My BNI Day

Who do you watch?

2012-01-05T23:41:00.002Z

5/1/12

Lee Evans? Michael McIntyre? Gabby Logan? Sir Richard Branson? Jack Dee? Russell Brand? Tina Fey? Kelly Holmes? Jimmy Carr?

Whoever it is you can learn a great deal about presenting by watching them closely. Think about who you like to watch. What is it that they do? How do they use their voice? What expressions do they make? How do they use their body? Do they have props? It may be just a glass of water.

You can learn a lot by turning the sound right down so that you can’t hear them and just watching. Can you still understand the story that they are telling? How do they stand? What do they do with their hands?

What makes each different? Why is it that you like them so much? It certainly won’t be just what they are saying!

Watch closely and study what they do and then incorporate it into the way you present. Little things can make a big difference. But you aren’t looking to do an impression: you are looking to learn the skills of presenting and improve what you do.

Have fun. And, maybe even do an impression. A 60 Seconds in the style of Lee Evans!

NOTE: I must give credit to Phil Berg my Managing Area Director for this idea.

A BRILLIANT One2One!

2012-01-04T18:32:00.000Z

4/1/12

This blog only needs one line - please watch this brilliant video - A Cup of Tea!

http://www.youtube.com/watch?v=NmYXv1n6-KA

Who’s in your car?

2011-12-05T23:38:00.000Z

5/12/11
Bit personal I know but this occurred to me only the other day while I was standing outside a training venue watching members arrive: almost every single person was the only person in their car.

Now I’m not suggesting the following on environmental grounds or even to save congestion, although both would be a great idea, but rather to make better use of our time.

Wouldn’t it be great to come to a workshop with a car full of people? Why? Because you could have a One2One. Even a group One2One. Now I’m not talking about just having someone to chat to on the journey but a real One2One. With a structure. No radio or CD, just a good conversation focusing on business and getting to know the other person. And, as you not only have to get to training but you also have to get home again, one person can be the focal point of each trip.

There is an even better reason to share a car! I often hear members complain about the distance to some of our workshops; but wouldn’t a forty-five minute journey be worth it if at the same time you had a really worthwhile One2One? In fact I think it would make going to the more distant workshops even more valuable: and not just because you meet different people.

Two weeks ago I went to Solihull with two other people in the car for a workshop. Not only was the event really useful to my business, but the three of us are now much closer as friends and know a great deal more about each others' businesses and goals. The benefit of which is that we can now help each other, and want to help each other, more than we did before our day out.

Now I’m not suggesting that every time you go to a workshop it will be convenient to fill your car, but how much more business do you think that you would do if someone went with you more often than not?

70% of members!

2011-11-29T22:41:00.000Z

29/11/11

I was one of the members attending a workshop recently and just out of interest counted how many of us were in the room. In total we were fifty-nine, most of whom I didn’t know.

Part way through the workshop we were asked how many of us had ever got business from a workshop and a fair number of hands went up. I was busy counting again. I’m just like that! There were forty-one hands being held aloft. I wrote the number on my pad and put a circle around it, adding ‘number of members who have got business from attending a workshop’. I have to confess that the number even surprised me, and as a matter of interest I worked out the percentage when I arrived home - it was 70%.

Now workshops are always worth attending for what you learn, be it to help you in your chapter, your business, or even you privately. But if there is a 70% chance of picking up business as well I have to wonder if there are many better ways of getting new business. It’s certainly far better than most of the ways that I know of to find more customers. Far higher than at your average networking event.

So, with five workshops (in my region) and MSP (Member Success Programme) there is every reason to attend on a regular basis.

But please don’t go to a workshop and expect to find a new customer there and then. Like everything, it’s about building a relationship. You might even have to attend a few workshops, but what’s the worst that can happen? You improve in what you are doing!

A sad day!

2011-11-21T20:32:00.000Z

21/11/11

A chapter closed in my region this week. At the last meeting ten members were present, two substitutes, one visitor, and only a hand-full of referrals were passed. It couldn’t go on!

They had been trying to escape for months what now had always seemed inevitable because, put simply, not enough eligible visitors had attended their meetings. Not every member had done their part. For a chapter to grow it must have, on average, at least three eligible visitors every week. Every week - not every so often.

There had been a Chapter Development workshop the month before they closed: only three members attended. To most of the members it just wasn’t important enough. Some of the members had tried really hard to find visitors and I feel sorry for them. But it wasn’t the last few weeks that did the damage, it was the months before. Most members just didn’t invite often enough.

The saddest thing was a comment by one of the members. They said that growing chapters was just about making BNI more money. I guess that says it all! Growing chapters has nothing to do with making money for BNI (obviously they make money if chapters are larger but then that’s their business). It’s all about making more money for its members.

This chapter passed about ten referrals a week, another local chapter with 31 members passed 46 referrals that same week. Do you think they care that BNI are making money?

So, if you have a zero for visitors against your name on your chapter's PALMS Report, please invite someone this week, and next week, and the week after that. Because it is a very sad day when a chapter has to close!

25% of my business

2011-11-13T11:03:00.000Z

13/11/11

Last week, I was at a Regional Director/Ambassador information meeting and got talking to one of the members there.

I asked how long he had been a member and as he was just coming to the end of his first year, naturally I enquired how things were going and if he was going to renew. He said very well, as he was getting 25% of his business from BNI. Now there is nothing unusual in that as many members get far more than that from their BNI membership; it was what he added next that really got me.

The other 75% of his business took him six years to build! He said 25% had been gained in one year, whereas the other 75% took six. If only he had found BNI earlier! As a locksmith he had worried if BNI would work for him so he was really pleased with the way things were going. There was no chance of him not renewing.

I wanted to know why he thought things were going so well - other than running a good business, of course. His answer was pretty straight forward – he had taken advantage of everything that was offered by his chapter and BNI and got involved.

He was attending the information meeting, not so much because he wanted to be a director, but because he wanted to find out more about BNI. Then of course he was mixing with 60 other top BNI members, Regional Directors, Area Directors and an Executive Director.

What’s my point? He was getting a great deal out of BNI and his chapter. Why? I wouldn’t mind betting because he was putting a lot in. So, if you aren’t getting as much out of your chapter as you would like, ask yourself how much are you putting in? You might just find that it’s not as much as you think.

What’s your category?

2011-10-23T23:22:00.000+01:00

23/10/11

All BNI members know that they are only allowed to represent one category in their chapter. However, although a clash with another member, or potential member, is one of the most common problems in BNI, it even goes further than that. Many members, even if sticking to their category, try and include everything they can within their category, trying to grab as much business as possible, but not understanding that they are losing much more than they gain.

As a business you must stand out. What makes you different to someone else doing what you do? Doing everything, for anyone, is not different. You need to be special; have a category of one!

Take BNI as an example. BNI is the world’s largest referral organisation. It is not the world’s largest networking organisation. It is not the world’s largest membership organisation. It’s not in more countries than other organisations. You can come up with lots of things that BNI does, very well, but the only thing BNI talks about is being the world’s largest referral organisation.

Now you have to be brave to focus on just one thing; think of all that business you might be missing out on. But I promise you, if you are brave, you will see the rewards. Whereas, if you are the same as everyone else, offering everything, to everyone, you will get the same result – nothing special! Think about successful people: do they do the same as everyone else? No, of course not!

So, not because of BNI, but because you want greater success, focus on your core business. Give a clear message to your fellow members and watch your referral rate climb.

What do 20 out of 21 members at the top of the Traffic Lights have in common?

2011-09-19T18:46:00.001+01:00

19/9/11

Other than being at the top of the Member Traffic Lights I mean!

I was playing with BNI Connect today, working my way around it, looking at groups, search, profiles and all sorts of useful stuff and then I got to connections. Who should I connect with I thought. Well I tried a few of the names that popped into my head and found that not many of them were there. And, then I had an idea: how about the top person in the Member Traffic Lights from every chapter in my region?

After some research, I had 21 names and set about asking if they would like to connect with me. The amazing thing was that 20 out of the 21 were active on BNI Connect. And this resulted in more thinking ...

To get the best from your chapter, from BNI, you need to take part - to use all of the tools provided. These members are not only top of the Traffic Lights but they are also using BNI Connect. I know that the two things have to be linked! Don’t you?

So, are you getting the very best from your chapter? And, if not, are you using all of the tools provided?

If you are not I suggest you have a good look at your position on the Member Traffic Lights and get on to BNI Connect without delay.

Short of money!

2011-09-04T19:19:00.000+01:00

4/9/11
I was talking to a Chapter Director recently and they said that their chapter always seemed to be short of money. I asked the usual questions: do all of the visitors pay?, are all the members up to date with their meeting fees?, were they spending money on items they shouldn’t?

It seemed everything was pretty much in order so I started to dig a little deeper. I discovered that for years the chapter had not been run like a business and they had no idea what their costs were or had allowed for things to go wrong. They are not the first chapter to be short on funds and no doubt won’t be the last. So, I thought I would share my ideas on how to run a financially sound chapter.

Firstly, you need to know the chapter’s basic costs: in my region that is two full team trainings, three Leadership Team Forums and one Chapter Director Forum. In total this currently adds up to about £700 per year. Then you need to add something for things that go wrong: visitors not paying and yes, sometimes, members not paying. How much? Good question: your guess is as good as mine, but at least £100 per year. On top of that you might have other costs: stamps, socials, photocopying, not charging your AD a meeting fee, etc. As you can see the chapter’s costs could easily be getting on for £1000.00 per year.

So, how do we pay for this? Well, there is only one way: by charging more than your venue is charging you. I would suggest that you charge £2.00 more per member than you are being charged. Then the maths is easy.

Let’s say that the venue is charging the chapter £8.00 per member each week. No room hire costs – that’s really important. And, no minimum numbers if you can manage it. Add the £2.00 and the sum goes like this.

£8.00 plus £2.00 equals £10.00, times this by 51 meetings per year and you get the cost for a member per year - £510.00. Now divide this by 12 (months) and you have your cost to members, in this case £42.50 per month. I would further suggest that any member paying weekly with cash should pay more.

Two things to consider: 1) most chapters only charge visitors £10.00 so this needs to be taken into account, 2) VAT. Does the price quoted to you include VAT? If not it would add £1.60 to the £8.00 in my example – which means another £6.80 needs to be added to the monthly meeting fee per member. Suddenly £49.30 per month instead of £42.50.

And finally, your aim should be to have a bank surplus of around £500.00.

I’ll have a coffee please!

2011-09-01T11:35:00.000+01:00

1/9/11

What’s a coffee cost these days? £2.10p? More? And, in the course of a One2One how many cups might you drink? Two? Then how about your average business week: how many cups might you drink in total?

I mention this because of something I heard this week. A chapter needed to put up their weekly meeting fees and it caused something of a fuss. Now I don’t know about you, but I think our weekly meeting fees are very good value – at my chapter they are currently about £50.00 per month.

For this we get a meeting room for up to four hours every week, often storage for our BNI boxes, sometimes the use of a flipchart, a venue that opens at 6.00am, plus all sorts of other things. And, a breakfast - all in my chapter's case- for £11.75 per week. Now that has got to be great value in anybody's book!

So, I have to say that it always amazes me that members complain when a chapter needs to put up its meeting fees, as in most cases it is never by more than the cost of one coffee per week.

Furthermore, what an investment the cost of that extra ‘cup of coffee’ is: the opportunity to do business with dozens of business owners and thereby make more money for our company.

Plus meeting fees should be looked at as an investment, not a cost. Chapters only put up fees when they need to and I think that you will agree with me, if you think about it, that at less than the price of a coffee that there is nothing to make a fuss about!

£882,000

2011-08-09T17:31:00.000+01:00

9/8/11

I have a business with a turnover of £882,000.00 per year and I’m looking for a Managing Director, Marketing & HR Director and Finance Director to run it for me. The question is, once I have found the ideal people, how much training should I give them?

I was thinking maybe a few hours. What do you think? How much training would you want them to have if it were your company? In fact, would you want to be the Managing Director?

The above was a very interesting question posed at an Area Director training (I think by Mike Holman). It certainly made me think.

A chapter of 30+ members will pass around £800k of business in the group each year. For a group of 20 members it might be £400k and one of 40+ members over £1.5 million. Now that is a big business - bigger than many of our own businesses. Even the smallest chapter is in fact a pretty big business.

Now the Leadership Team (and others on the team) are responsible for that business; their job is to maintain it and grow it. And like, John Lewis, we are all shareholders of the business, in that we share in the profits: the ‘Thank You for the Business’. So, we all want a well-run business by well-trained people. Don’t we?

The better the business is run the more profit it makes. Our chapters are just the same. What would you think if you gave your £882k business to a new team only to find it was turning over only £500k 6 months later?

So, I have a question for you. How much training should we and our chapter Leadership Teams get?

Successnet

2011-07-31T23:28:00.000+01:00

31/7/11

Our quarterly magazine Successnet is always crammed full of really useful stuff and the current Summer edition is no different. Andy Bounds is on the cover and, as I think he is a brilliant speaker, I was interested to see what he had to say.

However it wasn’t until I was having a meeting with one of my Ambassadors, Geoff Alexander, that one of Andy’s comments hit home.

Andy was talking about presenting and the fact that for every 60 Seconds he gives he still spends at least 30 minutes writing and practising it. Now Andy, as I have already said, is a brilliant speaker and yet he still spends a minimum of 30 minutes for every 60 Seconds he gives. Maybe that is why he is so good!

But, and this is really the point of this blog, as a business mentor and long-term BNI member, I am amazed at the number of members who think that they can get the best out of their membership without any practice. Geoff and I discussed this and wondered where things changed as we, as people, grew.

As a baby we all took weeks to learn how to walk. First we would crawl, then stand, fall over, gain our balance, walk a bit, then a bit more, fall over again, and then finally walk. It might be another year before we were good at this walking lark. But, once we had it mastered we were away!

It was exactly the same with our favourite sport, getting a date, learning the job we do, in fact with everything else that we are good at. We continue to learn all of the time.

But, some member’s, think that they can find referrals and visitors, build relationships, without any practice, without learning any new skills, without putting in any real effort and, to be honest, that amazes me.

Everything we do well took a great deal of time and practice and it is exactly the same with our chapter membership. So, my question is – how long do you spend learning and practising to get the very best from your chapter membership?

Note: Just been watching Saturday Kitchen – Lenny Henry was a guest. He said he understood and was able to play Shakespeare’s Othello having studied it for 6 years.

Use your mobile: two

2011-07-23T22:09:00.000+01:00

23/7/11

I have another simple way that I use my mobile.

I’m not sure who said it, but I really believe that in a great many cases what they said is true: “Greatness is really about doing the ordinary, everyday things, consistently well.”

For example, if you invite visitors every week, week in, week out, to your chapter, they will come to your meetings. I invite people every week, using very simple methods, and I average about one visitor every couple of weeks. I really believe that it’s all about being consistent and keeping it simple.

And, that’s where my mobile comes in again. Okay, it’s not the textbook way of inviting (people you know, using their name), but it’s another visitor stream that when added to my other inviting helps to give me my results.

I have a simple message on my mobile: ''If you can handle more business please give me a call. David.” And when I’m out and about and see a mobile number on a sign-written van, or similar, I just send a text.

