March 2007
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Building Your Networking Community
Why your success depends on the relationships you build.
"I am a rock, I am an island": These lyrics are from Simon and Garfunkel's 1967 song, "I Am A Rock." Paul Simon wrote the song while he was "finding himself" in London, but I'll wager he would now agree that success in life can't be found if you isolate yourself. So how do you make sure you don't become an island? Build community.Think about that word—community. Webster says community is "a unified body of individuals." Now let's take it to the next level by making it possessive, like this: my community. This is the community of people who know, support, and depend on you, wherever they may be.
And here's a pivotal thought: in "my community," you're the unifying force. There is great power in recognizing and exercising the unifying influence you have in your community. Leveraging your community is an effective way to carve out a niche in the marketplace. Being able to create and "unify" a community that is available to you—and you to it—is essential to success as a small business owner.
In Masters Of Networking, co-authored by my friend and member of my Brain Trust community, Ivan Misner, I found this: "Successful people do not achieve their success on their own; instead, they surround themselves with a well-developed, sophisticated support network."
Dave Longaberger, who turned his father's basket weaving hobby into a billion dollar a year business, said it this way: "Your success will ultimately depend on the relationships you build with people."
Like I said, it all has to do with community.
How to Create Community
So, how do you create your community? By implementing what I call the "New Leverage Model For Entrepreneurs in the 21st Century," which is comprised of three levers: networking, strategic alliances, and technology.
The chicken or the egg?
In terms of your personal penetration of the marketplace, the egg (networking) comes first, followed by the chicken (results). When done well, networking produces various and numerous results: a customer, a friend, a partner, a center-of-influence, and/or an acquaintance.
Build something.
A carpenter's hammer and saw aren't productive unless he builds something. Networking is a tool that is not productive unless you consciously strengthen your community. You use a hammer and saw to build a house, and you use networking to move, build, unify, and influence your community.
Master networkers use resources.
There are resources you can use to find out how to network. Ivan Misner has written many books on this subject. Understanding and practicing the tips, techniques, protocol, and ethics of networking will allow you to become what Ivan calls a "Master Networker."
But a Master Networker without an awareness of and goal toward building a community, is like what Texans call an urban cowboy, "all hat and no cattle." If you're networking without an awareness of building your community, you're wasting a lot of people's time, including your own.
Start building.
If you've been in the marketplace for a while, conduct a census of your community. Assemble their names, numbers, etc., into a manageable form. See if you can identify any interesting characteristics about the profile of your community:
- Is everyone an old friend?
- How many new members are there?
- How many live outside of your geographic community?
- Are any virtual members?
- How many see you as an influential resource?
- How many do you see as an influential resource?
Write this on a rock … Master carpenters build houses. Master Networkers build communities. Get off of your island and start building "your community."
Jim Blasingame is the award-winning host of the nationally syndicated radio show, The Small Business Advocate, which is also simulcast on the Internet: www.smallbusinessadvocate.com. Jim is the author of Small Business is Like a Bunch of Bananas and Three Minutes to Success. He conducts over 1,000 live interviews with members of his "Brain Trust" every year, of which Ivan Misner has been a member since 1999.
Jim Blasingame is also the founder of the world's first and only small business knowledgebase, www.AskJim.biz, which aggregates the knowledge of hundreds of experts and makes that brain power available in short answers to small business questions. Dr. Ivan Misner is Jim's lead networking expert.
Across the Globe - North America
CanadaINW - Networking Masters TeleSummit
BNI Saskatchewan (Canada) is pleased to announce successful completion of their inaugural Networking Masters TeleSummit, held February 8-9, 2007, in conjunction with International Networking Week™. The event featured 16 hours of high impact educational presentations from 17 Networking Masters.
See this year's expert line-up, access this year's audio recordings, and view pre-registration information for 2008 at www.networkingmasterstelesummit.com.
Submitted by Steve Bell, Executive Director, BNI Saskatchewan
United StatesINW – San Antonio
The Friday before International Networking Week™, the daily newspaper in San
Antonio, TX, the San Antonio Express-News, ran a feature article on BNI. The article in the print edition appeared on the front page of the Business Section above the fold and was about 40 column inches in length.
Read the article.
In addition, San Antonio Mayor Phil Hardberger signed an official proclamation designating February 5-9 as International Networking Week™.
