July/August 2006
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Ask and the Door Will Be Opened
The key to making referrals work for you.
A BNI Chapter Meeting Educational Moment
Conceptually, most people understand the idea of referrals. But getting and giving a referral isn't so simple.Pretend you are in a room of 30 people, and you ask everyone to take out their keys. You look around and find who has the most keys on their ring. You then take that key ring. You say to the roomful of people: "There are 30 people in this room. Would you agree that there are more keys than people?"
After everyone agrees, you pick up one key from the key ring you borrowed and ask, "Can anybody tell me what door this key can open?"
When most everyone shakes their head, you say, "The only person who can give me the right answer is hopefully the person I borrowed the keys from."
This silly story demonstrates that referrals are really about opening doors for one another. Your job as a member is to tell us which doors you would like us to open for you; our job is to look at our keys and see if we have the right key to open that door.
It's All about Trust
Now that you have the key, you must find out if the person who gave it to you will trust you with it. Turn to them and ask, "Can I take the keys with me?"
The person usually refuses. How can they know you are trustworthy?
This is the second stage of the referral: building trust. Within a trusting relationship, a person might give up their home key or office key. But without that trust, we clench the key, consequently missing out on an open door.
Really, it's this simple: As a BNI member you need to tell the rest of us which doors you want us to open for you, and we need to find you the right key. But remember, the key to making the key work is trust.
Maximizing Your Return on Relationships
Grow your referrals through effective one-on-ones.
Successful BNI members will tell you that strong relationships equal results. BNI is the one place where you can earn the best return on relationships.
One-on-one meetings are like exercise: hard work but worth it! Joining a BNI chapter and not doing consistent one-on-ones is like becoming a member of a health club, but not going to the gym to exercise! It won't do any good. You will not get the results you want.
Productive, results-oriented BNI members realize that one-on-one meetings with other BNI members are one of the best exercises you can do to maximize your BNI membership.
Let's see how productive your one-on-one meetings are:
- Are you learning how to give more referrals when you are on a one-on-one?
- Do you discuss mostly personal information or business?
- Do you walk away with a better understanding of how your BNI business partner operates their business?
- Do you now feel comfortable enough with that person to pass them referrals?
- Do you have the information to help them build their contact sphere within the chapter?
- Did you schedule another meeting for follow up and accountability?
Harvey Mackay, author of Swim With the Sharks (Without Being Eaten Alive,) and nationally syndicated columnist, is one of the world's ultimate relationship builders.
He believes in knowing his prospects, customers, and employees very well. To this end, his sales team collects information about clients using the "Mackay 66"—a 66-point questionnaire. Through this interview, Mackay creates a profile that details the vital statistics of a client's life.
Why go through all of this effort? As Mackay points out, "If the only thing that determined a sale were the lowest bid, it could all be done by machine. People buy from people. The more you know about them, the more they're flattered, the more they're at ease—and the more they buy."
This strategy must work, because at age 26 he purchased a small, failing envelope company, and now, 40 years later, it has grown to an $85 million business, employing over 500 people.
To maximize your return on relationships you need to know everything you can about the people in your network—then you can leverage that knowledge and become a powerful connector of people. Follow the acronym G.A.I.N.S. to discover at least five things about your BNI business partners:
Goals
Accomplishments
Interests
Networks
Skills
Remember, the more you know, the more help you can offer and experience the effects of Givers Gain.
Across the Globe - North America
CanadaWorld's Biggest BNI Breakfast!
On April 25th, Executive Directors Steve and Fran Lawson hosted The World's Biggest Breakfast Meeting.We had 380 people at the event, which was held in a large banquet hall. Every chapter in our region (Toronto North & South Central Ontario Region) attended the big breakfast that week, instead of their regular meeting.
We followed the regular weekly meeting agenda, but instead of each individual speaking, each chapter spoke. We selected a "President for the Day" - Adam Arseneau of The Marketeers Chapter. The Education Moment was given by Louise Smith of Team BNI Chapter, who spoke on the core value of Givers Gain.
The 10-minute speaker was Dr. Ivan Misner, who talked for about 10 minutes, and then did another 10 minutes of Q & A from the floor. This was done by a live video hook-up.
After the guest speaker, we presented awards for the region, in the following categories:
- Chapter that passed the most referrals last year: BNI.com Chapter
- Member that passed the most referrals last year: Phil Gilmore of BNI.com Chapter
- Chapter with the most steady growth: High Achievers Chapter
- Best Team Leader from last year: Kelly Schoenderwoord of Power Networkers Chapter
- Best Run/Most Fun chapter: Power Networkers Chapter
- The best chapter memory hook: Focus Networkers Chapter
After the close of the meeting, there was more energetic open networking, and lots of interest in the trade show booths for about another hour or so. The most amazing thing about the whole event? We started at 7:15am and finished at 8.34am-only four minutes late!
Submitted by Steve Lawson, BNI Executive Director
CanadaWorld's Highest BNI Chapter?
