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A Weekly Antidote to Social Isolation

Posted on by BNI Global

Submitted by Virginia Green, PhD, MBA – Member, BNI Pipeline, Redondo Beach, CA for 13 years

Your friends with J.O.B.S say, “wow, it must be so cool to be able to set your own schedule. The meetings I have to sit in are so boring and unproductive…”

“Hmmm,” you think, “sure. I remember those days. But sometimes I can go all day without actually talking to a human. My cat, maybe, but an actually human voice?”

Probably the most challenging aspect of being a small business owner is the social isolation that can result from being on your own. Who do you bounce your great (and not so great ideas) off of?  Who can you call when your computer freaks out for no reason? What happens to your brain when you spend hours trying to figure out Quickbooks™ by looking at YouTube™ videos?

Human beings are hardwired for connection. We are a ridiculously vulnerable species, without fangs, claws or fur. We need each other for food, shelter, and support. When we get isolated, we suffer. Loneliness is no fun, and it impacts our ability to be that smiley enthusiast we know we need to be to grow our business.

Entrepreneurs are the bravest segment of the business world, mainly because 37% of us fail in our first year. And yet, many of us are therefore the most resilient, courageous and compassionate people, because we know what it takes to get back up when you fall.

Your membership in BNI is your recognition that connecting with your fellow entrepreneurs is a boon to your mental health. When I go to my BNI meeting every (sigh…) Thursday morning, I know that, when I get there, my friends and supporters will be cheering for me from the minute I open the door. (and there’s pancakes, not gonna lie.)

After thirteen years of supporting my fellow entrepreneurs and cheering them on, too, I know that, no matter what tricky situation overwhelms me, there’s always just a few days until my next BNI meeting. Or a one-to-one. Or a training. Where I can make that connection I need.

Virginia C. Green, PhD, Certified Daring Way Facilitator (based on the research of Brené Brown)

Stillwater Family Therapy Group, Inc.
2312 Artesia, Suite 1 
Redondo Beach, CA 90278
(310)378-2520 
www.stillwaterfamilytherapy.co…

Soft Skills Make Strong Networks

Posted on by Ivan Misner, Ph.D.

People who know me would tell you I’m not much of a “new-age” kind of guy.  I’m an author and businessman who started a company that now does business in more than 70 countries around the world.  Yet, I believe in the immense power of the Law of Reciprocity.  This concept touches upon the deep-rooted psychological urge to do something nice for someone who did something nice for you.

For people like me who understand the value of soft skills, but who would also like to see some evidence behind why those soft skills work, I can tell you there’s a lot out there to support the Law of Reciprocity, starting with Nash’s Equilibrium Theory (the acronym of which is, ironically, NET).

Nash’s Equilibrium Theory basically states that the best result will come when everyone in the group is doing what is best for themselves and the group—a form of Reciprocity.  The optimal outcome of a situation is one where no individual has an incentive to deviate from their chosen strategy after considering the other participant’s choices.

Reciprocal Altruism is another form of reciprocity.  It involves an equitable balance between Collective Altruism and personal need.  Collective Altruism looks at the needs of the group but doesn’t give strong consideration to the needs of the individual.  Reciprocal Altruism attempts to consider both.

In early writings by Socrates and Tocqueville on ethics and government, the concept of Enlighted Self-Interest was all about Reciprocity.  Enlightened Self-Interest is a philosophy which states that people who act to further the interests of others (or interests of the group or groups to which they belong,) ultimately serve their own self-interest.  In other words, it is possible to do well, by doing good.

In BNI, I incorporated the use of the term, Givers Gain® into the lexicon of our operations from the very beginning.  The underlying foundation of this term is predicated on the age-old concept of “what goes around, comes around.”   But it’s more complex than that.  Networking is about relationship building.  I have found that the best way to build a relationship with someone quickly – is to help them first.  If you can help someone (and I’m not talking about selling them your product or service, I mean genuinely help them) by giving them an introduction, information, article – anything that serves their need, you will begin a professional relationship with them.  Creating a relationship helps build trust.  Trust is the cornerstone of effective networking. When you practice Givers Gain often enough, you will be on the road to building a powerful personal network predicated on trust, built through helping to serve someone else.

This concept (whatever term you choose to use) serves as a bridge between individuals and a community of people for collaboration of all kinds, and it fuels individual and professional growth – not to mention increased referrals and business.

Research has shown that social cooperation is rewarding to our brains.  Cooperation increases the frequency of dopamine release within the brain.  Interestingly, dopamine decreases without social cooperation.  Each of the above strategies are about cooperation and collaboration, and each can increase dopamine production.

Some time ago, I received an email from Amruth, a BNI member in India with a great metaphor for this philosophy.  He said words to the effect of: imagine that you have two spoons.  A small spoon and a large serving spoon.  Which one are we using the most?  The small spoon serves only us, but the large spoon allows us to serve others.  The more that we all use the large spoon, the more we will all have plenty for the small spoon.

A networking group using the large spoon for everyone creates amazing success for all.  In the book Go Giver, co-written by my friend, Bob Burg, the authors say, “Your income is determined by how many people you serve and how well you serve them.”

