September/October 2005
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of NetworkingFinding Your Currency
If giving of yourself is crucial to building successful relationships, then the next question is "What do I have to give?" Start finding your "currency" with the help of Keith Ferrazzi, who has been called one of the country's most connected people and is author of the new national bestselling book NEVER EAT ALONE: And Other Secrets to Success, One Relationship at a Time.
"What if I don't have much to offer?" You know, I'm shocked and a bit sad by the number of people who ask that when I explain that to build strong relationships—the kind that will consistently grow sales, boost your career, or just pack your social calendar—you have to give, give, give, and not keep score.
So, I'm here to slap some of that "not enough" thinking out of you. Everybody has a CURRENCY to give, or some capacity to help somebody else fulfill their mission or vision of themselves in some way. And trust me on this point: I've seen some pretty low thresholds for what counts as currency.
Jokes can be a currency. If you can make people laugh, you're helping them have a good time, and they'll be more up for doing business or hanging out with you. Sometimes just being someone empathetic or decent to talk with is a currency in the right environment. Yet, I'm confident that you possess currencies much stronger and much more abundant than these simple examples. You've just got to know how to find them, something even I struggled to do for a while.
As a rookie consultant at Deloitte, straight after graduating from business school, I had a pretty rough time. Let's just say that my first annual performance review was not sparkling. But, my supervisors and mentors knew that what I lacked in Excel wizardry (the skill set I was hired for), I more than made up for with my strategic insight and talent for building relationships with senior clients. So they created a new job for me, and I made a lot more money for all of us using my unique currency.
Since then, while I have made my living using my marketing and sales skills, I've always been aware of my biggest currency. No, it's not amazing wit or absolutely stunning good looks. It is my capacity to contribute to the success of people in my network by introducing them to other people in my network for mutual gain. It happens every day.
Often our most valuable currencies are things we do that seem as natural as breathing—natural to US, but to OTHERS, these skills are a real rarity! If you know tax law, that's a currency to a lot of us. Can you get someone upgraded at the NY hotel that your brother manages? That's a currency too. Perhaps it's something else. No matter what it is, you can find it by simply thinking of what others can gain from you. Here are two quick stories of how a couple young people's currencies went from lost to found.
The Chinese MBA Student
Our company, FerrazziGreenlight, was conducting a training session called Relationships for Revenue and Career Growth for the first-year students at the Yale School of Management. When we got to the currency discussion, one international student said in broken English, "What kind of currency do I have for my classmates? I can barely even speak English." So I asked him where he came from. "China." Wow, I thought. You come from China, perhaps the biggest future market on the planet, where everyone from Fortune 500 executives to garage-startup entrepreneurs need to know how to do business or miss a huge opportunity. Still, you claim you don't have a currency? What are you thinking? He wasn't. But once he thought about his currency in terms of what OTHERS could gain from him, he got it.
Next thing I heard, he was putting together a spring trip home to China to visit a whole slew of companies and people he knew there. He invited classmates who were interested, of course, but he also called recruiters (people who could perhaps hire him!) and let them know that if they had anyone wanting to go on the trip, he would welcome them, as well. What an amazing currency he has! Especially for someone who "had nothing to offer"—nothing to offer except insight and connections into a market everyone covets.
The Surfer Dude
Last August, we were out in LA, speaking to an audience of 500, when yet another person claimed he didn't have a currency. After probing just a bit, we found out that he loves to surf. I asked the crowd, "How many people in here want to learn how to surf? Now remember, this is LA. At least 85% shot their hands up. Now, I wasn't really sure what athletic prowess or even swimming abilities those individuals had, but the response was promising. I turned to the guy and asked, "How often do you surf?" "Every day," he said.
So was he willing to take one morning out of his week to teach surfing to the first three people who call him the night before if they're willing to show up? Of course he was, and it's that simple.
Maybe he'll only have takers once a month because the reality of this world is that too few people take us up on our offers, but at least he's exercising his currency with a solid foundation group. And the currency could, I suspect, even turn into a nice small business. Who knows? Not bad for someone who didn't have anything to offer—except years of experience doing something everyone wishes they could do.
Here's the bottom line. For you to get to know the people who can make you successful, they've got to want to get to know you. And that means, frankly, digging deep and finding out what you can do to make them more successful. So, no matter what's on the line, be it your company's sales or your own career, you've got to find and use your currency if you're going to build relationships for success.
Action Challenge:
To find your currency, or discover additional ones, try answering these questions:
- What things do you say about yourself and your interests that excite or intrigue people you meet?
- When did you help make someone else a success at something?
- Of the times you were able to give, which worked the best and which felt the best?
- How can you purposely incorporate those currencies into your sales and networking plans?
Keith Ferrazzi is CEO and Founder of Ferrazzi Greenlight, a consulting and training company based in Los Angeles and New York. His new national-bestselling book is NEVER EAT ALONE: And Other Secrets To Success, One Relationship At A Time. Learn more at http://www.NeverEatAlone.comAcross the Globe - North America
CanadaTaking BNI to New Heights
Wanjira Njenga is an adventurous BNI member and Assistant Director in Montreal, Quebec. Wanjira is a member of West Island Team, BNI's "World's Largest Chapter" with about 70 members. She is also a person dedicated to personal causes. Not long ago she agreed to take the BNI WIT chapter flag to new heights by climbing Mt. Kilimanjaro, thereby taking her "World's Largest Chapter" to the world's highest point—Mt Kilimanjaro.For further motivation, Wanjira helped raise more than $30,000 for the kids in Tanzania, which just goes to illustrate how this particular BNI member is one of the few Top-of-the-World members.
Congratulations Wanjira and best wishes for your further exploits!