The BNI Montreal region claims the title for having one of the largest BNI chapters in the world - the West Island Team. The region now wants to know if they can also claim the record for the highest BNI meeting location. The BNI Ville-Marie Chapter meets on the 41st floor of the PVM building in Montreal.Is there another BNI chapter that meets in a higher location?
Challengers: Please contact Kai Bjorn at kai@bnicanada.ca.
Submitted by Kai Bjorn, Regional Director, Montreal Quebec
CanadaExtra! Extra! More of BNI's Best News and Wisdom
Did you know that this is not the only SuccessNet e-newsletter? Several countries publish their own national editions of SuccessNet with educational columns, chapter brags, testimonials and upcoming events.
Check out the Canadian version of SuccessNet here.
United StatesShow Me the Money!
"Show me the money" is fast becoming a mantra at the 3-month-old Wytheville Founders Chapter in southwestern Virginia. In April, Sharon Gibson, of Wytheville Office Supply/Xerox®, presented Bill Gilmer of Wordsprint with the results of his referral: a net of $22,000.Not to be outdone, Sam Mabe of Southwest Virginia Home Inspections took the spotlight two weeks later. His referral of Dick Wilcox (Safeguard Security) to the local school system led to a $64,355 deal. He has earned the title "King of Referrals."
Chapter President Kevin Dalton, of United Country Anders Realty, said that initially the Wytheville Founders Chapter was concerned with what seemed like a "lull" in referrals. "But after our director Kimberly Christian attended a meeting last month and reminded us that specific is terrific with regards to our referral requests," states Kevin. The group now eagerly anticipates 60-second presentations each week to see who can possibly top the King!
Submitted by Wytheville Founders Chapter of BNI Southwestern Virginia
United StatesWall of Referrals
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| Photo courtesy of Edith Sieg, Heart of Lake County Chapter |
Submitted by Alana McKinney, Executive Director, BNI Marketing, LLC
United StatesHawaii Regional Director Makes a Big Splash
Great BNI news from U.S.'s 50th state: U.S. Small Business Administration honored Joan Seery, our Regional Director, as the City and County of Honolulu's Women in Small Business Champion for 2006.All of us here in Hawaii are very proud of Joann, her Area Directors, Ambassadors, Leadership Teams and, of course, our BNI members. We are also very grateful to everyone at BNI headquarters for their leadership and continued support.
Click here to read an article featuring Joan in Hawaii Business Magazine.
Submitted by Mark Seery, Area Director, BNI Hawaii
United StatesFourth Time Still a Charm
This past May, the southern California region held their Regional Networking Event, taking advantage of the BNI Headquarters in Upland, CA. At the event, Ivan Misner gave a presentation on the "The Language of Referrals." This was our fourth Regional Networking Event in the past year, with almost 100 members present.The events have been so successful that this October 17th and 19th, we are offering two networking presentations on the Reticular Activating System. Contact Lonie Misner-Feigerle at Lonie@bni.com for information.
Submitted by Lonie Misner-Feigerle, Senior Regional Director, BNI-Southern California
Across the Globe - Europe
United KingdomThe 2006 BNI European Conference: Togetherness at Its Best
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| Gillian and Martin Lawson (on ends) with European Directors of the Year Gavin Bain and Beverley Blandford |
As one of the keynote speakers, I can tell you the British made me feel at home!
The Belfry, Warwickshire golf course was picturesque, and the facility was outstanding. This year's topic was close to my heart: "How to Grow Your Region." It focused on three different areas:
- Retention of existing members.
- Conversion of visitors to members.
- Opening new chapters.
On the second day, we were surprised with a drummer band. The music and rhythm was contagious. We were divided into three separate groups and given a variety of percussion instruments. After the instructor showed us how to use the instruments, we then played together. The energy in the room went through the roof.
This simple exercise showed us that even though we did not know how to play those instruments before, with some guidance we were able to play beautiful music together.
Submitted by Sam Schwartz, Executive Director, BNI Northern Virginia
National Director, BNI-Israel, BNI-Hungary, BNI-Romania
PolandBNI Launched in 29th Country
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| Core members and Grzegorz Turniak (middle) |
The new Regional Director Grzegorz Turniak conducted the inaugural meeting in Polish, and 125 guests were present. WSPÓLNA Chapter, originally comprised of 22 members, already has ten new members after their very first meeting!
Grzegorz Turniak reports: "Members were excited about BNI policies as they recognized how they can help them in their everyday tasks as entrepreneurs. The networking spirit is evident as members are already doing business with each other. Special mention goes to President Andrzej Biesiekirski who gave his commitment and support during the chapter development process."
BNI Poland National Director Gunnar Selheden was very pleased with the first Polish Chapter meting and the infectious enthusiasm of the core group and guests. "If today's experience is anything to go by," he states, "the appetite for the structured networking format of BNI appears to be stronger here than anything I have seen before!"
