We are pleased to announce the appointment of Frederick Marcoux as the National Director for Australia.
Norm Dominguez, CEO of BNI worldwide had this to say:
"I am pleased to announce the approval of Frederick Marcoux as the National Director of BNI Australia effective November 30, 2007. Frederick has been involved with BNI for a number of years in the Perth Region and I am very excited to have Frederick on board. This begins a new journey of continued growth for BNI in Australia."
Frederick has said:
"I have observed and experienced a great level of enthusiasm about BNI across the country. I share this enthusiasm and look forward to working with you towards achieving our goals for BNI in Australia."
Frederick’s background is that he has over 20 years experience as a Chartered Accountant with exposure to businesses in Australia, Canada and the United Kingdom. Frederick has a successful track record in delivering professional services to a wide variety of organisations. Before founding his own consulting company, Frederick developed and led the Financial and Management Consulting activities of a National Chartered Accounting firm as a partner for seven years.
Frederick will be attending the National BNI National Directors Conference and Members' Day in April 2008 in Tasmania. This is a great opportunity to meet Frederick - details will be provided in early 2008.
Why the six degrees of separation networking theory is dangerous
Three tips to generate word of mouth business...
A common networking theory is that ‘everybody’ is separated from one another by just six degrees of separation but, like the tooth fairy, it’s a complete myth – only less profitable. The six degrees of separation theory is dangerous because it encourages complacency in the networking environment.
BNI New Zealand National Director, Graham Southwell, says business referrals and word of mouth don’t just happen because we’re all ‘connected’ somehow; they come about through focussed effort.
In the 1960s and 1970s researcher Stanly Milgram arranged a series of experiments whereby people sent letters to people they didn’t know in another part of the country. They first had to send it to somebody who they thought might know the individual the package was addressed to. That person then passed it on.
It took, on average, six connections for some of the packages to reach their destination, hence the six degrees of separation theory. However, few people know that the overwhelming majority of packages never arrived and the most successful attempt yielded a 29 per cent success rate, and another just 5 per cent.
“Increasingly studies are finding that people are being overwhelmed by marketing messages on a daily basis and are coping by taking short cuts in their buying decisions – they’re asking people they know and trust for advice.
“Research by Intelliseek – a US based market intelligence company – has found that consumers are 50 per cent more likely to be influenced by word-of-mouth recommendations from their peers than by radio and TV ads – and the trend is growing.
“This means word of mouth is going to become more and more important as time goes by,” says Graham.
For members who want to generate word of mouth business, these three steps might come in useful:
1. A sharp focus on one aspect of your business, product or service; 2. A habit of asking people you encounter for specific referrals; 3. Cultivating one-on-one meetings with potential referrals sources (dances).
“Business people should – when talking to other people about their business, no matter what the context – focus on one aspect of the business, even if they’re talking to people they meet regularly.
“Talking ‘generally’ about what you do tends to go over people’s heads and doesn’t have stick-ability. Instead, focus specifically on a profile of your ideal customer or, if you’re an accountant for example, on something that makes your specific skill set or service special – perhaps you specialise in a certain industry.
“Have a case study memorised that you can use as an example. Stories are powerful.”
The second tip is to ask for specific referrals, or people. Identify the decision maker in an organisation you want to do business with, and then ask around for any contacts who can arrange an introduction. “If your ideal customer fits a specific demographic, tell people. Don’t use the word ‘anybody’ – it’s too general and has no stick-ability,” says Graham.
Finally, when you meet people (particularly visitors to your chapter) don’t just take their business card – invite them to catch up for a coffee. Cultivate one-on-one relationships.
“Successful networking is about close relationships, not the number of people you can meet,” says Graham.
Article written by Graham Southwell, National Director, BNI New Zealand
The Power of Charisma - 10 tips to Attract Others To You
Charisma begins largely in the mind of the beholder (part 1)
And lasting charisma depends upon the person you are, more than the things you do. You can build your charisma—and change people's perceptions of you—by utilizing the 10 great powers of personality.
1.Power of purpose. Men and women with charisma have a clear vision of themselves, where they're going, and what they're trying to achieve. Leaders know exactly what they want and what they have to do to get it. They plan their work and work their plan.
You can increase your charisma by setting clear goals for yourself, making plans to achieve them, and working on your plans with discipline every day—and you begin attracting the people and opportunities necessary to make those goals a reality.
2.Power of self-confidence. Men and women with charisma strongly believe in themselves and in what they are doing. Self-confidence is often demonstrated through courage. People are naturally attracted to those who have an unshakable belief in their ability to rise above circumstances and attain their goals.
One of the ways you demonstrate self-confidence is by assuming people naturally like you, accept you, and want to do business with you. For example, one of the most powerful ways to close a sale is simply assuming that the prospect has decided to purchase the product or service, and then go on to wrap up the details.
3.Power of enthusiasm. The more excited you are about accomplishing your goals, the more excited others will be about helping you. Emotions are contagious. Every great man or woman has been totally committed to a noble cause and, as a result, has attracted the support and encouragement of others?in many cases, thousands or millions of others.