Now I have to admit that the returns are low, but it’s simple, takes no time, and the few visitors I do get with this method are worth it.

What do you think? Plain crazy?

Use your mobile: one

2011-06-25T20:04:00.000+01:00

25/6/11

Today you can just about run your entire business from a mobile phone and this makes the mobile a very useful tool for inviting visitors to your chapter. Tell me something I didn’t know you cry!

Well, just in case you don’t know, I’m going to tell you about some of the ways that I use my mobile.

Very few of us go anywhere without our mobile, yet few people carry a notebook, not everyone carries a pen, and even fewer people carry a camera everywhere they go. The mobile has even overtaken the handbag for ladies as the thing not to leave home without. And, as for the American Express card, well that doesn’t stand a chance!

So, just how do I use my mobile to find visitors?

We should all be building a database of people to invite to our chapters, and potential visitors can crop up anywhere, and at the most inappropriate times. And, that’s where your mobile can be such a brilliant tool: it’s just great at data capture.

Whenever you see a sign-written vehicle you just snap a picture and you have all the contact details you need. Company name, location, phone number, email address, web address - everything required for an invitation. Sometimes even a contact; otherwise just a little research will give you this. Easiest is a quick phone call or else a little time spent on their web site.

Then all you do is invite the person by the method that works best for you.

What do you think?

Look out for – Use your mobile: two.

Whose contact?

2011-06-20T23:35:00.000+01:00

20/6/11

I was asked an interesting question recently about referrals and it got me thinking. As always when I’m asked something my mind goes shooting all over the place; there are always so many possibilities. It got me thinking of moral judgements, the game ‘A question of Scruples’ and a TV show I remember, which I think was called ‘Dilemmas’.

Now I bet you are thinking that this must have been a pretty important question and I guess it was, but only if you really think about it. If you thought about building goodwill and trust; being positive and supportive.

I’ll tell you what I think because the same thing happened to me years ago and it certainly wasn’t handled by the member concerned the way I handle similar situations. Now I wasn’t too bothered but some members might be rather more concerned. Certainly the person who asked me was. I’d be interested to know what you think.

So, this is my story. I was talking with my next door neighbour and during the course of the conversation I discovered that they were going to have a number of jobs done around the house over the coming months. I talked to them about all the great businesses that I knew and could recommend, showed them my BNI wallet and gave them the cards of some of the members. They decided to start with one job so I was able to pass a referral. Just like it is supposed to happen: it was great!

It was what happened next that is the subject of the dilemma: several more referrals, but none of them given by me. Now this was my contact, my next door neighbour, I had recommended other members of the group, but others ‘claimed’ the referrals in the chapter. Now maybe I’m a bit old fashioned, but when this situation happens to me, when the person I am working for asks for another contact, I say “that’s great, I’ll ask xxxxxx (the person who gave me the referral) to introduce you to them.”

Just imagine how the member who gave me the original referral feels. How much goodwill and trust I am building with them.

So, what do you think?

Not giving the best signals!

2011-05-26T09:11:00.000+01:00

26/5/11

I visited a chapter recently and became aware of a member not giving out the best of signals. Anyone can have an off moment but, as with all things, with repetition you notice things; that’s why marketing and branding works. And I guess you could say this was personal marketing and branding. Only of the negative kind!

The first thing I noticed was that the member spent a lot of time texting, not paying any attention to what was going on in the meeting. Then, when they did their 60 Seconds, they had one hand in a pocket and it sounded like they were ‘winging it’. No preparation. Most of the remainder of the meeting they just looked plain bored. Finally they had no contribution.

On the whole not a great advert for someone I would want to work with!

Now, I don’t know anything about the person concerned. They may have been feeling ill, have major problems at home or at work, or just crashed their car. Maybe they are just like the impression they gave me and everyone else in the room. I don’t know.

But, what I do know is this and it is really important. If you are going to maximise your referral potential, however you are feeling, you must take part fully in your BNI meetings. As, if even only a few people notice that you are not giving the best signals, it will affect your referral rate.

So, please always give your fellow chapter members the courtesy that they deserve and that they hopefully give you.

The result will be more referral opportunities.

I didn’t join BNI to help grow the chapter!

2011-05-14T12:55:00.000+01:00

14/5/11

I heard of a member who left his chapter last week because he was asked to help the chapter in bringing visitors to the group. He said that he didn’t join BNI to help grow the chapter. I have to say that I wasn’t surprised to hear this, knowing the member concerned, but I did wonder how he ever became a member in the first place.

Question 7 on the BNI application form asks: ‘What is your ability to bring qualified referrals and/or visitors to the chapter?’ I would love to know what his answer was.

But what did surprise me was some of his other comments. One was that he only joined so that other members could give an easy referral! Can you believe that?

Another was that he didn’t get enough business. He actually received more referrals than any other member of the group and yet he wasn’t prepared to help grow the chapter so that he would get more. Truly unbelievable!

But, it was his last comment that really stunned me. In fact I really can’t believe he said it. And, if it should happen, I hope that whatever chapter committee it is acts as I’m sure you will think it should, as he finished by stating …

“I’ll think about re-joining when the chapter is bigger.”

I was speechless!

BNI: One Bite at a Time

2011-05-09T16:37:00.000+01:00

9/5/11

I have been writing my blog now for over three years and a number of people have suggested that I should publish it as a book. The result is ‘BNI: One Bite at a Time!’

Dr. Ivan Misner has written the foreword and this is part of what he has to say: “David Wimblett has compiled this invaluable, easy-to-read handbook on how to approach BNI membership for truly powerful results.”

The book has also had testimonials from a number of BNI Directors:

“Congratulations on such an excellent blog! As you know I regularly make reference to the material contained on this site on the NZ blog and am constantly impressed by the fresh and practical nature of the material.” Graham Southwell - National Director BNI New Zealand.

“I frequently use David's blogs as Education slots because they are so practical, easy to deliver. This book will make a great resource for Education Coordinators and members alike.” Sid Grant, Executive Director BNI Scotland North.

“David is an experienced and successful BNI member and his book is full of real life practical examples of how to make BNI work for you.” Tim Cook - National Director BNI UK & Ireland.

"I often refer to articles from David's blog when I train members in Japan. Simply because it helps them be more productive as a BNI member." Asato Ohno – National Director BNI Japan.

I have included an index by subject so all blogs on a particular topic can be found easily: for example Visitors, Referrals, 60 Seconds, Substitutes, Credibility, etc.

Should you like a copy of my book it can be ordered via the link below at £10.00 + £1.50 post & packing (UK) or by email from david@7training.co.uk.

You can order you book here.

If you are outside the UK and would like to order a copy please send me an email and I will check out the postage cost for you.

Thank you - David

It’s too far!

2011-04-01T19:57:00.000+01:00

1/4/11

In the last four days I’ve heard four remarks about travel and it was the fourth that got me thinking.

First there was someone who had gone to Manchester for a party, there and back in a day, a four hundred and twenty four mile round trip. Then there was a mother who had been to their son’s university in Bristol, a two hundred and twenty mile round trip, again in one day. That was followed by a couple who had visited the Bluewater shopping centre for the day, a round trip of ninety six miles.

I guess nothing special in any of those. It was the last one that got me: twenty five miles was too far to go for a BNI workshop!

From there my mind jumped to when I was in Kenya last year with my wife and we visited a school run by a charity. A school of just thirty two lucky children. A little boy we spoke to, aged seven, walked 7k every day in the dark by himself to get to the school.

And yet the member that I was talking to thought forty minutes to get to a workshop was far too long.

What I don’t understand is why? Ninety miles for some window shopping seems to be fine but thirty odd miles to improve a business is not.

BNI workshops can only improve a business: it’s impossible for them not to. Why? Well, however often you have been before, you will always learn something, the room is always full of different people and you never know just who you might meet (it could be your next best client), and it builds your credibility.

All of which will help grow a business: your business. It’s just a matter of priority, of value. What you will do for the success of your business.

So, I guess my question is: was the workshop too far? I don’t think so. More like their business wasn’t worth the effort! What do you think?

Oh. They’re not here!

2011-03-27T23:50:00.000+01:00

27/3/11

Has that ever happened to you? You have a visitor and you have told them that you have a great contact that they should meet. But, when the visitor arrives the member concerned isn’t there. In fact they turn up late. I’ve even seen it happen that the member concerned is absent!

The visitor doesn’t get to meet the member before the meeting starts and the member is gone when the visitor returns from Visitor Orientation.

It’s bad in so many ways!

First, the visitor has been let down. They were promised a meeting with a great contact for their business or them personally.

Second, it has made you look bad in the eyes of your visitor. Not so bad if they are a great contact of yours, but, if the relationship is new, damage may have been done.

Third, the member has lost out. They didn’t get to meet the visitor and it’s just possible that they may never now.

Fourth, it reflects badly on the whole chapter. Are the members reliable? It may seem like just a small thing, something that really doesn’t matter, but, we all know of things that have been won by the smallest of margins: of things that happen, because we were in just the right place, at just the right time.

So, what time will you arrive at your next meeting? 6.30am at the latest (unless you are a lunchtime group)? If you do, I’d almost guarantee that you will get more business from your chapter if you are there every week at that time!

All cleaned up!

2011-03-04T11:08:00.000Z

4/3/11

I’ve written several times on the value of One2Ones, as there is no better way to increase the amount of business done between members. A really effective One2One will allow you to get to know the other person better, to build trust, to find out what sort of business they are looking for, what kind of business they don’t want, and how to start conversations about them. You will learn a great deal about them and they a great deal about you. You will build a deeper relationship and, hopefully, like them more!

All of this will result in more business for both parties. So, I really can’t recommend having One2Ones anything like enough. In fact, if you are not having regular and effective One2Ones you really are missing out on business.

Going to a fellow member’s place of work is one of the best ways of having a One2One, as it often tells you things that would never come up in the course of a One2One, held, say, in a coffee shop. For example what the offices are like, the other people in the business, how busy the firm is. Pictures hanging on the walls often lead to interesting stories. All build a greater understanding of the business and a deeper relationship with the person.

It also means that you need to have another One2One!

Okay, some members don’t have an office but it’s very few, and I’ve learnt a great deal about someone by going to their ‘home’ office. If a trade, why not have your One2One on site? It’s a great way to see how they work plus the quality of the work done. All very important information if you are going to refer someone with confidence.

But, my main reason for writing this blog, is a testimonial that was read at a recent meeting I attended. It was for a One2One! Very unusual, but a member had become a story worth talking about. It’s what we all need to become: someone that people will talk about. As I am doing now!

A member had gone for a One2One at another member's place of business: Dominion Auto Services. Two things stuck in my mind: the member said that they had never seen such a clean workshop, but the thing that really impressed me was that when the member returned to their car it was gleaming. It had been given a full wash and polish. Now that is really adding value to a One2One and what a brilliant way to be remembered!

So, what can you do that will really add value to your next One2One to ensure that you get talked about?

Harry Dass - Dominion Auto Services – 020 8813 8350

How well do you perform your chapter role?

2011-03-02T14:23:00.000Z

2/3/11

Every role in your chapter, be it the Chapter Director or the Events Coordinator, is uniquely responsible for the ultimate success of the chapter.

The Chapter Director needs to run a brilliant meeting, motivate the group, and ensure that the agenda is followed and meeting finished on time. The Membership Coordinator needs to run a strong committee, so that the polices are followed, for the benefit of all, and to plan the continued growth of the chapter. The Secretary/Treasurer needs to keep the group in profit and organise the speakers.

Then we have the Visitor Hosts, those members that are at the chapters bright and early, and make that vital first impression on our visitors. The committee members, who along with the Membership Coordinator, help and support the whole group. The Mentor Coordinator, and mentors, who help new members, and others, to feel welcome in the chapter and get the very best from their membership.

And, of course, the Education Coordinator who organises our education and the Events Coordination who arranges socials and gets us all to the workshops.

Every one of those people who does a great job will help the chapter grow and each of us in turn to earn more money.

But, have you, if you hold a role, ever thought about what happens if you do a bad job? Or, at least, not a very good one.

We talk a great deal about VCP in BNI. Visibility, credibility, profitability and assume that it is a good thing. As if by being visible, it will make us credible, and therefore profitable. But, I have news for you – it won’t. Visibility isn’t enough on its own. You also need to be very good.

And, I have two examples for you to prove my point. The first member had been a member of their chapter for some time and considered a pretty reasonable member, then they joined the Leadership Team. Every week they forgot something, so no-one had any idea what was going on. They were totally disorganised. Their referral rate dropped as members lost confidence in them.

The second member took over a role half way through a term because someone had left the chapter. They were a long term member and were considered to be, well to be honest, fairly average. But the way that they performed their role transformed how people thought about them. Their credibility soared and with it the other members' efforts to find them referrals.

So, my question to you is this. Is the way that you perform your chapter role making you look like a credible business person? If not, you could be getting a lot less referrals than you might if it did.

Why every week?

2011-02-26T18:49:00.000Z

26/2/11

Something that I am asked from time to time is why we hold our meetings every week. After all, I am told, other networking groups don’t and it’s a big commitment having to come weekly. Surely every other week would be better?

For some people this type of networking may be ideal, it may be all that they can manage for a number of reasons, but BNI chapters meet weekly because we build strong relationships.We know that to get to trust someone, to know them, to like them, takes time and this can’t be achieved by seeing each other sporadically. After all, would you just want to see one of your best friends every few weeks and, furthermore, not even know if they were going to turn up for a meeting that you had arranged?

BNI is all about strong relationships. Relationships that are strong enough so that we can recommend our very best contacts to fellow members. I for one would certainly not risk my reputation on someone I hardly knew.

But, how about this for an even more compelling reason?

BNI have tried and tested most things over the years and give us the very best of what they have learnt works. Recently I was listening to a CD by Ivan Misner and was interested to learn that early on BNI tried fortnightly meetings: members thought that they might be better. However, they soon changed their minds! Why? Because, they discovered that a chapter that meet fortnightly passed 52% less referrals than a chapter that met weekly. So, if you want just one good reason for meeting weekly I don’t think you need to look any further than more than double the amount of business passed in the group.

One last thing. How often when a member is absent for a week, or a chapter is closed for a week, are twice the number of referrals passed the following week? Never – in my experience!

Only present to visitors!

2011-02-04T18:30:00.000Z

4/2/11

Every week we should have visitors at our chapters: business people we have never met before.

Our 60 Seconds may be the only opportunity we have at the meeting to let these visitors know who we are and what we do, how we can help them and their contacts. We need to impress!

But, how do we do this? Well, for a start, not by cramming everything we do into our 60 Seconds, that is just a certain way to make sure a visitor forgets us for good. In fact, it will have exactly the same effect on our fellow members.

So, how do we do it?

I guess like me, you have been at your meeting and a member stands up and they say exactly what they said last week, and the week before that, and the week before that, and you just switch off – it’s boring! They themselves are bored. Then, there is the member who stands and says, ‘like I said last week’ and sits down again after 28 seconds. There are countless examples of wasted 60 Seconds. However, if you forget your fellow members (and the fact that you think they know exactly what you do) and only think about the visitors, about making them want to talk to you after the meeting, for maximum results your 60 Seconds will be planned, specific, and a full one minute.

