May 2008
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Measuring Your Networking Success: Is It Worth It?
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I had a "gut feeling" based on the referrals I was giving and receiving, but as several of my employees also began to participate in networking activities, I became concerned about the return on my investment.
My behavior style demanded that I be able to measure my success, and with a software development company at my disposal, I proceeded to create the tool that has now evolved into Relate2Profit.com.
The goal was to answer the broad question, "Am I investing my money and my time wisely with specific networking groups and specific relationships?"
To evaluate if a networking group is valuable, participate in the group for a significant amount of time at a relatively high level—then measure the results. It's essential to know which groups are producing income and why in order to determine whether to continue a commitment to the group. This evaluation needs to be performed on a regular basis as group dynamics change. This same logic also applies to the individual relationships one develops.
Stats for Success
We monitor several key statistics that allow us to make intelligent decisions about networking groups and relationships.
Our closing ratio is based on our ability to close business opportunities that are presented to us. Looking deeper, the closing ratio indicates whether we are receiving quality referrals. If we spend time educating and motivating our referral sources, our closing ratio should reflect that investment. If our closing ratio is not acceptable, decide whether more time is required or if time should be invested elsewhere.
The average value of a referral (referred income divided by the total number of referrals received) is an important metric when evaluating referral sources and networking groups. Referral sources that consistently deliver referrals and result in above-average income are used as models for developing additional referral sources. Therefore, we need to understand how we developed that referral source.
Referral sources and networking groups that provide referrals below the average will be evaluated to determine how referrals can be improved. Also, consider whether they have access to desired clients.
We use the Networking Scorecard developed by Referral Institute to measure our activities with new and existing referral sources. The scorecard allows us to set weekly targets that we review to ensure that we are spending our time building the relationships that are profitable. Over time, the referral scorecard provides the roadmap to how we developed our premier referral sources.
To obtain this vital information, activities as well as income produced by these activities need to be recorded regularly. A company-wide commitment to a measurement application is required; we use Relate2Profit.com as our measurement system. We include the cost of this system and the significant time investment to maintain the information as an essential component of our marketing strategy and budget.
Asking the Right Questions
We use the information that we collect to answer these key questions to help determine if our efforts are successful:
1. Which networking groups and referral sources are performing well and why? Networking groups and referral sources that are performing well deserve a strong commitment from us. Understanding why referral sources are performing well allows us to duplicate the behavior that created that referral source.
2. What can we do to improve our results? Recognizing which relationships produce results early in the process allows us to focus on deepening those relationships. Over time, we expect our closing ratio to improve and our average referral value to increase as we concentrate our efforts on the referral sources that are producing results and as we develop similar referral sources.
Finally, our mature measurement system provides two substantial long-term benefits for our business. Our measurement system provides a framework for training our new employees in our philosophy and in our methods. A consistent training process reduces our costs and will produce a consistent message for our clients. Additionally, our measurement system documents how we produce referrals in a repeatable and measurable way; this increases the value of my business for potential investors or buyers.
Your referral marketing success can be measured and, therefore, improved. Make a commitment to the measurement process that works best for you—it will be well worth your time and money.
ZINCASTLE Software Systems was founded in 2001 by Mike Zinni. The first 20 years of Mike's career were spent working for large corporations, creating manufacturing automation software for some of the most challenging manufacturing processes in the world.
ZINCASTLE has a unique combination of desktop programming and web programming experience that allows them to design the right solution to solve the problem. They have also built an impressive network of referral partners to solve problems that are outside of ZINCASTLE's core expertise.
For more information, visit http://www.Relate2Profit.com
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Talk of a recession??? Now, more than ever, business people need to network to stay in business. Show this article to anyone wondering whether now is the time to join BNI!
According to Dr. Ivan Misner, you can actually prosper—do your personal best—while everyone else flounders in fear. This month Dr. Misner and BNI Area Director Tim Houston share their insights on how do so.
I Refuse to Participate in a Recession!
When you can't control the economy, control your response.
Many economic gurus are saying the "R" word … recession. For the most part, the U.S. economy has been strong and business has been good for the past decade. However, the economy goes through cycles. Even if we don't see a full-blown recession, business is slowing for many people.
