September 2008
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
"Come Out; Come Out Wherever You Are"
Networking for the socially challenged.
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As I've observed the audiences they speak to, I sense what many in the audience are thinking and feeling: "That's easy for you to say, Ivan and Keith, you're both extroverted and outgoing and have courage. I am socially shy and timid."
At my core, I am more like those audience members. I like to think of myself as a charter member of the "dread going, but glad I went" networking club. That means I have to fight myself every time I go to a networking event. At the end of an event, I'm generally glad I went.
I am a work in progress to become more like Ivan and Keith—to become more fearless than fearful.
Why put myself through that? One reason is that I will be more successful. However the major reason is so that at the end of my career I don't look back with regrets over what I should have, could have, but never did.
If you're like me, you're much more comfortable doing what you're competent at and comfortable with than you are at "networking." In fact to be as good at what you do, even if it is selling a product or service, requires a focus that can make you even worse at being social. It becomes even more difficult to get out of your comfort zone when the gap between what you are and aren't comfortable with widens.
At least that's what happened to me. By the time I finished four years of college, four years of medical school, and four years of training to be a psychiatrist, I was good at being a psychiatrist. But I became increasingly shy (think Frasier Crane without a sense of humor or ability to make others laugh).
The Motivation to Break Free from Shyness
So what happened to motivate me to become a keynote speaker, an author of four books, a syndicated columnist and writer with more than 300 published articles, a frequent guest on network TV and radio, an FBI and police hostage negotiation trainer—and darn good networker?
Up until 25 years ago I considered myself a coward. And then something happened.
My first child, Lauren, was born. One day when she was about five months old I was holding her and she was looking into my eyes with unadulterated trust and love.
I realized that if she looked into my eyes in the same way when she was 20, she would be disappointed in what she saw. That was because I was disappointed in what I saw in myself—I stayed in my comfort zone and gave in to my fears.
I realized I couldn't do that to her. So I asked myself what I was most afraid of. It was being on the spot and being ridiculed or criticized. Having a clear vision of wanting Lauren to be proud of me, I undertook a plan to put myself in harm's (or rather humiliation's) way.
I set goals for myself to first speak in front of little old ladies' groups where the likelihood of being criticized was small. That led to speaking to service associations who would likewise be welcoming, even if I wasn't very good. I joined Toastmasters and then the National Speakers Association and learned techniques for holding an audience's attention. Finally, I started writing books, articles, and columns so that people would be able to find me.
My writing eventually led to speaking engagements in front of non-profit organizations, then for-profit organizations, to workshops and keynotes in front of the Fortune 500 audiences, national law firms, and some of the top financial companies in the world—none of whom suffered fools gladly.
What motivated me to finally take action was to have a compelling, convincing, and continuing vision. That immediately translated into commitment and action.
Find your compelling and convincing vision to push yourself out of your comfort zone. Maybe it will be about feeling the power and independence to be great at bringing in business, a skill that is recession-proof. Maybe it will be to realize the success you're capable of. Or maybe it will be to make your children—and you—proud of you.
I still don't jump out of bed to attend something that requires "socializing," but I am usually glad I went. As I learned the skills necessary to be an effective speaker and writer, I have learned from people like Ivan and Keith the skills to become an effective networker. They are learnable, and with practice, you can become competent. If I can do it, so can you.
Mark Goulston is an executive coach, keynote speaker, thought leader at FerrazziGreenlight, and the author of Get Out of Your Own Way at Work … and Help Others Do the Same (Perigee). Visit him at: http://markgoulston.com/blog/.
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The 2% Rule
Persevering—and prospering—with a simple branding idea.
When I first started in business several decades ago, I had no idea how important it was to focus on branding my company AND myself as a way of enhancing my networking efforts. Because of budget problems, I ignored it. Big mistake.
Finally, I decided that if I wanted to increase my visibility and enhance my credibility in the community, I needed to be viewed as the local expert by first writing articles and then books. Taking that path has been a major factor in creating the success I enjoy today.
