Recently I was speaking to a BNI member – I’ll call him David - who, in conjunction with other staff members, had been a member of BNI for over 4 years. In those 4 years his company has grown from 2 employees to over 10 and now operates in 3 states. He attributes this growth solely to his BNI involvement. Yet he said that, in his experience, you needed at least 2 years membership before it really paid off.

Well it certainly has paid off for his company and it could be said that it was the best business growth investment he has ever made.

Whilst the time from joining to real business will differ for every member, it is well worth while acknowledging the following axiom in relation to BNI membership: “it only works if you do!”

And as the founder, Dr Ivan Misner says – “this is not Net Sit or Net Eat, it is Net ­Work”.

Regrettably some members overlook the need to put in the effort to reap the reward

At a Directors Conference 3 years ago, I met a young man who had just become a Director and I asked him how much of his business came through BNI. His response was interesting because he said “What do you mean, how much? I get all my business through BNI!” I was intrigued so I asked his story. Easy he said.

“Two years ago I started out in business as a 24 year old rookie and a good friend did me a favour by inviting me to a BNI meeting. I saw the benefit immediately and joined. 6 months later when they were looking for new people on the Leadership Team - I volunteered. 12 months later when they were looking for a new Director - I volunteered. Now here I am just under two years as a BNI member and I get ALL my business by referral through my BNI sales team.”

What was the key factor in this young man’s approach? Attitude! He did not see “extra work” by volunteering. He saw opportunity!

So how is BNI going for you? Are you seeing “opportunity” or “work”? They both look the same . . . the only thing that enables you to see them differently is your attitude.

The results of the National Membership Drive for 2006 have been received.

It is a great pleasure to announce that the National Prize has been won by Hayden Armstrong from BNI Salamanca in Tasmania.

He has won a 14 day trip to North America for two people.

Hayden was presented with his prize at the International Networking Day lunch at Wrest Point on Tuesday, February 6th 2007.

Well done Hayden!

Article submitted by Dan Garlick, Executive Director, Tasmania

In reviewing the statistics from Closed Business, it appears that NSW South Coast is leading in the category of value per member with a staggering amount of $9,000 per member.

This is a great incentive for visitors to join immediately. Well done NSW South Coast.

Article submitted by Geoff Kirkwood, National Director

Executive Director, Sydney South West, Glenn Kirkwood recently got front page publicity, but not for BNI.

Glenn, who is a senior member of the Ski Patrol in Thredbo, was with 6 other Aussie skiers in Japan when they encountered the skiers worst nightmare - an avalanche. Being experienced skiers they were able to avoid it, but 26 locals were not so lucky. The Aussie team of 7 are now national heroes in Japan for rescuing 24 of the 26 local skiers. Regrettably 2 people died. “It was a case of knowing what to do and having the right equipment”, said Glenn.

So the question now is when is he establishing his first “skiing chapter”?

 

Because of its geographic location, Sydney Australia became the first city to host a function for International Networking Day.

Over 75 people attended a luncheon addressed by Australia's leading gender communications specialist, Candy Tymson, who discussed the notion "Are Women Better Networkers than Men?"

One of the guests was business lawyer Peter Papagianakis from BNI Long Island, New York, who flew in to hear the address with the hope that he would get some ideas on how to boost the number of women members in his chapter.

Another long distance traveller was Elzette Bester, a graphic designer from BNI Essendon Chapter Melbourne, who made many creative connections during the luncheon.

A summary of Candy's address (with the answers as to who are the better networkers) is available from Sydney Inner West's Executive Director, Tony Benner at tonyb@bni.com.au.

Article submitted by Tony Benner, Executive Director, Sydney Inner West.

Later in the Week, 25 members from Sydney Inner West region joined the directors on a roster in operating a BNI Information Booth at the huge Rhodes Shopping Centre with Sydney's only Ikea store.

Over the next few weeks, chapters in the region will be welcoming many of the people introduced to BNI at the Luncheon, the Information Booth and from newspaper publicity.

Article submitted by Tony Benner, Executive Director, Sydney Inner West.

8th February 2007 BNI Gold Coast members and guests met to celebrate the inaugural International Networking Week
with a Big Breakfast held at the Radisson Resort in Carrara.

280 networkers met to enjoy music by Clare Nella as well as Deborah Leigh-Russell and Romain Bricknall of "Romorah", and all members and guests enjoyed the amazing and dynamic Paul Dunn, celebrated author and businessman.

BNI Gold Coast put on a breathtaking event that truely celebrated what business networking is all about.  The 3 hour programme included musical performances, recognitions and the Best of the Best with Paul Dunn, renowned business mentor and founder of The Results Corporation.

The event was proudly sponsored by Totally Teeth - who give you everything you need for a healthy smile.