4.Power of expertise. The more knowledgeable you are, the more people will perceive you as charismatic. Others will admire your knowledge because of the impact it can have on their lives. This is also the power of excellence: Being recognized by others as an outstanding performer in your field. Men and women who do their jobs extremely well and who are recognized for the quality of their work are those who naturally attract the help and support of others.
5. Power of preparation. Whether you are calling on a prospect, meeting with your boss, giving a public talk, or making any other kind of presentation, when you are well-prepared, it becomes clear to everyone. The careers of many young people are put on the fast-track as a result of their coming to an important meeting well-prepared.
Whether it takes you hours or even days, take the time to get on top of your subject. Be thoroughly prepared so nothing will faze you. Often, this effort will do more to generate the respect of others than anything else.
Article written by Brian Tracey - (SuccessNet) Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organisations.
Hearing of BNI's success as a business referral organisation, my decision to visit my local chapter paid off in a lesson learnt and revised.
It was a visit with a purpose of seeing a BNI meeting in action and whether BNI was for me. It could also be a refreshing change to be amongst people in different professional fields who share the same mindset of being passionate about one's own business and getting into some serious networking early in the day. I was amazed at the high level of enthusiasm and active networking that started well before 7am.
Coming from a hospitality background after many years in the hotel industry, I was able to see a striking element of 'customer relationship building' at the chapter I visited that was ever present in all the training I did in hotel school. It is hospitality.
The hospitality rendered on my first visit exceeded my expectations. The 'moment of truth' was right at the beginning. Starting off on the right note provides an appreciable and enjoyable meeting.
The chapter visited had very capable and efficient Visitor Hosts. The moment I walked into the meeting room, the Visitor Host welcomed me with an assuring smile and briefly told me about her role, which included looking after me throughout my "meeting experience". After registering me and pinning a name badge on me, the Visitor Host handed me a BNI brochure, a Visitor Information Sheet and an Application Form - all the essentials of a Visitor Kit. I was shown to the meeting table where my seat had a "Reserved for Visitor" place-card on it - just next to my Visitor Host. I thought that was indeed a fine touch of hospitality that "wowed" me instantly.
With my cup of hot caffeine stimulant in hand (My Visitor Host got that for me too so that I would have more networking time!), I was introduced to a number of chapter members using my first name (using the first name is part of a Guest Recognition Program practised at hotels). What a great warming start!
At the back of my mind, I was thinking that the "meet and greet" process - a terminology used very often in the travel and hospitality sectors - was done so well by the Visitor Host. I drew a resemblance of Visitor Hosts to sales people in the hotel industry who have perfected this to a fine art from doing it so often with clients and guests alike.
My Visitor Host made me feel very welcome and helped me get settled quickly into the meeting environment so that my experience could be enhanced. This created a unique difference when comparing BNI to other networking groups where this element of Visitor Hosts is not in place.
A Visitor Orientation at the end added the final touch to the entire "visitor process" that truly stood out. It was during this very brief session that I found out that the chapter had doubled its membership numbers in 6 months. Apart from the high energy meeting and the impressive flow of referrals passed, I truly believe that Visitor Hosts are people that give the first, the best and lasting impression of what that BNI and its chapter is all about. This raises the confidence and trust of what that chapter can do for growing one's business by first planting the seeds of belonging for the visitor.
Visitor Hosts are definitely "Directors of First Impressions," drawing a parallel with any role in the travel, hospitality and tourism sectors, i.e. giving an image of friendliness, service and keenness to do business.
Article submitted by Richard Poi , MM (Tourism Management) Assistant Director, BNI Sydney Inner West and a former Director of Sales at JW Marriott in Kuala Lumpur.
Members of BNI Focus were delighted to receive their Gold Club badges recently, after reaching the milestone of consistently having more than 36 members in the chapter. BNI Focus is one of four chapters in Townsville and by far the largest. This chapter comes under the banner of BNI Northern Australia, which is owned and managed by Lance and Kathy Gane from Cairns.
Focus was chartered just over 2 years ago and was the third chapter in Townsville. From humble beginnings it really grew in the last 10 months in particular. Gary and Nola Hayman were very instrumental in getting the chapter running. Gary was the first President, followed by John Davey, then Wayne Crase, then Bernie Hock.
Members of Focus, meet at 7.00 am on a Friday morning at the RSL Club on Charters Towers Rd in Townsville. Cath Andison is the current President and she is ably supported by a Leadership Team who know and understand the importance of a team working together to help each other and also to help build the chapter. There is a fantastic, supportive atmosphere at the meetings, where on average 50 referrals get passed each week. While the meetings follow the agenda, there is time for some fun and laughter as well.
Bernie Hock, Area Director for BNI Focus said: "I attribute the success and growth of BNI Focus to 4 main things, namely the Leadership Team working and communicating as a team, the Leadership Team defining goals and clearly articulating them to all the members, a strict adherence to the attendance policy and last but not least, following the agenda, while allowing for some fun as well".
Well done BNI Focus Members - this is a great achievement!
Article submitted by Bernie Hock, Area Director, BNI Northern Australia
The first ever BNI golf day in Sydney was held at the Northbridge Golf Club recently.
