2007

New BNI Regional Blog

2007-12-26T19:25:00.000-08:00

BNI Directors Mike Tobin, Teresa Simon, and I are combinig our efforts to bring you one blog for the entire Eastern Missouri/Southern Illinois area. Check out the link below and sign up to have updated entries sent directly to you.

http://bnimissouri-illinois.blogspot.com/

Six Dates to Referral Romance

2007-11-17T22:11:00.000-08:00

Dating and doing MOM’s both require people to gradually reveal more about themselves over time. Whereas dating is often the preamble to romance, MOM’s are the mechanism for building profitable referral relationships. The rules that apply to both are more universal than you might think.

The lifestyle section of the local paper recently ran a story called “The Second Date: More May Be On the Line Than the First.”

Which I found incredibly redundant because by definition, a second date requires an additional investment of time, energy, money, hope, curiosity, attraction, and other human dynamics. More is definitely on the line. Return on investment is far from certain.

According to the article, “While the first date is akin to kicking the tires of a sports coupe on a car lot, the second date is like taking your potential dream rig for a test drive.” In other words, the article suggests that we use a different strategy with each progressive encounter when it comes to dating. My question is this: Could we benefit from treating MOM’s the same way?

For instance, the article goes on to say that before the second date…"you should have some idea of what you have in common as well as where you differ in terms of family values, career and personal goals, and personality." BNI members can use the GAINS profile as a first date strategy, then move on to more in-depth information if a connection is made. “As more information is revealed, a better decision can be made about whether another date is the way to go.”

THE MEMBER CHALLENGE: What if you committed to going on six “dates”—doing six MOM’s with the same person. What if you agreed up front to a different strategy for each date, at the end of which you had to make a decision whether to see that person again or walk away. And…this is the best part…what if each dating strategy was planned in advance, so all you had to do was show up and execute the strategy. Think “The Dating Game” in a referral context, minus the anxiety of actually planning the date.

Choose one potential referral partner and agree to try these six MOM strategies in sequence. It might take a month or two or even three, but the chances of building a long-term relationship leading to referral romance would increase astronomically. At the very least, you will know so much more about that person and be in a much better position to both give and receive referrals. In other words...you have nothing to lose.

MOM #1: GAINS Profile. Complete the profile about yourself in advance, and ask your partner to do the same. When you meet, exchange profiles and base your discussion on the most interesting parts of each other’s background. Try to establish commonalities and build rapport.

MOM #2: Bio Sheet. Complete the Bio Sheet about yourself in advance, and ask your partner to do the same. When you meet, exchange Bio Sheets and base your discussion on the most interesting parts of each other’s background. Continue to establish commonalities and build rapport.

MOM#3: Contact Sphere Planning Sheet. Complete the Planning Sheet in advance and ask your partner to do the same. When you meet, exchange lists and talk about ways to facilitate introductions to your top three.

MOM#4: 16 Questions. Take turns asking and answering these questions about each other. Start with #1 at the bottom of the page and work your way up to Question #16. This might actually take several “dates” for both partners to get answers to al 16 questions about each other, but the effort is well worth it.

MOM#5: Your Favorite or Last 10 Customers. Have a discussion with your partner about the last 10 or favorite kind of customers. Why were they favorites? What specifically made them so enjoyable to work with? If I asked your favorite customer why they valued your product or service, what would they say? What product or service did you provide them with? Where could I find more people like that for you to do business with? What would I say to them when I found them?

MOM #6: Personal Prospect List (PPL). This takes time, but complete the PPL in advance and ask your partner to do the same. Review each person’s list and talk specifically about how to facilitate introductions to people on the list. Unless your previous dates have gone well, this strategy is not likely to be effective. People will not be open about who they know unless they are comfortable with who you are as a person and as a business man or woman.

Completing these six dates might take a month or two or even three, but the chances of building a long-term relationship that leads to referral romance would increase exponentially. Success in BNI is on the line, and well worth the effort.

The Substitute Thermometer

2007-11-08T12:01:00.000-08:00

While visiting chapters, I get the sense that most chapters just kind of “accept” the quality of their substitutes. BNI offers some guidance on how to prepare a sub to represent you at a meeting, and some people do that very successfully. But I hear very little discussion about how to improve the quality of substitutes, and maybe we should begin that dialog.

Some chapters have a very active “Substitute List” made up of former members and current contacts who enjoy the occasional business networking meeting. Members are expected to call someone on the list before planning an absence. This idea cuts down on absences, but does little to address the quality issue.

Try this method to improve both the quality and accessibility of substitutes for your chapter.

Just as we number our referrals on a 1-5 scale based on how “hot” they are, create a prioritized list of substitutes based on the same scale. Your list might look like this:

5) Clients
4) Family or Friends
3) Employees
2) BNI members from other chapters with no professional category conflicts
1) Anyone else

For one month, use this scale to secretly track your members’ current substitute behaviors. Then have a discussion about why clients and family/friends are better substitutes than current or former BNI members. Talking about it will raise member awareness and generate buy-in if everyone understands why it is to their advantage to treat the issue this way.

When everyone understands that message and begins playing by the same rules, you successfully raise the bar for new members. And when faced with planning an absence, members might just change their strategy from a “cover your a—“ mentality to a “givers gain” mentality.

We strive to fill our chapters with quality members and provide our members with quality (Level 5) referrals. Why not create a culture where members strive to provide Level 5 substitutes for one another as well? The scale might be different from chapter to chapter, but at least you’ll all be on the same page. Your comments would be appreciated.

By Our Attitude

2007-11-06T05:16:00.000-08:00

By our attitude, we decide to read, or not to read. By our attitude, we decide to try or give up. By our attitude, we blame ourselves for our failure, or we blame others. Our attitude determines whether we tell the truth or lie, act or procrastinate, advance or recede, and by our own attitude we and we alone actually decide whether to succeed or fail.

Jim Rohn

Halloween Meeting Stimulant

2007-10-31T08:05:00.000-07:00

A common BNI meeting stimulant involves having members do the infomercial of another member.

The Belleville chapter took that concept to another level.

Since their meeting day fell on Halloween, members were asked to actually BE another member. We’re talking dress like them, talk like them, act like them, and do their infomercial. President Andy Toennies actually ran the meeting, but seated next to him was a team of officers dressed up to impersonate the actual officers.
What followed was a gut-busting version of a BNI meeting, delivered by men in wigs, women with beards, and just enough inside jokes to keep everyone in stitches. Who said BNI can't be fun?

Oh yeah...the chapter passed more than 300 referrals and closed more than $275,000 in business in October. I'd say they were dressed for success.

For more pictures, click here.

Show Me the Money 06-07

2007-10-29T14:08:00.000-07:00

Which chapters has the highest Show Me the Money totals from Oct. 2006 to Sept. 2007?

Check out this link to see the Top 10 list.

Does your chapter have a goal for 2007-2008?

Master of Sales Hits #12

2007-10-29T10:38:00.000-07:00

Check out The Business Week Monthly Paperback Best Sellers list!!!

5 Steps for Receiving Referrals Properly

2007-10-24T10:41:00.000-07:00

Bill Cates has some great things to say about trust and giving/getting referrals. Check out his story below:

How you receive the referrals people give you makes a huge difference in whether they will give you referrals again, and again, and again. I've been writing a lot about your "client experiences" lately. The same goes for how you receive their referrals. If the experience of giving you referrals is a pleasant one - one that they can trust - then they'll do it again.

Here's an easy way to remember these 5 steps in gaining Referral Trust:

T - Treat the new prospect with incredible importance and care. This should go without saying.
The goal is to provide such a great experience for this new prospect, that it reflects well on your referral source. Even if the prospect chooses not to go with you, they should still have great things to say about how you treated them, educated them, verified their previous decisions, etc.

R - Respond immediately. Referrals can have a short shelf life. Do not sit on your referrals.
Once you have an actionable referral - act! If you do not act on your referrals quickly, you run the risk of burning your referral bridge with your client as well as missing an opportunity with the new prospect.

U - Update the referral source on your progress. Keep them involved.
Your referral source wants to know that you followed up. They gave you one or more referrals to either help a friend, help you, or both. They need to know you're moving forward with it. When you make contact with the prospect, let the source know. After you meet with them, tell the source. If the prospect becomes a client, get permission from the new client to tell the source. If you have trouble reaching the new prospect, call the source sooner not later. They will often come to your aid.

S - Send a personal note of thanks along with a small gift.
I've seen 2 studies that demonstrate the value of sending a small thank-you gift to the referral source. Reward the behavior of giving referrals. Don't wait to see if the prospect becomes a client or not. This is not about the money you spend. It's the thoughtful gesture. Just pick something appropriate and not tacky.

T - (new clients) Thank the referral source. When the new client thanks the referral source,
you become more referable. It validates the action of giving referrals and stimulates more referrals. Simply ask the new client to thank the old client (or Center of Influence). Or, you can take both of them out to lunch to celebrate the new relationship.

Top 10 Ways to Say "I Have"

2007-10-23T13:17:00.000-07:00

We call the referral part of the meeting the "I Have" part of the meeting because it focuses on positive actions and contributions to the chapter. Of all the things you could possibly say, "I have no referrals today" is not among the top 10.

But here are 10 ideas that could work for you:

1. I have a referral today for __________________________.
2. I have converted a referral to a sale.
3. I have a testimonial for __________________________.
4. I have a written testimonial for __________________________.
5. I have brought a visitor today.
6. I have two addressed invitation postcards that I’m sending to_______________.
7. I have had a MOM with another member.
8. I have scheduled a MOM with another member.
9. I have been to a workshop.
10. I have a networking meeting scheduled for _______________________.

Tracking Your Speaker Rotation

2007-10-17T11:18:00.000-07:00

Once your chapter grows to more than 30 members, tracking the little things demands better organizational skills.

This is the form that Chris Baron from the St. Clair County chapter uses to track his speaker rotation. As you can see, their chapter usually does one 10-minute presentation and one or two 3-minute presentations.

On other days, an entire contact sphere is responsible for the speaking time. In addition, that same contact sphere drives visitors to the chapter and explains during their presentation how the visitors make up a valuable but missing link in the chain of services provided. Powerful stuff.

Any system that works is a good one. If you do not have a speaker rotation tracking system in place that is flexible and easy to follow, feel free to copy this document and make it your own.

How Many MOM's Should Our Chapter Be Doing?

2007-10-17T08:00:00.000-07:00

Our monthly production reports illustrate two things: 1) many chapters dramatically under report the number of MOM's their members actually do; and 2) many members don't make enough time for MOM's.

Both of which contribute to the myth that you can be successful in BNI without actually building depth to your relationships.

There is a word for people who are looking for the shortcut to building relationships...I call them "ex-BNI members", and if they are not, they will be. The shortcut doesn't exist. MOM's are the absolute minimum essential cost of doing business via relationships.

In terms of chapter production, nothing drives the mechanism for achieving results better than getting your members invested in each other's lives. The simple truth is...