Call it Nash’s Equilibrium, Reciprocal Altruism, Enlightened Self-Interest, or Givers Gain:  I believe that Reciprocity is about taking off your bib and putting on your apron.

This kind of networking is where individuals enter, and communities emerge.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author.  He is also the Founder & Chief Visionary Officer of BNI (www.bni.com), the world’s largest business networking organization.  His latest book, Who’s in Your Room, The Secret to Creating Your Best Life,  is available at bookstores and at Amazon.com.

More Than Referrals

Posted on by BNI Global

This Member Success story was submitted by Mike Metzger, Ambassador in BNI Upstate New York and Member of the Business Brewers chapter. 

I’ll never forget how awkward I felt when I walked into my first BNI meeting. There I was — 25 years-old, new to my job, new to the area.

But, it was too early to talk myself out of anything. I lived an hour away, so I had to hustle to get in the door to make the 7:00am meeting time. It didn’t take long for people to welcome me. I was very surprised, being a younger guy who had never before attended any type of networking event.

“These people are excited that I’m here?” my tired brain wondered, but there was no time to think–there were so many people to meet! I thought I did an okay job when it came time to introduce myself to everyone. Actually, I must have said something right because after the meeting I was asked to join the group! 

“You’ve already got your cuts and scrapes!” Richard the Visitor Host exclaimed after I told him I had spent two years in insurance call center sales. He must have noticed the perplexed look on my face. “If you were brand new to your industry, we’d be a little concerned. But, you’ve already got your cuts and scrapes!”

That was 8 years ago. And over those years, I’ve been to a lot of meetings, I’ve met a lot of new people, and I’ve received a lot of referrals. As I’ve advanced in my sales career over the years, I’ve noticed that I’ve received a lot more than just referrals from BNI.

Here is a list of 4 lesser-know, BNI side benefits:

No need for coffee. I was not a morning person when I first joined BNI. To be quite honest, I’m still not. I used to be the kind of person who’d say, “It’s too early. I’m not ready to talk or have any type of human interaction without my cup of coffee first.”

Well, that certainly doesn’t work at BNI where you have to be “on” as soon as you walk through the door, first-thing in the morning. There’s no time to sip away on your coffee as you wait for it to hit your bloodstream–before the meeting even begins, you have client updates for other Members or you’re getting to know a new visitor. You don’t have time to “settle in.”

This has helped me in all other aspects of my business–early client appointments, A.M. presentations, or other types of morning mixers. I don’t use “it’s too early” as an excuse for not acting like a cool, confident professional. Because of BNI, my body and mind are trained to burst into action at the sight of new connections and new prospects, no matter how early in the morning!

Know how to network. I’ve been a Member of several chambers in the last 8 years. They’re different from BNI, as there isn’t a carved-out time for you to promote your business. Many other businesses (including your competitors) attend mixers and functions with very little regularity. It really is what you make of it.

Thanks to BNI, I know what I’m looking for. I have personal experience of working with so many different professions, so I know who my natural referral partners are. My “elevator pitch” has been developed over years of selling my business at BNI meetings, and I know how to be specific.

If there is another chamber member I think would make a good partner, I know the natural next step is to invite him/her to coffee so we can have a proper 1-to-1. And if the thought of being alone at a mixer gives you anxiety, you know there will always be some fellow BNI Members there to talk to in-between meeting new connections!

Know how NOT to network. Have you ever been “hard-sold” within mere minutes of meeting a new Member of the local business community? Perhaps a coffee date with a potential new referral partner turned into a full-blown sales pitch? 

Very few things irk me more than a premature sales pitch, especially in a networking setting. I don’t make mistakes like this anymore because I know about BNI’s principle of VCP – Visibility Credibility Profitability. Yes, as salespeople we need to ask for the sale and have that killer instinct when it comes to closing deals. But when it comes to establishing long-term relationships with referral partners, I know I must remain visible over a period of time in order to build credibility, and that is the only path to true profitability!

My own personal benefit. Being new to an area can be tough. Luckily for me, I’ve always found help from fellow BNI Members! Whether it was finding a new dentist, getting a DJ for my wedding, getting the mortgage for my first home, or finding a contractor to repair it–I’ve always been extremely fortunate to have knowledgeable, trustworthy people around me when I was in need.

What lesser-known, side-benefits have you experienced during your time with BNI?

M I K E  M E T Z G E R  Property & Casualty Specialist

MetLife Auto & Home®

Business Brewers chapter

Invest in Success

Posted on by BNI Global

This Member Success story comes from Cédric Mathieu, who is a member of 86-02 BNI du Pays Châtelleraudais in BNI France. Cédric is a first-year member who has seen phenomenal gains in the short time that he has been with BNI. It has transformed his life both personally and professionally.


“What I’m doing today thanks to BNI was unthinkable seven months ago!”

Each of us has moments of serendipity, but for Cédric, his moment has allowed him to fully realize the potential of a BNI Membership.

Every time a new entrepreneur visits a BNI chapter, it is the start of a new journey. One that involves a community of Members practicing the philosophy of Givers Gain® while supporting each other through the passing of referrals. For Cédric, the founder and managing Director of CCM Décapage, his initial experience was much more than that. He recalls it as being “A day that he would not forget”. A day that marked an inflection point in his life.

