January/February 2007
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Ecademy: The New Era of Networking
The ins-and-outs of this valuable—and BNI endorsed—online networking tool.
At last November's International Conference in Long Beach, CA, the breakout session "How to Grow your BNI Region Behind the Desk" was officially introduced to directors. Since then, dozens of directors have joined Ecademy—the premier online networking hub.Networking has manifested itself in many forms. Most recently, email and instant messaging have become familiar tools to contact other businesses worldwide.
While face-to-face networking is still the most valuable type of networking, online networking tools are becoming more readily available and changing the face of networking.
BNI-Yahoo! Finance Group was created a few years ago to create a forum to discuss how to run good BNI meetings. It is shared by over 4000 BNI members worldwide. Now Ecademy—whose tagline is "Connecting Business People"—is BNI's official online networking partner. Founded in 1998, Ecademy is the world's premier "Trusted Business Network." It connects business people so they can share knowledge, contacts, trusted business introductions, support, and transactions.
Ecademy is growing fast worldwide. It offers subscribers much more than its competition, with a strong emphasis on blogging, doing deals, online and offline clubs and events, and job postings.
Unlike other online resources, Ecademy offers a tiered membership service to suit individual needs, providing individuals and businesses with: trusted business introductions; personal brand building; advertising and trading; job postings; contracts and business partnerships and opportunities; unique web tools; and, help and advice.
To enjoy the unrivalled functionality as well as online and offline benefits of Ecademy, subscribe to one of the following membership packages:
- Guest membership provides you with a presence within the Network;
- GreenStar subscription level is £25/$25/ a year for a basic membership that will help get members involved with the Ecademy community;
- PowerNetworking is ideal for active members who are serious about networking and advertising for a monthly fee of £10/$14.95/ or,
- BlackStar life membership in a secure environment with accelerated Networking, team building, personal development, intimacy and rapid trading.
To investigate further, BNI Members and Directors can go to www.bni.ecademy.com.
Extend Your Networking World
How to use the Internet to develop a comprehensive network.
What skill do teenagers possess that entrepreneurs desperately need? Unquestionably, it's their online social networking expertise. BNI members might develop a similar affinity for online networking when they learn how it extends their business far beyond the local.Interpersonal contacts are vital—and can be developed through participation in online forums. From online connections, we can generate resources and important referrals. For example, an online network recently introduced a Phoenix consultant to numerous Boston prospects. An online network helped a Chicago exporter find customers in London, and supported a Mississippi realtor in meeting investors for opportunities in his home state.
Online meeting places extend our world, because online business networks like Ecademy ( www.ecademy.com ) reach tens of thousands of members throughout the US, Europe, and Asia. They increase contact volume, exposure to diverse businesses and referral sources, and resources. Network forums typically are comprised of:
- Experts in specific fields interested in new clients;
- Entrepreneurs building networks to help grow their businesses; and,
- Emerging business members needing mentoring.
Regardless of location or time zone, online networks enable members to communicate with potential contacts by email and chat. Many add Skype—a free voice over Internet (VoIP) service—for live voice conversations. Using these tools, networkers quickly determine which contacts they need—and without spending time traveling.
When groups begin collaborating online, many members add Web conferencing to their capabilities, using a service like PresenterNet ( www.presenternet.com ). This enables them to present new ideas online, speaking as they display slides onscreen. It also allows users to view immediate onscreen feedback to pre-qualify potential prospects. Using Web conferencing in this way, social networking evolves into a more comprehensive business relationship. Speaking by Skype or telephone, presenters display slides, graphics, or photos to illustrate products, services, investment opportunities or new technologies.
In some cases, online networking professionals invite members to Webinars—online seminars that cover a broad range of subjects. This enables them to reach large audiences, interact online, gather immediate onscreen feedback, answer audience questions, and store follow-up requests.
What computer skills do you need for online social networking or Web conferencing? Practically none! Anyone who can send an email or search Google can network on sites like Ecademy or conference with a service like PresenterNet. It's as easy as pointing, clicking, and typing. It's well worth the time to extend your networking world.
To learn more about PresenterNet, go to www.presenternet.com.
Across the Globe - North America
CanadaGala Gives BNI Members a Reason to Celebrate
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| Edmonton Gateway Chapter wins the "Acorn Award" |
We gave out individual awards to the Rookie of the Year and the Business Builder of the Year. Two group awards were also given: the Acorn Award, presented to the BNI Edmonton Gateway Chapter for the highest percentage of growth over the qualifying year, and Meet the Vision, presented to the chapter that showed the most commitment towards implementing new ideas from BNI headquarters over the qualifying year.
The event received rave reviews. Members enjoyed a five course meal, martini's through an ice sculpture, emcee Fred Keating, and a professional photo. It has been two months since the event, and we are already being asked about when the next gala will be held.
Submitted by Jessilyn Thompson, Area Director
Canada
The World's Biggest BNI Breakfast Meeting
Ontario Toronto North Region hosted what they claim to be "The World's Biggest BNI Breakfast Meeting," featuring a full sit-down BNI Breakfast Meeting, followed by the regular agenda. All chapters had their own sign-in tables for the 380 members attending.Except for the infomercials, all parts of the agenda were followed. Each chapter president (instead of every member) gave the chapter's infomercial and memory hook. Chapter VPs reported on their chapter averages and their top three open categories. Prior to the meeting, members gave their referrals to their respective vice president, who then reported their group's results during the meeting.
