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Why Name Badges are Vital in Networking

Posted on by BNI Global

Submitted by Braith Bamkin, Executive Director – BNI Melbourne West & Geelong and Melbourne Central

Recently, I went to a networking meeting of an organisation I have recently joined where I knew absolutely nobody.   It reminded me what must be like going to a BNI I’m meeting for the very first time.

Firstly I was a few minutes late because directions, the venue and parking instructions given to me were poor, so I arrived bit frazzled as I don’t like being tardy (even though I added 15 minutes, but clearly not enough time). I walked in the room and everybody had already started networking with each other in tight groups which is a very difficult thing to break into, even for a seasoned networker like me.

I’m quite comfortable talking to strangers and I was able to manage to engage with a small group of people and start conversing.   Some of these people had name badges on which made it very easy for me to remember I was being introduced to,  whilst others had nothing to indicate their name.  As I was meeting with a group of strangers I found it quite difficult to remember most of their names and really appreciated those that have name badges on and tend to gravitate towards them.

I found it strange that there was nobody to greet me at the door and welcome me or even introduce me to people in the room. There was nobody to sign me in at the desk or give me a name badge or tell me what was going to happen that evening, how to order food or drinks.  All in all, it was a very unwelcoming experience.

A little while later most people started to make their way into the meeting room itself.   I had no idea what the process was, whether the seats were allocated or what was going to happen that evening,  I was a complete newbie.  So I followed the crowd in and hoped I’d work it out.

I sat down between two guys, neither of whom introduced themselves to me,  so I reached out to introduce myself and started conversations.   I was amused by the fact that both of these guys were actually on the board of this organisation,  an organisation that I had recently become a member of.  Neither of them know I had joined and didn’t have answers to any of my really basic questions about what was going to happen that night.  Not a great welcome for a new member, to say the very least.

One of the things that I like the most about BNI is the fact that we have formal visitor hosts to welcome people to a meeting.   Having experience for myself last night how uncomfortable it can be to go to a new meeting,  I realised how extremely important a good quality visitor host team is to a successful chapter.   Whether these people join or not is irrelevant,  you’ll never know who they know and whether they’re going to be the bearer of your ideal referral, so every single visitor to your chapter should be treated like your best customer.  

If all chapter members wear their badges and leaders wear their leadership ribbons,  new members and visitors can clearly identify who is actually a member of the chapter.    This adds to the credibility of the member being identified as part of that group.   It demonstrates a level of pride in being part of this chapter which is the reason that BNI members have name badges and leaders are given leadership ribbons.

Thinking back to my experience last night,  had the group given me clear instructions about where to park, what part of the building the meeting was in,  how to access that part of the building (because it was after hours and not easy to get to)  and what the process on the night was going to be,  my impressions would have been positive and I would have arrived in that meeting feeling comfortable and ready to contribute.  

Whilst in BNI we have formal visitor hosts,  last night made me realise that it is so important that each and every member reaches out to new people as they walk into the room.   Imagine how I would have felt if a number of existing members reached out to introduce themselves to me congratulate about on joining and given me some information about what was going to happen that evening.   Each and every BNI member has the opportunity to reach out and engage with new people in the room and I encourage you to do so.

I want to tell you a story about a colleague of mine, Sarah, who started in BNI when she had only two bookkeeping clients.   Over the course of 8 years, Sarah built her business to having 16 fully engaged subcontractors.   As a member of  BNI,  she made a point to introduce herself to each and every visitor.   Sarah would do one to ones with many of them and learn how she could help them in their business.   Over time many of them became her clients and stayed with her for years, but much more referred work to her because they saw her as a friendly, welcoming person, genuinely interested in helping others.   The power of welcoming people to her BNI chapter meant that she was able to build a very successful bookkeeping business and sell it for a premium.

Whether you are a bookkeeper, a real estate agent or a mortgage broker,  every member of BNI has the opportunity to be the Director of First Impressions at their chapter.   Wear your name badge with pride and reach out to those strangers as they enter your room.   It’s these simple actions that will set you and your chapter apart and ensure everyone shares in the success of being part of a  highly functioning BNI group.

Addition by Subtraction: When Less is More

Posted on by Ivan Misner, Ph.D.

Featuring guest co-author Elisabeth Misner





[This article is about “tough love” in a chapter.  We have seen this work for decades.  Trust in the process and have an open mind to the concept.  It really works.]

(Ivan) I was chatting with a member of a local chapter and asked her how things were going with the group..  “Great!” she exclaimed.  “We’re up to 35 members now!   However, we’re getting about 25 members each week to the meetings.” 

Warning, warning!!   It is important to know that things are not “great” if a group has over 25% of the members missing the meetings every week!  Believe it or not, it is time for some pruning.

