July/August 2006
Art of NetworkingReferral Proves "Extreme" Value of Substitutes
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| Interior Designer Stacey Pravec of In Your Space found herself volunteering on HGTV's "Extreme Makeover" following a referral from a substitute at a BNI chapter meeting. |
"I had just returned from a major design project in Florida, and was looking online for a worthy project to donate some of my time," Pravec said. "What I heard the next day at our meeting sounded like the perfect opportunity." The following week, Pravec found herself on a field shoot for "Extreme Makeover - Home Edition" on the ABC Television network seen by millions of viewers.
Koller's substitute was not a producer from ABC-TV, but Geoff Beckett of Pella Windows, whose company was supplying the windows for an "Extreme Makeover" project for a family with special needs. Beckett made the introductions through Pinnacle, the construction company.
Pravec had intended to just volunteer for one day, but ended up staying the whole week. First she helped with sheet rocking and duct work. "Then I was invited back to the design tent and stayed there the rest of the time providing assistance on design, color selections, and painting. They invited me back every day."
It's unusual for a volunteer to be asked to meet with staff in the design tent. Most volunteers sweep and give out water. Pravec contributed color suggestions and ideas on design, which are always subject to change once a project begins. She even came up with a solution to a designer's challenge for a headboard for a girl's room.
The program is tentatively slated to air as a summer special on July 9. (Check local listings.)
While Pravec doesn't mind the publicity, what she was most looking for that day was a worthy cause. All six family members, spanning three generations, suffer with a serious health problem or disability. "Still, you never know how far a referral can take you. You just don't expect that kind of referral from a substitute," says Pravec who joined BNI in January.
But BNI-veteran Koller asks, "Why shouldn't we? When we invite new people, we should give them an idea of who they might meet. But we should also ask that they think about who they know who might be helpful to someone in the chapter."
Koller, owner of the Koller Financial Group, was a catalyst on both sides of this fortuitous connection. Last fall, he pulled Stacey Pravec's business card from a place most of us pass every week -- a supermarket bulletin board.
Rate Yourself!
A new tool to help you gauge your success in BNI.
"Rate Yourself" is based upon BNI's "Rate Your Chapter." "Rate Yourself" was developed by Dave Delvechio of the Greater Easthampton BNI Business Network. Members throughout the Western Massachusetts Region have found this to be a very useful tool for self-assessment.
This exercise is designed to help you determine if you are doing everything to ensure your success within BNI. Take a few moments and find out how you are doing. Answer each question using the point system below. Then review the key located at the end of the exercise for reference.
Rate yourself using this scale: never (1), seldom (2), often (3), almost always (4), always (5)
| ______ | 1. | Do I write out my referral slips and closing slips for that day's meeting in advance? |
| ______ | 2. | Do I arrive early and work to make visitors feel welcome? |
| ______ | 3. | Do I bring guests/visitors to the chapter meetings on a monthly basis? |
| ______ | 4. | Do I remember to wear my name badge to every meeting? |
| ______ | 5. | Do I arrive at the meeting on-time every time? |
| ______ | 6. | Do I do the networking exercises (not net-sit or net-eat) the first 15 minutes? |
| ______ | 7. | Have I ever suggested a topic or volunteered to present an educational moment? |
| ______ | 8. | Do I make sure that the business card box is replenished with my cards each week? |
| ______ | 9. | During my Sales Manager Minute, do I give a new bit of information each week about my business or product, case studies, specials, or examples of good referrals (in other words, breaking my business down to its Lowest Common Denominators)? |
| ______ | 10. | Do I attend at least one MSP or advanced BNI training event (Chapter Team Training, Advanced MSP, etc.) every year? |
| ______ | 11. | Do I dance with a member at least once a week? |
| ______ | 12. | Do I dance with everyone within my contact sphere or power team at least once every six months? |
| ______ | 13. | Do I ACTIVELY look for referrals and referral sources for other members every week? |
| ______ | 14. | Do I receive the number of referrals I expect in a six-month period? |
| ______ | 15. | Do I ever ask a Mentor Coordinator or Leadership Team Member for help to maximize my investment in BNI? |
| ______ | 16. | Am I always prepared for my presentation? |
| ______ | 17. | When presenting, do I always bring a door prize that is not self-serving and shows some forethought? |
| ______ | 18. | During the referrals portion of the meeting, do I give a referral, a testimonial, or a thank you and begin my presentation with "I have..."? |
| ______ | 19. | When I cannot be at a meeting, do I always have a substitute? |
| ______ | 20. | Do I check out the International and/or Regional BNI websites on a weekly basis? |
| ______ | 21. | Do I routinely use BNI members in my own or other chapters when I have a need? |
| ______ | 22. | Do I regularly track the referrals I receive and give and also track my closings? |
| ______ | 23. | Whenever one of my chapter members has an open house or a booth at a trade show, do I make it a point to visit? |
| ______ | 24. | Do I always stay until the end of the meeting, never sneaking out of meetings early? |
| ______ | 25. | Am I positive and supportive toward the chapter? |
| ______ | Total Points | |
Point Key
99-125 Points = You deserve a standing ovation!
81-99 Points = You should be proud of your involvement.
71-80 Points = Continue to strive to find ways to maximize your investment in BNI.
61-70 Points = Ask for help! BNI has the tools to help you get a better return!
