The recently completed Directors Training Course in Brisbane was a big hit according to the 6 participants.
With Directors from Cairns, Townsville, Brisbane and Sydney the variety of experience was an added bonus to both participants and instructor.
This was the first time we had undertaken the new training format for Assistant Directors and it is now a valuable addition to BNI’s training arsenal.
Stretching over three full days and covering both theory, in the form of procedures and policies, as well as the practical side in the form of mentor sessions, infomercials and workshops, the course has equipped the participants to handle most queries at member and chapter level. It also demonstrates BNI’s commitment to constantly raising our professionalism by better training for our Directors.
By Tony Benner, Executive Director Sydney Inner West
Sometimes we see people, both BNI members and non-members being miserly with their business cards. We have a saying in BNI that says: Your business card is worthless until it is the hand of either a potential client, or someone who is in the position to refer business to you.
You have produced your business cards for a reason. They are to let people know your name, your business and most importantly, how to get in contact with you. So be plentiful with your business card. Give Two, they're small!
That is the point of having them in the first place, to get them out in circulation! When they are sitting in your wallet, they’re just pieces of cardboard, when they’re out in circulation, they are marketing tools.
As an exercise this week, take a look at how many of your business cards are in the chapter card box. If you have none in there, you are really doing yourself a disservice. People can't refer you anywhere near as effectively without your card as they can by giving it to a potential client. If you have less than ten in the box, chances are there will be next to none left in there next week, so re-stock today. If there are between 15 and 20 copies of your card in the box, well done! You've been watching your stocks.
Finally, look at your BNI card file. Have you got at least two copies of everyone's else's card in there? If you haven't, re -stock it. Business cards are there so that you can carry every member’s card with you pretty well everywhere you go.
Good networkers are ready to generate referrals anywhere, anytime. Having business cards ensures that you can make a great referral, not just mention someone's name.
HOW YOU can get the most from your BNI membership this year
By Graham Southwell, National Director New Zealand
BNI is the purposeful, proven, systematic generation of referrals – so it makes sense to have a system THIS YEAR!
According to Lawrence Mead, writing in Dr Ivan B. Misner’s bestselling ‘Masters of Networking’ (available from the BNI shop) there are Nine Keys to Mastery:-
Here are the first four:-
1. Embrace the ‘Givers Gain’ philosophy – whether meeting an old friend or a new contact, the master networker’s first thought is: “What can I do to help?” 2. Work in a disciplined structure – develop a system for meeting new contacts, keep track of appointments and follow up on obligations. 3. Attend networking events – commit to regular attendance, it’s the best way to stay focused while feeding, nurturing and renewing your network connections. 4. Plan your networking – set goals for what you want out of BNI this year and write down the small steps you will need to get there i.e. dance once a week.
By Sim Chow Boon, Founding National Director Singapore
Besides Price, Product, Promotion and Place, what other distinct advantages do you have over your competitors?
Meaningful partnerships is one of the foundational pillars for success. Powerful Partnerships is what enables many companies to make continuous improvements and growth. While business owners attempt to keep costs lean and mean, sales is still the critical element for the survival of a company that cannot be trimmed. How much would it cost you to employ a salesperson to increase your sales?
The sales function is a time consuming task with a constant need to fill your ‘reservoir’ with fresh, qualified prospects on a regular basis. Qualified prospects do not come from a cold contact situation but from a strong referral network.
Imagine how powerful your business can be when you have a network of advocates who strongly believe in what you do? It’s powerful.
Being part of a strong referral network (your chapter) will only be meaningful and powerful when you treat your network as your partners in business.
Partners - Your network members are your partners. Partners are treated with respect and trust, regardless of their trade and profession status. All should be treated alike. Respect your partners for their time and commitment they have placed in you. Show your due regard for them. In a business partnership, it works as a PEER advisory group with best practices, offering each other peer support, including problem solving.
Opportunity - Every partner in your network presents an opportunity in itself. Their association with other networks is a link for you to opportunity. You’ll never know what lies beyond each members network of contacts.
They might say that you are over the hill when you turn 50, but when a chapter that is only 11 months old turn’s 50 it’s definitely not the case.
BNI River View, located in Taree on the mid-north coast of NSW has reached 50 members in February. This is the first time a chapter in Australia has achieved this milestone.