(Beth) Pruning is always a scary thing for me, but I know with roses, it is a necessity.  I am usually amazed as I cut away branches, leaving only four or five bare canes from which next year’s growth will emerge.  It seems counterintuitive, but it is a fact that the more you prune away, the fuller and healthier the new growth will be in the spring.

Pruning is my chance to reshape the rose bush, selecting which canes to leave and which ones have served their purpose and are ready to go.  If the plant needs to be opened up in the middle, so sunlight can reach the other leaves, or if there are canes which have begun to cross one another, this is the time to rectify that situation in order to make a huge impact on next year’s yield.

(Ivan) Chapter growth is a lot like that rose bush.  There comes a time when you have to exercise “tough love” with members who are not showing up to the group regularly.

We know a chapter president who inherited a chapter that looked healthy on paper, but when you went to their meetings, you could instantly see that things were not well.  There was infighting, bad business being passed to members and lots of complaining.  Thankfully, she and the Membership Committee understood the concept of addition by subtraction and they set about to “prune” the membership roster and develop a strong, healthy, large chapter.

In the management book, Design by business guru Tom Peters, he writes about entrepreneur, Charles Wang who says “If a project team is behind schedule, what do you do – double assets (people)?  No, no, no.  You do the opposite.  You identify the least productive 25% of the folks on that team… and eliminate them!  Wang Rule: No job being done sloppily and slowly by 30 people can’t be done better by the best 23 of those people.”

OK, the Wang Rule sounds pretty blunt; however, look past the bluntness of the message and consider the potential impact of the idea.  This is a good analysis of why addition by subtraction works when developing a strong and healthy BNI chapter.  The members who are not fully behind the success of the chapter make a huge and positive impact on the health of the chapter by leaving.  But this seems hard to do for most groups.  Why is that?

You see, one of the strengths of BNI is that everyone becomes such good friends.  I’ve often said that one of the weaknesses of BNI is that everyone becomes such good friends!  It is difficult to hold friends accountable or to (gasp) open his or her classification; however, there comes a time when the greater good of the chapter has to be considered.

What if you have a membership committee who realizes that there are 4 or 5 members who really qualify for having their classification opened: they have missed over the maximum allowable absences, they have more than one complaint filed against them, etc…but the chapter fears that if they drop 5 members overnight, the morale of the chapter will suffer and it will be a huge struggle to make up for the loss of those 5 members?  I hope that this membership committee can take an honest look at the situation and see that the drag on the chapter, the negative energy being expended on these individuals, is keeping the entire chapter from being what a chapter of 5 less members with none of this negativity would actually be!

(Beth) When I’m tending my roses, I sometimes have to cut blooms away that are fading.  They have sent up beautiful shoots with big buds, the buds have opened all the way and now the cycle is going the other way. The flowers are dying, yet the plant is still sending nourishment to those dying roses.  It draws away from the energy it can be sending to the new buds.  Cutting away blooms that are expended is the way to maintain healthy blooms on the whole plant.  In other words – “addition by subtraction”.

(Ivan) Remember our friend who inherited the chapter that looked healthy on paper?  They cut back to about a dozen core members and rebuilt from there.  They are now over 30 strong, dedicated and supportive members.  They have successfully seen their chapter go through this pruning phase and well into next season’s growth.  It took a 6-month period, but it was well worth the effort.  This new chapter filled with the right members will be a success for years to come, all because they were willing to look down the road and prune where necessary.

We have both experienced this personally time and time again over the last three decades in BNI.  Cutting back can be scary and we don’t deny that, but the growth your chapter will see as a result of being able to maintain the BNI system and have an appropriate level of accountability, will be well worth biting the bullet and doing the pruning that needs to be done.  Your Director has been trained in how to do this effectively and has probably guided other chapters through this process.  If you see this kind of challenge developing in your group, we urge you to consult him or her and then set a positive course of action.

Why accept mediocrity, when excellence is an option.  Excellence is an option in BNI.  Strive for that and you will have a great group.

BNI Celebrates 33 Years

Posted on by BNI Global

On Monday, January 8, 2018, BNI® celebrated 33 years of growth. The first official meeting of The Network, the original name of BNI, was held by Dr. Ivan Misner in January 1985 in Arcadia, California. This founding Chapter was launched with over 20 Members.

By the end of 1985, BNI had expanded to 20 chapters. Since then, over 229,000 business professionals around the world have found their referral network through BNI. Operating in 70+ countries, with nearly 8,300 networking meetings a week, BNI is truly the world’s leading referral organization. In 2017 alone, our member businesses generated over $13.6 billion USD in referred business for one another.

To learn more about BNI’s rich 33-year history, visit our history timeline here.

Working with Your Competition

Posted on by BNI Global

Competition is healthy for your business. It helps you develop new services and products, keeps you honest with your quality and pricing, and gives you naturally ingrained goals (to become number one in your field, of course!).

