November 2010 Archives - The Official BNI Podcast

Episode 182: “The Best 60-Second Presentation I Ever Heard”

November 24th, 2010

Podcast: Play in new window | Download | Embed

Synopsis

In a BNI meeting, the “memory hook” isn’t as important as when you’re meeting strangers. To give a great 60-second presentation requires specificity and asking for a referral.

The best 60-second commercial Dr. Misner ever saw was done by a florist in Chattanooga Tennessee. He used visual aids: a rose from a grocery store, and one of his own roses. He compared the two, demonstrating how far superior his rose was, and concluded by saying “There’s only 3 cents difference in price. Theirs is more.”

Why was this presentation so good?

He led with value.
He trained a sales force.
He was extremely specific.
It was memorable.

Remember, Specific Is Terrific. The more you can train a sales force, the better results you’ll get.

Brought to you by Networking Now.

View the entire transcript of this episode

Episode 181: “Turn the 80/20 Rule Upside Down”

November 17th, 2010

Podcast: Play in new window | Download | Embed

Synopsis

Jim Butcher from Capital Trust Realty, “retired” president of the East Texas and Houston East region of BNI, joins Dr. Misner to talk about how his chapter used Fast Track to ensure that every single member brings 3-4 referral every week. That’s more than 300 referrals per month, up from 100-150 before the program.

The Pareto Principle says that 20% of the people yield 80% of the results. Chapters that find themselves in this position are usually operating at the Visibility level of the VCP process. Once you get to Credibility, you can get 80% of the members bringing results.

One technique they applied is to focus their 60-second commercials on asking for referrals, and even asking for introductions to specific people.

Sign your chapter up for the Fast Track program at www.bninetworkingsecrets.com. Make sure to contact Flynn or Sara to arrange for additional coaching.

Brought to you by Networking Now.

View the entire transcript of this episode

Episode 180: “Success Is Not an Entitlement”

November 10th, 2010

Podcast: Play in new window | Download | Embed

Synopsis

This week is BNI’s International Conference; we’re celebrating 25 years since our foundation.

Today Dr. Misner has a rant in response to an e-mail he received after posting to his fan page on Facebook. It comes from his book Masters of Success.

Success is not an entitlement. It’s not a right or a claim that we should have. Yes, people have the right to pursue success, but that’s it. Success is most often earned, not handed over because you are entitled. If being successful were that easy, everyone would have the success he thinks he deserves. I think I was in my thirties before I truly understood and internalized that idea.

The secret to success without hard work is still a secret.

You can read the excerpt on Dr. Misner’s Entrepreneur.com blog.

Brought to you by Networking Now.

View the entire transcript of this episode

Published In: Success
SOLUTIONS FOCUSED COMMENTS ARE WELCOME
Discussion: 13 Comments

Episode 179: “The Networking Disconnect”

November 3rd, 2010

Podcast: Play in new window | Download | Embed

Synopsis

More than half the people at a 500-person networking event raised their hands when asked if they had come hoping to sell something, but not one had come hoping to buy something. This is the Networking Disconnect.

You don’t go to networking events to make sales. You go to develop relationships. To develop visibility and credibility. To teach people how to refer you. BNI’s VCP process is chronological. You have to start with Visibility and work your way through Credibility to Profitability.

If you meet a person at a conference rather than a regular networking meeting, make an appointment to follow up. Try connecting on an online network to maintain visibility and develop credibility.

Read Dr. Misner’s complete article on this subject at Entrepreneur.com.

Brought to you by Networking Now.

View the entire transcript of this episode

Published In: Networking
SOLUTIONS FOCUSED COMMENTS ARE WELCOME
Discussion: 2 Comments