The first week in February is International Networking Week and some time ago our Area Director, Dinah Liversidge, asked us, her Regional Directors, if we had any suggestions for an event.
A few days later I suggested a river boat trip on the Thames from Kingston, inviting a selection of members from each chapter in our region, some members from adjoining regions, other local networking groups, and some local business people.
The look on Dinah’s face said you must be joking – a boat in winter! I just said, 'It’s heated', and she replied, ‘Let’s go for it!’
Tuesday the 2nd February saw around 90 people board the Turk Launches' New Southern Belle riverboat for a cruise from Kingston to Richmond and back. A wonderful buffet was served up by Hampton Hampers, live music by Helen Baden, with prizes supplied by BNI.
Amongst those on board were Dinah Liversidge, Richard Turk (Managing Director of Turk Launches), Tim Cook (National BNI Director), David O’Dell (Operations Director at BNI Head Office) and, of course, me.
Was it a good event?
I think the following email I received this morning answers that.
Hi Dinah & David,
Many thanks for the invitation to the networking "do" last evening.
Rather nervous that it was an away day at over 100 miles round trip, I am delighted I accepted.
It was a thoroughly enjoyable and entertaining evening. I made several very useful contacts, sorted out the purchase of a van for the business, together with the finance, and gave Tim some ideas re: the traffic lights! (It's not a league table unless you are top!)
On top of that I gained another potentially excellent contact following my 60 seconds!
Great idea to hold the meeting on a boat - nobody could leave early!
Once again many thanks.
Kind Regards
Alan Brooks
CLEMENTS CARPETS
BRINGING LIFE TO YOUR HOME!
MOBILE 07947 534126
SHOP 01923 256006
Thursday, February 4, 2010
Sunday, January 31, 2010
A tough day at the office!
31/1/10
There are many reasons for attending our BNI workshops, so it still astounds me when both new and long term members tell me that they can’t see the value to their business. Their company training is better, (I’m not even going to comment on that), they know all they need to know, they have been before, they don’t have the time... The reasons for not attending seem almost endless!
And, this reminded me of an MST (Member Success Training) workshop I was at some months ago. One of my then Chapter Directors, David McGeachie, of Tenant Finder, was there. He almost didn’t come as he was tired and just fancied a beer. But, as he was new to the role of Chapter Director, he thought that he should make the effort and see what new members were being taught - something I think all Leadership Team members should do, not just the Chapter Director.
As at all workshops, the members present were asked to introduce themselves briefly. The members in the room ranged from those who had only been a member of their chapter for a matter of weeks, to one eight year member. One member, of just three weeks, was John Bishop, an estate agent.
During the coffee break David and John met and decided that they should meet at a later date for a coffee. John had a block of flats to rent, but they weren’t in the area local to his office, they were in an area he didn’t really know: Teddington. Yes, that is where David’s business operates!
Well, to cut a very successful story short. Tenant Finder won the contract to let the flats; a deal worth a fair amount of money. And, what’s more, David and John are still working together.
So, if you only want one good reason for attending our workshops: it’s networking. Because you never know, you might just meet your biggest customer there!
There are many reasons for attending our BNI workshops, so it still astounds me when both new and long term members tell me that they can’t see the value to their business. Their company training is better, (I’m not even going to comment on that), they know all they need to know, they have been before, they don’t have the time... The reasons for not attending seem almost endless!
And, this reminded me of an MST (Member Success Training) workshop I was at some months ago. One of my then Chapter Directors, David McGeachie, of Tenant Finder, was there. He almost didn’t come as he was tired and just fancied a beer. But, as he was new to the role of Chapter Director, he thought that he should make the effort and see what new members were being taught - something I think all Leadership Team members should do, not just the Chapter Director.
As at all workshops, the members present were asked to introduce themselves briefly. The members in the room ranged from those who had only been a member of their chapter for a matter of weeks, to one eight year member. One member, of just three weeks, was John Bishop, an estate agent.
During the coffee break David and John met and decided that they should meet at a later date for a coffee. John had a block of flats to rent, but they weren’t in the area local to his office, they were in an area he didn’t really know: Teddington. Yes, that is where David’s business operates!
Well, to cut a very successful story short. Tenant Finder won the contract to let the flats; a deal worth a fair amount of money. And, what’s more, David and John are still working together.
So, if you only want one good reason for attending our workshops: it’s networking. Because you never know, you might just meet your biggest customer there!
Saturday, January 16, 2010
Not on my letterhead!
16/1/10
I hear many reasons for not wanting to take part in chapter launches, big visitor days and posting out invitation letters. Asking some members to send out forty letters, is like asking them to run across burning coals naked, judging by the reaction you get. Then, after I am told that they could write a better letter, they add ‘… and don’t think I’m putting a BNI letter on my company's letterhead!’
