August 18th, 2010
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Synopsis
This week Tom Fleming, Executive Director of BNI West Central Florida, joins Dr. Misner on the podcast. The average number of members per chapter in Tom’s region of 40 chapters is thirty-eight.
Tom initially hesitated to implement Fast Track in his region because he’s on the CDs and didn’t want to appear to be promoting himself. But he saw the results the program was getting in other regions, and decided that he couldn’t deprive Tampa Bay BNI members of improvements to their referrals and thank you for close of business.
Tom chose to sell Fast Track into their chapters through referrals, by starting with one chapter and letting its members recommend it to others.
Tom created a script for facilitators to use to roll the Fast Track program out to the membership, and advises all BNI directors to do the same. BNI members need to know—and to remember—why they’re participating in this program. This is about Members Making More Money.
Get the BNI Fast Track program (BNI Networking Secrets) from Del Fuego.
Brought to you by Ask Ivan Misner.
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July 28th, 2010
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Synopsis
This week Brian Buffini joins Dr. Misner to discuss creating a proactive system for referrals. You need a systematic approach to cultivate referrals on a daily basis. The essence of it is:
- Build relationships
- Provide value
- Remind the people in your database that you’re looking for referrals
This requires sorting your database by your most valuable customers and who is most likely to refer you. Then you take a three-step approach to dealing with those people, and set aside time for it every day.
- Contact
- Care
- Community
For more information about Brian Buffini’s trainings, go to the Buffini and Company website. You’ll find live seminars and coaching and mentoring programs. Dr. Misner endorses this system wholeheartedly, and Priscilla is an active client.
Brought to you by Networking Now.
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June 23rd, 2010
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Synopsis
Today’s special guests are BNI Director Deanna Tucci-Schmitt from BNI Western PA and Brian Smith of Foulk’s Flooring America from the BNI Eagles chapter.
The carpet cleaner in Brian’s chapter suggested to a mutual customer that she visit Brian’s company to replace her carpet, but she expressed dissatisfaction with their previous work. Brian contacted the customer to find out what the problems were and fix them, and repair the relationship.
Without knowing about the problem, Brian would have lost this client’s business. His fellow BNI member did him a real service by coming to him with the client’s concerns. Clear, open, honest, direct communication can really help solve problems.
If you can address problems in your chapter the way Brian has here, you’ll have a stronger chapter.
Brought to you by Ask Ivan Misner.
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June 2nd, 2010
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Synopsis
In this episode, Dr. Misner is joined by BNI director Asa Davis, who shares his experience using the Fast Track program with the BNI Leading Edge chapter in Michigan.
BNI Leading Edge was already a successful chapter, but still wanted to try Fast Track. In the first 3 months, their referral numbers went down by 15%, but close of business went up almost 100%.
These results demonstrate the value of the culture of learning in BNI. Fast Track is not a replacement for training, but a supplement. After Fast Track, many of the members of BNI Leading Edge went back through Member Success Training for a second time. Leading Edge is now the number one chapter in all of Michigan.
Brought to you by Networking Now.
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March 17th, 2010
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Synopsis
Dr. Misner is joined today by special guest Rick Itzkowich, who specializes in helping BNI members triple their referrals using LinkedIn to complement their offline networking.
Here are some facts and figures behind Rick’s “QuoteActions” program.
- Only 3-10% of people are ready to buy now.
- People need to be touched 5-12 times before they buy.
- You need a system that helps you build relationships by touching people on a regular basis with content they want to receive.
You can use a newsletter to create these touchpoints, but that’s a lot of work. “QuoteActions” sends a short inspirational quotation to your mailing list, with no sales pitch—and you don’t have to do anything after you set it up.
You can try “QuoteActions” free for 30 days at www.quoteactions.com.
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February 17th, 2010
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Synopsis
Today’s special guest is infographics specialist Steven Lin, who created a series of visual tools called “BNI Visualized” to help new members understand the value of BNI. These are on BNI’s main website, but we’re also going to put the Flash animations and the PDF notes here on the podcast site.
BNI members at every level can use “BNI Visualized” to benefit themselves, their guests, their chapter, and BNI as a whole.
- New members see the benefit of BNI and invite more guests
- Guests will join BNI because they see the benefits
- BNI directors can educate the leadership team more easily and train members who want to start new chapters
- Expands knowledge of directors so they can make their chapters stronger
The “Why Join BNI?” animation includes 4 reasons to join BNI:
- World’s largest networking organization
- Lock out competition
- Mandate is to give referrals
- Best marketing tools for your business
There’s also a second Flash animation called “How BNI Works” that explains the concept of Givers Gain.
Brought to you by Networking Now.
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December 16th, 2009
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Synopsis
Today Dr. Misner is joined by BNI Hall of Fame Director Dawn Lyons from Northern California. Dawn trains people how to be proactive rather than reactive about making referrals.
Here’s the technique:
- Toward the end of a meeting with a new client, tell them that you’re part of a referral network that allows you to offer additional services.
- Then offer them your card file and walk away.
- When you come back, ask whether the client needs the services of any of these people.
- If they do, provide specific recommendations for that persons.
To make this work, you have to know your fellow BNI members and their work well.
Card File Challenge
Run a contest in your chapter to see who can do “The Card File Thingy” the most in a month, and what results you get. Leave a comment here on the blog to let us know what you think of the idea and how your chapter’s Card File Challenge turned out.
Brought to you by Networking Now.
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November 18th, 2009
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Synopsis
This week Ed Wallace, author of Business Relationships That Last, joins Dr. Misner to explain that there’s a system to the “soft skill” of relationships. Here are the five rungs on Ed’s ladder:
- Establishing Common Ground
- Displaying Integrity and Trust
- Using Time Purposefully
- Offering Help
- Asking for Help
Dr. Misner sees this ladder as a microcosm of the BNI program. The book is available from Greenleaf, the same publisher that produced The 29% Solution.
Brought to you by Networking Now.
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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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Networking Like a Pro
BNI Networking Secrets CD Collection
29% Solution
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The World's Best Known Marketing Secret
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Masters of Networking
It’s in the Cards
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