Michael Maher of ReferCo, author of 7L: The Seven Levels of Communication, joins Dr. Misner on today’s podcast to talk about how he was able to net more than $1 million per year through networking, thanks to BNI.
When he joined BNI, Michael set an annual referral goal: give 1000 referrals and receive 500 referrals. The first year he received 250 years and 8 years after that he received more than 500 referrals, when most real estate agents get 3-5 referrals per year.
How did he do this? Through what he calls the networking stack: stacking networking appointments back to back before and after your BNI meeting. You can also introduce these referral partners to each other between meetings: clients to potential clients, BNI members to potential BNI members, and so forth.
The next part of this method is to develop a home court advantage. Orchestrate the ultimate first impression by becoming a regular at a local restaurant and having your networking stack meetings there. The staff of the restaurant provides additional endorsement for you, their valued customer, and takes great care of your guest.
The effectiveness of these two techniques is increased by an increasing “Givers Gain” type of mentality in consumers, who are members of what Michael calls the Generosity Generation and want to work with people who say “I am here to help.” The 7L system is designed to get you from giving to gaining.
Brought to you by the Networking for Success Channel on YouTube.