You, too, can become the local expert.
To get started, think about the things you know best. What elements of that knowledge might be interesting, informative, and educational to the general public or a segment of it?
Then review the media outlets that write for that audience. Consider not only newspapers, magazines, and industry journals, but take a good look at e-zines, online newsletters, and information sites like Entrepreneur.com.
One Referral Institute® associate used this idea of mine from my Certified Networker® trainings and worked with it for some time. Being in the travel industry, he wrote a series of articles about the best way to travel to certain vacation spots; he then sent his articles to various outlets each month for several months.
He received some responses—all "No, thank you"—until one local newspaper said they'd like to use his piece in the next day's issue.
After it came out, they contacted him again and asked if he'd like to do a monthly piece. A little later, another newspaper saw his work and asked him if he'd write for them.
He says he now regularly writes articles for several media outlets, emphasizing in his articles little known tips on hotels, transportation, and the best time of year to travel. He eagerly tells me that publishing articles has totally changed his business. While most travel companies are going out of business, his is growing and thriving.
That's because his articles have created an identity—or brand—for him and his company. People know he has valuable knowledge about traveling, and they've told their friends about him. It's a good reminder that educating people is a relevant connection to your networking efforts.
My friend now includes links on his website to some of his online articles. He is even thinking of combining many of his articles into a book of traveling tips.
So, if this is such a great idea, why don't I suggest it more? In my book, Masters of Success, I talk about success being the "uncommon application of common knowledge." If you ask a successful person for their secret to success, you will almost never hear a secret! Writing articles—consistently and over an extended period of time—and making a book out of those articles to increase your credibility and enhance your networking opportunities is not a secret.
Most are just too anxious about trying something new.
Be anxious no longer. My book agent, Michael Drew of Promote a Book and Beneath the Cover, can teach you the process of jump-starting your book, writing your articles, making a book out of them, and successfully marketing your book. Michael helped me achieve four bestsellers, and he has taken 44 other books along the same route; he knows what he's doing.
The bottom line: 98% of you won't actually do it, either on your own or with Michael's help. Or you'll do it for a little while and give up. I told my friend with the travel company this and he said, "Educate 'em anyway. Do it for the 2% of people like me who will apply the idea. It will make a difference for them, as it did for me."
Well, there you go. That's pretty good advice. So the question now is:
Are you part of the 2% or the 98%?
Michael is offering his 3-day course, Non-Fiction Books, 6-8 October 2008. Michael has graciously offered a special course discount for BNI members: The first 12 who email Michael at Michael@promoteabook.com are guaranteed to receive this discount. The 2% won't let this opportunity pass.
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
Ten Ways to Get Into the Right Clique for Networking
When Michelle Tepper and Jen Turoff decided to open a law firm specializing in real estate, one of the first things Tepper did was update her Facebook account and join LinkedIn.
Click here to read the article.
MySuccessGateway Podcast with Ivan Misner
Listen to the insightful interviews with MySuccessGateway Gurus who are bound to change the way you think and your life for the better!
I knew that once I landed the interview with the world's #1 networker Dr. Ivan Misner, he might be able to share some real tidbits for success. He does not disappoint.
Listen to the podcast.
Video Interview: Dr. Ivan Misner with Dr. Sally Witt
Watch the ten-minute video of Dr. Sally Witt interviewing BNI's Founder & Chairman about BNI and what it takes to be successful in your business.
Watch the video.
How to Network Your Way Up the Corporate Ladder
Ivan Misner was at a church function recently and spotted a local business leader he wanted to meet. During the ensuing casual chat about their jobs, the businessman mentioned that he was having trouble finding a way to create a foundation to do charity work. Misner recommended a local organization, even offering a contact there who could help. The businessman gave Misner his card and told him to keep in touch.
"If I can help other people, I can build a relationship and then a network," says Misner, author of the forthcoming book The 29% Solution: 52 Weekly Networking Success Strategies.
Click here to read the article.
I'm Entitled!
