Episode 391: World’s Worst Networker (Classic Podcast)

This is a rebroadcast of Episode 201.

Synopsis

Tim Houston, Area Director for BNI NYC Outer Boroughs, joins Dr. Misner today to talk about his best-selling book, The World’s Worst Networker: Lessons Learned by the Best from the Absolute Worst. Tim is part of Dr. Misner’s Author Mentoring Program for BNI directors.

There are lots of books that show people how to network properly; Tim wanted to examine the subject from the opposite perspective. The book’s contributors include Bob Burg, Susan RoAne, Michelle R. Donovan, Robyn Henderson, and Ivan Misner.

The common trait of the world’s worst networkers is a mercenary attitude. They make networking all about them. That said, the world’s worst networkers fall into three categories:

  • The Most Unwanted
  • Environmental disasters
  • Online outlaws

Brought to you by Networking Now.

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Episode 388: 30 Years and a New Beginning

Synopsis

January 8th marks the 30th anniversary of the founding of BNI, and today Dr. Misner introduces the new CEO and an upcoming video series, “BNI Then and Now.”

Graham Weihmiller recently served as the CEO of a 32-year-old nationwide franchisor of homecare services.  While there, he was a founding director of a foundation that provides homecare to those who cannot afford it. Mr. Weihmiller received his MBA from Harvard Business School and his BBA from the College of William & Mary.

There are five things Graham wants to focus on today:

  1. Broadcasting BNI’s culture of Givers Gain
  2. Codifying members’ expectations
  3. Using technology
  4. Leveraging internal and external content
  5. The BNI Foundation

Brought to you by Networking Now.

 [View the entire transcript of this episode]

Episode 387: Using or Abusing Your Subs

Synopsis

Steve Tannuzzo returns this week to continue the dialogue on the subject of substitutes.

Priscilla’s BNI chapter has rebelled against the directive not to allow substitutes to talk about their own businesses. They think that both substitutes and visitors should be able to give their own infomercials, in order to reward substitutes for making the effort to come to the meeting.

Steve says that every chapter offers those same objections when introduced to this ideas. The answer is to consider how much more money your chapter will make if substitutes only speak for the person they are representing.

Visitors are there to talk about themselves and sell themselves as potential members; substitutes are there to talk about YOU.

It was never the intent of the substitute program to be “visitor lite.” If you put your BNI chapter—and your own business—ahead of the good of the substitute, it should be easy to make the change. Inviting a substitute who doesn’t know you or your business is an abuse of the intention of the system.

If your group is resisting the idea of using substitutes as originally intended, play this podcast for them.

How is your chapter handling substitutes? Post your comments here.

Brought to you by Networking Now.

 [View the entire transcript of this episode]

Episode 386: There’s No Substitute for a Good Substitute

Synopsis

Steve Tannuzzo joins Dr. Misner this week for what they expect will be one of the most unpopular podcasts in BNI history.

It’s important to understand the appropriate use of the substitute program in BNI. Massachusetts BNI piloted a substitute program in 4 chapters, two very successful, two not so successful. All four chapters and their revenue grew. One chapter went from 18 members to 50 and $200,000 to more than $1 million in revenue.

The core of the program is that substitutes do not speak about their own businesses.It was never Dr. Misner’s intent for substitutes to be able to give their own 60-second presentations.

When the same substitute attends frequently and talks about his or her own business, it’s good for the individual, but not for the chapter.

Good substitutes are valuable to the chapter by giving great presentations about the person they’re representing. Substitutes are not there for themselves: they’re there for you.

Don’t accept mediocrity when excellence is an option. Try this in your own chapter.

Brought to you by The Global Networking Show.

 [View the entire transcript of this episode]

Episode 384: The 5 Most Important Hiring Traits

Synopsis

Dr. Misner’s guest today is Steve Suggs, author of Can They Sell–Learn to Recruit the Best Salespeople. Steve joins Dr. Misner to talk about a new topic: how to hire employees.

Where do you find qualified individuals?

It’s important to have a recruiting referral network, because the best people don’t always have their resumes posted online. They may not even be looking yet. Look for community leaders in networking organizations and service organizations, and check with the career services departments at colleges and universities.

What are the traits you look for in a top performer?

  1. Character
  2. Attitude
  3. Motivations
  4. Personality
  5. Skills and Competencies

How do you measure these traits?

Character, attitude, and motivation are behaviors, and we can measure them with interview questions. For personality, there are many assessments provided by science.

Can you recruit BNI members the same way?

The 5 traits of a top-performing employee will also identify a top-performing BNI member, particularly character and attitude.

Brought to you by The Global Networking Show.

 [View the entire transcript of this episode]