October 2008
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
Reality Networking
Why you shouldn't expect instant results.
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However, what the public doesn't know is that the success often doesn't last. They lose the job, they put the weight back on, or their divorce ends up on the front page of the tabloids.
It's back to square one.
Networking is different. It requires us to do more than just the minimum over an extended period of time. All too often, the neophyte networker believes that they can attend networking events or groups whenever they want, hand out business cards and expect people to instantly start doing business with them. They fool themselves into believing that they are credible in the eyes of those they meet and expect instant business to transpire.
When it doesn't happen like on TV, they convince themselves (and try to convince everyone they meet), that networking doesn't work and is a waste of time, energy, and money. They blame everyone and everything else for their impatience and, thus, lack of success. The excuses are abundant:
"It's the organization's fault."
"They aren't the right people for me to network with."
"The economy's not doing well."
"The weather was bad that day."
Two recent (yet somewhat common) BNI experiences help illustrate this point.
Case #1: An insurance professional contacted me complaining that despite three months in her networking group, she hadn't received a single referral. She asked if she could transfer to a bigger group.
When I looked at her attendance, I saw it was poor. Plus, she didn't give her chapter members any referrals. Nor did she learn about others on an individual basis. Meanwhile, her colleagues who are in other BNI chapters are literally cleaning up and laughing all the way to the bank.
Why? Because they don't buy into the instant-results mentality. They do what is required of them. They build relationships with the people in their chapter. They spend time educating their marketing team to find referrals and referral sources. They ask for key introductions to sources of referrals.
Case #2: I was contacted by someone in a neighboring BNI region who wanted to leave his chapter because "it just wasn't working out."
When I asked how long he had been in his current chapter he said, "Two weeks, and I haven't seen a single referral!"
When asked if someone explained to him that this takes time and effort, he replied, "Yeah, but …" and provided several excuses as to why he wanted to leave his chapter. He thought he was entitled to referrals just by being a part of his chapter!
A Healthy Dose of Reality
Woody Allen is quoted as saying that "90% of success in life is just showing up." Apparently people believe it whenever they go to mixers, trade shows, and networking groups. I respectfully and strongly disagree.
The bottom line is that most business people either don't understand or embrace the hard work that comes with building relationships. Yet, because they believe they deserve instant results—something that networking doesn't afford—they boldly conclude that it doesn't work.
Remember, unlike reality TV, success in BNI won't happen overnight. To produce the desired, positive results, you need to work hard: schedule the time to attend a meeting or an event, and then follow-up with the people you meet to start laying the foundation to a relationship. It's more than just tuning in for 90 minutes, once a week.
The reality of networking is that it takes time. It's going to be hard; it's going to be laborious. But it's going to be well worth it. When done right, it creates a positive reality for the member, the chapter, and ultimately, the bank account.
Tim Houston is the Area Director for the New York City Outer Boroughs Region. As an accomplished public speaker in the areas of sales training, business networking and word-of-mouth marketing, he has made more than 3,000 presentations to companies and organizations over the past 12 years. He is also a contributing author to the New York Times best-seller, Masters of Sales. His official website is www.tmhouston.com. Contact him at tim@tmhouston.com.
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Ignore the Doomsday Headlines
Continue to flex your networking muscles.
Today's news is full of economic soap operas. In the United States, Congress, the White House, and the pundits are debating the so-called bailout of yet another pillar of Corporate America. European nations and others around the globe are struggling with recessionary pressures. Voices everywhere seem to be spouting economic doom and gloom.
Now, please, lean in close and listen carefully. I'm going to ask you to do something difficult, yet very important: Ignore all those doom and gloom voices.
It's not that I want to deny reality. Nor am I judging whether all those important voices are right or wrong.
What I am saying is, all those voices are sending you useless information. Not only are they urging you to be afraid … very afraid … they are completely ignoring the solutions on which you need to focus. There's nothing like good old fashioned fear to freeze an entrepreneur in his or her tracks!