This will then have two major benefits: 1) the visitors will be more likely to want to meet up with you later, and 2), and, far more importantly, your fellow members will learn a great deal more about you and find it easier to refer you.

So, concentrate on presenting to your chapter visitors and you will reap the rewards of your fellow members being both better educated and motivated to help you!

Is your chapter Referral to Look for Sheet a well kept secret?

2011-01-22T12:05:00.000Z

22/1/11

Hopefully, your chapter has a Referral to Look for Sheet: a simple sheet with every member’s contact details on and a space to make notes. And, if your chapter has one, every member uses it as it’s such a simple way of increasing the number of referrals you give. If your chapter doesn’t have one then why not ask your designer or printer to set one up for the chapter?

To use the sheet is simple, as in the space for notes you just record any specific referrals asked for, as, let’s face it, very few of us will remember the exact requests of forty members; I doubt even that of thirty members. Then when you are back in your office later that day after the meeting, or any time during the following week, you can refresh your memory about what your fellow members are really looking for. Just by doing this will make a big difference to the number of referrals you give.

And, as Giver’s Gain, what’s more the number of referrals that you will receive.

But, what will make an even bigger difference is if you don’t keep your sheet a secret! You have a sheet with a need from every member on it, but then you just put it in your case or leave it on your desk. If nothing else share it with your partner. After all who else wants you to succeed as much as you do? And, then, how about showing the sheet to your work colleagues or staff?

All of these people will be happy to help you if you only ask. So, if your Referral to Look for Sheet is your best kept secret then please tell people about it and see your referrals grow!

Not enough business from your chapter?

2011-01-15T12:14:00.000Z

15/1/11

I suppose it’s a rather silly question really, as I guess we would all like more business from our chapters. But, what I mean is, do you get a lot less business than you had hoped for?

It’s a perennial issue and one that I know troubled Dr. Ivan Misner in the early days of BNI: he talks about the problem on the CD that we get in our new member box.

Now there are many reasons why a member might not get as much business as they had hoped for from their chapter - too many to go into here. So, instead, I would like to talk about one of the most effective ways of increasing the number of referrals you get, and in fact give, from your fellow members.

The answer? One2Ones.

So, if at the moment you are getting less business from your chapter than you would like, ask yourself this question. How many One2Ones have you had in the last three months? Less than six and you will be missing out on a great deal of business. None? Well, to be honest, I really don’t know what to say …

Because every well structured One2One that you have will increase your chances of receiving great referrals.

Why?

Where do I start!? An improved relationship. A better understanding of the member's business. The opportunity to explain exactly what you do. The opportunity to explain exactly what you are looking for. The opportunity to explain exactly what you don’t want. The chance to find out if the member really understands what you do. The list is almost endless!

The most important fact is that every good, and I stress good, One2One you have will increase the amount of business you receive from your chapter. So, if you are not getting the amount of business that you would like from your chapter, don't complain, don’t leave, instead book some One2Ones.

But, don’t go mad! One a week is just about perfect, as you can then spend time thinking about the member and seeing what you can do for them.

It’s a No!

2011-01-10T11:40:00.000Z

10/1/11

Something we all fear is rejection, admittedly some more than others, but in some form we all hate being rejected. After all, being rejected says something about us, doesn’t it? But, every one of us has been turned down in our past and we have got over the disappointment. Again this has affected each of us in different ways; some of us have been spurred on, while others have shied away from any situations where rejection might be a possible outcome.

However, we all know of cases where someone has been rejected in one place only to be accepted in another. It is said that J K Rowling was turned down by 26 publishers before she had her first book accepted. Certainly she was not going to let being turned down stop her! And how stupid must those 26 publishers be feeling now?

Now, this might all be sounding a little deep and to have very little to do with us as BNI members.

However, it has a great deal to do with our success as a member and that of our chapters.

One of the reasons that I am given by members for not inviting visitors is the fear of the person asked saying no. The thing about that, is that any no is not a rejection of you, it’s a rejection to visiting your chapter. So, it’s not personal. Okay, it may be a rejection of something that you have recommended, but are you worried if someone doesn’t go to see a film you suggest? I doubt it.

But, the bigger issue is this: if you are just frightened about getting a ‘no’, by not asking you are presenting yourself with your own ‘no’. The thing is, to get a ‘yes’, you have to ask the question!

So, next time you hesitate to ask a question, where the answer could be no, think of J K Rowling, her millions and her 26 nos. Then invite that person and you never know you might just help your chapter to be 40 plus strong and share in a million pounds worth of business!

No 60 Seconds

2011-01-08T17:11:00.000Z

8/1/11

At a recent Presentation Skills workshop, the trainer, having just helped the members in attendance write two new 60 Seconds, asked if anyone would like the opportunity to practise their new 60 Seconds on the group. Not one hand went up! After a little coaxing three of the forty or so members in the room gave a 60 Seconds and I have to say, knowing a couple of the members concerned, their presentations were much improved. But, the amazing thing is that this type of situation happens at many workshops: when given the chance to showcase their businesses members don’t appear to want to.

On this particular evening at least half of the members in the room were new to each other, so what better way of letting these members know what they did than to be one of only three members doing a full 60 Seconds? As business people we pay a great deal of money to advertise our businesses and we also need to take advantage of every opportunity given to us. So, when you are next at a workshop and the trainer asks if you would like to give your 60 Seconds, please make sure that your hand is up first out of all those in the room and that you get the chance to let all of those there know exactly how you can help them and what you are looking for. You may just be surprised at the result!

Does what you wear suit what you do?

2011-01-03T12:31:00.000Z

3/1/11

Does what you wear really matter? is a question I wish I were asked more often because yes, it does – a great deal more than you might think.

Should it? Probably not. But then a great number of shops and designer labels would be out of business if clothes didn’t matter! So yes, what you wear to your chapter meetings and workshops does matter. Now I’m not suggesting that we all start wearing suits everywhere that we go, but you should be wearing what represents your business. And, if you are in the trades, that’s a nice clean set of overalls, not those that you would climb around under the floor in.

Why? Because every time we meet fellow members, and visitors, we are in fact in two totally, but equally important, situations. One is obvious: we are selling ourselves. But, at the same time we are being interviewed! So, the answer as to what you should wear is simple. whatever you would be happy wearing either when selling or going for an interview.

Let’s face it, in both of those situations we would want to look our best: washed hair, clean hands, and clothes to suit the job.

Now you might be thinking: but my fellow members know me, I’ve got better things to do than worry about what I look like! That may be true, but you’re missing the point. You would make the effort for a sales meeting or an interview, and if you want the best from your fellow chapter members, and please don’t forget your weekly visitors and the members you don’t know that you meet at workshops, they have to be given the same respect. Every single time!

At the end of the day it’s about personal branding and a great number of the things that we react to are both visual and subconscious. The question is, are you making your brand easy to refer?

It’s all about confidence and the right ‘buying’ signs. About being comfortable.

I visited a chapter recently and met a member who was something big in finance, he was dressed like he was going to a summer BBQ, and that didn’t fit the image of someone big in finance stored in my mind. What did it matter? He sounded good. But, in fact it mattered a great deal! I was unsure if I would be happy to refer him. My loss, you may be thinking. True. But, what’s more important is that it was his loss. All I know is that he is something big in finance – nothing more. Short sighted of me? Maybe. But, competition is tough and if I can find someone that makes things easier for me, that is where I will ‘buy’.

So, image is really important, make sure that yours matches what you do, and you will be helping people to refer you.

Ambassadors do you wear your BNI pin?

2010-12-31T15:07:00.000Z

31/12/10

It’s a simple thing but this is all about every member you meet, and all of your fellow chapter members, earning more money: giving and receiving more referrals.

As an Ambassador you work with your director visiting chapters, helping where needed, to some degree acting in the role of PR, and reporting on areas where help from your director maybe of use.
But, being an Ambassador is far more effective if you are a true ambassador and by that I mean a brilliant member. Now, I know that you would not have been picked by your director to be an ambassador if you weren’t already a great member. But my question is: could you be a better member? When you walk into a chapter, can any member question your ability to guide them?

So, here are a few questions for you. Do you wear your BNI pin? Do you wear a clear name badge (not a business card)? Have you a blue badge? Do you read SuccessNet? Have you listened to Dr Ivan Misner’s CD recently? Have you read the BNI Policy Booklet? Have you read any of the BNI books? Do you attend workshop? Do you arrive early for your meetings?

Now, the above questions are not just restricted to Ambassadors, as certainly Leadership Teams and Mentors should ask themselves the same questions. I also think that any member helping to run the chapter should.

Why? Well, because of the benefits to themselves, and as I said earlier, every member they meet.

As an Ambassador, you need to be a brilliant member. The result? You become a better member! You then help other members to become better members. The result? They are better members.

Just imagine what the effect would be in your chapter if every person who had a role became a great member. It could result in half the members of your chapter being great. And, what do you think the effect would be on the other members of the group? Yes - they would become better members!

So, by being a brilliant Ambassador, you can have an incredible effect on the success of every BNI member you meet.

Who can I help this week?

2010-12-29T10:25:00.000Z

29/12/10

I think many members find it hard to find referrals because they are trying to find referrals. We have all heard things like: ‘I need to find a referral this week’, ‘I would love to get this particular member a referral’, ‘where do you find referrals?’,’ ‘I’m not good at finding referrals’. I’ve even said it myself!

Now I know that’s not what’s really meant, but I believe that some members make finding referrals harder than it need be, because they are actually looking for referrals. After all, that’s what we give and hope to be given.

But, how about changing the way that we think? Instead of looking for referrals, look for people to help. Who do you know that would be helped if you recommended one of your fellow members? Referrals are all about helping people: friends and business contacts that have a problem or need something.

Most of us, I’m sure, have helped a friend whose car battery is flat, by exhausting ourselves pushing their car up and down the road to get it started! And, referrals are just the same, we are helping our friends that are in need.

So, how about in future looking for people that you can help and forget about looking for referrals? Whenever you see someone with a problem or someone looking for something, just try saying ‘Would you like help with that?’.

I really believe that by changing the way you think about referrals that you will see a remarkable increase in the number of referrals you find!

Forget your BNI card file!

2010-12-21T23:51:00.000Z

21/12/10

Or, should it be forgot your BNI card file?

One of the most productive ways of finding referrals is to get your BNI card file into people’s hands, so that they can look through it. You don’t need to do anything else other than to say that the cards in the file are those of people that you know and trust and that you can highly recommend. It’s also a great idea to add that you may not need their services now, but they might be of interest in the future, and that you can give them a personal introduction. You will be surprised at how often someone says, ‘just what I’ve been looking for’ when they come across one of your fellow member’s cards.

But, how do we get it into people’s hands?

Well, this is where forget/forgot, comes into play. How about this for an idea?

You take your card file to every meeting you have and also to every job you do. And, very simply, when you leave you leave your card file behind. Now, one of two things will happen. First, someone will call you to ask if you left behind a burgundy file with gold lettering on it. You then say, ‘Thank you so much, you’re a life saver. That file has all of my most important contacts in. Is it okay if I collect it tomorrow?' Obviously, they will say of course. You then add, ‘as you have the file, why not take a look through it?’ and add the words above.

The second thing that can happen is that no one calls. So, you call them and say, ‘I don’t suppose you have fold a burgundy file with gold lettering on the front?’ When they say yes, you’ve guessed it, you use the words above!

It’s such a great way to get referrals and so simple. Have fun!

Does inviting by postcard really work?

2010-12-14T21:58:00.000Z

14/12/10

It’s a question that I am often asked, both by new and longer term members. And, I have to say from my own experience, yes without a doubt. Plus it can be one of the easiest ways to invite people that you will ever come across.

Last year I took twenty seven visitors along to my chapter and a fair number of them were invited by postcard. As I say, it’s one of the easiest ways to invite and I use postcards every single week. And, here’s how.

All you need are two postcards. Fill them out now, with the details of your next meeting, and put them in your jacket pocket or handbag. Okay, you now have a week to use those two postcards, otherwise they will be wasted. And, it’s simple! Whenever you are out and about, it really doesn’t matter where, and you get talking with someone about business and you get to ‘could you handle more?’, no matter how much time pressure your are under, you have the answer. Give them your prepared postcard and ask them to call you. If they really are looking for more business they will call, if not, nothing has been lost, but they might just keep that card for future use. Someone turned up at our meeting once with a card that had been sent out by post six months earlier – I’ve still got it somewhere.

If all else fails, put your card under the windscreen wiper of a trade van!

Then of course there are the 20 postcards that every new member should bring to our chapters. How many new members do you know that have brought these in? Did you? These postcards are sent to the new member’s best contacts: just imagine the results that we could get if they did!

And there are some chapters who know just how easy postcards are to use that they design and print their own. Now I don’t know if the results are any better than using those postcards supplied by BNI, but it does show how effective chapters believe postcards to be.

So, do postcards work? Yes, as I say without a doubt. Why not try them and let me know how you get on?

Below are a couple of examples of chapter postcards I picked up a while ago. Please remember, if you would like to design your own chapter postcard, get your design passed by your BNI Director.

Do you wear your BNI ribbons?

2010-12-11T21:37:00.000Z

11/12/10

BNI ribbons - you know the ones I mean: Leadership Team, Visitor Host, Membership Committee, Education Co-ordinator, Ambassador, 7 Year Member, etc.

Well, I was making a chapter visit recently and updating the ribbons for the years of membership of the members in the group. For one member I had a six year ribbon and I noticed that as I approached them they didn’t already have a five year ribbon. So, I was feeling pretty good about being able to give them their ribbon. But, when I did, I was rather shocked because they said they didn’t want it - they didn’t wear ribbons!

I almost told them that’s not an option (but I guess it is), so instead asked why. And, their answer worried me, as the benefits of wearing the year ribbon it seemed had not been explained: the member thought there was no point and that they were silly!

I guess with the Leadership Team ribbons and the others of that type their function is obvious, but I suppose with the year ribbons their purpose is not so clear.

In short, the year ribbons are all about credibility: both the member’s and BNI’s. Think what it says about you if you wear a 6 year ribbon. Firstly, that you have been a member of your chapter for six years: five years running your chapter have been happy to renew you. It also shows that you have been in business for at least six years. And, if the ribbon is attached to a blue Notable Networker badge, what does that say? All of these things help to build your credibility, your reputation. Surely no chapter would renew your membership if you were rubbish at your job? And, what does that mean? Yes, more business!

Then there is the credibility of BNI, or, more importantly, your chapter. When visitors come to our chapters we want them to buy into them, to join us. So, what does it say about our chapter if we have members who have been in the group for six years, ten years, twelve years even? It says that BNI is a serious business. That these people really believe in what they are doing, that they believe in each other. And, again, what does that mean? Yes, you’ve got it, more business.

So, please wear your ribbons because it just makes good business sense!

Does your business card fit?

2010-12-03T23:51:00.000Z

3/12/10

Pretty simple this one. I was giving my BNI business card file a spring clean and found that over 30% of my fellow member’s business cards were too big to fit.

Most were too wide, some too long and others, well, just a strange size. Now being different can be a good thing, but not when you want your business card in every member’s card file. And, that’s what as members we all want. Every time a member shows their card file to one of their contacts, we want our business card in it. It means the potential for referrals - more business.