On May 17th the second BNI Chapter was launched in Warsaw, Poland. Ninety visitors attended the launch of BNI SMOLNA.
The amazing BNI system works in Poland!
Submitted by Gunnar Selheden, National Director, BNI - Scandinavia
ItalyBuona BNI Italy!
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| Launch of the Boccaccio Chapter in Milan |
Because Italians are inclined to relationships, BNI's structure and philosophy appeal to most Italian businesspeople. There have been excellent results during the first two years: On March 5, 2004, the first Italian chapter was opened in Lainate; the following two years, five more opened in Lombardia. BNI continues to expand in Milan, Turin, Colle Val d'Elsa (Siena), Cuneo, Alba (Cuneo) and Savona.
BNI is also receiving national recognition from the Italian business community. Paolo Mariola, National Director of BNI Italy, was invited to participate in the national exhibition and convention on woman's entrepreneurship, held in Rome on May 17-18, 2006. Paolo Mariola held the workshop "Developing Business through Referrals."
In July, Norm Dominguez, CEO BNI International, will be visiting Italy and providing a workshop for all Italian BNI members.
Submitted by Alessandra Scheidler, Assistant Director, BNI Italia
RomaniaBuilding the Bucharest Region
I want to welcome Ana Prodan to the BNI family. Ana is the first Executive Director for Romania, and just finished her Executive Directors training. We all wish Ana success in building her Bucharest region.Submitted by Sam Schwartz, Executive Director, BNI Northern Virginia
National Director, BNI-Israel, BNI-Hungary, BNI-Romania
United KingdomCelebrating 5000!
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| Members of the York Knavesmire Chapter celebrating their 5000th referral |
It's more than business for this chapter. Members also organize an annual ball. This year they were determined to raise more money than the number of referrals they have passed. The event took place at The Royal York Hotel, and raised £7350 for the NSPCC.Pictured at left are: Chris Cassar, Chris Wilson, Julie Dodsworth and Garry Brown, members of the York Knavesmire Chapter, presenting a cheque for £7350 to John Hinman, Corporate Fund Raising Manager for the NSPCC.
Director Garry Brown said, "I am delighted to see businesses working so well together to crate economic prosperity for each other and raise finances for charity. The members have worked really hard!"
Submitted by Chris Wilson, Tailormade Conference Management
United KingdomA Family Affair
When you're having trouble finding the right mortgage, it helps to have a brother who is a BNI member, even if he lives more than 3,500 miles away!The distance didn't stop Harrow's Success Chapter mortgage broker Alex Brooks from helping his sister, Noele, and husband, Jason, when they found their perfect home in Tampa Bay, FL. When Alex's sister and brother-in-law couldn't find a competitive rate, they sought his help.
Alex quickly used his BNI connections to make his sister's dream a reality. He accessed BNI's international site where he quickly found Tampa Bay's Area Director, Elizabeth Joseph. He asked her to refer local mortgage brokers, lenders, and property surveyors.
She immediately put him in touch with Steve Booth, Chapter Director of the nearest BNI chapter (Business Connections Chapter). The rest just fell into place.
Alex states, "All the BNI members who helped my sister worked really fast. By the time I flew back to the UK, everything had been sorted out. Needless to say, Noele and Jason are very happy."
Last month Noele and Jason moved into their new home and their first 'toast' was to Alex and BNI. Meanwhile, Alex is planning his next visit to Tampa during which time he plans to personally thank the Business Connections Chapter for their help.
United KingdomSpecial Delivery at Brentwood BNI
At 6:45 on a Thursday morning, during her presentation at the Brentwood BNI Business Group meeting, expectant mother Mrs. Jaimie Harrison of Carmichael Browns felt her water break.
Jaimie hurriedly completed her presentation, and, after a quick call to her husband (who fortunately works in Brentwood), they sped off to Basildon Hospital.
Some hours later, 5-week premature baby Rebecca was brought into this world. Following a couple of days in the hospital, Baby Becks and Jaimie are doing fine.
Across the Globe - Africa/Middle East
United Arab EmiratesDubai Members First Regional Social
On May 25, 2006, BNI Members in Dubai were treated to something special: the country's 1st regional social event. BNI members from were brought together for an evening of informal networking.The event was organised by Steven A. Brown from the Early Bird Chapter. Held in a private room at Pachanga restaurant, which serves Latin American cuisine, we enjoyed dazzling views of the Persian Gulf.
Dr. Ivan Misner appeared via a 'skype' video link to give a short presentation and provide members an opportunity to ask any questions. The session lasted for about an hour. Members raved about the event and look forward to meeting Dr. Misner in person.
We encourage every director to take the opportunity to organize a 'live' weblink event with Dr. Ivan Misner for your members. It will be well worth it!
In addition, we'd like to congratulate the BNI Early Bird Chapter for having crossed the 1 Million Dirham mark (US$ 275,000) in BNI business generated in 5 months since their launch.