Adam Arseneau of The Marketeers Chapter, was selected by Executive Directors Steve and Fran Lawson to moderate the event. Louise Smith of Team BNI Chapter was selected as the Education Coordinator and spoke on the core value of Givers Gain.
Mike Aoki introduced the guest speaker, who was none other than Dr. Ivan Misner, Founder of BNI speaking live on video-cam from California. His live large-screen presentation was followed with a real-time question and answer session.
Regional awards were presented and congratulations go to:
- Most Chapter Referrals: BNI.COM Chapter
- Most Referrals Passed by a Member: Phil Gilmore of BNI.com Chapter
- Chapter with Most Steady Growth: High Achievers Chapter
- Best Team Leader: Kelly Schoenderwoord of Power Networkers
- Best Run/Most Fun Chapter: Power Networkers Chapter
- Best Chapter Memory Hook: Focus Networkers Chapter - "It's all about business. There is no hocus pocus at Focus!"
- Special Award for Chairing the WBB: Eleanor Rinne, BNI Ambassador
Canada
Rose City Chapter Shoots For the Stars
This exciting Ontario Essex County chapter took a bold step by making a statement about their BNI referral network. The group bought a full-page ad on the back page of a local paper to display all their services and members. When the editor of the Windsor Business publication, Nadia Shousher, joined the chapter, President Rick McKinney suggested a full-page add paid for by the members. Nadia offered them a significant discount and plans are to run the ad quarterly.The response has been great and a morale booster for chapter members. Previous visitors are calling and saying they want to visit again.
In April 2006, the chapter had 18 members, and their original goal was to reach 30 members by year end. They revised this goal to 50 members when they had reached 43 members with more time to spare.
Everyone is very excited and proud of all their efforts and, most notably, their results.
Submitted by Carol Bell, BNI Director
Canada
The Hindelang Contest
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| by Marty Benedik, Benedik Studio of Photography |
To this end, I motivated everyone to bring guests (and have fun doing it!) and rewarded those who did through a contest. I divided our chapter into teams, which would take the load off individuals. I also asked each team to come up with a team name, which added to the fun.
In order to keep people focused; I gave every team a target: a specific profession. I also provided a top ten list of professions for all teams that we would like to have in our chapter.
The whole contest was based on a points system.
- Bring in a new member and the member is your team's target = 25 points
- Bring in a new member and the member is another team's target = 15 points
- Bring in a new member and the member is on the 10 most wanted list = 10 points
- Bring in a new member and the member is not a target or on the 10 most wanted list = 5 points
- Invite a guest that does not conflict with an existing members profession = 1 point
The top 3 teams were rewarded with prizes for their efforts as follows:
1st place Team - free BNI membership for each member of the team.
2nd place Team - gift certificates from members of the chapter for each member.
3rd place Team - breakfasts paid for 6 months for each member.
All members from the top three teams were eligible for a drawing to win a $1000 gift certificate to the travel destination of their choosing. At the end of the contest, we held a celebration dinner, and the first place team ate for free.
Now that our chapter hovers just below 80 members, what's the next step? We do the contest all over again, of course—and shoot for 100 members!
Submitted by Stephen Hindelang, West Island Team Chapter
United StatesManhattan BNI Celebrates its 10 Year Anniversary
Manhattan BNI celebrated its 10 year anniversary at its annual Holiday Party on November 30, 2006. The 101 Club in Manhattan, New York, hosted 300+ members and guests to commemorate the region's success, present recognition awards to its members and chapters, and listen to a keynote address from BNI's founder, Dr. Ivan Misner.Manhattan BNI's 32 chapters were all represented and enjoyed a full evening of food, drink, networking, and insights into the myths of networking illustrated in Ivan Misner's book Truth or Delusion. Regional recognition awards were presented to: the longest tenured members [8+ years]; the "Rookie of the Year Chapter" [the BNI Grand Central Chapter]; and the top three chapters were given Founders Awards [Manhattan BNI Chapters #1, 11 & 12].
Dr. Ivan Misner treated us to his excellent and provocative presentation on his new collaborative book Truth or Delusion? Busting Networking's Biggest Myths. Dr. Misner beguiled the audience in illuminating many of the common misconceptions and assumptions professionals make when it comes to the art of networking. His Socratic use of asking the audience one fundamental question at a time made for a fun and interactive experience. All were captivated by Dr. Misner's presentation and had the opportunity to have their books autographed. Team Manhattan BNI recognizes that it is Dr. Misner's unique willingness to greet and talk to every member that wanted to meet him that truly distinguishes him as an entrepreneur and our leader of BNI! We want to thank him for joining us to mark this special occasion. We look forward to his next book and visit to Manhattan BNI.
Submitted by Mike Brathwaite and Todd Hallinger, Executive Directors - Manhattan BNI
United States
Directors Under Fire
Truth or Delusion? 12 Directors + Luggage can fit into a 7 passenger limo?Truth.
Truth or Delusion? 12 Directors + Luggage can fit into a 7 passenger limo without setting it on fire?
Delusion!
The Minnesota Directors + 1 Team Wisconsin Director (he's the one you can't see, taking the photo) set out for the airport from the International Directors Conference. They had ordered transportation for 12 + luggage under the name Giacomuzzi. When a stretch limo arrived, while skeptical, they gave it the ol' BNI try and stuffed everyone inside.
As Nancy Giacomuzzi was spelling her name for the driver - while the rest of us were crammed in on top of each other and Kevin Snow had his head stuck out the moon roof - all of the sudden someone said, "Do you smell smoke?" Yes, the limo was on fire!
You've never seen 12 people move so fast. From the sidewalk we must have looked like over-dressed clowns as we scrambled out, dragging our luggage behind us.