Sometimes the journey to membership is moving and emotional, as it was for Cédric. When his father became ill, while living in the Creuse, Cédric felt a need to move closer to his parents. At the time, he had been living in Paris and had been a partner in an industrial stripping company, with a focus on servicing underground car parks. When his wife, who worked for the “French National Railway Company” (SNCF), was granted a transfer, his family dropped everything and “moved to the Indre et Loire and the region of Vienne.” When they subsequently purchased a house in the area, their window blinds were not up to par. That led Cédric to the local branch of the Monsieur Store Chain, where by chance, he began speaking with Vincent Baudier, the store manager and a local BNI Member.

“I was starting from scratch…”

One thing led to another and they began focusing their conversation on Cédric’s profession. “I had just opened up a small company with a specialization in stripping. I was starting from scratch… During our conversation, Vincent told me that he was a member of a local BNI Chapter. He explained the Core Values and invited me!”

It was an A-ha moment, as Cédric was drawn to the energy of the group. He quickly applied and was approved as a member.

Since then, Cédric has experienced staggering success: in 7 months of membership, Cédric has received no less than 77 recommendations! “I realize that my services are in-demand: individuals, businesses, or communities, you name it… It’s no coincidence that 70% of my Chapter has recommended me…” It must be noted that Cédric responds in kind, and fully embraces the law of reciprocity.

“I only work off of BNI referrals now!”

And Business is good for Cédric: “I’ve made almost 110,000 Euros so far. By September I’ll be at 130,000 Euros. It’s quite simple, I only work through referrals and no longer have time to take on additional projects! What I’m achieving today thanks to BNI was unthinkable 7 months ago.”

As a result of his move and success, Cédric’s parents are reassured about his future and get to see him more often. “Thanks to all the work BNI brings me, my parents are secure, and I can also comfortably plan my children’s education…”

Hit Reset on Fatigue

Posted on by BNI Global

Mental exhaustion is bound to affect everyone, one way or another. Sometimes, we need to step back and take time to… notwork. As BNI Founder & Chief Visionary Officer Dr. Ivan Misner likes to say, it’s important that when reflecting on one’s career, you don’t say “Gee, I wish I spent more time at the office.”

“Notworking” is important to one’s mental health, especially when one considers the idea of “decision fatigue”, a common affliction among business owners.

In decision making and social psychology, decision fatigue refers to the exhaustion that sets in when someone is presented with the need to make one decision after another, back to back, over and over again.  This can play out in several ways–for example, it can be as simple as going to a grocery store and being confronted with one bad choice for food after another. By the time you are checking out, your willpower becomes weak and you buy that candy on the way out of the check stand (that’s why they have it there!)

It can also be related to a very long day of making many decisions. If you’re making tough calls all day long, the quality of the decisions will drastically diminish by days end.  Or it might play out over a very long period of time (weeks, months, or years) where you are confronted with one challenging decision after another.  Over an extended period of time, you feel exhausted and drained from having to make so many decisions about so many different issues that it is easy to experience “burnout” as a result.

As a business professional, the nature of ongoing and important decisions can often create a massive amount of sustained stress. It’s vital to recognize when the signs of fatigue are setting in and to take action to course correct. One way to combat this is to schedule “mental health days” or to spend quality time with your loved ones. The goal is to reset your mindset for a more productive and stress-free environment 

Decision fatigue is a real condition.  What, if anything, do you do to combat this feeling in your life?

Advanced Networking

Posted on by BNI Global

Xavier Souchet is Member of the Chapter BNI® Pouzauges Horizon in Vendée (France). His membership with BNI has not only brought great value, but eliminated a constant feeling of professional isolation.

In this Member Success Story, we conduct an in-depth Q&A with Xavier while getting a sense of how BNI is Changing the Way the World Does Business®.

1. To set the stage, could you please provide us a little background on your profession and company?

I joined BNI as a representative of West Info, which offers a multitude of computer and IT services such as sales, installation and troubleshooting. In addition, we are in a strategic partnership with a software developer and print solution specialist. My company was established in February of 2016 with only two individuals on staff, myself and Romuald Tuffery. We complemented each other well as Romuald technical expertise was balanced by my penchant for business strategy. Our seamless relationship has propelled West Info’s growth from 2 employees to 15, as of today!

2. What differentiates your company from your competitors

Our journey is atypical in that we began operations on an international scale. By positioning ourselves as a subcontractor for IT services, we have worked with Major French brands in a variety of sectors (Banking, Insurance, etc.). We have established a network across Europe, with independent service technicians available throughout the continent. Thanks to the scale of this network, our response time is incredible and allows us to be proactive with our customers. This has allowed us to promote our services with greater effectiveness over the past year.  

3. What motivating factors brought you to BNI?

As we have built an international presence, we wanted to redefine our approach and focus more strategically within individual communities. A BNI Member, Amine Boua (BFS), invited me to a local chapter, BNI Pouzauges Horizon Group. My visitation left an incredible impression as I got a sense that the Members of the chapter were not only friendly and professional, but that they offered a great opportunity for growth.