You may be so used to working against your competition that the idea of working with your competition to help you both grow your businesses seems ridiculous. “Why would I help them?!” you may be asking.

Depending on the needs of a project, you may find that working with your competition can not only provide greater value to your client, but also help you look at other sides of a problem that you may not have otherwise considered.

As you work to develop a strong relationship with your competition, you can improve the overall landscape of your industry and find ways to better yourself and your business.

As you think about your competition, take a moment to write down answers to the below questions.

  • What is something your competition does better than you do?
  • What are questions you have for your competition, or things you believe you could learn from them?
  • What is something you do better than your competition?
  • And finally, be honest, who has a more powerful place in your industry – you, or your competition? What can you do to either keep your upper hand, or move into a more powerful position?

It is important that as you evaluate your business as it compares to your competition, you set goals that correspond. Perhaps your direct competitor has branched into a new service that you’d like to learn more about. Your goal shouldn’t be to perfect this service, but use your relationship with your competitor to start learning the basics.

As for your competition coming to you for advice? Teaching peers always accomplishes more than snubbing them just because they are your competitor. Helping develop someone else can help you develop goodwill in your industry, and may allow them to give you fresh perspective on something you have been doing for years.

What are your tactics for building a relationship with your competition? Share them with us at successnet@bni.com. 

A Conversation with Ryszard Chmura, BNI National Director

Posted on by BNI Global

Interested in learning how BNI National Directors fall into their roles? Check out this question and answer session with Ryszard Chmura, BNI National Director in Poland.

Q: How did you learn of the BNI Franchise Opportunity?

I started my BNI journey as a BNI member. I had a small advertising company with only one employee. After joining a BNI chapter, I learned how to grow my business and other BNI members helped me. After five years my company grew to 200 employees and my advertising agency was one of the fast growing marketing companies in Poland. I knew BNI is a great and easy way for all business owners to do business. So, when I learned about the Franchise Opportunity in Poland, I was highly motivated to get involved.

Q: What was the deciding factor that made you become a BNI National Director?

I realized that we can build the biggest network of thousands business owners in the country. SME are the foundation for economic growth in Poland. As National Director, I get the opportunity to help people to grow their businesses and at the same time help the Polish economy to grow. How cool is that?

Q: What Core Value do you most identify with and why?

Positive Attitude is one of the most important Core Values for me. There is enough negativity in the world but I am working with people that are happy, have a positive mindset and want to do something good for their business, region and for the country. BNI Members are looking for solutions instead for problems.

Q: What are some of the benefits of owning a BNI franchise?

One of the most important benefits for me is that it allows me to interact with business people across the world. As a franchise owner, I grow my personal network and learn a lot from others.

Q: What are you most excited about in the year ahead for BNI Poland?

I am very excited that despite the fact that we are already the biggest organization for business owners in Poland and in the world, we are about to put ourselves in second gear and move forward even further. We have many game changing projects that will launch in 2018 and help us to be even better. 

Q: Are there any nearby neighboring countries that you think BNI has significant opportunity in?

As an Eastern European country we have shorter history of free market than some other countries, but we are catching up fast! BNI has a great opportunity to grow in countries like the Czech Republic, Ukraine or Russia.

Q: What recommendations do you have for anyone considering becoming a BNI National Director or Executive Director?

My recommendation would be to think fast, because there are a lot of people that want to bring BNI to their country or region. If you think that you will be able to lead the biggest   business organization in your country or region, I encourage you to apply and check if you are qualified to do so. Myself and other National Directors would be more than happy to help you bring BNI to your country.  

Not All Substitutes are Created Equal

Posted on by BNI Global

Submitted by Braith Bamkin, Executive Director – BNI Melbourne West & Geelong and Melbourne Central

Did you know that you can increase the amount of business you generate from your membership if your chapter has a clear strategy on having great substitutes in the room?

It always amazes me when I visit a chapter and I see ‘regular’ subs in the room.  Without fail, these are chapters that seem to struggle with member accountability, growth and closed business.

Member Accountability

Each chapter needs to formulate its own policy of what an acceptable substitute is and how often they can visit.  Most chapters say a member can have a substitute 3 times in a six month period, with anything outside of that needing to be approved by the membership committee.

High performing chapters will also say that one substitute cannot be present at more than 3 meetings in a six month period without prior agreement from the Membership committee.

Membership Committees that communicate this and enforce it, are always part of high performing groups and their members value their membership and do everything they can to increase the value they extract from the room.