The limousine driver's excuse for bringing such a small vehicle? "We thought Giacomuzzi was Chinese, so we thought you'd be smaller people."
We laughed so hard we cried. Then we called for three taxi vans, and, yes, we made our flight back to Minneapolis. We also decided that next time we need transportation, Nancy needs to give her maiden name, Peterson, so the limo company knows that we are 12 Swedes from Minnesota.
The Fire: the Rest of the Story
Don't worry, no one got hurt, nothing was damaged, and now we have a great story to tell. The picture above was taken after the incident, and the fire was added to the background later.
As far as the BNI International Directors Convention goes, we all learned a lot, met a ton of great people from around the world, and are excited to bring more success through education to our chapters in the weeks ahead.
Submitted by Beth Anderson & Team Minnesota
United States
San Diego Holiday Celebration with Dr. Ivan Misner
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| Dr. Ivan Misner presented two awards for chapter growth to Executive Director Kathryn Lodal |
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| Dr. Ivan Misner presented Director Riley Cardwell with a Top Director Award |
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| Ron Stowers of the La Mesa Chapter; BNI Founder Ivan Misner; Kathy Episcopo of the Rancho Bernardo Chapter; and Chanel Ware of the Carlsbad Chapter all smile as they receive Misner Foundation recognition for their contributions to Hurricane Katrina Relief |
In his keynote address, Dr. Misner challenged the audience to a truth or delusion test. As networking statements came on the screen, attendees shouted their vote for "truth" or "delusion." Members and guests took away powerful information. The Q & A portion of the presentation addressed ways members could take their chapters to the next level.
The evening concluded with local chapter awards. Dr. Misner commended area directors for their time and commitment to growing the region to over 800 members. Executive Director Kathryn Lodal received two awards for chapter growth in 2005 and 2006. Recognized for his dedication and contributions was Director Riley Cardwell. Dr. Misner also presented the Rancho Bernardo, Carlsbad, and La Mesa Chapters with a Misner Foundation Recognition Award for their contributions to Hurricane Katrina Relief.
As a finale, the members learned that the city of San Diego will be the host city for the November 2007 BNI International Conference!
United States
Joint Chapter Visitors Day
Five local BNI chapters joined forces to present a high-energy Joint Chapter Visitors Day in Ontario, California on October 27, 2006. Spearheaded by the Business Referral Source Chapter of BNI, the event at the Doubletree Hotel had 161 attendees eager to hear Dr. Ivan Misner discuss his new best seller, Truth or Delusion: Busting Networking's Biggest Myths.The audience shouted out "Truth!" or "Delusion!" in response to Dr. Misner's networking questions, then cheered or groaned as the correct answers were displayed and explained.
Other chapters participating in the two-hour event were The Claremont Breakfast Chapter, BNI Business Builders Chapter (Rancho Cucamonga), The Quality Referral Source Chapter (Upland), and two new core groups located in Rancho Cucamonga and Hesperia. The BNI Business Elite Chapter, which meets in neighboring San Bernardino, was also present.
Chapter members gave examples of a 60-second commercial, a referral, and testimonials on how BNI has positively impacted their businesses. Regional Director Susan Bean invited visitors to interview for BNI chapter openings, and potential members were able to meet with representatives of each individual chapter immediately after the presentation.
Regional Director Ed Bean and Senior Regional Director Lonie Misner-Feigerle were present and handled the book table, and Dr. Misner stayed to sign books and answer questions.
Submitted by Susan Bean, Regional Director
Across the Globe - Europe
PortugalBNI in Lisbon Takes Off—Again!
BNI Portugal launched its 6th chapter on Thursday, December, 7, 2006, in Lisbon. Over 60 people were present, including Hélder Falcão and Terry Hamill, both National Directors for BNI in Portugal and Brazil.A fantastic networking atmosphere was created, which allowed for a 30-second presentation by every invitee. Visitors commented, "BNI is the new way of making business in Portugal. It's the tool we've been waiting for!"
The chapter, BNI Lider, currently has 12 members, and they have received dozens of applications, which are expected to raise their ranks to the country target of 40 members per chapter.
BNI in Portugal has officially launched six chapters, and there are 13 core groups in progress.
Portugal
BNI Portugal Trains 7 New Regional Directors
Since February 2006, a total of 24 Regional Directors have been trained by both Hélder Falcão and Terry Hamill, National Directors for BNI in Portugal and Brazil.Last month, seven new directors were invited to the gorgeous Quinta da Marinha, near Lisbon in Cascais for training. In attendance were a father and son at the same training to become regional experts in networking and develop four chapters each. They both belong to BNI chapters in Lisbon and represent "Dorma," a large multinational corporation that specializes in access controls and biometrics.
These seven directors have diverse backgrounds, including: professional model and photographer, high tech agriculture company, real estate in the Algarve, Portuguese Traditional Products, TAX Auditing and Consulting, and the Access Control business.
A good "VIVA" to these fantastic directors, whom are all expected to attend the next International Conference!
Submitted by Hélder Falcão, National Director - BNI Portugal and Brazil
PolandBNI Poland Growing Fast
BNI in Poland has developed very quickly. On February 22, 2006, we held our first information meeting in Warsaw. We now have four chapters in our capital city and four pre-core groups in the four major Polish cities: Bydgoszcz, Krakow, Katowice, and Lodz.
Another success was the publication of the Polish version of Givers Gain, which help us to implement corporate culture across Poland. Three other of Ivan Misner's books have now been translated and will be published in early 2007.
