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.
Sunday, 28 February 2010
Thursday, 4 February 2010
A boat in February!
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 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
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