June 2007
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Cure the Underdeveloped Network Syndrome
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It helps to imagine your network as a bulls-eye, each concentric circle representing a different networking relationship:
Accidents
Accidents float outside the concentric circles. You're in seat 14A. Next to you, in 14B, is an Accident. An Accident is a person you'll never see again, unless you make it happen: exchange contact information and get back in touch. In one study, 27 percent of people developed a relationship with someone they met on an airplane. But it's not smart to rely on meeting people by chance.
Acquaintances
Inside the outermost circle, imagine the word Acquaintance. An Acquaintance is a person you could find again if you had to because you know someone in common. Think of the architect you met at your cousin's daughter's wedding. You won't run into him in the normal course of your life. Remember your Acquaintances when you want to diversify your network. Cultivating an Acquaintance will bring you in touch with people whom you don't normally have contact.
Associates
Inside the next circle, imagine the word Associate. An Associate is a person who belongs to a group to which you belong. That means, you'll see him/her repeatedly.
We believe it takes six to eight meetings before two people know and trust each other enough to go to bat for each other. Associates, whom you'll see again and again, are your easiest contacts to develop. However (and this is one of the biggest mistakes networkers make), if you don't develop these relationships, you will remain only co-members of a group. You won't act as resources for each other. Actors
Once you have acted by exchanging something of value—a tip, a resource, some information—you convert Associates into Actors. Actors are people with whom you are actively trading. When you give first, you plug into the basis for strong networking relationships: The Reciprocity Principle. It goes like this. If you give somebody something, he will try to give you something back. Two-way swaps are the meat and potatoes of networking.
Advocates
But there are ways to make relationships even more relevant. When that happens, you and your contact will be able to help each other even more. Advocates (inside the next circle) know you so well and trust you so completely that, when they see an opportunity with your name on it, they'll grab it and give it to you. Because you've taught them so much about yourself, they'll unhesitatingly pass your name along to others. Advocates can give vivid examples of you in action, serving a client, saving the day, or solving a problem.
Allies
Finally, in the center circle, you'll have a few Allies. Allies are on your personal board of directors. They know where you're headed and will do all they can to help you reach your goals. They will actually seek out opportunities for you. And you'll do the same for them. They'll celebrate with you when things go well, as well as commiserate with you—and even tell you the truth—when things go wrong.
Take a minute to think about your networking contacts. Draw the bulls-eye and decide which "A" best describes each of your contacts. Then you'll be able to determine what your next step could be with each person. If you want to move from Actor to Advocate with a contact, for example, tell stories so your contact will be able to describe your capabilities to others. Ask for stories from your contact so you can reciprocate.
Using this model will help you create a fully developed network and help you make networking an art, not an accident.
Anne Baber and Lynne Waymon are co-founders of Contacts Count and co-authors of 5 books on networking and career management. Visit them at www.ContactsCount.com.
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Networking Resonance
Focus on what is working rather than what's not.
When I ask BNI audiences whether BNI is working for them, I almost always hear a resounding "YES!" But sometimes, someone from the audience will say, "No, it's not working for me." When this happens, I ask the audience to name one thing—just one thing—that is working for them.
One of the first answers is almost always about getting referrals. Yes, many people get referrals, and that is to be expected in a referral organization; however, many of the other answers have nothing to do with referrals. In fact, they initially surprised me when I started asking the question.
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They include comments like these:
- "I've developed friendships that will last a lifetime."
- "I get a real education about many businesses."
- "I've improved my presentation skills immensely."
- "I've gained mentors and advisors who help me in business."
- "I have a cadre of quality business people I can refer to my clients."
- "I've increased my contacts."
- "I've overcome my shyness."
- "I've developed some great professional relationships."
- "I've improved my business skills."
- "I've become a better listener."
- "I've developed better referral marketing goals."
Networking resonance is all about people working together effectively. Thus, when you focus on what is working, you focus on solutions—or resonance. When you focus on what is not working, you focus on problems—or dissonance.
With more than two decades of experience in BNI, I've found that those members who focus on solutions and not problems are almost always part of a more successful group. This is because a solutions-focus is a resonant process in social interaction. It creates harmony in performance.