So, what’s the ideal size? Well, I think it is this: 86mm x 54mm. Almost credit card size. But, please do check yourself and then get your graphic designer or printer to produce a card that size.

Then, with your new cards, the perfect size, make sure that every member of your chapter has some (and they are in their card files) and that the chapter business card box has a good supply as well. It’s amazing the number of members that don’t have their cards in the chapter card box, when every week the chapter director invites the visitors to take the business cards of the members.

Not having cards in member’s card files or cards in the chapter business card box are lost opportunities. Business is already tough, please don’t make it harder than it need be.

Has your chapter already closed for Christmas?

2010-12-01T10:05:00.000Z

1/12/10

It’s a serious question!

Before you exclaim 'Of course not!', I want you to think for a minute. Just hear me out.

I was at a chapter last week and the Leadership Team said that they wouldn’t be holding their chapter meeting on the Wednesday before Christmas, the 22nd December. And I asked why ever not? Their answer, I guess, astounded me, not so much because of their BNI meeting, but more because they are business people.

One of them said, 'I won’t want to come, people will be winding down for Christmas, substitutes will be hard to find, no one will be interested in doing business...', the reasons just went on and on.

I pointed out that, I, like many people, would be working right up until Christmas Eve, and certainly on the Wednesday, and if BNI was part of my job, there was no reason not to attend my meeting. I still want business right up until Christmas and I certainly want some in early January. Missing the 22nd December meeting would in effect be limiting any business until the middle of January!

So, my question is a serious one. Has your mind-set already closed your chapter for Christmas?

No point looking for referrals, no point bringing visitors, members will be absent. If you have, you have already closed for Christmas.

Really successful people don’t follow the herd, they do something different. So, instead of closing early for Christmas, why not make sure your business, and your BNI chapter, are well and truly open and not only have a better December than the herd but also a great start to 2011?

Who’s in your BNI card file?

2010-11-25T19:47:00.000Z

I’m sure that we all put into our BNI card files a few business cards of every new member that joins our chapter, but what other cards are in there? When did you last give your file a spring clean?

The question as to whose business cards should be in your card file came up at a recent Member Success Training and my answer was easy. All the members of your chapter.

Strangely this answer caused something of a debate because some of the more long term BNI members present had other ideas. It seemed that their BNI card files were full of all sorts of people’s business cards.

So, just who should have business cards in your BNI card file? Well, the answer is very easy, as I said earlier: only the members of your chapter and of course yours. I'll explain why.

Firstly, it is a BNI card folder, so that means only BNI members, no one else. Secondly, only current members of your chapter: no ex-members or members of other BNI chapters. Why? Well, again the answer is simple.

We carry our BNI card files in order to find referrals for the members of our group. Not for ex-members, members of other chapters, other business people we know or, indeed, friends. Having our business cards in each other’s card file is a privilege of our membership.

Still not convinced? Well, how about looking at it like this? Say that your business card is in a fellow chapter member’s card file, but, as well as your card, there is the card of the person who was in your category before you, and the card of the member's best mate who does the same as you. How would you feel competing with two other people? Knowing that the member was recommending two other people other than you? Not impressed comes to mind.

So, why not give your BNI card file a spring clean and clear out all of those old cards. And, if you really want to keep the old cards for reference then why not get another card file – non BNI of course!

Leadership Teams - Do you lead?

2010-11-24T17:12:00.000Z

24/11/10

As a member of your chapter's Leadership Team one of your responsibilities is to lead and, from time to time, it surprises me that some teams don’t understand this. After all, the job description is in the title.

It can be in anything: bringing visitors, bringing referrals, getting to the chapter early, having One2Ones, in fact everything that makes a great chapter and earns the members more money.

And, it was something I noticed again at a recent workshop. Attendance at the BNI workshops is crucial if, as a member, we are to achieve the very best we can from our membership (I’ve talked about this before). A Leadership Team spends a great deal of time, along with the Events Co-ordinator, asking members to attend them and telling the members how important it is to our success.

But, then they don’t attend themselves!

The reason I noticed the missing Leadership Team members at this particular workshop was that out of the five chapters attending there were only Leadership Team members from one chapter.

So, how about this for an idea?

If you are a member of a Leadership Team ensure that at least one of you goes to every workshop in the future. It will build your credibility, give more weight to your request when asking others to attend, increase the numbers going to the workshops, and, guess what?

Increase the amount of business passed in your chapter!

What do you do with mail not addressed to you?

2010-11-19T10:32:00.000Z

19/11/10

Well, if you are anything like me, you either put it in the bin, leave it for someone else to open, or put it at the bottom of the pile to open later.

Why? Because not much very good ever comes in a window envelope, an envelope with a label on it, an envelope where the address has been mail merged or in a manila envelope. And, I bet I’m not the only one who thinks like this. You go for the nice hand-written envelopes first because we know that they are either private letters or cheques – something we want.

So, why is it that when inviting people to our chapters by letter, some members, despite being advised of the benefits of hand writing addresses, still insist on using labels or window envelopes?
And, very often, to add insult to injury, don’t even use a person’s name.

What’s the point? It’s a complete waste of time!

Often these members cite a lack of time as to why they don’t follow the suggested guidelines, or just bad handwriting. Now bad writing I am just about willing to accept but, even then, I’m sure most of us can find someone that will write a few addresses for us. Even, dare I suggest, another member of our group.

But, the excuse of no time, I’m not willing to accept. Why? Because I tried an experiment. Even with everything I needed in my office: labels, envelopes, etc., it took me longer to load them in my printer, set up a template and print them, than it did to hand write 20 addresses on 20 envelopes. And, even if it had taken twice as long, I would still handwrite them because I know that upon receiving that envelope I would open it.

So, why do some members still avoid handwriting envelopes when they are wasting everyone’s time including their own?

I can think of one reason, but it’s not very nice!

Who runs your chapter?

2010-11-13T16:36:00.000Z

13/11/10

I was asked recently who actually ran a BNI chapter and the easy answer is the Leadership Team. But, like most things, it depends on who’s asking and why!

So, I will expand a little and use a company set-up as my analogy.

Obviously the Leadership Team runs the chapter, but with the help of the Membership Committee (HR, marketing, etc), the Visitor Hosts (reception and sales), Education Co-ordinator (training) and Events Co-ordinator (PR, events and other fun stuff). The Membership Committee is chaired by the Membership Co-ordinator, with the Visitor Hosts reporting to the Membership Committee and both the Education Co-ordinator and Events Co-ordinator reporting to the Chapter Director.

We then have the Secretary/Treasurer who is the Finance Director and looks after all things involving money, including keeping accounts. Their job is also to assist the Chapter Director and look after the 10 Minute speakers.

Then there is the Membership Co-ordinator who is the Marketing and HR Director and they have two key roles, building the business and ensuring that the company runs as directed. They also assist the Chapter Director as required.

Lastly, we have the Chapter Director, who is the Managing Director of the company. And like any Managing Director they are responsible for making sure that the company runs smoothly and that everyone is doing their job. They are the face of the company and provide direction and motivation.

So, depending on who is asking the question and why, I hope that helps. But, ultimately, if you want just one person, then it is the Chapter Director.

But, the final accountability rests with your Regional Director.

29% isn’t just the title of a great book!

2010-11-05T22:07:00.000Z

5/11/10

At the end of the day, we are all in BNI for more business and we all know that large chapters produce more referrals and, in turn, more business. However, it’s not that easy, is it?!

For some reason, many members see growing their chapters as something you have to do for the good of BNI. We have to bring lots of visitors – every week! Now, large chapters are good for BNI, that’s how BNI make their money, but they’re even better for us as members. You just need to do the maths. Forty members times the membership fee, against one fortieth of the business passed in a forty strong chapter. There is just no comparison!

Plus, how about this fact to make the inviting of visitors even more worth while - every single week!

Most visitors don’t join our chapters. At best it is one out of every four visitors. But, in the last six months, in my chapter, visitors were thanked for 29% of the business passed! That is business from people who aren’t members of BNI. Now, if that’s not a good reason to have visitors at your meeting every week, I really don’t know what is!

Forget the fact that the meetings are better, we have more fun, there’s more energy in the room, that they may become members, great friends even. Just think about that 29%.

Do you know how much visitors bring to your chapter?

They are in your phone!

2010-11-03T23:43:00.000Z

3/11/10

Where to find potential visitors is a constant problem for many BNI members. Some take the easy option and head straight for an online directory, while others go to incredible lengths to find a visitor. Often spending hours without success. It’s no wonder they give up and stop looking.

But, these members are missing an easy trick: people they already know!

BNI is a word-of-mouth organisation, but as soon as visitors are mentioned members seem to forget the people they know and instead start cold-calling. It never ceases to amaze me.

Anyway, back to my easy trick. Well really it is an idea I heard from Dinah Liversidge.

Just look at the address book on your mobile phone – these are your closest contacts. Have you invited them all? If not, then there are your next visitors. If yes, well the next question is, have you asked them for a recommendation? Do they know a good, whoever it is that you are looking for, to invite. These people are your ‘Trusted Third Party’ contacts: they come recommended and so do you.

So, if you are finding who to invite difficult, just get out your mobile phone and start making those calls.

Please let me know how you get on.

Absent again!

2010-10-25T17:08:00.000+01:00

25/10/10

What should you do if your chapter has five members missing one week and then seven the next?

The answer is easy! The Membership Co-ordinator and committee must follow the BNI policies, no matter who the members concerned are. There is no such thing as, ‘But they're a good member’. Why? Because a good member would not put the committee in a position where they had to take action that they thought was tough.

Successful chapters are the result of strong committees, not nasty committees, but committees that follow the policies for the benefit of all the members, not just a few who think the rules don’t apply to them.

But, it’s so much more than just about the policies. Chapters lose good members when things are allowed to slip because why should they make the effort, if other members don’t have to.
Then, of course, there are the practical things. As a member, how would you feel about these absent members missing your 10 Minute or your 60 Seconds? How are they going to find you good referrals? If they can’t be bothered to turn up for the meeting (find a substitute), can you really refer them? Might they let down your best contacts?

Following the policies may lose you a few members, but it will ensure that you keep the good ones, and in the long run build a far stronger and successful chapter!

Your Secretary/Treasurer is speaking!

2010-10-17T21:36:00.000+01:00

17/10/10

One of the most important parts of our BNI meetings is the Secretary/Treasurer’s Visitor Statement. We all know it, ‘For the visitors here today, we welcome …’, but it is so often one of the most poorly executed parts of the meeting.

Why? To be honest I’m not sure.

I’ve heard, ‘it’s a hard sell’, ‘we sound desperate’, I feel uncomfortable saying it’, ‘it sounds a lot of money’, ‘I feel guilty asking for money’, and much more.

But, as I say, I just don’t get it! We are all members, so didn’t we all hear exactly the same thing? We can’t have thought any of those things, so why would anyone else?

However, this does lead me to two points, 1) if a Secretary/Treasurer can’t read the statement with confidence, maybe they are the wrong person for the job and 2) if they do read it, sounding desperate, like it’s a hard sell, making it sound like membership is not good value, that they could be affecting the conversion of your visitors into members.

Further, and I have to thank Ashley Winston (Palmdale Motors) for this, what are you, as a member, doing when the statement is being read? Again, unless you are paying attention to the Secretary/Treasurer, actually listening to them, looking at them, you could be adversely affecting the number of visitors that apply to join your chapter.

Little things done well can make a really big difference to the result of any action, so why take a chance with such an important part of our meeting?

Hogarth’s got talent!

2010-10-13T23:00:00.000+01:00

13/10/10

There are members that can’t see the benefit of socials: what’s it going to do for my business?

I’ve often heard things like, ‘I don’t do socials’, ‘I haven’t the time for that sort of thing’, even, ‘I don’t need any more friends’.

The thing that gets me is that we talk a great deal about, know, like and trust in BNI. LIKE!

I’m sure that I am not alone here but I enjoy doing business with people I like. We buy people, not products. So, how can socials not be important? They are the best way to get to know people, can often lead to a major mind shift about a person, and in turn to lots more business.

And, nothing was more the case than the recent Hogarth’s Got Talent evening, where, along with my fellow judges, Piers Morgan (Tony Winyard), and Amanda Holden (Gary Morgan), yes, I was Simon Cowell, I got to see a great many of the Hogarth members in a totally different light.

First up were Sebastian Wozniak and Jakub Kosiec, both giants of men, who performed a tug-of-war. With a piece of string! They brought the house down and the benchmark for the evening was set. What’s more, the chapter would never view these two men in quite the same light again!

What followed was an amazing array of talent. Well, some of it was (Simon Cowell speaking here).

We were entertained with dance, standup (Colin Woodley), song, music, a BNI poem in the style of Pam Ayres (Dinah Liversidge), Phil and Ben the flower pot men with of course little weed (Phil Tait, Ben Walsh and Jane Johnstone) and, two men, two new members, who murdered one of my all time favourite songs ‘I’ve got you Dave!’ I mean ‘I’ve got you Babe’ by Sonny and Cher (Robin Curtis and Dave Saunders). It was an incredible evening for everyone, even us judges, as everyone was a winner. And, I am sure that even more business will now be passed at Hogarth because of the improved friendship of the members.

It was an amazing evening in Chiswick!

If your chapter is not big on socials, why not try one, and see if your business increases because of it?

All your chapter members in a little box!

2010-10-02T17:23:00.000+01:00

2/10/10

In my chapter, over the past six months, 29% of the business we have received has come from our visitors – people who have never joined. Which, when you think about it, is reason enough to want visitors every week at your meeting.

However, I’m sure that this is just a very small amount compared to what it could be. After all, how many of us keep in contact with a visitor who comes once never to be seen again at our chapter. Further, have we any idea how many of our business cards a visitor takes when the chapter business card box is passed round? I can guarantee you it is not many.

So, it is interesting that recently I have noticed a number of the chapters I visit have made up little packs of cards with a complete set of the chapter members’ business cards in. Sometimes they are just wrapped by a rubber band, sometimes in a small envelope, sometimes even in an A4 wallet with other leaflets, etc.

But, one of the best I have seen is all the cards put in a little business card box with a message that says ‘Thank you for visiting our chapter today. This box contains all of the business cards of our members, you may not need our services at the moment, but if you do in the future please don’t hesitate to give any one of us a call.’

What a great idea!
The boxes are from Snopake and are called BoxOffice – Business Card Size. It took me a while to find a supplier but if you are interested they are – Xpress Solutions.

So, how about a little experiment?

See what percentage of your chapter's business came from visitors in the past six months and then for the next six months give all of your visitors a set of chapters business cards and see what the difference is.

Have you just applied to join BNI?

2010-09-21T20:43:00.000+01:00

21/9/10

Firstly, I would just like to say that you made a great decision. I’ve been a member for seven years now and I have to say that it was one of the best moves I ever made. And secondly, if you really get involved and treat your chapter as part of your business, not only will you get a considerable return on your investment, but you will have a lot of fun.

However, the real purpose of this blog, is to get you off to a flying start. But, you will have to act fast!

How would you like to take a couple of visitors to your next meeting?

If your answer is yes, it’s easy. But, what’s more important, is that your new colleagues will be pretty impressed and you will have started to build your credibility and those good relationships.