4. Have you held any positions within the Chapter?

Yes, I’m happy to say that I have. In April 2018, I began my role as a Visitor Host. I found this to be a fantastic opportunity, as this role provides and even greater respect for the personal interactions among Members and guests. Subsequently, in October of 2018, I’m proud to say that I became our Chapter’s President.

5. You have employees that are also BNI Members. What are the advantages of representing your company in multiple Groups in the region? 

By being part of a Group, our employees build incredible networking skills and arm themselves with the knowledge to become even more successful. You can see a difference in the energy and demeanor as a result of their membership with BNI. My partner, Romuald Tuffery, has been a Member of BNI des Sables d’Olonne Côte de Lumière since November 2018.

6. Did you attend BNI’s 2018 Global Convention in Bangkok, Thailand? If so, what were your biggest takeaways?

Yes, I did! And we were able to expand our international network thanks to our attendance. In 2019, we plan to replicate our European model in North America (Canada, United States, Mexico).

With the guidance of Anne Lescure (Regional Director) and Philippe Libaud (Consultant Director), we were able to establish new relationships in North America. Today, those relationships have blossomed and we are currently discussing a North American pilot and an eventual full-scale expansion.

7. How has BNI helped you change the way you do business?

It has significantly enhanced my demeanor. Leading a company through expansion can be stressful, from customer management to administrative expenses, it takes hard word. When Friday comes, on the morning of our chapter meetings, it’s a breath of fresh air. I’m able to openly discuss my issues with fellow Members who offer proper advice and support.

8. What would you like to highlight for BNI Members across the world?

Any BNI Member in need of enterprise IT services, or know of someone with that need, can contact us. We offer a non-exclusive contract and can manage your digital concerns on an as needed basis.

 

Visit BNI Pouzauges Horizon today!

Friday 7:30 AM

18, rue du Docteur Barbanneau
POUZAUGES, 85700, FR

Email: xsouchet@west-info.fr

West Info: https://west-info.fr/

 

Accelerating our Momentum

Posted on by BNI Global

Submitted by Kevin Barber, Chairman of the BNI Foundation Worldwide Inc. & Executive Director of BNI Germany South-West

The BNI
Foundation has enjoyed a strong start to 2019. With over 250,000 business
owners in more than 70 countries building new connections by the day, it will
come as no surprise that as a Foundation we are also striving to expand our
footprint globally. We do this by identifying local coordinators in active BNI
countries who have a passion for children and their educational
opportunities.

Furthering the
Foundation’s cause, I’m proud to announce that we have just signed the
documents that establish the BNI Foundation Spain SLC. That said, BNI Spain has
already been proactive in their support of our initiatives.  In January, BNI Las Palmas, Gran Canaria,
organized a spectacular benefit gala to raise funds to upgrade a local
children’s hospital, with total donations of more than €32,000, significantly
exceeding all expectations!

Across the Mediterranean,
BNI Italy continues to lead the way with their incredible initiatives in
support of Business Voices. A compilation of their many projects was featured
at the Italian National Conference, which I attended, along with BNI Founder and
Chief Visionary Officer, Dr. Ivan Misner, and his lovely wife Beth, Co-Founder
and Board Secretary of the Foundation.

Our global impact
doesn’t stop there. In May, the BNI National Office of the UAE held its very
first Business Voices Event, the “BNI Giftar.” This event raised funds in
excess of $17,000 (AED 65,000) for the Basma program of the Al Jalila
Foundation during the month of Ramadan.

Progress
continues to be made as we are the process of formally establishing the
Foundation in a number of countries, including the United Kingdom, Hong Kong,
China, Malaysia, India, Israel, South Africa, Peru, and many more who are
expected to follow by the end of the year.

It is common for
successful foundations to have an endowment fund – a substantial capital base
generating a regular flow of income. 

In April, during
the BNI U.S. National Convention in Dallas, something very special happened. To
get us started, Dr. Misner and Beth, co-founders of the original BNI Foundation
20 years ago, generously offered to seed the Misner Endowment Fund with an
incredible sum of $100,000! Due to this and the incredible support of the
Directors attending the convention, we’re currently approaching close to $200,000 in
total.

We encourage
Members, Chapters and Directors to join us and help grow this fund as a means
to make a significant difference in children’s lives across the world. 

There are currently
3 levels of support for the Misner Endowment Fund:

Misner Fellow

$2,500

Misner Senior Fellow

$5,000

Misner Diamond Fellow

$10,000

A sincere THANK
YOU to all who have entrusted their pledges and donations to us. Your trust is
truly appreciated. BNI Italy has now become the first region in the world to
become a Misner Diamond Fellow, and we warmly invite any of you who are
interested in joining us to reach out and learn more.

Thanks to you and
to many like you, the momentum is building! 

Tell Us About Your Business Voices Efforts

You organized the team, did the work and put together a great project to help students in your community. Now let us shine a light on your efforts. By completing the Business Voices monthly form you will inspire others by letting the world know what your team is doing. Send us photos, videos and details of your event so we can highlight it on our website and social media.

You can find the form here. You can also visit our site to learn about past Business Voices successes.

Collaboration & Coaching

Posted on by BNI Global

Sid Shah is a Member of BNI® Evolve in Mumbai, India. This submission details how international, cross-chapter collaboration has accelerated his business.

