve Gamlin, Ramblin' Sounds Entertainment, Tri-County Chapter, Derry, NH
Breaking News
BNI Members have two upcoming opportunities to interact directly with BNI Founder and Chairman Dr. Ivan Misner:
Listen to Ivan Misner talk about how passion can change your life
On Tuesday, January 24 at 5:00 p.m. Pacific Time, Healthy Wealthy nWise magazine will interview Dr. Ivan Misner on that one thing which can transform anyone's life—passion. Special arrangements have been made for up to 400 BNI members to listen in on the interview at no charge.
Passion can change everything in your life. It can make your life exciting, thrilling, exploding with opportunities, and unbelievably fulfilling. This interview is going to dig into Ivan's world and pull out everything he knows about the passion that has transformed his life, and that can transform your life as well.
You can register to listen here.
Ask the Founder LIVE
On Friday, February 10th, a LIVE Yahoo! chat with Dr. Ivan Misner will be held called "Ask the Founder." The chat will begin at 4pm Eastern Time (1pm Pacific). People from across the globe will be able to participate in this exciting event, as it will be evening in Europe and the morning of the 11th "down under."
The chat is FREE to all members, however you must be registered for the BNI Yahoo! group.
Sign-up here. It is suggested that all participants register at least one day in advance to make sure they are properly registered for the 10th.
Be sure to include this event in on your calendar!
Norm Dominguez Appointed BNI's New CEO
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| Norm Dominguez |
"This is a transition that has been a long-time coming," says BNI's Founder & Chairman, Dr. Ivan Misner. "Norm has spent the last six years here at BNI Headquarters, and I cannot think of a more capable person to move into this role."
Norm says that in 2006 he plans to familiarize himself more with BNI's growing international market and will be visiting Europe in the summer. He hopes to continue to influence and "mold the organization" and guide its growth into the future. He will continue as United States National Director until a successor is selected.
Dr. Misner commented "This will allow me, as the Founder & Chairman of BNI, to devote more time to the role of spokesman for the Company. I will continue to work full time at BNI Headquarters. The majority of my time will be spent focusing on books, articles, media and public relations activities that will continue to promote the brand and the service we provide world-wide. My congratulations go to Norm for this promotion."
2005 International Director's Conference
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| Flags from the 26 countries with members in attendance. |
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| More than 500 Directors from around the world we present. |
Highlights of the six-day event included:
Annual Meeting of BNI's National DirectorsAll of the break-out sessions were incredible. A few of the most popular presentations:
Morris "The Miracle Man" Goodman
BNI's CEO Presentation by Dr. Ivan Misner
Fifteen different break-out sessions and workshops
From PR to PRofit; Increasing Your BNI Bottom Line
BNI's International Awards Program and Reception
Follow the Yellow Brick Road to Success – Sam SchwartzBNI would like to thank all the Directors, Members, and BNI Staff that helped to make this years Conference one of the biggest and best ever.
It's All About Results – Frank De Raffele
Launching Chapters in Less Time – Dan and Penny Georgevich
BNI Continues Record Growth
In his CEO Presentation at the International Directors Conference, Dr. Ivan Misner, addressed an enthusiastic audience of over 500 BNI Directors from 26 countries around the world and reported on BNI's amazing growth. At the end of 2005, BNI has increased to an estimated:
- 4,100 Chapters
- 26 Countries
- over 800 Directors and 12,000 Leadership Team members
- more than 82,000 BNI Members worldwide