Special recognition went to:
*  John Mitchell from BNI Neptune, for sponsoring six new BNI members during last years Members Drive
*  BNI Neptune as a chapter for sponsoring 15 new members during this time, the highest number of members by a chapter in Australia
*  BNI Gold Coast's Gold Club Members which included John Mitchell – of BNI Neptune who is their newest member, joining Murray Duthie – BNI Hub, Heather Nyssen – BNI Neptune, Peter Bartlett – BNI Neptune, David Nash – BNI Paradise, Sharon Pullen – BNI Titan and Steve Brooke – BNI Titan.

This was followed by a seminar on "Why Businesses should Network" conducted by Leo Petrik, BNI Gold Coast Executive Director, which was attended by over a hundred members and guests.

 Article Submitted by Leo Petrik, Executive Director, BNI Gold Coast Region
 

Teaching businesspeople how to get positive word of mouth is one of the aims of National Networking Week, which more than 2000 businesses from around New Zealand will celebrate next week.

National director of networking organisation BNI, Graham Southwell, said the aim of the week is to celebrate the key role that networking plays in the development and success of businesses and to highlight referral marketing as one of the most effective business tools around today.

"International Networking Week was celebrated globally from 5-9 February. In New Zealand, however, we celebrate our national Waitangi Day that week, so we rescheduled for later in the month", said Southwell.

Word of mouth remains the most effective form of advertising, and during National Networking Week we want to help people get word of mouth working for them, by associating with people who make it a daily part of their business behaviour.

"People are coming to understand that networking isn't about meeting as many people as you can. It's about fostering strong ties with a small group of people who act as your referral team. It's not what you know or even who you know, it's how well you know them," said Graham Southwell.

Article published The New Zealand Herald 14th February 2007

"Follow the Golden Rule." It's one of the first lessons many parents and teachers like to drill into young minds: Do unto others as you would have them do unto you. When it comes to referral networking, though, the Golden Rule doesn't shine.

Assume that your client or referral partner enjoys the same things as you. If you really want to succeed in networking, say the authors of a new book called, "Truth or Delusion: Busting Networking's Biggest Myths", you need to follow the Platinum Rule: Treat others the way they want to be treated.

"There are three people involved in a referral," says New York Times best-selling author Dr Ivan Misner and Chairman of BNI. You have to pay close attention to every one of them in order to succeed at networking.

"Number one," explains Misner, "is yourself. You need to know how you work best and where your strengths and weaknesses lie. Number two: the referral source. How does this person like to communicate? How does he like to be treated? If you want him to help you, you've got to treat him the way he wants to be treated. And number three: the prospect. How does the prospect like to be sold to? What's the best way to communicate with the prospect?"

"Looking for a fast way to destroy a budding relationship?" asks Misner. "Assume that your client or referral partner enjoys the same things as you."

So much for the Golden Rule! Learn how to go for platinum by getting this book from the BNI shop.

Article submitted by Tony Benner, Executive Director, Sydney Inner West

Alan Wong, a BNI member for nearly six years and the Managing Director of UCD Software, a company specializing in software for insurance agents and car dealers, generated six referrals by giving value first.

Is that easy? Wong says, "YES! Just help someone by providing value and solutions."

When Alan made a phone call to a client for an appointment, he got the usual answer—they were too busy to meet him because they were moving. Alan responded by offering to help them move.

When Alan went to help move the office, he was able to recommend the following businesses:

1. An office mover
2. A commercial cleaner for the new office
3. A regular cleaner for weekly cleaning
4. A printer for a flyer for the new office and notice of moving
5. Office phone system
6. Building maintenance.

Guess whom Alan referred? Members of his own chapter, of course, using the handy BNI businesscard holder.

If Alan had known of the client's move earlier, he would have also recommended the following:

• A real estate agent to look for a new location
• A lawyer to sign the tenancy agreement
• A painter
• An interior designer
• Windows and floor covering specialist
• Electrician
• Air conditioning service
• Signmaker
• Security and CCTV specialist
• Computer networking and service.

Alan managed to secure 6 services from his chapter. It is that easy. Just look for the three most trusted people from your circle of influence. Then Listen to the conversation; Ask a few questions; and, Respond with a solution to help them solve a problem. Soon, you will attract referrals without even trying.

Taken from SuccessNet January/February 2007 Submitted by Avryl Au, National Director, BNI Malaysia

Pressing the flesh is vital, but following up personal contacts can generate a parallel sales force.

Word-of-mouth marketing produces 50% to 100% of sales for small enterprises. Ironically. most time-poor business owners still approach this well-researched tradition with nothing more than a firm handshake, the flick of a business card and a quick exit. Yet, by marrying 30 years of sociological inquiry from academics to everyday networking techniques, entrepreneurs could find more customers in less time while exploding the critical myths about this vital part of sustaining and growing a small business

Few business owners have the time to waste on fruitless networking activities or the budget to spend on more costly forms of marketing. But forethought and follow-up have replaced most of the old fashioned luck that networkers still rely on when pressing the flesh. Once valuable contacts are made, managing, reviewing and changing established business networks could improve customer numbers and access to vital information. Networking creates the doors, while proper business management of your networks effectively opens them.