Submitted by Nancy Morgan, National Director, BNI Canada
United States of AmericaRIP - Refer in Peace
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| Area Director Barbara Olson speaks to Northside Networkers and visitors during a recent Visitors Day at the chapter's funeral home meeting location. |
It's not as creepy as it sounds. The meeting room has a very professional atmosphere that creates a great space for networking. And it doesn't seem to be deterring visitors. Chartered at 15 members, the chapter has already increased its membership to 22.
"I love it!" shares Northwest Executive Director Connie Hinton. "Finding the right meeting space can be one of the biggest challenges for a chapter, so it's great to see an 'out-of-the-box' solution." Area Director Barbara Olson agrees saying, "After the initial reaction of 'They meet where?'- what you really see is the great energy and attitude of the chapter coming through."
So, there's a lot of networking and no 'net-sitting.' Maybe that's because when you meet at a funeral home you don't want to stay in one place for too long!
Submitted by Mavis Lamb, Director PR & Special Events, Pacific Northwest
United States of AmericaSuccess Leaves Tracks
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| Visionary founders members Richard Button and Jamie Nering |
These enthusiastic, vibrant professionals went from two members to twenty in only three months. The Olympians' dream began with two ethical, energetic, determined professionals who had regular exposure to BNI but whose categories were routinely filled in existing chapters. Once Richard Button and Jamie Nering met, it quickly became clear that they were not going to mess around with a half-hearted attempt at doing business. Rather they were insistent on accepting only quality applications from people committed to work as hard as they were.
Now four months old, the Olympians are all about business. In July alone they gave 74 referrals, received an additional 18 referrals from their 6 visitors, reported 54 dance cards and celebrated $18,714 of business.
This young chapter has experienced its share of birthing pains. They have been challenged to find a meeting location suitable for a professional business meeting and able to accommodate their weekly attendance. Also, the Membership Committee has taken a strong stance on tardiness and attendance. Being present at the weekly meetings is considered so essential that when one chapter member announced her referral for an absent member, she ripped up the referral sheet saying that she could not refer someone who is not accountable to the chapter. Patti Kutscher, Living Air Representative, puts it another way, "We come in with honest hearts and eager smiles! Even though we are all so different, it comes down to never having enough quality friends - or enough good business!"
The Olympians chapter experience certainly adds credibility to "Success leaves tracks" and they look forward to future chapters following their example.
Submitted by Steve Schwer and Wendy Florian, Assistant Directors, BNI Southern California
United States of AmericaEden Prairie Member Receives 60 Second Award
Debra Pierce of the Business Igniters Chapter in Eden Prairie, Minnesota, was selected as her chapter's winner for the 60 Second Showcase Award, given out at the 2005 BNI Minnesota Masters of Networking Award Ceremony. Debra owns V2K Window Fashions and is an Ambassador for BNI Minnesota. As one of the winners Debra had the opportunity to do her 60 second commercial at the Regional Awards Ceremony in front of 300+ attendees. Shown here at the event, she is portraying a floor to ceiling window (that's why she's standing on the chair) and is talking about how nice it is that V2K has dressed her so well. Hurray Debra!Submitted by Beth Anderson, BNI Minnesota
United States of AmericaPlatinum Pride Chapter Charters AUGUST 3, 2005
With 18 core group members pictured here, Platinum Pride BNI is the newest chapter in Murrysville, Pennsylvania. The core group assembled in a record breaking 10 weeks. Their Kick-Off will be on September 28th with an anticipated 90 visitors.Submitted by Deanna Tucci Schmitt, Executive Director, Western Pennsylvania
United States of America50 Member Milestone
The Kenosha Founders Chapter in Eastern Wisconsin has reached 50 members!
The Leadership Team made a commitment to reach 50 members before the end of their term. President Ralph McCarthy, Vice President Catherine Reget and Secretary-Treasurer Elizabeth Schauer have shown superb leadership team skills.
Assistant Director David Abstetar has helped the team with a foundation of coaching and training to help them with the recipe to success. This is the first Gold Chapter in BNI Eastern Wisconsin's 10-year history!
With excellent entrepreneurial members in our region this is just the tip of the ice berg!
Submitted by David M Zemer, Executive Director, BNI Eastern Wisconsin
United States of AmericaFast Track to Success
Last October our chapter, Fort Collins Fast Track, was "reorganized." We were down to only 6 members and were at a crossroads. With the help from our regional director we started over. Less then one year later, we are the largest chapter (22 members) in the region and have generated over $75,000 in revenue as a direct result of referrals from chapter members. As one member likes to share with us frequently, "I would be out of business without BNI."
Submitted by Jody J Roth, President Fort Collins Fast Track Chapter
United States of AmericaMember Extravaganza Trip Winner
Congratulations to John Schneider, one of the US Member Extravaganza contest winners from Michigan. John, a member of the Success at Seven Chapter in Midland Michigan, is pictured (in glasses) being congratulated by his team and BNI Director, Charlie Dimercurio (second from left).To qualify for the drawing, a chapter must have sponsored six new members between March 28th and May 27th. Each sponsoring member received one chance per new member sponsored. Contest winners will join other BNI members from all over the country at the US Member Extravaganza.
From Michigan alone 20 members and their guests will travel to the US Member Extravaganza. To view pictures of the contest winners from Michigan, go to www.bni-mi.com and visit the photo album.
Submitted by Dan Georgevich, Executive Director, BNI Michigan
Across the Globe - Europe
FranceParisian Networking Event
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"We invited five major non-competitive networking organizations to take part in this event. Each briefly presented their network and explained the importance of networking in general," said Marc-William Attie, National Director of BNI France.
Following an informal meeting with 30+ BNI members, Ivan Misner presented his "Cave Dweller" speech with translation by Marc-William, and answered questions about the history of BNI and his vision for the future. An open networking session around the bar followed.