This was a reason given for being absent from a meeting when the Membership Coordinator had rung a member to see if they were okay. The member was just taking one of the absences that they were entitled to.
Entitled? Sorry, but no, a member is not entitled to any absences. The BNI Policy says a member is allowed three absences in any 6-month period. And, the most important word there is allowed.
Click here to read the blog post.
Entrepreneur in SpaceI had the pleasure of witnessing the unveiling of WhiteKnightTwo at the Mojave Spaceport in California this week (yes, I said "spaceport," not airport). The WhiteKnightTwo is Virgin Galactic's carrier aircraft, which will ferry SpaceShipTwo and thousands of private astronauts, science packages, and payloads into suborbital space within the next few years. The rollout represents a major milestone in Virgin Galactic's quest to launch the world's first private space program for people, payloads, and science.
Click here to read the article.
BNI Power Network Announces August Speakers
BNI HQ would like to remind chapters that this type of press release is a great way to increase chapter visibility in your local paper.
Speakers provide fellow BNI (Business Network International) members with information about their businesses, industry sectors, and service benefits. Meetings start at 7:30 a.m. and guests are welcome.
For more information, contact BNI Power Network President Salem Rieboldt.
Click here to read the article.
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Take Control of the Prospect Relationship
How setting an agenda helps you close a deal.
Did you ever have a meeting with a prospect where things started out on target but got off track over the course of the meeting?
The scenario: The prospect gives you reasons why your products or services are needed. You begin sharing how you can meet those needs. Suddenly, you find yourself discussing things unrelated to the real reasons for you to do business together: superior service, loyalty, and honesty.
Instead, the prospect keeps asking you questions about your pricing. Or, maybe your conversation is interrupted by phone calls or employees with questions.
Suddenly, you're out of time, which causes you to rush the presentation at the end. All too often, you receive the lukewarm reply, "I need to think it over. Call me in a couple of days."
You must remember that the prospect has a strategy. They are looking for information that they can use for their own purpose. Are they just kicking tires? Do they intend to use your information as leverage to buy from someone else?
The prospect may also be afraid of losing control of the process and "feel" forced to buy something that fails to meet their needs; or maybe they believe they will pay too much.
How do you overcome this adversarial relationship, maintain control, and ensure you properly qualify the prospect?
You need to have a strategy, too.
That means you must set an agenda for every meeting. Establish the amount of time you have and make sure the time goes uninterrupted. Come to an agreement with the prospect on every element of the agenda. Make sure you both understand the purpose for the meeting and the potential outcomes, which include an agreement to continue the discussions.
And don't shy away from asking questions about his needs so you can better understand if there is a fit. Ask him what he would like to see covered in the meeting to make sure his expectations are met, and make sure he understands it is OK for him to say no to you if he fails to see a fit.
This will generate an immediate rapport with the prospect: when you both agree on the purpose, what to expect, and what the potential outcomes will be you eliminate that adversarial salesperson-prospect relationship.
You remain in control, yet the prospect feels you are on a level playing field.
If things get off track, you can remind him of the agenda you both agreed to. After acknowledging any immediate concerns the prospect may have you can get back to the agenda, qualifying and closing the deal. If you begin to run out of time you will know in advance, and you can get a sense of where you are and set up a future agenda before you part ways.
Master this and it will be one of the most powerful tactics in your sales toolbox.
Jacqueline McCarthy is a partner of Successful Lives, LLC and a Certified LifeSuccess Consultant, concentrating on empowering and inspiring personal growth. Jackie is also an Associate with Winfree Business Growth Advisors, focusing on increasing client's sales 2 to 3 times their current levels, faster. She is a BNI Assistant Director in the SE Mass/RI Region. Jackie can be reached at Jackie@SuccessfulLives.com or www.Boston.Winfree.org.