Read the proclamation.
All San Antonio Area chapters featured a special event for INW. Most held a "Bring Your Best Client to BNI" day on their meeting day that week, and the 10-minute presentation was given by one of the chapter's Power Teams.
Submitted by Susan DeLoren, BNI Executive Director
United States
INW - Wisconsin
Our goal in Northern Wisconsin through INW was to host an introductory
networking night, so we invited business professionals from an 11-county area where our BNI chapters and core groups are prevalent. The event was organized in conjunction with an area B2B magazine and featured an excellent speaker and 35 booths. It was a great way to introduce BNI to many people who were not previously aware of the organization.We had over 200 attend the event, with 157 of them non-BNI members. Consequently, all the chapters in the Eau Claire area are following up with the guests through a series of Visitors Days in February and March. We gained significant PR through planning the event, including two magazine articles, a television interview, and a front-page feature in the business section of the local paper.
To read this article, click here and here.
The response was phenomenal, and due to the excitement we created, we have two more Networking Nights planned for May and September.
Submitted by Craig Campana, BNI Wisconsin North
INW - Northern Nevada
BNI Northern Nevada hosted a morning event in honor of International Networking Week™ on February 7, 2007 at the Peppermill Hotel. BNI members, along with chamber members and members of the other networking organizations, attended. In all, 235 people came together to enjoy a great presentation and have an opportunity to network with each other. Dawn Lyons, South West District Director, was our special guest. |
| Presenters Mike Macedonio and Bob Belknap |
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.
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.
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!
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Two huge screens highlighted the logo of the major sponsor, Loucar Investments, as well as the other sponsors. BNI table displays were more creative than ever, and there was a lively buzz as people connected with each other. Table seating had been planned so competitors were not sitting with each other, and so new contacts could be made.
Prince Sifiso Zulu, Vice Chairman of the World Chamber of Commerce and Industry, addressed the delegates, emphasizing the importance of influence. People listened attentively to Dr. Misner's message and appreciated hearing about VCR—Visibility, Credibility, and Profitability. Les Welch, the 2006 National BNI member of the Year spoke about BNI and members from other networking organizations spoke about their programmes and confirmed the need for solidarity amongst all networking groups. Professor Bonke Dumisa, CEO of the Durban Chamber of Commerce and Industry, rounded up the formal proceedings; then the networking began.
Eight wonderful prizes were donated and our lucky draws were scattered throughout the morning. We were fortunate to have the SABC present, and radio interviews took place after the breakfast.
With the help of our sponsors and a great organizing team, the inaugural International Networking Day exploded its way into the business sector of Durban.
Submitted by Yvonne Duke & Wendy Wixley, Joint Executive Directors, KZN 1 & 2, South Africa
INW - East London
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| National Director Mike Levin and BNI Biz Exchange Chapter President Derek Myburg |
Submitted by Butch Coetzee, Regional Director, BNI East London
Elsewhere in South Africa …
In Cape Town we divided the suburbs and have had three meetings. The Southern Suburbs went off very well. One visitor arrived as a result of surfing the net. Other visitors were impressed, and I believe we will see more of them. Members were pleased to discover how much exciting talent abounds in other chapters, and if nothing else we are all stepping out of the box in future. The whole event has been extremely beneficial.
Submitted by Butch Coetzee, Regional Director, BNI East London
IsraelInternational Networking Week™ in Israel: A Success
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Nearly 500 people from diverse backgrounds and organizations dedicated six hours of their time to participate in a networking conference. They came from far and wide to learn different methods and fresh ideas about networking. They also came to make new business connections.
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| Sam Schwartz presents The 10 Commandments of Networking |
In the beginning of the event the participants were asked for their opinions regarding the five myths of networking, which were taken from Dr. Ivan Misner's latest book, Truth or Delusion. At the end of the event, ten copies of the book were given as door prizes.
Following the lecture and workshops, the participants were asked to move to a big dinning room. The seating was designated in advance to ensure a good mix of the participants. The event ended with a delicious working lunch, where participants had an opportunity to practice the theories they had learned in the earlier session.
So, how can one define INW success? Great attendance, great speakers, great networking activities, and delicious delights.
Submitted by Sam Schwartz, Co-National Director, BNI - Israel
United Arab EmiratesBNI Dubai Enjoys Big Breakfast—with Big Numbers
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- All 4 chapters got together – total of 75 members attended – 100% attendance!
