September/October 2006
Art of NetworkingBe sure to set your printer to "landscape" mode before printing.
Art of Networking
"Yahoo" for BNI-Yahoo! Group
Join online and widen your BNI world.
The BNI-Yahoo! Group, in existence since August 1998, is the official international group site for BNI members worldwide. The bulletin board is a forum for discussion about running good BNI meetings.There is a broad range of questions, and the members post very helpful answers. There is a chat feature, and we have had several "Ask the Founder" chats. Some of the group members also get together at the BNI International Conference.
To join the group, you can go to bni.com. Then go to "BNI Links," click on "Related links," and finally click on the bottom link that sends you to the group. You must join Yahoo! before joining any Yahoo! groups. When you join, it's recommended that you make your contact information private.
If you would like a point and click invitation, please email me at tony@inlandauto.net. The group is fully moderated and posts do not appear right away. And to learn more about the BNIOfficialGroup, please visit http://groups.yahoo.com/group/BNIOfficialGroup.
Benefits of BNI-Yahoo!
When the question recently was posted regarding the benefits of participating in the BNI-Yahoo! Group, we received the following responses:
The BNI Yahoo! Group is a brilliant advice channel for making your own chapter stronger. Sometimes it is a playground for marketing creativity and other times for psychological analysis. The people who regularly contribute don't just 'get BNI'; they make a success of it and pass their experiences and views on to your own chapter.
James Shillaker
The greatest benefit is connecting with BNI members across the country and around the world. This group has a wealth of information and ideas for helping us all grow and strengthen both our chapters and our businesses. It shows us that BNI is a widespread and powerful organization.
Beth Anderson
You get the knowledge of other awesome BNI members who truly want to see others succeed. This Yahoo! Group has helped me learn to communicate the Givers Gain philosophy to my chapter and also get them fired up about growing the group, setting financial goals, and inviting visitors to an already dynamic chapter.
Christopher Signore
I love the "Blinding Flash of the Obvious." Global members share how to make BNI marketing better. BNI is about how to put Giver's Gain into action. The Yahoo! members give awesome ideas on how to personally implement BNI strategies. I borrow the ideas, and present them to my chapter.
Jeff Scott Hoyland
Don't put off joining the BNI-Yahoo! Group. The value of the discourse only increases with more BNI members online!
Present Yourself with Power
8 strategies to leave a significant impression.
Several years ago, I had lunch with the CEO of a major producer of corporate training videos. We were talking about effective communication techniques when he said, "Joe, if you really want to reach an audience, you have to have sex with them."
I almost choked on my noodles."All of them?" I asked.
He replied, "S-E-X: Significant Emotional eXperience." He's right. You must touch someone's heart if you want to have a lasting impact on their thinking—and, more particularly, on their thinking of you. Here are eight things you can do to make sure people remember you—and that they think of you when they need someone who does what you do.
- Create a visceral mental image: The most memorable advertising uses metaphors and images to create an emotional reaction. The Good Hands People have hands just like you and me, and Chevy trucks really aren't made of stone, but those metaphorical images create a positive feeling, which is why these campaigns have lasted for decades. What picture can you use to capture the essence of your business?
- Sell with stories: Let's say you're an insurance agent trying to sell a life policy to a young father in a Harley-Davidson t-shirt, who's telling you that he can't afford it. What's more likely to convince him: reciting statistics about motorcycle mortality, or telling him about a previous client who traded in his cable TV for life insurance the month before being killed in an accident? I've posed that question to hundreds of agents over the past year, and without exception their answer is "the story." Every time I read a book or watch a movie, I'm on the lookout for a great story that I can borrow for my own purposes, and you can benefit from doing the same thing.
- Touch listeners on the funny bone: People listen better when they're laughing. This doesn't mean you have to be a stand-up comedian, and by all means don't open your presentations with "So, this guy walks into a bar..." But you can and should learn how to make people laugh. T.S. Eliot said, "Good poets borrow; great poets steal." I do both! I illustrate the power of enthusiasm with humorous stories borrowed from Southwest Airlines. When speaking about the power of vision, I tell a story borrowed from another speaker, modified to fit my own needs. I adapted my signature Elmo story from one of those throwaway motivational publications we all get in the mail (you can see the video at www.joetye.com.).
- Make the impossible believable: I'm on a quest to eradicate complaining, finger-pointing, rumor-mongering and other toxic emotional negativity from the workplace. When I challenge my audiences to join me in the campaign, people look at me as if I'd asked them to fly to Mars. Then I remind them that not so long ago, the room we're in would have been full of cigarette smoke. Back then, it seemed inconceivable that we could ever live in a smoke-free world, but today that dream is real. If we can eradicate toxic cigarette smoke from the environment, why not toxic emotional negativity – which is as harmful to the soul as cigarette smoke is to the body.
- Ask for a commitment: In every speech I give, I ask people to make a commitment of some sort. For example, I'll ask listeners to stand up if they'd be willing to invest one minute a day for a year to change their lives for the better. Without exception, every single person in the room will rise. Then I challenge them to take The Self-Empowerment Pledge, which I will have included in their handout package. (To take The Pledge yourself, go to www.Pledge-Power.com; you can print out a mini-poster and listen to all seven audio tracks from the CD.)
- Learn from the experts: Most professional speakers have online video clips featuring their best material; you can efficiently see lots of them by visiting speaker bureau websites. Even more helpful is watching videos of the best business speakers, many of which are online and can be easily found with Google. Watch how Steve Jobs, John Chambers, Jeffrey Immelt, Carly Fiorina and other business leaders (and former business leaders) use (or don't use) notes and PowerPoint, how they use hand gestures and eye contact, how they connect with various audiences. Then adapt those techniques into your own presentations.
- Practice, practice, practice: Make it a point to practice presenting with power at every opportunity. Work a visual image into your memory hook; include a story in every sales presentation; and, ask your BNI colleagues to make a commitment of some sort. Join Toastmasters or take a Dale Carnegie class. Communicating with power is a key business skill, one that you must cultivate if you wish to realize your potential as a professional and as a person.
