BNI Chapter in Belgium Recreates Art in the Name of BNI

Posted on by BNI Global

Submitted by Aqil Radjab, National Director for BNI Netherlands

Artwork done by Waignein Karel, an artist and member of BNI Rodenbach, of Roeselare, Belgium, comes to life in this video.

It’s a reproduction of a famous painting about the Belgium Revolution called “La Revolution” by Gustave Wappers and represents the revolution that BNI brings to doing business.

Every member is in the artwork holding a trademark of their profession with the Chairman holding the BNI ethical code.

The artwork was presented to the mayor of the town Roeselare and he immediatly stated he will place it in his personal office.

Features Tell, But Benefits Sell

Posted on by Ivan Misner, Ph.D.

Featuring guest co-author Brennan Scanlon



The year was 1957.  Imagine for a moment a humble family living in the Midwestern United States: a husband, wife, and four kids under the age of twelve. Struggling to make ends meet, the father, desperate to earn a better income and a better life for his family, decided to start a door to door, vacuum cleanner business.  After a slow start, including visiting a lot of houses and receiving plenty of rejection, he went on to become one of the best in the vacuum businesses.  He even had salesmen working underneath him. The father was on the road much of the time, leaving his wife home alone to tend to their four children. His career had its ups and its downs. Even in those hard times, when asked how things were going in the vacuum business, his common and upbeat response was, “It sucks, but it’s always picking up.” At times, he was making a small fortune; at times, he was nearly broke. After sixteen years of hard work, building a business from scratch, he saved enough to invest in real estate. In 1975, he purchased a recently closed vacuum store and reopened the doors, calling it “All Vacuum Center.” This man’s name was Jim Cain.

His youngest son, Steve, the family handyman, went to work for him fresh out of high school that same year. Steve made an agreement with his father: “Dad, you’re the salesman; I’m the handyman. You sell ’em, and I’ll fix ’em.” Steve confided in his Dad, saying, “I like this job because I have no idea how much money I will have made until the end of the year.” Just like his father, another entrepreneur was born. With that comment and in that opportunity, Steve Cain, the second generation of All Vacuum Center, envisioned the opportunity to be as successful as he wanted to be and to one day take over the family business.

Unfortunately, that day came much sooner than he expected when his dad passed away only a few years later, at the age of fifty-nine. That left Steve, still in his twenties, to take over the family business and to become the primary source of income for his widowed mother.

As a legacy to his father, Steve kept All Vacuum Center at its original location for many years before opening two new locations. Since the passing of his father, Jim, Steve has sold thousands of vacuum cleaners and air purifiers. The company prides itself in selling only the “best in breed” of vacuum cleaners. Steve loves to joke with his clients by saying, “Thank goodness for Walmart, Target, and Sears for selling the cheapest vacuums known to man.”

Steve’s heartwarming story certainly endears people to him and gives them a reason to do business with All Vacuum Center over the big-box stores, but it’s not enough. Steve still has to educate people about his superior products.   As an example, let’s cover the features of one of Steve Cain’s top-of-the-line vacuums. If you were in the market to buy, he’d tell you that this machine has the highest suction rating J. D. Power gives, with “level suction,” which means the vacuum’s suction will be as good in the tenth year as it does in the first. Steve could say it has a nonbreaking belt, top speed brush roll, and soft rubber wheels that swivel 360 degrees. Plus, it’s equipped with a 99 percent efficient HEPA-filtered exhaust, and finally a personal guarantee.

If Steve told you all this, would you be “moved” to buy? I wouldn’t, either. But what if he explained that these features lead to the best benefit of all: a doubled life expectancy of your expensive carpet because the vacuum cleaner won’t leave dirt behind? Your toddler can eat animal crackers off of the floor without eating dirt and pet hair. Your expensive hardwood floors will remain in perfect condition. Your entire family will breathe easily in a dust-free, allergen-free home. Finally, if anything goes wrong with your vacuum, you can rely on the fifty-five-year legacy and reputation of Jim and Steve Cain, who have always done right by their customers. Sound better? Even Steve, with an amazing back story, needs to explain how his vacuums enhance the lives of his customers, not just recite a litany of product features. When all of these elements come together, customers want to buy. And they’re not really buying a vacuum cleaner—they’re buying a clean and healthy home.
Features tell, but benefits sell. Inspirational language packaged with a great benefits-focused message helps create binding relationships with others.

What Makes a Good Testimonial?

Posted on by BNI Global

Submitted by Michelle Gray, BNI Vermont Ambassador

A testimonial is a “written declaration certifying to a person’s character, qualifications or excellence; a letter or written statement of recommendation.”  I think we all can agree that written testimonials influence our actions and choices that we make.  When I am in a new city and I am looking for a restaurant to check out, I go on Yelp to see what other folks have said about the service and the food prior to making a plan.