Growth

If that sounds harsh, then let me tell you a story of a ‘serial substitute’ I came across recently.  “Mary” – a cleaner in Melbourne loved BNI and would happily substitute anywhere she was asked.  Of course, she was way too busy to join BNI, but as was usually found at two or three BNI meetings a week.  When I had a conversation with Mary, she proudly informed me that BNI was amazing, it had built her business in less than 6 months and she tells everyone about it and that they should sub everywhere.

So, how do you think Mary’s credibility was, once people found out she was doing this?  But more importantly, how do you think the chapter felt about the members that keep inviting her?  Say no more.

Of course Mary did have plenty of time to visit BNI and had she joined a chapter, I have no doubt that she would actually have generated far more business for herself than from subbing.

But I don’t blame Mary, she didn’t know what she didn’t know and the chapters she was visiting were too complacent to challenge her on this – after all she was lovely and she got business and she ‘helped’ members out.

The chapter missed out on a member and lots of closed business because they allowed Mary to keep coming and enjoying the benefits of BNI without the commitment they had all signed up for.

Closed Business

The biggest loss when using poorly chosen substitutes is the potential closed business to the chapter.  It may surprise you that substitutes spend money in the room.  A lot of money.   So selecting potential clients or people who can advocate on your chapter members behalf, can be extremely financially rewarding (teachers are a great example).

Who makes a good sub?

In order of appropriateness, here is a list of who makes great subs and why.

  1. Your clients.  These people are hopefully your raving fans.  What better to represent you than someone who is going to speak highly of you.  It’s like a double whammy – you get represented and you get a testimonial at the same time
  2. A potential client.  What a great way for them to see that you have a strong and broad network that makes you an even more valuable person for them to do business with
  3. Your work colleagues – they know what you do and it also gives your chapter chapter mates a chance to see who else is in the orgainsation they are referring to
  4. Your friends and family.  Again, these people hopefully will be your advocates so again, they represent you well
  5. A member from another chapter (see below)

So it stands to reason, there are people who make less than desirable subs.  These are

  1. Former Members.  They didn’t hang around the first time, their credibility is probably poor anyway, so why have them represent you?  Crazy stuff.
  2. Members of other chapters.  This is a double edged sword.  Whilst I advocate people visiting other BNI chapters to pick up ideas, often members from other chapters come in and talk about them more than you.  This is clearly not the goal.
  3. Any person who has visited more than 3 times in 6 months.

How to prepare your sub.

  • Just because you’re away, it does not mean you should have nothing in the “I have” section.  If nothing else, give a testimonial and prepare your sub to read the 2 pertinent paragraphs.
  • Pre-prepare their 60 second referral request and time it so they are not put on the spot.
  • Let your fellow chapter mates know who is coming to represent you and ask them to welcome them (the closed Facebook group is best for this)
  • Set up potential meetings with possible clients – this way you facilitate the business that may be done.
  • Let your sub know what will happen on the day.  If they are coming for the first time, nothing feels worse than not being aware of what is about to happen
  • Pre-pay for their meal, after all, they are doing you a favour.

If your chapter is having trouble with substitutes, why not organise a “Bring you substitute” day.  Talk to your local Director on the mechanics, but this is a great way to double the number of people in the room and supercharge business generated from people outside your chapter.  I have never seen a “Bring a sub day” fail to generate business for existing members.  Done at least twice yearly, this can be a real shot in the arm for any chapter.

If you select the right substitute, you can set yourself up to be a chapter hero by demonstrating that even though you’re away, you value your seat in the room and are willing to make the experience a great one for everyone involved.  A little bit of effort on your behalf can have big payoffs for others in the room.

Unlock BNI with One-to-Ones

Posted on by BNI Global

Submitted by Erik Kolomaznik, BNI Vermont Ambassador



At the beginning of my membership I enjoyed One-to-Ones with fellow members and found them mostly useful. And yet, that was the extent of my One-to-Ones. The quality of relationships with my BNI teammates has always been a critical element to being part of my chapter, and I could see the quality of my relationships growing over time with repeated attendance plus a healthy serving of casual One-to-Ones. However, the evolution of my relationships at that time was gradual, unpredictable and slow. As they say: “There must be a better way!”

 

  • Visiting other chapters is a fantastic way to expand your network! However, attending is not enough. Visiting another chapter and shaking hands with new people is not much better than popping into a Chamber of Commerce event. As with many things, it’s all about the preparation and follow through. Before attending, review the roster to see who would be a great One-to-One partner, and make sure those appointments are set before you visit. It’s the One-to-One meetings that grow our network, not the visit itself.
  • BNI is relationship marketing! But exactly what kind of relationship? Friendship? Professional acquaintance? Nope. The ideal is the elusive “Professional Friendship.” Its recipe consists of respect, integrity, collaboration, purpose, effectiveness, effort, and design. We build Professional Friendships intentionally, by design, and within a structured framework. Truthfully, if we don’t apply purpose and effort, the chances of creating the desired “Professional Friendship” by accident are nil. BNI provides a very valuable and unique environment in which this type of productive relationship could sprout up any day of the week.
  • It occurred to me that credibility and reputation form a bottleneck that most hinders the passing and receiving of referrals. (It’s not about you, though) Your fellow member, from whom you would like to be receiving referrals, is laying his or her credibility and reputation on the line when they refer you. We each must figure out how to ease the other person’s concerns and demonstrate that we understand and respect this risk to their reputation. The best tool in the BNI tool box for assuring other members about our ability to protect their reputation is the 121 meeting. Reducing the time that it takes to instill this confidence during One-to-One meetings is the key reason to continuously sharpen our One-to-One skills.