- Let your passion shine through: While preparing this article, I found an online video of Steve Jobs' presentation at Apple's 2005 software developers conference. He grabbed me by the collar and literally pulled me into the computer screen with his infectious passion. I'd intended to watch just the first few minutes; 45 minutes later, I was ready to trade in my Windows PC for a Mac and invest my next paycheck in Apple stock. Isn't that the sort of impact we'd all like to have? Don't be afraid to let your passion shine through in your presentations. If you can't be passionate about it, then you're in the wrong line of work.
Joe Tye is America's Values Coach. Join the thousands of readers worldwide who rely on his free Spark Plug newsletter for a twice-weekly infusion of great ideas and the inspiration to put those ideas into practice. You can sign up at www.joetye.com.
Across the Globe - North America
MexicoFirst BNI Mexican Chapter Launched
Los Pioneros, which means The Pioneers, was formed by 21 members in March. There were around 130 people at the kickoff, and almost 50 turned in applications. Now the chapter is comprised of 39 members. With a pre-core group already in existence, over the next month two more will start--one in Leon and another in Mexico City.Everybody thought the launch was a success. National Director Carlos Medina gave the 10-minute presentation, enthusiastically talking about why he wanted to bring BNI to Mexico. He also talked about the importance of BNI policies, the commitment it demands, and BNI's world-class training.
We can't wait to see what's next and have another kickoff.
Submitted by Lorena Medina, Co-National Director—BNI Mexico
GrenadaGrenada: 30th Country to Join BNI Family
After months of hard work and planning by BNI Caribbean Directors Curtis and Marva Belgrave and BNI Executive Directors for Grenada Laudwin and Carol Antoine, the first chapter of BNI Grenada, the Cornerstone Chapter was launched on June 27, 2006 at the Flamboyant Hotel.The business community in this small state of 133 square miles with a population of just over 95,000 people, has welcomed the BNI concept of referral marketing.
The meeting was attended by over 40 persons and was filled with excitement. Also present were some BNI members from Barbados who flew to the island to give their support and share their BNI experiences with the members in Grenada.
The business professionals in Grenada are now excited about doing business following the BNI structure, which has proven to work over 21 years.
Submitted by Marva Belgrave, BNI Caribbean Director
United StatesBNI Big Breakfast in Chicagoland
On Monday August 21st, BNI Marketing in Chicagoland hosted their "Gearing UP for Fall" Big Breakfast for about 50 participants at the University Center of Lake County in Grayslake.The morning's events included a skit to demonstrate the difference between three types of networkers: the Advocator, the Promoter, and the Creator. BNI Executive Director Jean MacDonald led an exercise that encouraged participants to share their success stories when networking. A "Panel of Success" offered some great ideas on inviting visitors, encouraging Dance Cards, chapter games and contests. And of course there was a great buffet breakfast and time for open networking.
Upcoming events in the Chicago area include a Regional Conference on October 13th and a Masters of Networking Gala on December 2nd. For more information about these events, visit www.bnimarketing.com.
Submitted by Alana McKinney, Executive Director - BNI Marketing, LLC
United StatesVisualize the Power of the Power Teams
At the Circle of Excellence BNI Chapter in Pittsburgh, PA, Cathy Brennan did her Keynote Presentation—aka Member Showcase—and helped the chapter visualize how one referral to her can become many referrals for others.
Click here to download the PowerTeam diagram.
Cathy is the owner and founder of A Cappella Marketing (www.acappellamktg.com). If Cathy receives a referral into a company needing her services, she is in the position to refer at least 11 other members of her BNI chapter. Her diagram listed the symbiotic professions as well as the names of the members of her Power Team. Cathy put a lot of thought into how she can GIVE as she GAINS.
Submitted by Linda Schumacher, BNI Director, Western Pennsylvania
United StatesOahu Million Dollar Launch
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| Oahu Kickoff |
Chapter meetings were lively and fun. To capitalize on the enthusiasm, potential members were invited to join the Leadership Team at a "VIP" table for a Q&A session immediately following every meeting. The chapter would routinely receive three or more applications at each "VIP" session.
The launch itself was impressive with over 100 people in attendance. Each member and guest received a floral lei greeting. Balloons filled the room, and a slide show highlighted member photos and chapter achievements (which no doubt encouraged guests to join!). Supporting the chapter launch were Hawaii Area Directors, ambassadors, chapter presidents and BNI members from throughout the island.
Living up to its "Million Dollar" reputation, the chapter has already passed over $1 million in referral business.
Submitted by Kathy Davenport, Area Director for Oahu and member of Honolulu Metro Chapter
United StatesLargest Chapter Launch in BNI History - 71 Members!
The Lake Country Connections Chapter in Brainerd, MN, was launched on April 4, 2006, with 35 charter members and accepted 37 additional applications for a total membership of 71. They have since added two more members for a total of 73. Brainerd is a town of 18,000 located two hours from Minneapolis. This is the second chapter in Brainerd; Leaders of the Lakes Chapter has 64 members!The Core Group, led by Area Director Tom Schmoll, worked very hard during the weeks leading up to their kickoff. They sent out over 2,100 invitations to businesses within 50 miles of their town, and made hundreds of follow-up phone calls to confirm reservations. Almost 150 people showed up for their kickoff, and 53 applications were submitted - in addition to the 35 charter memberships.
Kari Barnes, president of the chapter, credits their successful launch to Tom and the rest of the team for "doing things by the book." Even before the chapter kicked off they had passed over $150,000 in business! You can see more pictures of this amazing event at lakecountryconnections.bni-mn.com. Stop by when you're in the area! They love visitors!
Congratulations to Tom Schmoll and the Lake Country Connections for raising the bar!