So, how do you find a couple of visitors for next week? It’s simple!

At your next chapter meeting you should be inducted into your group: it’s really important but also a bit of fun. So, why not take along a couple of friends to share in your moment? Okay, they might not want to join, but they might need the services of some of the members, and knowing more about what you do they may even find you some referrals in the future.

What do you think? Let me know how you get on.

It’s a trade dispute!

2010-08-31T22:07:00.000+01:00

31/8/10

We are often told that bad workmanship and money owing are trade disputes and nothing to do with our chapter, but I don’t agree with this for two reasons. Both my reasons are to do with money owed, but equally apply to bad work.

What I must make clear, however, is that one, you are not in the wrong, and two, that everything has been done to sort the problem out. Then I really do believe that it is a chapter matter.

The first case was to do with a member who owed money to another member but was just not paying. He promised to, but never quite got around to it; there was always an apparently good reason. I then discovered the same member owed money to another member, with the same pattern of non-payment. Trade disputes: nothing to do with the chapters concerned. However, he ended up leaving a trail of unpaid accounts behind him, something that may not have happened if a chapter’s committee had got involved and were allowed to act.

The second case was in fact two cases, where money was owed and then when asked for the people who owed started to complain about bad workmanship, the supplier being un-professional. They made stuff up and put it in writing (just in case it went to court) and ended by sending abusive emails. This has clearly passed the trade dispute stage and in my opinion is now a Code of Ethics issue.

But, the members concerned didn’t want to cause a fuss or be seen to be causing trouble. Well, to my mind, that’s what these non-paying members count on: nothing being said and keeping their positions in their chapters with no one else knowing what they are really like. Well, my advice is let the Membership Co-ordinator know and allow the chapter committee to deal with the matter. If the person concerned is worried about their credibility you may get your money, or they may just leave, but at least you will have stopped anyone else getting hurt.

However, please remember what I said at the beginning, you must be honest about your side of the deal and your complaint must be in writing. Don’t expect your committee to act if you won’t put the details down on paper.

I mentioned the BNI Code of Ethics, of which, number 2 says, I will be truthful with members and their referrals, and number 6 says, I will display a positive and supportive attitude with BNI members. Is that what these non-paying members are doing?

Trust is a big part of BNI, of our chapters, and what we owe each other as members.

Note: As always this is only my view and not necessarily the view of BNI.

Could you be a great actor?

2010-08-25T15:58:00.000+01:00

25/8/10

In our chapters we don't have competition as far as our individual categories are concerned. If there is a printer there can't be another in your chapter, likewise for a business mentor, and so on.

But, how about the competition to have our 60 Seconds remembered?

If your chapter has over thirty members, each week there are thirty plus 60 Seconds to listen to and remember. But, let's be honest, that's not going to happen! How many 60 Seconds do you remember each week? Six or seven maybe?

So, this means that as a member we need to have a really memorable 60 Seconds if our message is to be remembered, and we are to be in the forefront of our fellow members' minds. Because that is the only way to consistently get referrals from our chapter. We need to be remembered. In fact, better still, we need to be a story worth telling.

So, how about this for an idea? Act your 60 Seconds!

Choose someone famous and then do your 60 Seconds in their style. I guarantee you will be remembered!

Imagine, for example, your 60 Seconds being presented by Churchill, or David Frost, or Ann Robinson.

And, what's more, it will be great fun. Let me know how you get on.

I don’t know anybody!

2010-07-31T15:41:00.000+01:00

31/7/10

A phrase I often hear from members when asked about inviting visitors or finding referrals is ‘I don’t know anyone’ or ‘I never see anyone; I work on my own’.

I have to say this not only worries me but that also, more importantly, I don’t believe it.

It worries me because all of us completed an application form to join our chapters and question 7 on the application form asks: What is your ability to bring qualified referrals and/or visitors to the chapter? Every one of us has entered an answer: member of golf club, chamber, Rotary, choir, PTA, or maybe a large customer base, many years in business and much more. And, if we didn’t, why were we accepted by the chapter’s membership committee?

So, really we must all know lots of people. Therefore, this brings me to the conclusion that members do in fact know a great many people (I don’t believe that they don’t), it’s just that they don’t realise it!

So, how about running a little test? It will take you no more than 15 minutes. Make a list of all the groups that you are connected with, for example: mobile phone contacts, email address book, family, friends, business contacts, suppliers, customers, chamber, church, sports clubs, choir, PTA, band, pub, LinkedIn, Facebook, university, boat club – list them all. Then list the first five people from each group that just pop into your mind; I bet it will be more like 10 names in every case!

Finally, add up how many names you have. I really would be surprised if it were less than one hundred.

Now, in front of you, is a database personal only to you: a list of people, not only to invite to your chapter but who are also a rich source of referrals.

These people are your best contacts – please never say that you don’t know anyone ever again.

But, better still, make a difference at your chapter.

Have you seen your chapter members' websites?

2010-07-25T22:48:00.000+01:00

25/7/10

I was having a One2One recently with Hannah Liversidge of Reliable Roofer; she was showing me the basics of Wordpress, so that I could make a start on a new blog that I am writing.

We discussed the best ways in which we could help each other and the kind of business that we were both looking for. However, most of the time was spent on producing my first blog. ‘David’s Better Business Blog’ is my blog's title and ‘Have a Networking Goal’ my first blog.

Obviously this lead to us talking about social media as a whole: Twitter, LinkedIn, Facebook, Ecademy, different blogging software, HootSuite, and of course Google. By this time we had moved on to our own websites and the importance of keeping them fresh and updated. Hannah asked if I had seen their website recently, as it had been updated, and I had to admit that I hadn’t.

This got me to thinking about the websites of the members in my own chapter and how many I had looked at recently. It then made me realise that there were some of their websites that I had never even seen.

Something of a shock!

So, I guess, is that just me? Or, are all we all guilty of not taking the time to look at each others' sites?

We could learn so much, especially about new members. And, how about checking out the website of someone we are going to have a One2One with before we go?

It’s certainly something that I am going to do and I can’t help but think that it will not only improve my One2Ones, but will also increase the number of referrals that I give.

What do you think?

You don’t have to be terrific but it helps to be specific!

2010-07-14T21:11:00.000+01:00

14/7/10

I heard this memory hook recently at a BNI directors meeting and I have to say that, not only is it clever, but it is also true. In fact, just this last week the point was really hammered home to me.

The web designer in my group, who himself has a great memory hook, ‘This is my business card, it may not build you a website, but it will start a conversation’, always presents a clear and concise 60 Seconds. He more often than not asks for a company that he would like to be introduced to. I have had a One2One with him, and seen his 10 Minute. So, I pretty much know what he does. I like him and he is very credible; his company has built some fantastic web sites.

And yet I still missed a referral opportunity for him! Last week he asked for a company by name. I knew them, they are a contact of mine, so I phoned my friend and asked if they would take his call. They said they would have loved to but unfortunately they had their website redesigned just six months ago. I was gutted!

Now being specific didn’t work out this time, the luck of timing, but by being specific I was given something I could follow up on easily and so did. I had never before given this contact any thought and I hate to think of the number of referral opportunities that pass us by because we aren’t given something positive to look for.

So, be as specific as you can when asking for referrals. It will, (timing aside), make a big difference to the number and quality of the referrals you receive.

Memory Hook?

2010-07-07T23:23:00.000+01:00

7/7/10

Most successful companies have a memory hook, although we may think of them more as their slogans: Nike – Just Do It; KFC – Finger Lickin’ Good; Tesco – Every Little Helps.

Then, of course, there are our fellow BNI members and here we have some great examples of memory hooks (strap lines): Simply Spreadsheets – We take the Hell out of Excel!; Imperial Printers – We will print you any colour you like, but it will always be green; and IFA Richard Bailey – Don’t be a Thicky, refer them to Dicky.

At a recent BNI workshop, Tom Fleming, BNI Executive Director of West Central Florida, suggested that BNI Chapters should also have a memory hook, one that the Chapter Director (President) could use each week, during the meeting and as an email signature, etc. And, I have to say, I think it is a brilliant idea.

Every week the members and visitors alike would hear the goal of the group, its belief, the chapters’ message. What a great way to let everyone know the future vision of the chapter. I’ve even come up with a few ideas: Green and Going for Forty; Turning contact into contracts (Niri Patel); BNI Business Class – we make our members more money (just an idea team!).

So, what do you think? Would a memory hook for your chapter help your vision? Maybe, it would even give your chapter a vision, a goal. And, who would choose your chapters’ memory hook?

It would be great to hear your views and, in time, any result should you decide to use one.

Will your networking work?

2010-06-26T22:42:00.000+01:00

26/6/10

Will your networking work?

Well, the easy answer is yes.

But, here’s the rub: only if you are putting in enough effort. It doesn’t matter how good you may be, how good your business is, or how good a networker you are – if you are not spending enough time networking it won’t work!

At the London BNI Members’ Day yesterday Dr. Ivan Miser, founder of BNI, told us that in some research that he has conducted successful networkers, those that really benefit from their networking, spend over six hours a week in productive networking. However, those that said networking didn’t work for them spent less than two hours a week networking.

So, are you expecting outstanding results from your networking without putting in the necessary hours?

To find out, why not record all of your effective networking hours over the next month and see how many hours per week, on average, you are networking for?

More than six hours and the odds are that your networking is working for you, less than that, well I think you already know the answer!

As a guide you need to be networking for at least four hours a week in addition to your chapter meeting.

Nothing to contribute!

2010-06-24T20:01:00.000+01:00

24/6/10

Every BNI member knows that there are three ways in which you can contribute at your meetings each week:

A visitor - my favourite, as visitors bring so much to our meetings and if they become members add even more,

A referral (or more than one),

A testimonial.

Now, as I have said before, I think visitors are undervalued by many members because they don’t see any immediate gain for themselves, unlike with a referral, but I also think the same is true of the testimonial. And, this is because some members see the testimonial as a ‘cop out’; a member has nothing else, so let’s write a testimonial.

But again, these members are missing the point. A brilliant testimonial can be great for the chapter in a number of ways: they lift the group (as they are positive), show visitors how professional the members of the chapter are, raise the credibility of the member being given the testimonial, and in turn increase the number of referrals for that member and the chapter as a whole.

And, talking of being positive...

Many great meetings are destroyed when a member stands up and says ‘Nothing this week’. And, if a second or third member follows suit, with a nothing, you can see all the energy drain from the other members.

So, please, if nothing else give a verbal testimonial. If not for a member, then how about for a workshop, Members’ Day, help from your RD/AD, or BNI in general? This may not be perfect, but so much better than – ‘nothing’!

I would just like to add two things here. I think all Chapter Directors should allow all members to be positive in their meetings and members please don’t use the verbal testimonial as a ‘cop out’.

Oh, one last thing. Membership Co-ordinators, what do you do if a member seems to be taking ‘advantage’ of the verbal testimonial?

Answer: discuss the member at your next committee meeting and take the appropriate action.

Does your meeting have 3 visitors each week?

2010-06-20T00:13:00.000+01:00

20/6/10

There are many ways in which you can tell if your chapter is healthy or not, but the number of visitors your chapter has each week is an easy way of telling if your chapter is growing or in decline.

Over the long term three or more visitors each week mean the chapter is growing, whereas two or fewer visitors mean that the chapter is in decline.

Now you may be wondering why this should be the case and the answer is simple. On average all chapters lose one member per month. Now before you say ‘Not my chapter!’ remember I said on average. Some chapters don’t lose that number, but then others lose more. In fact, my own chapter has lost four members in the past month - it really does happen!

So, during the term of a Leadership team, your chapter could lose up to six members (maybe more). Therefore, just to remain a group of the same size, you need six new members. Now, again on average, one out of every five eligible visitors will join your chapter. However, we all get a lot of ‘other’ visitors as well, so the joining rate is actually more like one in every eight visitors.

This is where the maths comes in!

For your chapter to remain the same size you therefore need six new members, which means that with one in eight visitors joining you need 48 visitors in the six months of your Leadership Team. If we divide 48 by 26 (6 months) the result is 1.85 visitors per week. (Let’s call it two so there’s no blood).

And, it doesn’t matter what size your chapter is, the facts are the same. Under two visitors a week and your chapter size is in decline and this means less business for all.

But, here’s the best bit. On average, if you are in a chapter of 26 members, each member only has to bring one visitor every two months! How easy is that?

Why not work out the number of visitors a member needs to bring in a Leadership Team term for your own chapter and set that as a member target?

High Speed 21st Century IFA

2010-06-06T22:06:00.000+01:00

6/6/10

Some members find it very difficult to prepare for their 10 Minutes. In fact, I know some members that avoid their 10 Minutes as if it were the plague. But it does not have to be like this.

The most obvious answer to the problem is to attend the Presentation Skills workshop. However, that will only solve part of the problem. Even armed with tips on how to stand, speak, where to look, layout of your presentation and much more, there is still the problem of the exact content and, more importantly, will your fellow members actually be interested enough in what you are saying not to fall asleep!

Then of course there is still the problem of confidence. For some members 60 Seconds is just about all they can manage and 10 Minutes? Well, that is a whole different world.

So, what can we do about this? Two things. Firstly, make your presentation about something you enjoy and secondly, combine that with business. The confidence will come as you are relaxed chatting about something you really understand and love.

Now, I’m not suggesting that you don’t enjoy or understand your job; it’s just that some jobs are more difficult to talk about than others! Carpet cleaning for example. But how about if you actually clean a carpet during your 10 Minutes?

A brilliant example of this type of thing happened in my chapter (Business Class) just recently. Now, Richard Bailey doesn’t lack confidence, but he is an IFA and wears a grey suit, and there are those around that think financial advice and those that give it are well, shall we just say, a little boring!

Not so Richard. After all, he races motorbikes all around Europe, and has the worn out knee pads to prove just how fast he goes and how close to the ground he gets. His 10 Minutes was a mix of personal pictures and graphs showing the performance of his clients' portfolios. Each photograph having a bearing on the next was very clever, interesting, and got his message across in a fun way that we all could grasp.

Something that he told us was that in order to get the perfect lap on his motorbike, i.e. the fastest time, it was all about hitting the exact spot on each corner, every lap. Total concentration and consistency were required - and that it was just the same when managing a client's portfolio.

So, if you have a 10 Minutes coming up, please take advantage of it. It’s one of the best ways of helping your fellow members find you referrals. Just make if fun: include something that you find it easy to talk about or to demonstrate, and you will find that not only will you get your message across, but that it will be easy, and you wished you had more time.

Are you good enough to be part of the next Leadership Team?

2010-05-23T18:40:00.000+01:00

23/5/10

I know we are only seven weeks into the current term but choosing our next teams will be upon us before we know it and a comment I heard, just the other day, by a member got me thinking!

What they said was how pleased they were not to be asked to take a place on the current team. Not just the Leadership Team but any position at all! Now I don’t know about you, but if I wasn’t considered for a place on the team I would be, well, pretty upset, that both the outgoing and incoming teams didn’t think me good enough to help the chapter in going forward. What would that say about me as a member?

So, rather than thinking you ‘got off’ by not being asked to be on the team, instead wonder why you weren’t considered good enough to be part of the team. What is stopping you from being looked at as a great member?

