Building Relationships – The Bedrock of BNI (July 2019)
Building Relationships is one of the seven Core Values that make up BNI because it is integral to the referral process. Our ability to refer another professional is based on developed trust and knowledge. Our aptitude in building that trust and knowledge is firmly based on how much time we spend with one another and what we do with that time together. Building Relationships is about developing and maintaining contacts in a way that is mutually beneficial for everyone involved. So in BNI, what actions do we use to strengthen and evolve our relationships? First, we are involved in our Weekly BNI meetings. We arrive early as a way to say “hey, I care and I’m reliable!” We pay attention during the meeting, actively seeking out ways to learn and generate referrals for our partners. And we follow up on referrals given, past and future One-to-Ones, and referrals received. Second, we are organized and intentional with our One-to-One meetings. We plan them in advance; we prepare for each meeting with documentation and goals; we arrive on early (or at least on time); we share our goals with our One-to-One partners; and we follow up on the results from each meeting. And Third, we recognize the balance of personal and professional within our chapter, working to make sure that we’re not “All fun and no business” or “All business and no fun”. Building Relationships is an art that constantly ebbs and flows, and as Networking Professionals, we recognize the flexibility necessary to give and take with our Referral Partners. When we accomplish all of this we are able to Learn with one another, Laugh with one another, and Grow with one another!
Positive Attitude and its Connection to Referral Generation (June 2019)
Positive Attitude makes up one of seven Core Values within BNI. It may seem obvious why we would encourage our members to bring a Positive Attitude to their membership, but it’s important to touch on how this powerful Core Value can result in more referrals for members who use it regularly. BNI is an oddity in the business world – a place where professionals build personal and business relationships side-by-side. In the dichotomy between personal care for one another and the goal to build one another’s businesses, we sometimes lose sight of the necessity to stay professional. We know that our Referral Partners care about us, so when we have a tough time with something or someone, we share (or air) our difficulties. Doing this from time to time isn’t the issue. The concern is for those of us who are constantly sharing our frustrations with our Referral Partners. When we lean too heavily on the ‘friendship’ side of our membership, and we overuse the “airing of our grievances”, our fellow members become Friends instead of Referral Partners and referral generation comes to a grinding halt. Positive Attitude is about recognizing the opportunity in even the difficult situations in life and business. A flat tire may result in missing a meeting, but it’s also forcing you to slow down and address the needs of one of your most important assets – your vehicle. An angry client might make you feel frustrated, but it’s also an opportunity to hone your mediation and communication skills to alleviate that client’s discontentment. How are you bringing Positive Attitudeforward to build your referral relationships? When your Referral Partners see you as someone who is focused on opportunity and solutions, watch the trust build and the referrals increase!
What is Givers Gain®? (May 2019)
Givers Gain® - it’s something we throw around in BNI with regularity. When things get used over and over, they can lose their meaning and the impact can be minimized. Givers Gain® is truly the most important Core Value that BNI has. It is at the heart of everything from the work ethic in BNI’s International Offices, to our individual chapters throughout 9,000 communities worldwide. Today’s networking tip brings our philosophy to light in a new way – to reflect on its impact not just in our BNI membership, but in our lives; because networking happens everywhere! “Karma”, “The Law of Reciprocity”, Givers Gain® - these concepts are not something new and vogue. We learned long ago that what we do and say intercepts everything else we come in contact with. Our relationship with our significant others and children are built, layer upon layer, by our awareness of what goes around… comes around. Our relationships with our co-workers, employers, vendors, and referral partners are the same. And it’s our individual commitment to giving, over and over again, that results in success for everyone around us. Because it is true that “we are like the top 5 people we surround ourselves with” it means that whoever you build up around you will, in turn, build you up. But the true to key to Givers Gain®is really about giving without the expectation of receiving. When your expectations are to get back when you give, you set yourself up for disappointment by laying out how the world should respond when you do something. Givers Gain® truly works in unexpected and incredible ways when you keep your thoughts and options open. So, how are you giving?
Positive Attitude Tradition + Innovation Lifelong Learning
Accountability Building Relationships Recognition
These Core Values are firmly entrenched in our Mission
to help members increase their business though a structured, positive, and professional referral marketing program that enables them to develop long-term, meaningful relationships with quality business professionals..
I don’t rattle this information at you lightly. When I quit my job and BNI Membership back in 2012 to take over the Executive Director role for Vermont, it was (and is) this Mission and these Core Values which motivated me. I wanted to partner with something bigger than myself; something that could make a significantly larger impact on this beautiful state we call home. My experiences with my BNI chapter, and the ripple effects of those experiences since, have taught me that the way to make a difference and change our lives for the better is to create partnerships! We can and do get so wrapped up in our day-to-day lives that we lose track of the impact of strangers, and one of the ways we overcome our repetitive habits is to engage with our BNI members, our visitors, our substitutes, and all of the amazing referral connections we receive throughout our years of membership. This networking tip is meant to encourage your reflection on why BNI exists – what we are trying to create throughout 77 countries, nearly 9,000 chapters, and over 250,000 unique members. You play a pivotal role in this mission! Stay tuned to future networking tips where I will bring perspective and insight to each of BNI’s seven Core Values!
