Episode 387: Using or Abusing Your Subs

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Synopsis

Steve Tannuzzo returns this week to continue the dialogue on the subject of substitutes.

Priscilla’s BNI chapter has rebelled against the directive not to allow substitutes to talk about their own businesses. They think that both substitutes and visitors should be able to give their own infomercials, in order to reward substitutes for making the effort to come to the meeting.

Steve says that every chapter offers those same objections when introduced to this ideas. The answer is to consider how much more money your chapter will make if substitutes only speak for the person they are representing.

Visitors are there to talk about themselves and sell themselves as potential members; substitutes are there to talk about YOU.

It was never the intent of the substitute program to be “visitor lite.” If you put your BNI chapter—and your own business—ahead of the good of the substitute, it should be easy to make the change. Inviting a substitute who doesn’t know you or your business is an abuse of the intention of the system.

If your group is resisting the idea of using substitutes as originally intended, play this podcast for them.

How is your chapter handling substitutes? Post your comments here.

Brought to you by Networking Now.

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Episode 386: There’s No Substitute for a Good Substitute

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Synopsis

Steve Tannuzzo joins Dr. Misner this week for what they expect will be one of the most unpopular podcasts in BNI history.

It’s important to understand the appropriate use of the substitute program in BNI. Massachusetts BNI piloted a substitute program in 4 chapters, two very successful, two not so successful. All four chapters and their revenue grew. One chapter went from 18 members to 50 and $200,000 to more than $1 million in revenue.

The core of the program is that substitutes do not speak about their own businesses.It was never Dr. Misner’s intent for substitutes to be able to give their own 60-second presentations.

When the same substitute attends frequently and talks about his or her own business, it’s good for the individual, but not for the chapter.

Good substitutes are valuable to the chapter by giving great presentations about the person they’re representing. Substitutes are not there for themselves: they’re there for you.

Don’t accept mediocrity when excellence is an option. Try this in your own chapter.

Brought to you by The Global Networking Show.

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Episode 385: Continuous Partial Attention

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Synopsis

We’re living in a world that’s more connected than ever, but that leads to a state of continuous partial attention. This can really devastate both your personal and your professional networking efforts. The inability to let go of our mobile devices interferes with our ability to be present with the people in front of us. It sends a message that the people we’re with aren’t as important as the pings from our phones.

A visitor to Priscilla’s chapter said that she didn’t want to join because of the number of people who were using their iPhones during the meeting instead of participating in the meeting. After that, the chapter decided to make meetings a device-free zone. Despite the anxiety this provoked, the meetings were much better after this.

Turn off your notifications when you’re trying to concentrate. Focus on the person you’re talking to or the event you’re attending. Multitasking is a myth.

What are your experiences with continuous partial attention, and how have you turned it around?

Brought to you by Networking Now.

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Episode 384: The 5 Most Important Hiring Traits

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Synopsis

Dr. Misner’s guest today is Steve Suggs, author of Can They Sell–Learn to Recruit the Best Salespeople. Steve joins Dr. Misner to talk about a new topic: how to hire employees.

Where do you find qualified individuals?

It’s important to have a recruiting referral network, because the best people don’t always have their resumes posted online. They may not even be looking yet. Look for community leaders in networking organizations and service organizations, and check with the career services departments at colleges and universities.

What are the traits you look for in a top performer?

  1. Character
  2. Attitude
  3. Motivations
  4. Personality
  5. Skills and Competencies

How do you measure these traits?

Character, attitude, and motivation are behaviors, and we can measure them with interview questions. For personality, there are many assessments provided by science.

Can you recruit BNI members the same way?

The 5 traits of a top-performing employee will also identify a top-performing BNI member, particularly character and attitude.

Brought to you by The Global Networking Show.

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Episode 383: “You Do the Math” (Classic Podcast)

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This is a rebroadcast of Episode 198.

Synopsis

Certified Financial Planner Dan Romero joins Dr. Misner today. Dan is part of the BNI Diamond Club in Santa Ana and has been a BNI member since 2002.

This episode is called “You do the math” because Dan estimates that he could cover 650 years of BNI dues in what he gets out of one year’s membership in BNI. His business has so far gathered $25,963,639 in assets from referrals or referrals that come from referrals. For Dan, the ROI of BNI membership is impressive indeed.

So why are Dan and his chapter so successful?

  1. Givers gain. Taking time to get to know the other members, make introductions, and give referrals. This generates trust and puts you top of mind.
  2. Sponsoring people into the group. This guarantees a quality group and grows the chapter faster. Larger chapters generate more business.
  3. Serving on the leadership team. This creates visibility and also demonstrates reliability and trustworthiness, encouraging people to give you referrals.

Disclaimer

Daniel Romero (California Insurance Lic #: 0C54180) is a Registered Representative with and Securities & fee based asset management are offered through LPL Financial a Registered Investment Advisor and Member FINRA /SIPC. For a list of states in which I am registered to do business, please visit RomeroWM.com. No information provided on this site is intended to constitute an offer to sell or a solicitation of an offer to buy shares of any security, nor shall any security be offered or sold to any person, in any jurisdiction in which such offer, solicitation, purchase or sale would be unlawful under securities laws of such jurisdiction.

Third-party posts found on this site do not reflect the views of LPL Financial or Romero & Levin Wealth Management, Inc. and have not been reviewed by the LPL Financial as to accuracy or completeness.

Brought to you by Networking Now.

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