1) If you want to generate more referrals for your members, do more MOM's.
2) If you want to get more referrals, do more MOM's.
3) If you want to get a faster return on your BNI investment, do more MOM's.
4) If you want to build trust with your members, do more MOM's.
5) If you want your networking activity to become more efficient, do more MOM's.

There is just no getting around it.

As leadership teams begin the process of setting goals for the 2007-2008 year, it would be wise to consider the chapter's past performance in terms of the number of MOM's reported each month. Use the "green activity sheet" for recording purposes, and encourage people to participate in the reporting process.

Based on our reports, chapters whose MOM's for the month approach or exceed four times the number of members are bound to be among the most productive. It makes sense, because it means that members are taking the time to learn more about how to help each other. They are taking a proactive approach to finding referrals instead of waiting for referrals to happen...which of course, rarely happens.

How many MOM's should your chapter try to do each month? It depends on what level of performance you are trying to achieve. Do you want your chapter to be average, below average, or a top performer? Use this form to plan your chapter MOM production, and watch all the other performance indicators improve as well. Challenge members to improve this one part of their BNI game plan, and everything else takes care of itself.

Many chapters are setting Show Me the Money Goals for the year...I've heard some as high as $8 million. To the extent that those chapters recognize that MOM's are the gateway to better and more profitable relationships, I have no doubt they can reach those goals.

Masters of Sales Continues to Climb

2007-10-13T15:21:00.000-07:00

On Saturday, September 29th, Masters of Sales hit #6 on The New York Times Book Review!

Now, in addition to gaining status as a #1 bestseller on both the Amazon.com bestseller list and the Wall Street Journal’s bestselling book list, and making it into the USA Today list of bestsellers, Masters of Sales has hit the big time as a New York Times bestseller!

Click here to see Masters of Sales in the #6 Best Selling paperback spot on the New York Times Book Review.

Profile of a Top-Producing Chapter

2007-10-11T09:36:00.000-07:00

If you are wondering what a top producing chapter looks like, you can look at our monthly production report for September 2007 and draw some general conclusions.

But what if we looked at the 12-month period from Oct. 06 - Sept. 07, isolated the top-producing chapter in each of those months, and then averaged their results to create a real-time profile of what it takes to be a top-producing chapter.

As you set your chapter goals for 2007-2008, keep these numbers in mind:

Chapter size:
Average chapter size - 29.9
Highest -Belleville (42, Feb. 07)
Lowest - Leaders Council (22, Dec. 06)

Referrals:
Average: 185
Highest - Belleville (329, Oct. 06)
Lowest - Leaders Council (93, Dec. 06)

Referral per Member (per week)
Average: 1.6
Highest - Metro East (2.50, April 07)
Lowest - Bigger Net Income (.74, March 07)

Attendance Percentage
Average: 96%
Highest - Springfield Business Connections (100%, June 07)
Lowest - Bigger Net Income (92%, March 07)

MOMs
Average: 142
Highest - Springfield Business Connections (415, June 07)
Lowest - Leaders Council (13, Dec. 06)

Show Me the Money
Average: $466,000
Highest - Metro East ($3 million, Aug 07)
Lowest - Glen Ed ($10,435, Nov. 06)

Visitors
Average: 19.5
Highest - Springfield Business Connections (38, June 07)
Lowest - Leaders Council (3, Dec. 06)

New Members
Average: 2.4
Highest - Bigger Net Income (5, March 07)
Lowest - four chapters tied with 1

Word-of-Mouth = Most Trusted Form of Advertising

2007-10-10T19:24:00.000-07:00

A recent survey of nearly 27,000 internet users in global markets asked consumers on their attitudes toward 13 types of advertising - from conventional newspaper and television ads to branded web sites and consumer-generated content.

When asked to what extent the participants trusted different forms of advertising, 78% said that consumer recommendations were the most credible form of advertising.

Word of mouth marketing is a worldwide phenomenon!

Word of mouth, for example, generates considerable levels of trust across much of Asia Pacific. Seven of the top ten markets that rely most on "recommendations from consumers" are in this region, including Hong Kong (93%), Taiwan (91%) and Indonesia (89%). At the other end of the global spectrum, Europeans, generally, are least likely to trust what they hear from other consumers, particularly in Denmark (62%) and Italy (64%).

For more information on the study, click here.

Never Underestimate the Power of DAD

2007-10-10T12:24:00.000-07:00

I know, I know, I know...we are not a social organization. The business of BNI is business.

But small groups that are cohesive tend to be more productive than those that are not. One way to build cohesiveness is to share social activities with members of your group.

We joke around and call them DAD's, an acronym that stands for "drink-after-drink" and often carries a negative connotation. But the truth is that members in my most productive chapters find time to invest in EACH OTHER...as well as their friends, spouses, and contacts.

Julie Lohman, the current Vice President of the Belleville chapter, sums it up this way: “No one bothered to mention that it is truly the personal relationships in our chapter that make us strong. Regardless of personality differences, there is not one person in our chapter that I couldn't sit down and have dinner with and thoroughly enjoy myself. We might not have a social agenda at our meeting, but we are a social organization as well as a business referral group.”

Members of the Business Builders Central chapter might agree. These pictures show one of their most recent DAD's, with members enjoying the company of other members in a much more relaxed and informal setting. According to Vice President Tina Marie Jung, scheduling and attending DAD's has not only helped recruit new members, but it has also pushed current members to budget time for networking activities that raise everyone's comfort level for doing business with each other.

"You talk about things that don't come out in a BNI meeting," said Tina Marie. "We talk so much in BNI about how it TAKES time to build relationshhips, but it is easy to forget that we have to MAKE time for relationships to deepen. Our chapter is stronger because of activities like these."

Some chapters have gone so far as to rename the acronym to mean "Deal-after-Deal," which tells you two things: 1) Drinks are optional, and 2) Business is being done.

What does your chapter do to promote goodwill among the members?

The Powerful Difference Between "Yes" and "No"

2007-09-23T14:54:00.000-07:00

According to outgoing VP Rick Sharrard, one of the key factors surrounding the successful turnaround of the Edwardsville chapter was the membership committee's decision to: 1) define the kind of members they were looking for, and 2) say "no" to applicants who didn't fit that description. They use this formula:

The Ideal Member:

H ungry for business
A ttitude is everything
S ingle membership

P ersonality fits group
O ne business interest
W ants to give referrals freely
E xpectations are realistic
R eady to make commitment

The ideal member has the power to contribute positively to the growth and development of the chapter insofar as he or she meets those 8 criteria. Your chapter might have different criteria, but your ability to attract the right members begins with defining what that looks like.

How do you define your next member?

Metro East Leaders Recognized

2007-09-19T21:47:00.000-07:00

John Suarez recognizes Tim Phillips and Judy Henry, the outgoing President and Vice President of the Metro East chapter in Collinsville.

Tim and Judy have served in leadership for the last two terms. Their efforts were the driving force behind rebuilding the chapter and positioning Metro East as a model chapter in the region.

Metro East ranked as the #1 chapter for the month of August out of 77 chapters, with exceptional production that included more than $3 million in closed sales. Click here for the complete 12-page production report.

How Fragile is Trust?

2007-09-19T15:13:00.000-07:00

The battery on my phone went dead today after a flurry of calls from and about a member whose chapter asked him not to renew his membership. Two hours of this kind of drama is enough to drain any battery, including mine. Needless to say, this unhappy person could not understand how a Membership Committee would vote 3-1 against him. After all, he was a good and committed member.

Somewhere along the line this good and committed member did something to fall out of favor with the people on his Membership Committee. No one in the chapter ever filed a written complaint, but questionable behaviors accumulated in the minds of the voting members. And when he was excused for seemingly no reason, he was devastated.

At the very least, there was a huge disconnect between the member's perception of his performance and the membership committee's perception of his performance. Right or wrong, membership committees have complete autonomy to handle their respective chapter's business. We train membership committees to be open and honest about negative communications, but let's face it...those are tough conversations to have.

Why didn't the member see this coming? Because no one ever said anything directly to him about questionable behavior until his Contract for Profitability came due. It could happen to anyone....unless chapters find a way to have tough conversations proactively.

Page 34 of the Leadership Team Training Manual outlines a formula for having such conversations. Pages 31-33 describe the process by which complaints should be handled in the chapter. With these tools and your discretion, there should never be a situation where a member feels blindsided by a committee's decision.

Here is some more good advice, courtesy of author and speaker Ron White:

"In your office, organization, or circle of friends if you want to see a cancer
spread faster than almost anything... begin to speak negatively about others
when they are not around. Not only will a cancer spread in your group that will
fragment it into factions, but you will no longer be trustworthy."

Do you want to be a top notch sales professional? Attempt that without being
trusted and try to be trusted while being known as a gossip.
Do you desire to be an effective leader? Again, attempt that without being trusted. A simple way to lose trust is gossip.
Develop a reputation as someone who can be trusted not because of your loyalty to your friends, but because of your character and watch as your business skyrocket!"
Trust is a very fragile thing. If you lose it, people are not comfortable walking up to you to let you know. But the Membership Committee meets behind closed doors, where the "truth" reveals all the dark places we try to hide. Sooner or later there is a price to pay. The BNI Code of Ethics says "I will display a positive and supportive attitude with members of my chapter."
It is not a suggestion.

Commercials vs. Infomercials

2007-09-17T17:22:00.000-07:00

In MSP training, we talk about the difference between Tier 1 referrals (self to member; member to self) and Tier 2 referrals (outside contacts). Tier 1 referrals are finite and limited to the number of people in the chapter, yet doing business with other members of the chapter is one of the most important ways of building trust.

Tier 2 referrals are infinite. Your ability to access the rolodex of your members and visitors depends partly on the trust they have in you. As members demonstrate during MSP, gaining access can be accelerated with a specific infomercial that actually targets key contacts and challenges members to think about who they know. This is the primary difference between an infomercial and a commercial, which simply advertises a product or service.

Think about how we are conditioned to tune commercials out. When we are watching TV, do we give commercials our full attention, or do we flip to one of 1,000 other channels available? Or perhaps we switch to a movie channel that has no commercials? Getting people’s attention is hard enough. When we sound like a commercial, we are fighting an uphill battle.

A strong infomercial is the member’s primary opportunity to target and cultivate more Tier 2 referrals. Why, then, do so many members settle for delivering a commercial instead of an infomercial?

Five reasons come to mind:

1) Commercials are right-handed activities (I say this because I am right-handed). They come easily, thoughtlessly, like our signature on a piece of paper. An infomercial is a left-handed activity. We have to stop, think about it, even struggle a little….just enough to keep people from working at it. When something natural is available, we gravitate toward that. Ironically, results do not even come into play.

2) Commercials produce results…sometimes. But the results are based on luck, and luck runs out. If you sell commercial insurance, and you stand up every week to tell people you sell commercial insurance, sooner or later a member will be in a position to refer business to you. But if you take a more proactive approach and request to meet the owner of XYZ restaurant, you take responsibility for targeting the kind of prospects you want to do business with. Even if you miss, you have used your time more wisely.