Submitted by Anna & Bijay Shah, Co-National Directors, BNI-United Arab Emirates
IsraelTaking the Power Team Concept to the Next Level
During my last visit to Israel, I trained the BNI-Israel members on the benefits of working within your "Power Team." But the members from Canot Chapter took the concept to a new level.The "Building Power Team" from Canot invited members from other chapters to join them. The result was a big success: seven members from various chapters and fields joined forces and created an exhibit for the "2006 Building Exhibition." This cooperation resulted in many referrals and business opportunities.
Here are some comments from the exhibitors and other BNI members:
- "We passed the test and scored big!"
- "I'm already waiting for the next exhibition."
- "You gave us a valuable lesson on how to utilize the Power Team to the maximum."
- "It was amazing to hear you introducing each other's businesses to visitors."
Submitted by Sam Schwartz, Executive Director, BNI-Northern Virginia
National Director, BNI-Israel, BNI-Hungary, BNI-Romania
Across the Globe - Australia/Asia
SingaporeIvan Misner Visits BNI Singapore
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| Ivan Misner visits BNI Signapore |
The event was attended by 300 BNI members and guests. Ivan gave his "We All Speak The Language of Referrals" presentation, followed by an "Ask The Founder" question and answer session. Visitors joined the conference in the afternoon when Ivan delivered his Keynote Presentation, "Masters of Success."
It was a fruitful day for all, especially the many members who got an opportunity to meet Ivan and have him autograph his books.
Submitted by Sim Chow Boon, National Director, BNI-Singapore
Millions of Dollars in Done Deals
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| Bernice receives her dream referral from Shang |
Ong states, "I am very pleased with this referral because it only took me 4 days to follow through before the transaction concluded. Of course, the most important thing was I helped my buyer find their dream home. Thank you BNI for the opportunity."
The referrer, Shang, comments, "It occurred to me that besides designing houses, I can also help my client in their search for a new house. I am able to tap the expertise of my fellow BNI members, in this case, Bernice, who is a real estate professional."
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| Gloria surrounded by Orion Chapter members |
Gloria, our chapter's baby massage specialist, went the extra mile to set up a face-to-face meeting for both her contact and Nicholas at the bank to make sure that the transaction was successful.
Gloria states, "Because of my commitment to BNI, I highly recommended Nicholas, even though I personally work with another banker."
Both Nicholas and Gloria recently joined ORION Chapter.
Submitted by Joseph Chong, Assistant Director, BNI-Singapore
MalaysiaGroundbreaking Mandarin-Speaking Chapter Thriving
In April 2006, BNI Malaysia kicked off the first Mandarin-speaking chapter, ZUN Oriental, in the Johor region.Assistant Director Zhiwen, and members assembled a core group of 19 members in two weeks. Just a month after launch, the chapter boasted 29 members!
BNI Malaysia would like to especially thank Assistant Director Zhiwen for helping put together a Mandarin Agenda as well as the MSP manual in Mandarin.
With a bright future ahead for Mandarin-speaking chapters, the second one, Premier Chapter, launched in June under the leadership of Assistant Director Kenny Tan.
Both Kenny and Zhiwen have plenty of experiences to share with the new members, as both are from the largest chapter in Malaysia and have been part of the Leadership Team several times.
Submitted by Avyrl Au, National Director, BNI Malaysia
AustraliaAmazing Achievement: The Cairns Magnificent 6
RE/MAX recently held their international convention in Las Vegas where they recognised their 'outstanding agents.'The results for the Cairns region were published in The Weekend Post, where Executive Director for Northern Australia, Lance Gane, recognised all the top achievers as BNI members!
He stated, "This is a fantastic result for these BNI members and a testament to the quality relationships that these members have built up. One award recipient has informed me that she now receives 30% of her referral business through BNI."
Congratulations to (pictured right to left): Lynne McConaghie (Reef Chapter); Kendall Booth-Thomson (Kingsfords Chapter); Linda Rawson (Harbour View Chapter); Lucie Spiteri (Rainforest Chapter); Matt Powe and Kristy Kernot (Sheridan Chapter).
Submitted by Sue Mazur, BNI Australia
From the Founder
You Need a Pilot to Fly
Why your BNI Chapter needs Leadership Team training.
"Why do I need to go to Leadership Team training?" This is a question I've been asked often over the last two decades. The answer to the question starts in 1980, five years before I started BNI.I was hired by the president of a transportation company in Los Angeles to help turn the company around. My first day on the job, I found out the president was called to Sacramento at the last minute to testify before a state legislative committee on transportation. The HR director met me and gave me a brief tour of the offices, explained the phone system, told me where the bathroom was, and finally said, "The president won't be back for three days. I have no idea what you're supposed to be doing, but good luck!"
And that was it.
I remember sitting in my new office with the big window behind me overlooking the Hollywood sign and being very excited about the job but having no idea what I was supposed to do.
The Guidance Factor
I learned two extremely valuable lessons from this experience. First, I learned the value of creating relationships by meeting people and asking those magic words: "How can I help you?"