My BNI Story
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Most everyone makes a New Year resolution; mine was to shake the hand of Dr. Ivan Misner. Not only was that goal realized, it was better than imagined. Just a few short weeks ago our region was given the opportunity to have a workshop with Ivan as he was visiting Vail, Colorado. The two-hour seminar slipped by as I heard powerful stories of personal experience, answers to questions, and most importantly an extended introduction. Ivan spent time getting to know all of us as individuals, and then reinforced that by letting us get to know him as an individual.
We each received a signed copy of Ivan's new book, The 29% Solution, as well as a newfound excitement for the power of BNI. The entire experience has started ripples in our BNI community that will have far-reaching results. Ivan, thanks for making us all feel welcome!
To read the entire story, please visit: http://www.bizopoly.com/a-rare-bni-gem/
Jennifer Kettlewell, BNI Fortune Chapter, Grand Junction, Colorado
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Truthfully, I had no real idea of what I was getting into when I joined BNI last November. My husband and I own a tree service company near Branson, Missouri. After doing some work for a customer who was pleased with our work, she invited us to visit the "Show Me the Business" Chapter of BNI. She told us that we would benefit from and be an asset to this team of business owners, which was vague yet intriguing at the same time.
What I haven't told you is that I came to this first meeting very discouraged and with no real vision for the future of my business.
Read this blog post.
Luise Bird, Show Me the Business Chapter, Branson, Missouri
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I had never heard of BNI before I set up my own marketing and public relations company, Achieve, in 2004. At that time I was in remission from advanced colon cancer. I have since had the "all clear."
During my first week of trading, when I had one client, I picked up a newspaper on a train that someone had left behind. In it was an article with the heading "I never do any marketing because I have BNI."
As a result of this article and the ensuing welcome and energy of my first BNI Canterbury Chapter meeting, I joined BNI.
I got a £1,000 worth of work at my first meeting from another visitor. This project helped build my company's reputation. I now do the marketing for a number of BNI members and have benefited from some incredible referrals.
I was very privileged to be part of the Organising Team for and a speaker at BNI's International Conference, KL08. I am also helping BNI in the southeast of England to raise its profile and thereby attract more members.
In 2007 I was very honoured to win the "Entrepreneur of the Year" award from the Kent Invicta Chamber of Commerce, after being a finalist the year before. Over the last year Achieve has also helped three clients win top business awards.
I really love what I do for a living, and a large part of that is because I work with such nice clients—most of whom have come via BNI. I have supported myself solely from my business from week one and that is largely due to BNI.
Anne Ray, BNI Canterbury Chapter, United Kingdom
The Pros Behind Givers Gain
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Within two months of attending my weekly chapter meetings, I was receiving quality referrals. I began to realize the true meaning of Givers Gain and the importance of one-to-ones and Marketing Moments. I am truly fortunate because everyone in my chapter is "real." There is no lip service, and I now have an arsenal of professional individuals whom I can refer to my clients.
Everything from the Member Success Program to the Advanced Training has helped me grow both professionally and personally. I have had the privilege of attending Member Success Program with Emil Heintzinger, who is my mentor, friend and colleague. Advanced Training with David Holzer and Weston Lyon has been an enlightening experience. The return on your investment when you attend an Advanced Training Session with them far exceeds a few hours of your time.
Finally, I would like to take this opportunity to thank Deanna Tucci Schmitt for all that she does for BNI. If you have not had the privilege of getting to know her, I would suggest that you make the effort. The philosophy of Givers Gain is evident in everything she does.
Rita Yunker, Penn Mutual, BNI Network Connections Chapter, Western Pennsylvania
How BNI Saved My Business in 10 Minutes!
We read a lot about how BNI members' businesses expand over time thanks to referrals from BNI. However, how many members can say their business was saved by BNI in just ten minutes?
I was just finishing up at my BNI meeting when my mobile phone rang. It was my wife (we work together) telling me we received a letter from our landlord stating that he was shutting down the office centre where we are based. He was giving us 60 days notice.
Under normal circumstances the bottom would have dropped out of my business world! We are very busy and don't have time to look for new premises.
However, within ten minutes I had found a new office.
How?
