Episode 413: You Achieve What You Measure (Classic Podcast)

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This is a rebroadcast of Episode 243.

Synopsis

In the course of research for his book Business Networking and Sex (Not What You Think), Dr. Misner found that people who had a system for tracking the money they generated were more likely to feel that networking played a role in their success.

Systems for tracking success

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Without a system, it’s very hard to tell how successful you are. BNI has developed a protocol to measure referral success in a way that doesn’t inflate the numbers. You can click here to download it from SuccessNet.

Read Dr. Misner’s post about this topic on SuccessNet.

Brought to you by Networking Now.

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Episode 412: Why Use Online Assessments?

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Synopsis

Tony Alessandra, CEO of Assessments 24×7 and co-author of Room Full of Referrals, joins Dr. Misner this week to talk about the value of online assessments.

These behavioral assessments, such as DISC and Motivators, measure why and how people do what they do. In conjunction with credentials and resumes, these assessments help HR make decisions about hiring and training employees. A 360-degree assessment includes feedback from other people.

Online assessments can also help with networking. If you know somebody’s style, you can adjust your approach to match the way s/he likes to communicate.

Dr. Alessandra has a BNI DISC assessment available for those who do not have an online assessment specialist within their own chapters.

Note: If your BNI Chapter has a member who offers DISC behavior profiles, please work directly with your BNI member to receive these services. This information is being provided to assist members who do not have access to this content within their own Chapter.

Brought to you by Networking Now.
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Episode 411: Using Power Teams to Attract Visitors

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Synopsis

Roger Gamble from BNI Seward County in Nebraska joins Dr. Misner to talk about creating power teams that fit your region. Seward County is very rural and the chapter had many members whose businesses related to farming, so the chapter created an agricultural (AG) power team in order to increase referrals to farmer clients.

The chapter started to hold “AG Focus Days” and inviting local farmers to attend. The farmers responded with interest and ended up doing business with chapter members–including some who are not part of the AG power team. The chapter is now considering having similar focus days for other power teams.

Has your chapter created power teams around local industries? Please share your experiences with bringing “consumers” to BNI meetings or events and your ideas for using power teams to bring in visitors and increase business in your chapter.

Read the post about the Seward County AG power team.

Brought to you by Networking Now.

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Episode 410: Three Common Delusions About Referral Sources (Classic Podcast)

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This is a rebroadcast of Episode 130.

Synopsis

This week Dr. Misner wants to expose three common delusions about referrals and referral sources.

  1. You should always get a referral when you’re in front of the referral source.
  2. To maximize your chances of getting good referrals, it’s best to move from one networking group to another networking group at regular intervals.
  3. Your best source of referrals is your customer.

Dr. Misner recommends creating a curriculum for your referral sources, breaking what you do down into 30-second or 60-second highly-focused sound bites that others in your BNI chapter or any other networking group can use to refer you to others.

Brought to you by Networking Now.

 [View the entire transcript of this episode]

Episode 409: Chapter Cycles

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Synopsis

All chapters go through cycles. There are up cycles and down cycles. Some of the best chapters in the world have struggled. The key is to recognize when you’re going through a down cycle and learn what to do about it.

It’s clear to Dr. Misner from PALMS reports that all chapters go through phases, and he’s discovered that members can get more from BNI by knowing what to do when in each of these phases.

The Supercharged Phase

These are chapters that are not willing to settle for mediocrity when excellence is an option. These are the biggest, best, most productive chapters to be in. Their leadership teams are committed. Their members are fully engaged in BNI Connect. They’ve done their CEUs.

The Engaged Phase

Chapters in this phase exude high energy and positive attitude. They effectively utilize one-to-ones and the GAINS Exchange. They have full attendance at membership trainings. They operate in a friendly environment with a culture of support. They have more members than average and enforce accountability. They don’t let the structure of BNI get in the way of having fun.

The Status Quo Phase

In this phase, chapters have become somewhat complacent. They’re starting to accept mediocrity. They think things are okay as they are and aren’t motivated to make improvements. They might or might not follow suggestions from their executive directors. They follow most but not necessarily all of BNI’s policies. The members have lost their enthusiasm.

The Stagnant Phase

Chapters in this phase have numerous problems: attitude problems, referral problems, poor attendance. They focus on problems rather than solutions. They tend not to follow the agenda or abide by BNI policies. They frequently view their local executive director as an outsider and not a resource. These chapters follow the path of least resistance and think it’s too much work to follow the program required for growth.

Almost all chapters go through all four phases, but really successful chapters spent most of their time in the Supercharged or Engaged phases, because they recognize signs of slipping and work to make changes.

Don’t reinvent the wheel. The existing process works extremely well for chapters that apply it.

Read more in Dr. Misner’s SuccessNet article, “Addition by Subtraction.”

Share your experiences with moving from the Stagnant Phase or the Status Quo Phase back to the Energized or Supercharged Phase.

Brought to you by Networking Now.

 [View the entire transcript of this episode]