Episode 394: Working by Referral (Classic Podcast)

This is a rebroadcast of Episode 165.

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.

  1. Contact
  2. Care
  3. 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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Episode 392: The 3 Ps of a Powerful Network

Synopsis

This is International Networking Week, and software entrepreneur Mike Muhney, one of the co-founders of ACT, joins Dr. Misner to discuss the 3 Ps of a powerful network:

  1. Make relationships Personal. Get beyond what your competitors know about your connections.
  2. Keep details Private. Don’t share things that people have shared in confidence.
  3. See things from the other person’s Perspective. The people you deal with are always sizing you up.

Real relationships build real results–and superficial relationships don’t. People matter, whether it’s business or personal. If you adopt an attitude that relationships are priceless, purposeful, and precious, you have the key to the ignition to start the engine.

Mike Muhney’s latest product, the Vipor CRM, is built on that principle. It’s available for free in the App Store.

See also Dr. Misner’s blog about emotionally charged connections.

Brought to you by Networking Now.

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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.

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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.

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