- Invite your best client/supplier meeting stimulant used.
- 50 visitors were invited.
- 135 attended the breakfast.
- 20 members presented with 1-year membership ribbons.
- All 50 visitors were introduced by their member host and the 60 Second Introductions focused on the value of their relationships.
- The Chapter Directors of each chapter also had 60-second slots to introduce their respective chapters and entice visitors to attend their chapter breakfast meetings; as a result, 2 new core groups have sprung up for BNI Dubai.
INW Lunch - Dubai
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The tickets sold out well in advance, and 225 business professionals described it as one of the best networking events yet to have happened in Dubai.
BNI members also were encouraged and given the opportunity to book tables of ten, whereby they could brand their table. Nine members took this opportunity, and this is what one of the invitees had to share with one of the members:
"I left the function motivated, and have already used what I learned. I am convinced that it is very effective and will be beneficial to my organization."
The highlight of the event was Dr, Misner's video. Other speakers included Lou Scotto, GM of Emirates Bank (one of the largest local Banks), and Bob Farrow, GM of Hertz Car Rental.
The event sponsors donated grand prizes, which included two Virgin Atlantic Airways Tickets, Hertz Car Rental Vouchers, and Hot Air Balloon Safaris from Blue Banana.
International Networking Day 2007 has not only raised awareness of business networking amongst the local business community but also raised BNI's profile in the Middle East as THE networking organization to look out for!
Submitted by Bijay Rajnikantt Shah, National Director - BNI Middle East
Across the Globe - Australia/Asia
AustraliaSydney's First International Networking Day Event
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| Peter Papagianakis from BNI Long Island with speaker Candy Tymson |
Over 75 people attended a luncheon addressed by Australia's leading gender communications specialist, Candy Tymson, who discussed the notion "Are Women Better Networkers than Men?"
One of the guests was business lawyer Peter Papagianakis from BNI Long Island, New York, who flew in to hear the address with the hope that he would get some ideas on how to boost the number of women members in his chapter.
Another long distance traveler, Elzette Bester, a graphic designer from BNI Essendon Chapter Melbourne, made many creative connections during the luncheon.
A summary of Candy's address (with the answer as to who are, in fact, the better networkers) is available from Sydney Inner West Executive Director Tony Benner at tonyb@bni.com.au.
Shopping and Networking Share Common Grounds
25 members from Sydney Inner West region joined their directors in operating a BNI Information Booth at the huge Rhodes Shopping Centre with Sydney's only Ikea store.Over the next few weeks, chapters in the region will be welcoming many of the people introduced to BNI at the International Networking Day Luncheon and the Information Booth event, and from newspaper publicity.
Submitted by Tony Benner, BNI Executive Director – Sydney Inner West
IndiaINW - India Big Breakfast
The BNI Big Breakfast was a watershed event for BNI India! Nearly 200 members and invited VIP guests were in attendance.There was an air of excitement, with practically all members arriving by 7:15 a.m. Members turned up with a stack of their own cards and left with a pile of new cards.
Everyone got a real glimpse of BNI. Often when we attend our weekly BNI chapter meetings we forget that we are part of something much bigger!
The BNI India figures are a testament that networking works. Since our inception we have passed:
- 10,119 referrals.
- Generated Rs12.28 crores of business (including Rs 1.04 crores worth of money slips handed in at the meeting).
- This equates to each seat being valued at over Rs 7,00,000.
The VIP visitors were thrilled by members' professionalism and warmth. As one visitor commented, this meeting had a warmth and camaraderie unlike any other meeting or conference he had attended in 25 years.
Submitted by Niiraj R Shah, National Director, BNI - India
SingaporeINW - Singapore Big Breakfasts
BNI Singapore held its Big Breakfasts on February 6, 2007 at four different locations with a total turnout of 560 business people.Two new chapters were also launched in two different locations on that day - BNI Raffles Chapter and BNI Rhapsody Chapter. Welcome to the BNI family!
Submitted by Sim Chow Boon, National Director, BNI - Singapore
From the Founder
Touch-point Networking
6 effective follow-up techniques.