I also learned the importance of a thorough orientation and training when taking over any new position. I remember sitting in my office and thinking, If I ever run my own company, no one will ever come on board without a thorough orientation.
You cannot expect great results from anyone without providing guidance and training. Later, I learned it was equally important to be introduced to the "traditions" of the organization, because these are the characteristics that create a corporate culture of support and success.
Imagine boarding a large plane, only to find out your pilot was not trained to fly. That would be ridiculous. But think about this: the Leadership Team members of a BNI Chapter are the pilot and co-pilots of your group! They are the ones responsible for flying the chapter.
Granted, flying a plane is more serious business than running a chapter, but running a chapter is still "business"; that's why we are all part of BNI—for BUSINESS. This is not a social club. It is a business referral organization, and in order for it to fly, the leaders need training.
No Training Is Ever Enough
What about people who have been to training already? We live in an ever-changing environment. I had the opportunity to hear a director of one of the largest competitors to BNI recently say, "We haven't changed anything since we were founded years ago. Not one thing. We follow the same system as it was originally devised."
Well, at BNI we think differently than that. BNI continually revises and updates materials. With nearly every Leadership Team training, our manuals are updated. Our system is constantly being improved. We have more than doubled the content of our manuals in the last six years. Because of this, it is critical that Leadership Teams "brush up" on the things that perhaps they've already learned. All quality professionals get refresher training of some kind, and BNI's Leadership Teams are no different.
Plus, the input from Leadership Team members who have experience doing this can be a valuable resource to other people at the training. That's why we believe it is critical for everyone to attend training before taking over any role on the Leadership Team (even if more than once).
People say hindsight is 20-20. Looking back I'm confident that one of the things BNI got absolutely right when we began was requiring training of our Leadership Teams. No one—and I mean no one—spends as much time as BNI educating people on how to successfully run a networking group. Last year, we spent over 100,000 person hours in Leadership Team training alone! That number doesn't even include Membership Committee training, Visitor Host training, Director training, or any other special training.
Education is one of the core competencies of this organization. It is one of the things that sets BNI aside from other networking organizations. And it is an important element in the success BNI has seen worldwide.
BNI works when people know the system and understand how to implement it. Don't accept anything less! BNI without a trained Leadership Team is "BNI-Light." So, if you ever hear someone in your group who wants to be on the Leadership Team but doesn't want to go through the training—give them this article and tell them you want a "trained" pilot to fly your plane!
Why do I need to go to Leadership Team training?
- to gain valuable contacts with other members of Leadership Teams whom you can call for info or to bounce ideas off of
- to learn the responsibilities of your Leadership Team role
- to learn common errors and how to prevent them
- to get your specific questions answered
- to receive the Leadership Team manual and learn about it in-depth
- to learn the "hidden elements" of the meeting - WHY we do what we do
- to bond with the other members of your Leadership Team outside the meeting
- to learn what other local chapters are doing
- to get good ideas about how to "energize" your meetings (i.e. meeting stimulants)
- to get to know your Director(s)
- to network with other BNI members
- to hit the ground running when you take over a leadership role in the chapter
- to learn how to handle chapter problems or complaints (skills which help in your own business also!)
- to gain access to BNINet (BNI's database system)
- to gain access to the Leadership Only section of www.bni.com
- to get a nifty Leadership Team ribbon for your name badge!
- to help your chapter grow and prosper
- to get updates on the organization and changes to the manual
- to share your knowledge and experience (especially LT members who've attended before)
- to have fun
- to cross-train people on the different positions
- to make sure your plane has a pilot!
BNI in the News
Ivan Misner on Podcast by Duct Tape Marketing
Duct-Tape Marketing is a small-business marketing program that presents a variety of tools especially designed for small business owners. This fascinating interview, conducted by host John Jantsch, is great for BNI members and non-members alike to build your business through word of mouth referrals.
You can listen online or save as a download to your computer or MP3 player.
Go to Duct Tape Marketing Podcasts
The Power of Networking
Episode #8 of the Xtraordinary Living podcast is out. The topic is Networking. In this episode, I was joined by Dawn Lyons, who is the Executive Director for 3 franchises of Business Network International (BNI) in the San Francisco Bay Area and she is also a master trainer for The Referral Institute.
Dawn is a world-class networker and embodies the "givers gain" mentality. Listen to Dawn and I talk about some tools that will help you build business and personal relationships.
Read this article/listen to the podcast
Takin' Action
Read an article written by BNI member Jan Litscher for the e-newsletter for Distributors of Homemade Gourmet®.
Jan does a great job of representing what BNI membership has done for her business. We hope many Homemade Gourmet® Distributors are drawn to look into BNI as a result of her compelling testimonial.
Read this article
The Secret to His Success
RELAX, a homes and lifestyles magazine, recently featured an article about Dr. Ivan Misner.Read this article if you'd like to know a bit more about the man behind Business Network International.