3) Members don’t know the difference. Intellectually members understand the concept of infomercials versus commercials, but not experientially. In other words, until they do it and get results, they will never experience the power of a different strategy. After MSP training, members are rarely challenged to embrace or practice these principles. Many revert to their natural right-handed activities.

4) Members don’t have time to prepare an infomercial. As busy as we are, we tend to have time for things that are most important. When we take a proactive approach to building our network and targeting customers, we get better results. Making time to get better results is true in just about any discipline, and it is certainly true in BNI. Referrals don’t just happen. We either learn to make them happen, or we don’t.

5) Members would rather do what everyone else is doing. In small groups, we have a natural tendency to conform. In one chapter, every member ends their infomercial by giving their business phone number. My guess is that one person did it, and soon everyone else followed along. Which would you rather have: a referral and no phone number (which you can easily find) or a phone number and no referral? Rather than rock the boat, new members eager to "fit in" judge the rules of proper conduct more by what they “see” than by what they have been told at MSP. And the cycle of ineffectiveness continues.

When members leave BNI, a common parting thought they share with me is “I’m not making any money.” A strong infomercial is where Tier 2 referrals and the money-making begin. It takes time and effort, but so does everything else we value.

The Key to Inviting Visitors

2007-09-15T08:11:00.000-07:00

Our friends at the Sandler Sales Institute describe PAIN as “the emotional attachment to intellectual need.” In other words, it is what drives us to make buying decisions, including whether or not to consider visiting a chapter or buying a BNI membership. PAIN can be categorized in one of three areas:

· Immediate problem
· Fear of future
· Gain or how can I make the buyer a hero

Immediate problem has a greater impact on the reason to buy than the other two.

Gain has the least amount of influence.

If your approach to inviting visitors involves selling "Gain", change your approach by asking more PAIN-related questions. Here are two examples:

EXAMPLE: "Would you like to have a larger network of trusted referral contacts for your clients to choose from?" (that’s Gain)

BETTER: "What happens when your clients must choose from a limited network of service providers and they can't rely on a referral from you?" (that's Pain)

EXAMPLE: “Would you like to meet some people who could get you more business?” (that’s Gain)

BETTER: “Some of my friends refer business to your competitors because they don’t know who you are. How come they know your competitors and not you?” (that’s Pain)

Understanding the types of PAIN will lead you to ask more effective questions. When you learn to uncover PAIN, you discover the emotional reasons for intellectual need…and that is what drives the decision-making process.

New Contact Information

2007-08-21T10:34:00.000-07:00

As of, oh, right about now, my contact information is changing.

Use the following:
email: johnsuarez@bnistl.com
phone: (618) 593-0489 or (866) 830-6518

Cancel these numbers:
(618) 233-5326 and (888) 202-8864

Contact info transition is a tricky little game that I try not to play very often, but every once in awhile you gotta get your digits in order. I apologize in advance for any confusion.

Words to Live By

2007-08-20T21:05:00.000-07:00

You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.

Dale Carnegie 1888-1955, Author and Trainer

July Production Report

2007-08-20T11:55:00.000-07:00

Congratulations to the following chapters for their excellent production in the month of July. For a complete report, click here.

1. Metro East (#3)
2. Leaders Council (#6)
3. St. Clair County (#9)
4. Belleville (#10)
5. Business Builders Central (#11)
6. Business to Business (#13)
7. St. Louis Hills (#14)

The Key Ingredient

2007-08-10T08:24:00.000-07:00

All referrals are not created equally.

For some people, a name and phone number is perfectly acceptable.

Others insist that a personal introduction is when a referral begins.

One key ingredient, perhaps THE key ingredient, is the element of ANTICIPATION. In other words, when you pass a referral, is the contact EXPECTING to hear from someone regarding a specific service or product?

Too many times Member Bob will deliver a specific infomercial, asking for introductions to, let's say, high school teachers at ABC School. Member Steve knows a teacher at ABC School and quickly reaches for a referral slip to record the information. He hands Member Bob the referral slip and says "I know a lady who you might want to talk to."

Member Steve wants to help, knows someone, and gets credit for passing a referral. But is the teacher at ABC School EXPECTING a call from Member Bob? Not at this point.

To create stronger referrals, try introducing the element of anticipation. In this case, Member Steve and Member Bob would probably benefit from a MOM to discover how well Member Steve knows the teacher, how often he sees her, how frequently they talk, and perhaps when they expect to talk again. Member Bob could give member Steve specific instructions about what to say when they do talk, what questions to ask and perhaps what not to ask. And when that happens, Member Steve could be taught to say "I know a guy you definitely need to talk to about that. His name is Bob. Shall I have him call you?" or, "Would you like to go to lunch with us?" or, "Would you like me to try to get him on the phone right now?"

If the teacher declines, at least you tried. If she accepts, the seed of anticipation is planted and the likelihood of an introductory meeting (and closed businesss) is greatly enhanced.

Who you know is a great start. Making a real connection takes a little more work, but you'll find that most BNI members will gladly take your instructions on how to make a prospect more qualified. When you begin to build a reputation as someone whose referrals are always ready, willing, and able to purchase, you are building the kind of "trust" fund that makes people want to reciprocate.

How can you introduce the element of anticipation in the next referral you give?

June Production Report

2007-07-16T14:53:00.000-07:00

Congratulations to the following chapters whose production numbers in the month of June ranked the highest in our region:

1) Madison Central
2) Glen Ed
3) Alton Downtown Networking
4) Leaders Council
5) Belleville

For a complete copy of the all-chapter report click here.

The Ultimate Referral

2007-07-03T18:35:00.000-07:00

Jennifer Dee joined the St. Clair County chapter of BNI in February 2004. The owner of Dill’s Floral Haven asked Jennifer to take her place, and she quickly became friends with all of the chapter members. Eventually she started chatting online with long-time member Dean Hardt, and the harmless small talk about friends and family went on for several months.

“I finally just asked him: How come you have never asked me out?" Jennifer said. Dean immediately asked for her phone number and called to ask her out on a date. Their first date was Sunday October 4, 2005. Dates #2 and #3 immediately followed on Monday and Tuesday.

Dean had secretly ordered a dozen red roses on Monday (from Dill’s of course) and gave them to her that Tuesday. Then at their BNI meeting that Thursday, he handed Jennifer a referral slip for his order.

“I just smiled and laughed” Jennifer said. Two years later, Dean asked Jennifer to marry him. She said “yes”. The wedding is September 1, 2007.

Ask Dean or Jennifer if they have ever received a referral from BNI?

Any Day We Wish

2007-06-26T07:50:00.000-07:00

Great words from Jim Rohn:

Any day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge. Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year.

We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, "The fault is not in the stars, but in ourselves." We created our circumstances by our past choices. We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.

We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives.

And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don't like how things are, change it! You're not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice.

Standing Out in a Crowded Market

2007-06-15T10:12:00.000-07:00

Here's some great business advice from our friends at the E-Myth Worldwide:

A happy customer doesn't need to know why she's happy, but you do! And, if you don't, you better find out! First, ask yourself: "What's standing in the way of my clients getting exactly what they need? And what would it look like if we could actually deliver that?"

Consider everything you know or suspect about your customer. Become that person in need of your service. Be very picky, and assume that nothing is impossible. Now imagine the perfect product that meets, as closely as possible, what you determine are your customers' ideal choices.

You can organize your thinking around six broad categories:

1. Functionality. What does your product actually have to do to completely satisfy?

2. Sensory impact. How should your product ideally look, feel, taste, and/or sound to meet customer expectations?

3. Conscious associations. Some people are naturally drawn to state-of-the-art products; others respond to superior performance, price, safety, or reliability. Learn enough about your customers to know which conscious associations resonate with them.

4. Unconscious associations. Colors, shapes, scents, and experiences unconsciously attract or repel us. I have a client who test-marketed an enzyme-based cleaner. Sample shoppers selected bottles labeled "safe," "gentle," and "environmentally friendly," but avoided bottles that included the word "enzymes."

5. Pricing and Value. The lowest-bidding contractor may, or may not, be seen as the most desirable choice. For many customers, "low-cost oil change" is compelling, while "low-cost surgery" is not. That a restaurant is expensive may be its biggest draw.

6. Access and Convenience. Is your being "local" an important consideration for your customers? Or is having a nation-wide presence more so? Is it important to your customers that you're open on Sundays? Do you need to offer "live" operators, or do your customers prefer voicemail?

Remember: Tiny changes often make the difference between ordinary and extraordinary in your market. Once you've uncovered a better mousetrap that will add value from your customers' point of view -- create a system to deliver it. Don't let it occur by accident. Make sure your customers are getting exactly what they want, every time they ask, and watch them beat a path to your door.

12 Principles of Trust

2007-06-14T10:19:00.000-07:00

As BNI members, we build our business relationships on a foundation of trust, or we don't survive very long.

My friend Bill was told that his options for putting a water cooler in his gym were 1) pay $50 a month to lease the machine, or 2) pay $80 a month to own it. He chose to own it. Now the finance company, which apparently OWNS the contract he signed, says that private ownership should have never been an option. Now that he has paid his $8,000 plus annual maintenance costs, they are ready to pick up their machine.

The BNI member he "bought" this from (let's call her Sarah) has some explaining to do. According to the finance company, Sarah was never authorized to offer an ownership option in the first place. Regardless of how this turns out, it is doubtful that Sarah will recover from this blatant trust violation. Review the 12 principles below and ask yourself how they apply to the way you do business, in and out of BNI.

1. We trust people who understand who we are and what we are about.

2. We trust people who help us discover the truth, even if it is uncomfortable.

3. We show our trustworthiness by asking good questions and listening.

4. Ask tough, though-provoking questions – the kind nobody else ever asks.

5. We trust people who respect our values.

6. We trust people who make us think.

7. We trust people who are accurate.

8. We trust people with whom we have an emotional bond.

9. We trust people who believe in their recommendations enough to express themselves with conviction.

10. We trust people who “speak our language.”

11. We trust people who do what they say they are going to do.

12. We trust people who care.

The Two Day Challenge

2007-06-06T07:31:00.001-07:00

Sponsored by the good people at justsell.com:

A challenge for you... a simple challenge where everyone wins (you and those around you). No real risk exists and it requires no additional time.

Within the next three weeks, set a two-day period as your days (or your team's days) to inspire others – two days where you'll put on blinders to anything negative and be the one in the office whom everyone else can count on for words and actions that inspire and encourage.

Two days where you're the light for other people – your colleagues, your prospects, your customers.

Allow nothing negative and focus only on how to serve your prospects and customers.

Once you set your two days, fully commit to the effort regardless of the inevitable challenges, regardless of the weather (please… never the weather).

Fall off the inspirational horse at 2:11 on the first day? Get back on at 2:12 – no excuses. Two days. Be tough.