Good networking is about building relationships. And the people who you know and trust will most likely repeatedly refer you. This means you must build and maintain their trust.That's why "touch points" are critical to the networking process. Touch points relate to the occasions in which you "touch" one of your clients, potential clients, and/or referral partners. Touch points are communication mechanisms, such as a phone call, email, newsletter, correspondence, personal meeting, greeting card, etc.
When asked about how to effectively follow-up with someone, I say the best one is the one you'll actually use! The key is to establish a system that works for you and that you'll consistently follow through with. If you have a great system, but don't use it, you might as well have no system at all. And in networking, not following up is not an option.
Here are the top six techniques I recommend. Your homework is to determine which of these methods works for you (or some other one)—and then implement it.
1. The Internet.
Harness the Internet to effectively conduct follow up; however, beware that it sometimes seems impersonal. It is great for quick communication, because of its immediate nature, but I discourage relying on email for in-depth communication or complex problems.
When you abuse Internet communication, you might become viewed as just another spammer. Make sure your emails are personal and give your connection an opportunity to communicate with you in return.
You might also consider an online newsletter (an eZine). An eZine allows you to include your clients and contacts in the content of the newsletter. In this way, you are consciously farming this relationship by giving them visibility in your scope of business.
Be conscientious when using Instant Messenger or other types of instant "chat" features, because many of your contacts are busy when they are online and won't always welcome a note every time you see they are online.
2. Conferences and special events.
When you get to know your clients and referral partners, you should take note of what you have in common. As you see events advertised that would be of mutual interest, invite these individuals to attend as your guest; this provides another opportunity to continue growing your relationships.
While you are at these events, build in some one-to-one time with your guests to find out specifically how you can help them achieve goals they have set for sales, production, and referrals. As you focus on helping them achieve their goals, they will automatically reciprocate in kind. I call this the Law of Reciprocity. Events like this provide a natural opportunity to go deeper with your business relationships.
3. Handwritten correspondence.
In this day of all things online, the written note has gone by the wayside; however, people still enjoy receiving a handwritten note, especially when a small gift is enclosed, like a gift certificate, an article clipping, or something else your contact would especially value. Taking the time to handwrite a note conveys to the recipient: "You are worth the time I spent to reach out in this way to you."
If a handwritten note is not your forte, take a look at services like SendOutCards.com. This is a great service that allows you to send a personalized greeting card right from your computer. I love this idea for staying in touch with your networking partners.
4. One-to-one meetings.
The author of Never Eat Alone, Keith Ferrazzi, advocates using every meal as a touch point. The concept of breaking bread together as a relationship builder is not a new one. In ancient times, meals were an integral part of community and building relationships. Since you HAVE to have lunch, use that time to deepen a relationship with a client, potential client, or referral source. Don't forget the vital truth that building a business through referrals relies on establishing deep and lasting relationships.
5. Seasonal or special occasion gifts.
Often you will send a gift basket to your largest clients as a way to thank them for their business. Consider sending something to those with whom you have been networking over the past year or to those whom you desire to refer you more. It can be a seemingly small gesture, but can be an effective communication tool, as well. Remembering special days in these folks' lives and acknowledging them is another opportunity to come into their mind and frame of reference.
6. The power of the proximity effect.
Studies have shown that relationships are not based on similar interest but on proximity. A study revealed that most college students are friends with those with whom they share a dorm, have classes, or work. Business people tend to look for outside connections, thinking that the people whom they are around the most aren't the ones who are going to be referring them the most. You might feel that your contact sphere businesses are the ones you need to be pursuing in this referral relationship. But if you overlooked those people who are always around you, you are going to lose out on hundreds of potential touch points with people who could be your best referral sources.
Proximity is the key to cultivating deeper relationships with people who will continually provide you with business referrals. Studies prove that relationships are maintained more effectively when there is regular contact. Take a closer look at these people, regardless of whether they appear on the outside to be a valid source of referrals, and build friendships with them that go beyond the normal "Hey, how are you?" You will be surprised how effectively you will increase your "refer-ability!"
Dr. Ivan Misner has written nine books, including his recently released New York Times best seller; Truth or Delusion? Busting Networking's Biggest Myths. Called the "Father of Modern Networking," Dr. Misner is the Founder of BNI and the senior partner for the Referral Institute and is considered one of the world's leading experts in this field.
BNI in the News
(See Chapters Across the Globe and Breaking News for more coverage of International Networking Week™ events.)
