GAINS Exchange » The Official BNI Podcast

Episode 234: Transactional vs. Relational

December 7th, 2011

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Synopsis

A survey of 12,000 businesspeople that Dr. Misner conducted for his upcoming book, Business Networking and Sex (Not What You Think), showed that people who focused first on relationship and then on business scored much higher in success than those who focused first on business and then on the relationship.

Also according to this survey, men are much more transactional than women are, which is why women are usually more successful at networking. This is part of why Dr. Misner created the GAINS Exchange: because he’s not good at being relational. And the reason Dr. Misner starts each episode by saying where he is that week is to show members that he takes meeting BNI members in different chapters seriously.

Networking expert Susan RoAne reads the sports page every day in order to be able to start conversations with men—even though she hates sports. How many men read Cosmopolitan or Home and Garden in order to be able to talk to women? But if you make an effort to be more relational, it will pay off in your networking.

Brought to you by Networking Now.

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Published In: Networking
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Episode 149: “Use Your Head to Get Your Foot in the Door”

April 7th, 2010

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Synopsis

Today Dr. Misner is joined by Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive, who has a new book for job seekers, Use Your Head to Get Your Foot in the Door.

He has a 66-question customer profile all his sales reps have to fill out. The questions in the Mackay 66™ are aimed at making a human connection. This is similar to the GAINS Exchange at BNI.

One of the topics addressed in Use Your Head to Get Your Foot in the Door is how to handle rejection. Here are some things to say to a client who chooses to leave:

Thank you for giving your business to us all these years.
What can we do to make an easy transition for you?
If things don’t work out, we’re ready, willing and able to consider stepping right back in.
We sure would love to keep in touch with you over time.

The book comes with a money-back guarantee: if you don’t have a job within 6 months of applying the techniques in it, Harvey will give you your money back. Go to Mackaybook.com to buy the book and get some great free gifts.

Brought to you by Networking Now.

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Published In: Special Guests
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Episode 126: “Networking—It’s More Than Just Talking Business”

October 14th, 2009

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Synopsis

A referral relationship is more than just doing business. You need to find common ground on a personal level.

One exercise that can help accomplish this in a BNI chapter is the GAINS Exchange, discussed in Episode 5 of this podcast.

Even though many members are reluctant to do this exercise, it has tremendous results.

Two guys who had barely spoken to each other in their first year in one chapter formed a relationship over their shared interest in soccer and began passing business to each other as a result.

Ivan encourages Priscilla to go back to her BNI chapter and propose a new GAINS Exchange exercise.

See Business by Referral for more on this topic.

Brought to you by Networking Now. Enter “freesixmonths” for a six-month free trial and get access to live teleconferences with Dr. Misner.

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Published In: Business Cards | Education Coordinators | Networking
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Discussion: 6 Comments