When Franklin Delano Roosevelt wisely said during America's Depression that the only thing we have to fear is fear itself, he left something out. When you are in business, at any time in any nation, the other thing you have to fear is inaction. Not very poetic, I know, but it's true.
Let others worry about the macro economic picture. You have a micro economy in which you are a vital and central player. Does the government or an economist know the ins and outs of your business better than you? Have you received any calls lately offering to bail you out with taxpayer money if your business slides to the brink of ruin? I'm guessing the answer is "no" to both questions!
You already know this in your gut: No bailout is coming your way … unless you do it yourself. No rescue plan is being prepared for your business … unless you prepare it yourself. And no solutions to your problems will be developed … unless you develop it yourself.
The more you focus on fear, the more afraid you will become. The more you focus on obstacles, the larger they will loom. And the more you focus on today's global economic doom and gloom headlines, the less time, energy, and faith you'll have to focus on building the prosperous, successful, well-networked business you really want.
A close friend of mine recently got hit by a car and spent weeks in hospitals and rehab centers. He says he learned a few things about fear during this time. When he tells himself, while perched on one leg to perform some ordinary task, "Wait … I might fall over," sure enough, he falters.
But when he tells himself, "I have perfect balance," something funny happens: He remains steadily upright longer than he thought possible.
Your business is not much different. If you tell yourself, "I can't succeed in this economic downturn," you probably won't. But if you focus on specific solutions to the particular issues and challenges and opportunities of your business—your niche market, your current and prospective customers—you are likely to enjoy more success than all the naysayers put together would have predicted.
What the bigwigs of Wall Street, Pennsylvania Avenue, the London Financial District and the European Central Bank don't seem to understand is this: Out here in the real world of entrepreneurial small business, "Givers Gain."
Want to help the economy? Just turn to your BNI network, find someone who needs help, then give them all the referrals you can.
By sticking together and helping one another, we can face down the doom and gloom; we can build our businesses despite the headlines; and, we can show others around the world the economic power of persistent, skillful, and generous networking.
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.
BNI in the News
The 29% Solution Hits the Wall Street Journal's Best-Sellers List!
On September 12, The 29% Solution hit #3 on the Wall Street Journal's best-sellers list in the business category.
But that's not all! On Thursday, September 11, the book also hit #10 on the Wall Street Journal's best-sellers list in the non-fiction category.
Thank you to everyone who helped make this happen and congratulations to co-authors Dr. Ivan Misner and Michelle R. Donovan!
Click here to view The 29% Solution as #3 in the bestselling business category.
Click here to view The 29% Solution as #10 in the bestselling non-fiction category.
"Solve Anything"
Dr. Ivan Misner and BNI were both featured in Dr. Mark Goultson's "Solve Anything" column about effective networking in the Sunday LA Times career section on September 7, 2008.
Click here to read the article.
Local Real Estate Deals Recognizes BNI
An article about BNI appeared in the inaugural issue of Local Real Estate Deals Magazine, a publication for real estate investors.
Ivan Misner was interviewed by Editor-in-Chief Robert Cass, who describes BNI as "the best kept secret among real estate investors. Our recommendation is to get into a group before the rest of the investment community figures it out."
Click here to read the article.
The magazine's website is: www.localrealestatedeals.com.
And you can see more here: http://localrealestatedeals.com/node/23.
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The Leader Within
6 traits of an effective leader.
Leadership usually comes to people because they are either thrust into it or they are willing to step forward and take on a leadership role. When one thinks of leadership, there is usually an understanding that responsibility and accountability to others comes along with the title and position.
The best leaders are not those who become leaders for the sake of power. The best are leaders who serve others with their ability to make decisions and then stand behind them. The best leaders are those who walk with integrity to better the lives of the people they lead.