Remember, you wake with an option for your daily attitude. Challenges will come up regardless. Choose the positive attitude and formally commit to spreading it for two days. Not only will it be contagious, it might become a personal habit – a personal habit that motivates you.

Get Your Clients Talking About You

2007-05-22T07:45:00.000-07:00

More great ideas from Mr. Cates about how to get your clients generating positive word of mouth on your behalf. While value and service are critical ingredients in your recipe for getting your client talking about you to others, you can go beyond these.

Pretend for a minute that you are the client of a professional you work with on a fairly regular basis. If he dropped off a bushel of apples to your office, do you think you'd likely tell a few folks? Of course you would. You'd probably share the apples with your co-workers and they'd ask you why.

If he sent you a photograph of your favorite baseball team doctored to make it look like YOU hit the winning home run, do you think you'd hang it on your office wall to show others? Are you kidding? You'd hang it in the most prominent place. Others would ask you where you got it.

If he sent you a calendar that had all YOUR important dates already written into it (birthdays of relatives, wedding anniversary, etc.), do you think you'd tell others - maybe even show others? Naturally.

If he got you incredible seats to a sporting event, or hosted a fun party at the racetrack, do you think you'd invite others to share the experience? And even if you didn't bring anyone, would you tell others later? You bet!

These are just a few creative ways to geneate word of mouth. Being creative with thank-you gifts, client appreciation events, etc. can get your clients talking about you with excitement and appreciation. And getting your clients to talk about you - in any positive manner - will stimulate referrals.

Of course, you have to be good at your core work. Assuming that, when your clients tell others about you in an upbeat way - invariably they will ask them "are you happy with your ______________(insert your profession here) or "I haven't been happy with my guy lately, would you recommend yours?"

The next time you think about sending a thank-you gift to your client, or hosting a client-appreciation or referral event, don't go the safe, mundane route. Dare to be creative. Dare to do things in a way that gets your clients talking.

Two More Referral Tips

2007-05-22T07:29:00.000-07:00

TIP #1
When you ask for referrals, sometimes you get the objection "he's already working with someone." If you have a strong relationship with your client - a bit tongue in cheek - you can come back to your client with "Perhaps he's ready for an upgrade?"

TIP #2
If you'd like to start asking for referrals a bit more than you are right now, here's who to ask:
1. Clients who love you.
2. Clients who came to you through a referral (they are 2.5 times more likely to give you referrals than your clients who came through other means.)

Two Referral Tips

2007-05-10T20:07:00.000-07:00

Here are two great referral tips from Bill Cates, who calls himself The Referral Coach. He specializes in working with financial services industry professionals, but many of his proven methods are universal.

TIP #1 : Bill Metzger with Thrivent shared this simple idea. With his prospecting seminars, he used to average 1-2 referrals per seminar. He started saying "Don't Keep Me a Secret" at the end of his seminars and he is now averaging 7-8 referrals per seminar.

TIP #2: Would you like a fun, simple, inexpensive gift to give to your clients who give you referrals? Check out the website www.oneshare.com. You can purchase one stock of many well-known companies. For instance, if your client has children, you can even buy them one share of Disney.

Free Recordings Available from the Founder of BNI

2007-05-10T19:34:00.000-07:00

Did you ever wish you could have a weekly one-to-one with Dr. Misner? Now you can, by subscribing to the Official BNI Podcast at http://www.BNIPodcast.com.

Your free BNI Podcast subscription provides you with a weekly 5-10 minute audio message from Dr. Misner. He talks directly to BNI members, and you can provide feedback via the "comments" section of the website.

Upcoming episodes will include educational material from articles and books Misner has written, updates on activities taking place in the organization, and brief interviews with special guests, including some of my friends from the worlds of publishing and entrepreneurial education.

The free recordings can be played right from your web browser while visiting the site, downloaded manually to your computer for later listening, transferred to an audio CD or MP3 player, or downloaded automatically each time they are posted via free subscription through the iTunes Music Store or other podcast directories, such as Yahoo! Podcasts.For more information, click the "About" button at the top of the homepage at http://www.BNIPodcast.com.

Chapter Production Report April 2007

2007-05-10T18:57:00.000-07:00

Congratulations to the Metro East chapter and the Mid America Partners chapter, ranked #1 and #2 respectively out of 76 chapters for production in the month of April.

Each month we calculate and rank from your chapter VP reports the following numbers:

1) New members
2) Visitors
3) Referrals
4) Referrals per Member
5) Percentage of Referrals Converted
6) Attendance Percentage

We also track Show Me the Money and provide other statistics you might find useful, but the six listed above are the ones we use to calculate the rankings.

The top 25 also includes the following chapters and their rankings:

#5) Belleville (which ranked #1 overall with 328 referrals for the month)
#8) St. Clair County (tops in our 27-chapter region in Closed Sales at more than $660,000)
#12) Madison Central (which ranked #1 overall with 2.7 referrals per member)
#15) Edwardsville (which ranked #6 overall with 141 referrals)
#16) Leaders Council (which ranked #6 overall in Closed Sales with more than $292,000)
#17) Glen Ed (which ranked #7 overall with 94 MOM's)
#22) Business Builders Central (which ranked #2 overall with 27 visitors)

May stands to be an even better month, so keep up the great work! The complete 12-page chapter production report is available for download here or at the BNI website.

Edwardsville Meeting Stimulant

2007-05-06T09:04:00.000-07:00

When Edwardsville chapter president Christy Lexow decided it was time to liven up her BNI meeting, she put her thinking cap on and came up with a great idea.

Every member was to show up wearing a hat that helped explain their business, and incorporate the hat into their infomercial. Just in case someone forgot, a small supply of random hats was available to pick from. The rule of the day was "no hat, no infomercial." Included below are some photos from the day's event.

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David Rinaldi's hat is made up of old phone boxes, and then he attached phone chargers to make it look like hair. He sells Verizon wireless services and earned extra points for playing along even though he wasn't an official member yet!

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Mark Wiemers forgot his hat and used the available Viking crown to make a point about his videography services.

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Amy Bruhn represented the Lexow Financial Group with a birds nest hat that had eggs and money on top of it.

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Danielle Brown wore a blue and silver cornucopia hat to remind everyone that her technology company services Apple computers.

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"Best in Show" went to Sid Crane, and appraiser whose hat reminded everyone of who his best clients were.

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The Edwardsville chapter, in one their finest moments.

WOM for Banking Professionals

2007-04-27T08:32:00.000-07:00

Banks get twice as much buzz as any other financial services category, according to a Keller Fay Group TalkTrack survey released last month. Findings from the survey indicate that on a typical day 35% of Americans have conversations about financial services products or brands.

Banks account for 44% of financial brand-specific conversations, while financial conglomerates make up 18%, investment firms 14%, general "stock talk" 10%, and credit cards 8%. Of the bank-related conversations, however, 36% contained no recommendation and only 26% contained a strong use or purchase recommendation. Other findings:

* Word of mouth about banks is 56% more likely to be positive and only 10% more likely to be negative.
* 70% of word of mouth about financial services happens face-to-face and 23% takes place over the phone.
* Six in 10 of those who receive bank recommendations rate them as highly credible and approximately half are highly likely to pass the information along and make a buying decision based on the recommendation.

To learn more, check out this link.

Chapter Production Report March 2007

2007-04-19T17:00:00.000-07:00

The regional Chapter Production Report for the month of March is now available on the web site, or you can use this link.

Notables for our region include:

Madison Central #2
Belleville #5
Metro East #7
Mid America Partners #12
Business to Business #15
Edwardsville #16
Partners in Excellence #17
Glen Ed #18
St. Clair County #21

We had a total of 76 chapters reporting for the month, and the ones listed above made it on the first page...an indication that from a production standpoint, these chapters are doing a lot of things right. Sometimes I ask chapter leaders, "How did you do that?", and they say "I don't know!" And I wonder how they are going to keep doing whatever they did to rank among the most productive chapter when they don't know how they got there in the first place.

The value of these numbers for each chapter is to determine not so much how they rank, but why they rank where they do. What behaviors will allow them to climb, and what behaviors precede a fall? If you can figure that out, you can drive performance accordingly.

10 Tips For Your First Few Meetings in BNI

2007-04-19T11:29:00.000-07:00

Contributed by Tom Schmoll, a BNI Minnesota Area Director:

1. Show up on time - nothing sends a clearer message to your sales force about your credibility than showing up on time. In fact, it’s a good idea to be 10 minutes early.

2. Dress appropriately- if you are a business banker, chances are khaki shorts and flip flops won’t land you a huge deal at your branch. Why should BNI be any different? This is a business meeting.

3. Meet your sales force - if you don’t take time to meet the other members, they won’t be able to help you. Try to learn their names and use them. “I’m sorry, I forgot your name,” doesn’t always help your cause.

4. Listen - Dr. Ivan Misner, founder of BNI says it best, “you have two ears and one mouth; use them proportionately.” The fastest way to learn about BNI and your sales force is to listen.

5. Ask questions - If you don’t understand something, ask. This is a learned process. Asking questions gives you visibility within your group and it also demonstrates your industry knowledge. There’s an old adage that says “Ask and you shall receive.”

6. Get involved - Just because you are new, doesn’t mean you can’t contribute. BNI statistics show that people who are on the leadership team get more business. Get involved by being on the leadership or support team, attend BNI trainings, and be willing to be a substitute at another BNI chapter in your area.

7. Communicate - every organization has their own “unwritten” rules on how things are done. Ask questions, learn the BNI lingo, and use it. By communicating in our BNI language, you are demonstrating your ability to learn, which shows commitment.

8. Avoid gossip- It’s everywhere, even in BNI. You join BNI to build your business. Use your time with members to build trust, confidence, and relationships. Gossip does nothing for your wallet!

9. Stay late - one of the best ways to increase your exposure in BNI is to stay after the meeting to continue your networking, follow through on referrals, or help clean up the room. All of these things show your commitment and dedication to the group.

10. Be upbeat - the first few meetings can be overwhelming with timed commercials, learning everyone’s name, filling out referral slips, and remembering to stock the business card box with business cards. Smile, have fun, be positive, and don’t be afraid to let your hair down!

Extreme WOM Strategies

2007-04-19T11:09:00.000-07:00

To promote the 2007 Nissan Altima's push-button ignition system, the company is deliberately "losing" 20,000 key rings in bars, concert halls, sporting arenas, and other public places in seven major markets.

The key rings sport three keys (a car key and two house keys -- for authenticity's sake) and two tags, one that reads: "If found, please do not return. My Next Generation Nissan Altima has Intelligent Key with Push Button Ignition, and I no longer need these." The other tag directs the finder to enter a sweepstakes which they can enter either via text message or by visiting www.altimakeys.com.

Nissan is building buzz by giving consumers something they can take with them -- the key ring. More importantly, however, the company is building word of mouth by cleverly addressing a common consumer problem -- the agony of lost keys.