Submitted by Beth Anderson, BNI Minnesota
United StatesMake More, Work Less
On June 28, 2006 the Southeastern Massachusetts and Rhode Island regions hosted an event with Frank J. De Raffele, Jr. The event, Make More, Work Less and Have More Fun: The 5 Elements to Fantastic Profitability, was well attended. Since the material was more a business topic than a BNI topic, members were able to pick up knowledge on how to improve their marketing and sales process for their business. Frank also linked the topic to BNI, as an arm of their marketing. The region has been buzzing about it and wants Frank to return soon.Following the event we had a director session, attended by 36 Directors from throughout New England. Again, Frank shared his knowledge and enthusiasm, giving tips on how to increase their credibility as a director in the way they work with the chapters.
The entire day was informative, high energy, and lots of fun!
This event was sponsored by Susan Rooks, The Grammar Goddess of Grammar Goddess Seminars, an AD in SE MA and D'vorah Lansky and Kelly Flynn of SendOutCards.com. D'vorah is an AD in CT and Kelly is an AD in Western MA. SendOutCards has a newly formed Strategic Alliance with BNI.
Submitted by Linda Macedonio, BNI Executive Director - RI, SE Mass., Maine
United States2006 Member Extravaganza Results
This year's Member Extravaganza in Western Pennsylvania was a roaring success. Judge for yourself!
Out of 26 chapters:- 16 joint and single chapter Visitors' Days were held in April and May;
- 3721 invitations were sent out;
- 538 people attended the 16 events; and,
- 22 chapters gained 111 new members during the two-month period.
In addition to the drawing, members networked and heard a presentation on communicating your unique selling position by Davin Hope from the Brian Tracy organization.
Submitted by Linda Schumacher, Assistant Director - BNI Western Pennsylvania
United StatesLights, Camera, Action!
The Capital City Connection Chapter in Providence, RI, decided to enhance their social gatherings. To attract a larger crowd and encourage more networking, they focused on their contact sphere and developed, "Lights, Camera, Action" (click here to view) a networking event designed to help professionals learn how to brand their business.
A mini-sound stage literally "set the stage" for this event, with television cameras, lights, and a recording area. Catered with a cash bar, this event included special activities, such as speed networking, live interviews, introductions to marketing representatives, and an opportunity to produce a 30-second radio spot. Media guides, which examined the process of effective branding and marketing, were distributed. Registration for the event was offered on the Capital City Connection website.
The social was a huge success! Over 100 people attended. And the chapter's overhead to host the event was only $24.37 (the $10 registration fee per attendee covered the remaining cost).
Submitted by Jennifer Driscoll, The Bright Idea Group
Across the Globe - Europe
United KingdomMayor of Maidstone Experiences "Givers Gain"
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As well as an excellent breakfast, the Mayor was treated to presentations from all the members and observed Givers Gain in action.
This was the first time that Councillor Fitzgerald had experienced Givers Gain. The Mayor commented, "I was extremely impressed by the commitment and enthusiasm of all the BNI members and the breadth of industries covered within the Pioneer Chapter."
The Pioneer Chapter has been established for more than eight years and currently has vacancies for a number of trades and professions. They meet every Friday at the Russell Hotel, Boxley Road, Maidstone, and can be contacted via their website, www.bnimaidstone.info.
Submitted by Alice Spink, Windmill Communications
United KingdomChapters Mix Business with Pleasure
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| Colin McGarrity-Smith of Castle Point BNI chipping out of a bunker. |
The weather was very kind, staying dry and warm for all 27 holes. Everyone who attended, both participants and spectators, had a fun day while building business relations with existing and new contacts.
The overall team competition was won by Castle Point, and a trophy, made and donated by a member of Chelmsford BNI, was presented. Arrangements are already in hand for Castle Point to defend the trophy in 2007.
Submitted by Steve Waple, Chapter Director - BNI Castle Point
PortugalLisbon Launches!
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Several multinational companies as well as numerous small and medium enterprises learned how to do business the BNI way.
This first chapter, BNI Meritus, now has over 30 members and is growing at a very fast rate. BNI in Portugal now has a team of 18 Regional Directors. Altogether, Lisbon and its surrounding area have 5 Regional Directors that are each expected to start a couple of chapters by December!
Submitted by Hélder Falcão, National Director - BNI Portugal
SwedenBNI Members Can Count on This!
Attorney Monica Crusner, founder of Göteborgs Juristhus (Gothenburg's House of Laywers), is president of the BNI Fiskekrogen team - the only team in Sweden meeting for lunch.Crusner reports, "I joined BNI when I founded Göteborgs Juristhus in 2001. Thanks to my BNI membership I got so many clients that I could hire an assistant attorney after only a few months. When I opened an office in Stockholm it was natural to join a BNI-team in Stockholm. Today the company has 11 employees and is a member of five BNI-teams, three in Gothenburg and two in Stockholm!"
"BNI is the perfect way of developing your business through referrals and networking. The connections you get are invaluable. Doing business for millions of SEK is just one of the advantages of being a member of BNI. Members can count on loyal support, because BNI members do their very best for other members. BNI is also a great a resource when hiring new employees."
"BNI is so much more than just developing your business through referrals. BNI provides the perfect forum for training."
Submitted by Eva Bergsten, Assistant Director - BNI Sweden
SpainRed Eye Chapter Rallies for a Cause
What could be better than an evening with entertainment, dancing, hundreds of local business people dressed up bidding on auction items and participating in a raffle?Julia Gilburt, President of BNI Red Eye Chapter in Denia, Costa Blanca and co-member Eileen Adams have for the second year in a row seen their efforts culminate into another successful charity ball. The aim has been to raise money for MABS, a group that offers support, both practical and emotional, to those ill with cancer and their families on the Costa Blanca and Costa del Sol.
This event was born after two of the members in BNI Red Eye were diagnosed with cancer, one of whom sadly passed away just after the ball of 2005. Julia and Eileen say that the universality of the affects of cancer have been reflected in the generous response they have had from fellow BNI members and local businesses. This year the event raised 10,916 euros!
You can visit www.thesummerball.info./index.html to learn more about the Grand Summer Charity Ball.