International Networking Week™, Feb. 5-9BNI is the largest business networking organization in the world. Last year, BNI members passed 4.9 million referrals, which generated almost $2 billion in business for its members. If BNI declares that February 5-9, 2007 is International Networking Week™, then, by George, it is!
Read this article.
Nevada Recognizes International Networking DayNevada governor Jim Gibbons, by formal proclamation, recognized February 7, 2007 as International Networking Day in Nevada.
Read the proclamation.
Networking whiz speaks from the tattooThere have been a lot of changes in the last 2,288 days of Scott Ginsburg's life—from the constant need to buy shirts to a change in his attitude.
Ginsburg, commonly known as "That Guy with the Nametag," was the featured speaker at Tuesday's International Networking Day event at the Hilton Pittsburgh and Towers, Downtown. He's worn a nametag daily since Nov. 2, 2000, and has built his life around the idea of always being approachable.
Read this article.
Successful business all about who you know
Teaching businesspeople how to get positive word of mouth is one of the aims of National Networking Week™, which more than 2000 businesses from around New Zealand will celebrate next week.
National director of networking organisation BNI, Graham Southwell, said the aim of the week is to celebrate the key role that networking plays in the development and success of businesses and to highlight referral marketing as one of the most effective business tools around today.
Read this article.
Michelle Donovan: International Networking Day—The ReviewLast night's inaugural International Networking Day event in Pittsburgh was outstanding! Of all the networking events that I have ever been to … and trust me … with my profession centered around networking … I've been to a few … this one event blew all others clean out of the water.
Why? Let's count the ways:
Read this article.
LEADER-TELEGRAM BUSINESS: Networking night attracts wide range of businesses
There was a "whole lot of shakin' going on" at Florian Gardens Thursday evening.
Handshaking, that is.
More than 200 people from the business communities of Northwest Wisconsin, representing 11 counties, gathered to celebrate Eau Claire's First International Networking Night.
The cost for admission: A business card.
To read this article, click here and here.
International Networking Week™ Event in Toronto on YouTubeA five minute news story about BNI aired on the local Hispanic TV Channel in Toronto, and is now posted on YouTube. A TV crew filmed the whole International Networking Week™ Visitors Day event put on by the Master Networkers Chapter in Toronto.
Watch the video clip.
BNI on YouTube
Helder Falcao, National Director of Portugal, shot a short, four-minute video at the end of Ivan Misner's Chairman's Report during the November 2006 BNI International Conference. It offers Dr. Misner's remarks about why his books are an important component of furthering the BNI brand.
Watch the video clip.
Visitors and Referrals
Settling the controversy about visitors.
A topic for debate among BNI members is whether you should pass referrals to visitors. On the surface passing referrals to visitors seems to be a perfectly logical idea. After all, we as BNI members would like to encourage visitors to join by showing them that they too can receive valuable referrals. All they have to do is join and show-up, then their business by referral expands dramatically—as if by magic.But is it in the best interest of individual BNI members and the chapter to pass referrals to visitors? Let's consider the following:
- Visitors are not accountable to the chapter.
BNI members take an oath to follow the BNI Code of Ethics, in which they promise "to provide the quality of services at the price quoted … and be truthful with the members and their referrals."
A visitor doesn't take this oath and is not accountable to the chapter membership committee, should violations occur. Further, within the context of BNI, the visitor also needn't be truthful. A visitor after all, could claim to be a licensed professional, yet in reality not be. - Visitors have not been screened.
When the membership committee checks references and professional credentials, they are safeguarding the reputation of the chapter, the members, and the BNI brand. BNI members refer to one another because they trust each other. They have also trusted that only those worthy of their trust shall be given access to the referrals they pass each week. - The Code of Ethics is meaningless to a visitor.
A visitor has no obligation to follow-up on the referrals received. Therefore, as BNI members, we may promote a visitor and regard his/her work as exceptional and professional. But if the visitor fails to follow-up, members risk damaging their reputation.
Visitors are not obligated to live up to the ethical standards of their profession. Such obligation is an expectation of membership. Is it reasonable to put your reputation at risk by passing a referral to an unscreened and potentially unknown visitor? - Visitors do not attend MSP.