This harmony works best when members focus on incremental steps that relate to improving elements of a group that are working, instead of focusing on problems. We know that what you focus on expands; therefore, focusing on the positive in your chapter creates more positive results! Resonance is about focusing on what "is working." It's about identifying what is pointing the chapter in the right direction and doing more of it!
We 've probably all seen the hilarious clips on various funny video shows where young children just learning to ride a two-wheeled bicycle inevitably collide with the mailbox, a tree, a car in the driveway, or even the person doing the filming! Why do you think this is? It's because they are focusing on the obstacle in their path, not on the goal.
What is your chapter's goal? Focusing on that goal can help you bypass some of the perceived obstacles. Simply stop focusing on the obstacles.
Every BNI group I've ever observed, no matter how small or how many problems they had, were doing some things right. Focusing on what they are doing right and improving those areas is the start of creating resonance in a group. This means that sometimes the art of creating networking resonance is knowing what to overlook. Focus on what is working and not on what isn't.
Based on results, something is working in BNI. The organization now has over 4,700 groups in more than three dozen countries around the world. Last year, the organization passed over 4.9 million referrals, which generated over $1.9 billion in business for our members worldwide (based on two doctoral studies).
So here are some points for your chapter to consider in order to have a "solutions focus":
- Take incremental steps to build toward the solution.
- Don't fix what isn't broken.
- Find what works and do more of it!
- Spot useful qualities and resources in action.
- Focus on incremental steps. Be selective.
Called the father of modern networking by CNN, Dr. Ivan Misner is the Founder of BNI and the senior partner for the Referral Institute. He has written nine books, including his recently released New York Times best seller Truth or Delusion? Busting Networking's Biggest Myths.
BNI in the News
New TV Series Launches
Dr. Ivan Misner joins Skype, Google, iStockphoto, and other leading brands for new TV series.
Following the successful release of two online TV shows in 2006, Dr. Ivan Misner has now announced a full series of networking themed TV shows over the next 12 months. The shows will appear monthly on the new online TV channel, yourBusinessChannel, and will provide business people and entrepreneurs with his latest networking and word of mouth tips, fast—in a TV format.
Dr. Misner joins other global experts on the channel including Skype, Google, iStockphoto, PricewaterhouseCoopers, and MRINetwork. Shows are available for free and can be downloaded at any time. A release date for the initial show will be announced within the next couple of weeks at yourBusinessChannel. Registration for the channel is free and ensures you will be notified when Dr. Misner's shows are available.
Visit online
Ivan Misner on "Life, Business, & Money with Steven Kay"
On April 2, 2007, Dr. Misner was the featured speaker in the High Achiever's Network lecture series at the Hyatt Regency Downtown in Houston, Texas. Earlier in the day, Dr. Misner was featured in several radio interviews on Houston Business Radio, including one hosted by BNI Houston West Region Assistant Director, Steven Kay.
Go here to listen to Steven Kay's intervew with Dr. Misner.
BNI on KNX RadioIvan Misner participated in a live radio interview on KNX in Pasadena at the Small Business Success Conference in May. Dr. Misner also spoke to members from several Pasadena area chapters and then attended the conference.
Networking for Success
BNI of North Alabama was recently featured in The Huntsville Times. The article listed Meaghan L. Williams as executive director, included BNI's company history, and profiled the Givers Gain philosophy.
Read this article
Networking Group Emphasizes Action Over Talk
Businesses trying to get word of their services to other businesses that could use them often use networking opportunities whenever they can.
All too often, however, these opportunities—which are many times at dinners or other social functions—tend to be heavy on small talk and chit-chat and light on actual networking.
But members of two BNI groups in Tyler say they have found a model that keeps the business aimed at generating new business through a social but agenda-driven function.
Read this article
Small Firms Are Looking to Networking Groups
Small and medium-sized enterprises often find it hard to make a name for themselves and to secure new and bigger clients. Business-networking organizations, therefore, aim to help companies win new contracts and boost sales.
"It is all based on reciprocal terms. I help you, then you help me," says Grzegorz Turniak, president of BNI Polska, the Polish subsidiary of American firm BNI, the world's largest business-networking organization.
BNI Polska started operating last April and has already established nine regional groups. There are five groups in Warsaw, while Bydgoszcz and Kraków both have one group each. Two other groups will start in May.
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4 Secrets of Chapter Growth
The not-so-mysterious reasons why the Professional Connections Chapter doubled.