Unfortunately, every time the economy takes a downturn, the fallout is felt strongly by salespeople, business owners, and professionals alike. Successful business professionals learn from the past. For some, this will not be our first recession.
So what did we learn from previous economic downturns? In the early 1990s, right in the middle of a nasty recession, I was at a business mixer in Connecticut meeting many local business professionals. It seemed that everyone was feeling the crunch from the slow economy. Throughout the entire event, the favorite topic of discussion was how bad the economy was and how things were getting worse. The whole affair was depressing because nearly everyone was obsessed with the problems of the economy and its impact on his or her business.
I was introduced to one of the many real estate agents attending. Given the decrease in property values in the state, I was leery of asking this gentleman the standard "How's business?" question. He shared with me, though, that he was having a great year. Naturally, I was surprised and asked, "You did say you were in real estate, didn't you?"
"Yes."
"We are in Connecticut, aren't we?"
"Yes," he said with a slight grin.
"And you're having a good year?" I asked.
"I'm actually having my best year ever!" he said.
"Your best year!" I said in amazement.
After thinking for a moment I asked him, "Is this your first year in real estate?" "No," he replied with a laugh. "I've been in real estate for almost 10 years." I asked him how he was doing so well, given the conditions of the economy and the stiff competition. He reached into his pocket and pulled out a badge that said: "I refuse to participate in the recession!"
"That's your secret?" I asked. "You refuse to participate in the recession, so business is booming?"
"That's correct," he said. "While most of my competitors are crying the blues about how bad business is, I'm out drumming up a ton of business networking with my contacts and generating referrals."
Considering what he said, I looked around the room and listened in on people for a while as they complained about how bad business was. While nearly all were commiserating with one another, I concluded that very few were actually networking and working on seeking new business. As a result, very little business was actually being accomplished. If you want to do well in business, you must understand that it does absolutely no good to complain to people about tough times. When you complain about how bad business is half the people you tell don't care and the other half are glad you're worse off than they are.
While you cannot control the economy or your competition, you can control your response to the economy. Referrals can keep your business alive and well during an economic downturn. During the last recession, I watched thousands of businesspeople grow and prosper. They were successful because they consciously made the decision to refuse to participate in a recession. They did so by developing their networking skills and learning how to build their business through word of mouth.
Don't let a bad economy be your excuse for failure. Instead, make it your opportunity to succeed. While others are looking at the problems, those of us looking for opportunities will not only get through a bad economy but will prosper.
BNI has grown through every previous recession because business people know that referrals are a key to their success and it is the most cost-effective form of advertising there is. NOW is the time to invite your closest business associates into BNI.
Read Dr. Misner's sequel to the above article at his www.NetworkingEntrepreneur.com blog.
Called the father of modern networking by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the founder and chairman of BNI, the world's largest business networking organization. His latest New York Times best selling book, Masters of Sales, can be viewed at www.MastersBooks.com. Dr. Misner is also the Sr. Partner for the Referral Institute, an international referral training company. He can be reached at misner@bni.com.
… and I Agree to Create Prosperity for Others and Myself!
It's about recommitting yourself to the basics of networking.
Dr. Ivan Misner has written an insightful-and timely-post on his blog, Networking Now, called "I Refuse to Participate in a Recession!" In the article, Dr. Misner writes:
"While you cannot control the economy or your competition, you can control your response to the economy. Referrals can keep your business alive and well during an economic downturn. During the last recession, I watched thousands of businesspeople grow and prosper. They were successful because they consciously made the decision to refuse to participate in a recession. They did so by developing their networking skills and learning how to build their business through word of mouth."
After reading these comments, I committed to not participate in the highly talked about recession. Instead, my response will be to create prosperity for others and myself during the economic downturn.
Here are three, simple ways I intend do just that—and so can you:
1. Restart a Relationship with Old Referrals Sources
Ideally, your business should be in constant contact with your referral sources. But there will be times when, for some reason, old referral sources may have stopped referring you or you may have stopped referring them. Perhaps you—or they—were "out of sight" and thus "out of mind." Whatever the reason the relationship has faded, reestablish the relationship: send them a handwritten letter, send a greeting card, make a phone call, or offer to take them to lunch or dinner.