Leadership begins with concern, vision, and mentorship. The co-authors in the new book, The Power of Leadership: Finding the Leader Within, share their vision with you and offer mentorship to help you find your leader within. Here's a snapshot:
Six Traits of a Leader
* Good Listening Skills. This is required to understand attitudes of others and motivators. By asking many open-ended questions, you can get to know those whom you are leading. When you ask questions, you have a chance to listen; and when you listen, you begin to better understand people's motivations, body language, and issues. Offer challenges and solutions, and provide credit to those who provide solid, honest replies to your inquiries.
* Enthusiasm. You must, as a leader, always present a positive and energetic attitude.
* Awareness. Be aware of non-verbal communication. Leaders must have a keen awareness of when followers are happy, frustrated, tired, or stressed.
* Decisiveness. Be quick and decisive with your replies. No one likes a procrastinator. Good leaders do not waiver in their decision-making; they make quick decisions to problems and find quick solutions that work.
* Rewarding. Because people desire more than monetary reward in their work, give them recognition and pats on the back for jobs done well. This sense of pride and self-worth is very important to most people.
* Positive Communication. Leaders must always create positive communication and feedback. This creates loyalty and a mutual exchange of ideas. When ideas are fresh, profits and productivity usually soar.
You've probably seen normal people do extraordinary things. Like the kid who finally stands up to the bully or the average guy who gets up the nerve to follow his dreams and go into business for himself and go to a networking meeting for the first time.
You've also seen extraordinary people do what seems like near supernatural feats. Like Martha Stewart going from down-trodden teenager to national superstar status to jailbird to the comeback kid. Even Donald Trump went from middle class to ultra rich, to completely broke and back to very rich again.
As a young man, Abraham Lincoln was a dismal failure in business. He gave up his law practice and was forced into bankruptcy. As you well know, Mr. Lincoln later went on to become President of the United States—and one of the most beloved ones!
Do you wonder how they did it? They found the leader within themselves and the courage to act on it. Not just think about it, but also take action! That is the most crucial point in accomplishing goals. You must take action—now. Not tomorrow, next week or later when you feel the timing is right.
Do it now.
You are one step closer to greatness because you are taking action today by reading this article. To learn more on finding your leader within visit: www.PowerOfLeadershipBooks.com.
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Contact Debbra Sweet by visiting www.SweetMarketingSolutions.com and www.DebbraSweet.com.
My BNI Story
BNI Makes a Believer Out of Doubtful Writer
When I joined BNI five years ago, New Hampshire Executive Director Mike Roberts shook his head. He welcomed my decision but was almost incredulous. "I never had anyone check us out the way you did," he said.
I visited three separate groups, asked questions, read every piece of material I could, asked more questions, attended an evening open house, asked more questions, discussed BNI with family and friends—and asked more questions.
I would join as a technical writer, creating user manuals for high-tech companies. But who in BNI would refer a technical writer?
The results were astounding. In the first year, I earned enough from referrals to more than reimburse membership. From then on, the income generated by BNI referrals kept increasing.
As I defined my business for everyone else during my weekly and 10-minute presentations, I realized that I hadn't defined it correctly for myself. I wasn't a technical writer, creating only user manuals; I was also a marketing writer, creating web sites, brochures, articles and newsletters. I shifted my emphasis, and BNI soon accounted for 25% of my business.
Now, nearly all of my local business comes either directly from BNI referrals or indirectly from a growing local reputation. One customer said, "I kept asking for a writer and people kept mentioning you. I couldn't get anyone to recommend anyone else."
That kind of word-of-mouth takes a BNI sales team.
Sharon Bailly, TWP Marketing & Technical Communications, Vice-President - Greater Peterborough BNI Connection Chapter
Wining and BNI-ing
Networking is critical to my success. I joined BNI even before I opened a WineStyles store. In the first six months, I received $11,656.58 in referral business. I'd estimate that 80% of these sales would not have occurred had I not been in BNI.