If I have close personal contacts who have provided testimonials for a local business, I hold their experiences and feedback at a much higher level than an individual I do not know personally.  Before people want to purchase your product or service, they may want the comfort of knowing what others have said about you.

Testimonials can help us increase our business because they provide more credibility than a marketing message.  In many cases a testimonial can clinch a job for you.  That is a lot of weight riding on someone else’s words of you and your services.  A written testimonial on professional letterhead from one business to another is powerful, especially if that business is highly respected in the community.

Where can you place these testimonials to help promote your fellow BNI members?

  1. BNI Connect to start.
  2. Linkedin
  3. Yelp
  4. Facebook
  5. Google
  6. Angie’s List

When your chapter has the next featured speaker, how great would it be to have another member of your chapter provide a testimonial on BNI Connect that same week and read it to the group.  Go one step further and ask them if there is a social media site or on-line website that they would like you to post that same testimonial.

Be specific.  Speaking in generalities does no good.  The more specific we all can be, the more memorable it will be.

Givers Gain or Colleague Drain?

Posted on by BNI Global

Submitted by Maripat Abbott, Circle of Excellence Chapter, Sewickley, PA



When a BNI chapter member asks, “How’s business?” Does your response emulate Givers Gain, or lead to Colleague Drain?

Be honest. Stop and reflect on how you’re talking about your business. Do your answers sound something like these?

“I’m crazy busy. I can’t even find time to make it to my daughter’s soccer games.”

“I’ve been putting in 60 hours a week and STILL not getting it all done. I can’t even breathe.”

What kind of messages are you sending to your referral partner? Our goal is to GIVE to the person across from us, not burden them with our struggles. Networking is about connecting, not whining.

Business owners who cannot manage their own time don’t engender trust or reliability. Remember, your BNI partner is a part of your sales team – you’re asking them to sell you and your services. If they sense that you are too busy to return a phone call or an email from one of their contacts, they won’t pass a referral to you.

There are legitimate reasons for being overwhelmed – a CPA at tax time, or an event planner over the holidays. But even then, there are creative ways to reframe your situation.

Be a leader in your chapter by giving positive responses like:

“I’m so grateful that my business is thriving. Let’s look at our calendars and schedule a 1:1 to keep the momentum going in each of our businesses.”

“Busy and loving it, thanks! Let’s look at our calendars and schedule a 1:1 to keep the momentum going in each of our businesses.”

Adhering to the Givers Gain model keeps the focus on the person across from you, and not your own perceived busyness.

A Unique International Networking Week Experience

Posted on by BNI Global

Submitted by Nico Lundgreen, BNI Switzerland

24 BNI members and 12 external guests came together on Thursday the 4th of February, to enjoy a great International Networking Week networking evening. The venue www.cinema8.ch perfectly matched our message. This event cinema has a unique concept in Europe and is the host for our BNI Chapter Douglasie. The BNI-19 event took place in the luxurious VIP First Celtic Lounge, where usually only Gold Card Members of the Cinema8 get access to.

We first enjoyed a guided tour by the GM trough all areas of the venue. After the tour, one BNI member spontaneously booked a company event for 12 people at the Cinema8.

The BNI-19 event was announced on all screens, including the huge flight screen in the departure hall. One has to know, that the venue is designed and all processes are organized as a real airport. So yes, this is the only BNI Chapter in Switzerland with it’s own airport :-). Funny enough, we observed quit a lot of other Cinema8 visitors, who stood in the departure hall, looking at the screen and asking themselves, which movie the Flight BNI-19 04032016 to BNI-2.0 would be.

Boarding of our flight in the brand new Airbus 777 (Swiss recently bought some and presented them a week ago at Zurich Airport to the public) was at 6.30pm and took off at 7pm with a personal welcome of the Captain, BNI Senior Director Nico Lundgreen, supported by his first Officer, the Chapter President of Douglasie, Marco Brivio. The first highlight was the presentation and rewarding of our Star Alliance Members, who collected the most miles during a Chapter Tour at the BNI-Challenge and –Super Challenge tour. For many BNI members, the summer holiday months July and August are low season months. Not for the 6 winners of the BNI-Challenge Tour, who visited all 6 chapters of the region, helping to connect both members and chapters during that time. Interesting enough, all of them are now either Ambassadors, Chapter Growth Coordinators or at least LT-members. Our two winners of the BNI-Super-Challenge Tour visited even 21 chapters in the same time, connecting the BNI regions of Zurich and Aargovia. Exchanging experiences, referrals, TYFTB-cards, visitors and connecting people are just a few of the benefits. Giver’s Gain at it’s best. All winners received a BNI-Switzerland „Thank You“ bar of chocolate and the book „Out of the Comfort Zone“, handed over by our National Director Peter Hermetschweiler. The two Super-Challenge winners received their price already last October, when we invited them to visit our BNI Switzerland 10th anniversary, including Founders’s Dinner, Award’s Dinner and an overnight at the Swissotel in Zurich Oerlikon, where the venue took place. All winners will get their own BNI-Success Story in one of our next SuccesNET issues.