 

As with many things in BNI, there are plenty of best practices to adopt: have goals for the meeting, make it memorable and fun for the other person, keep your commitments, be punctual, be prepared, listen and take notes, etc. I agree with all those things. But I’m not satisfied with behaviors. I’m looking to crack the code. If you would like to add to these ideas and/or discuss, I would love to hear your insights and results. Might I suggest that we schedule a One-to-One?

Asking For and Receiving Advice From Your Network

Posted on by BNI Global

The best thing about having a referral network is that you can surround yourself with people from a diverse set of industries. This can come in handy when you are looking to refer a friend to someone in your network, or when you need an unbiased sounding board.  Asking advice from only people in your industry can leave you with an opinion that may be very similar to your own.

Additionally, inviting your network to share their advice or opinions about matters in their wheelhouse can help you get acquainted with their subject-matter knowledge and attitude, which makes it easier to refer them to people in your life.

Consider the following suggestions when asking people in your network for advice:

  • Avoid sensitive topics with members of your network. Try not to bring up anything politically charged, anything too personal, or something that may make someone uncomfortable. Making someone uncomfortable is an easy way to make it unlikely that someone will give you advice again.
  • Ask questions they are likely to have qualified answers for. Asking someone questions or for advice on a subject that they know nothing about can put them on the spot and make them uncomfortable.
  • Let them do the talking. Don’t interrupt or try to sway their advice in a way that is convenient for you. Asking them for their opinion is about letting them actually give it. People won’t appreciate you talking over them, and will be able to tell if you are uninterested in hearing what they have to say.
  • Be present in the conversation, and respond appropriately. When you ask someone for their advice on a matter, pay attention to what they are telling you. Your connection is giving you their time to answer your questions and give you suggestions that they think will help you. If you do not respect their time appropriately, they will be less likely to give you time in the future.
  • Don’t try to get free services from someone in your network. If you hope to have an hour-long conversation with a tax professional about filing your taxes, don’t book a session under the guise of asking for free advice. A quick question or two in your colleague’s area of expertise is fine, but more than that and you may cross the line into asking for free service. Knowing when you are crossing that line is key to having a strong relationship.
  • Keep the person who you asked for advice updated. After someone gives you advice, use the subject as an opportunity to catch up with them, thank them for their advice, and let them know what you plan to do. This is a great opportunity to keep them informed and get additional opinions or advice.

2017 Global Convention Biggest and Best Yet, 2018 Set to Impress

Posted on by BNI Global

Last month more than 1,300 of BNI’s global leaders – including National Directors, Executive Directors, Director Consultants and their teams – attended #BNIGC17, BNI’s largest and most successful Global Convention to date. BNI Members from around the world also joined us in Long Beach for an inspiring Members’ Day event with business-growth expert Verne Harnish, BNI’s Founder & Chief Visionary Office, Dr. Ivan Misner, and BNI’s Chairman & CEO, Graham Weihmiller.

BNI’s Global Support Team wants to thank everyone who helped make this year’s Global Convention a success, especially the following individuals:

  • Vassilis Mentzelopoulos and Elli Glytsou, Co-National Directors of BNI Greece: This event would not have been a success without the hard work of Vassilis and Elli, and their company Amuse Concept Events. The Amuse team worked endlessly to create a fantastic experience for all attendees – and helped ensure the music, sound, videos, lighting, and presentations were all well-coordinated. We look forward to working with Vassilis, Elli, and Amuse Concept Events for many more events in the months and years to come!
  • Marc-William Attie, National Director of BNI France and President of BNI’s Executive Council: Marc-William graciously opened this year’s Convention, inspiring attendees with his immense passion and dedication to BNI. In his opening, Marc-William highlighted BNI’s tremendous growth within non-English speaking countries, and how we’re working to build one true global community.
  • Y.P. Lai, National Director of BNI Thailand, BNI Vietnam and BNI Philippines: Y.P. closed this year’s Convention, with an emotional presentation on how BNI is about so much more than just business. Around the world, there are incredible stories about how Givers Gain has transformed businesses, and also lives. About how BNI has given people hope, and has impacted communities near and far.