I feel so strongly about BNI and networking that I paid for my store manager to join a different BNI group in the area. In less than one month he's received $213.48 in referrals, and his chapter is going to have an anniversary gathering at our store. That will be 20 new faces in my store for a wine taste. I'm really expecting the referrals to kick in for the holidays. Most BNI members do some sort of holiday giving, and what better gift than wine?
Mark Rhodes, WineStyles – Northern Ohio Area Developer
How BNI Builds Transformational Relationships
I am a business ethics educator and corporate culture specialist and have enjoyed a rich friendship with Dr. Ivan Misner for almost 20 years. In the early days of my consultancy, Ivan recruited me to be his first Colorado Regional Director. Two years later I handed the Colorado operation back to him with eight stable chapters in the Denver & Fort Collins areas. The friendship has continued ever since.
But this isn't the only thing I've learned about relationships from BNI. BNI's training accelerates the process of growing strong, trusting relationships over time.
James McGregor Burns, one of the great leadership thinkers of our time, draws a sharp contrast between "transactional relationships" and "transformational relationships." The later is the kind that moves both people to a higher functional level and purpose. With BNI, chapter members get to know each other in depth—both as business associates and beyond. Expertise and experience is shared, including passions for service causes in the greater community.
In a subtle, gentle way, BNI transforms individuals and groups into better businesspeople and members of the community. They take a fresh group of people with diverse enterprises, personalities, motives, and needs, and equip them with the skills and venue to gradually lift all to a higher level. They offer each other their best—and that best keeps getting better!
Ron Ausmus, Integrity Associates, www.integrityassociates.net
BNI Proves Too Good Can Be True
For years I have been invited to networking breakfasts and have found them to be of very little use. You might have an M.D. on one side and a lingerie supplier on the other. You have to break your way into circles that have already been formed. There is very little structure and even fewer valuable referrals.
I was invited to a BNI meeting at the Shiraz Chapter in Bellville, South Africa, and the first thing that struck me was the avalanche of people welcoming me and introducing themselves. If I were a Tom Cruise look-alike this would have been expected. But, I am not.
The meeting was well structured, controlled, and 28 referrals were passed around! I could not wait for the following week, as this seemed too good to be true. I enjoyed the second meeting even more, and 32 referrals were generated.
I have now been a member of the Shiraz Chapter for a year. I have gained a 24-representative sales force for my business and made exceptional friends. The deals generated through BNI have grown my business from a home office to one of the most up-market business parks in the Cape, employing 16 people nationally—and I'm currently going international.
Howard Kemp, BNI Shiraz Chapter, Bellville, South Africa
The Hard Path IS Easier!
I became a member of Power Group 100 in early 2007. Since then, I've eagerly anticipated Ivan Misner's articles in SuccessNet Online. They always give me inspiration, especially in these economic times. Because of his article in BNI's SuccessNet Online newsletter, I have chosen to "refuse to participate in a recession." I have repeated this statement to family, friends, and especially to the small business owners who express fear.
After reading your last article, "The Hard Path Is Easier," I realized that the work that our Leadership Team has done over the past year was worth the hard path. I became the Secretary/Treasurer last year, and we, the Leadership Team, have pushed to improve the quality of the group. There has been discontent when members have been called to task, but our numbers as well as the quality of our referrals continue to grow.
I will again be part of the Leadership Team as the Vice President. I will present your article to the Leadership Team as the foundation of our tenure. I believe that this is the way to make the most out of the investment each member has made by joining BNI. Thank you so much for you articles.
Laura Lara, Lara Solutions, Power Group 100 Chapter
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BNI member John Tipping, a 42-year-old profoundly dyslexic businessman from Dover, Kent, United Kingdom, has written his memoir—with help from a ghost writer. A featured element of the memoir is how BNI boosted his self-confidence and helped turn his life—and his UV Shield business—around. John is a member of Business Leaders of Sandwich and Deal BNI.