At 24 years old I experienced a couple snags in my BNI membership that apply to many of us, regardless of our age or experience. The biggest of these was communicating with professionals who were significantly older (or in many of our cases, younger) than I was. Since these monthly tips are all about building your Relationship Networking skills, I’d like to share some perspectives about Generation Gaps that will help you build your word-of-mouth success. The first thing worth touching on is recognizing the power we have in being as diverse as possible in our chapters! When we represent a variety of ages, personalities, and professions in our chapters we are able to touch the lives of countless more people. Second, it is perfectly acceptable to be aware of the communication gap that sometimes occurs when we are talking with someone who is decades older or younger than us. The problem that can arise after this is when we convince ourselves that the age gap is too large to build a professional relationship. When we’re young we sometimes convince ourselves that we are not worthy and that we must prove ourselves, which results in taking fewer chances to open up, to teach our fellow members, and to ask for help. And when we’re wise and experienced we sometimes convince ourselves that we don’t have the energy, drive, or new ideas to partner with someone who is younger than us. Have you ever run into a Generational Gap “snag” in your BNI membership? Take a moment to reflect on the power of diversity and relationships. Convincing ourselves that age is a hurdle means fewer opportunities to build strong business relationships. Instead, recognize your generational “head game” and get a step ahead of it to build long-term, meaningful, and profitable relationships with your fellow BNI members.
“Social Media”! These words ring sweetly to many of us because they play such a pivotal role in our Marketing. So today’s Networking Tip is about how to utilize your online imprint through Keywords in your BNI Member Profile. Many of us have taken the time to complete our BNI Profile by uploading a headshot and logo and writing up a blurb about ourselves. However, what many of us have missed is the opportunity that lies in writing out the dozens of buzz words that our customers and clients use when they think of us and our industry. When people visit our BNIVermont.com website to search for a specific profession, they tend to use Keywords to locate you. However, if you have not updated the first tab of your BNI Profile through BNIConnect.com (not the mobile app) with these Keywords, many visitors to our website will never find your profile, which means lost revenue to your business. Also, you may not be aware of this, but we’re taking steps to encourage non-BNI members to use our website anytime they need a vendor for their business, help with their personal to-do list, or information about potential vacations or employee/employment opportunities! So taking a few minutes right now to log onto BNI Connect and write out as many Keywords as you can think of will only add a benefit to your BNI membership! Don’t miss out!
$33,000! That’s how much BNI Vermont members made from Visitors in 2018! Not a bad chunk of change! And we know that this number is 5 to 10 times lower than should be because we members don’t remember to submit TYFCB from visitors and substitutes. Raise your hand if a visitor or substitute has used your services without becoming a BNI member? I’d say “look around the room”, but that’s impossible.
However, I’ve asked this question at many Vermont BNI meetings and it’s amazing how many hands go up! Non-BNI members are a huge benefit to our membership for more reasons than I can list. So allow me to share how we can work as a regional team to get the most out of these new relationships.
First = Tracking. For those of you who raised your hand, it’s just as important to submit TYFCB from non-BNI members as it is from our BNI members. When we drop this ball we are not able to see the real total income received through our BNI commitment, and our chapter’s gross TYFCB numbers are thrown off.
Second = Referring to Other Chapters. The power of BNI lies in relationships, and building as many relationships as possible is the key to successful word-of-mouth networking. This means we need to agree state-wide to introduce our visitors and substitutes to other chapters! And for this to work we need to A) know the chapters around us and B) have an idea of the other professionals in those chapters. Use BNIVermont.com to access chapter details and rosters, and take the time to register visitors for other meetings through the website!
When 100% of us make these two shifts, we will all benefit from the increase in visitors to our meetings, and the income to our businesses!
In many ways I believe that communication is the backbone of BNI. Givers Gain® isn’t the only Core Value that keeps BNI alive – it’s also Positive Attitude, Lifelong Learning, and Tradition + Innovation (to name a few), and none of these are possible if we don’t communicate with one another regularly and with good intention. Throughout our BNI membership we find that it’s easy to communicate when things are good! When we receive a referral, a member helps us with our Weekly or Feature Presentation, or a member attends our business event we enjoy saying Thank You during Open Networking or through a card or email. However, it’s the communication piece that struggles when the topic is less than optimal. When we receive a lead (or nothing at all), when a member makes a mistake with a client we’ve referred to them, or when we don’t feel supported by our fellow members, we tend to do what we were taught to do as children – keep our mouths shut. In spite of this, we need to remember that no one is capable of reading our mind, and the only solution to overcoming an obstacle is to approach it. Communication is the tool to Building Relationships, getting results through Accountability, and Recognizing the achievements of those around us. And this isn’t just in BNI! Even someone without a Givers Gain® mentality can be shown how beneficial it is once someone takes the time to explain the power of farming versus hunting. The ability for us to openly and honestly communicate can mean the difference between success and failure in countless ways. Remember, your words are the key to unlocking your full potential in BNI!
Maybe you’ve heard this whispered during your years of membership and yet you haven’t really been told what it is. “The BNI Gold Club” is open to any and every active member of BNI and it is a prestigious designation to achieve! Currently 7% of Vermont’s BNI members have achieved this, and now it’s your turn. The BNI Gold Club represents those of us who have sponsored 6 or more new members into any BNI Vermont chapter. Because the average member passes $36,000 in Thank You For Closed Business a year, the act of sponsoring new members into BNI makes a huge impact on that chapter and that new member, and truly lets your Givers Gain® colors show! Gold Club members receive special recognition at BNIVermont.com and at BNI’s Annual Awards Banquet. There are also some stirrings about an annual reception just for Gold Club members coming in the next year or two. So how can you be a part of this prestigious group? Your first step is to sponsor (or co-sponsor) 6 or more new members into various BNI Vermont chapters. If you haven’t achieved this yet, start inviting and start tracking. If you have, the next step is to fill out the Gold Club Qualification Form in BNI University and submit to the BNI Vermont Regional Office. One submitted you are all set! Your chapter’s Director Consultant will arrive to your meeting with special items in tow just for you, and we look forward to having you as part of our Gold Club!