Twelve months and 26 members ago, our leadership team made a commitment to double our membership ranks by December 2006. Our plan was specific and measurable, and as a result, we achieved and even surpassed our target goal of 52 members. While some chapter outsiders marveled at our accomplishment, our secrets are simple and few.
Secret Number 1: Make Your Meetings Fun and Purposeful
While our president strictly follows BNI's meeting agenda, we enjoy light-hearted moments and laughter during our 90 minutes together every Wednesday morning. Guests typically comment, "Your meetings are so high energy. What a positive way to start the day!"
Try these suggestions to pep up your meetings. During your Sales Manager's Minute, encourage members to recite—in unison—part of a member's memory hook. For example, our financial planner's memory hook is "Friends Don't Let Friends Retire Broke." Our financial planner cues the audience with "Friends Don't Let Friends … " and, the audience recites in unison, "Retire Broke!"
No one falls asleep or fiddles with their PDA in our meetings when 56 people shout "Retire Broke!"
Our meeting timer rings a bell to remind talkative members or guests to finish up. Our Membership Report along with our Network Reality Check are delivered in two minutes. Our 10-minute Sales Presentations finish on time. We begin promptly at 7:30 am and end at 8:55 am—sharp. Our weekly referrals given average is 65-80, dance cards average is 80-90, and visitors average is 5-8.
We have fun, without losing sight of our meeting purpose: to exchange timely, meaningful referrals between non-competing professionals.
Secret Number 2: Invite Membership Prospects Who are Compatible with Your Existing Membership
Implement "Power Teams" in which member categories form referral alliances. These aren't loose cliques, but seriously committed teams of 5-6 trusting professionals who sincerely care for and actively demonstrate commitment to each other weekly.
For example, we recently recruited a business broker to compliment our Professional Services Power Team. What happens when a business changes hands? The new owner may need a new CPA, payroll processing service, telephone system, website re-design, computer system, software upgrade, and marketing consultant to increase market share and/or re-train the sales force.
The morning after that business broker-guest attended our meeting he hand-delivered his completed application with payment to my office because he instantly saw the exponential referral potential of our Professional Services Power Team members!
Secret Number 3: Communicate Often and Openly with Your Director and Members
Keep your assigned advisors in your communications loop. Follow their advice and don't change the system BNI perfected and duplicated at 4,600 chapters worldwide! PRACTICE THE RULE: Run Your Chapter Like a Business.
If an employee is absent or late three times, take action before others presume they can take the same liberties. So it is with member attendance. They receive a letter with a notice of probationary status plus a warning not to miss the fourth within six months.
Our Mentor Coordinator assembled and trained seven mentors who were each assigned 5-7 new members so no one falls through the cracks. Recently, we appointed a Power Teams Coordinator to implement and manage this essential activity within our growing ranks. Everyone is accountable: from the Leadership Team to each of our mentors to each Power Team Captain and our newest members.
Secret Number 4: Focus on Learning & Growing!
Everyone, from our original charter members to our newest members, is excited about our growth and our potential to become more effective and efficient givers and gainers.
From the new Advanced MSP Training Programs, which empowers our members to move to the next level of referral competence, to our weekly sharing of new ideas and concepts between members, the BNI philosophy is alive and well at Professional Connections!
My BNI Story
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As someone who has spent my life traveling around the world, I thought traveling to a new region would be a piece of cake. Then I began the preparations for my adventure to the United Arab Emirates.
After booking tickets for our BSI® Business Services International Germany team (comprised of the Missing Link Brand Engineers and BSI® Business Services International), I set about the task of finding a hotel that would be centrally located to our meetings in Dubai and Abu Dhabi. I quickly found out that Dubai is set up differently than most of the countries I've visited—and outside of the immediate city centers, it's difficult to find a city plan that is up-to-date.
My business partner reminded me that I'd contacted BNI Middle East National Director Bijay Shah to inform him of our impending trip. He or another BNI member would surely have a contact that could help us locate hotels, rental cars, and regional phones.
I pulled out the BNI members list that our partners, Business Services International, had received from Sabine Poolke, ex-chapter director for the BNI Early Bird Chapter in Dubai. As a native German, she was excited to hear that a German contingent would visit Dubai, and recommended that I contact her chapter colleagues for help. Within 24 hours, her contacts had arranged not only hotel and rental cars, but a driver for the week!
