It appears that everyone is terribly busy now-a-days. I am not sure why but I am and yet I make no more money than I did, not the reason I went into business for that is for sure. As a net-worker I know the value of building relationship and getting to know people better, this is the way to build a referral team around you. The problem most people have, especially in BNI, is they have limited time to do things.

As BNI members we all know that doing 1-to-1′s is very important yet some members do what a friend of mine calls a “High Five” 1-to-1, you know the ones that happen when you run into another member by accident and call it a 1-to-1. Those are the one’s that are not planned and typically don’t accomplish much. We sit down and talk about everything besides business and then call it a 1-to-1 at their next meeting. Although we normally eat lunch, this is a huge waste of valuable time. You just don’t produce any ‘forward motion’ in your word-of-mouth advertising plan. That IS a waste of time.

The most effective way is to use a GAINS report. Now the GAINS report, if used properly, will bring out things that both of you may have in common. It will list information about the networks you are connected to and the customers you may have. This is the information that normally would never come out in a ‘High Five’ meeting or a casual conversation, you have to plan it to make it work.

To use this tool properly you need to;

• Sit down and fill the GAINS report out completely. This takes a little time but it is well worth it. Then make sure you either email it to the member you are meeting with or bring a printed copy with you. Take time to look each others over and you will find many things to talk about that is going to be business related.
• Pick out someone that you have not had a 1-to-1 with recently (or at all) and schedule a meeting with them. Don’t sit and wait for them to come to you because they may not. Remember, they could become a great referral source if you just get to know them.
• Schedule a time. Don’t do this from the hip, set a time and place and prepare for it. I normally try to do this at each meeting since the members are there.
• Set some goals. I try to find out who I know that can be a great referral source for them. Then I plan on getting them an introduction, whether on the phone, email, or in person, the goal is to get them connected.

Let me ask how many of you have a job that pays you money?

Silly question right? You wouldn’t be here if you were not being paid at your job correct?

We have certain things we have to do to KEEP our jobs. These are the things, in many cases, that create income for us also and go beyond JUST showing up to work. Some of us have to go out and sell, follow-up on sales leads, have meetings with clients or potential clients, etc. Bottom line we all have to put effort into our careers to earn the pay we make.

If I told you that you would get paid an additional $20,000+ this year for you to do certain things (that are legal) that would benefit you and your career, would you do them? Sure you would! Certain things like preparing for a weekly sales meeting and having lunch with contacts weekly to help build your client base. How about sharing your business experience with other business people to help them get through issues you have dealt with in the past.

A lot of BNI members treat their chapter as a club, somewhere to meet with their friends and get away from work for a couple of hours, and other JUST show up to get referrals, and not much more. Then there are those members that treat it like a job, putting the effort in it that is required to keep their job. Those that put the effort into it find that BNI works for them. They are the ones that spend time doing 1to1’s and preparing for the weekly meeting. They build relationships with the others in the group knowing the value of someone talking about their business to others. They share with others in their chapter who their target client is and who they are trying to get in front of. They offer their ability to be leaders in the chapter since they understand that a stronger chapter means more referrals for them. They also understand that being involved in their BNI chapter is marketing their business and not taking away from them doing their work.

Now, I want you to think about your BNI chapter, are you doing enough to keep your job?

Of course BNI is not for everyone, but being in sales is not either. Below are 10 of the biggest misconceptions about BNI and often are reasons why people do not join or even visit a local chapter.

1 – You have to pass a referral every week

This is often quoted to me but in reality the truth is quite the opposite. Members of BNI work to a common philosophy of givers gain, if I give you business you will want to give me business in return. In effect this is not a direct cause and effect but what goes around does come around. Each week members are looking to pass genuine opportunities to do business where the person with the requirement is expecting a call. Members do not appreciate referrals that do not meet that criteria, it is not a numbers game.

BNI member are expect to make a contribution each week, because we don’t want to be part of a group where others are not contributing. A contribution could be a referral, but could also be bringing a visitor, or giving a testimonial. In addition BNI looks for business people that want to help other and the group as a whole.