Submitted by Therese Sandnes, Assistant Director - BNI Spain
Across the Globe - Africa/Middle East
ZimbabweBNI Member Saved My Son
A recent meeting of the Cresta Chapter in Harare was an emotional one.After motivational speaker Milton Kamwendo, who was visiting the Cresta Chapter, had finished his ten-minute presentation on "Vision," another visitor, Mr. Ndlovu, stood up and said that it was no coincidence that he met Milton on that day.
His son had just come out of prison, where he had served a four-year sentence for attempted armed robbery. When the young man was released his father expected the worst. How was he going to fit into society? Would he have learned even more criminal ways in prison? Was there any hope of redemption?
To the father's surprise, however, his son was even more pleasant and positive when he came home. He had plans for things he wanted to do and had put his criminal past behind him.
"How did you manage to spend four years in prison and come out such an improved man?" the father asked his son.
"I read books by Milton Kamwendo," said his son.
There were gasps from the other business people at the table. A realization came over us: people benefit from the things we do every day—and we may never know. As Ken Annandale has said, "If the brave do not lead, the timid will not follow. Be brave." Milton Kamwendo is a motivational speaker and success coach. His three books are available from Innov8 Bookshop, innov8@zol.co.zw
IsraelDoing Business Under Fire
With war in Israel, we have forced all of our chapters in the North to shut down temporarily. However, members took the initiative and visited chapters in the central part of Israel. Members in the central region opened their hearts and homes to accommodate families who were evacuated from the North; the level of support and the camaraderie was exceptional. Visiting members were given the red carpet treatment, and new strategic alliances were formed. As one of our northern members stated, "This was the first time I realized that BNI is an extended family. The true value of an organization is apparent in times such as these."
Now as things are getting back to normal, members are finding they need to bridge a gap of two months with no income or new clients. That is where BNI becomes a resource and tremendous help to our members. On Monday, August 28 we held a well-attended meeting and a workshop in Nahariya, a city significantly affected by the war. The workshop was "Word of Mouth Marketing Reality and not a Myth: How to Work on the Business and Not in the Business."
On August 31 we also launched our 23rd chapter, which opened in Tel Aviv, where a core of 15 new members, led by our Ambasador Yona Kirschenbaum, managed to bring in over 60 guests. Yarden Noy and Sam Schwartz the Co-National Directors conducted the ceremony. As a result of this event they are expecting to have even more new members.
BNI Israel continues to grow and be a catalyst in our members' business in all times—both good and bad—and is a point of stability in chaotic times.
Submitted by Sam Schwartz, Executive Director, BNI-Northern Virginia
National Director, BNI-Israel, BNI-Hungary, BNI-Romania
Across the Globe - Australia/Asia
AustraliaFounder's Cup Recognizes the Best
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| Ivan Misner and Barbara Knackstedt with the Canberra Founder's Cup. Photo by Paul Chapman. |
Membership drives promote BNI around the world, and this region is no exception to the 'double your numbers, triple your referrals' philosophy. During his visit to Australia, Dr. Misner also spoke about how strong chapters generate the greatest quality and quantity of referrals. It's what makes BNI the most successful networking organization in the world.
To win the Founder's Cup, a chapter had to meet certain criteria. Chapters generated points by adhering to the BNI system of sponsoring new members: completing dance cards, sending new members to MSP, inviting visitors, and loading their photos and contact/business details on the BNI website Trade Directory. Chapters lost points if members were absent without sending a substitute or failed to enter PALS data on time or were late with renewals.
On July 4, 2006, at Canberra's Old Parliament House, Dr. Misner presented the inaugural Founder's Cup to BNI's Federal Chapter. In addition to adding eight new members to their chapter, they also held 102 dance cards during the three months of the membership drive.
All six of the region's chapters attended the Gala Breakfast as did numerous government dignitaries, including the Federal Minister for Small Business Chief of Staff.Wendy Johnson of Clarity Communications did a great job at PR, which resulted in Dr. Misner's visit getting wide coverage on radio and in the press.
For more on Ivan Misner's visit to Australia, visit the BNI website.
Submitted by Barbara Knackstedt, BNI Canberra
AustrailaSydney Big Breakfast a Huge Success!
Over 300 BNI members and guests gathered at Sydney Olympic Park on a foggy morning to hear the Master of Networking, Dr Ivan Misner. And the people who drove from Hornsby to Wollongong and the Blue Mountains, were not disappointed.Another enthusiastic attendee was Senator Concetta Fierravanti-Wells, who has a special interest in Australian small businesses.
Submitted by Tony Benner, BNI Executive Director
AustrailaUp, Up and Away with Dr. Ivan Misner in Coffs Harbour
It's 6.30am, it's wet and cold, but that doesn't deter BNI Members. There is already a crowd gathered at Pelican Beach Resort in Coffs Harbour, ready to hear from the Founder.117 members and guests listened intently, sometimes serous faces other times raucous laughter. Dr Misner has us in the palm of his hand.
Passion is the word of the morning - many comments were made to us from members about Ivan's passion for his business and that message came through in his presentation as well. We all need to have passion for what we are doing.
With attendance from every chapter in the region, some members had a VERY early start driving up to 3 1/2 hours to the breakfast - talk about passion and commitment.
The morning finished with Ivan being taken "Donald Trump" style by helicopter to the airport to meet his flight back to Sydney.Submitted by Russ Holland, BNI Executive Director
MalaysiaThe Dynamic Chapter at Its Best
During Ivan Misner's visit to Malaysia for KL06, BNI's first Worldwide Conference, he visited with the Dynamic Chapter in the Johor region. The Dynamic Chapter presented Ivan with a gift—an image of Ivan which is actually comprised of tiny photos of every member of the chapter. This gift was created by the chapter's graphic designer, Mino Yong.Dynamic Chapter also produced a chapter newsletter, which you can view here. We love how the newsletter tracks referrals, the monetary value of BNI referrals, and the number of visitors. Notice, too, that the newsletter features new members, networking leaders, available categories, and upcoming speakers.