We’re looking forward to next year’s Global Convention, taking place November 7th-10th in Bangkok, Thailand – our first Convention outside of the U.S. We’re expecting even more attendees and are planning our biggest Members’ Event yet, which will be run over two days and for the first time include referral matching sessions and a trade show! Register today for this exciting Members’ Event, and stay tuned for more Convention details in future SuccessNet issues. 

As Graham Weihmiller, BNI’s Chairman & CEO stated at Convention, “We are one team, and one family, with one mission – to make a positive impact in the world and to leave the communities within which we operate a better place.” We hope that BNI inspires you throughout the year ahead – keep working towards your dreams, and allowing Givers Gain® to be the guiding philosophy in your business and your life.

See you next year in Bangkok!

Networking Up: Mingling Above Your Weight Class

Posted on by Ivan Misner, Ph.D.

We’ve all heard the advice: “you become the people you hang out with.”  This means that you not only need to surround yourself with successful people (however you define success), but that you also need to be continually networking up to raise the bar for yourself over time.

Having run the world’s largest business networking organization for more than three decades, one of the things I’ve learned is that: There’s generally room at the top.  It’s the bottom that’s really crowded.  So how do you start networking above your weight class to move your way up?  Here are nine things I recommend that will help you accomplish that goal.

  • Hang out where successful people are.  We are all at a different place in our career, so start by assessing where you are and then determine where you can go to “network up.”  When I was new in business, that meant joining a local service club like Rotary, Lions, or Kiwanis.  Organizations like the Chamber of Commerce and BNI are also excellent ways to start networking up.  Later, I added boards of non-profit organizations and charities to my list.  Many successful people play in these arenas.  What a great way to connect with these people in a professional environment.
  • Embrace discomfort. If you’re not uncomfortable connecting with someone, then you’re not aiming high enough.  I’ve been there.  I understand this feeling. However, you need to get past that and go talk to them.  Your discomfort may be a sign that this is the exact person you should be talking to.
  • Don’t sell or pitch to them!   I can’t tell you how many times I’ve met someone for the first time and they start “selling to me.”  I’ve seen the same thing when I’ve been with other business people far more successful than me.  Don’t do it!  The old adage – “it never hurts to ask, right” is completely wrong when you are networking up with someone for the first time.  A lot of people do it – don’t be one of the crowd. 
  • Don’t complain to them.  I know, that sounds obvious, but I’ve been both the victim of it and I’ve seen it.  I was with an incredibly successful business man some time ago when he was meeting people in a crowd when someone he just met went on a rant about some problem with the man’s company.  He stood out, and was quietly escorted out.  You want to be remembered, but not for that.
  • Acknowledge their work but don’t be a sycophant.  There are plenty of people to flatter them, so don’t “puppy-dog lick them” to death.  Successful people are, however, still people, and they appreciate knowing their work makes a difference. I have found that if I share a specific story about how their work or business has really helped someone in some way, they truly appreciate the comment.  That way the conversation is not all about me, and at the same time, it acknowledges them for the work they’ve done. 
  • Work within the context.  If at all possible, find a way to connect what is happening at the moment to something interesting in your discussion or setting.  For example, when I met Jack Canfield (Chicken Soup for the Soul) for the first time, it was at a book signing for speakers.  The problem was that the audience was still at dinner, and no one was at the signing!  So I shared a story with him about a book signing I did where the only person who showed up was my mother.  She acted like she was a fan and made such a big deal at the signing that people started crowding around my table.  It was an incredible embarrassment that turned into a huge success.  He laughed so hard that it helped him remember me well enough to invite me to join his personal network called the Transformational Leadership Council more than ten years ago. 
  • Find out what they’re currently interested in.  This is a critical item.  If you know they are going to be at an event, do some internet research to find out what they are currently working on, then open up your discussion by asking them to tell you about it.  If you haven’t done the research – ask them what they are working on that they are most excited about. 
  •  Add value.  This is the most important item.  If you can find a way to add value – you’ll be remembered.  For example, the last time I had the opportunity to talk to Richard Branson, I asked him about his latest endeavor at the time – The “B Team” or the Business Team.  When I asked him about it, he was pretty excited with the program. I asked him how I could help him with it.  While he was thinking, I asked if it would be of value to him if we did a short video interview so that he could share the program with my audience.  He loved the idea, and we shot the video about the B Team program for my blog. 
  • Don’t assume they remember you next time.  If you meet them or connect with them again, never, ever, assume they remember you.  Always help them out by giving them context on how you know each other or met.  Really successful people tend to meet hundreds, if not thousands, of people.  Giving them context helps them jog their memory. If you meet them in person, give them a reminder of where you met.  For example, when I am networking up with an email communication, I’ll send a copy of a photo of the two of us from the event where we met.  That always jogs their memory. 

