October 28th, 2009
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Synopsis
This week Dr. Misner continues his discussion with Dr. Mark Goulston, author of Just Listen.
The topic for this week is how to take listening from being transactional to being transformational. To do this, you need to get them to uncross their arms—literally and figuratively—by getting them to talk about their passion.
One question you can ask is “Imagine you wake up five years from now and life is perfect. What do you see in your career? What are you doing?” That conversation can transport people into a future that they’ve never thought about. It’s amazing how you will bond with that person.
That’s the kind of question that would be perfect for a one-to-one in BNI.
For some great free resources, including questions to ask in order to delegate more effectively, visit JustListentheBook.com.
Brought to you by Networking Now.
Continue reading “Episode 128: “Turbo-charging Your One-to-Ones”” »
October 21st, 2009
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Synopsis
This week Dr. Misner talks to Mark Goulston, MD, the author of Just Listen.
Here are some of the tips Dr. Goulston offers about listening:
- Listening reduces anxiety—for the listener as well as the speaker.
- Instead of interrupting, say “Tell me more about that.” You’ll get a better result.
- World-class listeners care less about being right than about helping people.
- Not managing your own anxiety makes it hard to listen—and hard for people to listen to you.
- Instead of interrogating people, invite them into a conversation by letting them fill in the blanks in statements.
You can sign up to get free resources, including the first chapter of the book and the Two Questions series at http://www.justlistenthebook.com/resources/.
Tune in next week for a second interview with Mark Goulston.
Brought to you by Networking Now.
Continue reading “Episode 127: “Get Through to Absolutely Anyone”” »
October 14th, 2009
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Synopsis
A referral relationship is more than just doing business. You need to find common ground on a personal level.
One exercise that can help accomplish this in a BNI chapter is the GAINS Exchange, discussed in Episode 5 of this podcast.
Even though many members are reluctant to do this exercise, it has tremendous results.
Two guys who had barely spoken to each other in their first year in one chapter formed a relationship over their shared interest in soccer and began passing business to each other as a result.
Ivan encourages Priscilla to go back to her BNI chapter and propose a new GAINS Exchange exercise.
See Business by Referral for more on this topic.
Brought to you by Networking Now. Enter “freesixmonths” for a six-month free trial and get access to live teleconferences with Dr. Misner.
Continue reading “Episode 126: “Networking—It’s More Than Just Talking Business”” »
October 7th, 2009
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Synopsis
This week Dr. Misner brings us a great metaphor from a BNI director in South Dakota and a BNI member named Bill:
Networking will never work if you’re here for yourself. You need to take off your bib, put on your apron, and learn to serve other people.
Here are 12 ways to do that.
- Provide referrals.
- Make introductions.
- Arrange a meeting.
- Invite people to meetings.
- Endorse people’s products and services.
- Display their literature in your office.
- Distribute their information.
- Announce their events.
- Nominate people for awards.
- Follow-up on any referrals they give you.
- Serve as a sponsor.
- Publish information.
Brought to you by Networking Now.
Continue reading “Episode 125: “Take Off Your Bib”” »
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