2. Get a Referral for the Giver
All too often, someone refers a prospect to you, and the prospect becomes your client. You do a great job for them, and they are happy. Your source (the "giver") receives great feedback about the experience and you make money. That's nice for you … but what about the giver of that referral? What if there was a way for you to get the prospect to refer business to both the giver and you?
To generate more referrals from a prospect that was referred to you, lay the foundation for future referrals from the first minute you meet them by doing the following:
- Focus on and acknowledge the source of the referral by talking highly of them in your first meeting with the prospect. The giver referred the prospect to you; now your job is to bolster their credibility in the presence of the prospect.
- Talk about the giver's services/product to the prospect before you talk about your own. In advance, talk to the giver and ask, "What should I say to the prospect about you?" A third-party testimonial may help them to contact the giver to either buy the product or to refer someone to them. Plant seeds so that the prospect starts thinking outside of the transaction he/she has with you. You are seeking to create a win-win-win situation for all of the people involved: the giver, the prospect, and yourself.
Seems simple, right? Yet too many of us are so focused on getting new clients that we forget about the old ones—who are often times just as valuable if not more valuable than new ones. There's absolutely nothing wrong with seeking referrals from your current and former clients, provided that you have established a good relationship with them.
Do not ask for referrals immediately during the sales process or right after the sale. That turns people off. You don't want to pressure them by using the old, outdated technique of telling them to "refer three people who can use my services." Quite frankly, it places undue pressure on them.
As you develop the relationship with your client/customer/patient, you should make reference to the fact that you prefer to deal with people who are referred to you by satisfied customers/clients/patients. Show them testimonial letters and thank you notes from others who have referred business to you or were referred to you. Third-party testimonials not only help you to establish additional visibility and credibility, but they also act as a catalyst for your prospects to refer you business. It's the concept of Social Proof that Donald Trump and others use.
Generating referrals for your referral partners from your existing and former client base can be done in a simple way. When I opened my consulting practice in 1996, I sent a letter to my clients and everyone with whom I had a relationship that highlighted personal contacts who offered specific services. After I listed them, I told my contacts that if they ever needed the services of one of these professionals to please contact me for a personal introduction.
Many people did that. In turn, it helped me develop referrals for my referral partners. In many cases, I got a referral for people I did business with as well as for myself. I became known as the "go-to guy."
These three simple techniques should help you realize that you always have the ability to create prosperity for yourself and others, and you don't need to wait for a recession to do so. The payoff is priceless—and not just in terms of money. You will delight in the satisfaction of helping someone get what they want or need, and relationships (new and old) are improved. This is what Givers Gain is all about.
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BNI in the News
Press Releases Work!
BNI HQ would like to take a moment to remind all our chapters of the value of press releases. While you may feel press releases come off as sales pitches, you'd be surprised how effective they really are. Your chapter name will be out in the open, published for people who are unaware that you're in their area.
Special events, exciting announcements, and general success are all good reasons to create a press release. Promoting your upcoming events with a press release is a simple and effective way to increase the visibility of your BNI chapter.
Click here to see an example.
Early Birds Get the Business
A Conference in Cork (Ireland) heard executives opting for 40 extra winks in the morning are losing out on sales orders worth thousands of euro to colleagues who get up early for breakfast briefings.
BNI, a premier business networking organisation, recently hosted a 7am breakfast event in the city where 10 chapters of the organisation joined forces to swap ideas on how to grow more sales.
Read the article.
Submitted by Sandra Hart, BNI Executive Director - Ireland South & West
Helping Others Grow Business
Local BNI group begins process of referring business to members
On a 70 degree day last week, local businessmen and women—residential and commercial realtors, financial and insurance advisers, a mortgage broker, carpet salesmen, a painter, home security consultants and a chiropractor—all met at Clyde's in Broadlands. They took time off from work to have lunch together. But it wasn't a party; it was a meeting to help each other out in business.
They met under the guise of Willow Creek Connection BNI, a group in the process of becoming a chapter of Business International Networking, a referral organization that brings business people together on a weekly basis to act as each others' sales team.
Click here to read the article.
An Interview with Dr Ivan Misner, Founder, BNI
Dr. Ivan Misner is the Founder and Chairman of BNI, the world's largest business networking organization. Started with just one group in 1985, BNI has grown today to 4,975 groups in 37 countries around the world. Called the "Father of Modern Networking" by CNN, Dr. Ivan Misner is a New York Times bestselling author and Senior Partner for the Referral Institute. In addition, he publishes the blog Networking Now.