Do you contribute enough? Go to training? Help in the group? Arrive on time? Are you a positive member? Look the part? Do you really ‘get’ BNI?

So, being asked to be on the Leadership Team means that you are thought of as a great member of your chapter. Someone that can be trusted and relied upon, someone who is more likely to be thought of by fellow members, and BNI Directors, when they are out talking to their contacts, which in turn will lead to more opportunities.

In seven weeks time the next Leadership Teams will start to be planned, which means that every one of us has plenty of time to make sure that we are good enough to be considered for that next team.

And, guess what? If we are all great members, imagine what that will do to our chapters and the amount of business that every one of us will receive!

Is your Notable Networker certificate notable?

2010-05-15T22:55:00.000+01:00

15/5/10

In our chapters every month we recognise two outstanding members by presenting them with notable networker certificates and, on occasion, a blue badge.

But, quite often, the quality of the certificate presented does not reflect the true achievement of the member.

I’ve seen a certificate written in biro just passed down the table. What value does that put on the presentation and what the member has done? How do you think that member feels?

So, first off, the certificate should be in a nice frame but, more importantly, it must be beautifully written. Now, few of us have lovely hand-writing, let alone are skilled in calligraphy. So, how about this for an idea that I was given by Colin Read, Area Director, from Scotland South and East?

For a beautiful looking certificate just set up a template in Word or Publisher, using a font such as Lucida Calligraphy (bold), and then every certificate your chapter presents will match the achievements of your members.

So simple, but I’ve never thought of doing it!

I’m too busy!

2010-05-03T22:40:00.000+01:00

3/5/10

I’ve heard this comment a fair few times recently when members have been talking about their lack of contribution to their groups.

Too busy!?

How can you be too busy to do your job? But then I guess that’s the crunch: far too many BNI members think that working for their chapter members is an extra to their job - something they do if they get time!

What these members don’t understand is that their chapter (collectively) could become their biggest client, but only if it is treated as such.

So what do I mean? Well, would you let your largest client down. Any client for that matter? Not bother to let them know that you weren’t going to turn up for a meeting? Or tell them that you were busy to see them and had more important things to do? Somehow I don’t think so and, if you did, I don’t think that they would stay your biggest client for long.

Not having a contribution for your meeting (because you’ve been too busy working) means you have not had time for any member of the group and yet you are hoping for a referral from them. You are hoping that someone in the room has put in some effort to find you something and has not been busy doing their job.

What if, on the other hand, they are just as busy as you are but they see BNI as part of their job, part of what they have committed to, that they really value the members of their group? Just like great clients.

And, an even simpler point, do you really think that anyone will be looking to help you if you have no time to help them?

Your BNI chapter is in every way just as important as any other part of your business. You just have to think it is – then it will be. And, I promise you will be surprised at the results when you do!

I’m not referring to them!

2010-04-26T23:35:00.000+01:00

26/4/10

Do you have a person in your chapter that you don’t refer to? If you do - have you ever told them why?

Now there may be many reasons for not referring to someone: you already have a long-term supplier that you refer to in that category, you really just don’t mix with the right sort of people, your best friend is in the same line of business, and even that you just don’t like the person.

But, what about if it is because you think the person is unreliable, they don’t seem professional, there is a negative opinion of them in the group or they have never tried to get to know you?

Don’t you owe it to them to tell them?

If you don’t tell them, they are losing out on business from the group, may never become a good member and in the end leave because they don’t think BNI works. Now, of course there is a risk in telling them. I guess that might be why we avoid doing it, and they might not take any notice. But, what if they did listen?

Not only listen and change, but thank you and become a good member of the group. And, guess who would then be at the top of their referral to look for list! You might even make a long term change to their whole business.

So, is there someone in you chapter that you don’t refer to? How about arranging a One2One with them and letting them know?

Note: I must give credit for this blog to Ewan Sturman and his workshop at the recent BNI European Conference.

Could you be Columbo?

2010-04-22T23:22:00.000+01:00

22/4/10

I’m sure you know who I mean. The crumpled TV cop of the 70s who always got his man (or woman).

No. I’m not suggesting that you buy a battered old car and a dog, but his famous ‘just one more thing’ question, always said as if an afterthought, really works well for me.

BNI and word-of-mouth is all about not having to cold-call. After all, don’t we recommend each other? But sometimes it’s fun to get out of your comfort zone and if you do, and you are brave enough, you can get some amazing results.

So, obviously this is about face-to-face contact, but I don’t in truth consider it cold-calling, as it’s not trying to sell anything. I’m just popping in to a local company for a chat, to tell them about the group of amazing business people I work with and maybe they would like to meet them.

That’s it!

They either say yes or no. Sometimes I get a maybe. But whether it is no or maybe I get to leave an invite to my chapter. If yes, I invite them to the next meeting. And, then I leave.

But, just as I am about to reach the door comes the Columbo moment!

I turn and say, ‘Oh. I’m a printer by the way. Is it okay if I leave you my card? Just in case.’ I’ve never had anyone say no, but I have had more than one person ask me to quote on some work.

Having a chat with someone is nothing like cold-calling and you never know you might just get a visitor, client, or, if you are very lucky, both.

Please let me know how you get on.

Power Teams – the best way to build your chapter?

2010-04-10T22:22:00.000+01:00

10/4/10

Well, I would have to say yes. And, I will explain why. But first, I want to make it clear what a Power Team is and for this it is best to take the definition directly from the BNI website.

A Power Team is a group of related professions that work with the same clients but do not take business away from each other.

So, with what a Power Team is now clear, why do I think growing a chapter by inviting people from your Power Team is the best way of growing a chapter?

Almost without the need for any other reason is the fact that 60% of a member's referrals will come from other members of their Power Team. I believe that this alone is reason enough for every member to want to be part of the largest Power Team possible.

But, for those that want another reason, and although more relevant to chapters in the low thirties and smaller, it is this. When we think about adding twelve members to our chapters, so that we can gain the best from it, the task seems pretty daunting. But if we just think about adding two members to our Power Team it suddenly seems, and is, in fact, far easier.

And, the great thing about that? There are six Power Teams in each BNI chapter: Property, Financial, Wedding Services, Trades, Business Services and Health & Wellness. Add two members each to those and guess what? You have your twelve new members!

So, what are you waiting for? Speak to the other members of your current Power Team, decide what two categories you need, get inviting and just watch your chapter grow!

Sorry - no Referrals this week!

2010-04-02T23:31:00.000+01:00

2/4/10

We’ve all heard it: a member gets up and says they have no referrals this week and then usually adds some poor excuse. What they really mean is that they have done nothing for their fellow members that week.

However, I’m not going to go into that. What gets me is that I have never heard anyone get up and say, ‘Sorry - no visitors this week’. And, I have to say, that I have thought long and hard about this and this is my conclusion.

The reason has to be for one of the following: 1) we do not place enough value on visitors, or 2) most members want to receive referrals and so in their own mind it is only referrals that matter.
Now, I’m not suggesting that we should start saying we are sorry for not having a visitor, as our chapters shouldn’t allow us to say sorry for not having a referral, but I do think we need to change the mindset of members thinking that it is only referrals that count. Maybe this is why some chapters find it hard to grow – because they don’t see the true value of visitors.

So, how can we change this way of thinking?

Well, I have two ideas to start with. Firstly, the chapter can give more recognition to those members who bring visitors each week. Most chapters clap if a member has three of more referrals in a week. How about a round of applause if a member brings two visitors or more? Most Chapter Directors give the Referral Notable Networker award first. How about instead presenting the Visitor Notable Networker award first?

Then, as members, instead of thinking 'I must have a referral this week', how about thinking 'I must find a visitor this week' instead? As the more visitors our chapter has, the more members it will have, which in turn will lead to more referrals and lastly to more business for the group.

What’s amazing about this approach of ‘I must find a visitor’ is that it would also go a long way to solving the ‘sorry – no referrals this week’ problem!

What do you think?

Are you brave enough to be accountable?

2010-03-21T22:48:00.000Z

21/3/10

Every week at our BNI meetings the Membership Co-ordinator says when describing his role in the chapter, ‘… Like any good business, we set goals and monitor our progress towards achieving those goals.’ But, those are chapter goals. How many of us set personal goals and monitor those?

I believe that if every chapter member set personal goals, even average ones, every chapter would be successful. Their chapter would be in the 'Green' and every member would be getting a good return on their investment. So, what’s average?

Well, in my mind average is: an average of one referral per week, a visitor once every two months, and attending a workshop once every three months. Do the maths yourself and see what the results would be for your chapter if every member did this. Even for an average sized chapter it would mean three visitors every week!

Think what would happen if, as a member, you were better than average, because if you are anything like me I don’t like being just average.

But, the question is, are you brave enough to be accountable?

Every month the Secretary/Treasurer should print off the Chapter Roster sheet, which includes a ‘league table’ of the chapter members’ performance for the month, and leave it on the sign-in table so that members can see who is doing what. However, in many chapters this is not done, for fear of upsetting some members.

So, if you are brave enough to be accountable, ask your Secretary/Treasurer for the sheet, check your performance and then watch your chapter improve and make more money!

That’s my job!

2010-02-28T18:41:00.000Z

28/2/10

This is a phrase I hear a great deal from BNI category hogs. And, sadly it is usually from members of smaller chapters, who are vulnerable about their own ability in business, but who also don’t see the benefits of a great network.

There are many examples: the IFA who thinks that they can cover mortgages and insurance as well, the web designer who also wants SEO and Google business, the printer who of course does design (don’t we all), and the builder that covers every trade – including some that you have never heard of.

What these members don’t see is the damage that they are doing to their own business, their credibility and that of the chapter as a whole.

A good Power Team will give its members over 60% of the referrals that an individual member will receive from their chapter. For this to be really effective the Power Team needs to have at least six members: members that are in a related category. Again, there are many examples, but I will pick just one, the Financial. In this Power Team the most usual categories are: Accountant, Banker, Insurance Broker, IFA, Solicitor, Mortgage broker and book keeper.

Each of these members will have their own contacts; a good networker will have as many as one thousand (it doesn’t really matter what the number is, it’s the principle that matters). So, as a whole this group has seven thousand contacts. Now imagine what happens if the IFA category hogs and an insurance and mortgage broker don’t join the group. Suddenly the group only has five members and five thousand contacts. Imagine then what happens if the accountant category hogs and a book keeper doesn’t join.

In large, successful chapters there are often two solicitors, two insurance brokers, and another financial person. Ten members with ten thousand contacts. Whereas in the 'category hogs' chapter just four members with four thousand contacts. Which do you think does the most business?

So, my message to you? If you are a builder, don’t get up and in your 60 Seconds say you cover every trade going, but instead get every trade you can into your chapter. Networking is about having a great network of people you, know, like, and trust. It is not about having sole access to your chapter and the members that, at most, will give you 30% of your referrals.

A boat in February!

2010-02-04T08:34:00.000Z

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

A tough day at the office!

2010-01-31T23:32:00.000Z

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!

Not on my letterhead!

2010-01-16T18:13:00.000Z

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!

A New Year

2009-12-30T23:11:00.000Z

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!

YouTweet

2009-12-23T22:01:00.000Z

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

Can’t get a sub!

2009-12-21T22:07:00.000Z

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.

The book you don’t read won’t help you!

2009-11-29T22:07:00.000Z

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.

Are you sitting comfortably?

2009-11-21T23:12:00.000Z

21/11/09

Recently I was on a conference call, given by Area Director Phil Berg. Its subject was ‘getting more visitors to your chapter’, and I have to say that as a Gold Badge member (pretty good at bringing visitors) of BNI, the content was just outstanding.

In fact, however good you are at bringing visitors to your chapter, you could not have hung up at the end of the call and not be better still.

Members often say that it is difficult to think of who to invite to their chapters and Phil had at least twenty ideas on the subject; one of which was a visual interpretation of ‘Follow your money’. And, it’s so simple!

So, are you sitting comfortably?

It doesn’t matter if you are reading this at home or in the office, it will work. It will even work in your garden, in fact just about anywhere.

All you have to do is look around you and start taking notes. Where did you get the carpet? The picture frames? Who made the bookshelves? Who decorated the room? Who put in the central heating? Where did you buy the curtains? Who decided on the colour scheme? Who made the cushions?

Get the idea?

And, what’s great, each room of your house will give you a slightly different list, your garden another and your office yet another.

But, the best thing of all is that you know all of these people. Each one has supplied you, you know how good they are, and each would be more than happy to talk to you. After all, you are a customer of theirs.

So, make your list and start inviting all of those great suppliers you know.

Phone a friend!

2009-11-01T22:08:00.000Z

1/11/09

I don’t know about you but I don’t always find role-play easy. Role-play is not that hard in itself, but in a training room full of people, all pretending that they are meeting someone for the first time face-to-face, or sitting next to someone using your little finger and thumb as a phone, well it just doesn’t feel real. And, let’s face it - it’s not!

But role-play and practice are actually very important if we are to be successful in finding both referrals and visitors for our chapters. They are also just as important in our everyday business life, as a great telephone manner and confidence when meeting people for the first time will win us more business.

So, how do we practise more real and effective role-play?

Well, the answer is very simple – phone a friend. Not just on the spur of the moment, but arrange a time when it would be convenient. Maybe agree on a time between 10.00am and lunchtime one morning, or just after lunch one afternoon. It doesn’t matter when, as long as your friend has time to take the call and is happy to play their part.

As a BNI member you already have scripts as to what to say, so that part is done for you. But I bet some of you are saying, ‘I can’t say that!’ Well, guess what? You don’t have to. What I would suggest is that you type the script as suggested into Word, then say it out loud. Any words that don’t sound correct for you, or you stumble over, change to words that you would use. Once you are happy with the new script, you will have your version, a version that you are comfortable saying.

Then all you do is ring your friend, try it out, and ask for some feedback. Then try again another day, and so on, until you are happy with how you sound and your friend has not said that they are leaving the country.

At this point it is time to try it for real. I can promise you that you will be surprised at how good a result you get.

Just a couple of things to finish: enjoy yourself and if your friend is a fellow BNI member, return the favour.

A clear message!

2009-10-26T11:25:00.000Z

26/10/09

We are always advised to keep our 60 Seconds and 10 Minute presentations simple, to have a clear message, and not fill them full of jargon and buzz words. This advice is just as important with our chapter education slots.

I saw a brilliant example of just how simple, clear, and yet powerful, an education slot can be at a recent visit to a chapter in the London North West area. (I have given the area as the figures used are actual figures from the PALMS data in the region.)

The education slot was given by Nikki Keeler the chapter’s estate agent after she had attended a recent Momentum workshop.

On a flip chart she wrote ‘VISITORS’, an arrow down to ‘MEMBERS’, another arrow to ‘REFERRALS’, and last an arrow down to ‘BUSINESS’.

As members we all joined our chapters to get more business and the way that this works best is in large groups where everyone gives. We have all heard this before, but what made this education slot so powerful were the figures that she then gave. Real figures from local chapters; chapters that we knew!

A chapter with 20, in the past year passed 454 referrals, with £55,000 worth of business being thanked for. Another group, this time with 29 members, passed 1107 referrals, with business thanked for of £212,000. Next was a chapter of 37 members, referrals 2022, and business done £598,000. And, finally a chapter of 46 members, passing 3108 referrals, with almost £1.6 million worth of business thanked for in the group.