Openings available in new referral-generating networking group
Small business owners and professionals interested in participating in the world's largest networking organization are invited to attend the newest Temecula chapter of Business Network International.
The Visitor's Day meeting allows professionals a chance to see the BNI method of networking and business referrals. Visitors are asked to bring a minimum of 50 business cards to distribute during the meeting.
Read this article
Reaching out: Business network group launches in Canton
Business networking in Canton has gotten another boost this past year with the recent launch of a branch of BNI, an international networking organization.
The new branch is one of 88 chapters in Massachusetts. The main attraction for the organization is business referrals.
Read this article
To The Next Level
Referral 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!
My BNI Story
BNI through a Child's Eyes
A view from the other side of the balance sheet.
This drawing was made by 6 year-old Mariah Davis, daughter of Jennifer Davis, BNI Referral Masters in Austin, Texas. Mariah has heard her mom talk about BNI and knows that she has more business because of BNI referrals. Mariah says:
"The best thing about BNI is the friends and partners you make.
BNI+ Hardwork+ Partners= MONEY!!!"
Submitted by David Crumbaugh, BNI Area Director - Austin Region
Don't Be a "Category Hog"
I have been a member of Westgate Chapter for close to eight years. For the first seven of those years, I was a category hog. As a financial planner, I supplied both investment and insurance services.Several times, I thought of taking only one of the classifications; however, I always found reasons to keep both. After all, I was getting a good amount of referrals. I feared I would lose quality referrals by limiting myself to one category.
My attitude changed when I chose to take the investment category and invited a friend to take the insurance category. Though I never imagined I'd say it, I'm glad I did.
Our membership has grown significantly, and my referrals have grown as well. In fact, my friend—the new "insurance guy"—and I regularly share referrals. We have made the pie bigger for ourselves and everyone else in the group.
David Bodner, Westgate Chapter, Toledo, Ohio
BNI International Exchange
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| Keshav is welcomed by Pinecrest Chapter Director Michael Abella |
When I travelled to Miami to visit my family, I took time to visit a local BNI chapter - the Pinecrest Chapter - where I was made to feel like an honoured guest. New to BNI, I learned by observing how BNI meetings should be conducted: always with an element of humour yet strongly following the given agenda.
In June 2005 the Alpha Chapter was launched in Mumbai, India, and I became its first Chapter Director. The tips I picked up at the Miami meeting were indispensable.
In April 2006, I visited the Pinecrest Chapter again. This time I was received like a long-lost cousin. These visits have taught me that BNI does and will work anywhere in the world as long as the Givers Gain concept is properly taught and accepted by the members.
Keshav Rao, Alpha Chapter, Mumbai, India
The BNI Surprise
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| Sonja receives the referral of a lifetime from Sabine |
The BNI set-up appealed to me. Having just been given the mandate to do business acquisition for my organization's PR department, I thought BNI would help. While I did not have any expectations in terms of new business, I wanted to spread the word about Momentum through the 60-second commercial. My attitude was wait and see.
My friend, Sabine, on the other hand, had just started her new business and was actively seeking new contacts through BNI. I met her through business seven years ago, when she was working as OEM Manager for Microsoft. But we never mixed business with pleasure; we wouldn't have dreamed of talking about business when we met for coffee.
Well, BNI changed this.
During one of our BNI meetings she talked about a general manager whom she met at a birthday party for her son; she thought he needed our services desperately. A week later, she handed me the referral slip with the details and I followed up with a phone call. Within four weeks, I wrapped up the deal of a lifetime. A multi-national company gave us the contract to do all their PR and marketing for the entire Middle East and North Africa.
If Sabine and I had not been members of BNI, this would never have happened. We would have been best friends, gone to birthday parties and dinners and never have seen the referrals we could give each other.
Thank You, BNI!
Sonja Ohly, Secretary/Treasurer, BNI Early Bird Chapter, Dubai, UAE
Global Referral
One small-town businessman makes an international connection.
As a small printer in Herndon, Virginia, I never entertained the notion of doing business globally. But BNI's referral system has proven that the unimaginable can be conceivable.
Through a one-on-one meeting, Executive Director Sam Schwartz (also the National Director of BNI Israel) became familiar with the capabilities of my company. On a trip to Israel, a BNI Member asked Sam if he could find a printer who could help him with their printing needs. They needed 10,000 full color fliers printed and delivered to a conference in Atlanta, GA. Sam put the two of us together. Things went so well the first time that we received a second order for a conference in San Francisco.
These two orders alone have more than justified my membership in BNI. Yet these two orders are just a small part of the business I receive through BNI referrals. Over the last four months, referrals from my BNI chapter have been responsible for nearly 15 percent of my total business this year. I consider my BNI membership to be my most valuable marketing and sales activity.
Jim Swiatocha, President of Chantilly Printing and Graphics, Member of Reston Referral Network
It's a Wonderful Life!
How BNI helped one man turn his life around.