What does this mean to entrepreneurs? Networking events that are laden with potential cuostmers are not simply waiting for people to rock up and close business. Few sales come from people who entrepreneurs initially meet, but rather from people those contacts then recommend. It's about farming not hunting, and the cultivation of relationships over a period of months before those contacts trust and value relationships enough to recommend their friends and colleagues. It's the sales force that isn't there.

Then comes network management. Two separate studies, conducted by Dr Brian Uzzi of Chicago's Northwestern University, show how small enterprises, through "powerful networks", enjoy greater financial success and are less likely to fail. Uzzi, a professor of organisation behaviour and sociology, found that an enterprise's "position in a network, the quality of its ties to network partners, and the structure of the network provide the basis on which to make predictions about performance and capability, both positive and negative".

Foremost is the need to find and establish network relationships with people who may have contact with future customers.

No two business owners will attend all the same networking events. Dr Ivan Misner, author and founder of Business Network International, recommends investigating state and local chambers of commerce, industry associations or profession-based networking organisations that allow non-competing entrepreneurs to exchange potential customer referrals.

There is a need to research such organisations to determine if their members are potential contacts, and at least know a particular target audience. One-time visits rarely pay off. Misner says that monthly, fortnightly or even weekly attendance may be required depending on the type of event.

Then there is everything else. Author and network strategist Robyn Henderson recommends seminars or well-known speaking engagements. The path to new customers might even start at a gym, a hobby course, a sporting event, a dinner party or the increasing trend of professionals to join charities or community projects. Very few use this non sales approach that long-time networkers swear by.

"More than half of people who attend networking events are unprepared, they don't follow up and they're confused," says Henderson. Arrive early, leave late and "act like the host and not the guest". That helps people migrate out of their comfort zone and into networking with complete strangers. It is best to take business cards (many don't) and master a 10 second description of your service or product so that others can easily understand and remember. How many conversations are required? It could be one or it could be five, and depends on the individuals who are introduced and how well they interact.

One way to do this is to ask people about themselves, what they do, and what their needs are and what challenges they face. If they sound like a potential path to future business, then their business card can be obtained and they can be sent relevant information. If they can't stop talking about themselves, then it might be best to move on. At all costs, don't go for the jugular. "The worst thing you can do at a networking event is try and sell someone," Henderson says.

Next is the follow-up, and it's all about using generosity to invoke reciprocity. Henderson adopts Misner's motto: "Give without remembering and receive without forgetting."

Less than 15% of networkers actually follow up, and those who do rarely follow the generosity rule, says Henderson. "Over 90% of what you send out needs to be something of interest to them and less than 10% promoting you," she says. Whether it's a website, a business newsletter of helpful tips or some other information that can help them address their challenges, don't hesitate, just send it.

Article extract taken from The Bulletin, May 2005

A phenomenal effort from BNI chapters around New Zealand made this year's Hospice Week fundraiser a success. Many chapters seized the opportunity to work together on a project—land, in the process, enjoy one another's company. $35,077.80 was raised for local hospices across New Zealand. New Zealand National Director Graham Southwell was awarded a Founders' Special Award for this fundraising effort directed to Hospice through the BNI-Misner Foundation.

The Cambridge Chapter of BNI hosted an exciting Medieval Banquet and raised $2,791 for Hospice Waikato. Hospice Waikato's newsletter said this about the festivities:

"There was grape throwing, punishment in stocks, lots of mulled wine, limericks and no electricity. And everyone had a thoroughly good time at The Old Creamery in the cause of Hospice Waikato. The Cambridge BNI's medieval banquet was perhaps this year's most colourful and memorable 'Time to Remember' event."

Christine Edmeades of Simply Elegant Flowers said that people got put in the stock for any old reason. "Everyone bid to get them out - it cost $150 to get our president (Kevin Mayall) out." But the Cambridge Chapter of BNI hasn't stopped there. The chapter has initiated a Make a Wish program for Hospice Waikato. The first recipient was a young Ngaruawahia lad who will get his wish for a helicopter ride.

Taken from SuccessNet January/February 2007

The Oasis Chapter kicked off at 7 a.m. on December 7, 2006, at the Brake Cafe, Cilandak Town, in the city of South Jakarta. With a core of 16 enthusiastic members, the chapter was pleased to host 40 special guests at their first meeting!

Among those present were Sim Chow Boon and Mervin Yeo, National Directors for BNI Singapore. They gave an inspiring talk during the education minute. The guests were impressed with the number of business referrals that were generated and also the testimonials that were shared.

Mr. Hari Purnomo, the National Director for BNI Indonesia, stated, "It's exciting to see BNI in Indonesia! BNI is a proven system that will help Indonesian business people generate more business!" Congratulations and Welcome to BNI Indonesia!