Part of the success of the chapter is in it’s diversity. Apart from the usual suspects the chapter contains a Funeral Director, Child Care Centre, Fish & Chip Restaurant, a Pub, a Vet and a Psychic Medium!
So why are they so big and continue to grow? It’s simple really, they bring visitors. There has been 15 visitors in the last 5 weeks, and converting them is easy when they see the energy in the room.
According to River View President Bill Payne (Optometrist), “the camaraderie between members and the energy in the network is what makes it work, plus we make some money as well. In fact our VP announced this week that we are averaging 83 referrals a week – referring is easy when there are so many businesses to refer to....basically we’re a happy bunch!”
BNI River View’s first 1000 referrals came in just under 9 months after chartering and was celebrated by the chapter to mark the occasion. The chapter is organising a charity golf day on March 5th, so if you’re in town....
Successnet is source of fantastic ideas. One such idea seen last year by Executive Directors Russ & Elizabeth Holland from the NSW North Coast region was a Members' Toy Run.
Each member was encouraged to bring a new toy to the last chapter meeting of 2005 and use it as part of their informercial.
After the meeting the chapter organised to deliver all the toys to a charitable organisation chosen by the chapter. “Our chapters supported a range of charities including The Salvation Army, the Smith Family and a Womens Refuge” said Elizabeth Holland. The 6 chapters in the region all participated and as a result over 135 toys were delivered around the region ensuring that a whole bunch of kids received something for Christmas.
The Timbertown chapter on the Mid North Coast, is a chapter with a lot of business community spirit - (this is the BNI chapter in the smallest town.!).
They again showed that spirit recently, by entering a team in the local 'Business House' relay swimming carnival. Designed as a fun way for local business to come together, and raise money, the event is held annually.
Made up of teams of four, the teams nominate a time that they can complete the four required laps. Represented by Lifesaver and Real Estate agent Paul Hoole, Solicitor Loris Hendy (good name for a swimming competitor), Car salesman Craig Anderson and Superlook Smash Repairs, Elise Prussing. The Timbertown Chapter combined experience, cunning and beauty in their team of four.
Whilst not winning the swimming events, the team did take out the best dressed, in a little number designed and made by Elise, combining cheeky singlet top and purple tutu.
Not satisfied with their efforts at Wauchope they also went on to compete in Port Macquarie a week later. Hats off to the Timbertown Wauchope chapter for flying the BNI banner loudly and proudly.
Excitement builds in NSW North Coast for Dr. Misner's Visit
The word is spreading and excitement building towards Dr Misner’s visit to the NSW North Coast region. Although some months off yet preparations are well underway. There are six chapters currently in the region spanning some 500 kms and two more in development.
Russ Holland, Executive Director of the region said "Although Dr. Misner is only able to visit Coffs Harbour, we will be receiving support from all over the region. There will be coaches running from as far south as Forster, picking up members all the way through to Coffs".
“We are working on a publicity package with a number of media outlets to promote Dr Misner’s visit to the region.”
Fortunately there is a motel in BNI in Coffs Harbour so there will be travel and accommodation packages offered to members. However, “there will be also be the die-hards who leave home at 3am to get to the breakfast”, Russ said.
Extract from Inspirator International Interview with Dr. Ivan Misner - Founder BNI - World's Largest and Most successful Business Referral Organisation
Q. Tell us something about yourself and your background:
A. I grew up in a lower-middle class neighbourhood in Southern California with my parents and two younger sisters. I had a strong sense of family and oustanding role models in my parents.
High School was a turning point for my personal development because of my involvement in student government and leadership, which continued into college. My family was not well off and with the help of some scholarships and regular "care packages" from my parents, I put myself through college, starting at a local community college. I transferred to a State College for my Bachelor's Degree and went on for my Master's and Ph.D. at the University of Southern California (USC).
At one point, I thought I would go into law or public service - government. However, I decided early on that I was too much of an entrepreneur to be satisfied in government, having worked as a Field Operations Supervisor for the U.S. Commerce Department. In addition, the allure of law faded as I learned more about the profession. I drifted into business as the Assistant to the President for a transportation company and then later the General Manager for a light manufacturing firm. Having done this for a few years, I decided to go into business for myself as a silent partner in a trucking company and as the principal in a business consulting practice.