1998 was a particularly difficult year for me. I was laid off from an executive position where I had worked for many years. I lost everything: beautiful home, company car, expense account, and a six-figure salary.My sense of failure only intensified when I tried to reenter the job market and found that no companies were lining up to offer a 42-year-old an executive-level position and salary. Since no one would hire me, I decided to hire myself.
The first year was very tough. There were many months when I had to decide between making my car payment and paying the electric bill. The only way I knew to get new business was through cold calling. Once while cold calling, I happened upon a dentist's office. The receptionist listened to my presentation and then asked how effective this method was for me in getting new business.
It wasn't effective, so she politely suggested BNI.
The Great Turnaround
At my first BNI meeting, I learned how, for less than a dollar a day, I could hire a sales force of 25+ motivated entrepreneurs who would actively look for quality referrals for me. That was the beginning of my rapid climb to business success. Soon, I had as much business as I could handle. I took on a partner, opened an office, and hired a staff.
In November 2003, my business partner offered to buy out my share of the company—which has led to financial independence. I'm able to travel extensively and have bought a dream home. At the depths of despair, BNI rescued me—giving me a life I never dreamed of.
David Cherney, Damar Merchant Services
The Value of Membership
Why you need to stick with it to see your profits increase.
At some juncture, most BNI members wonder: Is it worth being a member?
That question was spawned in my mind after colleagues began to complain about the business they were unable to generate through their BNI chapters. I felt differently, but didn't have the concrete facts to back up my intuition. So, I decided to do some research.
BNI makes clear that most people can expect a relatively small amount of business their first year, a spike in business their second year, and continued growth the following years. In my case, business generated by BNI referrals grossed approximately $11,806 the first year; $15,300 the second year (a 30 percent increase); $37,700 the third year (146 percent increase); and over $28, 000 in just the first month of my fourth year.
BNI has been very profitable for me, and it is a direct result of "sticking it out" and building incredible relationships with my fellow chapter members.
I believe all BNI members should take the time to analyze the monetary impact of their BNI membership-in addition to the friendships and support you receive. BNI is a business first, and if you stick with it, you should see the results BNI talks about. What a great value for a very small investment!
Ann Padover, Early Birds Chapter, SF Bay Area
The Talent Runs Deep
Members of a BNI chapter work together to develop a new product.
Maybe you haven't thought of BNI as a product development and marketing organization. Maybe you should. We did, and we have a product to show for it!"Winning the Game of Life - Get & Stay Organized" is a set of CDs and a desk calendar of 52 tips on getting/staying organized, and 52 more tips on reducing stress - at home or in the office. The CDs, which use hypnosis, are designed both to help you get or stay organized as well as reduce your stress caused by disorganization.
The product is the brainchild of Sue Nordemo (Healing Crossways Hypnosis Center) and me (Sue West of Space4U organizing services). Nordemo invited me to her BNI chapter about a year ago. Working together, we learned more about our businesses and came up with the product idea. Sue Noel of Marketing Matters, also a BNI member, worked with us on product development. Steve Gamlin, of Ramblin' Sounds Entertainment, recorded our product in his recording studio.
A total of six BNI businesses from more than one chapter directly contributed to the product's development, and another three people promoted us online. Some of our BNI chapter members have even offered to display the product in their offices.
Pulling together, we've made a product we're all proud of. You can see our product at www.OrganizeNH.com.
Sue West, Space4U, Gate City Chapter, Nashua, New Hampshire
Savvy Start-Up
How one new company used BNI to create sustained growth.
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| GRD being presented with their shield by Janine Sibson of the CITB and Mr. David Wakefield, director of Investors in People. |
GRD was a start-up company when Duffy joined BNI. Duffy found that the systems and processes of BNI, plus the advice and support of fellow members during GRD's formative years, helped GRD attain the Investor in People award.
It is our aim to staff every job every day and complete each project on time. We deal with our clients honestly, produce a quality finish that looks and functions as promised, eliminate the sources of frustration associated with building works, and realise a fair and reasonble profit at a reasonable cost to the client.
All of our work comes from personel recommendations from past clients and business associates within the BNI structure. We have no need to be listed in the phone books.
Business Takes Flight Because of BNI
In 2005, I received the Product of the Process Award by the CEO of Six Advisors™—given to the person who most exemplifies the Six Advisors™ coaching program.
I attribute my success to BNI, through which I've acquired most of my coaching clients. BNI provides the right opportunity to meet people from different professions and introduce my business to them. Many of my fellow chapter members have experienced the Six Advisors™ Assessment and have gone on to participate in the 90-day Coaching Program. Because of their positive experience, they regularly refer potential clients. Consequently, my business is growing.
Last July I was at a crossroads when I was offered a full-time teaching position in a local private school. Two years ago, I might have accepted. However, because I knew my Six Advisors™ business was on the verge of taking off, I turned down the job. BNI has been my vehicle for transforming my business. If I can do it, you can do it!