We’ve all heard the saying that it takes a village to raise a child. And upon further inspection it becomes apparent that it takes a village to accomplish many if not most things! Think about your business – you may be the “head cook, waitstaff, and bottle-washer”, but where you’ve been and where you’re going are highly impacted by the actions of others. Maybe it’s a bookkeeper, a graphic designer, a significant other, or even your volleyball league! When it comes to pursuing and achieving success, going it alone just won’t do the job. Your BNI chapter is a perfect example of this. It takes a village to bring success to each member of the chapter, and by “village” I am referencing all of the roles that make up a chapter. Each role is responsible for several needs of the members. In order to get an average of $5,000,000 per chapter per year, every member of your chapter must thrive. And thriving isn’t simply attending weekly meetings and having One-to-Ones. Truly thriving in BNI encompasses the basics (CEUs, One-to-Ones, Referrals, Visitors, and Attendance) plus the critical components (website and social media, training, culture, teamwork, visitor conversion, attending events together, mentoring, systems, accountability, and recognition). The result of each chapter role functioning at their highest level is a membership with high retention, a lot of energy, and a lot of business being passed! There is no such thing as one role being more important than the other because when one role is missing, your village is incomplete. Congratulations on the start of your new term and we look forward to being your partner through the establishment of your 2018-2019 “village”!
It’s happened to all of us; our sick child or family member needs us at the same time that we’re scheduled to meet with a client, or that phone call goes much longer than planned and now you’re racing to get to that one-to-one. If there’s one thing we can count on in life, it’s that it will constantly change, and this is good! Even when sick, having children and family who love and needs us is wonderful. And those phone calls tend to go long because we are getting things accomplished. What bugs us the most is the discord in our carefully manicured schedule and our intention to be reliable and on time. Luckily, there are ways to overcome the discord and keep to your word to be on time.
~First – You’re Only Human – We have a tendency to put more on our plate than we are capable of accomplishing. Boundaries are good. They keep you sane and your friends, family, clients, and fellow BNI members happy.
~Second – Find a Good Scheduling App – Something like Calendly, Doodle, or Appointy. These apps will spare you the dreaded ‘back and forth’ that can happen when trying to set an appointment.
~Third – Open and Honest Communication – When you are going to be late, don’t expect your client or 1-2-1 partner to read your mind. Fall on your sword, and make sure never to make the same mistake two times in a row!
Handling your schedule is a responsibility only you can take charge of. These three simple steps will empower you, de-stress you, and help you get more done! Watch your business and BNI results soar when you put these steps into action!
What comes to mind when I say “buffet”? Probably one of those huge rooms with table after table of food; all kinds of food – more food than you could ever eat! These experiences are memorable, not just for the sheer quantity, but for the joy of helping yourself to a plate-full of all of your favorite foods. Do you love sushi, pasta, steak, a mile-long salad bar, cheese in every variety, Asian-inspired… maybe just dessert? In a buffet you can count on it all being there and you can eat to your heart’s content. What you may not have realized is that there is a “BNI Buffet” that exists for you to pick-and-choose from to find your favorite things. Like many buffets BNI has ‘buffet standards’ that we all benefit from. The food buffet makes sure you’ve got a fork, knife, spoon, and napkin (it’s difficult to eat without those). In BNI we have Attendance, One-to-Ones, and Continuing Education Units (CEUs) which we all benefit from. Beyond that, it’s up to you to fill your BNI plate with the things that you enjoy the most! Do you like social media? Find BNI on Twitter, Instagram, and Facebook to learn and make new connections. Do you enjoy meeting and spending time with people? Visit other chapters and set up more One-to-Ones. Are you an avid Lifelong Learner? You have BNI University, SuccessNet (BNI’s e-newsletter), books, podcasts, and in-person trainings available. These are just a few of the delicious opportunities that await you in your years with BNI! The key to taking advantage of the “BNI buffet” is to contact your chapter’s Director Consultant. They are well versed in what’s available and we want you to be walking around with a plate full of delicious opportunities and experiences!
In early May 2018 I was invited to work with BNI’s Founder, Dr. Ivan Misner, on a BNI podcast which addressed adding a benefit to BNI membership – getting business from our communities when they contact their local BNI chapter for needed products or services! Image being surrounded by a community that knew about their local BNI chapter, and used the professionals in the chapter for all of their personal and professional needs? Right now, thanks to regular advertising, many of our neighbors and friends go to websites such as Angie’s List and Home Advisor when they need something. While these websites serve a good purpose, they rely on algorithms to help you get a reputable expert. Meanwhile, there’s a local BNI chapter with local professionals who vet each other and hold one another accountable. And, unlike many online sites, BNI chapters provide access to more than just Trades – we have amazing health practitioners, legal experts, real estate and marketing professionals, and many other goods and services. Imagine being part of a BNI membership which not only produced referrals from members, but also attracted community members to their business simply because their profile was on BNIVermont.com! In order for this concept to become a reality, members such as yourself need to take steps to teach friends, family, and clients that BNI is a source for vendors for their business, and professionals for their personal needs. Use your social media and your town’s Front Porch Forum to spread the news! In each regional BNI website, simply click on Members and use a search term to find what you need. And BNI members, make sure your BNI Profile is completed as much as possible with lots of keywords to make it easy to find you!
Our One-to-One (121) time is powerful, holds amazing potential, and can literally change our lives and our businesses! It’s for these reasons that a basic BNI membership includes a minimum of one per week, and your chapter commonly encourages more than one a week! So what do you do in your 121s that gets results? Like most successful people, you definitely prepare! You send your 121 Partner your 121 worksheets a week in advance, you review your 121 Partner’s website and social media pages to see what’s top-of-mind in their business, and you spend time considering the goals you have for the 121. You do all of these things because you know that success doesn’t happen by accident! Success is a combination of habits that lead to results, and you get results! The next step is how you ‘set the tone’ in the meeting. Some of us accidentally get caught up in the ‘friendship’ of our relationship which results in 60 to 90 minutes spent talking about weather, personal stories, or (even worse) complaining about situations we’ve been through recently. In order to get the best results from your 121s, you always want to start with ‘hellos’ and efficiently get to sharing what goals you have for the meeting. Do you want to find a referral for your partner? What about teaching them something very specific about your business? How about asking for their input about something you’re considering for your business? Or, asking them something specific about their business that you want to learn about! And when all is said and done, end each 121 with follow up – reach out to your 121 Partner with a thank you card, an introduction, or, even better, a referral. With these significant actions, what the results from your 121s skyrocket!