Once in Dubai, we were greeted so warmly by the three chapters we visited (BNI Early Bird Chapter, BNI Falcon Chapter, BNI Business Eagles Chapter), that we hardly wanted to leave. I would like to thank a few members: Yohannes Mezenghe from Swissflora, who gave us a referral to the largest sporting event company in the UAE, and Nick Pearson from Pearson Consulting, who put us in contact with a customer we've been seeking for three years—one of the most prestigious airlines in the world! We hope to visit again in the near future to sign a contract.
Thank you to all three chapters! It was a testament to BNI's philosophy of Givers Gain that BNI guests from another part of the globe are welcomed and given referrals, too.
Submitted by Tanya Carter, BNI Munich Germany, www.tmlbe.com
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I am a distributor with Shaklee Corporation, and we recently opened in Taipei. Ten other Shaklee businesswomen joined me on this trip to attend the grand opening. Gary Chang, the president of BNI Flagship Taiwan, welcomed my visit and provided an interpreter. The group had approximately 25 members, and I was able to give a referral to a Taiwan member. Three of the Taiwan BNI members attended the Shaklee grand opening. Additionally, I set up an interview for a BNI Taiwan member with the Shaklee Corporation.
The interpreter, a fellow BNI member who is an English professor at the University of Taiwan, invited us to an English club meeting the next day at the university. The English professor is now a client of mine. Another club member is working with my associate, and we gave a few referrals to the English professor.
Because of my visit to Taiwan BNI, I was able to get into a very special gathering at the Taiwan Bar Association in NYC. My associate and I went, and we both have two contacts who we will be working with. And the business associate I brought to the BNI Taiwan meeting joined as a BNI member in NJ.
Submitted by Jaclyn Rothenberg, Trumbull Quest Chapter, Trumbull, CT
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Why would a small private college join an international business networking organization? The answer can be summed up in one word: opportunity.
In 2001, King College launched its first venture into adult education with the announcement of its Master of Business Administration program. I was selected to begin recruiting for the MBA and, later, two bachelor's level degree completion programs. I was also looking for a way to communicate our new programs to the business community in the most time- and cost-effective way possible. A creative alumnus sent me an invitation to a Visitors Day for the Bristol's Best Chapter of BNI. I seized the opportunity.
I attended the meeting and learned about the outstanding system that BNI offers to companies. When I joined, I entered with the initial intent to recruit students. Quickly, it became evident that I would not be raking in referrals each week. But by teaching my fellow networkers what I was looking for in contacts, I began to receive warm introductions into the local business community. That led to students.
Each semester, we gain students through direct referrals from BNI members (and in some cases BNI members themselves) and through the business contacts generated through the weekly meetings. Since our inception in 2001, the Graduate and Professional Studies programs have grown by more than 3300% due in part to the networks that were built through BNI.
Thank you, BNI, for helping us to become the fastest growing school in Tennessee. That is why business networking gets an A+ in my book.
Submitted by Micah R. Crews, King College Assistant Director of Recruitment for Graduate & Professional Studies
The Benefits of Reading SuccessNet!
In March's My BNI Story, I read about Karen Schmedeke, a partner in a web design/creative services firm called DezignMatters Creative Group, Inc.
I contacted her to see what type of creative services her firm offered. I was impressed with what she offered, and we clicked. Now we will be working together, and I already have a client for her.
The following transactions are a result of reading SuccessNet:
1. I've referred Dezign Matters to On Point Printing, the printer in my chapter. Now On Point Printing is quoting a job for Dezign Matters!
2. Dezign Matters is adding a page to their website featuring ad specialty/promotional items. My company, Free Advertising, Inc, will handle any orders placed with Dezign Matters for these items.
3. I plan to run a promo piece to let my existing and potential clients know that my company, Free Advertising, Inc., is celebrating its 20th year of business. Based on my association with On Point Printing and Dezign Matters, I'm going to offer printed material and web design—and those orders will be passed along to them.
4. On Point Printing plans to produce a promo piece letting its current and potential client base know that they now offer ad specialty/promotional items, which will be handled by my company.
I'm wondering where this will all end! One day the network may become a powerful advertising agency, with roots in BNI.