GermanyDr. Ivan and Elisabeth Misner Won the Hearts and Minds of German BNI Members
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The mixture of Ivan giving the big picture and Beth speaking of her own BNI experience gave a great impression of what BNI is all about—the Givers Gain combination of professionalism and the very human business amongst friends. For example, Beth said "When I started BNI I was a substitute for my boss who did not like mornings and five weeks later I was chapter President. At that time BNI had 22 chapters - as many as you have in Germany today."
BNI visitors from all over Europe—Austria, Liechtenstein, Netherlands, UK, Switzerland and of course all the other regions in Germany—enjoyed the British concept of a BNI Conference. Martin and Gillian Lawson, the parents of BNI Europe, helped put a fine first Members' Day together.
During his all English breakout session, which was attended by about half of the Members' Day attendees, Ivan Misner said the German speaking countries are expected to be one of the fast growing areas for BNI.
SpainSummer Charity Ball
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| Julia and Eileen revel in the evening's success |
Julia Gilburt and Eileen Adams, members of 'Red Eye' chapter, turned their original barbeque fund-raising idea into an extravaganza beyond everybody's wildest dreams, in just six weeks.
Prompted by the sudden illness of two of their BNI colleagues, Julia and Eileen decided they would like to raise some money and set about organizing a barbeque for about 25 people. Within days and with the support of their fellow BNI members, the event had grown from a back garden affair to a full-fledged gala. The evening proved such a success that plans are already being made to do it again next year.
The funds raised will go to MABS, a group of people who have had cancer in one form or another and can offer support either by phone or by personal visit. All funds given to this charity support family and friends in need.
Congratulations to Julia and Eileen for their outstanding example of Givers' Gain!
United KingdomFastest BNI Logo in the UK!
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| Dave Newsham at speed during his recent championship weekend at Oulton Park. |
You may have to look twice to see it, but eagle-eyed members who follow motor racing should spot the fastest BNI logo in the UK this summer, as Inverness Highland chapter's Dave Newsham flashes across TV screens.
Dave, Managing Director of one of Scotland's major drink and snack machine companies, Norscott Vending Services Limited, is competing in the Legends British Championship. The 'Legends' series is being televised by Sky Sports and is arguably the most exciting of all motor sports, featuring classic US-built veteran sports cars all using the same 1250cc Yamaha motorcycle engine, racing at up to 140mph.
When Iain Whyte, BNI Executive Director for Scotland South and East, heard about Dave's TV appearances, he immediately decided to sponsor his championship season and get BNI's logo onto the side of Dave's 1934 Ford Coupe car.
As SuccessNet went to press, Dave had completed six rounds of the British series and currently stands fifth out of 28 drivers in the points table. Iain commented, "The potential for BNI exposure was too good to miss. Naturally we all hope that Dave not only completes every round, but finishes well in the final placings, before going on to the World Championships in San Francisco."
United KingdomChocoholic Success at Halesowen
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| Dave Newsham at speed during his recent championship weekend at Oulton Park. |
It's not that they're dissatisfied with their regular BNI breakfast, but this is just one of the new initiatives introduced by PR Christine Ransome-Wallis after becoming the group's 'communications guru.' Christine's most popular innovation has been the weekly 'Chockie Award' presented to the member delivering the best 60-second presentation. "After watching two superb infomercials which made such a refreshing difference, I decided to introduce a weekly prize of a chocolate bar for the best one. I found some confectionery, appropriately called 'Excellence' and 'Finest,' and the response has been amazing.
"Since we started this, the quality of our 60-second presentations just gets better each week, making it more interesting for members and a great show for visitors. You wouldn't believe how much effort everyone takes to come up with something different each week - and all for a bar of chocolate!" she added.
IrelandCill Dara Brings Buzz to Kildare
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| Education Co-ordinator Kieran Horgan, Treasurer Brenda Farrell, Membership Co-ordinator Dermot Fitzgerald, and Chapter Director Kathryn Byrne |
Famous across the world for its horse racing (three of Ireland's most famous courses are close by) and the home of the Irish National Stud, Naas is now also a burgeoning business centre - reflected in Cill Dara's growth to 23 members after just two meetings in the town's Osprey Hotel.
Kathryn, who runs Limelight Communications, said: "We are delighted with the chapter's early success. BNI is a great motivator and after just a few weeks the buzz and enthusiasm at our meetings is fantastic. It's noticeable that long after our formal agenda is over members stay on developing new synergies and generating business for each other."
Scotland10,000 Referrals? It's a Piece of Cake!
Let them eat cake…because they certainly deserve it! Members of Scotland's very first BNI chapter - Glasgow Alpha - are pictured with a celebratory cake in the shape of a giant referral slip, after passing their 10,000th referral a few weeks ago.The 30-strong group notched up its milestone referral exactly seven years after becoming Scotland's founding chapter, during which time members have found a remarkable £3 million worth of business for each other.
Chapter Director Euan MacLeod, a business manager with the Royal Bank of Scotland said, "Our members are dedicated to providing quality business referrals and we are immensely proud of what we have achieved over the years.
"It was a landmark moment when the 10,000th referral was passed at a recent meeting and the group continues to go from strength to strength, with positions in Alpha Chapter still eagerly sought after by would-be members."
While they may have earned their huge cake, health-conscious members decided it would be appreciated even more by the residents of Craigpark Home for children with special needs. "The Home is a really deserving local charity, and I'm sure the youngsters made short work of their treat," Euan added.
Across the Globe - Africa/Middle East
IsraelPoleg Natanya Chapter Comes to Life
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The chapter broke all known Israeli precedents by being launched after only seven meetings. There were 19 members as of the kick-off date, and that number continues to grow. The chapter prepared a special gift for all visitors, a handcrafted wooden business box with the chapter name.
This group signifies the new momentum in the growth of BNI Israel due to the hard work of the members, Executive Team, and Co-National Director Yarden Noy.
In Israel there are five core groups in various stages of growth, and on September 6th, during my visit to Israel, I will have the honor to induct our 19th chapter.