Whether new or experienced in the ways of your BNI chapter, we all speak the language of One-to-Ones (121s)! We know that our ability to give and get referrals is based on our depth of relationships with our fellow BNI members, and while the weekly meeting plays a role in battling back the dreaded “out of sight, out of mind” syndrome, the ability to Build Relationships is really accomplished in 121s! A short time back I remember seeing data about a BNI Vermont member who was averaging six to seven 121s per week. In talking with this individual I asked why they had so many 121s and what the results were. This member smiled broadly and simply told me “my BNI membership has resulted in 60-70% of my new business, so I spend 6-10 hours a week doing 121s because they work!” Having come from a successful BNI membership myself, I too can attest to the success I achieved for my business from 121s! And now as a BNI Executive, when I have a chance to speak with a member about the results they’ve achieved from their membership, it is common for me to address how many 121s they are having, and what they are doing in those meetings. The potential for your business is hidden in the insight and connections that comes from your fellow BNI members! People help those whom they know, like, and trust! And all of those are developed by spending time with each other. The purpose of this month’s networking tip is to encourage you to reflect on the number of 121s you have each week, and to reflect on what you do in those meetings! Stay tuned for next month’s Networking Tip, which will address actions you can take to get better results from those 121s!
Online profiles are nothing new. Each time you sign up for something, it tends to come with an opportunity to post your profile on the club, business, or organization’s website. However, your BNI Profile is something very, very different, simply due to the Philosophy of BNI – Givers Gain®! What we’ve seen in BNI time and time again is that BNI members prefer to use the services of OTHER BNI members! This is mainly due to the fact that BNI members have been vetted for their membership, are continuously held accountable to Givers Gain by their Membership Committee, the giver gets ‘credit’ for Giving a Referral, and because the giver has a client who needs your skills! And this is where your dynamic, completed profile is paramount! There are amazing stories out there about new customers received to your business all because you are a BNI member with a completed profile! We’ve also encountered equally depressing stories about incredible business opportunities passed up because a member’s profile was either incomplete, or the profile settings were turned off in BNI Connect, making it impossible for others to contact them. So today’s Networking Tip is about making sure your BNI Profile is not only as complete as humanly possible (click here to view a BNI VT Completed profile), but also that the Settings in BNI Connect are turned on so that people are able to fully access your profile! This is where your Settings tab comes into play in your profile. Make sure your Account Settings are all turned to ALL so that you have the highest potential of being seen by anyone who visits your BNI Profile! And who knows, maybe you’ll receive a referral from Texas or France!
BNI Visitors… Just like prospective customers are possible future customers, visitors to your BNI chapter are possible referral partners. We are all aware of the power of visitors. What we can miss, however, is how our Inviting Mindset impacts them before they’ve even attended our meeting. Many of us struggle with over-focusing on turning Visitors into Members and this is not only wrong, it is misleading. Consider your own business for a moment. What if all of your prospective customers had to encounter your over-enthusiasm for your business? What if you overwhelmed them with excitement, information, and language such as “this product will change your life!” or “without this service you’ll miss out on so much!”? We know that this kind of language pushes people away. And yet, we do this to our Visitors. We over-focus on “this great BNI opportunity”, we give them more information than they wanted, and we drive to get them to submit an application. The Power of Inviting is not about what’s in it for you. It’s about what’s in it for them! There are 2 mindsets that are critical when inviting. The first is Chapter Pride. When you are engaged, enthusiastic, and proud to be a member, this deep-seeded pride is felt by those you communicate with. The second is What’s in it for them. When you are inviting someone to you chapter, avoid getting them to see the power of membership. Instead, focus on one benefit they will receive, such as A) Meeting a potential new vendor, B) Hearing a free training on a topic that is important to them, C) Practicing their public speaking, or D) Getting their business/non-profit out into the community. When you focus on What’s in it for them you are truly practicing Givers Gain®!
Intentional Communication to Build your Profitability (February 2018)
Thanks to our brains, we rarely have to be deeply involved with our thought processes. We are creatures of habit! So when it comes to regular day-to-day activities we simply act. If we didn’t, and we were forced to consider each and every action or word out of our mouth, it would be difficult to get anything done! This ability is useful as a general rule. However, we sometimes don’t take the time to consider how others are interpreting our habitual actions. Take “how we communicate with others”. Picture yourself talking to someone who ranks higher than you (your boss, the Governor, your priest). Do you speak to them with respect? Yes! Would you casually use swearing as a communication style with this person? No! Are you aware of your body language and posture? Yes! This is because you are using Intentional Communication! In our BNI memberships, this Intentional Communication sometimes falls to the way-side. “We’re with friends! You can communicate with these people without any forethought of their professional interpretation of what I’m saying or doing!” your habitual mind tells you. However, your habit mind is leading you wildly astray. When you are communicating with someone who is decades younger than you, are you being attentive to their view of the world and how they will interpret you? The same goes for someone decades older than you! (The Generational Divide is important to pay attention to!) How about a blue-collar worker whose body rarely gets a rest, compared to the white-collar worker who’s analytical mind rarely gets a rest? These professions have uniquely different professional experiences. When using your BNI membership to grow your business, use your Intentional Communication skills to make sure you are communicating to the best of your ability!
