Episode 376: A Global Approach to Networking

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Synopsis

Andy Lopata, co-host of The Global Networking Show, joins Dr. Misner this week to talk about networking globally and strategically.

Most networking training focuses on networking skills rather than networking strategy. Knowing how to network is good, but you need to know what your intended outcome is for any networking group or meeting.

The mindset of BNI is “Givers Gain,” but that doesn’t exclude setting goals for the number and type of referrals you want to get and how to help people give you the best referrals.

Picture a conversation between your “champion” and your prospect. What is your prospect going to say that cues your champion to think of you? It won’t often be the obvious thing, e.g. “I’m looking for a great financial advisor.” Instead, it will be a statement of a major life change that a financial advisor can help with.

Make sure your statement about who you want to meet can pass the ten-year-old test. Will a ten-year-old not only understand it but listen all the way to the end? Be as specific as possible.

The only differences in networking globally are the macro-cultural differences.  Ultimately, people are very similar. Business around the world is about building trust.

Networking strategy comes down to investing in relationships, no matter where you are in the world.

Brought to you by The Global Networking Show.

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Episode 375: The Number 1 Trait of a Master Networker (Classic Podcast)

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This is a rebroadcast of Episode 138.

Synopsis

BNI conducted a survey for the book Masters of Networking that asked business professionals what the most important traits of a master networker were. The most important trait was following up on referrals. Not giving them, following up on them.

See Week 20 in The 29% Solution, “Follow Up Today,” for a networking follow-up report card.

Remember, the best system for following up is the one you’re going to use.

There are many kinds of follow-up. You should follow up when you meet a person, not just when you get a referral. Following up is part of building a relationship, not just closing a deal.

Leave us a comment to tell us about your experiences with following up.

Brought to you by Networking Now.

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Episode 374: $1.1m in Closed Business–in One Week

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Synopsis

This week Dr. Misner shares one of the biggest weeks ever in BNI, from the BNI Professionals of Bellaire chapter in the BNI Houston West region. This chapter passed $1,132,087 in closed business in one week!

Director Consultant Louis Sokol explains that this was accomplished through strong but small power teams in constant communication. Four members of their group are commercial trade members and $1 million of the business listed above was commercial business, but this was not just one big sale. What increases referral power is increasing interaction between members.

If you belong to BNI Professionals of Bellaire, we’d love to have you share your experience of generating so much closed business in a week.

Brought to you by Networking Now.

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Episode 373: You Gotta Know Your Audience

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Synopsis

This story comes from Dr. Misner’s trip to Paris with his wife this summer. They met up with a friend who had been at a private jet show. All the attendees received an iPad loaded with apps to help them shop for their jets. Every prospect was impressed with this except one: Bill Gates. The founder of Microsoft wasn’t amused to be given his catalog on an Apple product.

This story underlines how important it is to know your audience. A little more thought, a little more research, and the jet show organizers could have provided a Windows tablet for Mr. Gates and possibly won a customer.

Even if we don’t sell jets, it can pay off to do just this kind of research on our own clients and prospects. Knowing what makes an appropriate thank-you gift can make a huge difference.

If you’ve witnessed a situation where someone didn’t think about their audience and blew an opportunity, share it with us here in the comments.

Brought to you by The Global Networking Show.

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Episode 372: Tell a Story (Get Connected–Stay Connected 12)

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Synopsis

This is the final episode in the Get Connected–Stay Connected series, and Dr. Misner is doing it without a guest.

There are some great places to tell stories on BNI Connect.

When you edit your profile, under My Bio, you’ll find several topics like “My burning desire is to” and “Something that no one knows about me,” and “My keys to success.” There are a lot of places to tell your story in writing.

Here is Dr. Misner’s formula for storytelling. The most important suggestion is: re-live a story, don’t re-tell a story. The more you can engage in the emotion of the situation, the more impact it will have. Here are four points to remember.

  1. A story is a fact
  2. Wrapped in an emotion.
  3. It compels us to take action.
  4. It transforms us in some way.

For some good examples of stories, look at BNISuccessNet.com and look at “My BNI Story” and “I’m Connected.”

On BNI Connect itself, there’s a group called “Why BNI” which includes some great stories from BNI members.

The best place to find stories is your own experiences.

Brought to you by Networking Now.
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