1. How do you define "business networking?"
I define business networking as the process of connecting people to share ideas, resources, information, and referrals.
Click here to read the article.
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And the Moral of the Story Is …
If you miss BNI, you miss an opportunity.
This article is for one of three BNI people:
- You just joined.
- You haven't gone through MSP (Member Success Program for new members).
- You just received that infamous letter #3. You know, the letter that says you missed your 3rd meeting, reminds you about the substitution policy, and explains that upon your 4th absence your profession will be opened up for another person.
That was me. I went from being a participant, to a non-participant, to a fanatic in about two year's time. Mind you, it took a fantastic experience to get me to the fanatic level.
Let me give you a little background.
I have been in sales since 1988. I was first a headhunter with a national recruiting firm and then went into the insurance business in 1991. Since 1988, I was told to pound the phones. Each week, I was making about 500 calls and getting about 15 appointments the next week. I would spend my nights going through the city directory looking up names and phone numbers. It was grueling, but it worked.
Somewhere along the line I was told to start tracking all of my activity: how many calls I made; how many people I spoke to; how many appointments were set; and, finally, how many sales were made.
For every 100 calls I would talk to about 50 people, get about 20 appointments, and close 5 sales. Now that I look back on it, that's a lot of work for five sales.
That all changed when I discovered BNI in 2002. Notice that I joined BNI in 2000, but I discovered BNI in 2002. There is a difference.
The BNI Difference
When I joined, I was plugging along and not involved. I was doing OK. In fact, I started my own business based on the referrals I received through my chapter. But I would still qualify myself as not really involved until June of 2002 when we started a new chapter.
I was lucky enough to be the first president and that chapter went from 0 to 38 members in about six months. We passed so many referrals that our heads were spinning.
As a member of the previous chapter, I missed meetings here and there and would get the warning letter on occasion. When I received the 2nd letter, I would make myself go to the meetings so I wouldn't get kicked out.
As president you can't miss meetings, so in the new chapter I was forced to be at every meeting. It was then I learned what most BNI members know: When you miss meetings you miss opportunities.
This was made clear one meeting, right after I completed my infomercial. A lady stood up and said she had to talk to me after the meeting.
We talked after the meeting, and I met with her two days later at her office, met with her employers the next week, and had the biggest sale I had ever made in my life two weeks after that.
You would think that's the big story—but it's not. It is the fact that she was a visitor that day. Had I not been there that day I would not have met her and probably would not be an executive director today.
I know all the excuses: It's cold. It's snowy. It's raining. It's early. I want to play golf. It's only one meeting …
I'll give you one excuse to be there. You might make money today!
So what's the moral of the story? There are actually two:
My BNI Story
Testimonials to Givers Gain
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In March 1993, I was invited to Laguna Hills BNI, and 15 years later, I'm still a member. In fact, this year I've been honored to serve as president of the chapter.
Over the years networking continues to be about giving referrals and building relationships. The BNI system encourages people to thrive … the system worked 15 years ago and it works now.
Many things have improved with age. The biggest difference is that BNI training has evolved to make members more successful. Also, because of the Internet, members are connecting with each other and expanding their referral patterns.
The foundation and essence of what BNI is and how it works, remains the same—Givers Gain.
Brigitte Archer, Laguna Hills BNI, CA
Submitted by Sue Mills, Executive Director - BNI Southern California
Click here to read about Laguna Hills' 15th Anniversary.
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I became a member of BNI in mid-2003 and never had to make a single cold-call as I grew my copywriting business in Miami and Miami Beach. In less than two years, I had a firmly established firm, and was a true believer in the Givers Gain concept of BNI. In the middle of 2006, a long-held dream came true: I moved to Manhattan!
It was a bit nerve-wracking, leaving what I had built in Miami. But because of the relationships I developed through BNI, I was able to keep most of my clients I had in Miami and get enough immediate business in New York to completely maintain my income.
I waited a little over a year before joining BNI in New York. During my hiatus, however, I remained involved with BNI. I contributed a piece to Master of Sales, by Dr. Ivan Misner and Don Morgan, and helped them edit the book, among other projects. However, the minute it became time to start "filling the pipeline" again, I went to the Manhattan BNI web site to find a chapter.