The Brewmaster presented the beer of the Cinema8’s own brewery and answered all questions during the event. Many members bough some of the beer to take back home.

We then opened up for short presentations and lots of the participants took the advantage to present themselves in 20 seconds, telling what contacts they were looking for. Some referrals and TYFTB have been exchanged amongst the participants during the whole evening.

The next highlight was a BNI-Chapter-Team-Battle. Even though all five chapters of the region have been represented by some of their members, three chapters dominated the evening with many members. So the Captain asked the three Presidents to put together a team of 5 players during the networking time, who would later battle against the other teams. Also the external visitors had to build up a team, to later play together. They didn’t know each other but would during the open networking. All team leaders had to write down the names on the flip chart.

We then reached our flight travel height and the open networking started at 7.30pm. During that time, the flight stewards of the First Celtic Lounge served an Apéro-riche on real airline flight trolleys. We also had a Magician, Mr Mike Morgana, who is our newest BNI member of the region. He fascinated all passengers with his illusions and tricks. He is the only one in Switzerland, who can take out a real fortune of gold coins out of all body parts and clothes of a Chapter Treasurer :-). The atmosphere amongst all participants was very open, positive and also welcoming towards the external guests. Two of them announced their application on the same evening to become BNI members.

At 8.45pm it was time for the three chapter teams and the visitor team to play the battle on the 7DI Cinema. The venue offered the 3D glasses and the Game Master of the Venue introduced them to the game. The Captain has chosen the game „Wild Wild West“, because that could happen in a chapter, if the LT is not following the BNI rules and guidelines. While one team was playing together to collect the highest possible amount of points, the other teams could observe both the game and the players on the screens outside of the 7DI Dark Ride Cinema. The atmosphere had reached it’s peak now. All wanted to win, even without knowing the rewards, yet.

At 9pm the Captain announced the player with the highest rank amongst each team. They all had to step out of their comfort zone to fight for their whole chapter teams and to reach their goals. So every player received an issue of the Book „Out of the Comfort Zone“ and a BNI „Thank you“ chocolate bar. So the first lesson learned was, that with BNI everyone is a winner! Also the guests understood this and understood the message and Giver’s Gain philosophy of BNI. The Highlight then was the reward for the three chapter teams.

The team with the lowest amount of points received a CHF 100.- voucher by our National Director Peter Hermetschweiler for their next Power Meeting Day. That’s when a chapter focuses on inviting guests of a special business and the 10 minutes presenter is chosen according to the subject of this business. With this voucher, the winning chapter can invite guests for their next Power Meeting.

The team with the second highest amount of points received a CHF 200.- voucher by Peter for their next Cross-Chapter meeting. In this region we have several CCM’s during the year, where three groups hold a meeting together, leaded by all three LT’s. More cross chapter referrals and TFTB cards, but also better learning and more teamwork are just a few of the benefits. The hosting chapter invites visitors to those CCM’s to show them the benefits of BNI and we always got visitors joining BNI afterwards.

The winning team with the highest amount of points received a CHF 300.- voucher by Peter for their next visitor day. Well, I don’t have to explain that one :-).

The lesson learned by the BNI members was, that you only reach your chapter growth goals, if you play together as a team and focus on your goals. If you do that, everybody wins, has fun and the group grows together as a real TEAM.

The International Networking Week aircraft landed at 9.30pm as scheduled. But nobody wanted to leave the plane! The passengers continued to network, having lots of fun and making new contacts. The last ones left the airport at 01.00 am, together with their Captain Nico Lundgreen. Meanwhile our BNI airline has received many positive feedbacks, both from members and visitors. It was the first INW-event of this region and all participants requested such a cool event again for 2017. They all agree, that this region has made a huge step ahead towards “Giver’s Gain“ and the new 3+1 mindset of BNI: keeping good members, grow chapters, create new chapters and tell stories.

A Facebook Referral Experiment

Posted on by BNI Global

Submitted by Ross Davis, BNI Winner’s Circle Chapter, BNI Houston East & East Texas Region

Recently, I was asked if I was interested in filling a new BNI position focused on representing the Southeast BNI region on Facebook. I was flattered and excited to explore the opportunity. The day the offer was made was the same day I prepared my 60-second presentation for my chapter meeting the next day. An idea for my presentation hit me like a bolt of lightning. With social media on my mind, I asked my fellow BNI members to take a picture of my business card, post it on their personal Facebook pages, and add a brief testimony about how my company helped them, their clients, or another BNI member. I also asked members to “like” the testimonials posted by other BNI members.