Well, for the last month or so one of our BNI members has been wanting to rent a suite of offices he owns. I went to see the offices that afternoon, and we'll move in September.
This same person is a member of my Rotary Club, yet I've never heard him mention the vacant offices. It just goes to show networking and BNI works.
Instead of pulling my hair out, I can calmly sit here and tell you "My BNI Story!"
Ashley Price, BNI Lewes Priory, Sussex, England
Success with the Referral-Based Marketing Plan
BNI is a great organization for developing your ability to network. I have been a member of a local BNI chapter for eight months and have noticed a vast improvement in my networking skills.
Through BNI, you practice networking in weekly meetings and in one-to-ones with other professionals. The skills you learn through these activities can be applied outside of BNI.
In particular, I highly recommend BNI's Advanced Training Courses, through which you develop 60-second marketing moments, keynote presentations, and other components of a referral-based marketing plan. Your referral-based marketing plan serves as a cornerstone for your overall marketing plan.
I realized the value of BNI membership during a recent one-to-one with someone who was not a BNI member. This person was not trained in conveying information about the types of services that his company offered. As a result, it was difficult to determine whether we could pass referral business back and forth to one another.
However, through my BNI training, I was able to coach him to provide me with the information that I needed to learn about his business.
I started to think about how much more efficient it would have been if that person had participated in a BNI chapter!
Thomas M. Joseph, BNI Upper St. Clair Chapter, Pennsylvania
Breaking News
Podcast—The 29% Solution
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"Networking is such an important life skill, not just a business skill," says Donovan. "It plays a huge role in all aspects of success."
Listen to the podcast now and discover:
• The authors' inspiration behind writing the book
• Key tips for successful networking
• Why you should ask what you can do for your network
• The one reason Donovan thinks people should buy the book
• The one reason Misner thinks people should buy the book
• And more …
Click here to access The 29% Solution podcast.
Wealth Dynamics Experience
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In particular, his 'Wealth Profiling' system makes networking even more effective by helping people understand their natural entrepreneurial talents. Too often, people end up networking with people just like themselves, but Roger's Wealth Dynamics program teaches people whom they should be connecting with and how to attract them.
Roger has asked me to appear at his first ever USA event as a guest speaker. Of course, I accepted, and I would like you to be there as my guest.
On September 27, 28, and 29, entrepreneurs from all over America and around the world will be converging upon Las Vegas for the American entrepreneur event of the year: The Wealth Dynamics Experience.
Roger's Wealth Dynamics Experience normally retails for $1,490. However, as a guest speaker, I have been allocated 200 FREE tickets, which I am in turn making available to members of BNI."
Dr. Ivan Misner
For more information about the event and to register for you spot, please click here.
Non-Fiction Writers Course
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Dr. Ivan Misner
Here's a synopsis:
You've crystallized a tremendous idea for a non-fiction book. What do you need to know to do right now to get it to the world?
First, learn
• the 7 Myths of the Book Industry
• what cycle of the social pendulum our culture is now in
• how to jump-start your writing process
Then, create
• an outline for your book
• a powerful marketing platform
• a completed manuscript in 52 weeks or less
• an effective, customer-converting blog
• SEO techniques to drive traffic to your blog
Click here for more information or click here to register for the course. To contact Michael directly, e-mail him at Michael@promoteabook.com.
Michael has graciously offered a special 50% discount for BNI members (who have not previously attended a Wizard Academy Course): The first 12 who e-mail Michael at Michael@promoteabook.com are guaranteed to receive this discount.
Ivan Misner on Cover of Small Business CEO
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To read the first half of the Small Business CEO interview with Dr. Misner, click here.
To get access the second half of the interview, which is conveniently in audio format, simply fill out your name and address at the bottom of the page when you click here, and then hit the "FREE Instant Access" button. (Instructions on how to listen for free online will be sent to your e-mail address within 5 minutes.)
The BNI Foundation Wants You!