2 – Only business start-ups join BNI

The facts show otherwise. 55% of BNI members have been in business more than 5 years 24% more than 2 years (less than 5) and only 10% are less than one year. BNI is for all businesses.

3 – BNI does not work

Members of BNI gave 659,066 referrals last year. Your share in this is guaranteed provided you embrace the system that is followed by BNI members worldwide. The BNI system has been developed over 25 years in 64 countries and is designed and proven to maximise the amount of business passed in the groups.

4 – You have to attend every meeting

BNI ask its members to make 3 commitments one is to be present at every meeting or to send a substitute. This policy ensures that your business is represented each week and this is one of the elements that makes the system work.

The key think in dispelling this myth is the substitute program which means you can send almost anybody in your place, this gives them the opportunity to represent their business as well as yours.

BNI members get organised in either attending or in send in a substitute, this approach maximises the business that is passed. Ultimately life happens and things happen at short notice meaning you miss a meeting with no sub, we understand that.

5 – BNI is just about getting more business for you

As well as getting business BNI has a comprehensive education program. As an example 86% of members agree that BNI has helped them with public speaking. BNI is not ashamed about the fact that we are all there to get more business, but we do it by giving first before we expect to receive and by building credibility.

6 – BNI is expensive

Cost is totally relative to everybody but some people believe that BNI is expensive. In our recent survey 81% of BNI members said that the organisation is value for money and 92% said that they would recommend BNI to family and friends. Asking people who have paid the BNI fees if BNI represents good value seems to me to be the best gauge of the value BNI delivers.

7 – BNI is a fashion and will not be around soon

BNI is 25 years old this year it is still growing and is the largest and most successful referral organisation in the world today.

8 – BNI groups are desperate for members

BNI members understand that being a member of BNI is a privilege and we realise that BNI is not right for everybody. If you want to join a group then you will go through an application process to see if the fit is right for both parties. BNI groups want to grow to 40+ members and we look constantly for likeminded local businesses to put in an application to join a local group.

9 – You have to join to get anything from BNI

BNI welcomes visitors at all meetings and we also run open networking meetings where non-members are welcome.

10 – You only meet the same group of people each week.

BNI members can visit other BNI groups, we also hold local, regional, national and International members days. The people in the room are constantly inviting others to the group and of course they are meeting more and more people each week. BNI members understand that they are not selling to those in the room but to who they know.

After being in BNI for over 8 years and being both an assistant director and my own chapters education coordinator for 3 years, I have found that there was no real place to find education moments that were relevant and new and easy to find. So being the web developer that I am, I started a new website named BNIEducationMoments. This is where I hope to collect all of the education moments I have done and written over the years along with collecting others as well. I feel pretty confident, due to the comments on this blog, that there are a number of others out there that are finding the same problem, along with those of you that have collected and written your own. Go to the website and register for free then submit those that you have. I hope this will be a great place to share education moments world wide. Remember as always “GIVERS GAIN!”

As a director for BNI and visiting a large number of different chapters, I find one thing that seems to stand out with members and their ‘Sales Manager Moment’. What I find is most members ask for referrals in the shotgun method. They want to be as general as possible so to not miss any potential referrals.

Now there is nothing terribly wrong with this method except when you ask members about their referrals, they don’t seem to be extremely happy with the amount they receive. The reason is being too general in what they ask for. Here are 2 different examples, one being a shot gun and the second being a sniper;

1. A photographer stands up during their Sales Manager’s Moment and states “a good referral for me is anyone that needs their picture took.”
2. The same photographer stands up and states “a good referral for me is someone you know that has just gotten engaged or found out they are pregnant.”

Now which one makes you think? The second one does! When the first one is done it does not make you think of anything in general. When the second one is done, you are going through you mind and trying to think of someone that might fit the description.