Diversity in BNI (January 2018)
There are many key points which create opportunities for success in a BNI membership, and one of the most prominent of them is diversity. Before our involvement in BNI, we would surround ourselves and our businesses with similar professions and similar personalities. These actions lead to the ‘same old, same old’ for our business, and less opportunity for impressive growth. Now that we have BNI as a vital part of our marketing strategy, we can leverage the uniqueness of age, profession, gender, and background to help us connect with clients throughout the area whom we would not have had a chance to connect with previously! White collar and blue collar workers, men and women, the high energy incoming generation of 20-somethings alongside our wise professionals in their 50’s and 60s’, introverts and extroverts – all of these diverse perspectives on life, business, and success means we can greatly increase our impact on community with our business and personal missions! As a side effect, sometimes diversity leads to assumptions and misunderstandings, and when this happens, a critical component to keeping our BNI chapters healthy and happy is to realize that communication has been disrupted and to re-open the dialogue. When we reach beyond our usual habits to develop collaboration with professionals who have a unique perspective, we open our minds to new ideas! We save ourselves time and money! And we experience greater success than we could have ever imagined! Work closely with your BNI referral partners, cherish the diversity that your members bring to your life, and may your 2018 be the most successful year you have ever experienced!
Weekly Social Media Use to Boost your BNI Membership (December 2017)
Social Media and BNI have a lot in common: specifically, the ability to communicate openly and regularly with others in your life on both a professional and a personal level. We know in BNI that the balance in relationships of personal and professional is key to gaining Trust on the Referral Confidence Curve. This month’s tip is about your use of Social Media to boost your success in BNI! Ask any social media expert – regular social media use is important if you want to get anything out of it. The same goes for strategically using social media to boost your BNI membership. Let’s start with visitors. Visitors on average spend $1,500 when they visit your chapter. If you want your social media connections to know about your BNI chapter, it means you have to regularly post about it! This is as easy as using the Facebook Check-In feature once a week at your BNI meeting to show everyone your attendance. Add a blurb about today’s Featured Presenter – tell the world the pride you have for the group of professionals you work so closely with! And how about referrals? Referral generation gets easier and easier the longer you’re in your chapter. And using social media to bring attention to your fellow BNI members is key to getting more “Referral Giving” opportunities. Try this: once a week post a blurb about the member in your chapter who gave the Featured Presentation, about the member you had a 121 with, and/or the member won the Best Weekly Presentation Award! Tell a personal story about their reliability, and “tag” their business so that your social media friends can link to their business to learn more! As you check-in weekly and post about your fellow BNI members a couple times a week, watch your reputation go up, your referrals given and received go up, and the amount that you get out of BNI go up!
BNI is your in-person Angie’s List! (November 2017)
While at a local networking event, preparing to give a short introduction to a room full of people, I had a revelation: I wasn’t presenting to potential BNI members per most of my group presentations! Instead, I was presenting to a room full of people who might use their local BNI chapter for the products and services! This insight led to the realization that BNI chapters are just like a live, in-person Angie’s List! See, many of us are eager to talk about the benefits of getting accepted into a chapter membership. However, sometimes we miss out on excellent referral opportunities by not drawing attention to using the products and services of our members. I have seen incredible enthusiasm from professionals throughout Vermont when I have referred to BNI chapters as “your local, in-person Angie’s List” and explained that the local chapters have a reliable vetting process to make sure they get steadfast experts, as well as a system to make sure that everyone involved continues to be professional and reliable. I then point them in the direction of BNIVermont.com and encourage them to use BNI when then need anything from fixing their house and marketing their business, to raising their family and keeping themselves healthy. Keeping money local makes a huge impact on the economy! Every dollar spent in a community is said to recycle up to 7 times. So imagine what we could do if we drew attention to the power of our local chapters not just for membership, but as a source of reliable products and services for years to come!
Using Recognition as a Tool (October 2017)
Taking on a Leadership role takes drive and passion! In BNI, those roles run the gamut from our own role as a chapter leader and expert in our profession, to our in-chapter roles of Event Coordinator to Vice President and beyond. Being a leader sometimes feels a bit like being blind – stumbling your way through new experiences and expectations. Luckily for us, there is a BNI Core Value that comes into play here that makes your leadership role easier and more fruitful. That Core Value is Recognition. As leaders, each of us will save time and get better results when we know that our words and actions are landing the way we intend them. However, it is impossible for us to see these results without feedback from those being impacted. This is where your ability to provide Recognition to your fellow members is paramount to the success of your chapter and your new Leadership Role. And when you Recognize a fellow member, you also boost the trust that individual has in you, which increases your chances of getting referrals! For example – you notice that your chapter’s Facebook Page has some really great new images, tags, and descriptions! Take a moment to tell your Chapter Webmaster that you noticed and it looks great! How about that member who just always seems to boost the energy in the room with their Weekly Presentation – tell them! And how about your Secretary/Treasurer’s reading of the “Investment to Join” statement at the conclusion of the meeting – let them know how well they do it! Using Recognition to boost your fellow members is a pivotal part of keeping the culture in your chapter positive, and it will result in a stronger chapter and better results for everyone involved!