In January 2019, BNI formally introduced the new Worldwide Worldwide Referrals Feature in BNI Connect. This sought-after feature allows BNI Members to pass worldwide referrals, record One-to-Ones between BNI Members from anywhere, and track closed business with anyone within BNI’s global network of passionate business leaders. BNI Members are using this new feature to help each other build fantastic businesses and achieve more than they ever thought possible.

More and more, we’re seeing Members across the world take advantage of this feature through international and cross-chapter collaboration. Members have always been proactive in the development of their networks, but this feature provides a new window of opportunity for BNI and its Members.

It will allow Members such as Sid Shah, a Life Coach from BNI Evolve in Mumbai, to formally track the business received through the International Conclaves organized by his chapter. In 2018, Mr. Shah extended his network and Academy outside of India as a result of international cooperation with BNI Members in Dubai.

Led by his chapter and 25 fellow Members, Mr. Shah attended an International Cross-Regional Conclave in Dubai that included 3 local chapter visits (BNI Gazelles, BNI Rising Phoenix and BNI Champions). It was during these visits that Mr. Shah was able to secure business with two of their chapter Members and their respective companies.

  • Mr. Vinay Modi- Tiara World Trading LLC (BNI Rising Phoenix)
  • Mr. V. Ganesh- Blue Crown Furniture (BNI Gazelles)

Mr. Shah subsequently conducted Life-Coaching programs with both Tiara World Trading and Blue Crown Furniture. Within a 3-day period, he closed on business worth 12000 AED (3,300 USD) and built an international referral base for his online academy. This has opened new opportunities around the world and has allowed Mr. Shah to accelerate the growth of his business. And thanks to BNI Connect’s Worldwide Referrals feature, he can now officially track all of his TYFCB, whether in Mumbai or Dubai. 

Visit BNI Evolve Today!

Thursday 7:30 AM

Sapphire 
Near Domestic Airport, Vile Parle East 
Mumbai, 400099 , IN

The Value of Membership

Posted on by BNI Global

Rick Gomez is a Member of BNI® Wealth Builders in South Burlington, VT. This submission details the value of Membership as shown through Rick’s ten-year experience with BNI.

When I first visited a chapter just over ten years ago, like most, I had never heard of BNI. When a builder/remodeler that I had been working with informed me of its purpose and potential value, I was intrigued and decided to visit my local chapter.

At the meeting, one of the Member.s confidently declared that if I didn’t get enough business to pay for my membership, he would pay for it personally. That meeting was all I needed; I put my application in without hesitation.

Of course, being an electrician, which is quite simply, one of the easiest professions to give a referral to, he was making a very safe bet. But nonetheless, he introduced me to one client that has given me an average of $15,000 a year in business since.

This year marks two major milestones for me and BNI: first, my ten-year anniversary, and second, I just recently exceeded $1,000,000 in closed business over those ten years. Despite these incredible achievements, it was not instant success. It took a lot of work (One to One’s, CEUs, etc.) but in my second year, my BNI Thank You For Closed Business (TYFCB) exceeded 30% of my gross revenue. The Yellow Pages were no longer needed!

Just last year, BNI was responsible for 50% of my volume, and my current 12 month running total has exceeded $200K for two years, continuously. Thanks to BNI, I now have three full time employees and three trucks on the road.

When I first joined, I was somewhere around 80% billable; BNI has ensured that we stay over 110% billable. Additionally, I have not had a downturn in several years.

Besides volume of work, the thing I like best is the QUALITY of the work. The clients are nicer, they pay faster, and are quick to refer us to others. Giver’s Gain® is REAL people! It is the swiss army knife of business cards in my pocket. It feels great when I’m able refer someone to one of my clients, especially those who are new to the area. By helping them out, not only does a fellow Member get business, but I gain yet another resource as well.

I’ve seen Members come and go, but there is no question, for those that put the effort in, the juice is worth the squeeze. I encourage all current and potential Members, utilize the resources at your disposal and you will grow your business!

Where else can you get a banker, lawyer, realtor, financial advisor, and accountant all in one room every week at your disposal? 

Visit BNI Wealth Builders today!

Wednesday 8:30 AM

1712 Shelburne Road
South Burlington, VT 05403, US

Manage the Status Quo or Lead the Disruption

Posted on by Ivan Misner, Ph.D.

I hate change.  I really do.  I like the comfort and contentment that comes with a successful status quo. The problem is that a successful status quo is the present, built upon a strong past.  Unfortunately, the present is not etched in stone for the future. Whether I like it or not – the future involves change, and the change is, by nature, disruptive.

The only thing I hate more than change – is failure.  Failure is what happens when you’re left in the dust when the change crushes our “present.”

In my lifetime there have been many companies that have been crushed by disruption.  The irony is that they could have actually led the disruption.  The fact that they were crushed by other companies was because they chose not to lead the disruption.  They chose to either ignore it or fear it.  And based on results, leading with fear is a bad strategy.

Here are three notable examples we can learn from:

Sears

Sears was once America’s largest retailer.  They began as a mail order catalog company using the postal service to deliver virtually anything, to anyone, almost anywhere, and it dominated its competition for many, many decades.  Sears was Amazon more than 100 years before Amazon.

