The Official BNI Podcast

Episode 191: One-to-Ones Equal More Referrals

February 9th, 2011

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Synopsis

In honor of International Networking Week, Dr. Misner has brought in special guest Allen Buchanan from the Champions chapter of SoCal BNI to talk about how to get more referrals by having more one-to-one meetings.

When Ivan visited Allen’s chapter, he noticed that Allen won both the awards for the most one-to-one meetings and the most referrals given, and he wondered whether there was a connection.

Allen’s technique for a good one-to-one meeting is to start with general questions, then get more specific. If he thinks of a good referral for the person, he picks up the phone then and there, calls the referral, and makes the introduction on the spot.

Making all these connections and giving these referrals has resulted in a great year—the best in 26 years—for Allen, in spite of the recession, which has hit his business (real estate) particularly hard.

Brought to you by Networking Now.

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Published In: One on Ones | Special Guests
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Discussion: 14 Comments

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Episode 128: “Turbo-charging Your One-to-Ones”

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.

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Published In: Emotional Intelligence | One on Ones | Special Guests
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Discussion: 5 Comments

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Episode 122: “The Strength of Your Anchor”

September 16th, 2009

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Synopsis

It’s not the anchor that holds a ship in place during a storm, but the length of chain connecting it. The captain watches the first mate to see where he needs to lay the chain to counter the winds.

This is a metaphor for BNI. How many links are there in your chain of relationships? Can you extend your chain in times when the economic winds are blowing against you? Have a one-on-one meeting with everyone in your chapter at least once a year.

Your BNI director is like the first mate on the ship, watching to see which way the wind blows and signaling which adjustments need to be made for the welfare of the group.

What are you doing to lengthen and strengthen your chain? Leave your comments here.

Brought to you by Networking Now.

View the entire transcript of this episode

Published In: Getting The Most From BNI | One on Ones
SOLUTIONS FOCUSED COMMENTS ARE WELCOME
Discussion: 9 Comments

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