The message was clear, if you wanted to grow your business, helping to grow your chapter was a straightforward way of doing just that.

The average return per member in a chapter of 20 was £2,750. By doubling the size of the group that average went up to over £34,000 per member.

As I say – the message is clear!

Do your bad members run your chapter?

2009-10-12T09:45:00.000+01:00

12/10/09

Over the past few months I’ve noticed that a number of chapters have had trouble introducing a chapter development idea, or some kind of accountability, into their groups and, in some cases, given up on the idea altogether.

The reason for this has always been the same: a few members who don’t want to take part, or think it’s a bad idea, and make the most objections. And so as to not upset the group, because now these members have influenced other members, the idea is dropped and the chapter doesn’t put in place what it needs to in order to grow and gain more business for all.

Having studied this type of member, I have discovered that they are always the same – the ones that don’t fully contribute. They don’t give, take part, and would be shown for exactly that, if real accountability was introduced.

So, my message to you is Leadership Team, Membership Committee, or chapter member, don’t let bad members run your chapter and stop you gaining all that is possible from your BNI chapter.

180 words!

2009-10-05T14:44:00.000+01:00

5/10/09

Do you find it hard to finish your 60 Seconds in just a minute, and always end up having your punch-line cut?

Well, you are not alone as many members do. Some members try and get the all important message in by talking really fast as they sit down, others try and get extra time but are drowned out by a bell, or similar deterrent, while others just throw their hands in the air and give up. But all fail to make the best use of their 60 Seconds, and it is so easy with a little planning.

And, that really is the key – planning!

Hopefully you would never go to see a client without having your sales pitch ready, so why would you turn up at your chapter meeting and think you can ‘wing’ it? Even the most gifted speakers can’t really ad lib a 60 Seconds, unless they also have a stop-watch in their head. Maybe they can get close, but unless you are one of those lucky people, you have to plan and practise.

So, first write your 60 Seconds and hone it until your message is clear and concise. Then practise speaking it, not reading it, but saying it out loud. Most of us read faster than we speak, so it’s really important to speak it out loud. And then learn it, so that you don’t need your copy when you present your 60 Seconds.

With just a little planning you will never have to rush your 60 Seconds again, but more importantly you will never lose another punch-line!

One last thing, 180 words is about the most you can say in a minute.

I’m not buying from Amazon!

2009-09-29T11:18:00.000+01:00

29/9/09

In fact I’m not buying from Tesco, Shell, Virgin, Interflora, Sony, Rymans, P&O, Dell, Cadbury’s, Disney, Ford, Barclays, my local newsagent, and certainly not Imperial Printers.

Why not? Because by doing so I will be helping these companies stay in business and, what’s more, make a profit.

Have I gone mad? No, I don’t think so, but I’m pretty sure some BNI members have!

Visitor Days are a great way of growing a BNI chapter and if run correctly can easily add anywhere between five and fifteen, or more, members to a group. These extra members make finding referrals far easier, but this is nothing compared to the extra business that is passed within the group. Every member will benefit from the extra referrals given, some of which will be worth thousands of pounds.

So, why do I think some members are mad?

Well, it’s very simple. These members see nothing wrong in buying from Amazon and the rest, they gladly part with their cash, sometimes for little in return, all the time adding to these companies' profits.

But, recently when it was suggested that a chapter might have a Visitor Day, one of the objections against running the day was that some members did not want to grow their chapter just so that BNI made money.

I have to say that words fail me!

Okay, so that’s not strictly true – I’ve written a fair few. But that thinking is just so negative and short sighted that I find it beyond belief.

I just can’t believe that any member would not want more referrals, more business, maybe thousands of pounds worth of extra business, if not for them but their fellow members, just because BNI will make a few hundred pounds.

I might go as far as suggesting that these members are not really best suited to BNI and the philosophy of Givers Gain.

What a pit lane!

2009-09-26T13:25:00.000+01:00

26/9/09

Thursday morning dawned bright and sunny over the Daytona Kart track at Sandown Park, Surrey. As the clock ticked past 9.00am the sound of the twin engines of the Pro-Karts could be heard firing up, ready for the Business Class Grand Prix.

Twenty-one drivers were going to compete over the 900 metre track for the honour of fastest chapter member. John James, last seen at Dancing Queen in Richmond, arranged the forty minute competition as a great team-building exercise for the chapter, but also as an opportunity to show that he could transfer his opportunist road driving skills to the race track.

The pre-race breakfast of bacon butties was supplied by chapter member Sarah Burley (Hampton Hampers), as was the mouth watering lunch time spread and a photographic record of the event was captured by fellow chapter member Daniela Justus (Babitonga Photography).

Qualifying soon sorted out the men from the boys - well the fast from the not so fast - and the grid was set for the race. When the flag dropped to start the race Mr. John James was left on the line. He says his kart wouldn’t go. Personally, I think his eyes were firmly fixed on the pit lane. But more of that later!

The event was split into two twenty minute races, with the results being combined to find the finishing positions. After a change of kart our soon to be Chapter Director, one John James, managed to secure second place in the first race, with the fastest chapter lady being Katy Letman.

It was the second twenty minute race that was more interesting. This was due to the starting grid better reflecting the true speeds and abilities of the drivers, and also because the confidence of the drivers and their circuit knowledge was better. However, over confidence was taking hold, as were tired bodies!

One notably confident driver was Lee Morris, who not only had a number of ‘incidents’ and spins, but also posted the fastest lap of the day.

The final result? In first place overall was Colin Kent (staff member at XGeneration), in second place John James (he proved his point!), with Lee Morris taking third. Our fastest lady was Katy Letman.

It was a brilliant day, great for the chapter, with networking continuing long after the chequered flag had dropped over lunch in the sunshine.

Oh. That Pit Lane. Unluckiest member of the day, me, I couldn’t drive due to a recent operation, but it had its compensations!

Who shall I introduce the visitor to?

2009-09-21T15:15:00.000+01:00

21/9/09

On the 1st of October all our Leadership Teams will change and over the past couple of weeks all the members taking new roles within our chapters have been trained.

One of these groups being trained have been the Visitor Hosts and they now all know what an important part they play in showing their chapter at its best.

Part of this training is to whom they should introduce a visitor; first call the Chapter Director, but if they are busy then another of the Leadership Team. It is then left to that person to introduce the visitor to another member. Possibly another member of the Leadership Team or may be a member of the visitor's Power Circle. Introducing a visitor to someone in their Power Circle - a related business - will not only help them to relax, as they will have things in common to talk about, but will also enable them to find out that BNI works for people in their own industry.

However, the most important people to introduce a visitor to are the members of the Membership Committee.

Why?

Well, if the visitor has liked what they have seen, hopefully they will put in an application to join the chapter. The committee will then meet to consider the application and references will be taken up. And, pretty much that will be that.

But, what about if, say half of the committee, have met the visitor and had a conversation with them. Discovered small things about them; what they like about their job, the sort of people they know, what their hobbies are, and maybe have an idea of what sort of person they are: their attitude, whether they mix well, are outgoing. Wouldn’t that make deciding if they would make a good member of the group far easier?

So, if you are a Visitor Host and stuck for someone to introduce a visitor to, seek out a committee member and you will be helping your chapter to accept better new members.

Write your own ten questions!

2009-09-15T10:33:00.000+01:00

15/9/09

Have you ever had a 1-2-1 with a fellow member and afterwards wished that they had asked you different questions and that you had be able to tell them things about you and your business but the opportunity to do so just never came up?

Well, how about writing your own Top Ten questions that you would like to be asked?

Only you know the most important things about your business; best clients, best way to introduce you, what makes you special, the great story that illustrates just how good you are, the type of business you are looking for.

So, why not make it easy for your fellow member and give them a head start? By providing ten questions to get your meeting off on the right foot you have far more chance of both parties getting the very most from your 1-2-1.

Not only will coming up with ten questions benefit your 1-2-1s, but by doing so it will also help you to think in more detail about your business and maybe help you focus on something that you had not thought about before.

I would suggest contacting the member concerned before your meeting to propose the idea, giving them the opportunity to come up with ten questions that they would like to be asked.

Don’t forget, 1-2-1s are far more than a social, or even a great chance to get to know someone better, they are the best way of allowing a member to find you the perfect referral.

Please let me know how you get on.

It’s all in the detail!

2009-09-09T11:18:00.000+01:00

9/9/09

Some while ago I listened to a very clear and concise 10 Minute presentation. The member concerned broke their presentation down into easy to understand sections: a little bit of history, what made them special, the three main areas of business that they provided, what kind of business they were looking for and how they could be introduced. The fact that made them different was their attention to detail, real attention to detail, they did things that other people didn’t even think about, some things that you might not even notice. But afterwards, somehow, something, made you think that it was special. It’s just that you couldn’t put your finger on what it was.

It was a great 10 Minutes and certainly had me believing in the company and their products.

As normal toward the end of the meeting, the Door Prize was awarded and this is where the credibility of the 10 Minute Speaker, in my mind anyway, took a body-blow.

The Door Prize was wrapped up in an old plastic bag! All that special attention to detail that had been talked about just evaporated and it was replaced by a doubt in my mind. Did they really pay that extra special attention to detail?

So, to ensure the best possible referral opportunities, make sure that whatever you say you do and that whatever you say you can do is backed up in everything you do. Don’t let just one preventable lack of detail ruin your brand and everything it stands for.

Even Tiger Woods Has A Coach!

2009-09-03T23:21:00.000+01:00

3/9/09

Imagine what it must be like to be the best in the world and yet be honest enough to admit that you can still get better...that you don’t know it all...to understand that often we can’t see our own mistakes, and if we are not getting better at something, we are in fact getting worse...that we have to get better, at what we do, just to stand still.

Tiger Woods, has a near perfect golf swing, and yet he still has a coach to help him improve it.

So, as a BNI member how can we improve our performance as a member, and the amount of business we receive from our chapter?

Well, like Tiger Woods we can be coached. And, rather than spend thousands of dollars as Tiger does, we can attend the BNI workshops for free (well okay, we have to pay for a coffee and a sandwich). There is a BNI workshop covering every part of what it takes to become a winning member and, what’s more, a success outside of BNI.

And, it’s the benefits that these workshops provide outside of BNI which I believe is their real value. Doing everything better in your relationships with your fellow BNI members is one thing, but the way that you handle yourself with business contacts, and even personal relations, can be something far more valuable.

Just think about two of the BNI workshops: Networking Skills and Presentation Skills. How much more successful do you think your business would be, if you were more confident when speaking to your clients, suppliers, your bank manager (when asking for a loan), or possible new contacts?

So, if you would like to give the very best you can, and gain the best from your fellow members in return, why not sign up for a workshop today and gain from coaching just like Tiger Woods does.

Crazy Lazy Scale

2009-08-30T19:49:00.000+01:00

30/8/09

Anthony Wood, Membership Co-ordinator of the Harlequin chapter in Kew, has put together a newsletter for his chapter. With the assistance of Annette Peppis, Joan D'Olier, Chris Stock, contributions from the other members of the group and a fast learning of Quark Express, Anthony produced a newsletter full of great tips, member profiles, examples of team work and the benefits of long term membership of BNI.

He also introduced the concept of the Crazy Lazy Scale. A scale that measures the contributions made by members to their chapter: at the bottom Lazy, (those members who just turn up to meetings) and at the other end, Crazy, (those members who live and breathe BNI).

Where do you think that you would come on Anthony's Crazy Lazy Scale?

Anthony also revealed the identity of the person that gave him the inspiration for the scale, his once fellow chapter member and mentor. Why not have a read of the Harlequin newsletter and see if you agree with him? (Page 3)

The Networker
http://www.bnitwickenham.co.uk/docs/thenetworker.pdf

It’s Summer!

2009-08-13T19:58:00.000+01:00

13/8/09

The last few meetings that I have attended have each had three or four members absent, and when I have mentioned this to the Leadership Teams they have all pretty much said the same in reply, ‘It’s the holidays. What can we do?’

And, to a degree, I guess that I have to agree with them.

At one of the chapters the Education Co-ordinator covered absence in their education slot. I myself have tried sending a link to my blog on substitutes to members that have not arrived for a meeting. But with some members it just seems that when the holiday season arrives, as they are not (for the next few weeks) looking for any business they just don’t bother thinking about their chapter.

If only these members understood the damage that they were doing to their credibility and their prospects of a good amount of future business.

Let’s consider future business first. Most businesses benefit from a steady flow of work. Not feast followed by famine. And, every businessman must have heard that the time to advertise for more work is when you are busy, not when work has dried up.

So, when you return from your two or three week summer break, what you really need is a full order book, not several weeks of letting your customers (and fellow BNI members) know that you are open again for business. With reliable substitutes and a few well crafted 60 Seconds you can come back to a diary full of appointments.

But, even more important, is what holiday absence does to your credibility.

What does it say about you and your business if you can’t find anyone to sub for you? Can’t be bothered to find any substitutes? Your substitutes don’t turn up? You don’t give your substitutes a good and different 60 Seconds each week?

Nothing good!

Every one of the above will affect your credibility to a greater or lesser extent.

So, if you want more business long-term from your chapter, always find a substitute and never think that it doesn’t matter if you don’t find one. Because it does!

John Frye has fun!

2009-07-28T18:52:00.000+01:00

28/7/09

BNI Tudor’s photographer, John Frye, had some fun at his meeting this morning. He shot a couple of panoramas, each consisting of between six and eight shots, which he then ‘stitched’ together in Photoshop.

http://gallery.me.com/john.frye#100083

As John says, it was a bit of fun for him, but I think the results are excellent, and it was a great way of showing the chapter what he can do.

Next Day Delivery

2009-07-26T09:50:00.000+01:00

26/7/09

At a recent seminar I attended, one of the points made by the speaker Rob Brown was that ‘Speed Stuns’ and I guess that in truth we all know that, but in practice things just slow us down.

Well this week I was stunned by speed – twice!

I was visiting the Hogarth chapter in Chiswick ( London ) and had offered to take a friend, who was substituting, along with me in my car as we both live in Teddington. After the meeting I was involved with the Leadership Team, so my friend went for a bit of window shopping. Unfortunately, when we arrived back at my office she discovered that she had left her diary in a bank she had popped into.

With the use of the internet and a couple of phone calls the diary was soon found. However, neither of us had time to return to Chiswick that day to recover it, and the bank couldn’t post it, but my friend needed the diary urgently as it contained the details of all of her up coming meetings. I suggested contacting a member of the Hogarth chapter and seeing if they could help.

We chose a member who had an office near to the chapter meeting place and gave them a call. The member in question said that it wouldn’t be a problem to collect the diary and post it. It was better than nothing and in a day or so the diary would be returned.

Imagine my friend's delight when early the next morning the diary arrived on her desk!

It just so happened that the same day I emailed the same Hogarth member for a couple of their company’s catalogues and a few of their business cards. The next day they too arrived on my desk.

Delivering your sales literature fast is certainly impressive, but going to the trouble to collect something for someone you hardly know and getting it delivered the next day, is something special.

We talk a great deal about credibility in BNI, about knowing, liking, and trusting someone. Well, this new Hogarth member has certainly got off to a speedy start in my book.