Dynamic Chapter lives up to its name!
MalaysiaBNI Founder Raves about Ampang Chapter
During his whirlwind tour of Asia and Australia following KL06, the first BNI Worldwide Conference held in June, Dr. Ivan Misner attended a meeting of the Ampang Chapter of BNI.Ivan reports, "They have about 32 members and had 10 visitors. They ran a great meeting. It is always amazing to me to see how BNI works virtually the SAME in every country."
MalaysiaKL06—A Catalyst for Referrals
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| The Referral Board during KL06, an activity put up for members to list their ideal referrals. |
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| Enthusiastic members at KL06. |
There was also an impressive line-up of speakers, including BNI Founder and Chairman Dr. Ivan Misner, Andy Bounds from the UK, Geoff Kirkwood - National Director of Australia, Robert French—National Director of Spain & Malaysia.
To read more about KL06 and see great photos of the event, click here.
Submitted by Avryl Au, National Director—BNI Malaysia, National Director—BNI Thailand, Executive Director—BNI Hong Kong
IndiaRaining Referrals in India
One morning, as I set out for my weekly BNI Business Genies meeting, the wind was howling and it was raining buckets. Such weather might deter some people from attending—not our members. By the time we sat down for the formal part of the meeting, all 27 members were present. And there were 12 quality visitors out of the 15 expected, 45 referrals, and 7 applications. Not bad for a meeting that looked like it was going to be a wash out!As the meeting ended, it began raining torrentially for the next three hours. We were stuck at our venue. Members began impromptu one-on-ones with visitors. We also had an extremely productive leadership team meeting. After about hour and a half we started to play games in one big group. It was amazing to see relationships deepening, which I'm sure will result in referrals.
A number of members mentioned that they could not think of a better place to be stuck then at a venue with their BNI colleagues. It is important to make sure to keep the continuity of your regular meetings—even when circumstances seem unruly.
Submitted by Niraj R Shah, National Director - BNI India
Sri LankaBNI Launched in Sri Lanka!
On July 5th BNI Sri Lanka was officially launched with the inaugural meeting of the Kandy Host Chapter. In spite of the heavy rain, there were 35 visitors present on their launch day. From 15 core group members, they added ten more that first day! The Kandy Host Chapter will meet every Tuesday at the restaurant of the Hotel Casamara in the city of Kandy.The National Director for Sri Lanka and the Maldives, Mr. Marjan Manzil, says that the kickoff meeting was a "real success indeed." Congratulations to the new Leadership Team Members: President, Mr. C. P. DeSilva, Vice-President, Mr. H. M. Shafeek, and Secretary/Treasurer, Mr. M. S. Faizar Ali. Marjan says, "This is a fine group of enthusiastic professionals who are recommending more people to join."
The city of Kandy is located in the center of the beautiful island nation of Sri Lanka. It is famous for its rich cultural heritage and is very proud that the business community represents all of the many ethnic groups that inhabit this vibrant community--Sinhalese, Tamils and Muslims. Marjan says that as the founding chapter in Sri Lanka, Kandy Host will be the "model for all proceeding chapters." Their goal is to increase to 30 members within three months.
In Marjan's inaugural remarks he said, "In an economy like ours, the best business promotional strategy is the word of mouth marketing by developing a network of contacts—and BNI provides the structured system for it."
ThailandBNI Thailand Launches Its First Chapter!
On July 4th the new "Heritage" Chapter enjoyed its highly successful kickoff meeting. The core members were very enthusiastic and had sent out 100 invitations. One person alone, Ms. Sriluk, invited 18 people!Kollakit is the Regional Director in Bangkok. He is very committed to the success of BNI Thailand and already has plans for a second and third chapter. Judging from the response to the Heritage Chapter launch, he is excited to see the potential of BNI in Thailand and the opportunity that BNI can create for businesses in Thailand.
Kollakit said, "We were excited to see 80 people turned up to start the meeting at 7:15 a.m, something which we did not expect Thai people to do. And as the session carried on, we had another 20 people joining us!"
Kollakit conducted the first meeting very smoothly and professionally, and at the end of the meeting there were 60 people filling out application forms to join BNI! Visitors were obviously impressed to see the professionalism shown and an effective system being presented by the director and members of the core group.
The Co-National Director for BNI Thailand, Ms. Avryl Au, says, "The Heritage core group business men and women are no different when it comes to business and BNI. They are some of the most successful and influential business people in the community, and BNI will be successful when we have the right people in the core group."
Submitted by Avryl Au, National Director - BNI Malaysia, National Director - BNI Thailand, Executive Director - BNI Hong Kong
Hong KongSuccess Chapter Launched
BNI HK launched its 3rd chapter on July 28, 2006. Members were enthusiastic about their chapter successfully launching; it is aptly named Success Chapter. Ms. Winnie Wong brought 16 visitors, and Mr. Peter Ho brought 14 guests. Business people in HK eagerly embrace BNI's systematic way of generating business and the BNI philosophy of Givers Gain. It's working well in HK.Submitted by Avryl Au, National Director - BNI Malaysia, National Director - BNI Thailand, Executive Director - BNI Hong Kong
SingaporeMedia Spreads BNI Message
During Ivan Misner's visit of Asian countries following the first Worldwide Conference in Kuala Lumpar, we arranged for media coverage of BNI events and Ivan's visit.On June 26th, NewsRadio 938, the Singapore national radio station, invited Ivan Misner to THE LIVING ROOM - an interactive program where listeners get to call in and ask questions. Ivan was able to present Masters of Success through a series of questions asked by the hosts.
On June 27th, ChannelNewsAsia, the premier Asian TV news station, hosted Ivan Misner on their Prime Time Morning program. Building business by word-of-mouth and networking was the topic that was discussed over the live program that is aired across Asia.Submitted by Sim Chow Boon, Founding National Director - BNI Singapore
From the Founder
Rediscovering Your Business
Find Your Starting Point.