To learn more, check out this Business Wire article.

How to Build a Strong Chapter

2007-04-16T15:01:00.000-07:00

When asked how to build strong chapters, one BNI Assistant Director from another state had this advice (tell me if any of this sounds familiar):

1. Practice accountability in the details. Make sure members are wearing their name badges, that they show up on time, that they are present for the meeting, that they pass qualified, actionable referrals, and most importantly the attendance letters go out at the appropriate times.

2. Set chapter membership goals. If your chapter wants to be one of 60 members, tell the membership each week that you have a 60 member chapter goal. How many members does it take to reach that number? How many visitors does it take to reach that number (remember to assume a 50% closing ratio)?

3. Regularly poll your membership on who they need to fill their contact sphere. One of the overlooked aspects of a formal 121 is the written contact sphere list. The idea is to help each other fill one another's contact sphere by inviting professionals to join the group. As an example, A good fit for a Financial Planner in a chapter might be a dedicated Estate Planning Attorney. If the plumber in the chapter has a close relationship with an estate planning attorney and he knows that the financial planner member needs one to fill out his contact sphere, the plumber should be inviting the attorney.

4. Build chapter cohesion by doing frequent socials. A chapter meeting is one thing. A social is a completely different sort of event.

5. Have chapter members assigned to be mentors. The mentors task is to help new members become successful. Most new members have no clue about what BNI is all about and have even less of an idea on how to make it work. The mentor should attend MSP, Advanced Trainings and workshops with the new member. They should also help them write their commercials and 10 minute presentation. Givers Gain means we give of ourselves to help other chapter members become successful in BNI.

6. Do Visitor's Days. There should never be a question on why or if. It should always be "We'll do it!" Chapters worldwide lose 1.25 members per month. At a close ratio of 50% of qualified visitors becoming members, that means 2.5 qualified visitors must be invited each month and that's just to maintain the status quo membership level. Essentially that means two visitors per month are need to maintain and an additional two are need to grow. There should never be a meeting in which a qualified visitor is not present. A successful meeting includes qualifed referrals and testimonials as well as visitors.

7. Bogus referrals must stop. If your chapter is passing bogus referrals make it stop. Referrals that are passed in order to be part of the door prize drawing or just because the member didn't have anything that week need to be stopped. The LT must do what it can to curtail the issue. Reality Checks are now part of the WEEKLY meeting agenda. Is your chapter doing reality checks? If not, is it because the LT does not want to embarass members who are passing bogus referrals? If that's the case, are good chapter members getting what they paid for, i.e. qualified referrals? Great chapter have member accountability.

8. 121's need to be done each week. We may not want to do them, but one way to build cohesion is to build business by relationship. 121's are the glue that holds the fabric of BNI together. If a chapter is proactive on the 121 issue, membership problems sort of evaporate.

9. EC moments must be prepared, enthusiastically delivered and relevant. Member's can tell when an EC moment is done off the cuff. Worse, the EC has missed an opportunity to train the BNI chapter on how to go from good to great. There is tons of good material available through BNI.com, that is timely, and relevant.

10. The LT must be dynamic. BNI works best when done by the BNI book. Deviation from the agenda or the reluctance to perform administrative tasks that are distasteful to deliver, has the result of the BNI process not being taken seriously by the members.

How to Invite 40 People to Your BNI Meeting

2007-04-14T22:06:00.000-07:00

1) Invite 10 friends and family - because you can vouch for their reputation.
2) Invite 10 vendors - because you can vouch for their service.
3) Invite 10 customers - because they can vouch for your reputation and it is a great way to keep them as a client.
4) Invite 10 referral sources - because they pass you referrals, but they will pass you more if they can see that you are working to get them referrals too.

To Build Trust, Share the Love

2007-04-14T21:53:00.000-07:00

When seeking advice, consumers are more likely to turn to other consumers who love the same things they love, not those who hate the same things they hate, according to an article in the March 2007 Journal of Consumer Research.

While there are relatively few ways that products are loved, there are many ways that they are hated. For instance, when a person loves a product, they generally love all aspects of the product. On the other hand, when a person hates a product, they can hate everything about it, hate certain aspects of it and like others, or like all of the individual aspects of the product but hate the way they go together. This "attribute ambiguity," the researchers contend, influences trust and makes people more likely to seek the opinions of those who have product "likes" similar to their own.

We talk a lot about MOM's and revealing personal information over time to add depth to your relationships. Just be careful that you are not spending a lot of time bonding over a common dislike...if the research is true, while it might feel like building rapport or sharing common interests, you might also be destroying the trust you seek to gain.

For more information, click here.

Baby Boomers and Word of Mouth Marketing

2007-04-14T21:43:00.000-07:00

According to a March study by a member of the Word of Mouth Marketing Association, when it comes to making purchase decisions, 93% of baby boomers name their friends as trusted sources of information. The study, which was conducted by KRC Research, also found that 57% of boomers say they are asked for their opinions about products and services approximately twice a week. Of those who say they are asked to make recommendations, 89% of boomers indicate they give their sage advice to fellow boomers, creating a boomer-to-boomer word of mouth chain that marketers will want to pay attention to.

When it comes to spreading word of mouth, the survey found:
* 84% of boomers say they make recommendations face-to-face
* 82% say they make recommendations by phone
* 45% say they make recommendations online

To learn more about the survey, click here. FYI: Financial planners and insurance professionals might be especially interested in what this survey reveals.

Edwardsville Charts "Show Me the Money"

2007-04-14T21:06:00.000-07:00

The Edwardsville chapter is well on their way to achieving their 2006-2007 goal of closing more than $2 million in sales. Pictured here is the chart that marks their progress, which is updated each week and reviewed during the VP report. It sits on a table as you enter the room, right next to the sign-in sheet.

The message this sends to their visitors is powerful. Not so coincidentally, the chapter has grown from 20 to 30 members, with more on the way. Closed business in March totaled more than $50,000, and they already passed the $100,000 mark for April with two more weeks to go.

Having a visual reminder of the chapter's goals keeps every member focused on his/her individual contribution. And it makes a lasting impression that words alone don't quite convey. Which begs the questions: 1) Is your chapter being run like a club or a company?; and 2) How is that working for you?

Top 10 Things BNI Members Do That Make No Sense

2007-04-05T10:16:00.000-07:00

10. Leave your badge and card holder at home.
The name badge and card holders are networking tools. Wearing your name badge properly makes you a stand-out professional networker and makes conversation easier for visitors. Share your collection of trusted professionals with those you contact daily.

9. Arrive late for the weekly BNI meeting.
Puntuality and dependability are credos of professional networkers. Arriving early for BNI meetings each week helps you demonstrate punctuality and dependability to your chapter members.

8. Leave cell phone on so you won't miss important calls.
Communication devices are convenient to individuals but distractive and disruptive for groups and meetings. MUTE or TURN OFF all electronics to protect the integrity of your meeting.

7. Keep your business cards to yourself.
This is your cheapest form of print advertisement. Encourage chapter members to carry at least 4-5 of your cards at all times. If you find that your cards do not need to be replaced in the busines box, ask why people are not taking them.

6. Refuse leadership roles in your chapter.
Accepting leadership positions with the chapter is an opportunity to exhibit professionalism and dependability to chapter members. Members who receive the most busniess are those who are best known, best liked, and most seen. By taking care of chapter business, you will be taking care of your own business.

5. Use referral time to say "thank you" for referrals received.
This is the "I HAVE" portion of the meeting. Giving a testimonial means talking about another member in such a positive way that you actually help them gain credibility in the eyes of other members. "Thank you" is a good idea...but a testimonial that really shines the spotlight on another member is ideal.

4. Give "off-the-cuff" 60-second presentations weekly.
Treat BNI air time just as if it were television air time. You have purchased 50 one-minute presentations and 3-7 10-minute presentations with your annual membership. Plan your time, and give us a targeted piece of the puzzle each week.

3. Don't follow up with a referral during the week it was given.
Each referral you give is an opportunity to increase your credibility and reputation with the BNI member who referred you. Treat their referral as you would your best customer. Realize that a fellow member put his reputation on the line on the line to give you a referral.

2. Avoid doing MOM's.
MOM's are the best tool for buillding relationships. They are reserved time when you and another member diligently search for what you have in common: people, places, experiences, preferences, and activities. You mutually share your networks to help each other build more business.

1. Don't waste time talking with visitors before or after the meeting.
Looking for new customers? Would you like to meet 4-5 prospective new customers each week...at your BNI meeting? If every member brings only one visitor each month, that will happen. Visitors are potential customers. Effective visitor follow-up = more money + more chapter members.

The House of 1000 Mirrors

2007-04-05T10:14:00.000-07:00

Compliments of BNI Director Mike Tobin:

Long ago in a small, far away village, there was a place known as the House of 1000 Mirrors. A small, happy little dog learned of this place and decided to visit. When he arrived, he bounced happily up the stairs to the doorway of the house. He looked through the doorway with his ears lifted high and his tail wagging as fast as it could. To his great surprise, he found himself staring at 1000 other happy little dogs with their tails wagging just as fast as his. He smiled a great smile, and was answered with 1000 great smiles just as warm and friendly. As he left the house, he thought to himself, "This is a wonderful place. I will come back and visit it often."

In the same village, another little dog, who was not quite as happy as the first one, decided to visit the house. He slowly climbed the stairs and hung his head low as he looked in the door. When he saw the 1000 unfriendly looking dogs staring back at him, he growled at them and was horrified to see 1000 little dogs growling back at him. As he left, he thought to himself, "That is a horrible place, and I will never go back there again."

All the faces in the world are mirrors. What kind of reflections do you see in the faces of the people you meet?

Regional Membership Overview

2007-03-23T07:09:00.000-07:00

Here is an overview of the chapters in this region:

Tuesday AM
# of chapters – 2
Total members – 32
Average per chapter - 16

Tuesday PM
# of chapters – 3
Total members – 36
Average per chapter - 12

TUESDAY TOTAL
# of chapters – 5
Total members – 68
Average per chapter - 13.6

++++++++++++++++++++++++++++++++++++++++

Wednesday AM
# of chapters – 6
Total members – 141
Average per chapter - 23.5

Wednesday PM
# of chapters – 3
Total members – 50
Average per chapter - 16.67

WEDNESDAY TOTAL
# of chapters – 9
Total members – 191
Average per chapter - 21.22

+++++++++++++++++++++++++++++++++++

Thursday AM
# of chapters – 8
Total members – 144
Average per chapter - 18

Thursday PM
# of chapters – 4
Total members – 88
Average per chapter - 22

THURSDAY TOTAL
# of chapters – 12
Total members – 232
Average per chapter - 19.33

++++++++++++++++++++++++++++++++++++++++

GRAND TOTAL
# of chapters – 26
Total members – 491
Average per chapter - 18.88

Total AM chapters - 16 (62%)
Total AM members - 317
Average per chapter - 19.81

Total PM chapters - 10 (38%)
Total PM members - 174
Average per chapter - 17.4

Chapter Production Report

2007-03-23T06:14:00.000-07:00

The Chapter Production Report for February is available now at the website, or you can download it from this link. Congratulations to the Belleville and St. Clair County chapters, who ranked #1 and #2 respectively out of 72 chapters reporting.