Another, more effective, way is by asking for a personal introduction to someone specific. A good example would be a computer tech stands and states “I would like a personal introduction to John Doe at ABC Company.” Now there are times when no one in your group will know this person, but maybe they know someone else in that same company. Or maybe they know someone in a competitive company that does the same thing. You never know who someone knows until you ask for someone specific.

I can’t tell you how many times I have told someone to be specific about what they want and who they want to meet, and when the referral time came around, someone said they are best friends with that person, or an old fraternity brother with them, or something just like that. This is from people that you might have known for some time but the name had never come up in conversation.

The point is by being a “Shotgun” you really don’t make anyone think. By being a “Sniper” you will at least get members thinking about what you want.

Who knows, you might just get what you ask for.

BE SPECIFIC, BE TERRIFIC!

This summer, our family took a multi-day, small-ship tour of the Great Barrier Reef near Australia. The first night we noticed that the anchor being used to secure our small ship in the middle of the oral Sea was quite small compared to the size of the ship. 

The second night we were anchored off Hope Island, very strong winds came up. Our captain started the engines and backed the ship up, letting out more length of chain to the anchor. Curious (and I must admit, a bit concerned), I asked him how it was possible for such a small anchor to hold the ship in place with the winds blowing against it so strongly.

“It is the chain that is holding the ship, not the anchor,” he informed me. After the anchor is lowered, the captain looks to the first mate who signals from the prow which direction the chain is laying on the bottom of the sea. The captain can then maneuver into the right position and let out the necessary amount of chain to hold the ship in the particular conditions at that time.

This particular night, with the winds growing stronger, he recognized that he needed to let out more chain.

Well, I began to see how this dynamic was relevant to networking. An anchor in any good networking program is the system, the process of doing business through relationships. But it’s not the system or the process that has the strength at all! It is the length of the chain holding the networking program in place! 

As you take a look at the networking groups you may be participating in, think about the links or relationships, you have formed with the individual members. How many links does your chain have? Do you have strong relationships with many of the other members of the group, or are you closely linked with some, but disconnected and detached from others for whatever reason?

So how do you go about letting out more chain during times when the economic winds have strengthened against our businesses? I submit that it’s time to get serious about developing stronger relationships with each and every member of the networking groups you participate in, even with the people you don’t think have the contacts you might want or perhaps are in a business that is not exactly symbiotic with yours. 

Have you done one-to-ones with those people as well? Spending the time to do one-to-ones with each and every active member of your network helps you develop a longer and stronger chain. Each person in your network is one of the links that lengthens that chain. 

The wisdom of laying down a longer chain to strengthen the ability of the anchor to hold strong is critical for the success of your personal network.

Another aspect of this anchoring process is watching the first mate. Look for networking organizations that have leaders who are qualified to signal the direction the chain is lying as the dynamic in your group changes. Watch for guidance in what adjustments to make to ensure that your network is pointed in the right direction. At one point in our anchoring process while at sea, the first mate literally dove into the water to loosen the chain where it had become hooked on a coral formation. You need qualified people in your personal network who are willing to dive in to help lead a network in the right direction. 

So starting this week, try making your main focus to develop your “relationship  chain” within your personal network.  I guarantee it will be what anchors your business and your networking efforts for longevity, despite economic fluctuations. The old adage that a chain is as strong as its weakest link is true for a ship as well as a network.

Here are the ingredients needed for making money.

Begin with a large membership of trusted business leaders who eagerly recommend other members products or services to their clients. This will be the “Givers“.

Add an organized weekly meeting of “Givers” sharing their requests for new customers and building business relationships. The “Givers” will then pass out new business referrals. This will be the “Gain“.

The resulting product will be the easiest method for obtaining new business opportunities and all members enjoy a huge portion of “Givers Gain“.

I extend to you an invitation to a Business Networking Event with a difference! Be a part of the Trussville Chapter of BNI Visitor’s Day.

 Date:  Friday, January 30, 2009 

Time:  7:00 am – 9:00 a.m.