The Executive Team of BNI Israel is working hard to achieve their goal of 25 chartered chapters by the end of 2005. I have no doubt that we shall reach it!
Submitted by Sam Schwartz, Co-National Director, BNI Israel
South AfricaIbyahi Chapter Launches in Port Elizabeth
Speaking at the breakfast launch, David Russell, Regional Director for the newly established BNI Ibhayi Chapter in Port Elizabeth said, "We now have 20 members - many of them entrepreneurs - who are passionate about their business and will get together regularly to network and build relationships."To read an article regarding the Ibhayi Chapter launch in the Port Elizabeth Herald online, click here.
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South Africa
A Fine Day for a Chapter Outing
Sean Finlay, Amanzi chapter member and Principal Dealer of Toti Ford and Mazda invited us to be at his new motor vehicle showroom at 6:30a.m. where we were all instructed to hand over our car keys. We had been told that our cars would be treated to a free carwash, so you can imagine how extremely dirty our cars were that Friday morning!Keys of brand new vehicles were then given to us and we paired up and jumped into a car. Brian was the only person with a license that allowed him to drive the BIGFOOT (an enormous SUV). When we arrived at Umkomaas, some 20 km away, we all changed vehicles so that we could experience the excitement of driving in yet another new car and we proceeded to the golfing estate, Selborne. This was my first visit to this estate and I was blown away by the beauty of the surroundings and hotel. Needless to say, the breakfast matched the superior quality of the setting.
Sean then spoke to us about all the vehicles. We were all sad to leave the lovely Selborne, but excited because we were able to once again swap cars. When we arrived at Umkomaas for the last changeover I had the privilege of riding in the BIGFOOT. Now that was an amazing ride! We arrived back in Toti and were handed the keys to our own finely washed, vacuumed and perfumed cars! What a perfect end to a delightful outing.
Simon and his wife, Marie, were fortunate to win the door prize that day. This entitled them to have breakfast at The View Guest Lodge, owned by Amanzi member George Lithgow. Simon had the following to say: "This is an up-market place, the linen and the rooms are just too much! We had breakfast on the patio, with the early morning sun shining down on us. The panoramic ocean view and the excellent breakfast are fit for a king. We can certainly recommend this B&B."
I hope that the next breakfast at The View Guest Lodge door prize will come to me. To get it I will have to work hard on passing referrals and inviting visitors! Thank you - Sean of Toti Ford and Mazda, and George and Joan of The View Guest Lodge.
By Ansie Nieuwenhuis, Amanzi Chapter, Durban, South Africa
Submitted by Yvonne Duke,Executive Director, BNI Durban
Across the Globe - Australia/Asia
New Zealand66th Chapter puts BNI NZ on Top of the World
The net gain of 60 members in one month has taken BNI membership in New Zealand to 1,554 members. This addition, plus the launch of their 66th chapter, puts BNI NZ on top of the world.
BNI NZ has grown by 12 chapters since this time last year. 66 chapters - far more than the original 60 planned for this country - makes New Zealand one of the most successful countries in the world at embracing the reciprocity concept of networking. This is by no means the end of BNI growth in NZ because there are plans for seven more chapters in Nelson, Christchurch, Wellington, the Bay of Plenty and Auckland.
National Director Graham Southwell says the 'giving nature of Kiwis' is one reason why New Zealand won the BNI award for the highest average membership per chapter in the world.
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New ZealandBNI launches "Breakfast is on us" Campaign at Expo
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| At the BNI booth at the Small Business Expo in Auckland: BNI Assistant Directors Fiona Powell, Lance Spalding, Emma Uvhagen and National Director Graham Southwell. |
Hundreds of small business owners and sales people from around New Zealand visited the BNI stand to talk with National Director Graham Southwell and the assistant directors who helped out at the three day expo. More than 7,000 people visited the exhibition.
BNI NZ also ran a "Breakfast is on us" voucher campaign to encourage visitors to attend a local chapter meeting. The voucher came complete with details on who to contact to arrange a visit.
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New ZealandBNI NZ donates more than $NZ12,000 to Hospice
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| Graham Southwell, hands over the cheque for $12,538.65 to Hospice New Zealand President, Dalton Kelly. |
BNI NZ donates five percent of its profit to Hospice and money from this 'challenge' forms part of that contribution.
Special congratulations must be extended to the Hibiscus Coast Chapter which went way beyond the call of duty and raised a fantastic $634.40. Thanks to the generosity of chapters like Hibiscus Coast, the Hibiscus Coast Hospice will receive a donation of at least $1,800.00 from BNI. The rest of the money will be split amongst the chapter nominated hospices throughout New Zealand.
Hospice cares for the terminally ill and is responsible for ensuring that these patients have access to quality hospice palliative care.
Well done!
AustraliaBusiness People Line Up to Join BNI River View Chapter
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| River View's New Members |
At 7:15am on River View's Kick-Off Day people were still lined up to get into the venue. Taree businesses had come out in force with 125 business people in attendance. It was nothing short of remarkable! When Russ Holland, Executive Director, asked them the question "so who wants an application?" more than 50 hands went up…what a response!
The successful kick-off was directly linked to the core group's commitment. They diligently worked for several weeks sending a total of 567 invitations, which were then all diligently followed up on.
After a highly successful Kick-Off day the River View Core Group Members needed to follow up and follow through. And that they did!
Within 48 hours the chapter had received 26 new member applications. So the new membership committee was truly baptized by fire. Four members of the leadership team came together reviewed all the applications and resolved the inevitable category conflicts.
The team handled themselves as the professionals they are. The final result was 20 new members inducted on Charter Day. A staggering 41 members are now part of River View, making it the largest chapter in Australia.
Congratulations to all the members of River View. What a great example of what can be achieved!