In its day, Sears was the 800-pound gorilla that could, and did, decimate smaller retailers.  Unfortunately, Sears was so entrenched in their brick and mortar stores that when the world-wide web was introduced in 1991, they did not have the foresight to lead the way and make the transition.  In fact, just the opposite happened.  Their reaction was to actually shut down their catalog two years later in 1993.  Amazon.com was founded the very next year in 1994.

Kodak

A friend of mine who retired from Kodak many years ago told me that he felt there were few corporate blunders as staggering as Kodak’s decision to ignore the digital camera market.  This is especially true since Kodak invented the digital camera in 1973, and it went on to be issued a patent for digital cameras in 1978!

Why, then, would the company that invented the digital camera not pursue this incredible opportunity?  The answer, to them, was obvious.  They did not want to interfere with their highly lucrative film processing business, and they did not believe that people would be interested in looking at photos on a computer. Wrong on both counts.

Blockbuster

When the winds of change swept through the video industry, Blockbuster was more of a brick than a weather vane.

In 2000, Netflix approached Blockbuster with a request for Blockbuster to buy them out for roughly $50 million dollars.  Blockbuster turned them down (more than once).  Jim Keyes, the CEO of Blockbuster said in 2008: “Neither Redbox nor Netflix are even on the radar screen in terms of competition.”

By the time Blockbuster saw the success of the new Netflix model, they made several attempts to copy it.  However, they were too late.

Today, Blockbuster is bankrupt, and Netflix is worth over $100 billion!

Changing the world is always disruptive.  Today, more than ever, we need to choose to change before we are forced to change.  By the time a business is forced to change, it is probably too late.

Social scientists refer to this as the “threshold model of collective behavior.” For decades I have called this “concept recognition model.”  When I was young, people didn’t think they needed answering machines – until enough people thought they did, and then they were everywhere, used by virtually everyone.  Later, people didn’t see the need, nor the value, for fax machines. Until enough people did – and then everyone had one.  In the 90’s I met many people that had no intention of ever using email.  Now, I can count on one hand the number of people I know who don’t have an email address (and they are all over 70). Before people adopt a new concept, early adopters embrace the new process or equipment.  Later the resistant population joins in, and, under the right conditions, there is a viral cascade of change.

In today’s changing world, we will either manage the status quo which will eventually result in failure, or we can lead the disruption which is likely to lead to the reinvention of our business and possibly an industry.

In the meantime you must decide: Be disrupted, or be the disruption.  I vote to be the disruption.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author.  He is also the Founder & Chief Visionary Officer of BNI (www.bni.com), the world’s largest business networking organization.  His latest book, Who’s in Your Room, The Secret to Creating Your Best Life,  is available at bookstores and at Amazon.com.

A Dedication to Cause Networking

Posted on by BNI Global

What is the BNI® Foundation vs Business Voices™ Teams

Submitted by David Kauffman Vice Chair BNI Foundation

I am often asked what is the difference between the BNI Foundation and the Business Voices Teams? The BNI Foundation is helping to change lives by improving circumstances for children facing financial instability that negatively affect their educational opportunities. We support initiatives that provide resources to educators and organizations that make success easier for kids, either by removing barriers or by providing incentives for focusing on studies. For us, the mechanism to help with this shift is investing our time, treasure, and talent to assist in education where we can. We do this through our Givers Gain® Grant program and through our Business Voices teams.

Business Voices teams can best be described by the phrase “boots on the ground.”  Support looks different depending on what the schools or educational organizations identify as their greatest challenges. Our Business Voices teams have accomplished well over 250 projects worldwide in the past 12 months, although I think this is like reporting TYFCB. There is so much not reported! These projects included things like:

  • Team Italy supplying over 1000 dental exams to students. 
  • The BNI Main Line Team donating health care products and coats to children in shelters.
      
  • The BNI Global Support Team collecting school supplies for the Ashley Park School.
      
  • The BNI CEO Team raising over $5000 dollars for school fees and allowing 70 children to continue their studies.
      

There are so many ways to get involved and help these children. That is why we recommend listening to what the schools, teachers and even the students identify as their unique challenges. Wherever there are young people there are ways they will benefit from having us in their stories.

We call this work cause networking — and who better to lead the way with cause networking than the world’s largest, most successful networking organization?

Tell
Us About Your Business Voices Efforts

You
organized the team, did the work and put together a great project to help
students in your community. Now let us shine a light on your efforts. By
completing the Business Voices monthly form you will inspire others by letting
the world know what your team is doing. Send us photos, videos and details of
your event so we can highlight it on our website and social media.

You
can find the form here. You can also visit our site to learn
about past Business Voices successes.

Little Company – Big Vision

Posted on by Ivan Misner, Ph.D.

It was 1986 and I had just started my little enterprise a year earlier.  The concept of working “on” my business and not just “in” my business really resonated with me.  So, I wanted to do some vision making for my business and do my best to think ahead for the next 5-10 years.   How many clients did I foresee?  How many states would I be operating in?  What additional support could we provide our clients?  All of these objectives came down to the need for a more comprehensive organizational infrastructure.  I needed a bigger operation to eventually handle the bigger vision that I had for the company.