The Power of your Service Organizations (September 2017)
Networking happens in many ways and venues. When considering networking, BNI and chamber/trade association mixers usually come to mind. However, today’s networking tip is about service organizations, and the opportunity to network and build relationships through volunteering. I was in my mid-20s when I was first introduced to a service organization called Rotary International. It was at a BNI event where the presenter told me that a professional couldn’t be successful in BNI and Rotary at the same time. I remember, even at my young age, how odd that sounded. To me, successful networking is about trusting, long-term relationships with others, and the more quality relationships you have, the more successful your networking will be. Lucky for me, although that experience has stuck, the result was respect and good-will towards Rotary and all service organizations. Now, if you haven’t yet been to a Rotary meeting, may this article encourage you to do so. Rotary is an amazing organization whose members come together to create change in the world through volunteering and fundraising, with over 16 million volunteer hours each year worldwide. Like other service organizations, they are in our local communities, making a difference! And these are great places to build relationships! For example, Rotarians meet weekly, just like BNI, where they collaborate to raise money and volunteer. Rotarians sometimes even see referrals for their business (although, unlike BNI, that is not their purpose). Rotary invites professionals to speak at their meetings to share the impact they are making, and they encourage visitors, just like BNI. Rotary is just one example of the service organizations throughout our state and the world. As you consider opportunities to network outside of your BNI membership, we encourage you to take time to visit a Vermont service organization!
Substitutes and Building My Business (August 2017)
After my 1st year of BNI membership, my members were my #1 source of new business. Because of this, I took good care of my BNI members – even when I was out of town. Now, being out of town provided a lot of opportunities for me to re-vamp my energy, and I had a tendency to disengage fully from work during that time. But before I left, I always took care to make an impression on those BNI members who took such good care of me. I did that by arranging for the best substitute I could find! But what makes someone an amazing substitute? And how can I simultaneously build my business while relaxing on vacation? EASY! The answer lies with “what’s in it for my members?” Many of us are guilty of taking the *easy way* – we ask another BNI member to substitute for us because it’s easy! But I knew from the start that this wasn’t good for my members. Other BNI members from other chapters were less likely to hire the members of my chapter because, well, they already had those professionals in their BNI chapter! My next thought was to call on a family member, friend, or client who had substituted for me before. While that idea was more profitable to my fellow BNI members than the previous idea, I knew there had to be a better way! The best result came in finding a family member, friend, or client who had never met my BNI chapter, and (better yet) was in a life or professional transition! These folks had never met my BNI members, they were going to need a lot of support through their upcoming ‘transition’ and were in an outstanding position to buy the products and services of my members… all while I relaxed on vacation. And when I came back, the flood of “thank yous” meant that I came back to a better professional reputation with my members, which meant I had built my business while I relaxed!
Why BNI Leadership? (July 2017)
BNI Chapters are mainly self-sufficient, and BNI’s role is to be the toolbox filled with tools to be used in order to keep the chapter functioning fluidly and professionally. This is where and why Leadership plays such an incredibly vital role in the success of the chapter and your business! Selecting the right member with the right skills for each role can make-or-break your experiences in the next year. Most roles need someone who is detail oriented. Many roles need practiced and successful presentation skills. And every role needs someone who takes their role seriously and puts passion into it. Without attention to detail, or passion, the role and the chapter suffer. And don’t forget the VPC Process (Visibility + Credibility = Profitability). A chapter President who runs their meetings enthusiastically and effectively will see an uptick in referrals. A Mentor who prides themselves on the 1st-year Member Experience sees an increase in referrals. However, a member who puts little to no effort into their role takes the risk of that reflecting on their business, and may experience a drop in referrals. Your role in the chapter plays directly into the respect, trust, and enthusiasm that your members have for you and your company! When you pay attention to your impact on the chapter, your members see this and respond in turn with growing trust and enthusiasm for all you do! When you’re looking for a way to build your business in BNI, taking on a role is a key piece to your success! And when you are honored with an invitation to a role in your chapter, jump on it, bring that role to life, and we’ll see you at Chapter Training in September!
Professions and Professionalism (June 2017)
BNI Vermont has grown so much over the last 5 years! We used to be a small state-wide membership of about 100 professionals – mostly experts in real estate, finance, insurance, and construction. We lacked physical therapists, hair stylists, dog trainers, or movers, to name a few. But now look at BNI Vermont! 300+ members representing professions we never dreamed of having! Take our Energy Healer in Shelburne, our Pre and Post Natal expert in South Burlington, our Edible Landscaper in Montpelier, and our Artist/Painter in Middlebury (and this is just a small selection of the unique professions I could have chosen from)! With this increase in diversity, we have found ourselves occasionally struggling in our ability to understand their professions, and how to get them referrals! Many months back while at a BNI meeting, the members of the chapter laughed at a fellow member’s Weekly Presentation (and it was at the member’s expense) due to the topic. The members didn’t laugh to offend their fellow member – they did it because it was a topic they were uncomfortable with and they didn’t know how to react! The first step to overcoming this hurdle is overcoming our own disconnect or sometimes even prejudices about certain professions. When our Membership Committee has approved someone for membership, we know that this individual is someone with experience, passion, and a drive to be successful in that profession! That means it is our job to understand them and connect with them. When this happens, passing referrals becomes easy! As you read this, if a specific member of your chapter comes to mind, this is your catalyst to reach out to them and build that bridge between what you know and understand about their profession.
The failed 1-year BNI Membership (May 2017)
Recently while attending a local expo, a new BNI member commented to me about the learning curve in BNI, and that membership takes a lot of time. My response was to comment on how steep the learning curve has been for me learning how to dance for the first time in my life (something I only started last summer). Then I commented on how long it’s taken me to become an accomplished opera singer (and I started that back in 2001… and I’m still working diligently at it). The new BNI member immediately picked up on what I was saying – nothing you want comes easily. If you want to succeed, it’s going to time, attention, funds, mental flexibility, and the willingness to fail, stumble, and fall until you succeed. Luckily for us in BNI, a successful membership doesn’t take a lot of money, and it doesn’t take failing countless times to find that success. But it does take time; it does take your attention; it definitely takes your mental flexibility; and lastly – it takes asking for support if you find yourself struggling. This brings me to today’s topic – The Failed 1-Year BNI Membership. A couple years back a BNI member said: "You're front loading BNI if you stay only 1 year: doing all the work and reaping none of the benefits". How true that has proven to be! How many times have we seen professionals come and go from our chapters in their first 12 months of membership, saying that BNI doesn’t work? And yet they never took the opportunity to ask for support, to give you and your members necessary attention, or they weren’t willing to spend the time. A 1-year BNI membership is a complete waste of time and money. Like most things in life, success doesn’t happen in 1 year – it takes your diligence!