One benefit of being a BNI member is the access to extremely inexpensive business training and coaching, like the Member Success Program (MSP). New members of BNI are obligated to attend MSP within 60 days of being inducted into their chapter. MSP shows members how to maximize referrals through specific actions. - Visitors do not fully understand Givers Gain.
BNI members practice the concept of "Givers Gain." It takes many members a long time to get beyond seeing BNI as a self-serving, referral machine. And to understand that by giving referrals, members build trust with one another. A visitor generally does not grasp this concept within two meetings. - Visitors do not practice follow-up communication techniques.
Visitors, because they have not been trained, would not likely use the networking portion of the meeting in the same way. Also, visitors are only allowed to attend a particular chapter twice before making a decision to join. So effective two-way communication regarding referrals passed is unlikely. - Visitors have no vested interest in the growth of the chapter.
The most successful chapters practice recruitment and screening techniques and seek to fill the chapter with qualified, motivated, and dedicated professionals. These concepts have not been fully integrated into the visitor's personal business practices. Therefore, he does not have a vested interest in helping the chapter grow. - Visitors have not paid for the privilege of receiving referrals.
Many chapters calculate the value of a seat in their chapter. That figure may run around $20,000 per membership, based on the economic value of the referrals passed. Passing referrals to a visitor may cause that number to be devalued. Just as getting a free ticket to a movie has less value to the one receiving it than if purchased, getting a "free" referral has little or no value to the visitor receiving it. - Visitors may be "professional" chapter hoppers.
As strange as it may seem, regions occasionally experience the phenomenon of chapter hoppers. These are sometimes former members who know where to find chapter meeting dates and times. They plan their visits, specifically for the opportunity to gain free referrals. Other times, they are people who have figured out that by visiting chapters they can advertise their business at no cost with the opportunity to again gain free referrals. - Visitors don't understand BNI is a business, and each chapter is run like one.
The BNI application looks like a job application because it is one. At what point would a business owner give company responsibility to an applicant? Obviously, not until the application and hiring procedure was complete. Would it be proper to put an applicant or customer in charge of the cash register?
Most members would not entrust the keys to their house or to the newly restored Jaguar sitting in their garage to a stranger. The same precaution should be taken to safeguard the reputation of the chapter and of all the members who are dedicated to personal growth and success through word of mouth marketing as practiced by the members of BNI. "The" Referral Organization.
My BNI Story
From Rags to Riches
My BNI story is not new, though it's not told often enough. I have been blessed with the gift of BNI.My gift was given to me in September, six years ago. I was a struggling soon-to-be divorced mother of two, new to sales and having a rough time of it. My income was well under $25,000, and I did not receive child support. I had massive bills, which I was struggling to pay. My children and I left an abusive situation with literally only the clothes on our back. It was one of the most stressful periods in my life—one I will never forget it.
One day, someone who I had been working with invited me to a BNI meeting. I thought I was doing way too much already to build my business and didn't have time to go to an hour-and-half meeting. He said, "Just come once." After attending the first BNI meeting I scrambled to borrow the money for my membership, because I saw referrals being passed and business relationships thriving. I was welcomed with open arms and felt like I had come "home."
Christmas fell just a few weeks after I joined my BNI group. One day, frustrated, worn out, and without money for Christmas presents, I walked into my office—and burst into tears. My BNI friends had purchased presents for my children. They also gave our family household items. I will never forget the spirit of Givers Gain that flowed through my office that day.
It didn't take long to recoup the funds, and six years later, I take home an after-tax profit of approximately $50,000. My children have grown up with BNI and understand the concept of Givers Gain. BNI is a "gift" that shouldn't be kept to yourself. Tell everyone—tell someone—because you never know when you'll help turn someone's life around.
Shannon M. Smith, Referral Masters Chapter, Assistant Regional Director, BNI East Tennessee
#50 Truth or Delusion: Networking Can Only Be Used to Build Business Relationships
Delusion! Cynthia Greenawalt-Carvajal proved that isn't true. She is the BNI director for Fort Lauderdale, and also the most generous, intuitive, and tenacious networker I have met. She is the person who gave me "the best referral ever."
We met at the 2004 Directors' Conference in Michigan. I attended the conference as a corporate sponsor and immediately made friends with Cynthia, who took me under her wing. In one seminar we took together we were asked to share our heart's desire—not allowing any compromise. I said that more than anything I wanted to meet my life partner.
