Synopsis

Dr. Misner’s special guest for this episode is Michael Altshuler of Sales Quenchers mobile on-demand sales training. (That’s training delivered to your cell phone.) Sales Quenchers helps businesses find time for training.

So what makes Sales Quenchers different?

1. On-demand training through any mobile phone.
2. You get less and learn more with actionable sales tips.
3. Every tip is available in both audio and text format.
4. World-class sales experts in several categories (like Zig Ziglar, Brian Tracy, Bob Berg, and Ivan Misner).
5. Reinforcement through repetition and multiple channels.
6. Less time, more often: 3-5 minutes a day adds up.
7. Customized content.
8. Guaranteed results.

Special offer for BNI members: use the discount code “network1.”

Brought to you by Networking Now.

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 BNI 052: Sales Quenchers and BNI [12:34m]: Play Now | Play in Popup | Download

Synopsis

Chapter 8 of Givers Gain covers the years 1998-2000. It was during this period that Dr. Misner realized he needed to write a book about networking to educate BNI members, and wrote The World’s Best Known Marketing Secret.
The surprise discovery was the media benefits of publishing a book. Thanks to his 10 books, Dr. Misner has been interviewed well over 1000 times. His first live TV appearance was right after the Village People and his book nearly set the host on fire.

Since that time, Dr. Misner’s books have become a vital part of the BNI culture.

Four main factors determined BNI’s phenomenal growth during this period:

1. Had already built a solid foundation for BNI.
2. BNI is locally owned an operated.
3. Jumped the borders and started spreading into new countries.
4. Gained greater exposure through publishing books.

Brought to you by Networking Now.

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 BNI 051: Givers Gain, Chapter 8 [14:43m]: Play Now | Play in Popup | Download

Synopsis

How do you avoid people whose only interest in networking is “What’s in it for me?”

• Look for the signs of people who believe in giving as part of networking:

1. They ask how they can help you—and really mean it—before they ask you for anything.
2. They show that they’re willing to work on creating a professional relationship over time.
3. Those who make the time to go beyond normal business interactions.
4. They try to bring business and contacts to you before asking for your contacts.
5. They give of their time and knowledge to help their referral sources succeed.

• Immerse yourself in the process of relationship building:

1. Join multiple networking groups, so you can have both breadth and depth
2. Meet with people frequently and regularly.
3. Meet with people outside of networking functions.

Remember: it’s not what you know, or who you know, but how well you know them.

Brought to you by Networking Now.

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 BNI 050: What's in It for Me? [09:55m]: Play Now | Play in Popup | Download

Synopsis

Even though BNI wasn’t founded to train people to speak in public, participating in a BNI group builds self-confidence in front of groups. Many people fear public speaking more than death.

One early BNI member threatened to quit rather than give a 10-minute presentation. Dr. Misner suggested that she make up questions to ask the group and have members guess whether the answer was “True” or “False.” Because she didn’t think of herself as “speaking,” she was able to be humorous and informative and give a great presentation.

Five suggestions:

1. Prepare, prepare, prepare. Don’t wing it, and don’t read a script. Practice in front of a mirror.
2. Be specific and talk about the things you know best. Focus on 2 or 3 areas.
3. Use handouts, visuals, or PowerPoint slides to support your presentation.
4. Remember: you’re the expert.
5. Be creative. Think of some way to communicate this information in a way that you feel comfortable.

If you want additional information on this subject, check out the article on page 103 of Dr. Misner’s book Masters of Networking.

Brought to you by Networking Now.

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 BNI 049 - Conquer Your Fear of Public Speaking [10:11m]: Play Now | Play in Popup | Download

Synopsis

On average, the United States goes through some type of recession every five or six years. So stop worrying about whether we’re going to have a recession, because we will. (And so will every country in the world.)

That doesn’t have to stop you from having a great year, though. Recessions bring opportunities if you’re ready to take advantage of them by using the network you’ve established over time. BNI members have an advantage in a recession because they have a network in place.

You can’t control the economy, but you can control your response to the economy. Here are some tips to help you.

1. Diversify your networks. Participate in your local Chamber of Commerce and other business networks.
2. Be visible. Get out and meet people—and don’t let them bring you down.
3. Learn how to work the meetings you attend.
4. Be prepared with effective introductions and presentations.
5. Develop your contact spheres.
6. Establish a goal and reverse-engineer it.
7. Reward your top referrers.

Brought to you by Networking Now.

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 BNI 048 - How to Combat a Slow Economy [12:46m]: Play Now | Play in Popup | Download