Our third success was bringing the next level of training to our Polish/Warsaw BNI Chapters members on November 27, 2006. It was the first time I ran a networking workshop. And it was quite successful!
Submitted by Greg Turniak, National Director - BNI Poland
RomaniaBNI Launches 36th Country
On September 15, 2006, just a few days after the first information session about BNI, Romania had its first pre-core chapter meeting. Exactly three months later, the first chapter, CREMA BNI, had its kick-off on December 15, 2006, which is a record time for opening BNI in a new country!The 15 core group members worked hard, and there were more than 70 people at the event who had the privilege of launching the first chapter in Romania. Surprise guest Norm Dominguez, BNI's CEO, joined us live via videoconferencing. He surprised the chapter by having the Romanian flag and "Welcome to BNI" written in Romanian on a big screen; this received a burst of applause from the audience.
CREMA BNI members were welcomed to the BNI family Executive Director Ana Prodan and National Director Sam Schwartz, who gave each woman a rose, as is customary in Romania. With the opening of this chapter Romania became the 36th country to launch BNI.
When the time came for each member to give their 60-second introduction, a big screen featured information and photos of each member (some of even displayed their childhood photos, which gave the audience a big laugh). This presentation was organized by Lonut Toader (the first member of the chapter) from Relevance Company.
In addition, all visitors and members received a small box in the shape of a star, designed by Lucica Gheorghe from Display Company, and filled with chocolate, donated by Heidi's Chocolate.
Four of the guests submitted applications on the spot, and others will bring applications with them to the next meeting. There is already a second pre-core group in the making as a result of the launch.
In the evening, the members celebrated the Launch together with their partners and had a surprise birthday party for me.
My visit was a great success because we achieved our goal to launch on the day we scheduled. I also had the opportunity to provide some training and workshops for the members. In addition, I was pleasantly surprised to see the personal change and development in all the members since they joined BNI and the way they took to the philosophy of Givers Gain.
I see a great future for BNI Romania, especially now that Romania has become part of the European Union. Romanian business people are embracing new ideas with ease.
I would like to give a special thanks to the pioneer members who had the vision to lead the way, and their Bucharest Executive Director Ana Prodan - without her aspiration this would not have happened.
Submitted by Sam Schwartz, Executive Director - BNI Northern Virginia, National Director - BNI-Israel, Hungary, and Romania
www.bninova.com www.bni.co.il www.bni-romania.com
Across the Globe - Africa/Middle East
IsraelBNI Israel Moving Ahead Full Steam
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| Habira Chapter Visitors Day |
Recently in Jerusalem, BNI Habira Chapter had a special visitors day with over 100 people participating--which was a record for Jerusalem. A core chapter, BNI Rom HaSharon, had 35 first-time visitors at their event, out of which eight submitted applications on the spot.
The leading chapter in Tel Aviv, BNI Metropolin (a 44-member chapter) instigated a new initiative for members who are launching new products or services. Twice during each Leadership Team term they have a special morning where the Ten-Minute spot is given to these members who are launching new products or services, therefore giving those BNI members a little bit more time and exposure.
Co-National Director Yarden Noy and the Executive Team are working hard to set up an event for International Networking Day on February 6, 2007. The planned event will get exposure in the media through a BNI member's PR firm.
2007 will be a turning point for BNI Israel as we are updating all the material and have just finished translating Givers Gain into Hebrew. The book will be presented during MSP Training, starting in 2007.
I want to take this opportunity to thank the entire Executive Team and all our members in Israel who made 2006 a successful year. I am looking forward to the upcoming year and especially my visit during International Network Week.
Submitted by Sam Schwartz, Executive Director - BNI Northern Virginia, National Director - BNI-Israel, Hungary, and Romania
www.bninova.com www.bni.co.il www.bni-romania.com
Across the Globe - Australia/Asia
IndonesiaWelcome BNI Indonesia!
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Among those present were Sim Chow Boon and Mervin Yeo, National Directors for BNI Singapore. They gave an inspiring talk during the education minute. The guests were impressed with the number of business referrals that were generated and also the testimonials that were shared.
Mr. Hari Purnomo, the National Director for BNI Indonesia, stated, "It's exciting to see BNI in Indonesia! BNI is a proven system that will help Indonesian business people generate more business!" Congratulations and Welcome to BNI Indonesia!
AustraliaAre Women Better Networkers?
The first International Networking Day will be celebrated in Sydney on February 6, 2007, with a luncheon address by Candy Tymson, Australia's leading Gender Communications Specialist.In a fun and informative presentation, Candy will explore the notion that women are better networkers than men, and will share some of her secrets on how to network with ease. She will also give some strategies on how to bridge the gap in gender communications.
For an invitation to this entertaining luncheon for men and women, please contact Tony Benner at tonyb@bni.com.au.
Australia
BNI River View's Referral Milestone: 4000!
After just 18 months as a chapter, BNI River View (Australia's largest chapter) has reached a major milestone: they've passed 4000 referrals. That's an average of 60 referrals per week, week in week out.President Jon Compton invited Executive Director Russ Holland to visit the chapter to present the Referral Milestone certificate. Russ (pictured at left) presented the certificate to chapter members Bernie Healey and Megan Butler, who passed the 4000th referral.
As part of the recognition of this referral milestone, the Executive Director presented 6 members with blue Notable Networker Badges for giving in excess of 100 referrals apiece during the calendar year. Congratulations to Jon Compton, Ian Hoppe, Wendy Thompson, Bernie Healey, Steve Davies, and Phil Grisold.