When I visited Chapter 37 the first time, I was hooked. The president, Sonny Thadani, was a dynamic meeting leader, and I could tell right away that his energy—and that of the entire group—matched mine. It was easy to see why Chapter 37 had shared an award as "Rookie Chapter of the Year" just this past year. I joined right away, and enjoyed having weeks full of "Dance Cards" and meetings, as well as giving and getting some great referrals.
A mere six weeks after joining BNI again, I was introduced to the president of a boutique design firm. We had a great meeting, and four days later, I was asked to join them for a great three-week gig as an editor/project manager, to finalize their biggest project of the year.
This incredible referral, which has since led to several "spin-off" referrals for different clients of this design firm, developed from a most fortuitous meeting at BNI.
Julien A. Sharp, Manhattan BNI - Chapter 37, www.jaswritingservices.com
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I had my picture taken with Dr. Misner and a BNI member whom I did not know. Little could I guess that she and I would do business together and that it would be a success. She wasn't even in Tritons Chapter with me, and yet, the connection was made.
Both Dr. Arti Chopra Amin and I were attending Dr. Misner's presentation How to Increase Your Income through Networking. After the photo, Dr. Misner asked me about what I do. As I explained that I train business owners on process improvement and systems to accomplish goals, Dr. Amin said, "We need to talk."
Dr. Amin, a member of Velocity Chapter, was successful in her NuSkin business, but lacked a business structure and system to take her to her goals. I was just what she needed!
The very next day, Dr. Amin and I met to get processes in place for her team of 20 people. Since that time, Dr. Amin's team has tripled in a few short weeks.
Dr. Amin says, "I had my entire team of reps on a teleconference and shared with them our system and vision. Now everyone knows where they are going and how to get there."
Giselle Chapman, Chapman Business Solutions, BNI Tritons Chapter
Submitted by Sue Mills, Executive Director - BNI Southern California
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Nearly six years ago, I met a BNI member who changed my life forever.
I had just joined in Southern New Hampshire. Dan Wilson (Wings of Awareness) became my Life Coach in the Fall of 2002. He educated me on the Law of Attraction and encouraged me to pursue my passion for speaking and motivation. I have since established my company, Inspired By Steve, and now work as a professional speaker (motivation/humor). One book has already been published and two more are nearing completion.
Over the years I have enjoyed numerous leadership positions, been part of 31 Member Success Programs, served as an ambassador, and, for the past year, been an assistant director in New Hampshire.
BNI connections plus the Law of Attraction equals success. The latest: I've had two recent appearances on Oprah & Friends XM Satellite Radio at the request of Law of Attraction author Michael Losier.
A huge thank-you goes out to Mike and Debbie Roberts of BNI-NH and Coach Dan (still my coach) for the many rewards the last six years brought my way.
Steve Gamlin, InspiredBySteve.com
BNI Helps Launch a Successful Tech Career
In a previous career, I was a police officer for 13 years. No longer in love with the job, I began my own business.
As a computer hobbyist, I loved the challenge that came with it. From that passion, I started ITEK Solutions.
ITEK Solutions didn't have an advertising budget, so we aggressively sought to develop the business through word of mouth. I joined the local chamber of commerce, and did everything I could to get ITEK Solutions in everyone's mind.
Unfortunately, Irvine is a very "tech" oriented area, and I found myself in competition with at least 20 other IT companies. I was disheartened, but I pushed on for the next three years.
In January of 2007, I was referred to the BNI Ontario chapter, which had an opening for an IT person. I showed up at the meeting and everyone was unbelievably friendly. I knew by the end of the meeting that BNI was for me. I signed up, paid my dues, got accepted, and immediately began doing 1-to-1's with the members. Within three weeks of joining the group I had a referral that led to a $10,000 contract.
By the end of 2007, BNI referrals had accounted for $80,000 worth of business. I'm working harder than ever just to keep up with the referral business. Thanks to Dr. Ivan Misner for developing the mechanism that changed my business and my life, and for allowing me the opportunity to work with such incredible people.
Phil Blende, ITEK Solutions Inc., www.iteksolutionsinc.com
Savoring the BNI Library
I am the owner of North Sounds Professional Research in Everett, Washington, and a licensed private investigator specializing in background investigations.