So, I sat down and started my multi-year plan by drafting an organization chart – not for what currently existed but for what I envisioned: an organization chart for what I thought the company would be like 5-10 years into the future. I began by considering all the functions that my two part-time employees (each worked 20 hours a week) were covering along with all the roles that I was currently filling.  I came up with at least 15 different boxes of current and future positions.

When your company is small, everyone pitches in and does multiple roles.  So, I worked at de-constructing everyone’s roles and drafting an organization chart based on all the functions that we were currently sharing.  Then, I put the three of us into every box I drew relating to the functions that each person was currently covering.  For example, my assistant was also the receptionist for the company and my shipping person also did the production of all the client materials.   Consequently, I put their two names in four separate boxes for the roles that I envisioned as being separate in the future.

Then, I put my name into all the roles that I was currently covering.  It was at that moment that the old saying, “chief cook and bottle washer” came to mind.  Because there I was, the Founder & CEO of the company, listed in many, many boxes.  In addition to the CEO, I was the marketing director, the complaint department, and yes… even the janitor.

This exercise gave me unwavering clarity on what I had to do to grow the company – I had to get OUT of all the boxes I was in except for CEO.  Now that is easier said than done.  This was my 5-10 year plan, and I knew it would take at least 5 years to get there.  That meant I needed to start now to make that happen.  I began by thinking about the things I hated doing and accounting was at the top of the list.  I knew that if I wanted to grow the company, I needed this and other things off my plate.

I believe an entrepreneur is either working in their flame or working in their wax.  When they are in their flame they are on fire.  The are excited about what they do.  You can hear it in their voice and you can see it in the way they act.  When an entrepreneur is working in their wax, they are being drained, and they are tired of what they are doing.  You can hear it in their voice and can see it in the way they act.  Accounting was my wax and I knew it.  It was one of the first things I needed to replace.  The beauty of business is that something that may be my wax – happens to be someone else’s flame.  I remember the first bookkeeper I hired.  She loved accounting!  One day she came to me and said, “the books were off by 5 cents but I found it!”  It took her two hours to find it, but she did!  She was so proud.  Now, some of you may be thinking wait – you paid her two hours to find 5 cents!  Yes I did, and I congratulated her on her hard work.  For me, it could have been $50 dollars and I would have said, “oh well, close enough!”  Could you imagine if it were $500 off?  She wouldn’t go home and sleep until she tracked that money down.  Bookkeeping was her flame and I was glad it was.

With each person I hired, I would put a line through the name in the box and write in the name of the person who replaced me or one of my first employees.   It took about seven years, but I eventually replaced everyone on that original organization chart.  Today, my company, BNI, has almost 100 employees in several corporate offices around the world.  In addition, it has over 12,000 franchisees, director consultants, and employees working for the company in more than 70 countries and it all began with that hand-written, vision-making org chart.

This is a great exercise for you to do at any point in your business – not just early on (I ended up doing it several times).  One other thing I recommend – keep the first one!  Had I kept it, it would be framed and on my wall today.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author.  He is also the Founder & Chief Visionary Officer of BNI (www.bni.com), the world’s largest business networking organization.  His latest book, Who’s in Your Room, The Secret to Creating Your Best Life,  is available at bookstores and at Amazon.com.

Five Reasons We Meet Weekly

Posted on by BNI Global

Meeting every week is a commitment.  Some people don’t like meeting week in and week out. So in 1986, as an experiment, I opened seven chapters that met twice a month.  Over time, we found that these groups passed 52% less referrals than the groups that met every week.  I was disappointed, but I was not surprised. I visited each group individually, and I said, “If I could show you one thing that will double the number of referrals you get in your group, would you do it?”  They all said, “Yes, of course!”  I then said, “Meet every week.” I showed them the data, and I had six of the seven groups successfully make the change.  One would not.  That one was closed within the year.  By 1987, all BNI groups then met weekly.

I’ve talked about this many times over the years and you can find the above story in the book, Givers Gain, The BNI Story.  What I’ve never written about is “why” I think that the weekly meetings produced double the results of the groups that met twice a month, so I’ve been giving it some thought. Here are the reasons that I believe weekly meetings generate double the amount of business of groups that meet twice a month:

  1. Weekly meetings are a form of “spaced repetition.”  Spaced repetition builds a habit of learning and engagement that leads to success.  There is a massive amount of research on this concept, including a 2016 Dartmouth paper published in the Journal of Policy Insights From the Behavioral and Brain Sciences. 
  2. The avoidance of “benign neglect.”  Benign neglect is where relationships deteriorate over time.  It is not always intentional, but it is almost always damaging to long-term relationship building.  Meeting weekly makes that virtually impossible.
  3. Practice, practice, practice.  We all know deep down that if you want to excel at anything, you have to practice.  Professional athletes do NOT stop practicing when they are at the top of their game.  Business people shouldn’t either. Meeting every week is about improving and learning.  It is the conditioning and practice to be a champion in business.
  4. VCP® (Visibility, Credibility, Profitability) is all about the process of building relationships that lead to on-going referrals.  Meeting weekly is a force-multiplier to moving through these stages.
  5. Seeing people every single week keeps your fellow members “top of mind.”  You know you are going to see them on your meeting day, so you incorporate your presentations and referral activity on a weekly basis.  When you meet weekly, you can’t set the program to the side.  It is consistent and structured.  Plus, and this point can’t be underestimated – it’s important to give referrals while they are hot.  The longer you wait, the more than can cool down.