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AustraliaBNI Gold Coast is Going Places!
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It is quite eye-catching and I often get comments from people as they pass. I have had about nine enquiries directly from the car and I believe two new members. But that wasn't the reason I did it. As with all good businesses, any business owner should enhance the brand. Now on the Gold Coast here in Australia, everyone knows the car and people are constantly asking, who are BNI.
I felt that people need to be able to see a presence, not just hear about BNI from others. If I can generate new members because of the car, great, but I would rather do something different and have people talking about BNI and enhancing the benefit to my members as they join our chapters.
Submitted by Leo Petrik, BNI Executive Director, Gold Coast Region
MalaysiaWorkshop Motivates Members
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"The Referrals Skills Workshop was just great! Besides referral skills we learned everything from personal development to business development skills," said Kelvin Chin, DSOP Office System & Supplies SDN BHD of BNI Success Chapter Penang.
From the evaluation forms and the testimonies received everyone learned a lot from the 6 hour workshop. The members were motivated, energetic and very passionate about making BNI work for them.
The objective of the workshop wasn't to give everyone a thorough overview of what BNI is all about and how to work the system. However, a lot of information was shared and it will definitely take a while for the members to digest it all. But members can begin using what they learned immediately by picking up a few of the more relevant things and putting them into action.
The Leadership Teams will also be working with members to put all the key elements into place and to provide necessary support. It would be very difficult to find another organization with so many people caring about each other and wanting to see their businesses succeed!
Submitted by YP Lai, BNI Assistant Director, Penang
From the Founder15 Ways Other People Can Promote Your Company
Put your networking circle to work for you with these guaranteed ways to generate new business.
Has anyone ever said to you, "If there's anything I can do to help you with your business, let me know"? Did you respond, "Thank you. Now that you mention it, there are a few things I need"? Or did you say, "Well, thanks, I'll let you know"?
If you're like most of us, you aren't prepared to accept help at the moment it's offered. You let opportunity slip by because you haven't given enough thought to the kinds of help you need. You haven't made the connection between specific items or services you need and the people who can supply them. But when help is offered, it's to your advantage to be prepared and to respond by stating a specific need.
Systematic referral marketing requires that you determine, as precisely as possible, the types of help you want and need. There are many ways your sources can help you promote yourself and your business and generate leads and referrals; we've chosen to discuss fifteen of them. Some are simple, cheap and quick; others are complex, costly and time-consuming.
1. Display your literature and products. Your sources can exhibit your marketing materials and products in their offices or homes. If these items are displayed well, such as on a counter or a bulletin board, visitors will ask questions about them or read the information. Some may take your promotional materials and display them in other places, thereby increasing your visibility.
2. Distribute information. Your sources can help you distribute your marketing information and materials. For example, they can include a flyer in their mailings or hand out flyers at meetings they attend. A dry cleaner attaches a coupon from the hair salon next door to each plastic bag he uses to cover his customers' clothing; a grocery store includes other businesses' marketing literature in or on its grocery bags or on the back of the printed receipt.
3. Make an announcement. When attending meetings or speaking to groups, your sources can increase your visibility by announcing an event you are involved in or a sale your business is conducting, or by setting up exhibits of your products or services. They can also invite you to make an announcement yourself.
4. Invite you to attend events. Workshops and seminars are opportunities to increase your skills, knowledge, visibility and contacts. Members of personal or business groups that you don't belong to can invite you to their events and programs. This gives you an opportunity to meet prospective sources and clients.
5. Endorse your products and services. Your network sources can encourage others to use your products or services by telling others what they've gained from using your products or services or by endorsing you in presentations or informal conversations. It is even better if they sing your praises on audiotape or videotape.
6. Nominate you for recognition and awards. Business professionals and community members often are recognized for outstanding service to their profession or community. If you've donated time or materials to a worthy cause, your sources can nominate you for service awards. You increase your visibility both by serving and by receiving the award in a public expression of thanks. Your sources can pass the word of your recognition by word of mouth or in writing. They can even create an award, such as Vendor of the Month, to honor your achievement.
7. Provide you with leads. A source can help you by passing along information she hears about someone who needs the kind of product or service you provide. Following through on such leads—for example, a rumor about a new company moving into the area or a news item about the troubles another business is having—could result in new business.
8. Provide you with referrals. The kind of support you'd most like to get from your sources is, of course, referrals—names and contact information for specific individuals who need your products and services. Sources can also help by giving prospects your name and number. As the number of referrals you receive increases, so does your potential for increasing the percentage of your business generated through referrals.
9. Make initial contact with prospects and sources. Rather than just giving you the telephone number and address of an important prospect, a network member can phone or meet the prospect first and tell him about you. When you make contact with the prospect, he will be expecting to hear from you and will know something about you.
10. Introduce you to prospects. Your source can help you build new relationships faster by introducing you in person. She can provide you with key information about the prospect. She can also tell the prospect a few things about you, your business, how the two of you met, some of the things you and the prospect have in common, and the value of your products and services.
11. Arrange a meeting on your behalf. When one of your sources tells you about a person you should meet, someone you consider a key contact, she can help you immensely by coordinating a meeting. Ideally, she will not only call the contact and set a specific date, time and location for the meeting, but she will also attend the meeting with you.
12. Follow up with referrals they have given you. Your sources can contact prospects they referred to you to see how things went after your first meeting, answer their questions or concerns, and reassure them that you can be trusted. They can also give you valuable feedback about yourself and your products or services, information that you might not have been able to get on your own.
13. Publish information for you. Network members may be able to get information about you and your business printed in publications they subscribe to and in which they have some input or influence. For example, a source who belongs to an association that publishes a newsletter might help you get an article published or persuade the editor to run a story about you.
14. Serve as a sponsor. Some of your sources may be willing to fund or sponsor a program or event you are hosting. They might let you use a meeting room, lend you equipment, authorize you to use their organization's name, or donate money or other resources.