Dale Miller, Distinct Advantage, Education Coordinator, Fortune Fifty Chapter, South Charleston, WV
Breaking News
KL06 – BNI Worldwide ConferenceBNI held its first Worldwide Conference in Kuala Lumpar, Malaysia from June 20 through June 22nd.
More than 350 BNI members from more than ten countries were in attendance for training workshops, international open-networking sessions, and an awards ceremony featuring wonderful Malay entertainment.
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| Robert French and Avryl Au, KL06 organizers, with Ivan Misner at the KL06 Awards Ceremony |
Don Morgan Named One of the 10 Best Networkers in the World
On May 31st, 2006, Networlding announced the winners of the Best Networkers in the World Contest. The goal of this contest is to identify international and national leaders who strongly demonstrate their core values of innovation, collaboration, integrity, and making a difference and also who gave generously of their talents and time. The judges of this contest were charged with selecting the Ten Best Networkers in the World from numerous deserving nominations. Don Morgan, National Director of BNI Canada, was amongst the ten finalists.
Don Morgan's award was accepted on his behalf by the person who nominated him, Stephanie O'Hara, BNI Area Director of the Western Suburbs of Chicago.
To read the bios of Networlding's 10 Best Networkers in the world, go here.
Dr. Misner's Shares Latest Tips on Your Business Channel
In two candid interviews for the new online TV channel, Your Business Channel, Dr. Ivan Misner shares some of his best networking tips, including his latest material, which has not been published. Dr. Misner reveals his top tips for working a business mixer, networking with the "right" people, and becoming a gatekeeper. The interviews are part of a new series that features business leaders from around the world.
Dr. Misner has been dubbed the "Father of Networking" by Entrepreneur magazine, and he certainly lives up to that reputation in these interviews. His networking advice is masterful. Case in point, CNN presenter Richard Quest easily applied Dr. Misner's techniques and got results straightaway.
Dr. Misner reveals his secret to becoming a networking "gatekeeper." He outlines a step-by-step process to help you become indispensable to those with whom you are connected - even to the point that they phone you for more contacts!
You can be watching the shows within minutes, here: www.yourbusinesschannel.com/networking
Dr. Misner Addresses Cal Poly Pomona University Graduates
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| Dr. Barbara Way, Dean of the College of Letters, Arts and Social Sciences, Dr. Ivan Misner and Beth Misner |
Dr. Misner spoke to the graduates about the many definitions for "success." He said that there are five main characteristics of successful people:
- Passion
- Goals and Vision
- Dealing with Adversity
- Social Capital and People Skills
- Persistence and System
Congratulations and Good Luck to all of the 2006 Graduates!
The Secret is released to the world!
This ground-breaking feature length movie presentation reveals The Great Secret of the universe. It has been passed throughout the ages, traveling through centuries... to reach you.
This is The Secret to everything - the secret to unlimited joy, health, money, relationships, love, youth: everything you have ever wanted.
In this astonishing program are all the resources you will ever need to understand and live The Secret. For the first time in history, the world's leading scientists, authors, and philosophers will reveal The Secret that utterly transformed the lives of every person who ever knew it... Plato, Newton, Carnegie, Beethoven, Shakespeare, Einstein.
Now you will know The Secret. And it could change your life forever.
Ivan Misner has been interviewed and will be one of The Secret's "teachers" in one of the upcoming sequels. Dr. Misner's segment will talk about The Secret in the context of business networking.
We will keep SuccessNet readers informed of how and when they can view Dr. Misner's segment. Until then, visit www.TheSecret.tv to learn how you can begin to bring success into your life.
BNI Announces "Networking Series": 8 New Books by Dr. Misner
BNI is pleased to announce that Dr. Ivan Misner has tied up a second book contract for a new series of books on networking. The second contract is for eight books over the next six years and will be published by Thomas Nelson Publishing. When combined with the Entrepreneur Press contract, ten books will be released by 2012.
The publication of these new books will provide stimulating new educational materials as well as promote and advance BNI's brand recognition well into the 21st century!
Read more
Are You "Waiting for Your Cat to Bark?"
How to structure the experience for your leads.
BNI members understand that leads are only "sold" on ideas, business, products or services once they're ready to buy. The act of "buying" is nothing more than a show of confidence that a given exchange will result in a positive experience. Like any relationship, trust and credibility must first be established—and the easiest way to establish that trust is with transparent, open dialogue that addresses the individual from their unique perspective.
Authors Bryan & Jeffrey Eisenberg, supporters of BNI, illustrate how to leverage their patent-pending Persuasion Architecture™ process to generate positive word-of-mouth, and to match the selling process to the individual's buying process. Of course, not everyone buys in the same way. The challenge, then, is to speak to a variety of personality types by focusing on what motivates them to buy. Using the Eisenbergs' methodology to bridge the communications divide between you and your leads, it is possible to plan for success in advance.
If you'd like some tips on how to find, approach, and engage better leads, Waiting for Your Cat to Bark? is a good read.
You can order the book on Amazon here.
To read more of the book Waiting for Your Cat to Bark, click here.