Place:  St. Vincent’s East, 50 Medical Center Dr, Birmingham, AL 35235 – Main Entrance – 2nd Floor – Conference area adjacent to cafeteria.

Consider having exclusive access to being referred by our many members because filling the open category will lock out your competition.  So, now is the time to visit the BNI Trussville Chapter!

I personally want to introduce you to my colleagues who have already given me more business! The informational meeting will enable you to accurately assess this opportunity of establishing a steady source of referral business and to learn a little more about BNI and why it is so successful it helping businesses grow their client base.

The meeting is free to visit. Please call George Barnett, Chapter Vice-President, 205-856-1720, if you have any questions.  Remember to bring at least 200 business cards to pass around, as you will meet many local business professionals!  

Please feel free to bring others with you who may also be interested in finding out how to generate more business through “word-of-mouth” referrals.  This is a really exciting opportunity for any individual or organization to increase their business!

RSVP – Please RSVP by Tuesday morning to ensure available space.

To make your reservations and directions, you can email me bnitrussville@yahoo.com or call me at (205) 856-1720.

This event is open to all businesses in Jefferson County and surrounding areas including Birmingham, Pinson, Clay, Gardendale, Tarrant City, Irondale, Leeds, Moody, Springville, and others.

“How’s business?” one attendee asked another at a networking event.

“This economy is killing me. We’ve got people canceling right and left and trying to get prospects to buy anything isn’t happening — things better turn around fast.”

The above exchange was real. Although we can probably all agree with the sentiments of the salesperson — fuel prices through the roof, unemployment creeping up and low consumer confidence — talking about these facts can make your personal economy worse. The person who asked, “How’s business?” very likely could have been a prospect. Ouch!

So what’s wrong with telling the truth? A lot! No one (I repeat no one) wants to hear doom and gloom — especially not someone who might want to do business with you.

Could there be anyone worse to share the misery with than a potential prospect? Well you might think your manager or boss tops the list, and you’re right to think they don’t want to hear this bad news (and by the way, they already know about these conditions). What they want to hear is that although times are challenging, you will prevail. They want to hear that you’re doing things to produce the results they pay you for. But the person who is most adversely impacted by this negative nay saying is you!

By even thinking negative thoughts, forget saying them, you put yourself in a mental state of failure. You subconsciously tell yourself the odds are against you, and you are doomed to fail. I’m sure you know that both positive and negative energy are contagious. Your actions reflect your thoughts and people will consciously or unconsciously detect your outlook. Ask yourself would you rather buy from someone who acts desperately to stay afloat or from someone who is convinced of the benefits of his product? From someone who complains about the economy or from someone who makes any economy work for him and his clients?

People want to do business with winners. The average person, including businesspeople, takes great security in doing business with successful businesses. If you’ve ever purchased something from a person or company that has gone out of business, you know what a pain that can be. Minimally it’s going to cost you extra time calling or physically running around to find another service agent. Worse is when you find out that the product can’t be supported at all. There are two simple yet powerful ways that you communicate that you’re a winner or not, that you’re thriving or struggling in this economy: verbally –your choice of words and nonverbally – your choice of dress.

So, better ways to answer “How’s business?”:

“Our new marketing campaign is really taking off” or “Our new marketing campaign is bringing us lots of new customers.” (You don’t have to mention that your “new marketing campaign” is you making dozens of cold calls each day.)

“We’re growing market share?”

“Even with rising costs, we’ve been able to maintain our current pricing.”

Hopefully you can also say, “Customers are raving about our new product.” If you can’t, assuming your product is a good one, solicit positive responses from your customers. This can be done early in the manufacturing process, even before your product has been officially released with a small focus group. It can also be done after your customers have enjoyed and benefited from your product. Once you have obtained these glowing kudos, share them on a regular and consistent basis with customers and prospects.

Why go through this bother? Because people are innately followers. Prospects are drawn to successful businesses and typically follow the positive experiences of others. Successful businesspeople take responsibility for obtaining positive messages and passing them along.