Having gotten to know each other quite well, Cynthia said, "I might know someone. Do you want to meet her?" She contacted a friend from high school who still lived in Michigan. Turns out her friend had so many bad blind dates she didn't respond. Undeterred, Cynthia called the next day asking if she had gotten the first message, saying I was only in for the weekend. When she didn't get a reply, Cynthia called a third time and said, "I think you really ought to meet him. I'd date him myself if I weren't married." That got a reply.
It took three tries for her friend to respond. Ever have that happen with a business deal? Her friend came to meet me in the lobby of the hotel.
When Jackie walked into the lobby our eyes immediately fixed on each other. Jackie didn't know I was the one Cynthia had in mind, but she didn't care. She knew I was "the one." That was May 22, 2004. I moved from New England to Michigan in July, and we were married May 19, 2005 in Massachusetts. Cindy came to the wedding to be honored as "The Matchmaker."
That's what a master networker does—without thinking about it. She helped a new and old friend by giving each their heart's desire.
I'm still active in BNI, working to build a laser printer toner business in southeast Michigan. My friends might be tired of my constant praise of BNI, but if you got the referral of a lifetime, you might sing its praises too.
David Parker, account manager, Precise Print Toner, Kalamazoo - Southfield - Ann Arbor – Lansing
Life Goal: Complete!
It's a mad world of emails, voice mails, text messaging, faxes, cell phones, documents, and sticky notes. Navigating through my daily activities and feeling overwhelmed was the impetus for starting my own business as a professional organizer.I started my business, Organize to Optimize, three and a half years ago. I quickly honed my skills with training classes and experience, but I wasn't quite sure how to get the word out and grow. I had heard about networking, but didn't fully understand how to do it.
BNI helped me learn how to make the most of networking. And thanks to the support of the colleagues that I met through BNI, I met a goal that I had for several years. I published my first book, Organize Your Office for Life. As a sign of support, my chapter referred publishers, editors, and graphic designers. Without that network, I wouldn't have been able to find those resources as quickly and easily. I am so thankful … and a true believer in the BNI system!Nicole Bickett, www.organize2optimize.com
Down-and-Out to On Top
A few years ago I was involved in a serious car crash which left me struggling to hold on to my two companies. After 16 operations in a little under 18 months, I found myself sitting in a bar. A few minutes after I arrived, an old school friend came up to me and we started chatting about getting back into the swing of work and doing what I do best.
At the time, he was the membership coordinator of the Lander Chapter BNI in Cornwall UK. I went along for a couple of meetings, and after two and a bit years, I'm the chapter director. My companies are more than successful, and it's greatly due to the support and encouragement I received from my fellow BNI members. Because of their support, I got carried away with referral giving, handing out 150 in a three-month period.
I am grateful for BNI getting me back on track. The referrals, friendships, and network are a direct result of my membership.
Damian Lambkin, Cornwall Lander Chapter, UK
"The McDonald's of Networking"
I recently spoke to a gentleman I had just met when he mentioned he would love to join a BNI chapter. A little later in the conversation I asked him, "How did you hear about BNI?" His answer blew me away. He said, "Doesn't everyone in business know about BNI? It's the McDonald's of networking!" I was so thrilled with his response, I almost hugged him.
And, yes, he joined one of my chapters!
Gayle Williams, Executive Director, BNI-Southwest
The BNI Way: More Profitable; More Fun
I am a happy BNI member who recently joined Ecademy. I run a graphic/web design firm in Southern California and BNI has transformed my business. In fact, I don't know that I would be in business without it. I recommend it to every business person I meet. Without BNI, the world would be much less profitable and definitely less fun!
Karen Schmedeke, Dezign Matters Creative Group, Inc.
The Missing Puzzle: A Site Rich with Resources
I was recently putting together a presentation I'm going to give at a BNI chapter meeting. The president of the chapter asked me to speak about what constitutes a good referral. I put together my presentation off the top of my head but felt that I was missing something. So I went to the BNI website and the Education Coordinator section and found page 24—the missing puzzle piece.
The BNI site is a great resource!
Miriam Burrows, Free Advertising, Inc.
Business that Lasts
Ten years ago at my first BNI meeting, I was referred to a BNI member's wife. As a hairdresser, I look for client loyalty and retention. And in this business, retaining clients for three years is considered good. The member who gave the referral was only in the chapter the first few years; however, ten years later his wife is still an active client!
