March 24th, 2010
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Synopsis
Have you ever been solicited for business or for a referral by someone you didn’t even know? Asking for a referral before there’s a relationship is premature.
Someone Dr. Misner had never met once asked him for an introduction to Sir Richard Branson so he could market a product to the British entrepreneur.
Priscilla sometimes gets calls from aspiring musicians who want to be connected to multi-platinum performers who recorded at the studio years ago.
This is not networking. It’s direct selling. When you give a referral, you give part of yourself away. You don’t want to put your own reputation on the line for a stranger.
Dr. Misner would like to invite Education Coordinators to bring up this topic at their meetings.
Brought to you by Networking Now.
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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.
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September 9th, 2009
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Synopsis
This week Melinda McNeely and Mary Alice Griffin from the Golden Triangle Referral Group in Texas join Dr. Misner to share their experiences with the BNI Fast Track Program from del Fuego.
Here are some of the results the Golden Triangle chapter got from the 12-week Fast Track Program:
- Average number of referrals per week increased from 43 to 74
- Before Fast Track, 10 members were making 65% of the referrals. Now 96% of the members make at least one referral per week.
- Quality of referrals has increased.
- Accountability has increased.
- The number of members bringing visitors is increasing.
- Member report cards were an important part of this process.
- “VCP” and “Wind Sprints” are now staples in the chapter’s vocabulary.
To learn more about the BNI Fast Track program, listen to Episode 108: Quantum Chapter Growth. You can order the CDs for your own chapter at www.delfuego.com/bni or find a Fast Track coach.
Brought to you by Networking Now.
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July 29th, 2009
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Synopsis
This week Dr. Misner is beginning a 12-week course of BNI Fundamentals. If you’re a BNI Education Coordinator, you can download this information from the BNI website.
Here are the top ten ways to prevent other BNI members from giving you good referrals.
- Show up late or multi-task during the meeting.
- Be absent.
- Don’t invite your own guests.
- Use other people’s 60-second presentation time to think about what to say yourself.
- Focus your efforts on selling your services to the members.
- Don’t rush following up on a member referral.
- Use one-to-one’s to talk about the chapter.
- Wing it with your 60-second presentation.
- Use your 10-minute presentation to explain minute details of how your business works.
- Air your grievances among your table-mates and guests.
What are your suggestions for the top ways to waste time in BNI? Let us know here in the comments to the blog.
Brought to you by Networking Now.
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October 29th, 2008
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Synopsis
Though listeners from all over the world tell Dr. Misner how helpful the podcast has been, many BNI members ask “What’s a podcast?”
Some important things to remember:
- All you need to listen to a podcast is a computer and an Internet connection. Just click on the triangle to listen.
- You can read the transcript or print it out for your chapter.
- Listening to this podcast (and others) is part of immersing yourself in a culture of learning.
- You can get an e-mail reminder to listen (sign up in the box to the right).
- You can subscribe and get new episodes automatically. (Click that big orange “subscribe” button.)
Action Item
Go to your chapter and share this information. Tell them how easy it is to listen to the Official BNI Podcast.
If you are doing something creative to get these podcasts heard in your chapter, please post a comment!
Brought to you by Networking Now.
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July 2nd, 2008
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Synopsis
Dr. Misner wants to thank the BNI members in Hong Kong and Malaysia where he gave a number of presentations this past week.
At the global networking conference in Kuala Lumpur, Dr. Misner attended a presentation by Penny Power, the founder of Ecademy.com. Penny’s topic was the need for entrepreneurs to stay in their flame: doing what they truly enjoy doing. Then the work doesn’t really seem like work.
Business owners who get caught up in the aspects of the business that don’t come naturally to them are working in their wax and not nurturing their full potential.
The solution is to remember that your wax is someone else’s flame. There is another entrepreneur out there who loves to do the things you hate doing. Delegate the things you don’t like or aren’t good at to employees or outside contractors.
The more time you stay in your flame, the more successful you will be. Flame work is infectious. So find the people in your BNI group whose flame is your wax. It may take time, but stick to it. The key is to see progress.
Brought to you by Networking Now.
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November 14th, 2007
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Dr. Misner is at the BNI International Conference in San Diego, where BNI groups from 40 countries get together.
Synopsis
You can network anywhere, anytime—even at a funeral, but there are some things to remember:
- Honor the event: make sure your behavior is appropriate
- Network is about building social capital: finding ways to help others
- Example: telling a businessman at a church function about the California Community Foundation
- You have to have your wits about you and be there for the other person
This segment is based on a chapter in Dr. Misner’s book, Truth or Delusion.
Brought to you by Networking Now. Podcast produced by Live Oak Studio in conjunction with the Podcast Asylum.
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October 17th, 2007
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Synopsis -
In This Episode, Dr. Misner Interviews BNI Director Patti Salvucci On Her “Less Is More” Approach To Building Chapters.
Patti Has Built Over 100 Chapters With An Average Of 27 Members Each
Use The Practice of “Focused Inviting”
Only Invite People Who You Know Are The Best At What They Do
Ask Them To Do The Same In Turn
The Less You Say, The More People Will Participate
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October 10th, 2007
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Synopsis -
In This Episode, Dr. Misner Explains Why Business Networking Works – In Every Business.
Ivan’s In New York City On His Book Tour
Masters Of Sales Has Just Hit #6 On The New York Times Bestsellers List
When Using Networking Marketing, Don’t Focus Just On The Sale Itself, Focus On How It Comes To You
Why “Fred” Left His BNI Chapter Even Though He Was Generating Tons Of Referrals
The “Randomness” Of Referrals
You Never Know Which Fish You’re Going To Catch – And Neither Do The Fish!
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October 3rd, 2007
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Synopsis -
In This Episode, Dr. Misner Explains The Butterfly Effect and How It Works In The World of Networking
Ivan Has Just Returned From Five Days On Necker Island With Sir Richard Branson
Ivan Has Started A New Blog at Networking.Entrepreneur.com
The Butterfly Effect of Networking Is How An Unsolicited Phone Call Six Years Ago Lead to Ivan Being Invited to Necker Island Last Week
To Maximize The Effectiveness Of Networking You Must Make The Most of Each Relationship You Build Along The Way
View the entire transcript of this episode
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