Other chapters that ranked in the top 20 were:

Business Builders Central #8
Leaders Council #11
Metro East #14
Oakville/Mehlville #17
Edwardsville #18

Coming to Your Senses

2007-03-14T20:17:00.000-07:00

Try using your five senses to help create longer lasting images in people's minds:

"I'm a website creation professional. This week I am looking for professionals who do not have their own website. You can tell because they have e-mail addresses on their business cards that end in "aol" "yahoo" "hotmail" .

"I'm an office supply professional. When you walk into an office, look for note pads which say "Staples" (a US office supply company). Ask who is in charge of ordering supplies."

"I'm a Mary Kay professional. I'm looking for 10-13 year old girls who wear sports uniforms. I want to sponsor a girls sport team."

"I'm a wholesale baker. When you are at a coffee shop and you think their cookies are terrible, do not tell the owner...tell me, and I will bring them my awesome cookies to try."

"I am an air purification professional. If you go to a condominium to visit a friend and the hallways reek of the neighbors cooking odors, ask your friend if they are offended by the smell."

"I'm a sign making professional. I am looking for people with maroon or gold hardhats because they are the head engineers on building projects. They are the ones I need to speak to about safety signs and ADA signage."

You get the idea. If you can help members LOOK FOR, TASTE, and SMELL referrals, you will be making a lasting impression.

The Michigan Study

2007-03-14T19:55:00.000-07:00

BNI Michigan has about 180 chapters. They recently did an in-depth survey so they could understand how successful BNI members got that way. They found the following:

1. Time and trust are central to success. There is nearly a 1 to 1 correlation between the referrals given and the referrals received.

2. Members who do MOMs generate more referrals then those who don't.

3. Members who actively recruit new members get more referrals than those who do not.

4. Members who track both where their referrals come from and who whom they are given are more successful than those who do not (because tracking reveals the true power team, not the traditional one!).

5. Members who make an effort to be better at what they do in BNI and professionally get more referrals than those who do not make an effort in either area.

6. Members who put together an invitation list and sent out letters for visitors day received more referrals than those who did not.

7. Members who took an active part in the chapter though chapter leadership or chapter leadership support receieved more referrals than those who did not.

8. Members who trained and used substitutes and who planned for their eventual absence received more referrals than those who did not.

9. Members who are prepared for both their 60 second commercials and their 10 minute are more successful than those who "wing it".

10. Members with chronic tardiness received fewer referrals than those who arrive before the scheduled start of the meeting.

11. Members who had a plan for every networking event (BNI or not) had a more effective networking event than those who treated every event casually.

Do any of these results surprise you?

Touch-point Networking: 6 Effective Follow-up Techniques

2007-03-09T20:58:00.000-08:00

By Dr. Ivan Misner

Good networking is about building relationships. And the people who you know and trust will most likely repeatedly refer you. This means you must build and maintain their trust.That's why "touch points" are critical to the networking process. Touch points relate to the occasions in which you "touch" one of your clients, potential clients, and/or referral partners. Touch points are communication mechanisms, such as a phone call, email, newsletter, correspondence, personal meeting, greeting card, etc.When asked about how to effectively follow-up with someone, I say the best one is the one you'll actually use! The key is to establish a system that works for you and that you'll consistently follow through with. If you have a great system, but don't use it, you might as well have no system at all. And in networking, not following up is not an option.Here are the top six techniques I recommend. Your homework is to determine which of these methods works for you (or some other one)—and then implement it.

1. The Internet
Harness the Internet to effectively conduct follow up; however, beware that it sometimes seems impersonal. It is great for quick communication, because of its immediate nature, but I discourage relying on email for in-depth communication or complex problems.When you abuse Internet communication, you might become viewed as just another spammer. Make sure your emails are personal and give your connection an opportunity to communicate with you in return.You might also consider an online newsletter (an eZine). An eZine allows you to include your clients and contacts in the content of the newsletter. In this way, you are consciously farming this relationship by giving them visibility in your scope of business.Be conscientious when using Instant Messenger or other types of instant "chat" features, because many of your contacts are busy when they are online and won't always welcome a note every time you see they are online.

2. Conferences and special events
When you get to know your clients and referral partners, you should take note of what you have in common. As you see events advertised that would be of mutual interest, invite these individuals to attend as your guest; this provides another opportunity to continue growing your relationships.While you are at these events, build in some one-to-one time with your guests to find out specifically how you can help them achieve goals they have set for sales, production, and referrals. As you focus on helping them achieve their goals, they will automatically reciprocate in kind. I call this the Law of Reciprocity. Events like this provide a natural opportunity to go deeper with your business relationships.

3. Handwritten correspondence.
In this day of all things online, the written note has gone by the wayside; however, people still enjoy receiving a handwritten note, especially when a small gift is enclosed, like a gift certificate, an article clipping, or something else your contact would especially value. Taking the time to handwrite a note conveys to the recipient: "You are worth the time I spent to reach out in this way to you."If a handwritten note is not your forte, take a look at services like SendOutCards.com. This is a great service that allows you to send a personalized greeting card right from your computer. I love this idea for staying in touch with your networking partners.

4. One-to-one meetings.
The author of Never Eat Alone, Keith Ferrazzi, advocates using every meal as a touch point. The concept of breaking bread together as a relationship builder is not a new one. In ancient times, meals were an integral part of community and building relationships. Since you HAVE to have lunch, use that time to deepen a relationship with a client, potential client, or referral source. Don't forget the vital truth that building a business through referrals relies on establishing deep and lasting relationships.

5. Seasonal or special occasion gifts.
Often you will send a gift basket to your largest clients as a way to thank them for their business. Consider sending something to those with whom you have been networking over the past year or to those whom you desire to refer you more. It can be a seemingly small gesture, but can be an effective communication tool, as well. Remembering special days in these folks' lives and acknowledging them is another opportunity to come into their mind and frame of reference.

6. The power of the proximity effect.
Studies have shown that relationships are not based on similar interest but on proximity. A study revealed that most college students are friends with those with whom they share a dorm, have classes, or work. Business people tend to look for outside connections, thinking that the people whom they are around the most aren't the ones who are going to be referring them the most. You might feel that your contact sphere businesses are the ones you need to be pursuing in this referral relationship. But if you overlooked those people who are always around you, you are going to lose out on hundreds of potential touch points with people who could be your best referral sources.Proximity is the key to cultivating deeper relationships with people who will continually provide you with business referrals. Studies prove that relationships are maintained more effectively when there is regular contact. Take a closer look at these people, regardless of whether they appear on the outside to be a valid source of referrals, and build friendships with them that go beyond the normal "Hey, how are you?" You will be surprised how effectively you will increase your "refer-ability!"

The Influence of E-mail

2007-03-09T20:43:00.000-08:00

Email is a key point of influence for consumer purchase decisions, according to the Microsoft Digital Advertising Solutions research released in January by WOMMA member company Microsoft. The findings suggest that many of consumers' major decisions are influenced by email conversations with friends and family and point to the medium as a place where marketers can insert messages that might impact consumers during the decision-making process.

Other findings:
* 45% of frequent online users say email is their primary form of communication.
* 66% of male and 81% of female respondents discuss social arrangements (what films, concerts, or events to see or where to eat) via email.
* 41% of men discuss financial services purchases via email.
* 77% of women discuss travel plans via email.

For more information, click here.

We talk a lot about teaching our sales force how to promote our products and services in face-to-face situations. But when was the last time you gave someone an e-mail script about how to approach potential referrals? Something to think about.

Laser-Sharp Networking

2007-03-04T09:22:00.000-08:00

The energy put out by a normal light bulb is equal to the energy put out by a laser beam. A laser light has a very tight beam and is very strong and concentrated, while a light bulb releases light in many directions, and the light is comparably weak and diffused. The difference between the two allows the laser, with focused energy, to have the power to do very fine and delicate surgery, artistic etching and play the broad, full sounds of an orchestral overture. BNI’s Chairman, Dr. Ivan Misner says there are three ways to bring your networking efforts into laser-sharp focus in order to make it a powerful way to build your business:

1. When talking about what you do at networking groups, focus on one aspect of your business at each meeting. Your goal in the networking process should be to “train a sales force” not close a sale. Therefore, each time you have an opportunity, focus on a specific product or service you offer and then train people how to refer you in this area. People are much more likely to be able to refer you when you teach them something specific to remember. On the other hand, if all you tell them is that you are a full- service business, you’ll join the rest of the multitudes of businesses that are easily forgotten.

2. When asking for referrals from your networking partners, be very specific about what you want. Identify specific people to whom you wish to be introduced. These introductions can be just as powerful and generate just as much business for you as one referral for a pre-sold individual. These types of introductions can open doors for you that would have otherwise remained closed. If you don’t know the name of the manager of another business you wish to meet, find out and then ask specifically for a referral to him or her!

3. Meet with each person in your networking circle one on one, away from the general networking session, to deepen the relationship and dial up the focus of your networking efforts. To really maximize the energy of the partnership you are forging with your referral sources, it is critical to spend time with them. Just going to a social function, or sitting side-by-side at some type of conference or networking event isn’t enough. You have to be face to face, talking and exploring commonalities and complementary aspects of each of your businesses in order to be as powerful of a referral source for each other as you can be.

By focusing your efforts like a laser beam rather than blasting your message out like a shotgun you will be fine-tuning your networking message and increasing your results. The first, most definitely leads to the second.

Rebuilding a Chapter

2007-03-03T16:17:00.000-08:00

Sara Sanderson, Marketing Coordinator for the Madison Central chapter, is pictured here addressing members and visitors at their March 1 reopening. Ask Sara what it takes to rebuild a chapter, and she'll tell you what some of you already know: Commitment, structure, education, and more commitment.

Madison Central decided to close its doors in mid-January to regroup. The knew they had work to do. They had to get the right people on the bus. They had to get the wrong people off the bus. Most importantly, they had to look in the mirror and admit that whatever it was they were doing before simply wasn't working. They went from about 15 members to 9 members in a matter of weeks as people started jumping ship. Rather than join another chapter, President Kendra Ellis persuaded the group to dig in and rebuild with the existing members.

They reopened March 1 with a new attitude, a new leadership team, and a targeted approach to inviting visitors that could net as many as six new members...not a bad way to get the ball rolling! I am convinced that one of the reasons they were successful was because when the meeting was finished, an existing member approached each visitor, went over the application line by line, and answered any questions they had at that time.

Their goal is to be 25-member chapter by the end of the summer. I wouldn't bet against them. Congratulations to Kendra Ellis and the whole Madison Central team for working together and making some tough decisions, the most important being the decision to take responsibility for their own success and taking the action to turn things around for the better.

