Category Archives: Educational Moments

Building Self-Esteem Through BNI

Submitted to SuccessNet by Don Hayes, Rees & Hayes, Integrity BNI, BNI Vermont

I receive monthly updates from this website called BabyCenter. My wife was first made aware of the site while she was pregnant. What hooked her was how the site compared the size of the fetus to common fruits – from poppy seed to pumpkin.

Now our little poppy seed is three, but the monthly BabyCenter emails keep coming. This month we were directed to an article on how to build your toddler’s self-esteem. As I read the article, it occurred to me that there are a lot of similarities between raising a happy toddler and raising a happy BNI member. In part, self-esteem is about feeling valuable – feeling appreciated for the work we do and the contributions we make. The article listed 7 things that parents can do to build self-esteem:

1.      Give love unconditionally. The idea is to participate with no strings attached. Givers Gain, right? A new member like myself may not be able to generate a ton of referrals now, but I’d still like to feel like I contribute. Not keeping score is a way to make sure everyone wins.

2.      Listen attentively. Put the phone away. Be present. Listen. Nothing communicates “I care about what you are saying” better than active listening. Eye contact. Body language. Be welcoming. And that fosters confidence: “People really do care about what I am saying.”

3.      Encourage healthy risk taking. Without risk taking there is little opportunity for meaningful success. Whether it’s bringing a guest or giving a referral, we can encourage healthy risk taking by being a solid foundation for each other, and by providing support. Being welcoming to guests encourages people to bring guests. Being responsive to referrals encourages people to give referrals.

4.      Let failure happen. While we hope every referral leads to closed business, it doesn’t always happen. Therein lies a valuable message: if you are the “referrer” – you were able to draw from your pool of resources to help someone out; if you are the “referree” – someone thought enough of you to send business your way. In other words, be thankful even for the business that didn’t close!

5.      Celebrate the positive. Sure, we do that every week by recognizing referrals and closed business. But, it goes beyond that – celebrating, as a group, the new addition to a family, or celebrating exceptional business growth of a fellow BNI member – even celebrating the contributions made by a member who has decided to move on. When we focus on the positive, we not only foster confidence, we create enthusiasm.

6.      Resist comparisons. Comparisons are meaningless – each person here is unique – each business represented here, by design, is unique. When we see ourselves as too similar we are unable to appreciate individual talents; or when we see ourselves as too different we fail to find the connections. We’ve heard the disclaimer before: individual results may vary – and that’s a good thing!

7.      Be encouraging. Positivity – even in the face of defeat – not only does it build confidence, but it also encourages future risk taking. We are all here because we want to grow our businesses. We will have down days, but under that unified purpose, we can encourage each other to achieve great things so together the trajectory of our combined efforts will arc toward success for all.

Just remember, we all started out as poppy seeds.

Are You Standing in the Middle of Referrals?

BNI Podcast Episode 404: Standing in the Middle of Referrals

I was thinking about the Reticular activating system while preparing to lead a Member Success Program today and remembered this gem of a podcast.

It’s not as hard to think of someone to refer to your fellow BNI members as we think. We are all, every day, each and every one of us, standing in the middle of referrals.

The reticular activating system in your brain passes ideas from the conscious to the subconscious mind. This is why when you buy a new car, you suddenly see that model of car everywhere.

If you put your reticular activating system to work, you will see referrals everywhere. The following phrases indicate that a person is ripe for a referral:

  • “I can’t”
  • “I need”
  • “I want”
  • “I don’t know”

Whatever the person says after that tells you what kind of referral to make. For instance, if someone says “I don’t know how to do podcasts,” you can refer them to Priscilla.

To see the full transcript and download the podcast please click on the link below.

https://www.bnipodcast.com/2015/04/29/episode-404-standing-in-the-middle-of-referrals/

What Is Your Purpose? Discover How to Gain Referrals

This is a 2-3 minute activity that involves those at the meeting.

You will need to read it through beforehand and be prepared. What you say out loud to the group is in larger type in bold.

The purpose of this workshop is to focus members on the purpose of some BNI activities.

Start by asking the members…

What is your purpose in listening to Infomercials?

Seek responses and repeat 2 or 3 of the best to the group. Now say….

What do you do when other members are giving their infomercials?

Seek responses and repeat 2 or 3 of the best to the group. Now say….

Do you ever give feedback to other members about their Infomercials? If so, what things would you comment on?