Well Done, BNI River View!
Submitted by Elizabeth Holland, Executive Director - BNI NSW North Coast
New ZealandNew Zealand Chapters Rally for Hospice
A phenomenal effort from BNI chapters around New Zealand made this year's Hospice Week fundraiser a success. Many chapters seized the opportunity to work together on a project—land, in the process, enjoy one another's company. $35,077.80 was raised for local hospices across New Zealand. New Zealand National Director Graham Southwell was awarded a Founders' Special Award for this fundraising effort directed to Hospice through the BNI-Misner Foundation.The Cambridge Chapter of BNI hosted an exciting Medieval Banquet and raised $2,791 for Hospice Waikato. Hospice Waikato's newsletter said this about the festivities:
"There was grape throwing, punishment in stocks, lots of mulled wine, limericks and no electricity. And everyone had a thoroughly good time at The Old Creamery in the cause of Hospice Waikato. The Cambridge BNI's medieval banquet was perhaps this year's most colourful and memorable 'Time to Remember' event." Christine Edmeades of Simply Elegant Flowers said that people got put in the stock for any old reason. "Everyone bid to get them out - it cost $150 to get our president (Kevin Mayall) out." But the Cambridge Chapter of BNI hasn't stopped there. The chapter has initiated a Make a Wish program for Hospice Waikato. The first recipient was a young Ngaruawahia lad who will get his wish for a helicopter ride.
MalaysiaPenang Regional Conference: Educational and Fun!
BNI Penang recently organized a successful Regional Conference with the theme "Growing Our Business Together."The conference started with Dr. Ivan Misner in a "Live" broadcast of "The Founder's Thoughts." Many had never met Dr. Misner personally, and it was inspiring for them to hear from the Founder directly. Tough questions, such as, "How do you energise a stagnating 3-year-old chapter?" were thrown at Dr. Misner. As usual, in his expressive style, he inspired members with his practical and down to earth answers. Members thoroughly enjoyed the session!
We recommend chapters all over the world take advantage of the live webcam sessions with our Founder!
Next was an excellent session, "Ideas, Initiative, and Intelligence," by Daniel Murthy of Achievers Chapter. His dynamic delivery and thought provoking ideas energized the audience. Daniel was able to relate common sense business practices (especially in the areas of marketing and customer relationship management) with BNI's basic principles.
Night came and it was time for the Awards & Recognition Dinner. We had more than 200 members and guests attend the dinner, which we hoped would foster closer fellowship among the five chapters in the region: BNI Achievers, BNI Success, BNI Laurus, BNI Power and BNI Pinnacle. We also recognized members for their positive contributions.
The main award winners are Stephen Kam from Success Chapter for the most number of referrals; Jarrod Lim from Laurus Chapter for the most number of visitors; and, Vincent Khoo from Success Chapter for the largest referral given.
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| Chapter of the Year 2006 - Achievers Chapter |
All of us had a thoroughly enjoyable Regional Conference and we thank our National Directors Avryl Au and Robert French for their support, and Dr. Misner and BNI HQ for making all of this happen!
Submitted by YP Lai, National Director - BNI Thailand, Regional Director - BNI Malaysia
Malaysia
Giving Value Leads to Referrals
Alan Wong, a BNI member for nearly six years and the Managing Director of UCD Software, a company specializing in software for insurance agents and car dealers, generated six referrals by giving value first.Is that easy? Wong says, "YES! Just help someone by providing value and solutions."
When Alan made a phone call to a client for an appointment, he got the usual answer—they were too busy to meet him because they were moving. Alan responded by offering to help them move.
When Alan went to help move the office, he was able to recommend the following businesses:
- An office mover
- A commercial cleaner for the new office
- A regular cleaner for weekly cleaning
- A printer for a flyer for the new office and notice of moving
- Office phone system
- Building maintenance.
If Alan had known of the client's move earlier, he would have also recommended the following:
- A real estate agent to look for a new location
- A lawyer to sign the tenancy agreement
- A painter
- An interior designer
- Windows and floor covering specialist
- Electrician
- Air conditioning service
- Signmaker
- Security and CCTV specialist
- Computer networking and service.
Submitted by Avryl Au, National Director, BNI Malaysia
From the Founder
Networking Trends
And why they point to a healthy future for the small business owner.
In the early 1980s, John Naisbitt wrote in Megatrends about the emerging importance of the networking process in society. In the late 1980s, Tom Peters wrote in Thriving on Chaos that this "process can be systematized."These two statements weren't made all that long ago. Networking (or relationship marketing) is a fairly new kid on the block. From the mid 80s to the 90s, systems and structures began to emerge—not the least of which was the development of BNI—that shifted many business owners from a single-minded focus of direct selling to a broader scope, which included relationship marketing and networking.
Now in the 21st century, there are several emerging networking trends, as entrepreneurs look to effectively develop their business. Here are three of the most prominent:
1. Online and face-to-face networking will thrive.
I'm a proponent of online networks like Ecademy.com and others. I think they will continue to grow successfully and help many of their members; however, they are not the final answer to business marketing or networking. They are another great tool for people to connect with others (especially outside their local geographic area).
On my Referrals For Life blog (referrals.ducttapemarketing.com), someone recently said: "I don't know that it is true anymore that referrals are about relationships." He went on to basically say that technology is changing the rules and that just participating in a web site will be good enough. I would have to disagree.
Referrals are all about relationships. Whether referrals are built online or face-to-face, they still involve relationships. People refer people they know and trust. They will not regularly refer someone just because they are listed on a web site—that's called advertising, not networking.