As expected, the results were almost instantaneous. Within two hours of the meeting, a member posted my business card plus a testimonial. Within minutes, her mom, who needed computer help, called the number on my card.

When another member posted my card and testimonial, her friend commented how glad she was the card was posted because she was in need of computer help. She brought in two computers!

In true BNI fashion, I decided I needed to reciprocate. That’s when things really got interesting. My first business card post of a fellow member not only got several likes, it was shared by two people who weren’t even BNI members. I struck BNI gold!

My next experiment will be to ask my Facebook friends to post their favorite landscaper or chiropractor—or the profession of another empty position in my. Once I get a name, I can call him or her, saying he or she came highly recommended. From there, I’ll simply apply the GRIP method for inviting them to BNI.

My initial 60-second presentation, which normally would have only reached the 35 people in my chapter, reached thousands of people within seconds.

Hardwire Your Inner Drive for Success

Posted on by BNI Global

Submitted by Paul R. Scheele, Ph.D., Learning Strategies

People attribute success in life to many things, but most achievements really boil down to a key attribute: self-discipline.

Whether one has it in spades or finds it difficult to muster, self-discipline can determine life outcomes as diverse as educational attainment, state of health, and criminal behavior.

It can even be measured in early childhood. A New Zealand study that tracked 1,000 people from birth to age 32 found childhood self-control predicted physical health, personal finances, and criminal behavior.

Children with poor self-control were much more likely in adulthood to experience drug and substance abuse, struggle financially, and commit more crimes, reported the study in the Proceedings of the National Academy of Sciences. Those outcomes even accounted for differences in socio-economic status and intelligence, said lead researcher Terrie E. Moffitt, of Duke University.

Perhaps you heard of the intriguing Stanford University “marshmallow” experiment on deferred gratification by psychologist Walter Mischel. In the study, children were each offered a marshmallow and were promised that if they could resist eating it, they would get two marshmallows instead of one.

In adolescence, those children who had the self-discipline to delay gratification longer were described as significantly more competent. A few years later that ability to delay gratification translated into higher SAT scores.

The good news is self-discipline is a practice that can be learned. It’s not a grim determination to correct weaknesses, nor is it a matter of plowing through difficult tasks with unbelievable willpower. True self-discipline is actually powerful, playful, and consistent with a healthy life.

You can increase your odds of success simply by understanding what makes you tick. The next time you engage in a difficult work project, a physical workout, or routine household chore, consciously observe yourself for clues to your resources and strengths. Notice especially instances when self-discipline flows for you.

Ask yourself these questions:

  • What time of day is self-discipline easiest for me?
  • What locations and environments nourish my self-discipline?
  • What level of distraction strengthens my focus and practice? Is my self-discipline enhanced by silence and solitude? By a certain kind of music? By a certain level of hustle and bustle around me?
  • Who energizes my self-discipline? This could be anyone you connect with in your daily life such as a friend, mentor, or trainer. Or it might be someone whose success story you admire.

Finally, ask yourself, “How can I make these things part of my days more often?”

Being self-disciplined does not have to be difficult or taxing. True self-discipline flows naturally from the strength of your clear purpose and living in alignment with your values.

To help you hardwire your inner drive and determination, I recommend you listen to an audio program I created called Self-Discipline. Simply push play, close your eyes, relax, and listen. You will be led through a closed-eye process that activates your “whole mind” with a precise blend of music and words to help you acquire new behaviors.

To learn more about Self-Discipline and the 41 other Paraliminal programs, please click here. Other titles in the Paraliminal library include Anxiety-Free, Deep Relaxation, Focus & Concentration, New Action Generator, Peak Performance, Power Thinking, and Success Built To Last.

The BNI Foundation Receives $28,000 in Donations

Posted on by BNI Global

As part of an end-of-year fundraising campaign, the BNI Foundation received over $28,000 in donations. The campaign, which ran from December 18 to 31, 2015, allowed members of the BNI family worldwide, and members of the outside community, to donate to the Foundation and have their donations matched.

BNI Global was matching donations to the foundation up to $10,000, and Dr. Ivan Misner and Beth Misner matched an additional $10,000 in donations.

All donations received will help support the BNI Foundation’s mission to provide for children’s education charities and schools through our Givers Gain Matching Grants Program and our BNI community engagement and volunteer initiatives.

Thank you to everyone who participated in the campaign. BNI continues to make an impact in our communities and we look forward to sharing updates of our work and opportunities to get involved throughout the year!

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