These positive messages will also cheer you up and help you create your own economic boom.

Power Teams?

Why would I want to be in a power team if I am already in BNI?

Why should I meet with my power team if I see them at my BNI meeting?

If you ever grasp the idea of what a power team is and how it works, you will understand the importance it to your  business. It is the heart of each BNI chapter and the source of referrals for everyone in the group.

Source? Yes SOURCE!

Let’s look at what power teams are in your chapter. Every chapter is made up of 5 different power teams;

1. Home services.
   This is real estate, mortgage, home inspections, landscaper, remodeling, HVAC, pest control, or any other category that has to do anything with a home. Most every chapter is strong with this power team.
2. Financial.
   This team includes CPA’s, Financial Advisors, Banks, estate attorney, and anyone else that has something to do with handling money.
3. Personal.
   This team is tougher to build in a chapter. This one includes cosmetics sales, body shops, mechanic shops, auto sales, apparel sales, interior designer, life coach, photographer, and so on.
4. Health and Wellness.
   This group includes most anyone that has to do with health. Chiropractor, cosmetic sales, dentist, fitness trainer, eye doctor, etc.
5. Business Services.
   This final group is the ones that do business with businesses like CPA’s, Banks, computer sales, payroll services, printers, promotional services, business coach, etc.

Now, if you look close you will notice a couple of things. First, each group is doing business with the same type, if not the same, customers. By that I mean the Realtor is doing business with the new home buyer and so can the mortgage person, the home inspector, and so on. This is how the teams are divided up. Second, each member often are in more than one power team, i.e. CPA’s are in both Financial and Business Services.

Everyone has a primary power team, which is where your focus is in business, and most have a secondary power team.

Now here is where the “Power” in power team comes in – 70% of your referrals will naturally come from within your power team! This makes sense since when a house sells, the mortgage person and the home inspector and the real estate appraiser and the closing attorney has a high potential to get a referral, but the auto mechanic and payroll service probably will not. Since this is a fact then it would be beneficial to you to not only build strong relationships within your power team, but also invite people from open categories that would be in your power team. The more in your power team, the more referrals you will get.

This is one important part of networking and building a referral base. BNI power teams are the base of any chapter. The stronger your teams, the stronger your chapter will be.

(The More YOU Give, The More YOU Get!)

1) Your business card holder: don’t leave home without it. Keep it current with cards and referral slips; place the cards of notable networkers in the first and second slots.

2) Wear your name badge one entire day a week (people will ask you about it). Share any results you receive with your chapter and encourage others to do the same.

3) Put up a card holder with each of your chapter members’ cards in your office. Spread the word.

4) Send a follow up letter to everyone that you have been able to refer, and thank everyone (also a subtle way to promote yourself).

5) Hand out your chapter roster to all people you do business with, showing them graphically the variety of services you can refer to them. Teach them that there is more than one reason they should call you.

6) Don’t be a hermit; practice the three-foot rule! In other words, start a conversation with anyone within three feet of you.

7) Get yourself an extra set of eyes and ears! Give your spouse or significant other a set of cards from your chapter.

Whenever you write up a sale, give your BNI cardholder to the client to browse through while you do the paperwork. The client will be drawn to the business cards like a magnet and will ask you about the people and services represented. This gives you a chance to brush up on giving someone else’s presentation.

9) Do a seven-minute phone call to one other member each week and concentrate on getting a referral for that member.

10) Pick one business card each week from the business card holder

11) Make other people in your office, home, and neighborhood aware of how to generate referrals, and keep them informed about members in your chapter.

12) Review your cardholder each morning before your day begins to keep members in mind when speaking to others.

13) When sitting across from clients actually remove the cards from your cardholder and lay them down. Then ask the clients to take any they may be interested in. They are more likely to take the cards if they are out of the cardholder.

14) Power Teams Unite! Team up with another member of your chapter who is in your sphere of interest and take a day off to spend going on calls with the other person. Introduce each other to your clients and offer your services as a team.