What Does a 40-member Chapter Look Like?

2007-03-03T15:46:00.000-08:00

Above, Education Coordinator Lisa Riess conducts a mini-training at the St. Clair County chapter.

Below, President Margarat Hunt leads the troops in the Belleville chapter. Between the two, it is not uncommon for members to pass an average of 150 referrals per week.

MSP Class of March 2007

2007-03-03T11:46:00.000-08:00

49 people attended the March 2 MSP class at the University of Phoenix.

See the guy in the back row with his hands in the air? That's Jack Wier, your friendly neighborhood DJ from the Bellevillle chapter. He actually lives in Kirkwood, so it was easier for him to attend MSP near his home.

Jack was at MSP because his membership was just renewed for the 11th or 12th year, and his chapter requires all renewing members to attend MSP....no matter how long they've been a member. When you consider the uncommonly consistent success of the Belleville chapter, that might just be one of the most contributing factors. Having great people and great leadership is one thing...keeping them all on the same page is quite another.

We gave him a "Member for More than 10 Years" ribbon to commemorate his senior status.

The Influence of Word of Mouth

2007-02-23T20:57:00.000-08:00

When it comes to buying a car, 30.4% of consumers are influenced by word of mouth, compared to 24.1% by TV, 21.3% by reading an article, 20.2% by newspapers, and 17.5% by magazines.

When it comes to making electronics purchases, 42.6% of consumers are influenced by word of mouth, compared to 34.1% by reading an article, 32.3% by TV, 32.0% by newspaper inserts, and 27.2% by in-store promotions.

When it comes to influencing consumers, word of mouth trumps TV, print, and the web, according to the most recent edition of BIGresearch's Simultaneous Media Usage Study (SIMM). Consumers are asserting control over their media environments in ways that were never possible before, and it's changing the media model. The report shows that 67.9% of consumers use other forms of media while watching TV, 56.4% while listening to the radio, 68.9% while reading newspapers, and 70.7% while online. What this means for marketers is that consumers' attention is being shared, which dilutes the potency of traditional media messages.

For more details about study, click here.

New Interview with Dr. Misner

2007-02-23T13:27:00.000-08:00

Listen to an interview with Dr. Misner where he discusses how current members can best utilize their BNI membership, current and upcoming books, and much more.

Quote to End Your Meeting With

2007-02-23T06:54:00.000-08:00

A BULL MAY HAVE GOOD QUALITIES, BUT YOU WILL NEVER BRING THEM OUT BY WAVING A RED FLAG IN HIS FACE.

Arousing others is easy-if you don’t care what kind of action you inspire. If you wish to create a positive response in others, you do so by example and through the art of gentle persuasion, not by daring them to attack. When you work with others, concentrate on their positive attributes, not on the things they dislike or fear. When you take the time to get to know your associates, to learn about their hopes, dreams, and aspirations, you can determine what motivates them. You can then show them how they can align their goals with yours to work together for your mutual advantage. When you do, everybody wins.

This positive message is brought to you by the Napoleon Hill Foundation.

How Does Your Chapter Say Hello?

2007-02-18T11:30:00.000-08:00

The Business to Business Chapter has a new 4-color brochure to promote its members. Designed and created by Cheri Schroeder of Abbey Inc. Graphic Design & Support Services, this brochure makes a great impression on visitors and allows them to easily do business with chapter members regardless of whether they actually join.

Word of mouth is working...the question is whether it is working for your chapter or against your chapter. How does your chapter say hello?

Now That You Mention It

2007-02-16T08:53:00.000-08:00

Has anyone ever said to you, "If there's anything I can do to help you with your business, let me know"?

Did you respond, "Thank you. Now that you mention it, there are a few things I need"? Or did you say, "Well, thanks, I'll let you know"?.

If you're like most of us, you aren't prepared to accept help at the moment it's offered. You let opportunity slip by because you haven't given enough thought to the kinds of help you need.

You haven't made the connection between specific items or services you need and the people who can supply them. But when help is offered, it's to your advantage to be prepared and to respond by stating a specific need.

Here are a few ideas to get you started:

1. Invite you to attend events. Workshops and seminars are opportunities to increase your skills, knowledge, visibility and contacts. Members of personal or business groups that you don't belong to can invite you to their events and programs. This gives you an opportunity to meet prospective sources and clients.

2. Endorse your products and services. By telling others what they've gained from using your products or services or by endorsing you in presentations or informal conversations, your network sources can encourage others to use your products or services. If they sing your praises on audiotape or videotape, so much the better.

3. Provide you with leads or referral. A source can help you by passing along information she hears about someone who needs the kind of product or service you provide or by introducing you to a person who could use your services or vice versa. Your source can also contact prospects they referred to you to see how things went after your first meeting, answer their questions or concerns, and reassure them that you can be trusted. They can also give you valuable feedback about yourself and your products or service, information that you might not have been able to get on your own.

4. Arrange a meeting on your behalf. When one of your sources tells you about a person you should meet, someone you consider a key contact, she can help you immensely by coordinating a meeting. Ideally, she will not only call the contact and set a specific date, time and location for the meeting, but she will also attend the meeting with you.

5. Serve as a sponsor. Some of your sources may be willing to fund or sponsor a program or event you are hosting. They might let you use a meeting room, lend you equipment, authorize you to use their organization's name, or donate money or other resources.

March 16 Conference

2007-02-14T18:17:00.000-08:00

Ben McConnell will be the keynote speaker at our March 16 BNI conference in St. Charles. For a preview of his discussion, check out this CBS News interview with Ben.

Any business person serious about being in touch with his or her customers, ESPECIALLY as a source of future referrals, can learn from his message about Citizen Marketers.

To register for the conference, click here. The first 200 to register get a free copy of Citizen Marketers, and discounts are available if you register on or before March 8th.

MOM Questions

2007-02-14T17:50:00.000-08:00

Beth Anderson from BNI Minnesota uses this list of questions to ask during MOM's. She suggests using a GAINS profile for the first MOM, and questions like these to add a little depth to a relationship at the next MOM. How may of these do you currently use?

1. How did you get your start in your current business?
2. What do you enjoy most about your profession?
3. What separates you and your company from the competition?
4. What advice would you give someone just starting in your profession?
5. What one thing would you do with your business if you knew you wouldn’t fail?
6. What significant changes have you seen take place in your profession?
7. What do you see as the coming trends in your business?
8. Describe the strangest/funniest incident you’ve experienced in your business.
9. What ways have you found to be the most effective for promoting your business?
10. What one sentence would you like people to use in describing the way you do business?
11. How can I know if someone I’m talking to would be a good prospect for you?

Mentor Team

2007-02-11T16:45:00.000-08:00

We asked members from both sides of the river to serve as mentors. Above and beyond whatever is happening in your chapter, this member support function was developed to encourage more members to reach out for help. Whether you want to improve your 10 minute presentation, or get some feedback on a memory hook, we now have a 24-person team available to help you improve your BNI skills.

To take advantage of this, simply turn in the Member Support Session form and we'll take it from there. We happily accepted our first request last week and will report the results to you as soon as we hear from the parties involved.

January Production Reports

2007-02-11T16:29:00.000-08:00

We have a lot of new stats for you on the January Production Report.

Congratulations to the chapters that ranked in the top 15:

Belleville (#2)
Metro East (#5)
St. Clair County (#9)
Glen Ed (#10)
Leaders Council (#11)

Education is the Key to Effective Referral Marketing

2007-02-01T11:19:00.000-08:00

John Jantsch (pictured here) has some great information about referrals in particular, and small business marketing issues in general. His book Duct Tape Marketing (think sticky) recently hit the shelves, and I strongly recommend it. Here is a slice from his most recent newsletter and a link to his blog:

The best referral sources for your business will always be the ones that know that most about the value you have to offer. One of the few complaints I hear from small business owners when it comes to generating business or leads by way of referral is that too many of the referrals they are offered aren't a fit for the business. The referrals are either unqualified, don't need the firm's offerings, can't afford the product or just don't fit the typical profile of an ideal client for the receiving firm. If this is your referral reality, then you know that chasing leads that don't fit your target client can be a grand waste of everyone's time and energy.

The primary reason for this affliction though is that most small business owners and independent professionals don't take the time to educate their referral sources. The typical referral request may go something like - "know anybody that needs what we do?" Okay, I know lots of people, here you go. Have at it!

The solution to this is really quite simple. I've created a tool I call the Perfect Introduction, as part of my Referral Flood program. The Perfect Introduction is a document (although is can take many forms including a web page) that contains answers to the following questions. How would know if I spotted your ideal client? Describe, in great detail, the type of clients you work best with. This step will help assure that you get highly qualified leads and make it easier for your lead source to think of prospects that fit a narrow description. What would I say to best position your business? Give your referral source the exact words you would like them to use when introducing your products and services to prospective referrals. Give them a simple, memorable way to explain the benefits you have to offer.

Remember, many of your best referral sources may not be actual clients who can talk eloquently about your brilliance, give them your core marketing message so that the expectation they set remains consistent. How can you add value to my relationship with a referred lead? This is a multi answer question. Show your prospective referral source what you do to make them look good and outline any offer you might have cooked up to reward and motivate your referral sources.

By the way, money isn't always the best referral motivator. Showing appreciation, helping referral sources meet their goals, and making referral sources look good are all powerful motivators. What do you do with the leads you receive by way of referral? Outline the exact steps you take when you receive a name or introduction. This step allow the referral source to get comfortable with your marketing process.

Everyone has some fear that the referred party may abuse the relationship by hard selling or calling every night at dinner time. Put these fears to rest by outlining your very educational approach. (That is your approach, right?) Now that you have your Perfect Introduction document in hand you can go out there and confidently let the world know that you are someone they can feel great about referring. Another very powerful aspect of this tool is that often, even if you don't realize it, you are in competition with others who are seeking referrals.

CPAs, for instance, are heavily targeted by service professionals seeking referrals. With your referral process outlined in a very professional manner, you will stand out in the referral competition for some of the best potential referral sources.

Once you have created your Perfect Introduction you should also consider using this tool to open doors with potential referral sources. Send a letter to 100 targeted referral sources with a copy of your Perfect Introduction and a blank Perfect Introduction form. Inform the recipient that you have clients and prospects that you believe could benefit from their products and services. Ask them to complete the enclosed Perfect Introduction form (using yours as an example) and send it back to you as soon as possible. Do this and you will find new referral marketing doors swinging wide open for you. In addition, you will be better prepared to give referrals to your clients and prospects, kicking the referral cycle into even higher gear.

Wii Does Word of Mouth with MOMs

2007-02-01T11:03:00.000-08:00

As reported by the Word of Mouth Marketing Association, in an effort to win over the "CEO of the house," Nintendo has brought tech-smart "alpha moms" on board to help spread word of mouth about its new gaming system, the Wii. The alpha moms have hosted Mary Kay-style Wii parties, presumably inviting other moms in their social circles to come over and play video games, an activity traditionally reserved for their children. The moms were an integral part of Nintendo's efforts to get non-gamers to pick up the Wii controller and give it a try.