I recently joined a BNI chapter—the Northend Networkers. One of my goals related to BNI for 2008 is to read all of Dr. Ivan Misner's books. At our last meeting, I checked out It's in the Cards. I finished this amazing book in one sitting. I was impressed with the number of different card styles. However, I found the chapter on etiquette to be the most beneficial.
I look forward to reading all the other books with as much enthusiasm.
Matthew Combs, BNI Northend Networkers
An 80% Increase
I have been been a member of the financial district of BNI for over eight years. My business has increased 80 percent since I joined BNI. In the last three years I have received over $100,000 per year in business as a result of BNI referrals.
Ronald Rice CPA MST MBA, President of Weiner and Rice PC
Big Gains the First Year
I joined BNI just before I opened my FASTSIGNS franchise, and in our first year, over 30 percent of our business originated from BNI. Since then we've averaged over 15 percent and this year I am projecting that we will secure over $60,000 in business from BNI referrals. Thank you to Dr. Misner for creating BNI.
Tristan Welling, Poughkeepsie 3000, Hudson Valley, NY
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I enjoyed the BNI Big Breakfast held in Chelmsford, Essex, UK. It was a valuable morning of networking—which was well-intended.
Having been a BNI member for four years, I've enjoyed my membership and learned a great deal about building a business through networking and relationship building. I'm sure it will continue to play a major role for me in years to come. I'm also learning a great deal since joining Ecademy. Both organisations work very well for me, and more importantly give me an opportunity to contribute.
Andrew Morgan
Networking Wide and Deep
I am a member of BNI Putney in London and met Ivan Misner a couple of years ago when he came to speak at BNI Victoria before a conference at Parliament Square.
I also heard him at the Big Breakfast at Lords. I really appreciated his advice on networking both wide and deep. I have tried to do that by diversifying my network through BNI.
I have been a member for three years and wouldn't have a business without it. I've gained trusted suppliers and great clients.
The 1-to-1's make such a difference for "going deep," and you can really spot the difference between the 90-minute members and the ones who put more in.
Enasha de Zoysa Breaking News
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To join the largest-ever gathering of BNI members from around the globe, clear your schedule May 27 and 28, 2008, and travel to Malaysia! BNI is hosting a meeting in Kuala Lumpur. The forum will allow members to exchange ideas for maximizing results from your membership.
BNI has been staking its niche in countries for more than 15 years. It is now pan-global, and newer countries are taking advantage of lessons already learned by more mature chapters.
I have always asserted that "Members learn best from members." I always return to the UK inspired by the dynamic membership in Malaysia.
The web site www.bni-worldwide.com offers material about the event, but some things are worth stressing here.
Malaysia, an English-speaking region, is a well-run, first-world country with racial harmony between the Malays, the Chinese, and the Indian populations. There are excellent roads between the major cities, and the tourist industry was voted "Best Value in the World" in January. The resorts are well developed—just imagine that azure blue sea, the white sand, all framed by palm trees!
Most of all don't miss meeting the founder of BNI, Dr. Ivan Misner. Dr. Misner says, "Business in the future will be predicated upon not by who you know, but how well you know them."
Join us in Kuala Lumpur for all the great results you'll find there!
Submitted by Robert French, BNI National Director
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Participate in Global Study on Business Issues
Take five minutes of your day to be part of an important worldwide business survey initiated by www.YourBusinessChannel.com, the online TV channel which sometimes features Dr. Ivan Misner.
Online TV channel www.YourBusinessChannel.com has launched a global study ahead of a new series it is planning to produce about "the biggest problems in business."
The series will involve world-leading business experts providing new thinking and practical tips about the key issues businesses face.
Channel editors are asking business people around the world to take five minutes to complete a confidential online questionnaire and share their views on the key business issues they face. In return, participants will receive a summary of results, advance previews of shows, access to top tips, and more.
A handful of participants will be chosen to take part in "business makeover" shows, which are also planned as part of the series.
To take the five-minute survey, click this link: http://www.surveymonkey.com/s.aspx?sm=easU7Vf4mA1dYL06ILgwMg_3d_3d.
To learn more about Your Business Channel, please visit their website at: www.YourBusinessChannel.com.