BNI business does not leave.
Ted Halone, South Metro Chapter, Minnesota, www.YourSalonCoach.com
Breaking News
(See Chapters Across the Globe and BNI In the News for more coverage of International Networking Week™ events.)
BNI's Inaugural International Networking Week™—A Worldwide Success!The first-ever International Networking Week™, which took place February 5-9, 2007, has generated great interest in BNI.
As of the week after, there were over 40,500 documented Google hits for International Networking Week™. Going from 0 to 40,000 hits in a matter of months, International Networking Week™ was a proven success—and its phenomenal publicity and branding power will continue to bring more exposure to BNI.
In addition, during the week of February 5-9, at least 18 countries from around the world hosted large-scale events, many of which garnered significant media coverage. While the number of large-scale events is estimated to be in the hundreds, there were also thousands of BNI groups across the globe that recognized International Networking Week™ by a special Meeting Stimulant, created by BNI to debut during the inaugural International Networking Week™.The inauguration of International Networking Week™ was a rousing success, and BNI is looking forward to next year's events being even bigger and better.
For more information on International Networking Week™, please visit: http://www.internationalnetworkingweek.com
Dr. Misner is the New "Networking Success" Columnist for The National NetWorkerAdam J. Kovitz, editor-in-chief of The National NetWorker, cites Dr. Ivan Misner as "one of the biggest influences on [his] current thinking and teachings in regard to networking." Kovitz, who calls his previous experience as a director for BNI "quite a positive one," says that when he started The National NetWorker almost two years ago, he told himself that he would know his publication was a success when Dr. Misner recognized it as a "viable source of networking information and education."
Dr. Misner has not only recognized The National NetWorker as a respectable networking resource, he also has joined the team of contributing writers! Misner's monthly articles are now appearing every third week in a column entitled "Networking Success with Dr. Ivan Misner."
Click here to view Dr. Misner's column in The National NetWorker.
Undo Your Public Speaking AnxietyEverybody knows that if you are afraid when you speak in public it gives the impression you don't know what you're talking about and that your products and services aren't as good as you say they are. You must speak confidently and clearly—without fear—if you want to gain business from your BNI group, or anyone else for that matter.
That's why when I told Ivan Misner, founder of BNI and a fellow member of the Transformational Leadership Council, about a major breakthrough I've just had in my work that helps fearful speakers, he asked me to write a short description of it for BNI members.
The University of Arizona conducted research that proved that The Lefkoe Method eliminates the fear of public speaking in an average of 3.3 hours. This is the method my colleagues and I have used to help over 12,000 people in one-on-one sessions for the past 22 years.
For the first time this method is now available in a state-of-the-art, interactive DVD that helps fearful speakers become confident speakers. The DVD works by leading you step-by-step through the Lefkoe Method. Now you can get rid of your fear of public speaking just by watching this DVD and you can try it risk free!
To take advantage of this offer or just to learn more, please visit www.undoityourself.com/bni.
Morty Lefkoe, President, Undoityourself
Networking and the Sexes SurveyHave you ever wondered if men and women approach networking differently? We did!
You are invited to participate in an innovative on-line survey to study this fascinating idea. This short survey will only take a few minutes of your time. The findings will be used as the basis for a book on gender and networking that will be developed in the near future. Your honest opinions and comments are greatly appreciated and will be kept completely confidential.
Click here to take the survey now.
Word of Mouth Conference: BNI SpecialLearn how to do word of mouth at the official "how-to" conference for the word of mouth marketing industry: Word of Mouth Basic Training, April 17-18 in New Orleans.
This is the only conference where you can learn how to do viral, buzz, blog, and word of mouth marketing. This is one event our members simply cannot miss. Register today to:
- Hear keynote Chip Heath—the best-selling co-author of Made to Stick: Why Some Ideas Survive and Others Die—speak.
- Take a much-needed vacation to the Big Easy and soak up some authentic New Orleans sites, sounds, and eats with your word of mouth learning.
- Learn valuable lessons from General Mills, Nintendo, O Magazine, and more!
To claim this generous discount, register at www.womma.org/wombat3 with discount code "wommabni."
Don't miss this incredible event. Reserve your spot today!
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