Alpha moms were just one part of the company's overall word of mouth efforts. Consultants for Nintendo also identified gamer loyalists and large, multi-generational families in eight U.S. cities to generate buzz around Nintendo Wii, putting the game in the hands of a remarkably diverse group of talkers.

Check out this article for more information.

New Operating System Available

2007-02-01T10:32:00.000-08:00

BNI started in St. Louis in 1995, the same year that Windows 95 hit the market as the best available operating system on the planet. I remember it well because a friend of mine loaded a beta version on my computer several weeks before it was available to the public. I felt like I had access to classified information, if only for a brief moment.

Windows 98 followed, and most recently Windows XP became the newest obsolete system with the introduction of Windows Vista.

I don't know anyone who still uses Windows 95. Those of you who still use Windows 98 and even Windows XP will find it increasingly difficult to find technical support for your programs. People who use video, photography, music, or gaming software will shop this year for programs that absolutely require the Vista operating system. Innovation makes older happen faster.

And so it is with BNI. BNI 2007 is a completely different operating system than BNI 1995. It's bigger and better with more speed and processing capability. You can't play BNI 2007 using a BNI 1995 operating system. And I am convinced that when older chapters run into growth problems, the operating system is the first thing to check.

Twelve years might as well be 12 light years when you compare just how different the two operating systems really are. For a quick diagnostic check on some of the most notable features, click here. If you have any suggestions, please let me know. The next operating system is already in the works.

Highland Chapter Adds Another

2007-01-24T19:06:00.000-08:00

Congratulations to the Greater Highland Chapter for adding their fifth new member since October 1. Chapter President Dan Dugan is pictured here swearing in their newest member, Dave Lepper of Tarrant Appraisal. Dave refers to himself as the tallest appraiser in Southern Illinois.

The Future is Here

2007-01-20T11:50:00.000-08:00

Check out this video to see the future of computers.

International Networking Week Video

2007-01-17T06:45:00.000-08:00

Check out this video from Dr. Misner about International Networking Week.

Thoughts About Infomercials

2007-01-15T08:39:00.000-08:00

A out-of-state BNI Director trains his members to think about infomercials like this:

When designing your 60 second commercial, do so in a fashion used well by radio and television professionals.

The first key is repetition.
The second key is focus.
The third key is continuity.
The fourth is preparedness.

If you were doing a radio ad for your business what would you do? Many business owners would hire a PR firm to write copy. The copywriter would focus on one aspect of the business with each advertisement.The ad would play over and over again until a degree of brand recognition is obtained. Last, the PR firm/copywriter would design the advertising campaign to be run over a set period of time (I.E. a week, month, quarter, seasonally or longer).

In BNI we have 52 opportunities to deliver a 60 second commercial and one or two opportunities to deliver a 10 minute per year. The 10 minute should be designed to recap the previous six 60 second commericials that were given. As we all should know by now, a 60 second commercial is broken into several parts:

1. The open (Name, company name)
2. What is it you do (I'm this chapter's financial planner)
3. Deliver one LCD (Least Common Denominator. That is, break your business into its smallest logical parts)
4. The Ask
5. The close, which includes your name, company name and memory hook.

To mix it up, a commercial could start with a quote, a fact or a memory hook. One of mine goes like this: (I have them written out and saved in Word on my hard drive). I recycle the commercials about every 8 weeks or so.

"In a recent study put together by the American Center on Retirement it was found that 43% of Adult Americans spend more than they earn. Another 43%, for a total of 86% of Adult Americans are one paycheck away from becoming bankrupt. I'm Steve West of Missouri Wealth Management. I'm this chapter's Financial Planner. We are a fee-based comprehensive financial planning firm. We put dreams and wishes to paper. They then become goals."

"This week I am looking for your neighbor. You know the one. He is talking about retiring in about five years and he's scared. He's scared because he's bought lots of toys but has put away little into his retirement plan. Worse, he's afraid because it looks like after he retires, he's gonna spend 24/7 hanging out with his wife. He'd rather be bass fishing."

"I'd like to spend some time with your neighbor to help him avoid spending 24/7 with his wife and to help him live a retirement more to his liking. Steve West, Missouri Wealth Management. You make it FIRST. We make it last....a long time."

The only items that change are the quote or fact (and where I put it) and the Ask. The rest is the same, unless we do a meeting stimulant which forces a change. Notice that I didn't talk about all of the things we do (life insurance, fee-based accounts, asset management, financial coaching, debt management, mortgages, long term care, disability insurance, mutual funds, stocks, etf's, uit's, bonds, etc.). We don't need to tell our chapter everything that we do every week. Keep your commercial specific and focused.

A ten minute is that same as a commercial exept that we string two or three LCD's and two or three asks together in the same infomercial. Do it like this or do it like 60% of BNI members do it and wing it each week. But if you do it the way you've always done it, you'll get the same results you have always gotten.

Ask Me Who I Know Letter

2007-01-12T14:23:00.000-08:00

Joe Harnist of the Business Income Generators chapter in Belleville has a unique approach to generating referrals. We talk about this approach on Page 4, item #9 in the MSP training manual, but this is the first sample I know of that is currently in use. He sends the following letter to selected customers:

Dear __________:

Have you ever needed a service but did not know who to call? Well, as part of my service to you, I retain a network of professional’s in their respective fields that I can recommend to you. These individuals take great pride in providing excellent service and products to their current clients. I know them and have used many personally and trust they will provide fair and competent service to you as well.

I can refer you to one or several contacts in the following fields…..

Plumbing
Heating and Air Conditioning
Electrician
Realtor (residential
or commercial)
Florist
Attorney (wills, estates,
trusts)
Security System
Accountant, CPA
Eye Care
Cleaning service
(residential, commercial, or restoration)
Mortgage lender (residential, home
equity, consolidation, or commercial)
Home remodeling (painting, wallpaper,
woodwork)
Window coverings
Flooring
Estate Planning / money
management
Chiropractic
Title insurance service

If you are in need of any of these services, please feel free to give me a call. I can provide the name, and contact information for the above professions, and possibly others not shown.

I’d like to thank you for your continued trust and confidence in the Harnist Insurance Agency for your insurance needs. If I can ever be of service to you, please do not hesitate to call.

Sincerely,

Joseph E. Harnist

Leaders Council Chapter Leads December Production

2007-01-11T07:51:00.000-08:00

I told the guys in the Leaders Council chapter: "If you are going to be so bold as to call yourselves "Leaders Council", you had better be prepared to LEAD."

So it is with great pleasure that I congratulate the Leaders Council chapter for their top performance in the month of December. Seven of the top ten chapters for the month were from this region, so give yourselves a much deserved pat on the back. December's report, also available for download on the BNI web site, includes activity from 62 chapters in the region.

Coming in at #2 was the Glen-Ed chapter (November's top chapter overall), and the Belleville chapter (October's top chapter overall) was ranked #3.

Other notables include:
#5 Business Builders Central
#7 Mid America Partners
#8 St. Louis South
#9 Metro East

Congratulations also to the chapters from our region that reported the most closed sales for the month of December. Those chapters include:

#3 Metro East: $961,232
#5 Belleville: $669,766
#9 Sunset Hills/Crestwood: $295,346
#13 Mid America Partners: $239,460
#15 St. Clair County: $168,817

If your chapter wants to improve its production and/or sales output, let me know and we can talk about some steps you can take today to create a thriving chapter tomorrow.

Attitude

2007-01-09T21:14:00.000-08:00

"Our attitudes control our lives. Attitudes are a secret power working twenty-four hours a day, for good or bad. It is of paramount importance that we know how to harness and control this great force."

Tom Blandi

7 Ways to Generate More Referrals

2007-01-09T20:53:00.000-08:00

Bill Cates call himself the Referral Coach. He specializes in helping financial service professionals build their referral business, but many of his strategies apply to people in all professions. According to Cates, here are seven specific things you can do to generate more
referrals. He stressses that these are not just theoretical concepts, but "best practices" gleaned from successful referral gatherers. Let me know if you try any of these and they work for you.

1. Call clients 2-3 weeks before their birthday and offer to
take them and 2-3 of their friends to lunch.
2. Valentines Lunch with Widows, Divorced, Single, or any
women. Start planning this today!
3. Print business cards for your retired clients. They no
longer have business cards, but could probably use them from
time to time. You can put a graphic on it that reflects one
of their hobbies.
4. Host events just for singles - clients and their
referrals. Do it more than once per year. Quarterly if it
really starts working. You can give a very brief
introduction of yourself at each event, but the rest of the
time is just for fun and monkey business.
5. Invite women to a "High Tea" at a fancy hotel.
6. Become a Resource Center for your clients. Gather the
names of CPAs, attorneys, painters, HVAC, plumbers, handymen
(who actually return your call and show up on time), etc. Be
a resource for your clients. Pay attention to all service
providers who are worthy of referring to others.
7. When your client is in your office, have your assistant
take their car for a wash. BUT, be careful. Brushless!
Some people are VERY particular about how their car is
washed.

Planning for Success in 2007

2007-01-07T21:28:00.000-08:00

Some people in 2007 will get another year of BNI experience. Others will simply repeat last year's experience with different people. Your choice.

I recommend BNI members do some kind of planning for the year. In MSP, we walk very quickly through an exercise that might help.

1) How much money do you want to make from BNI referrals this year? (think "gross")
2) What is your average dollar amount per sale? (also think "gross")
3) What is your closing percentage on referrals?
4) How many referrals will it take this year to reach your goal? (divide your answer to #1 by your answer to #2, then divide again by your answer to #3)
5) How many referrals will it take each week to reach your goal? (divide your answer to #4 by 52)

This little math formula will give you the number of referrals you need to RECEIVE each week to reach your goal for question #1. Since the game we are playing is called GIVERS GAIN, that same number reveals the number of referrals or visitors you should probably try to GIVE each to jump start the mechanism of reciprocity. Share your goals with the members of your chapter...after all, they are the ones who, with your training, are going to help you reach your goals.

Target your MOM's strategically with those you feel are in the best position to GIVE and RECEIVE your referrals.

This is the WORK part of "networking", which is why it is so often overlooked. But the potential payoff is huge. Accidental success happens much less frequently then planned success, and this is where planned success starts.

First Quarter Goal Leaders

2007-01-05T14:35:00.000-08:00

All BNI chapters are trying to reach certain productivity goals. Congratulations to the following chapters for their first quarter performance (October, November, and December) based on actual versus projected revenue goals:

Diamond (>200%): MidAmerica Partners, Glen Ed, Alton AM, Greater Highland, Business Builders Central
Platinum (>100%): Edwardsville, St. Louis Hills, Sunset Hills Crestwood, High Ridge, St. Louis South, Gateway
Gold (>90%): SW Illinois, Metro East, Metro South
Silver (>80%): Monroe County, Belleville