He says that BNI forced him to step out of his comfort zone. BNI also has helped John hone his great people skills. He's very good at talking to people, which helps encourage other business people to come along and give BNI a try.
BNI Director Tim Kidd says, "The change in John has been dramatic; BNI has been a big part of his life-changing development, and I hope BNI continues to provide a great platform for John to continue to grow his business."
John says, "A light switched on in my brain. I suddenly started to see my dyslexia as just part of my character instead of a ball and chain around my ankle."
John's message is simple: "Whatever cards you have been dealt in life, what matters is how you play them."
Go Play in the Sand, John is available for sale either on Amazon.co.uk or his own site.
Submitted by Tim Kidd, BNI Director
Building a Small Business on BNI
I owe tremendous thanks to BNI for the growth of my business. My husband and I owned a payroll company where we had a total of five representatives participating in five BNI chapters. When we started a new venture, the first thing we did was head for BNI. That is where it was my good fortune to meet the 2008 SendOutCards Distributor of the Year.
In the two years since I joined BNI and became a SendOutCards distributor, 59% of my SOC customers have come by way of BNI, and 32% of my distributors (without recruiting) came through BNI connections.
Thank you from the bottom of my heart for all BNI does to support small businesses.
Tari Conley & John Carter, SendOutCards
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I was in prison on an attempted murder charge. My parents rejected me, and I felt God had, too. Hate swelled inside me.
One day a preacher's story reached into my heart. Resisting grim warning looks of gangsters, I laid my life before Jesus Christ. I was baptized in prison. I realized that my life was a result of my own choices.
When I finally made parole, I did things differently. Although it was really hard to find work, I realized that God would provide if I focused on him and told people about what God had done in my life.
Because I couldn't find work, I started a business based on hand skills. The miracle is that God sent a BNI member to hear me testify at my church, and he brought me into BNI.
So much has come into my life through BNI. I want to thank my chapter for their acceptance and support and the referrals they give me. I get jobs through BNI—which gives me credibility even though I was in prison. My business now employs seven people.
The meetings leave me feeling empowered and motivated. I even have a lawyer in my circle of friends. The chapter is my toolbox of support. May God bless BNI! It's a miracle!
Charles Titus, SABNI - BNI South Africa
Breaking News
October Is BNI Foundation Awareness Month
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We are excited to announce that at the top of each hour, special guests will be in the Foundation office with Beth and Ivan Misner presenting 15- to 20-minute mini-seminars on various networking topics.
Topics and scheduled speakers are posted at the www.bnifoundation.org site as well as the www.bnifoundationfans.ning.com. Other special guests during the webathon will be educators who have received mini grants from the Foundation as well as patrons, benefactors and Foundation Monthly Heroes.
For those chapters with non-profit members: Chapters who donate to the BNI Foundation during the webathon can direct their donations to their BNI member! The minimum contribution for a directed donation is $250.
We look forward to seeing you online for the live streaming webcast of the BNI Foundation Webathon!
The 29% Solution Hits #1
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Click here to see the list.
Referral Expo 2008
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Registration and attendance is absolutely FREE and each presentation will be conducted over the phone on successive weekday evenings for your convenience (Monday-Friday at 5pm Pacific Time).
Visit www.referralexpo.com to sign up and reserve your spot, get all the details on the lineup, and get more information on the speakers.
Recommended Reading
All You Need Is A Good Idea!
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A member of BNI Manhattan, Chapter 16, Heyman says, "While writing the book I regularly kept fellow chapter members in mind, trying to keep the process clear enough for Glenn, who owns a copier repair service, while still informative enough for John, who sells life, health, and disability insurance for a major insurance corporation."
Heyman teaches small business owners everywhere how to create the ideas needed to stand out in the marketplace, build market share, get publicity, make businesses appear larger than they really are, and make the competition nervous—all while actually having fun!