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Discover How to Build a Bigger, Better Business That Pays You More While You Work Less
Tired of working around the clock just to stay afloat and serve your clients? Not able to handle all the referrals you are receiving?
Join us on Thursday, May 22 at 2 p.m. Eastern Time and hear Dr. Ivan Misner talk with bestselling author, Michael Port, about his new book, Beyond Booked Solid. You'll discover the four things you must know about growing your business so it serves your ultimate lifestyle. David Meerman Scott, author of The New Rules of Marketing and PR, will also be on the call, so you don't want to miss out!
Click here to register.
Go ahead and register even if you can't attend the call live. You will receive a copy of the recording after the call ends.
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WTBQ Radio and BNI Executive Director and bestselling author Frank J. De Raffele Jr. have agreed to partner up and broadcast a new weekly radio show entitled Entrepreneurial Excellence which will help business professionals everywhere, especially entrepreneurs, reach another level of success.
During this weekly radio program, aired every Monday from 5:00 p.m. to 6:00 p.m. (Eastern Time), De Raffele will be interviewing top entrepreneurs and authors. BNI's Founder and Chairman Dr. Ivan Misner will be interviewed on May 26, 2008.
BNI is thrilled that the Entrepreneurial Excellence Show will be spotlighting a segment entitled the "BNI Member of the Week Success Story," which will highlight 2-minute success stories from BNI members around the world. Frank is excited about receiving BNI success stories and is strongly encouraging any BNI members interested in sharing their story to e-mail the show at Producer@EERadioShow.com.
*If you can't tune in live via the web due to time difference, simply go to the website www.EERadioShow.com and download any show at any time from the Entrepreneurial Excellence archives!*
Recommended Reading
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The biggest challenge for any business is getting noticed, and Step into the Spotlight: a Guide to Getting Noticed, by author Tsufit, can catapult your business and brand into a starring role!
BNI's Founder and Chairman Dr. Ivan Misner says, "It is an extraordinary book! It's an excellent guide to help people stand out from the crowd; no entrepreneur should be without it."
Whether you're an entrepreneur, brand manager, business owner, independent professional, author, speaker or CEO, or you simply want to market yourself, you have to know how to attract an audience and captivate a crowd. That being said, if there is one person who can show you how to get your business into the spotlight, it is Tsufit.
After spending ten years as a Dean's List litigation lawyer, Tsufit left law for the limelight, performing comedy on national television and gaining international attention for her debut music CD. She is now a marketing consultant who coaches entrepreneurs and CEOs to be stars.
Step into the Spotlight presents a fresh new approach to marketing and promotion, plus it points to BNI as the "top networking organization." Dr. Misner and BNI support Tsufit with the release of this new book. She also has people such as Jay Conrad Levinson, Raymond Aaron, David Meerman Scott, Les Brown, and Al Ries singing the book's praises. So, check it out for yourself and get your business into the spotlight!
Find out more about Tsufit, Step Into The Spotlight, and how to order the book by visiting: www.StepIntoTheSpotlight.com.
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Everything You Need to Know about Sales
You can go to one web site, www.salesopedia.com, to do everything from finding a job to accessing articles from nearly 200 different business experts, including BNI's own Founder & Chairman Dr. Ivan Misner!
Here is what you will find when you visit the Salesopedia web site:
- Articles on topics such as communications, compensation, industry specific topics, lifestyle, marketing, networking, productivity, relationships, sales advice, sales leadership, sales mindset, and sales 2.0.
- Videos on topics such as learning and development, definitions, just for fun, motivation, oldies but goodies, presentation skills, tips, and suggestions.
- The opportunity to sign up for Salesopedia's free newsletter.
- The Salesopedia Events Calendar where you will find details on a plethora of current and upcoming teleseminars, webinars, seminars, workshops, conferences, and more.
- Salesopedia Jobs Central, a job search engine where you can post your resume and find sales jobs.
- The Salesopedia Discussion Forum
- The Salesopedia Podcast
- The Salesopedia Blog
- Salesopedia Products
- Biz Cards, where you post your business card in front of thousands of sales people in the Salesopedia business cards section.
- A Complete Sales and Marketing Glossary
To view Dr. Misner's current Salesopedia article, which has been selected by the Top 10 Sales Articles web site as a "top 10" sales article, please visit: http://www.salesopedia.com/content/view/1354/10479.