Finally, remember that if you’re always the most successful person in the room, you’re hanging out in the wrong rooms.  Take these nine suggestions and start “networking up” to the right rooms.  

Lifelong Learning in BNI Sparks Growth Inside and Outside the Chapter

Posted on by BNI Global

Submitted by Kristen Ginsburg, Vermont Custom Fitness, Middbleburg BNI, BNI Vermont

Lifelong Learning is one of BNI’s Core Values, and an essential part of my business as a personal trainer. In reflecting on this over the past few weeks, it struck me how my last two years of membership have helped me grow. BNI has grown my client base, but BNI has also helped me grow as a person as well. 

One specific way BNI has helped me grow is in my public speaking. I have always had a lot of anxiety about public speaking. I was the quiet kid in school, and when I got called on in school sometimes my voice would get shaky and my face and neck would get red.  

I am grateful that BNI forces me to practice my speaking skills every week.  This weekly practice was very hard at first but recently I have noticed that the way I do my presentations is starting to shift. I still write out my 60 seconds presentation each week so I am well prepared, but the shake in my voice is almost gone now.   

Lately I have been focusing more on keeping eye contact with my audience, occasionally glancing down at the paper to make my points, but attempting to stay connected to my audience at the same time. I am now able to look out at my audience, and if I find myself going off script I’m still able to stay on topic without losing my focus and getting frazzled. I know that I still have a way to go, but I’m getting better. 

I also realized that by developing my confidence as a presenter, I have begun to take on more leadership roles outside of my work as well. I have been involved in many community theater productions over the last eight years, and last year I decided to come out of my shell to direct the play ‘Good People.’  Again, my practice with presenting and putting myself in front of a large audience helped me make this dream into a reality, which I am so grateful for.    

Additionally, I find myself more confident at parties and other social situations, and am more easily able to talk to strangers.  I find myself more generally interested in other people, and through One-to-Ones have learned how to ask questions to get to know them better. 

I am so grateful to BNI Vermont for offering us opportunities to grow and develop ourselves as business people.  I was so fortunate to attend BNI’s training last month, “Train the Presenter.”  It was a part of the new monthly series Vickie Wacek, BNI Vermont Executive Director, is offering to BNI members in Vermont, as well as to the general public.

If you commit to continue to learn and take advantage of all BNI has to offer, you will benefit. I am grateful that I am part of Middlebury BNI, and am delighted to serve as an Ambassador now. I am excited about meeting members in other chapters, and continuing to learn from all of you in our BNI family.

A Conversation with Steven Carvajal Ruffley, BNI National Director

Posted on by BNI Global

Interested in learning how BNI National Directors fall into their roles? Check out this question and answer session with Steven Carvajal Ruffley, BNI National Director in Costa Rica.

Q: HOW DID YOU LEARN OF THE BNI FRANCHISE OPPORTUNITY?

A: I first started as a member with my own company, and a few years later, there was an opportunity to become the National Director and decided to go ahead and start growing BNI in my region. 

Q: WHAT WAS THE DECIDING FACTOR THAT MADE YOU BECOME A BNI NATIONAL DIRECTOR?

A: As a member, I really liked the boost that the system had given to my company, and was clear of the impact that BNI could have on the economy and on the mindsets of many other business owners. I saw it as the path through which I could do something to create a positive influence in my country.

Q: WHAT CORE VALUE DO YOU MOST IDENTFY WITH AND WHY?

A: Givers Gain® absolutely. It is a game shifter. In many countries and economies, business often comes through commission or under a “what’s in for me” mentality. While this mentality is common, it’s often disliked. Using Givers Gain as your primary business lever unchains relationship creation based on trust, helping to develop business on a long-term basis, and above that, making many other opportunities come to light. Givers Gain is the spark for the best way to develop as a society – not only as an economy – and once we all understand and adopt that behavior, we can be sure that we are transforming our world into the best it can become. 

Q: WHAT ARE SOME OF THE BENEFITS OF OWNING A BNI FRANCHISE?

A: First, it is a great franchising opportunity in the sense of the revenue achievable. There is a great team supporting your development. You not only have a profitable business, you become a positive change agent in your country. There is continuing learning and becoming part of the world’s BNI community is second to none!

 

Q: WHAT RECCOMENDATIONS DO YOU HAVE FOR ANYONE CONSIDERING BECOMING A BNI NATIONAL DIRECTOR?

A: While there is no easy business, it’s not a hard business, and you are not alone. There is a team around the world ready and willing to help. The system is fool proof but it’s not to be taken lightly – you will have to commit to deliver positive results. As a National Director, you never will feel it’s not worth it. In addition to being a great business in terms of revenue potential, do it for the philosophy. 