I mentioned Rob Brown to the member concerned and that he had talked about how speed stunned, and their credibility rose even further, as their reply was ‘only if you give the customer what they want’.

So, speed does stun and if you give your customer, or your fellow chapter member, what they want, your credibility will certainly rise.

The catalogue I asked for was a baby catalogue from Perfectly Happy People and you can contact Jane Johnstone by email at: jane@phpbaby.com

Have you had a better offer?

2009-07-22T19:57:00.000+01:00

22/7/09

I’ve heard of a similar thing happening twice recently and I have to say it worries me, not only from a BNI point of view, but also from a purely business perspective.

The first occasion was when a person rang to confirm an appointment that had been made some weeks earlier, only to be told by the company concerned that they were just about to call them, to let them know that they couldn’t make the meeting because something urgent had come up.

The second example was, in fact, even worse: the company concerned rang the customer the day before they were due to carry out the work, to let them know that they wouldn’t be coming because they had secured a more profitable job!

Business wise both of these instances are very short sighted, but telling a prospective client that you are taking on a more profitable job than theirs is, well, just unbelievable.

Overall, to my mind any way, it’s just bad business. But in BNI terms it could mean death!

Neither of the members concerned is ever likely to refer these companies again. Having been told about these two companies I too would not refer them. So, think of the potential business that has already been lost.

On top of this, one of the companies concerned was being tested. A large contract was due to be placed. Obviously they didn’t get it.

Now you may be asking why I wouldn’t refer these companies in the future, as obviously from time to time things go wrong. And, of course you are right.

But, the point is this. Yes things do go wrong on occasion, but under normal circumstances it’s your credibility and reputation that is on the line. It’s your customer to lose and so your choice.

But in BNI, it’s my reputation and credibility as well as yours that are at stake. Can I really recommend someone that I know could let down my best customer at the last moment? I don’t think so, do you? And, what is more, it’s not even just my credibility that is at stake, it’s the whole chapter’s, since if my judgement is proved to be unsafe, I will never be trusted again by my contact.

So, if you really want to build your credibility in your chapter never let down someone that has been referred to you. BNI is so much more than just a one-off job!

Do you wear blinkers at your BNI meeting?

2009-07-16T21:38:00.000+01:00

16/7/09

It often happens at networking events, but it should never happen at a BNI meeting. And yet it did this week!

A new member of a group was left on their own. I was busy sorting out some papers for the meeting and watched as she stood not knowing who to talk to; everyone seemed so deep in private conversations.

Finally, I was able to join her and ask how she was, could I introduce her to someone? But she said that she had tried to join in a conversation or two but no one seemed that interested.

To say I was stunned is something of an understatement!

My first thought was what were the Visitor Hosts doing? Having scanned the room I could see that they were all busy, although not with new visitors or visiting substitutes. I then looked for the Leadership Team and they to all seemed to be doing something. And lastly, I looked at the other members; they too seemed busy, deep in conversation with each other or just waiting for a coffee.

Neglecting a visitor or not, can often be the difference between that visitor wanting to join your chapter or not. So, whether you are a Visitor Host, Leadership Team member, or a member, please never leave anyone on their own.

Take your blinkers off and make sure you watch out for anyone left on their own. Not just visitors, but also substitutes and new members. On occasion even established members can’t find a conversation to join.

Imagine how you would feel left on your own in a room full of people and take action!

How well do you know your referral?

2009-07-09T21:11:00.000+01:00

9/7/09

Most of us when given a referral thank the member who gave it to us, check what it is about, confirm the contact details, and then off we go.

We then contact the person concerned, say who introduced us, and talk about the referral, hoping that this will lead to a meeting and then the opportunity to do some business. And, with a good referral this is exactly what happens.

But, how about this for an idea? Tim Cook, one of the National Directors of UK and Ireland, suggested the following as a great idea for increasing the chances of turning a referral into a valuable piece of business. His idea is really simple, but I wonder how many of us have had the same idea?

Before you contact the person referred, go back to the member who gave you the referral and ask for some background information on the person. Not too much, just enough to give you a better chance of making a connection. After all BNI is all about liking and trusting each other and building relationships. So why not get some additional facts that might help you bond more quickly with the person referred?

So, if you want to increase your conversion rate of referrals into actual business why not give Tim’s idea a try?

Did you sign in at training?

2009-06-28T17:53:00.000+01:00

28/6/09

Just lately I have had a number of members tell me that the training report on BNI Net is wrong with regard to the number of workshops that they have attended.

As with all record keeping, any record can only be as accurate as the information that has been supplied, and I think that this is where the workshop booking-in system and therefore record keeping sometimes can break down.

I have been to a number of workshops recently, both as a member, and Regional Director, and I have noticed that not all members sign in.

On occasion this is because there is a queue at the booking-in desk and the member has got side-tracked, at other times it’s just because they don’t even attempt to sign in.

Furthermore, at a recent work shop that I was helping at I counted the number of people in the room against those that had signed in. The list was two names short, but despite asking the members in the room to check that they were signed in during the coffee break, no one did (I even added that their attendance at the workshop would not be recorded if they were not signed in).

Then this week I queried with a member I knew had been at a workshop, a few days earlier, why she was not on the list of attendees that I had received from BNI Head Office, and she said that people were just sitting down when she arrived, so she just took her place and forgot to sign in later.

So, please may I suggest that if you want to ensure that your training record on BNI Net is correct - REMEMBER TO SIGN IN.

Hogarth Rocks!

2009-06-20T12:06:00.000+01:00

20/6/09

Thursday 18th June 2009, venue the London Rowing Club in Putney, occasion, the debut performance of the Hogarth Hogs (maybe their first and their last!).

The Hogarth chapter of BNI (Chiswick) was the first chapter in England to take on six new members in the recent Power Team drive. To date they have taken on over ten new members as a result of their efforts and to celebrate they decided to use some of their prize money to have a party as a reward for all of their hard work and also to welcome the new members into the chapter.

On arrival members were greeted with a glass of Champagne on the balcony of the club overlooking the Thames and rowers below. Then it was down to a little work!

Speed One2Ones. New members being paired with the more long term members, each pairing being given three minutes to discover things about each other, until everyone had had a chance to introduce themselves to everyone else. Well, that was the plan - I think it got a little lost somewhere!

One thing that I discovered was that Yvonne Arzt, the chapter’s Membership Co-ordinator and Interior Designer, had worked in Israel on a large project.

We then sat down to an excellent three course dinner and I was lucky enough to sit with Alex Hutchings (Plumbing & Heating), as during the meal we discovered that not only did we have a part of the country in common, but that we both have a passion for cooking and, what’s more, similar dishes.

Then, just before the sweet was served, we were given a taster of what was to come: Norwegian Wood, a duet by Yvonne Arzt and Etienne Baird, accompanied by Will Cheng on guitar.

So, after coffee we were given our instructions to come close to the stage, standing only, after all ‘this is a rock concert!’

The Hogarth Hogs opened with ‘I saw Her Standing There’ (Beatles), included a rousing rendition of Johnny Be Goode, with some very passionate vocals by Jonathon Hughes (Secretary/Treasurer), and ended with ‘Don’t Look Back in Anger’ (Oasis). In between were some superb guitar solos by Will Cheng and AIan Macdonald (Chapter Director), very tidy drumming from Colin Woodley, all backed up by Roger Severn on bass.

Sadly, there was to be no encore as the band had only learnt just enough songs for their performance during their two rehearsals.

As we once again stood on the balcony, this time watching the tide rise, the talk was all about when the Hogarth Hogs might play again and if Ashley Winston (Car Finder) would have to move his Rolls Royce before the tyres got wet!

A great evening and one that I was very happy to have been invited to. What’s more, I can see the headlines now – Hogs Rock!

Hogarth Hogs are: Alan Macdonald (guitar), Will Cheng (guitar), Roger Severn (bass), Colin Woodley (drums), Jonathan Hughes (vocals), Etienne Baird (vocals) and Yvonne Arzt (vocals).

Photography: Philip Coulson

Focus on your credibility not selling

2009-06-14T19:50:00.000+01:00

14/6/09

I was reading SuccessNet Online recently and came across an article in the ‘My BNI Story’ section which had the title ‘The $3M Dollar Deal’. Well, I had to have a look! Wouldn’t you? It was only a very short piece and, in fact, these eight words were all that were really needed: ‘I focused on building credibility instead of selling’.

Something that a great many BNI members forget is that BNI is not about selling. Selling, if you listen carefully, is seldom mentioned but, on the other hand, Know, Like and Trust are always talked about. And what do Know, Like and Trust all add up to, other than your credibility?

So, if you would like to improve the value of the referrals that you receive, I suggest that you take the advice of Connie Rankin and concentrate on your credibility rather than just selling.

The $3M Dollar Deal
http://successnet.czcommunity.com/my-bni-story/the-3m-dollar-deal/2900/

Regional Director caught on film!

2009-06-13T15:19:00.000+01:00

13/6/09

I was invited to observe at a special presentation skills workshop organised by Anthony Wood, photographer, of the Harlequin chapter, for eight of his fellow members where they would each be filmed and then given feedback on their 60 Seconds.

After they had all had the opportunity to present, it was suggested that I might like a turn as a Regional Director. This was one of those moments! – I had to have a 60 Seconds ready to give.

You can see the result by clicking on the link:
http://www.youtube.com/watch?v=qAU6zSs2mmE

Have you let anyone down recently?

2009-06-03T20:58:00.000+01:00

3/6/09

Trust is a major factor when it comes to people referring you. Let’s face it, however good you think a member's service is, would you easily recommend them if you couldn’t completely trust them?

I’m guessing that the answer is probably no – certainly I know that I would think twice.

It’s really important that we don’t raise people’s hopes by making a promise only to dash them by breaking that promise. It wrecks our credibility and therefore any trust that person has in us.

Now I am not talking big events here; it’s the build up of those small broken promises that do the real damage.

Have you ever said to someone, ‘I’ll call you in the morning’, and not done so? Or, ‘I’ll pop it in the post’, and forgotten? Maybe, ‘How about coffee on Thursday?’ and totally forgotten about it. Even, set a date for a meeting, ‘no fail’ you said, and then changed it.

The list is endless, but each is a promise broken. Sooner or later people will stop believing you and with that goes your credibility. And, after that goes the trust a person had in you.

The result of all this is fewer referrals.

A member asked me recently how they could improve their image within the chapter, get more referrals, and my answer was easy. Keep your promises I advised, as only that very week someone else from the chapter had complained that they had stayed in all morning waiting for a promised phone call from this member!

Just out of interest – who does your printing?

2009-06-01T22:31:00.000+01:00

1/6/09

No, I’m not asking for a referral for my company Imperial Printers but it’s a great line to use when looking for referrals for someone in your chapter.

Of course you may have to change the ‘Who does your printing?’ part, if you don’t have a printer in your chapter!

But what a great line and it is so easy to use. I can imagine myself as Columbo (I’m watching the re-runs, only joking), turning as I am about to leave a meeting and asking that ‘killer’ question, ‘Just out of interest – who does your lawn-cutting?’

It works with just about any type of business. ‘Who does your payroll?’, ‘Who services your car?’, ‘Who does your book-keeping?’

Then, depending on the answer, you have the perfect start to a conversation that may just lead to a referral. Ask your contact if they are happy with the service that they are getting from their current supplier. Would they be happy to speak to a good friend of yours that is looking for more business and that you can recommend.

Or, you may get lucky and they say, ‘Why? Do you know someone? I really need to contact someone now.’

So, why not give it a try this week. Pick someone in your chapter that you would like to find a referral for and every time you leave a meeting this week, or are about to end a telephone conversation, ask ‘Just out of interest – who does your xxxxxxx?’

Ask for Feedback

2009-05-18T21:51:00.000+01:00

18/5/09

Recently, my Area Director was telling me about a chapter visit she had made, and in particular about the 60 Seconds she had listened to. Or, to be more precise, one she had not heard.

She had turned to the member beside her and whispered, ‘I didn’t hear anything they said!’ And the member replied that in over a year that they hadn’t heard anything either!

I won’t tell you anything else of the story, other than to say that if there is someone in your chapter that you can’t hear, please be a good friend and let them know.

However, it got me thinking. Does any of us really know what our fellow members think of our 60 Seconds? Not just can they hear us, but do we educate them? Is our message clear? Do they know what we are looking for? Are they crystal clear about exactly what we do?

We might think that we are doing a great job, but, especially if referrals are low, do our fellow members agree?

So, I have a couple of ideas that you might like to try. The first is easy. Every time that you have a One2One make it one of your questions. Ask if your 60 Seconds are providing the right kind of information to help find you referrals.

The second idea is more difficult to do and may result in you opening yourself up to some harsh truths, but may well result in some great business in the future. Find someone in the chapter whom you really trust and whom you know will be objective and ask them to give you some real feedback on your 60 Seconds – warts and all.

If they agree, don’t take what they say personally. You asked for their help! Consider their observations and suggestions, and, if you agree, change your 60 Seconds accordingly. And then ask them for their feedback again.

Oh, and why not ask them if they would like some feedback on their 60 Seconds?

What are you talking about at 6.30am?

2009-05-11T23:12:00.000+01:00

11/5/09

Most good BNI members arrive at around 6.30am for their weekly chapter meeting, leaving again at just after 8.30am to continue their day's work.

The open networking part of the meeting from 6.30am until 7.10am, when the formal part of the meeting starts, therefore represents around 35% of the total meeting time.

Now, I have a question for you. Would you spend 35% of your working week talking about sport, or what you did last night? Well that is exactly what some members do at their BNI meeting during the open networking part of the meeting.

Now I’m not suggesting that the whole of the time from the moment you arrive at your meeting until the time that you sit down for the formal part of the meeting should be all work. But, should you be spending all of that time on casual chit-chat? How much work would you get done during your normal working week if you spent 35% just talking about the weather?

So, make the most of the open networking part of your weekly meeting. Have a plan, of course catch up on last night’s football scores with your best mate, that’s all part of building a great relationship, but also use the time to find out how you can help your fellow members and also to let them know how they can help you.

Know your 10 Minute Speaker!

2009-05-07T22:48:00.000+01:00

7/5/09

Something that really impressed me at the recent BNI Directors' Conference in Amsterdam was the way in which David O'Dell introduced the speakers. He had been given a biography on the person that he was to introduce, but instead used his own personal knowledge of the speaker, gained from the relationship he had with them, to make the introduction. Not only did it build his own credibility but it gave a far better and warmer introduction to the person he was introducing. It was genuine and really demonstrated his liking and trust of the person concerned and really started the whole presentation in a very positive way.

This was so much better than the often badly read, married to so and so, children none, pets none, home town, Oh, can't read that but I think it says they were there for eleven years, and so it goes on. What does that say about the person and what you think about them?

So, Secretary/Treasurers how about this for an idea?

If you don't already know the 10 Minute speaker really well, how about having a One2One with them a couple of weeks before they are due to speak? Not only will you be able to give them a much better introduction, but you will be building your own credibility, and increasing the number of referrals you pass between each other. But may I suggest that it might be worth asking the speaker if they mind you doing your own introduction of them just in case there is something in their biography that they really want the group to know.

Overall this is what they call a Win, Win, Win situation!