Central to BNI's referral-marketing process is teaching people how to send you referrals. They must know exactly what you do: the product or service you provide or make; how and under what conditions you provide it; how well you do it; and, in what ways you are better than your competitors.You have to communicate this information to your referral sources. And to communicate effectively, you must know the same things.
It may seem like a no-brainer. Don't we all know what we do for a living? Of course, most of us do. But can you clearly and simply communicate it to your potential sources? You may find you're not as clear on the facts as you thought. And if you can't tell your potential sources what you do or what you sell, how can they send you good referrals?
1. Reexamine Who You Are
For an effective referral marketing campaign, take a few minutes and get a clear picture of where your business stands today. You may think you know why you're in business, but perhaps it's been years since you have given it serious thought. Now is a good time to reexamine why you're doing what you're doing. Ask yourself these questions, and write down your answers.
- Why are you in business, other than to make a living? Why do you do what you do? How does it serve others?
- What do you sell? Most importantly, what are the benefits of your products or services?
- Who are your customers? What are your target markets? Be specific; look at segments of your business to determine your target niche(s).
- What are your core competencies? What do you do best? What are your strengths?
- How well do you compete? How do you stand out from your competition?
2. Clearly Communicate Who You Are
When you've written down your answers, think about how you can communicate this information effectively to your referral sources. How you communicate with others is very powerful. In From Selling to Serving, Lou Cassara states: "Your PVS (personal value statement) provides the opportunity for your clients, staff and family to market you effectively. You can build a distribution channel of people who can effectively communicate your value."
We are so accustomed to the ubiquitous question "What do you do?" we hardly give thought to how we are answering that question. It is not enough to simply tell your contacts what label you wear, like, "I own and operate a sporting goods store."
In order to deepen the relationship, you must be able to talk about what you do in a way that, as Lou says, "communicates the magic of your vision expressed through your words."
Too many business professionals and companies try to be all things to all people. Focus on the things that you do well. And document those things and your vision in a way that you can communicate to others. By understanding clearly what you do, you are better able to communicate this to your referral sources. When you do this effectively, you are teaching your referral sources how they can refer you.
By the way: What do I tell people about who I am and what I do? Well, one of the things I say is that I am changing the way the world does business by teaching people that "When it comes to referrals—Givers Gain®". Write THAT on a t-shirt!
BNI in the News
Starting Out: How to Launch a Business in Your 20's
In this Wall Street Journal Online article, author Kelly Spors recommends joining a networking group and specifically mentions BNI.
Click here to read the article.
Referrals for LifeBNI's Ivan Misner and Referral Institute's Patrick Carney are being featured in the Referrals for Life section of the Duct Tape Marketing Blog Channel. BNI members are invited to visit the site and post their comments.
Weekend Entrepreneurs Make Their Dreams Come TrueAuthor Michelle Anton, former executive producer for The Dr. Laura Radio Show, created an online community to help stay-at-home parents find ways to earn extra cash while still being able to spend time with their families. Anton's detailed guide portrays more than 100 creative and hard-working weekend entrepreneurs who share their inspirational stories and their secrets for success. They offer insider information about what works and what doesn't, how much time it takes, marketing tips, finding customers, and more. Plus, Anton and her co-author, Jennifer Basye Sander, provide direct advice about how others can be successful in the same business, along with valuable resources to help weekend entrepreneurs achieve their goals. They also encourage readers to look into BNI membership to get involved with networking. For more information or to buy the book, go to www.weekendentrepreneur.com.
Business Network Rewires the "Bush Telegraph"
Australians call it "the bush telegraph"; in America, it's known as "word of mouth." Whatever the moniker, the message gets spread without anyone having to lift a finger.
Ivan Misner has taken this principle and transformed it into a business form. His organization, Business Network International, formalizes the practice of networking, and since being formed in his native America 21 years ago, has spread around the world.
Read this article
The Art of Multiplication
During Ivan Misner's visit to Melbourne, Australia, he was interviewed by Peter Stirling for the August edition of My Business Magazine.
Click here to read this article about how BNI has formalized networking as a business development tool.
Lifesaving Powers of Networking"Networking is a small-business lifesaver," says international best-selling author, Dr. Ivan Misner. "Micro and small businesses can’t always afford major public relations campaigns. They have to rely on word-of-mouth and build long-lasting referral partnerships to grow and profit."
Dr. Misner, who founded Business Network International (BNI), told a group of more than 135 business people at Old Parliament House that $1.7 million worth of business was generated by members of the six Canberra chapters of BNI last year.
Read this article
Not Just Who You Know But How WellThe word is out that networking is a boon, writes Tony Kaye.
Suburban Kensington in inner-city Melbourne is not likely to be the first place you'd think of in terms of million-dollar-plus business deals.
But for the owner of a small commercial cleaning company, a referral passed on at one of the weekly meetings of his Kensington-based business networking group earlier this year led to a big contract with a major bank.
Read this article
The Secret to Success!
I've been a member of BNI here in Melbourne for over five years. Prior to that I was a member of The Leads Club for over a year, and before that, I attended whatever networking events I could find out about. The first book I bought before I started my business was 'Networking for Success' by Robyn Henderson, and that helped me get established. I've been in business over 12 years.
Along the way I got caught up in some industry and technology changes and ended up being a founder of the Virtual Assistant Industry in Australia. You just never know where things are going to lead.
It was good to hear and meet Ivan Misner during his visit to Melbourne. I own a number of blogs, three of which are business related, and posted an article about the experience on 07/07/06.
Kathie M. Thomas
Read this article
Business Owners Learn to PromoteOne of the first things that members of the recently formed Coastside Chapter of Business Network International learn is remembering to bring their business cards everywhere they go.
Membership means handing them out—hand over fist.
That was one of the first lessons emphasized by leading members who formally announced the organization's launch Thursday morning to about 50 members of the Half Moon Bay business community over a continental breakfast.