All You Need Is A Good Idea! was not written for the captains of industry, but rather the lieutenants; not the CEOs of Fortune 500 companies, fortunate enough to have large ad agencies create their campaigns, but for smaller businesses that, according to the Small Business Administration, make up 99.7 percent of all employer firms.
This new book is an extremely relevant resource which will be of great value to BNI members across the globe!
More information about All You Need Is A Good Idea! can be found by visiting: www.AllYouNeedIsAGoodIdea.TypePad.com
All You Need Is A Good Idea! is available in most major bookstores. To purchase the book online, use any of the links below:
Order now on Amazon.com
Order now on BN.com
Order now on Borders.com
Order now on libreriauniversitaria.it
Words of Wisdom From Brian Tracy
Note: Brian Tracy University fees have been drastically reduced. BNI members save 20% on all BTU course fees – Use Code: BNIBTU20. For more information, click here. Or, call: (858) 436-7337 or e-mail: bni@briantracyu.com.
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Finding success within your reference group.
We live in a society and, as a member of that society it's likely that every change in your life is strongly influenced by other people in some way. The courses you take in school that shape your career are often at the instigation of a friend or counselor. The books you read, the tapes you listen to, and the seminars you attend are almost invariably the result of a suggestion from someone you respect. The occupation you select, the job you take, and the key steps in your career are largely determined by the people you meet and talk to at those critical decision points in your life.
In fact, at every crossroad in your life, there is usually someone standing there pointing you in one direction or another. According to the law of probabilities, the greater number of people you know who can help you at any given time, the more likely it is that you will know the right person at the right time and place to give you the help you need to move ahead more rapidly in your life. The more people you know, the more doors of opportunity will open to you and the more sound advice you will get when making important decisions that shape your life.
David McLelland of Harvard did a 25-year research study of the factors that contribute most to success. He found that, holding constant for age, education, occupation, and opportunities, the single most important factor in career success is your "reference group." Your reference group is made up of the people with whom you habitually associate and identify. These are the people you live, work, and interact with outside of work. You identify with these people and consider yourself one of them. They consider you one of them, as well.
When you develop a positive reference group, you begin to become a member of the in-crowd at your level of business. The starting point in this process is to develop a deliberate and systematic approach to networking throughout your career.
People like to do business with people they know. They like to socialize and interact with people with whom they are familiar. And they like to recommend people they trust. Fully 85 percent of the best jobs in America are filled as the result of a third-party recommendation. The best networkers are never unemployed for long.
One of the biggest mistakes people make when they begin networking is scattering their time and energy indiscriminately, and spending their time with people who can be of no help at all. Even if they attend organization meetings, they often end up associating with people who are neither particularly ambitious nor well-connected.
When you network, you must be perfectly selfish. You want to become all you can over the course of your career. You want to rise as far as you can. Any success you could ever desire will require the active involvement and help of lots of other people. Focus your energies and attention on meeting the people who can help you; the only way you can do this is by staying away from the people who cannot help you at all.
When you network, your aim is to meet people who are going places in their lives. You want to meet people who are ahead of you in their careers and in their organizations. You want to meet people you can look up to. You want to meet people who can be friends, guides, and mentors. You want to think ahead and meet people who can help you move into your ideal future more readily. For this reason, you must sort people into categories: helpful vs. non-helpful, ambitious vs. non-ambitious, going somewhere vs. going nowhere. Remember, your choice of a reference group in your networking will determine the success of the process.
Next month: Building Your Network—Part II looks at establishing reference groups.
About Brian Tracy:
Brian Tracy is one of the top sales experts and trainers in the world. He has taught more than 2,000,000 sales people in 46 countries. He is the president of Brian Tracy University of Sales and Entrepreneurship online, and committed to teaching ambitious individuals how to rapidly increase their sales, income, and profits. For a free one-hour CD on "21 Great Ways to Become a Sales Superstar," click here.