I really find this attitude very hard to understand. Why wouldn’t any business want to have forty prospective customers see their company letterhead? - a letterhead that is well designed, tells the person what that company does, and is signed by someone looking for new business.
I guess that is why we are all in BNI - new business.
Just this week I was having a One2One with a fairly new member of my chapter, and we were talking about how important visitors are to a healthy chapter, and how to invite them. He said that his aim was to post out five letters each week and, naturally, I asked him how things were going.
Pulling a sheet of paper out of the filing tray on his desk, he said far better than he had expected. He had a visitor for the next meeting - great! - but, even better, was that he had quoted on a job. The business that he had posted his letter to, on his company letterhead, read who the invitation was from and needed his service. And, the best part, he would never have mailed the company had it not been for his BNI inviting.
Every invitation letter you send out, on your company letterhead, may not lead to a visitor for your chapter, but it may just result in business for you. It certainly can’t hurt you.
So, my message to you is this: if you don’t like sending out invitation letters, BNI is all about marketing your business, so use BNI as an excuse and send out as many invitation letters as you can. You never know, you might even earn yourself a BNI Gold Badge!
I hear many reasons for not wanting to take part in chapter launches, big visitor days and posting out invitation letters. Asking some members to send out forty letters, is like asking them to run across burning coals naked, judging by the reaction you get. Then, after I am told that they could write a better letter, they add ‘… and don’t think I’m putting a BNI letter on my company's letterhead!’
I really find this attitude very hard to understand. Why wouldn’t any business want to have forty prospective customers see their company letterhead? - a letterhead that is well designed, tells the person what that company does, and is signed by someone looking for new business.
I guess that is why we are all in BNI - new business.
Just this week I was having a One2One with a fairly new member of my chapter, and we were talking about how important visitors are to a healthy chapter, and how to invite them. He said that his aim was to post out five letters each week and, naturally, I asked him how things were going.
Pulling a sheet of paper out of the filing tray on his desk, he said far better than he had expected. He had a visitor for the next meeting - great! - but, even better, was that he had quoted on a job. The business that he had posted his letter to, on his company letterhead, read who the invitation was from and needed his service. And, the best part, he would never have mailed the company had it not been for his BNI inviting.
Every invitation letter you send out, on your company letterhead, may not lead to a visitor for your chapter, but it may just result in business for you. It certainly can’t hurt you.
So, my message to you is this: if you don’t like sending out invitation letters, BNI is all about marketing your business, so use BNI as an excuse and send out as many invitation letters as you can. You never know, you might even earn yourself a BNI Gold Badge!
Wednesday, December 30, 2009
A New Year
30/12/09
The next couple of weeks will see many New Year resolutions made and most broken! So, what will you do differently this year to change that pattern?
And no, don’t make any is not the right answer!
I don’t really like Smart Goals (S - significant, M - meaningful, A - achievable, R - realistic, T - timely), but most New Year resolutions are broken because they are unrealistic and to you, at any rate, are not meaningful.
In business, and therefore in BNI, as BNI is very much a part of our business, it is exactly the same. What business plans will you make for the New Year that will have gone astray by the beginning of February?
We all want to be more successful in 2010, and the best way to start is by reviewing this year and then making plans for next. Plans that mean something to us, we can see their value, and, most importantly, plans that are possible to achieve.
So, what does this mean in terms of our BNI membership?
Well, for example, it doesn’t mean planning to go to a training workshop every month, if you only managed to attend one workshop in the whole of this year. Sorry, but it’s not going to happen – it’s just not realistic.
What I believe would make the most difference is a small improvement in each of four areas: attendance (including subs), training, visitors and referrals. Have a think about how you have done in each of these areas this year. If you really have no idea, ask your Membership Co-ordinator for the information. Then aim to improve each just a little. When asked what do I think the minimum requirement of an average chapter member is, I say the following: no absences, an average of one referral per week, a visitor every two months, and attending a workshop twice in six months. Would this be a realistic plan for you, or are you already way ahead of this?
If you are great at bringing referrals, maybe you need to improve your visitor bringing - or, vice versa. You might be pretty good in three of the areas, so increase these a little, and poor in the fourth, so concentrate your efforts there.
The main thing is to review your past year and then plan improvements for next year that you see value in and want, and can, accomplish.
The bottom line is more business in 2010 and what you will do with the extra money!
The next couple of weeks will see many New Year resolutions made and most broken! So, what will you do differently this year to change that pattern?
And no, don’t make any is not the right answer!