All of this leads to more business.  Time and time again, the data has shown that there is a direct and dramatic linear correlation between attending the BNI meetings regularly and generating more business (a lot more business).

For many years I’ve said that if you want to be really successful in business, you need to do “six things a thousand times, not a thousand things six times.”  Meeting every week to practice your networking skills is a six-things-a-thousand-times strategy. Learning how to refer your fellow members and consistently passing referrals is a tried and true method of building life-long referrals and relationships.

BNI’s CEO, Graham Weihmiller, likes to say that BNI is the CrossFit of networking.  I couldn’t agree more.  Consider your weekly BNI meeting to be your networking aerobics and make the most of your commitment.

 

BNI Accelerates Global Growth & Innovation

Posted on by BNI Global

BNI, the World’s Largest Business Network, Announces Strategic Investment to Accelerate Global Growth & Innovation

BNI® is poised to broaden its global footprint with an increased focus on innovation and collaboration as it accepts a strategic investment.

Today, BNI Global, LLC (“BNI”), the largest global business network of its kind in the world, announced it has taken in a strategic investment from Pamlico Capital (“Pamlico”) that will accelerate innovation and growth.

In the last year, BNI’s 250,000+ Members generated over $15 billion USD in closed business from their BNI membership. That creates significant economic development, job creation, and entrepreneurship worldwide. 

And BNI is just getting started. In the next decade, BNI will help shape the landscape of global business like never before. BNI’s goal is a future in which purpose-driven business leaders grow terrific businesses and, in so doing, support their families, provide good jobs for employees, and actively participate in their community. 

Today, BNI has 8 corporate support offices across 6 countries and over 300 exceptional corporate staff. BNI is developing cutting-edge technology, creating new global training programs, launching large global events, hiring exceptionally talented staff, and opening new offices – all with one goal: to make BNI Members worldwide more successful than they ever thought possible.

As BNI embarks on its next phase of its development, it is very excited to announce that Pamlico Capital – a world-class investment group based in Charlotte, North Carolina has made a strategic investment into BNI. 

BNI’s Founder & Chief Visionary Officer, Dr. Ivan Misner remarks: “Wow – what can I say? I’m thrilled to work with Pamlico Capital as I continue my role on the board of BNI. They are an exceptional investment group and they are already offering up ideas and resources that will greatly increase the support and opportunities available for BNI Members and BNI Directors worldwide. This is a terrific development for BNI as a global organization.”

“When we all look back in 10 or 20 years, I’m confident that we will look at this moment as an inflection point in the trajectory of BNI’s development,” shares Graham Weihmiller, BNI’s Chairman & CEO. “With Pamlico Capital’s strategic insights and resources, we now have what we need to help BNI Members and BNI Directors like never before. We should think in a much larger way about the future of BNI. I’ve never been more energized for what’s next.”

“We are so impressed with BNI’s culture and traditions,” says Jay Henry, Vice President at Pamlico Capital. “Our firm has always felt that operating with the spirit of Givers Gain® is the right way to do business. And what an honor it is for us to work with great leaders like Dr. Misner, Graham, and Marc-William. Pamlico Capital is all-in and ready to help BNI Members and Directors worldwide achieve their dreams.”

Marc-William Attie, BNI’s President of Global Strategy & Innovation adds, “Over the last 7 years, BNI has truly become a Global Organization, and I’m really proud of that. Now, to fully achieve our mission and ambition to ‘change the way the world does business’ we need to be very strategic and focused and to have the right partners. Pamlico Capital will provide us with knowledge and resources to become the most prominent platform for business development. I’m pleased to work closely with partners of this caliber.”
For any questions or press inquiries, contact Claire Sherman, BNI’s Senior Manager of Global Operations (claire@bni.com).

Contact Information
Claire Sherman
BNI Global LLC
(704) 604-6649

2019 BNI Video Contest

Posted on by BNI Global

BNI’s 2019 Video Contest is now open

BNI is a global community of business leaders that make a positive impact in lives around the world. 

Stories of Member success are widespread and inspiring. With BNI’s 2019 Video Contest, we want to give you an opportunity to share your story, and to share how BNI has positively changed your business and your community.

These submissions, which highlight the extent of BNI’s positive influence throughout the world, will be accepted until June 30th, 2019 at 5:00PM EST.

Each video will be judged accordingly by BNI Directors and Members around the world. The top 10 selections will be featured across BNI’s various social channels (Youtube, Facebook etc.) and on bni.com.  The grand prize winner will receive complementary registration to BNI’s 2019 Global Convention (#BNIGC19) in Warsaw, Poland. In addition, the winning video will also be featured on stage during #BNIGC19.

This contest is open to any Member or Director currently active in BNI. Click here more information on eligibility and requirements. To submit your video, please click here.

Please contact marketing@bni.com with any questions

Here are some excellent submissions from our 2018 entrants

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