15. Sell your products and services. Of all the kinds of support that a source can offer, the one that has the greatest immediate impact on your bottom line is selling your product or service for you. Your network member could persuade a prospect to write a check for your product, then have you mail or deliver the product to your new customer. If you do so swiftly and cordially, you may gain a new lifelong customer.
Suppose a customer you know well tells you a friend of his wants to buy your product. How should you respond? By telling him to have his friend contact you? By asking for information about the friend? The correct answer is neither. While your interest is still hot, let your friend, the customer, take your product and sell it to his friend, the prospect (if he plans to see his friend in the near future, of course).
Editor's note: This article is excerpted from the book Business by Referral, by Ivan Misner and Robert Davis. You can purchase Business by Referral at http://store.bnistore.com/bubyre.html.
BNI in the News
Mind Your Business columnist suggests BNI membershipIn Mind Your Business, a Q and A column in the San Francisco Chronicle, columnist Ilana DeBare advises those who can't afford big-ticket advertising to develop their word-of-mouth networking opportunities through groups such as BNI. Click here to read this article - you'll need to scroll down to get to the second question and answer. Click here to read this article.
Winner Donates His Cash PrizeColumbia Missourian - Columbia, MO, USA
When Business Network International member John Corn of Columbia won a $95 cash prize during a drawing at the group's Wednesday meeting, he decided to donate it to hurricane relief. The network will match the prize, resulting in a donation of $190.
BNI Networking Group builds businessMooresville / Decatur Times - Mooresville,IN,USA
Building a successful business can be about who you know as opposed to what you know. Building relationships and meeting potential customers can take time and can be a costly task. Advertising can work to build some business but the old tried and true word-of-mouth is a business tactic that has never gone out of style. Business Network International (BNI) is a business and professional networking group that offers members the opportunity to meet other professionals to promote their business and learn about other business professionals that offer services. Click here to read this article.
BNI Is All Business About Making Connections"BNI provides a structured and supportive system for giving and receiving business," said Rosemary Bouffard, BNI Newtown president. "It provides an environment in which members can develop personal relationships with other qualified business professionals and through this, grow and expand their businesses." Click here to read this article.
Networking group is all businessThe lively chatter emanating from the Lincoln Inn conference room at 7:30 a.m. sounded more like happy hour than an early morning business meeting.
This lively group of 34 people—some in jacket and tie, others in jeans and polo shirts—was all business. Click here to read this article.
Giver's Gain: Organization takes networking to the next level
When Paddy Moore launched her latest marketing project, she didn't think twice about choosing a commercial printer. And lining up someone to mail out her materials was sealed during a brief breakfast meeting. All three are members of Business Networking International, an organization of business owners and professionals who boost one another's businesses through referrals. Click here to read this article.
Word of Mouth to do Business
Le Republicain
This article, written by a journalist who attended the June Kick-Off of the new Palaiseau Chapter in Essonne, outside of Paris, explains the concept of Givers Gain and the importance of word-of-mouth marketing. It also details the BNI system and points out that BNI offers training workshops on networking, referrals and presentation skills.
To read this article in French, click here.
To The Next Level
Developing Life Changing Goals
Moving to the next level - in any area of life - involves change. Choosing to do what you have always done is choosing to stay where you've always been. All goal setting - self development - self improvement - involves change.
So let's talk about the process of change.
The first step is to examine your life - make an inventory - and decide what changes you need to make. Once you have made an inventory then set a goal. This goal should include what you need to do on a daily basis to get to where you want to go. I don't think anyone needs to be reminded of the New Year's Eve resolutions that they've made and then systematically forgotten. Why does this process of goal setting and forgetting occur? It is rooted in what I like to call the Horse.
Have you ever gone trail riding on a horse? You mount the horse and off you go - or should I say off goes the horse with you on it. You find yourself looking down and around to see what magic has taken place because you know that you haven't asked the horse to move or directed it to the left or the right. Yet, there you are ambling down the same path that hundreds of other trail riders have. Why? The answer is simply habit.
Now, if you are the rebellious sort (or simply desire change) and have tried to deviate from the trail to gallop across a flower filled meadow in your very own re-enactment of Kevin Cosner's "Dances with Wolves," you'll find yourself not only with a disgruntled steed but also still behind the lead horse. You may ask, "Weren't horses created to race freely across the wilds?" The answer is "no." Not trail horses. Trail horses have been trained to habitually follow the path, and when they are asked to do otherwise they will more often than not resist. Habit creates resistance. Resistance hinders change.
Keep this short parable in mind. As you sit down to work on your goals and then move toward accomplishing your goals, your Horse will resist.
It is possible to break a resistant Horse. In fact, there are three ways.
Number One: Argue with the Horse
Let's say your goal is to race across a mountain meadow on the trail horse mentioned above. As you work toward accomplishing your goal you will experience resistance. In order to experience the benefit of your goal you must resist the temptation to quit or to stay on the path. When internal resistance rears its mighty head tell yourself things like: "Just because it feels wrong doesn't mean it's wrong," or "Just because it's difficult now doesn't mean it will be difficult later."
Step Two: Visualization
Imagine how good it will feel to race across the meadow. See it. Taste it. Experience it.
Step Three: Practice
It is possible to argue with the horse, and daily visualize riding the horse. But unless you get out into the field and practice riding, change will not result.
So, that's the process of change. It's time to take control of the Horse. If you do, you will take your business and your personal life TO THE NEXT LEVEL.
Morris Goodman (known as "The Miracle Man") survived an airplane crash where he broke and destroyed every bone, muscle, and nerve in his body. Paralyzed for eight months and only able to blink his eyes, Morris defied medical odds and walked out of the hospital eight months later. He will be the keynote speaker at the BNI International Directors Conference, which is being held November 10-12 at the Hyatt Regency Hotel in Long Beach, California. It's a story you don't want to miss. You can visit his website at www.themiracleman.org.