Over 60 players took part, from BNI chapters all across the Sydney region. In particular, there was strong representation from BNI Bridgeview and BNI All About Business.
Whilst playing some fine golf, participants were able to enjoy the scenic views on the course and out across Middle Harbour. The well known par 3 second at Northbridge, featuring an 80 metre drop from tee to green, provided those of all skill levels with a challenge. A passing thunderstorm didn't shake the resolve of the players to enjoy the day. The Alcatel-Lucent team, in particular, battling on in the far corner of the course whilst other groups took a brief restbite in the clubhouse.
Executive Director, Maurice Gilet, was unable to play due to a recurrence of an old knee injury. However he toured the course in a motorised buggy, helping players with insights on the course layout, club selection and where to find the free beer.
Apart from the golf, the day proved an ideal opportunity for BNI members to enhance existing relationships and also make some new BNI contacts. After playing, participants and spectators were able to mingle whilst enjoying refreshments in the clubhouse bar. Later adjourning to the restaurant for the post match dinner.
The overall winner was Matt Fitzpatrick of EmbroidMe North Sydney. Top female performer was Rowena Robinson of Well Body Natural Therapies. The team award was taken out by Active Personnel.
Congratulations to the below BNI Members for their amazing success and achievements in Tasmania:-
Leigh Nothrop - Member/Treasurer of BNI Lomond & new BNI Tasmania Ambassador was named National Salesperson of the Year 2006-2007 for Commander Centres this year.
Libe Chacos of Sunrise Homes from BNI Discover was recently named Professional of the Year in the 2007 HIA Greensmart Awards. Libe was responsible for the development of Tasmania's first GreenSmart-accredited display home.
Celine Egan, our Northern Tasmanian Assistant Director Celine Egan has been named as a Finalist in the Telstra Small Business Woman of the Year.
Article submitted by Dan Garlick, Executive Director, BNI Tasmania
Time's running out for the BNI KL08 World Members' Conference
The 2nd World Conference for BNI members will be held on 28th and 29th May 2008 with a Director’s Day being held on 27th May.
Last year there were around 380 people present. Judging from the level of interest at the International Director’s Conference in San Diego last month, around 800 delegates will be expected this year. (http://www.bni-worldwide.com)
Here is an ideal opportunity to think globally and help Australia to play its part with a good-sized contingent from Down Under!-
Here are some reasons to visit this exciting city: • Firstly, accessibility. It is only 5-7 hours to KL depending where the Australian uplift point is – definitely shorter for those flying out of Perth. • Secondly, the buying strength of our Australian Dollar. Multiply that about 3 times to convert your dollar to the Ringgit (RM), the local currency. • Thirdly, KL is a multicultural and cosmopolitan city where you can sample the cultures and cuisines of 3 ethnic races – the Malays, Chinese and Indians. • Fourthly, the shopping is superb. Again, your Aussie Dollar will go far. It’s paradise for the ladies. • Fifthly, you are not far from other great domestic destinations. For example, there are beach and island resorts of Penang and Langkawi. Those wanting adventure can visit Sabah and Sarawak which is the Malaysian Borneo. Here you can meet, feed the Orang Utans, climb Mount Kinabalu (the highest point in South East Asia) and visit the excellent diving spots. You can even play golf at night!
On the BNI front, you will get to experience several things: • Firstly, you will meet in the top class, state-of-the art KL Convention Centre or KLCC for short. Organiser and BNI Director, Robert French is very excited about the venue which is so high tech that it boosts of a wireless, roaming microphone system that tracks the speaker in the room! A plus point too is that the KLCC is within walking distance to the iconic Petronas Twin Towers, where there is shopping, entertainment and classy restaurants. • Secondly, you are offered the opportunity to network and showcase your business to the Malaysian BNI chapters that meet in around the city. • Lastly, you are assured of an exciting conference program. Even if you’re time poor and have little time to spare to sample the cultural delights of KL, the conference program may bring some cultural experience to you. At the conference last year, we had the most awesome acrobatic twin lion dance performed across several 3 metre high poles towering above the guests’ tables!
Be there!
Article submitted by Tony Benner, Executive Director, BNI Sydney Inner West
As we near the end of the Old Year, it’s a good time to look back and review.
What are the things that we really enjoyed doing this year? (We want to make sure we include these for next year) What are the things that we wasted time on this past year? (Eliminate those from your schedule) How well did our networking, and other forms of marketing, work for us? (How do I measure this?)
Those of you who keep a track of referrals given and received and the ‘closed business’ that came our way because of BNI, will find it easy to assess. For those of you who don’t have such a system, it’s a perfect time to set in place a process for recording those things.
If you’re struggling with ways in which to do this, you can either use the referral tracking system in your MSP manual or you can ask someone in your chapter who seems to know just how much business is brought their way via BNI. Why not use your Open Networking time to find out how others are doing it?
We would like to take the opportunity to wish members, their family and associates a safe and joyous Christmas and look forward to sharing a prosperous and successful New Year at BNI!
Article submitted by Marilyn and Bob Haldane, Executive Directors, BNI NSW South