Online networking works, but relationships must still be part of the process. Using the Internet to exchange ideas, share knowledge, and increase your visibility will be imperative in the coming years. But it will not replace face-to-face networking—a tried and true system.
Those who foretell the demise of face-to-face networking fail to note that face-to-face networking groups continue to expand. The growth rate of BNI points to this truth. Since the Internet first became popular in the mid 90s, BNI has experienced a 1,186% growth rate.
The more "high tech" business owners become, the more and more they really need to foster those "high touch" opportunities that face-to-face networking affords.
2. Networking & social capital education will emerge.
Don't hold your breath for college and universities to begin teaching networking and social capital. At this point there are only two colleges in the world that offer regular, core-curriculum courses on networking and social capital. One is at Davis College in Ohio, taught by Debby Peters, and the other is at the University of Michigan, taught by Wayne Baker.
The college and university systems are behemoths of bureaucracy that are so far behind the curve of small business development that I'm beginning to despair that they will ever catch on. Most professors have never had a real job in the business world and are completely out of touch with what is happening in real life—especially in small business.
I predict that professional training organizations will become the primary educators of networking and social capital, much the same way that the private industry has controlled the educational market on sales techniques (another area in which colleges fail miserably).
Companies like the Referral Institute (www.referralinstitute.com) that offer a series of trainings specific to the techniques and systems of networking, social capital, and referral marketing are starting to pop up. These are refined and polished slates of seminars and trainings for those business owners who want to learn how to harness the power of word-of-mouth marketing.
3. Small companies will have the edge.
For the most part, big companies are clueless about building sales through the networking process. They continue to teach sales people traditional methodologies while relying heavily on advertising to create buzz. Mind you, there's nothing inherently wrong with these strategies. The problem is big companies don't effectively integrate referral marketing into the process.
When it comes to developing social capital and the networking process, small business is king. Big business is slow to move out of the mindset of splashy ad campaigns, big dollars spent on traditional marketing, and the same-old, same-old.
If they do get it, however, they are likely to run over the little guys. They will learn how to develop social capital and will teach their people how to do true relationship marketing. For now, there are only a few forward thinking big companies who consistently apply these concepts. For the rest, it is a trend to watch for in the distant, distant future.
When The World's Best Known Marketing Secret came out in 1994 it was one of the few books that talked about networking. Now there are dozens if not hundreds. An entire industry has been born over the last decade that is now being codified and refined. Over the next several years, you will see more and more about the importance of networking to build your business. It is developing into a science as well as a way of life.
These trends are not just an American phenomenon but an international one. The introduction of "International Networking Week" (www.InternationalNetworkingWeek.com) is a prime example of how this approach to doing business is growing worldwide.
Small business development through the process of building social capital will continue to grow in the global market we are currently experiencing. No one has a crystal ball, but based on what I'm seeing and what I've seen in the past, I believe these are some of the key things to look for relating to networking and referral marketing over the next few years.
Take pride in the knowledge that as members of BNI, you are ahead of the curve when it comes to learning about and learning how to use the power of networking and building your business by referral!
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 latest book, Truth or Delusion can be viewed at www.TruthorDelusion.com. Dr. Misner is also Senior Partner for the Referral Institute, an international referral training company (www.referralinstitute.com). He resides in Southern California with his wife and three children and can be reached at misner@bni.com.
BNI in the News
NETWORKING University Interviews "The Father of Modern Networking"NETWORKING University presents "Givers Gain," a conversation with Ivan Misner, published in Networking Times.
This is a great article about how the notion of business networking has changed over the last twenty-five years, the history of BNI, and how network marketers can benefit from the BNI philosophy of Givers Gain.
To read the article, you'll need to join the Networking Times community by registering for a FREE account.
Duct Tape Author Recommends BNIDuct Tape Marketing - The World's Most Practical Small Business Marketing Guide by John Jantsch is the small business marketing road map - a collection of proven tools and tactics woven together in a step-by-step marketing system that shows small business owners exactly what to do to market and grow their businesses.
Duct Tape Marketing recommends BNI in the chapter on referrals (pg 200), lists Ivan Misner's book Business by Referral in the Suggested Reading list, and includes advance praise on the back dust jacket from Dr. Ivan Misner, Ph.D:
"Duct Tape Marketing is a great read for anyone in business. It has fresh ideas laid out in a practical and useable way. I highly recommend this book for growing any business." —Dr. Ivan Misner
Learn more about Duct Tape Marketing at http://www.ducttapemarketing.com/book.htm.
And while you're at it...
Be sure to check out Ivan Misner and Patrick Carneys "Referrals for Life" blog on the Duct Tape Marketing Blog Channel at referrals.ducttapemarketing.com
Ivan Misner Interviewed on KTLA 5Ivan Misner was recently interviewed on the KTLA 5 Morning Show, promoting his new book Truth or Delusion?
Click here to view the video clip from this morning news show.
Life, Business, and Money with Steven KayDr. Ivan Misner was interviewed by Steven Kay on this live Houston, TX business radio show. The topic of their conversation was "Truths and Delusions of Networking - Busting Networking's Biggest Myths."
Click here to listen to the radio interview, or go to www.StevenKayLive.com and click through to the archives for November 8, 2006 to listen to or read a summary of the interview.
International Networking Week™: Global Opportunity for Small and Medium BusinessesWhat success secret does a growing number of small- and medium-sized businesses around the world have in common? Hint: It's not a sexy new technology, a generous new venture capital fund, or a flavor-of-the-month business fad. It's a tried-and-true component of day-to-day life for smart businesses and professionals that often flies beneath the radar: Effective networking.