Submitted by Miriam Burrows, Free Advertising, Inc.
www.freeadinc.com
Building Relationships Between Chapters
When you're a BNI member, your network spans beyond your own chapter. Mark Pipich, a member of the BNI Manassas Chapter, called me last week with two referrals—one for renters insurance and another for commercial insurance. He found me on the BNI website. This is more evidence of how BNI members work together to help each other build their businesses. It also shows the importance of building relationships not only with members in your chapter but also with other chapters.
Al Freeman III, Allstate Insurance, President of BNI Greenbelt Thursday Breakfast Chapter
Submitted by Jerry Schwartz, BNI Executive Director Maryland & D.C.
A Referral Deal
I work for Dansikring Direct (known worldwide as Securitas AB), selling security systems for stores, offices, and other businesses. A year ago, I met a salesman for the largest insurance company in Denmark. We made a deal: Every time he gave me a referral that led to a sale, I would give him a very good bottle of wine. He liked the wine so much that over the next three weeks, I received three referrals from him. Those turned into three more contracts.
I had to buy more wine! I went to the wine store in Copenhagen and bought 24 bottles of very good wine. With all the bottles in tote, I went to see the salesman at his office and gave him five of them. Then, I took a chance. I placed a wine bottle and a company card on each of the other employees' desks.
After some time (probably after they tasted the wine), I was provided with more referrals—more than I could ever imagine. Now, I'm buying 20 bottles of wine each month, and still getting referred to others in the same insurance company.
I learned that you might get a referral because you give something of significance to a potential referral source. If you close a contract and the customer is pleased with your service, go back to where you got the referral. If that happens every time, you will continue to receive referrals from that person as well as from others in the same company, friends of his, or others in his community.
Submitted by Thomas Gervig, Sikringskonsulent
The Value of a Substitute
Karen Russell, senior branch manager of NatWest Bank and founding member of the Tonbridge Chapter in Kent, England, arranged for a substitute to attend a meeting on her behalf.
During the 60-second presentations, I said, "A good referral for me would be a company requiring a monthly magazine." Karen's substitute, Trevor, passed me a referral that introduced me to the editor of a magazine. He turned out to be my own bank manager of five years!
Until he attended the BNI meeting as a substitute, my bank manager had no idea that he had two clients who could and should be doing business together!
This referral led to an ongoing monthly contract for the magazine, and, a couple of years later, all the marketing material for the client. The size of the referral necessitated my reluctant resignation as an assistant director for BNI.
Cumulatively, the value of that initial referral has resulted in over 770,000 euro, a figure that continues to grow yearly!
The lessons I learned from that meeting are following:
• Get a substitute … please!
• Be specific.
• Cultivate relationships and trust, which lead to 3rd-party referrals.
Finally, by way of an observation, the editor of the magazine, the printer, and my own company all still bank with NatWest. Givers do gain!
Submitted by Mark Keatley-Palmer, Founder Member, Tonbridge Chapter, Kent, England
New Business Built with BNI Support
I am currently planning to launch a new business, and, thanks to BNI, the last thing I am worried about is how to promote it. BNI will be the perfect vehicle. Interestingly, without exception, every person who is helping me develop the business (and there are many) is either a BNI member or someone I have met at BNI—no exceptions.
Submitted by Roger Hick, RhD Office Limited
Breaking News
But I'm a Baby Boomer … What's the BNI Podcast?!It's free, easy, and a networking must-have.
By now, we've all heard about the exciting new BNI Podcast that debuted in early April 2007. It has revolutionized communication within BNI. Now Dr. Misner can speak directly to BNI members worldwide through podcast episodes, which can be accessed for free!
But some of us when we hear the word "podcast" still envision something of great mystery and complexity—technology more suitable on alien spacecraft than on our home computer. But by understanding the facts and basic-how-to instructions, you will see how user-friendly BNI Podcasts are—and why you can't afford to miss out on this rich educational tool.
What is a podcast?
A podcast is a collection of files (in this case, audio files) that can be accessed by the simple press of a button on the website where they are listed. You can download and save each podcast as a file on any computer (for free, in the case of BNI Podcasts). You can also subscribe to a BNI Podcast, free of charge, which means each time a new episode becomes available it will automatically download to your computer. You don't have to do anything. Since podcasts are all pre-recorded, you can listen to them whenever you want!