Words of Wisdom From Brian Tracy
BNI Members get 25% off BTU course fees. For more information, please click, call or e-mail: www.briantracyu.com/bnimembers; (866) 505-8345, Extension 21; bni@briantracyu.com
Also, until June 15, 2008, BNI Members get 50% off a Crash Course to help them improve a specific skill in a cost-effective manner. To learn more, click here.
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Becoming the "captain of your fate."
As a member of BNI, you are a leader in your field. Devoted to achieving a higher level of results, you set an example to everyone around you. Your job is to continue to grow as a leader in your work and personal life—always charging ahead to where you want to be tomorrow.
Over the years, there have been more than 33,000 studies into the qualities of top leaders. All conclude that "vision" is the most identifiable quality of a leader.
Leaders think about the future most of the time. They think about where they are going rather than where they have been. They think about the opportunities of tomorrow rather than focusing on the problems of the past.
Only about 10% of people have this ability to look forward. This small percentage includes all the movers, shakers, entrepreneurs, business builders, top sales people, artists, musicians, and creators of all kinds.
To think like a leader, you must practice "idealization" in each area of your life. Begin by imagining that you have no limitations at all on what you can be, do, or have.
Imagine for a moment that you have all the time and money that you need. You have all the education and knowledge. You have all the talent and experience. You have all the friends and contacts. You are a "no-limit" person who can do anything that you really put your mind to. You aren't afraid to answer the following questions:
- If you could wave a magic wand and create the perfect situation in every part of your life, what would it look like?
- If you were the very best professional salesperson that you could possibly be, what additional knowledge, skills, and abilities would you have developed to a high level?
- If you were the best in your business, what sort of products or services would you sell? And who would you sell them to?
- What kind of people skills would you have? What kind of management skills would you have? Especially, what kind of sales skills would you have?
When you begin to think like a leader you begin to engage in what is called "long-term thinking."
Leader of Your Life
Top people are long-term thinkers. Average thinkers think only about the present, and about immediate gratification. But leaders think about where they want to be in five and ten years, and what they have to do each hour of each day to make their desired future a reality.
- Leaders inspire others because they are inspired themselves. They are excited about the possibility of creating an exciting future for themselves. They get up every morning and they see every effort they make as part of a great plan to accomplish something wonderful with their lives.
- Leaders are optimistic. They see opportunities in everything that happens, positive or negative. They look for the good in every situation and in every person. They seek the valuable lessons contained in every problem or setback. They never experience "failures;" instead, they write them off as "learning experiences."
- Leaders have a sense of meaning and purpose in each area of their lives. They have clear, written goals and plans they work on every day. Leaders are clear about where they are going and what they will have to do to get there. Their behavior is purposeful and goal-directed. As a result, they accomplish five and ten times as much as the average person who operates from day to day with little concern about the future.
- Leaders accept personal responsibility. Leaders never complain, never explain. Instead of making excuses, they make progress. Whenever they have a set-back or difficulty, they repeat to themselves, "I am responsible! I am responsible! I am responsible!"
- Leaders see themselves as victors over circumstances rather than victims of circumstances. They don't criticize or blame others when something goes wrong. Instead, they focus on the solution.
- Leaders are action-oriented. They are constantly in motion. They try something, and then something else, and then something else again. They never give up.
- Leaders have integrity. They tell the truth at all times. They live in truth with themselves, and they live in truth with others.
The acceptance of leadership is a great responsibility. It is both scary and exhilarating. Once you decide to become a leader in your life, you cast off the shackles of fear and dependency that hold most people back. With your own hands, you design your own future. You set yourself fully on the path to becoming everything you are capable of becoming.
Brian Tracy - Author - The 100 Absolutely Unbreakable Laws of Business Success.
About Brian Tracy:
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.
Brian Tracy has consulted for more than 1,000 companies and addressed more than 4,000,000 people in 4,000 talks and seminars throughout the US, Canada and 46 other countries worldwide. As a keynote speaker and seminar leader, he addresses more than 250,000 people each year.
Brian has studied, researched, written and spoken for 30 years in the fields of sales, entrepreneurship, economics, history, business, philosophy and psychology. He is a top-selling author of 42 books that have been translated into 35 languages and which are sold in 52 countries.