My BNI Story
Be a Resource Centre for Your Clients
Recently I started carrying my BNI card holder everywhere I go.
At a catering function for the opening of a new office, I had the opportunity to use it to impress my client.
The client told me they needed to upgrade their telephone service, so I gave her one of my fellow chapter member's cards to introduce his services. I overheard the ladies in the office talking about safety, and I gave another card for installing a security system at the office. When my client asked me to be careful of her new carpets, I introduced our carpet cleaner. I noticed a fish pond in the office, so I gave her another card to introduce our FengShui Master.
By the end of the day I had also given her cards for the computer service, printer, and mechanic in my chapter. I could not have done this if I wasn't carrying all of their business cards in my card holder.
Before I left my client's office I said, "Call me if you need any information. I know where to get almost anything." I also invited her to an Affinity chapter meeting. Before I left, the client gave me a referral to cater for a bank.
The moral of this story is: "Be a resource for your clients and be a conscious marketer for your fellow members."
Fong Muntoh, BB Deli - Catering, Affinity Chapter, BNI Malaysia
To purchase a BNI card holder like the one mentioned in this testimonial, click here.
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Whole Power Team Profits
One of the best "BNI Success Stories" for the Peak Professionals Chapter in Queens, New York is a referral to me that ended up with business for our chapter's entire Home Services Power Team.
Diallo Stevens, our chapter's Realtor, referred a potential mortgage client to me back in December 2004 as a pre-approval. We finally closed on her home purchase in July. That's not the big deal—it happens all the time—but this client ended up using the services of every member of the Home Services Power Team:
I did the mortgage.
Diallo Stevens was her Realtor.
Kathryn Richards became her closing attorney.
Jesse James Burke was the attorney for the bank.
Adi Yacar handled her moving needs.
Tony Christoforu did her home inspection.
Saul Belsky is changing the locks on the house.
Karen Keith is going to be installing an alarm system.
When all was said and done, the entire Home Services Power Team chipped in and sent the client a thank you-basket from chapter member Lydie Pellissier, who is on the Events Power Team.
This one referral generated business for nine members of the chapter totaling over $750,000 in gross sales. This networking stuff is pretty cool!
Mark Dana, Mortgage Officer, H.S.B.C. Bank, Peak Professionals Chapter
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The Perks of BNI Membership
My company, BNS Enterprises, is a diverse technology business including computer sales and service, internet services from dialup to DSL, cable and satellite. Our services include consulting, trouble-shooting, and problem solving with spam, spyware and virus work. We are located in Centralia, Washington. I am a member of SWWC - SouthWest Washington Commerce Chapter.
A couple of weeks ago, I was contacted by Perks Unlimited out of New York. They are contracting with companies for their Perkscard program. This program allows businesses, like BNS, exclusive access to the employees of large corporations. In this case, Safeway Corporation will issue 5,000 Perkscards to their employees directing them to my website where I will offer a discount to them, based on their employment with Safeway.
What a great way to cut through the clutter to be seen exclusively by 5,000 people! After reviewing the opportunity presented to me, I asked how Perkscard found me. I was told that they look for businesses associated with BNI. (SuccessNet contacted Perkscard and was told their Director of Operations, Chris DiRusso, was once a member of BNI and has made contacting local BNI chapters part of their strategy when developing a Perkscard program for an employer. Perkscard President Bob Dow said that they are always on the lookout for reputable businesspeople who are engaged in the community and eager to actively promote their company's products and services. BNI chapters help them find such businesspeople.)
My conversations led to Perkscard requesting other names of BNI businesses that could be added to the exclusive discount program for Safeway employees. I referred fellow member Jim Green of Pioneer West, and this opportunity may well extend to other businesses in my local chapter. I am anxious to see how all of us might prosper from this program.
Without BNI, no one would have contacted BNS out of Centralia, Washington for such an exclusive opportunity!
Bob Killillay, BNS Enterprises, http://sipnsearch.com, SouthWest Washington Commerce Chapter, www.bniww.com
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Lowest Common Denominator Doubles Quality Referrals
It's difficult to sell intangible services. It's especially difficult if members do not have any real world exposure to your services. My challenge when I joined BNI was to figure out how to communicate our numerous service capabilities in a comprehensive yet succinct manner.
As an outsourced human resources service firm, we provide a myriad of services for clients from organizational development to application forms. What kind of commercial could I develop that would 1) summarize our multi-faceted business and 2) provide an avenue for an introduction?
One of the key principles of a successful 60-second commercial is to break down your service or product into its most basic form or Lowest Common Denominator. So, I decided to highlight our training grant writing and tax credit services in my commercials. Within a few months of joining BNI, we gained 5 new clients. I then developed a cost/benefit sheet and handed it out to the members to demonstrate how HR services not only help save employers money, but also help employers obtain valuable quality employee training. As a result, quality referrals increased to 70%.
The success of using LCD has led us to expand our training grant writing and tax credit services on a national basis. LCD Works!
Joyce Maynard, SPHR, Vice President and Treasurer, HR Xpress, Inc.
Providence Chapter Mentor and Ambassador
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Make the Most of Every Opportunity
Make the most of every opportunity. With that said I would like to tell you how I got a referral for my colleague Michael Royce of Realty World, the President of the Englewood-Clayton BNI Chapter in Ohio.
Wednesday evening, June 1st of this year I started having severe pressure in my chest. I was concerned because I had a recent treadmill stress test and did not "do well". Although I was scheduled to have an angiogram and potential angioplasty the following week, both my husband and I felt we should call 911 - so we did.