Networking works so well for growing businesses around the globe that an entire week will be devoted to help raise its profile among the uninitiated. International Networking Week™ will be held 5th-9th February 2007. The brainchild of BNI, the world's largest business networking organization, International Networking Week™ will feature a number of networking events around the world.
Read this article.
North Attleboro Author Has Best-seller
BY Amy DeMelia, Sun Chronicle Staff
Saturday, December 2, 2006 11:58 PM EST
NORTH ATTLEBORO
Local resident Michael Macedonio can now add "best-selling author" to his list of credentials now that a book he co-authored has landed on the New York Times best seller list.
Macedonio of North Attleboro co-authored the book Truth or Delusion? Busting Networking's Biggest Myths along with colleagues Ivan Misner and Mike Garrison.
Click here to view a .pdf of the entire article.
Networking Guru Says Business Links Are 'Farmed'
Friday, December 08, 2006
By Aaron Ogg
Is a funeral an appropriate venue for networking?
Yes, according to Ivan Misner, founder and chairman of Upland, Calif.-based Business Network International (BNI), with about 4,600 chapters in 33 countries—about 40 in West Michigan.
Just be sure to "honor the event," he said Thursday to about 270 BNI members at the Crowne Plaza Hotel, 5700 28th St. SE.
Read this article
BNI Breakfasts Prove Best for Business as They Celebrate 10 years in UK
BNI is the one of the most successful business networking organisations in the world today and has 4,500 local business "breakfast" groups meeting regularly worldwide. Established by an American business guru, Dr. Ivan Misner, in 1985, it later launched in the UK. Ten years on, there are now over 500 thriving UK Chapters with 12,000 members turning up for regular breakfast meetings passing in excess of pounds180 million to its members. There is little wonder the concept is rapidly expanding across Europe.
Read this article
To The Next Level
The Value of a Visitor
How to grow your chapter through visitors.
Every member knows that having many visitors at meetings generates more energy and tempo. It is this type of meeting that sells BNI to visitors. When this happens, you have a larger pool of referrers to tap into.So, how do you attract visitors to your meetings so that, in turn, your BNI chapter grows—and your business grows?
Every sales process has two steps:
1. First contact.
2. Final decision.
The first step is the most difficult since too few businesses today know who their next customer is going to be. Not to mention there is a lot of prep time involved—it's the most time consuming step in the whole sales process. For most, the very first contact usually only confirms whether there is going to be a next step. That's it!
Think of all the time you'd save every week if you concluded step 1 at your BNI meeting, when you have the opportunity to meet with 6-8 potential new customers (visitors) at the same time. Consider the value of personal introductions made for you by your chapter colleagues to each visitor. And imagine the follow-up call to get you close to step 2, "We met at the BNI meeting..."
Rounding Up Visitors
Getting your visitors to a chapter meeting is easier than you might think. Every team has an enormous commercial value for visitors: personal introductions to 25-40 professional businesspeople at the same time! And all is done in the first 15 minutes of the agenda, the Open Networking part of the meeting.
Challenge your chapter to bring visitors every week by reminding them that they will weekly make more money and save loads of time. When deciding what type of visitors match your chapter best, consider these ideas:
- Ask the 10-minute speaker whom they want in the room.
- Use one-on-one meetings to gauge the top three most wanted business categories.
- Start by inviting those with whom you are closest. They all have interesting jobs, and they all want to save time and make new contacts for themselves.
- Don't invite them to a BNI meeting. Invite them to meet your best business contacts, 25-40 at the same time.
- Give them the commercial values: personal introduction, everyone wants to meet them, and everyone will want their business card.
- Don't push them about membership. The meeting will sell BNI to the right persons; you don't have to.
My BNI Story
Business Like Bubbles
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| Photos by Joe Rougraff, www.capturethemomentphotographyllc.com |
I decided to do my first 10-minute presentation with a visual on advertising and its long-term benefits—with the example of advertising in Coffee News. I began by placing small bottles of bubbles in front of each person. Then I asked a few of our BNI members to begin blowing bubbles.
"This is your advertising in the beginning...as it takes time to build readership." I said. I had more and more members start blowing bubbles.
Then I turned on a bubble machine, which filled the room with bubbles, bubbles, and more bubbles. I then said, "This is like your Coffee News advertising: The longer you advertise, the more people in the community see it. Like exercising, the longer you do it, the better the results." I suggested that advertising in Coffee News is like handing out thousands of business cards each and every week.
Kay Kibbe, BNI Dreamaker Chapter, www.northtexascoffeenews.com
The Greatest—and Most Unexpected—Referral
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| Vincent & Yuen with trophy for the Highest Referral Given |
Vincent Khoo, the interior design and renovation contractor in my chapter, gave me a referral one morning. I wasn't really very excited, as it was just another referral. In the highly competitive finance market, the chances of securing a project financing deal are usually very slim. But I was totally wrong—and was very happy to be wrong!
After submitting my proposal, Vincent arranged for me to meet with the company's finance team to explain the proposal. He even arranged for lunch with the company directors. Throughout the process, Vincent gave his strong recommendations and glowing testimonials. Without this direct support, I am sure I would not have secured the deal.
I was top of the world when I finally signed the RM10,000,000 (US$300,000) agreement for the project financing.
This is perfect example on how a BNI member can go out of his or her way to help a fellow member secure business. Well done, Vincent! You make us all proud to be a part of BNI.
