March/April 2005
Art of Networking
My BNI StoryInvestment Advisor Recommends BNI
My BNI experience has exceeded my expectations. I joined BNI wanting to increase my sales force and to be part of a group of professionals dedicated to helping one another grow their businesses. During my first year, BNI referrals that I have turned into customers generated $1,000,000 in assets managed by my office. My BNI experience has provided me with an unexpected bonus: wonderful new friends that have become part of my personal life and my professional life.
Thomas B. DeSchutter, Investment Advisor, BNI Energy Chapter, Vancouver, Canada
Handyman Builds His Business
Several years ago, I unexpectedly found myself without employment. Needing reliable work, I decided to start a handyman service. The very next day I bumped into my next-door neighbor, who happens to be a Branch Manager of a bank, and mentioned that I was "officially self-employed." She immediately invited me to a BNI meeting. Since I was a handyman without any clients and my calendar wasn't exactly full, I decided to go.
The following day I met with Down Town Group for lunch. As I sat through the meeting I began to think, I get this—I really do get this! When the time came for me to introduce myself I asked everyone to write down my contact information—given that I had been self-employed fewer than 24 hours I had not yet had the chance to print business cards. When the time came to hand out referrals I passed one onto the printer in the group for an order of handyman business cards. I received three referrals that day, but all of them were located on the other side of town. I needed to find a BNI chapter closer to home.
I made a few phone calls and found out a chapter met for lunch on Wednesdays just a mile and a half from my house. So I visited. At the end of that meeting I had three more referrals, and all fifteen members had asked for my brand new cards.
Two weeks later I went to my first MSP—it had a profound impact on me. The MSP was to start at six, I showed up at 5:30, and greeted people as they entered. I handed each person my card, and I took his or hers. Joe Melton was running the MSP, and the first question he asked was, "Has anyone met everyone else here?" I was the only one to raise my hand.
Last September Joe asked me to become an Assistant Director. I was given my first pre-core group in mid October, and I am now in the process of helping to form three other pre-core groups.
In my first year as a handyman, 95 percent of my business came from BNI and I exceeded my income goal by $5000. BNI works. Thank you, BNI!
Alan Story
Israeli Member Attends US Chapter Meeting
I have been a BNI member in Israel since November 2003. I consider myself fortunate to be a part of such a wonderful chapter. Twenty-five percent of my annual revenue in 2004 came from BNI referrals.
I am a "Head Hunter" and specialize in providing excellent candidates for administrative positions here in Israel. On occasion, since I am a US citizen, I have been asked by Israeli companies to fill Administrative Manager positions for US based offices.
On one such quest I found myself in Wellesley, Massachusetts. I decided to take the opportunity to experience a BNI chapter meeting overseas. I contacted the president of the local chapter, Mr. Paul Puglia, and asked if I could attend. I received the warmest welcome and felt very much at home. During the 60-second presentations, I was able to make four referrals to members of the group.
Thank you BNI for providing a place where members can feel at home anywhere in the world!
Tail Shilon, President, Savion Chapter, Israel
Glass Doctor Prescribes BNI for Business Health
When I went to my first BNI meeting, I couldn't understand how speaking to the same people about the same product every week would have an impact on my business. Boy—was I wrong! Both of our Glass Doctor sales people are now chapter members within their respective sales territories. I have encouraged all the other Glass Doctor franchisees across the country to do the same. At last count, over 20 franchisees across the country have joined BNI chapters and are enjoying tremendous results.
Since joining, our local franchise has received an average of 2-3 jobs per chapter per week! That is approximately 6-10 jobs per week from an hour and a half meeting once a week. I can't imagine a better way to utilize my time. I highly recommend the BNI sales/referral technique to anyone in business. Where else can you have a sales force that gets you results without having to pay them a salary?
Judi Gaskell, Owner/President, Glass Doctor-Pittsburgh, Profit Builders Chapter, Cranberry, Pennsylvania
BNI Built My Business
I have worked for CPA's for 25 years. In the spring of 2003, I passed the Enrolled Agent's exam. (Enrolled Agents are federally licensed to represent taxpayers before the Internal Revenue Service.) The CPA firm where I was employed didn't recognize that accomplishment with any grandeur. Tired of working for peanuts for the "other guy"—I went out on my own. A long time friend invited me to attend a BNI meeting. I could easily see how important BNI would be to building my practice. Unfortunately for me, the president of that chapter was also the CPA person.
I had to find another chapter. I discovered a new chapter that was forming in the area. So, I starting meeting with a small, committed group on a regular basis. Together we have built a very strong chapter. My fellow members referred 50 percent of my 2004 business. Now I know that "Givers Gain." I have been following the rules about bringing guests, giving referrals and have been part of the leadership team since the beginning.
The bottom line is that I wouldn't have my own business without the help of the Bexar Business Builders of San Antonio.
Karen Clevenger, EA, CSA
BNI Has Changed Me
My name is Robert Earle, but for years people referred to me as 'Armageddon.' As in," You know he's coming, but you don't know when!"
Initially, making it to my BNI meetings at 7:00 a.m. sharp every Tuesday challenged me, but eventually the focus on being punctual changed my business habits. Now I'm known as 'Robert Early.' This is what BNI did for my personal development.
My company was three months old when I became a member of BNI. My business has been built on BNI third party referrals, as well as personal referrals. In my first year of membership, I received approximately one referral per week. At the end of the first financial year, BNI referrals accounted for 30 percent of my business revenue.
During my second year of business I received 45 referrals, which accounted for 23 percent of my total revenue. Though the over all percentage dropped from the previous year the dollar value generated significantly increased.
BNI has taught me the importance of systematically developing relationships with existing and prospective clients. I believe the keys to my success in BNI are:
- I attend EVERY meeting.
- I select a different approach for my 60-second presentation every week.
- I always take an active and committed role in BNI.
Robert Earle, Flying Fish Chapter, BNI Barbados