Seek responses and repeat 2 or 3 of the best to the group.

From the BNI perspective, your role in other members Infomercials needs to be as follows….

  1. Listen carefully
  2. Take notes on what appeals to you
  3. Take notes on what does not work for you or teach you anything
  4. Write down the type of referral you will be looking / listening for this week
  5. Do all the above for every member
  6. Give feedback to at least 2 members each week
  1. Praise if it was great and you learned something
  2. Suggestion/s if you saw a way it could be better

Always remember that things written down will be remembered far better and you will be a better referral finder if you invest some energy and activity into other members Infomercials.

Save

Get A GRIP On Inviting Visitors

Using the GRIP process to invite visitors to a BNI Chapter meeting

Ready, Set, Goal!

BNI Education Coordinators Mini- Workshop

This is a 5-8 minute activity that involves those at the meeting.

Your chapter can use a white board/flip chart, etc. to post your monthly Chapter Goals.

This is impressive to visitors and important to keep the chapter goals in front of the members each week. You can list, number of Visitors you want each month, # of new members you want to induct, # of Referrals, # of Dance Cards and TYFCB (chapter income goal). We also recommend listing the TOP 10 Professions you are looking for.

Discuss setting goals using SMART goal methods

Specific – What specifically is your goal?
Measurable – Can you measure your success?
Achievable – Is it a realistic goal?
Recordable – How can you track or record your progress?
Time Sensitive – What is the timeframe that you want to achieve your goal(s)?

Then ask your chapter members:

“Is Your BNI Chapter Running in a Business Model?”

Run it like a club and you’ll make friends.
Run it like a business and you’ll make money.

  1. Have each member write down his or her income goal from BNI in one year. $_______________
  2. Take the total income of the members and get the average.
    Average Income/Member Goal $_____________
  3. What is the average number of members we will have over the next year? ___________
  4. Take the average income (#2) and multiply times the average number of members for the next year (#2 _________ X #3 ___________=__________
    Example: $20,000 x 25 members = $500,000
  5. Now, make it realistic. When you get goals from multiple departments you wouldn’t just take the sum to come up with the company goal. I like to use a discount factor of 50%. When collecting goals, some are bragging, some are wishful thinkers and some are sandbagging. At 50% if we’re low, what’s wrong with celebrating at 9 months. #4 _________ X 50% = ____________
  6. How many companies made this profit in your market the first year? How did they run their company? How are we going to make this kind of an income in our company/chapter?
  7. What do we sell? The products and services of the members/partners of our chapter/company, i.e. Real Estate, financial Services, Legal Services, etc.
  8. How do we sell them? In exchange for the exclusive spot of their profession in the chapter/company, each member/partner is responsible for bringing business to the other members/partners.
  9. How do we track it? “BNI Bucks” Can you imagine a company who has set financial goals and doesn’t measure them?
  10. Bonus. Companies that make money are FUN.

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

 

 

 

Why Didn’t You Invite Me To This?

BNI Invite.previewEducation Coordinators Mini- Workshop

This is a 2-3 minute activity that involves those at the meeting.

You will need to read it through beforehand and be prepared. What you say out loud to the group is in larger type in bold. 

The purpose of this workshop is to focus members on people they may not have invited.

Start by asking the members…

How many members here have some friends? Show of hands please?

Write down for me the names of your 6 best friends who live in the same city as you?

Take your time!

Give them about 30 seconds if necessary. Then tell them….

Now write next to their name what it is that they do?

Give them about 30 seconds if necessary. Then tell them….

Now put a tick next to their name if you have invited them to a BNI breakfast?

Give them about 30 seconds if necessary. Then ask them….

Hands up those people who have some names left without a tick next to them?

For those who still have names not ticked, will you read out the categories of those names?

Repeat some of the categories out loud and get someone from the Membership Committee to write them all down.

For chapters who have a list of categories, this is the start of Chapter Growth, even a Membership drive!

For those chapters who don’t have a list, ask the members…

When was the last time you invited those people on your list? If it is over six months ago, then things may have changed and it might be a good idea to re-invite them.

I want you all to consider the following:

If one of those people gets invited along by someone else and meets you at the breakfast, how are you going to answer the question…

Why didn’t you invite me to this?

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

“The Best 60-Second Presentation I Ever Heard”

In a BNI meeting, the “memory hook” isn’t as important as when you’re meeting BNI card caddystrangers. To give a great 60-second presentation requires specificity and asking for a referral.