 

The Difference Between Referrals and Leads

Posted on by BNI Global

In BNI, we believe in the power of referrals. So much so, that oftentimes, our chapters will consider the L-word to be akin to profanity.

The L-word, of course, is leads.

As new members come into our chapters, something we hear time and again during trainings is, “I’m used to giving leads to people in networking groups. My fellow members don’t want me to give them leads. I don’t get it – what is the difference between a lead and a referral?”

Leads are contacts that, generally, are not expecting a call. These prospects are basically cold calls, but you have reason to believe they may actually be interested in your service because a mutual connection may be aware of particulars in their lives.

A referral, on the other hand, is a true opportunity to sell your product. These are people that a friend or associate told about your services and they expressed interest. When you call a referral, they will already know who you are, what you do, and in the best cases, may be expecting your call already.

A common misconception about the difference between leads and referrals is that many believe a referral is a guarantee to do business. This is not the case – as always, your business is your responsibility. Meaning, once a referral source has given you the name of someone to contact, it’s up to you to do the rest. A referral is an open door to put your best foot forward.

BNI Members regularly rate referrals based on their heat, or how much involvement they have put into preparing the referral for you. The closer to close a referral is, the more education on you and your business the contact has received, the hotter it is. Qualified referrals like these have been previously vetted by the person giving the referral, and there is reason to believe the product or service is desired by the potential customer.

How can you ensure that you are passing qualified referrals to your networking partners? Check out the below checklist to convert a potential lead into a referral for someone in your circle.

  • -When someone in your life expresses to you that they may be interested in a product or service, have a conversation with them to determine if their needs fit the services offered by the organization you have in mind.
  • -If the needs do fit, share with the potential referral that you know someone who may be a fit to help them and explain how you know your referral partner.
  • -If the potential referral appears receptive to this connection, ask if you can share their contact information.

When sharing referrals with your networking group, never pass along the contact information of someone who has said they do not want to be connected with your network. These individuals are not necessarily even leads, because until other cold calls, this person will remember telling you that they weren’t interested, and this can negatively impact your relationship.

BNI Foundation Kicks off Season of Giving on Giving Tuesday

Posted on by BNI Global

BNI Foundation Giving Tuesday

Inspired by a Miami classroom of 4th grade students who showed tremendous leadership by becoming BNI Foundation Heroes, the BNI Foundation is asking BNI chapters around the world to Join the CLUB. If each member of a chapter donates just two or three dollars a month, we could have Super Hero Chapters all over the world. The more chapters that participate, the more schools and students we can help with our Givers Gain Grants of $1,000 each.

Learn about these incredible 9 year olds and our Join the CLUB campaign here.

Read our latest blog article about Giving Tuesday here.

Diversity and Networking

Posted on by Ivan Misner, Ph.D.

Networks are by nature, “clumpy” (that’s the technical term).  It’s human nature to congregate with people that are very much like us.  People tend to cluster together based on education, age, ethnicity, professional status, gender, etc… The problem with this is that when we surround ourselves with people who have similar contacts it may be difficult to make connections with new people or companies with whom we desire to do business.

When it comes to business networking, you never know who people know.  One of the important keys to being successful at building a powerful personal network is diversity. 

In running a large business networking organization for the last two decades, I often speak to people who tell me they want to network exclusively with other business professionals who work with clients in a similar socio-economic target market, in other words – network with business professionals with similar clients.  Although it is good to include these people in your personal network, any attempt to network with them exclusively would be a tremendous mistake.

It is human nature to congregate with people that are very much like us.  People tend to cluster together based on education, age, race, professional status, etc.. The bottom line is that we tend to hang out with people who have similar experiences or perspectives as ours.  Most of our friends and associates are often friends and associates with each other as well.  The problem with this is that when we surround ourselves with people who have similar contacts it may be difficult to make connections with new people or companies with whom we desire to do business.

A diverse personal network enables you to increase the possibility of including connectors or “linchpins” in your network.  Linchpins are people who in some way cross over between two or more clusters or groups of individuals.  In effect, they have overlapping interests or contacts that allow them to link groups of people together easily.

When it comes to networking, diversity is key because it allows us to locate these connectors, or linchpins between clusters of people.  Connectors are the gateways to other people.  They create shortcuts across groups. 

The best way to increase the number of linchpins in your network is to develop a diverse network – not a homogeneous one.

Having helped develop thousands of networking groups in dozens of countries around the world, I can categorically state that the strongest networking groups I’ve seen are generally ones that are diverse in many, many ways.  The more diverse the network, the more likely it will include overlapping connectors or linchpins that link people together in ways they would have never imagined.  The more connectors, the greater chance of getting business from people you may have never had access to.  Diversity is not only the “right” thing to do, it’s also the “smart” thing to do when it comes to networking. 

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