The Emergency Medical Technicians were kind, caring and efficient. During my ride to the emergency room at Miami Valley Hospital in Dayton, Ohio, I talked with Ed and Tim who were caring for me in the ambulance. As it happened, Tim was planning to buy a house in the Englewood area and I mentioned Michael Royce as a great realtor to whom I would like to refer him. Tim was very receptive. Unfortunately, in my haste to go to the hospital I didn't grab my BNI card carrier, so I could only tell him about Michael Royce.
After a two-day stay in the hospital, some tests and a change of medicine I was released and was able to go to work the following Monday. On Monday, I called the Fire Chief for the City of Englewood and told him how pleased I was with the treatment I received while an emergency squad customer and asked him to give Tim my number. Tim called me and the next day at our regular BNI Chapter meeting and I gave Michael the referral. He has contacted Tim and they are working together to find a house.
So even though I was in an unexpected situation - I was able to find a referral for Michael and indirectly help a young man who was kind to me during a difficult time.
Jackie Hill, BarryStaff Inc., Englewood-Clayton Chapter
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There's No Time Not to Join
I was approached by Lesley Perchman about 3 months ago to visit a BNI chapter meeting. Feeling particularly busy, I declined. However Lesley kept after me and I am now a member of the brilliant Alpha chapter. I now realize I should have made this decision immediately!
I recently moved from Johannesburg to Hillcrest and knew virtually nobody. The move required that I start my image consulting business all over again. Redeveloping my business demanded long hours, high advertising costs and no personal time - or so I thought.
BNI taught me that by being part of an active chapter allows me to achieve results - quickly. My image business has now expanded to include HONEY jewelry as part of the accessories segment of my presentations with great benefit. I have merged the two businesses of image consulting and accessories into a single enterprise.
I am also now in a position to recruit HONEY consultants. HONEY gives small business opportunities to unemployed, physically disabled and housebound people helping them regain their confidence.
Gwenythe Seymour, Alpha Chapter, BNI South Africa
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Since joining Eden chapter in Penrith this past January, I have received referrals for £3-4,000 for my service as Toastmaster/Master of Ceremonies.
John Dawson, Info@itsthevicar.com.
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Gold Club:
Andy Cohen, Success Express Chapter, RI
Pamela Borges-Hawes, South Coast Chapter, MA
Teresa Occhiuzzo, Newport Chapter, RI
Dianne Langer, North Attleboro Chapter, MA
Janet Letourneau, Providence Chapter, RI
Joe Lomastro, South County Chapter, RI
Donna Sawyer, Team Advantage Chapter, MA
Chuck Hull, Hyannis Chapter, MA
Dan Caouette, Team Platinum Chapter, MA
Lisa Asendorf, Team Platinum Chapter, MA
Richard Mead, Roma Referral Group, ME
Dave Kantelis, Hockomock (MA) Chapter was recognized with having sponsored 12 members!
Submitted by Linda Macedonio, Executive Director, RI, SE MA, ME
Bronze Chapters
BNI Emerald Chapter
22 Members; July 2005
Greater Oregon Region
Area Director: Jayne Williams
BNI Bend Chapter
22 Members; July 2005
Greater Oregon Region
Area Director: Joyce Nihoul
Submitted by Robin Schuckmann, Executive Director, BNI Oregon & SW Washington
Breaking News
Hurricane Katrina Relief Effort
The BNI-Misner Foundation will be making a contribution to the American Red Cross for the Hurricane Katrina Relief Effort. 100% of all funds donated to the BNI-Misner Foundation will be made available to the American Red Cross.Please join with us to support our many members and fellow citizens in the hardest-hit regions of the United States by sending your donations to be added to ours for this effort.
Please make checks out to the BNI-Misner Foundation and note "Hurricane Relief Drive" in the memo line.
Checks may be sent to:
BNI-Misner Foundation 545 College Commerce Way Upland, CA 91786 USATo make a secure, on-line credit card donation, please click here.
If you have any questions, please e-mail: foundation@bni.com or call Ann Longanecker at (909) 608-7575, ext. 143.
Thank you for once again sending your support and for showing the world that "Givers Gain" is more than a platitude—it's an attitude that permeates the very fabric of our organization. We are appreciative and thankful for your generosity in response to our previous disaster relief efforts.
US Member Extravaganza Rescheduled
Due to Hurricane Katrina, the US Member Extravaganza that was planned to be held in New Orleans in November has been rescheduled to a new date and location. The Extravaganza will now be held from Friday, March 10th through Monday, March 13th, 2006, aboard the Carnival cruise ship Fascination. This 3-day cruise of the Bahamas will leave from Miami, Florida. More details will be available in the weeks ahead from your Director and at www.bni.com.
BNI New Zealand Wins Vero Excellence in Business Support Award
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Pictured from left to right are Hans Frauenlob from NZTE, Awards organiser Sarah Trotman, Graham Southwell, Andrew Aitken from Vero and Roger Wigglesworth, Principal Advisor and Director SMEs, from the Ministry for Economic Development. |
BNI New Zealand recently earned national recognition when it was named winner of the 'Business: One on Many Offering' category at the inaugural Vero Excellence in Business Support Awards.
Presented at a gala dinner at the Small Business Expo in Auckland, the awards were held to recognise the best in business support and those organizations that contribute to small business growth. More than 400 business owners and influencers attended the awards.
BNI NZ National Director, Graham Southwell, said the winners were selected from 32 finalists ranging from multinationals to sole traders and web page designers, banks, publishers and education providers.
"It's an enormous privilege for us to win this award and it also crowns the efforts and achievements of all our members around the country - the positive testimonials we received from members went a long way towards securing us this award.
"The fact that much of our success was based on the reporting and measurement structures of BNI, teamwork and the enthusiasm of our members is testament that 'Givers Gain'," said Graham.
Congratulations to Graham and all members of BNI New Zealand!
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| Not familiar with Suriname? It is nestled between Guyana, Brazil and French Guiana on the North Atlantic Ocean. |