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We are going to be launching our brand new website on September 15th. The new website address will be www.bnifoundation.org. This site is not up yet, but check back around the 15th to see what we have been up to!
October is BNI Foundation Awareness Month, which will be an online "happening" around the world. More details are coming in the October issue of SuccessNet and will be posted on the new website after the 15th of September.
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
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Invest in yourself to achieve the best.
In the world of work, some people earn a little and some people earn a lot. What is the difference? This question has been studied for more than 100 years, and now we know the answers.
People who earn a lot—the top 20% in any field—make a greater contribution and get better results than people who earn a little-the bottom 80%.
Your work and earning life is very much like a marathon. All the runners assemble from different places at the starting line. The gun goes off! The runners begin to run, at different speeds. Some people sprint to take the lead quickly. Others go a little slower, preferring to run steadily over the long course. Others start off slowly and fall further back in the pack throughout the race, finally coming in so far behind that almost everyone has gone home by the time they cross the finish line.
In life, we all start off at the same place. When we get out of high school or college, we have few, if any, marketable skills. We take the first job that we can get and go to work. At that point, most people settle into the hum-drum of work life, doing what they are told to do, coming in at nine and leaving at five, and going home and watching television in the evenings.
But this is not for you. The race is on! The good news is that most people do not know that they are in a race so they are easy to beat.
From the time you take your first job until the time you retire, you are the president of your own personal services corporation. You are the president of an entrepreneurial company with one employee: yourself! You have one product to sell in the competitive marketplace: your personal services.
Throughout the history of economics, there has been only one way to increase your income, and that is to "add value." Every day in every way, you must be looking for ways to add value to your work, to yourself, your employer, and your customers.
Perhaps the greatest question you can ask repeatedly is: "What can I do to increase the value of my service to my customers today?"
Successful people never rest. They read continually in their field, looking for ideas and insights that will help them to add greater value. They listen to audio programs in their cars, seeking ways to contribute more to their business and to their customers. They attend seminars, and today, they become members of iLearningGlobal.tv and plug into the preeminent source of continuous learning in the world.
One of the most important qualities of successful people is that they are highly responsible. They do not make excuses or blame others. They do not criticize or complain. They say, "If it's to be, it's up to me."
But responsible for what? They are, first of all, responsible for setting goals and writing down how they will achieve them. They are responsible for working on those goals every hour of every day. But they are also responsible to themselves, to earn the very most of which they are capable throughout their working lives. In this sense, they are responsible to their spouses and children, who depend upon them to earn a good living and to provide a good life.
Don't Waste Your Potential
Perhaps the greatest tragedy in our society is that of "wasted potential." Many people have the ability to earn two or three times the amount of income they are presently enjoying by simply adding one or two new skills to their skill set.
Over the years, I have trained more than 5 million people in 47 countries. Many thousands of those people have told me and written to me giving examples of how one new skill enabled them to increase their income by 500% and even 1,000%. Many people go from rags to riches with one additional skill. Many people go from living in rented accommodation, worrying about money, to living in big houses on the hill, driving new cars and putting their children in private schools with one additional skill.
The terrible tragedy would be for you to go through your life with the ability to earn three times, four times, five times what you are earning today by simply dedicating yourself to continuous learning, and upgrading your skill set on a regular basis.
The greatest miracle of success is continuous learning, continuous personal and professional development. And just like physical fitness, you have to work at mental fitness every day. "If you don't use it, you lose it."
The wonderful thing is that all the answers have been found. Every skill that you need to learn to increase your income radically and permanently has already been discovered and is already being taught somewhere, probably on iLearningGlobal.tv.
Prehaps the best investment you could ever make is to buy stock in yourself. Realize that you are your most valuable asset. Your ability to earn money is the most precious thing you have. Everything that you do to increase your ability to add value and to serve other people increases the amount of money you earn and the quality of life you enjoy.
Go for it!
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, committed to teaching ambitious individuals how to rapidly increase their sales, income and profits. For a free one-hour CD, "How to Become a Sales Superstar," click on briantracyu.com/success.