Read this article
To The Next Level
Turning Competition into "Co-opetition"
Turning category conflict into cooperative success.
We've all had someone like John Knowles visit one of our chapters—the visitor who represents a category conflict with an existing member. But when we look deeper, there is room for something else: cooperation.Take John, the owner of Photo-Offset, who first visited the Coral Gables chapter of BNI more than eight years ago. There was already a printer in the chapter, so it seemed there was no opening for him. However, the representative for the existing printer, Dan Lincoln, didn't see competition—he saw a chance for cooperation.
Dan's company, Haff-Daugherty, is a large-sheet fed printer, focusing on big-scale jobs, like catalogs. He was frustrated with the fact that he could not directly help many of his fellow BNI members with their smaller projects—like brochures, business cards and letterhead. Working with John Knowles and the membership committee, they created two categories for the chapter: large project printer and small project printer.
"I joined the chapter and took on the small printer role," explains John Knowles. "At first I wasn't sure I wanted to do this, because all the large jobs Haff-Daugherty specialized in, Photo-Offset could handle as well. But, I wanted to give BNI a try, so I only promoted our smaller project expertise in my commercials."
Working Together for Lasting Success
John immediately started doing well and received quite a few referrals for things like brochures and forms. But what really developed was the co-opetition relationship with Dan Lincoln and Haff-Daugherty. They became a client of Photo-Offset and farmed a number of the print jobs they couldn't do for clients directly to John and his team.
"After about a year, Dan ended up not renewing his membership, but to this day Haff-Daugherty is one of my top-20 clients," shares John.
"I think one of the things that made the relationship work and has kept it consistent for so long is that Dan really gets Givers Gain. When I first walked into that chapter meeting, he could have seen me as the competition, but instead he was excited because he saw how I could help the rest of the chapter—and even his existing clients—where he could not."
So often our members get sidetracked with wanting to make sure no one takes a piece of their "BNI pie." But with a willingness to see the mutual benefit a co-opetition relationship can create, they'll actually end up with a bigger pie overall. Just ask John Knowles and Dan Lincoln.
The Wonder of One-on-OnesHow you sustain lasting relationships.
A wise person once said to me, "You are not just a chiropractor. You are also in the business of marketing yourself. Without people in your office, you have no chiropractic business."
When we fail to attract people into our businesses it's obviously harder to stay in business.
How can we consistently attract people into our lives and businesses week after week, month after month and keep them year after year? The answer is so very simple. Relationships. Quality, old-fashioned relationships.
But these relationships do not happen over night. They take time. Be patient. Treat others like you would like to be treated. Begin the relationship with good intent. Remember the BNI philosophy: Givers Gain.
Then there are "One-on-Ones"—a perfect way to develop lasting relationships. It doesn't get any easier than that. No cold calling. No letter mailing campaigns to get an appointment. Nothing. Just simply open up your card catalogue and pick up the phone. Who is going to reject a chance to create a relationship?
Make the Connection
A few weeks ago a medical doctor whom I refer patients to told me that he was not taking any more new patients. Since I have patients asking me to refer medical doctors, I figured I needed to meet a new one. I picked up the phone and called another doctor close to my office. Keep in mind that I really do not like calling people; however, I wanted to satisfy my patients' needs.
I called the office, and when the office manager picked up, I said, "Good morning. My name is Dr. Roger Saias, and I am a chiropractor around the corner. I have many patients who ask for referrals to other doctors in the area. I was wondering if I could set up a time to meet the doctor and find out what he does so I could refer my patients to him."
They would have been foolish to turn me away. Who is going to turn down the opportunity to do business? Notice I didn't make the call soliciting his business. Remember: Givers Gain.
The More the Better
Set a goal to do at least one One-on-One each week with someone in your chapter, whether they are new or veterans. This is where you will get to know your fellow members and what kind of referrals they are really looking for. Don't lose sight of the fact that they will also learn about you: what you do, what makes you different than everyone else, and what kinds of referrals are good for you.
I have found that the number of One-on-Ones that you do is directly proportional to the amount of business you attract from BNI. So fill your calendar with as many One-on-Ones as your schedule permits. Invest the time and energy. It will pay off.
My BNI Story
Making the Time to Lead
Because leadership matters!
The following was received in response to the From the Founder article "You Need a Pilot to Fly," about the importance of leadership training. To read this article, click here.I have been a BNI member for about seven consecutive six-month leadership team terms. This is my fourth time on the membership committee, and I appreciate what Ivan Misner stated in his article, "You Need a Pilot to Fly."
I have not been to enough Leadership Team training programs. As the "champion" application processor for the membership committee, we view our role in the chapter as if we are the HR department to the individual members and our Power Teams. Using the various forms of training equips us in finding and identifying the "right people to get on the bus."
In the business world and in life we need leaders. Keith Ferrazi, author of Never Eat Alone, states, "Take a leadership role in outside organizations that interest you. …Get involved…become one of the leaders of the group. Being a leader in life takes practice—so practice! The possibilities for making new contacts and reaching out to others will grow and grow."
Becoming active with our BNI leadership roles helps us cultivate positive characteristics and inspire and motivate others. We lead our employees, work mates and family members. Our friends would be happy for us to lead them to great things. Even our customers should want us to take charge and lead them to their success.
Choosing to lead is not about whether we have enough time. I'd say the best and most effective leaders do not have any free time. They make the time. Leading is about stepping up and doing things right. That is the choice, and it takes training—lots of continuous training. Leadership training surrounds us with the materials, tools, people and systems to get it right.
Ed Woods, BNI Referral Masters Chapter, Clearwater, Florida
Rules of Integrity
Why BNI flourishes because of policy.
As a Visitor Host for over three years, I always sell the rules of BNI. It is a point I always enjoy making when I review the application process with our guests: the rules of BNI are set up to promote integrity while honoring creativity. BNI's tried and true rules are why there are thousands of healthy, vibrant groups of professionals striving to improve as individuals.