“Solicitations” from outside of BNI Vermont (April 2017)
It’s a common occurrence in this world-wide organization for members to reach out to one another in order to facilitate building business relationships. However, from time to time I connect with members who comment on the solicitations received from BNI members across the world, and these experiences have taught me a lot! The first and most important of these is that business culture is different throughout the world. For example, did you know that in many places in Asia is it rude to write on another professional’s business card, or to put it away while talking with that person? I share this to prove that the Platinum Rule is in full effect when it comes to world-wide networking: Do unto others as they would have done unto themselves. It recently came to my attention that there are many places in the world where professionals do not wait for business to fall into their lap. Instead, they go out there and they create business opportunities. And in a great organization like BNI, some members will use the BNI network to reach out to members such as ourselves here in Vermont to grow their network. We Vermonters may interpret their actions as pushy or salesy, but from where they come from, it’s quite professional! When these opportunities cross your inbox/desk/voicemail, instead of flexing your ‘frustration muscles’, I encourage you to consider this perspective of different cultures. Take a moment to thank them for their time. Be clear as to whether or not you want to connect with them. Or if you want to decline their request or opportunity. We’ve been taught that being solicited is bad, but I encourage you to look deeper!
The “BNI Discount” (March 2017)
Have you ever heard the term the “BNI Discount”? If not, may this Networking Tip be the only time you do. If you have, I hope today’s tip encourages you to remove it from your business and to ask your fellow members to remove it from their businesses. The “BNI Discount” is a term used by some of our Vermont members to say that they give a special discount on their products and services to fellow BNI members. This is a means to show one another their appreciation, and a tool to encourage members to do business with them. It’s a concept that comes from a very wonderful place in our member’s hearts. However, I would like to encourage us here in Vermont to stop with the BNI Discount for the following reasons. Number one: We all got into BNI to build our businesses financially - not to devalue our products and services. The BNI Discount inadvertently devalues a member’s products and services, and we would rather that your rates go UP because of your skill and expertise as shown through your BNI membership! Number two: You don’t have to put a discount on your products/services to encourage us to support you! When you truly practice the Givers Gain mentality and put others before yourself, we will gladly and enthusiastically support you and your business, regardless of price! Number three: If you want to show your appreciation to us for building your business, instead of dropping your prices, why don’t you spend your energy getting us a referral, making a new connection for us, or giving us ideas and insight to build ourselves professionally and personally? When this topic hits home, and your members decide to withdraw their BNI Discount, encourage them, and thank them! We are all worthy of the prices that we charge!
BNI Policy #1: One Person Per Profession (February 2017)
We have all experienced the breaking of BNI’s “One Person Per Profession” policy. It happens honestly and without aggressive intention, but it can and does create clashes within our chapters. Many of us have more than one source of income, but our Membership Committees only accepted us for one clearly defined classification. And some of us have a tendency to skirt the policy because our chapter doesn’t have a member in “that profession”, because we want to be nice, and/or because our Membership Committee doesn’t hold us to the policy. For example: imagine an applicant applying for a profession which one of our current members has been talking about on the side. Because we allowed our fellow member to talk about his/her other profession, this applicant now represents a financial imposition on that member’s potential to make more money. But if our chapter had stuck to Policy #1, this would never have been a problem. Another side effect is that we never invite certain professions because we know that one of our members does that on the side! This decision means $10,000s (if not $100,000s) of dollars in referrals that are never given because we didn’t invite in that expert to our chapter! When considering the impact of talking about your 2nd source of income, remember that in the long run it is much more damaging to your fellow members! Imagine loosing valuable members because we “make exceptions”. The true intention of this policy is to create a level playing field for all. This means that, when the policy is followed correctly, we understand that are only talking the professional classification we were accepted for, and we hold to that in all things BNI (Weekly Meetings, Weekly/Feature Presentations, 1-2-1s, BNI Trainings/Mixers/Banquets).
The Power of your Local Chamber of Commerce (January 2017)
Years ago when I was a BNI member, I attended a Vermont BNI event. While there, someone remarked to all of us attendees “you can be a member of BNI, or you can be a member of the chamber, but you can’t be a member of both.” At the time, in my 20’s and new to the business world, that statement did not ring true to me. I remember thinking “but memberships in BNI and the chamber don’t compete – they compliment.” Now here I am, running BNI Vermont, and my beliefs still hold just as true. I have been a member of the Vermont state Chamber of Commerce and my local Lake Champlain Regional Chamber of Commerce for as long as I’ve been in BNI (that’s nearly 10 years in total), and the opportunities provided between the two have been a wonderful compliment! Our BNI membership allows us to use a reliable system to create habits which result in trackable income to our businesses. The training, relationships and steadfast-ness of BNI means we can count on continued growth and opportunities! Our chambers host great trade shows, provide opportunities to get involved and educated about our legislature, give us discounts on insurance and products, and provide opportunities to network outside of BNI! As the Executive for BNI Vermont I look forward to creating more active collaboration between BNI and your local chamber in the years to come. And if you are not yet a member of your chamber of commerce, might I recommend such an action? Chambers of Commerce are strong pillars to our communities and our businesses, and they need our support to maintain their strength!