Still confused? Click on this link for a guided demonstration: Learn How to Play a Podcast, Subscribe, and Download Free
Why was the BNI Podcast created?
BNI has over 4,700 chapters in 37 countries, which makes communication within the organization a bit of a challenge at times. Podcasts flatten the communication hierarchy, making it possible for Dr. Misner to speak directly to members about how to make the most of their BNI participation. The podcasts give each and every BNI member worldwide a weekly 10-minute session with the "Father of Modern Networking." Members also have the opportunity to communicate directly with Dr. Misner by posting comments and questions on the BNI Podcast Site's blog, which Dr. Misner checks on a regular basis.
Though some podcasts are informative and some feature guests, the majority of podcasts are educational. They are an absolute must-listen-to for Education Coordinators and Leadership Teams.
Dr. Misner wants to hear from YOU!
Is there a topic that you think would be great to address in a podcast? Send it in! Dr. Misner will be bringing on guests—directors and members alike—who have great ideas they want to share. It could very well be you! Please send any story, topic, or idea that you think would make for a great podcast to Erin Mellinger, Communications Coordinator (erin@bni.com). Though it won't be possible to use every topic that is submitted, all submissions are appreciated and encouraged.
Submitted by Erin Mellinger, Communications Coordinator, BNI Headquarters
BNI Podcast a Hit!
The Official BNI Podcast was launched in April, 2007. Already BNI members are singing its praises. To listen to past topics and sign up to receive future podcasts, go to www.bnipodcast.com.
Here are a few of the comments received to date:
I am the Education Coordinator for our chapter. I am very excited about sharing this info with my chapter. Today, in my chapter, I am going to encourage them to take a look at the podcast. Currently they are only seeing the tip of the iceberg of BNI, and by going on the podcast, they are going to see the bigger picture.
—Linda Campana
I'm a founding member and currently vice president of the three-year old BNI Referral Links Chapter in SW Florida, USA. I will be sending all of my members info on the Official BNI Podcast Feed so they can subscribe. I think it's great!!
—Blanca Contreras
I give the BNI Podcast 5 Stars. It's about time! Full of important information and not overly long … just what the Dr. (Misner) ordered!
—Dan Portnoy
Five stars! The BNI Podcast is a great addition to the BNI culture. As BNI training changes its focus to newer things, this podcast is helping BNI members to remember how to "stick to the basics." I'm looking forward to listening to future episodes!
—Brian, Springfield Business Forum Member
The Boca Raton Business Exchange chapter has included a link to www.bnipodcast.com on their chapter blogspot. This is a great example of what chapters can do to support new BNI initiatives!
BNI Bikers Unite
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Attention BNI bikers: I need your feedback regarding participation in an event.
I plan to ride with a group of riders from the East Coast (Washington DC area) to the West Coast (BNI HQ) and raise money for cancer research.
Each rider will commit to raise some money for that charity. They can be sponsored by their chapter, region, or state, etc.
Besides enjoying the freedom of the road and beautiful scenery, we will stop at the states we are crossing and hold networking events. Bikers from each state can join us at the border and accompany us through the state. They, too, must commit to raise a minimum amount of money, which can be sponsored by their chapter.
Besides the core group of riders I need volunteers in each state to help coordinate the ride, PR, and other events. At this stage I have not finalized the route, so any suggestions or solicitations for cooperation and support will be welcomed.
I am trying to solicit a Harley Davidson bike, which would be raffled at the end of the trip. The funds raised will also go to the charity. If anyone has access to the Harley PR people or any other motorcycle manufacturers, I need your help.
If you are interested in being involved in this event in any way, please contact Sam Schwartz at sam@bni.com and put BNI Biker in the subject line.
Submitted by Sam Schwartz, Executive Director, BNI Northern Virginia National Director, BNI-Israel, BNI-Hungary, BNI-Romania, BNI-Bulgaria
www.bninova.com, www.bni.co.il, www.bni-romania.com
Big Answers for Small Business
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At last, there's a free resource you can turn to when you have more small business questions than answers. Search AskJim.biz for small business knowledge you can trust—it's designed specifically for entrepreneurs like you. Check it out! The AskJim.biz experts like Dr. Ivan Misner are ready to give you the maximum opportunity for success.