BNI deserves a Nobel Peace Prize for bringing humanitarian values into the business world!
Veronica Laboure Slaughter, BNI Power Lunch Chapter, Marin County, California
Even Artists Need BNI
I am a full time sculptor and was a member of BNI last year through the Referral Masters Chapter in Austin, Texas. Over the winter I received a studio residency in Santa Fe, New Mexico for ten weeks. I transferred my membership to a BNI group in Santa Fe for the ten-week period and had a fantastic experience.
Walking into a new city without really knowing anyone, BNI provided an instant network. Artists rarely have the sense to use an organization like BNI, but I have found it incredibly valuable. I am now back in Austin and getting ready to move to Santa Fe in October and am grateful for what BNI has provided me over the past year.
Besides a few referrals (that have been worthwhile), the education in networking and word of mouth referrals has been worthwhile. Many of the members that I have met may or may not be able to help me in my field directly, but the networking has been easy to apply in my industry with great rewards.
I look forward to renewing my membership back in Santa Fe.
Kevin Box, www.outsidetheboxstudio.com
A Worthwhile Interruption
Why work can wait when the topic is BNI.
Right now in Australia the Government is conducting our Census. Census collectors are roaming the streets with forms for all of us good citizens to complete.
One day, I was working away on BNI business when a census collector knocked at my door and interrupted my train of thought. Great! I thought, sardonically.
"Hi" he said. "I notice your BNI number plates! What chapter are you in?"
I replied, "I run BNI in most parts of Sydney, mate."
"Great," he said. "I just bought a Watch 24 Franchise and was looking into what chapter I could join."
"Step into my office," said the spider to the fly.
Not only did he leave me with a census form but he left with a BNI application—with the names and phone numbers of two chapter presidents to contact!
Maurice Gilet, Director - BNI North Shore, North West, CBD & South Harbour
Hooked on BNI
A skeptic turns into a BNI enthusiast.
BNI has been a truly wonderful experience for me and my business. Like many others, I had no idea what I was in store for when I attended my first chapter meeting. With most decisions I make, I first look for what is wrong with something before noticing what is right. So, I was skeptical going in.
To my surprise, the meeting was actually fun, insightful, and very well organized. It started on time and ended on time, which is extremely important to me. By the end of the meeting I was interested enough to return one more time to see if it was just "that" meeting. I was not disappointed. As a matter of fact, I was hooked.
That was merely three months ago. Since joining, the referrals that have been generated for my business have produced over $18,000 net profit for me. I cannot say enough about BNI. I would gladly invest the yearly membership for a return such as I am enjoying. Being with a like-minded group of committed businessmen and women has improved me. As it says in the Bible, "Iron sharpens iron." BNI is truly a blessing.
Matthew Woodard, Woodard's Todai Dojo
New Venture, Big Gain
How BNI helped one new member improve his fledgling business.
I have belonged to the BNI group for about three months now, and I run a bottled water company called Water Works 4 Women. BNI has changed my attitude when I approach potential clients. I have become much more confident and try to bring the momentum from my chapter meetings to my clients. Sales and marketing have been a new venture for me, and so far the company has been well received. BNI has helped me take my business to the next level. Thank you!
Todd Taylor, www.WW4W.net, BNI Wakefield, Rhode Island
The Hard Facts of BNI
BNI works for you, if you work hard.
I opened my own flooring maintenance business in February and joined a BNI group in March. The first few weeks of BNI, I, like many others, thought it was a lot of work. I had a hard time seeing how I could operate my business and fully contribute to BNI. Then I took a seminar that explained the functions and purpose of BNI. I also received a copy of Givers Gain.
After reading the first chapter, I realized why many people feel BNI is too hard—or that you have to go too often. They're the type of person hoping that by just joining they would suddenly have an enormous amount of business, that they wouldn't have to go and market themselves anymore.
These people don't grasp the concept of Givers Gain and end up making several excuses why BNI will not work for them, instead of the focusing on the several reasons why it can work for them.
It's true that this organization is not for everyone. If a business owner does not give a 100 percent, they should not expect even as much as 70 percent in return. Granted BNI may be a better fit for certain industries, but that does not mean that it cannot work for all industries.
Austin Reinders, Mid Day Power Partners Chapter, Santa Rosa, California
Misner Creates a Buzz Down Under
A guest visit by BNI Founder generates enthusiasm.
Thank you to Dr. Misner for coming to Australia. Attendee feedback has been abundant, and I know your insights will continue to be a huge benefit to my regions.
One of my mates, with whom I went to university, wanted to know more about what it is that I am doing. I invited him along to the BNI Big Breakfast. As a mechanical engineer he is not a candidate to join BNI, but he was absolutely amazed with Ivan Misner's presentation. He is already looking for potential members that he can refer to BNI from his contact base.
Two of my directors in Sydney were absolutely buzzing with enthusiasm following the Directors Training Session.
I will be doing my best to ensure that we hit our goals so that we can earn another visit by Ivan Misner again in three years.
Brett Emery, Executive Director - BNI Brisbane
Breaking News
TRUTH OR DELUSION?Busting Networking's Biggest Myths.
The business world is full of ideas and assumptions about networking. But what is true, and what is just a delusion?
You will be challenged with these and other Truths:
- You can network anywhere, any time and on any occasion.
- A director of a nonprofit organization can be one of your best referral sources.
- The best way to ensure referral success is to follow the Golden Rule: treat your referral source the way you want to be treated.
- It's not what you know, but who you know.
- To be good at referral marketing you have to be a real "people person."
ADVANCE ORDERS are now being accepted for these hardcover books. The price for advance order books is $14.00, only through November 1st after which the price goes up to $20. Advance order books will be shipped to you by late October, from Amazon.com or Barnes & Noble. Click here to order the book.
IBTimes.com Announces Dr. Misner as the
new "Networking Columnist"
BNI is proud to announce that Dr. Ivan Misner is the new "business networking columnist" for the International Business Times. Click here to access the IBTimes.com archives.