BNI and Politics (December 2016)
A year ago I was catching up with a Vermont BNI member when another member from her chapter walked by. The member I was speaking with me turned and whispered to me, “Did you know she’s a Trump/Hillary (doesn’t matter) supporter!?!” I was shocked! And not because the other member supported a specific candidate, but because this member would say something with such venom! Let’s get to the point – there is no place for politics in BNI. We are a Relationship Marketing organization. We build one another up through long-term, positive, supportive relationships. And regardless of your individual passion in the political arena, the political choice of for your fellow BNI members is a moot point. The important points when referring someone is not who they are voting for, but is based on their professionalism, their passion for their industry, and your trust in their professional reliability (the Referral Confidence Curve). Also, this political year has tended towards the ‘you versus me’ and ‘I will judge you’ perspectives, which is the antithesis of Givers Gain® and everything BNI stands for. So allow me to share with you how I reacted in the above situation. I didn’t gossip, I didn’t tell this BNI member my political views, and I didn’t decide that the other member was less of a person. Instead, I asked “Do you trust her and what she does as a professional?” And I’m proud to say that this member’s response was “Yes, of course.” To which I replied, “Then her political views don’t matter.” Avoid judging others – and please do not discuss politics at any time during your BNI experience. In your meetings, in One-to-Ones, at BNI mixers – we are not a safe place to discuss politics.
Crafting the Perfect Visitor Invite (November 2016)
The guy Mike invited last week just spent $5,000 on my business!
Someone brought a visitor last week that just introduced me to my next BIG client!
It doesn’t take much to convince you that visitors are important to a BNI meeting! Did you know that 70% of our Weekly Agenda is geared towards visitors? But for the 42% of us who haven’t brought a visitor in the last 6 months, it’s not that we aren’t excited to bring visitors… it’s that inviting is difficult! To be a Jedi-Inviter we must practice that important skill called empathy, which allows us view a situation from someone else’s perspective. Before inviting, it’s important to consider your potential visitor’s perspective. Yes, this takes flexibility and practice on your part, but it is worth the effort! Imagine inviting someone who is incredibly busy. Do they have time to come to one meeting? YES they do, when they see what’s in it for them. Try inviting the perpetually busy person to a business group whose connections will help alleviate their over-inundated schedule! For someone whose business has plenty of clients, try inviting them to a group that will help them identify systems to run their business more efficiently. Is your potential visitor new to business? Why not invite them to a group where they will learn about a diverse array of businesses! The key to being a Jedi-Inviter is not to sell BNI. Instead, figure out what your potential visitor needs, then share your BNI experiences to address those needs. Invite them for an introduction to a specific member, for a perspective on Employee Benefits (your Featured Presenter), or for more clients. And, especially, talk less, listen more and be genuine!
Cross-Chapter Competition versus
Cross-Chapter Collaboration and Pollination (October 2016)
For some of us, BNI Vermont is an open playground for our business because we are so unique that we are the only specialist in our field in the entire membership state-wide. But for the vast majority of us, it is quite the opposite – several if not ALL of the community BNI chapters have someone in the chapter who represents our industry. This realization has led many of us to veer away from communicating with other BNI Chapters. We have been brain-washed to believe that competition means that there is zero opportunity for either person, but my experience in BNI has taught me that this is 100% wrong! Just the other day I was talking with a Life Insurance agent who recently had an epiphany about their seat in conjunction with Financial Advisors throughout BNI Vermont, and what a blessing it was that this person had A) woken up and realized what a great opportunity there was and B) felt bad that they hadn’t realized this sooner. This realization is there for all of you, and here’s what it takes to find that opportunity! FIRST: Have multiple 121s with the professionals in your chapter in the same industry as you. In those 121s, build a trusting, personal relationship, and once that is established, seek ways to understand one another’s businesses that you can find the ways in which you compliment one another (yes, they do exist). SECOND: Visit other BNI chapters and make your first action upon arrival (after signing in, of course) to introduce yourself to the person in the chapter with whom you overlap. Make it a goal to get to know them, build that trusting relationship, and if you are both in agreement (and you’re not stepping on the feet of other members in the chapter) arrange 121s with them to find those select areas that you compliment one another. These opportunities will only fail if 1 of the 2 of you in this situation are still brain-washed that you need to ‘protect’ yourself from other people in your industry. Plus, cross chapter visits will widen your opportunities to give referrals! Lastly for those folks who are still struggling with the negative image of “competition”, give them time. Enough time in BNI will teach them that they are much safer than they originally thought before they had this amazing, GIVING environment that we call BNI!
BNI is your business (September 2016)
A few months ago a BNI member said to me “BNI only works for the members who treat their meetings, 1-2-1s and actions in BNI as part of their business, and not separate from it” (to paraphrase). Interestingly, just this week, an unrelated member from a different chapter asked me if the actions of their members were a reflection of the way they did business. Of course, curious, I asked ‘why’? They promptly informed me that there are members in their chapter who show up late to the meetings, who cancel 1-2-1s at the last minute, and who dress as if they don’t care. This member was trying to figure out if it was worth giving these members any referrals. My response carried two perspectives, which I wish to share with you today. ANSWER: Yes and No – As a generality, the way a member goes about their BNI actions is a reflection of the way they treat their business. However, there is another perspective to take in this generality, and that is this: The members who do not view BNI as part of their business, are sometimes guilty of treating BNI with a throw-away mentality. Some of our members struggle with balancing their time and commitments, and when forced to make a decision between a client and their BNI commitment (i.e that 1-2-1 you had scheduled), they view their meeting with you as secondary, and therefore less important than the client. This means they may not put much thought into the impact that their attire has, or they show up late to the weekly BNI meeting (which they would never do to a client!) or they even no-show to your 1-2-1! These business people need help seeing the light – BNI is their business. This organization is not a separate entity – it is literally a branch of their company, and they need help realizing that their actions within BNI directly reflect the way you perceive their business. (We encourage you to forward this article to any member you feel may benefit from this perspective!)