The Official BNI Podcast

Episode 218: What Is a Quality Member?

August 17th, 2011

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Synopsis

The question of whether good attendance or giving referrals is more important to being a quality BNI member is what’s known as a false dilemma. Dr. Misner and his wife wrote an article about this on Success Net called “Addition by Subtraction.”

If you want a chapter to be strong, you have to cut back the members who aren’t committed to attending. When you reduce absenteeism, you increase the number of referrals, as the numbers in the Success Net article show. Your BNI chapter won’t be successful if people don’t show up.

If your chapter hasn’t been enforcing its attendance requirement—start. You’ll be amazed at the results.

Brought to you by Networking Now.

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Published In: Getting The Most From BNI
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Episode 217: Can’t Do, or Won’t Do?

August 10th, 2011

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Synopsis

If you’re part of the leadership team and a member isn’t participating in some way, approach them and say “How can we help you (give more referrals, bring in visitors, etc.)?” The person will respond with either a “can’t do” or a “won’t do” answer.

“Can’t do” answers come from people who want to participate, but don’t know how. The solution is to educate them.

“Won’t do” answers come from people who don’t want to participate. They want to receive referrals, but not to give them. Give these people the opportunity to step down.

If they want to stay because they’re getting referrals, then insist that they contribute.

How has your BNI chapter handled the “can’t do” and “won’t do” members? How well did it work? Do you have suggestions for other listeners?

Brought to you by Networking Now.

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Published In: Getting The Most From BNI | Leadership Teams
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Discussion: 4 Comments

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Episode 215: MLMs in BNI

July 27th, 2011

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Synopsis

BNI is not a Multi-Level Marketing organization, but many people in MLMs are BNI members. Members of reputable MLMs are definitely welcome in BNI, as long as they market only the company’s products or services.

One such member recently asked “Why is it that BNI doesn’t allow people in MLM professions the opportunity to share both our products and the business opportunity?”

This guideline was created by BNI members for good reasons. As all BNI members know, there’s only one available membership spot for any given professional classification. If the MLM representative pitches the business opportunity, other members get upset because this eliminates a possible member slot.

On the other hand, if a BNI member wants to mention these opportunities in a one-to-one meeting, that’s a matter for the member’s own judgment. But all BNI members should bear in mind that networking is about farming, not hunting. Don’t push too hard.

Brought to you by Networking Now.

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Published In: Getting The Most From BNI | History of BNI
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Discussion: 4 Comments

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Episode 208: “Behind the GAINS Profile”

June 8th, 2011

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Synopsis

Hazel Walker, co-author of Business Networking and Sex—Not What You Think, joins Dr. Misner today to talk about the GAINS profile, first mentioned in Business by Referral. (That stands for Goals, Accomplishments, Interests, Networks, and Skills.)

How does the GAINS profile help BNI members?

  • Goals are how we help one another. It’s much easier to refer another person when you know what s/he is trying to achieve.
  • Knowing someone else’s Accomplishments lets you build their credibility.
  • Interests help us find common ground and build rapport.
  • Discovering each other’s Networks lets us connect one another.
  • Skills provide more credibility and open doors to doing business.

The idea in a GAINS exchange is to have a conversation. Hazel likes to start with the I, because it’s easiest to build rapport that way. For instance, two men who resisted doing the GAINS exchange discovered they were both soccer coaches and became the best of friends.

Hazel also recommends doing the GAINS profile with members of your chapter more than once. The answers to these questions change over time.

Brought to you by Networking Now.

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Published In: Getting The Most From BNI | Special Guests
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Discussion: 4 Comments

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Episode 206: “You Never Know Who They Know”

May 25th, 2011

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Synopsis

It would probably surprise you to know about some of the influential people that some of your fellow BNI members know. Don’t assume that just because someone works in an unrelated industry, that person isn’t a referral source for you. It doesn’t take a corporate executive to connect you with a corporate executive. Members of your chapter have connections through their family, friends, and hobbies, as well as their clients and colleagues.

Never overlook the networking possibilities of an event or a possible BNI member, no matter what kind of event it is or how unlikely it seems. The dentist, the cosmetic salesperson, the gardener, may be the biggest source of referrals in your chapter.

If you have a story about someone walking away from business—or unexpectedly getting business—because they didn’t realize who another person knew, post it to the comments here.

Brought to you by Networking Now.

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Published In: Getting The Most From BNI | Networking
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Discussion: 8 Comments

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