May 2010 Archives - The Official BNI Podcast

Episode 156: “A Referral Is a Referral, Right? Wrong.” Part 2

May 26th, 2010

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Synopsis

Make sure you listen to Part 1 of this topic.

This week Dr. Misner addresses the next five levels of referrals, starting with number six. Each level is more desirable than the last.

Your referral source makes a personal phone call on your behalf.
Your referral source arranges a meeting between you and the prospect.
Your referral source introduces you to the prospect in person.
Your referral source assesses the need and interest of the prospect.
A closed deal: your referral source makes the sale for you.

Your best source of referrals is your power partner, because that person comes into contact with prospective clients and customers all the time.

Brought to you by Ask Ivan Misner.

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Episode 155: “A Referral Is a Referral, Right? Wrong.” Part 1

May 19th, 2010

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Synopsis

All referrals are not created equal. They very in quality depending on how much effort your referral source has invested in preparing them. This week we’ll talk about the first 5 levels, starting with the lowest levels first.

Name and contact info only.
Source gives prospect your literature and company information.
Prospect is expecting your call.
Source has given prospect a testimonial or letter of recommendation.
Source writes a letter (or e-mail) of introduction and promotion.

Brought to you by Networking Now.

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Published In: Referrals
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Discussion: 3 Comments

Episode 154: “25 Years of BNI”

May 12th, 2010

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Synopsis

This year BNI celebrates its 25th anniversary. In 25 years, the organization has gone from a spare room in Ivan’s house to a multi-national with more than 1000 employees worldwide. Last year BNI members passed 6.2 million referrals and generated $2.6 billion in business.

BNI’s first employee and four of the original founding members are still with the organization.

BNI is now working on the single largest project in its history: BNI Connect, which not only integrates an online social network with the in-person networking, but connects chapters around the world to each other. Watch for the catchphrase “Local Business, Global Network,” which BNI has trademarked.

We believe BNI is the world’s largest business networking organization because we spend so much time on education and training. Take advantage of it.

Exercises:

Check in with your chapter and see who’s been there longest. Find out about the history of your group.
Keep an eye on SuccessNet for further developments with BNI Connect.
Read Givers Gain if you haven’t already.

Brought to you by Ask Ivan Misner.

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Published In: Givers Gain | History of BNI
SOLUTIONS FOCUSED COMMENTS ARE WELCOME
Discussion: 6 Comments

Episode 153: “The Greatest Weakness of Networking”

May 5th, 2010

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Synopsis

This week Dr. Misner joins us from BNI’s German-speaking conference in Switzerland to talk about a Referral Institute-sponsored study.

In response to the first question, “Has networking played a role in your success?”

91.4% of respondents said yes.
6.0% said no.
2.7% said the question was not applicable.

In response to the second question, “What do you feel is your greatest weakness in networking?”

27.6% said “Being unable to turn relationships into business opportunities”
22.6% said “Using a follow-up system.”
22.0% said “Approaching someone for the first time.”
11.8% said “Knowing how to gracefully close a conversation.”
8.7% said “Other”
7.3% said “Continuing a conversation after a few minutes.”

For those whose weakness is follow-up, Dr. Misner recommends Relate2Profit, which uses the BNI V(isibility) C(redibility) P(rofitability) process. BNI members can use the discount code ASK-IVAN to get 50% off for life.

Brought to you by Networking Now.

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