Yuen Mun Yew, Secretary Treasurer, BNI Success Chapter, Penang, Malaysia
Chapter Pulls Together to Help a Member Win Big!
As an independent Mary Kay Skin Care Consultant, I was challenged by my National Sales Director to give facials to 100 new people between August 1st and October 31st. My Chapter, BNI Airport, immediately began helping me find "faces." Every week when I walked into the meeting they asked me, "How many faces are we up to?" They kept me excited and motivated to reach this goal!
On the morning of October 31st I still needed three faces. My chapter came up with two. Some members called me throughout the day to see if "we" were done yet and what they could do to help. At 9pm that night I finished my last face. Two days later I left for Atlanta, GA, to enjoy my day relaxing at the spa and shopping, which I won for completing the challenge.
The Airport Chapter contributed 57 of the 100 faces needed for my challenge! I couldn't have done it without my BNI chapter.
Crystal Barr, BNI Airport Chapter, Pittsburgh, PA
Accolades for MSP 2.0
I just wanted to thank you for the recent BNI Member Success Program, version 2.0. The ideas and strategies presented are right on target to empower members to get more specific about the referrals that will help their business become more profitable. It became crystal clear that the best way to do this is to ask for a personal introduction to the actual person that can send you multiple referrals, regardless of the type of business. The steps that described the right way to handle a referral were also extremely helpful, and should turn more referrals into clients.
I am looking forward to using the information learned at the training to increase the profitability in both my business as well as the businesses of the other members. As a founding member and current President of the Brownsboro Rd. Chapter, I found great value in the training and would highly recommend all BNI members attend.
Michael H. Smith, CMFC, Waddell & Reed, Inc.
MSP 2.0: Getting In-Sync with BNI's Referral System
I enjoyed the MSP 2.0 training and was able to relate a lot of it to my BNI Group. I now understand why some of my own thought processes about referrals were wrong. I had been only thinking on a Tier 1 level and assumed that most all of my referrals would only be coming from within the BNI group.
This thought had led me to believe BNI was a group purchasing goods and services from each other—which is definitely NOT the case. The referral confidence curve got my train of thought in sync with BNI. I also see with the amount of Tier 1 referrals I have had so far, BNI could be the start of major business success.
I also absorbed the 60-Second Commercial Outline Part IV (The Ask) like a sponge. This helped me think in more precise terms of what I am looking for in referrals and how to present it to my group.
Prior to this training, I thought my 10-minute presentation should show how to be a jeweler. The fact is, I should talk about my services (LCD) and provide information that equips our BNI group to provide service-oriented, well-targeted referrals and recognize when they are in the midst of a good referral for me.
Bill Carrico, Carrico Jewelers, BNI Tennessee
New Member Experiences Startling Results
Landmine Design, a web site development and graphic design company since 1999, joined the Canton 4 BNI Chapter about a year ago. Involvement led to increased business and good referrals, so the owner decided he wanted the company to be represented in another BNI Chapter. Landmine Design hired me in February 2006—and I filled Canton II's open spot in July 2006.
I was accustomed to attending meetings and interacting with all types of business professionals but I really got excited by BNI's effective referral process. For the next few weeks, I talked about our company in 60-second Commercials and gave a few Tier 1 and Tier 2 referrals. I also scheduled at least one Dance Card per week to meet with my new business associates/sales team. By the fourth week the referrals started coming my way. By September I had brought in over $12,000 worth of new business to Landmine Design and was incorporating the techniques learned in the BNI process to all aspects of my marketing plan.
I continue to give and receive referrals on a near weekly basis and have started to invite other business owners that I know to visit our chapter. We currently are about 35 strong and are looking for growth in the new year. BNI works for us because we apply the methods BNI provides through the organization's guidelines.
Thanks again for all BNI does to help businesses learn about networking and the rewards it can bring.
Jan Rad, Marketing Director, Landmine Design, Inc
I'll Grow Yours; You'll Grow Mine
I joined BNI in April 2006, and it has helped me become very successful. I run a Valvoline Express Lube, and I have picked up 200-225 new customers because of BNI.
BNI has been the most successful organization I have been associated with to help grow our business and at the same time help someone else grow theirs.
Larry Norris, St. Joseph (Missouri) Chapter
Breaking News
International Networking Week
Celebrate with BNI to increase awareness of networking.
International Networking Week™ is a new initiative of BNI International, and is touted by Founder Ivan Misner as the single most important new event for BNI this year. This program will feature a number of different worldwide networking events. International Networking Week™ will begin on the first Monday of February of each year. In 2007, International Networking Week will be February 5th - 9th. This project has been spearheaded by Geoff Kirkwood of BNI Australia. BNI National Directors from all over the world have been working on this new business concept for more than a year.
The purpose of this program is to increase awareness and recognition about the value of networking and to continue to position BNI as the worldwide industry leader. Through a variety of simultaneous global events, networking luncheons, and speaker presentations, BNI hopes to gain as much publicity as possible.Every chapter is invited to participate—and event Sponsors are needed as well. Program initiatives include:
- Members - invite your best client to the chapter meeting
- Chapters - invite a local business icon or have a special visitors day
- Regions - have a big breakfast that week and/or a special luncheon.
Don't miss this opportunity to celebrate the single best known way of getting your message out: networking.
BNI Launched 10 New Countries in 2006!
- Taiwan - March 31st
- Hong Kong - April 26th
- Poland - April 27th
- Grenada - June 27th
- Thailand - July 4th
- Sri Lanka - July 5th
- Mexico - July 28th
- Japan - September 8th
- Indonesia - December 7th
- Romania - December 15th