I don’t really like Smart Goals (S - significant, M - meaningful, A - achievable, R - realistic, T - timely), but most New Year resolutions are broken because they are unrealistic and to you, at any rate, are not meaningful.
In business, and therefore in BNI, as BNI is very much a part of our business, it is exactly the same. What business plans will you make for the New Year that will have gone astray by the beginning of February?
We all want to be more successful in 2010, and the best way to start is by reviewing this year and then making plans for next. Plans that mean something to us, we can see their value, and, most importantly, plans that are possible to achieve.
So, what does this mean in terms of our BNI membership?
Well, for example, it doesn’t mean planning to go to a training workshop every month, if you only managed to attend one workshop in the whole of this year. Sorry, but it’s not going to happen – it’s just not realistic.
What I believe would make the most difference is a small improvement in each of four areas: attendance (including subs), training, visitors and referrals. Have a think about how you have done in each of these areas this year. If you really have no idea, ask your Membership Co-ordinator for the information. Then aim to improve each just a little. When asked what do I think the minimum requirement of an average chapter member is, I say the following: no absences, an average of one referral per week, a visitor every two months, and attending a workshop twice in six months. Would this be a realistic plan for you, or are you already way ahead of this?
If you are great at bringing referrals, maybe you need to improve your visitor bringing - or, vice versa. You might be pretty good in three of the areas, so increase these a little, and poor in the fourth, so concentrate your efforts there.
The main thing is to review your past year and then plan improvements for next year that you see value in and want, and can, accomplish.
The bottom line is more business in 2010 and what you will do with the extra money!
Wednesday, December 23, 2009
YouTweet
23/12/09
Well by now the BNI YouTweet challenge is well underway and a variety of chapter videos have been posted on You Tube. Chapters have interpreted the challenge in a number of ways from the fairly straight forward chapter meeting, to songs, events, Christmas parties, the use of humour, and the just plain stylish!
The competition runs until the end of January 2010 and I for one can’t wait to see the winning entries.
Some videos on You Tube
BNI - Business Class
http://www.youtube.com/watch?v=Pg5PZtIf6AY&fmt=22
BNI - Business Class
http://www.youtube.com/watch?v=sWuFaqB5VaY
BNI - Tudor
http://www.youtube.com/watch?v=pmHHqqL1z9k
BNI - Hogarth
http://www.youtube.com/watch?v=Be0S2JyCQaY
Merry Christmas
Well by now the BNI YouTweet challenge is well underway and a variety of chapter videos have been posted on You Tube. Chapters have interpreted the challenge in a number of ways from the fairly straight forward chapter meeting, to songs, events, Christmas parties, the use of humour, and the just plain stylish!
The competition runs until the end of January 2010 and I for one can’t wait to see the winning entries.
Some videos on You Tube
BNI - Business Class
http://www.youtube.com/watch?v=Pg5PZtIf6AY&fmt=22
BNI - Business Class
http://www.youtube.com/watch?v=sWuFaqB5VaY
BNI - Tudor
http://www.youtube.com/watch?v=pmHHqqL1z9k
BNI - Hogarth
http://www.youtube.com/watch?v=Be0S2JyCQaY
Merry Christmas
Monday, December 21, 2009
Can’t get a sub!
21/12/09
I have to say that it always worries me when a member says this, especially if it’s said by a long term member. I know there are, on occasion, events that none of us can do anything about. But in reality these occasions are rare.
So, why do these words worry me?
Well, because not being able to get a sub can only really be for one of three reasons, and these are:
1) the member can’t be bothered to find a sub,
2) the member has no contacts,
3) the member has contacts but none will sub for them.
And, each of these reasons is damaging to the member.
'Can’t be bothered'! I’m sure I don’t have to spell out what this does to a member’s credibility. But the bottom line is fewer referrals.
Then there is 'has no contacts'. Again the member’s credibility is put into question. Why are they in a networking group in the first place? But, far more important, without a good network of people they know, how is the member going to find referrals for their fellow members? A member needs to Give in order to Gain (Givers Gain), so if they can’t give, why are other members going to give to them?
And, then we have 'have contacts but none will act as a sub'. What does that signal to the other members of the chapter? That the member has contacts but those contacts are not strong enough to be considered friends, or even people that like the member enough to do them a favour? BNI is based on know, like and trust. If a member’s own contacts don’t really like them, why should the chapter members?
And, two last things on choosing a sub.
Please don’t go for the easy option – the Super Sub, or BNI member you know will always sub. Why? Because, it is easy, no effort, and therefore what is that saying about you?