The best 60-second commercial Dr. Misner ever saw was done by a florist in Chattanooga Tennessee. He used visual aids: a rose from a grocery store, and one of his own roses. He compared the two, demonstrating how far superior his rose was, and concluded by saying “There’s only 3 cents difference in price. Theirs is more.”

Why was this presentation so good?
 
He led with value.
He trained a sales force.
He was extremely specific.
It was memorable.
 
Remember, Specific Is Terrific. The more you can train a sales force, the better results you’ll get.
 

To learn about

“The Best 60-Second Presentation I Ever Heard”

Listen to the Podcast now: http://www.bnipodcast.com/2010/11/24/episode-182-the-best-60-second-presentation-i-ever-heard/

How Will They Know Who To Look And Listen For?

60-second infomercial

You’re the expert on your business and know how to find referrals for you.

Education Coordinator’s Mini-Workshop

This is a 2-3 minute activity that involves those at the meeting.

The purpose of this workshop is to highlight the importance of your weekly presentation.

What to say:
This morning we are focusing on your weekly presentation or also known as a 60-second infomercial!

Do the other chapter members really know who to look and listen for?

To make sure that they do, lets look at one aspect of what you say each week.

And lets use a chiropractor as an example.

For me to know how to find a referral for a chiropractor I need to know two things….

  1. What will I hear potential referrals say, and
  1. What will I see potential referrals do

If I hear someone complaining about a sore back, stiff neck or inability to sleep…. then that person is a referral opportunity.

If I see someone obviously in pain, rubbing and stretching their neck, back or shoulders… then that person is a referral opportunity.

Whilst it is important to know what a chiropractor does, it is more important to know what his or her clients will be saying or doing.

Next week when you do your 60-second infomercial tell your sales team what the need to listen for and look for to find a referral for you.

After all, you are the expert on your business and you will know how to find referrals for you. All you need to do is tell your team.

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Your BNI Chapter as your Best Customer

Analyze Your Data to Run Your Business to Success

Analyze Your Data to Run Your Business to Success

Education Coordinator’s Mini-Workshop

This is a 2-3 minute activity that involves those at the meeting.

The purpose of this workshop is to focus on individual goals and determine the business steps of each member .

  1. What is the “in-pocket” money that you wish to make from BNI in the next 12 months? ________________
  2. What is the average amount of “in-pocket” money that you make per transaction? _______________
  3. What is your closing percentage? ________________________
  4. # of Referrals you need from your BNI chapter. Take the answer to #1 and divide it by the answer to #2 and divide by the answer to #3. (#1 / #2) / #3 ___________________

Is your membership in BNI working for you? If not, maybe you’re not treating your BNI chapter like your best customer.

Treat your BNI Chapter Like a Customer and your business goals will be met and exceeded.

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Tis the season for all things wonderful!

Jingle Jingle!
Fast Track Tip of the Week
Activity to Energize Your Chapter
Isn’t it sooo tempting to frolic away December? So many special things to do, events to attend, and keeping warm with the weather changing. Believe us, we get it.

But the truth is, it is chapters that make a SPECIFIC PLAN to kick off January 2015 that will be increasing revenue by March 2015, if not sooner. Chapters who let December go and don’t plan for the new year usually find themselves slipping past the first quarter, at least.

Here is a great Education Coordinator activity to energize your chapter before the holidays.

Take a couple of weeks to do this and assign someone to take good notes.

STEP 1:  Ask each of your chapter members – What did you achieve this year in BNI?

If anyone has a hard time answering this, remind them it can be something simple like how they’ve determined their Target Market, or they know what a Power Team is now, or even just that they’ve made new business contacts by meeting weekly with the chapter for however many weeks.

STEP 2:  Then ask them – What do you want to achieve next year in BNI?

Now here’s the important part. Based on their answer, ask for at least 2 volunteers to help them achieve their goal!

The volunteers can help with knowledge, mentoring, business connections & referrals, whatever makes sense based on their answer and the volunteers. It’s like Secret Santa for BNI – and the results go way beyond the holidays. 
Business Team with Santa Hats
Keep track of everyone’s answers and volunteers so you can refer back later!
Remember:
Teams help each other.
Teams achieve more.
Teams have fun.
Teams celebrate.
Teams grow.
Teams WIN!
All Our Best,
Flynn & Sara
Contact Us!
Fast Track Website 
512-736-8716