Lastly, 'my sub let me down; you can’t surely mark me as absent!' Well yes, your Membership Co-ordinator will. Do you know the reason that a member is most often let down by their sub? Answer : because, the member took the easy option. As a member, you need to think carefully about who you ask to sub for you. It needs to be someone you have a great relationship with, someone who matters to you, and to whom you matter. Will your best friend let you down? I doubt it. Will some person you don’t know, whose name you got from another member at the last moment? I’m not saying that they will, but there is a much greater chance.
So, next time you need a sub, think very carefully about the amount of effort you put into choosing them. As the right sub with enhance your credibility and in turn your referral rate.
I have to say that it always worries me when a member says this, especially if it’s said by a long term member. I know there are, on occasion, events that none of us can do anything about. But in reality these occasions are rare.
So, why do these words worry me?
Well, because not being able to get a sub can only really be for one of three reasons, and these are:
1) the member can’t be bothered to find a sub,
2) the member has no contacts,
3) the member has contacts but none will sub for them.
And, each of these reasons is damaging to the member.
'Can’t be bothered'! I’m sure I don’t have to spell out what this does to a member’s credibility. But the bottom line is fewer referrals.
Then there is 'has no contacts'. Again the member’s credibility is put into question. Why are they in a networking group in the first place? But, far more important, without a good network of people they know, how is the member going to find referrals for their fellow members? A member needs to Give in order to Gain (Givers Gain), so if they can’t give, why are other members going to give to them?
And, then we have 'have contacts but none will act as a sub'. What does that signal to the other members of the chapter? That the member has contacts but those contacts are not strong enough to be considered friends, or even people that like the member enough to do them a favour? BNI is based on know, like and trust. If a member’s own contacts don’t really like them, why should the chapter members?
And, two last things on choosing a sub.
Please don’t go for the easy option – the Super Sub, or BNI member you know will always sub. Why? Because, it is easy, no effort, and therefore what is that saying about you?
Lastly, 'my sub let me down; you can’t surely mark me as absent!' Well yes, your Membership Co-ordinator will. Do you know the reason that a member is most often let down by their sub? Answer : because, the member took the easy option. As a member, you need to think carefully about who you ask to sub for you. It needs to be someone you have a great relationship with, someone who matters to you, and to whom you matter. Will your best friend let you down? I doubt it. Will some person you don’t know, whose name you got from another member at the last moment? I’m not saying that they will, but there is a much greater chance.
So, next time you need a sub, think very carefully about the amount of effort you put into choosing them. As the right sub with enhance your credibility and in turn your referral rate.
Sunday, November 29, 2009
The book you don’t read won’t help you!
29/11/09
I was asked recently why I was always reading a business book and my answer was very simple: development. After all, you can always learn. Plus, the more you know the easier things becomes.
One of the benefits I find is that by reading more than one book on any given subject, I learn more. The reason is that one author will explain a subject slightly differently to another and this difference, plus the repetition, help me to fix things in my head. Even then, I can always learn more about the subject.
This reminds me of a deal I made with a member some time ago when he couldn’t see the point of going to Visitor Host training for a third time! He was a Visitor Host at the time and just couldn’t see the need of being trained yet again. So, I made him a deal. If he carried out the visitor host role perfectly at the next meeting he need not do the training. He knew that whatever he did, it could always be improved, so he attended the training without any more fuss.
While on the subject of repeat training, even if he could carry out the visit host role perfectly, why would he not want to go to the workshop and network with the other BNI members and gain possible new business?
So, every book you don’t read won’t help you, and it is the same with training; every workshop you don’t attend can’t help you or your business.
Two books that I can really recommend are The Jelly Effect by Andy Bounds and Truth or Delusion by Ivan Misner.
I was asked recently why I was always reading a business book and my answer was very simple: development. After all, you can always learn. Plus, the more you know the easier things becomes.
One of the benefits I find is that by reading more than one book on any given subject, I learn more. The reason is that one author will explain a subject slightly differently to another and this difference, plus the repetition, help me to fix things in my head. Even then, I can always learn more about the subject.
This reminds me of a deal I made with a member some time ago when he couldn’t see the point of going to Visitor Host training for a third time! He was a Visitor Host at the time and just couldn’t see the need of being trained yet again. So, I made him a deal. If he carried out the visitor host role perfectly at the next meeting he need not do the training. He knew that whatever he did, it could always be improved, so he attended the training without any more fuss.
While on the subject of repeat training, even if he could carry out the visit host role perfectly, why would he not want to go to the workshop and network with the other BNI members and gain possible new business?
So, every book you don’t read won’t help you, and it is the same with training; every workshop you don’t attend can’t help you or your business.
Two books that I can really recommend are The Jelly Effect by Andy Bounds and Truth or Delusion by Ivan Misner.
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