Synopsis

Dr. Misner and BNI member Julien Sharp about how BNI can make a cross-country move easier. There are many ways BNI can help.

• Your local BNI chapter can help you prepare for the move through referrals to realtors, moving companies, etc.
• Joining a BNI chapter in your new new location gives you instant connections there—it’s like having family there.
• You have a reliable source for referrals to professionals whose help you need, from tech support to plumbing.

So if you’re planning to move, make sure you find a BNI chapter in the city you’re moving to and ask the director how BNI can help. BNI can help your friends, family, and colleagues, too.

Julien has also created inter-chapter BNI groups for people in her own profession, to encourage “co-opetition” and create teams who can do larger jobs. She also “subs” regularly for members at other BNI groups.

Brought to you by Networking Now.

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 BNI 074 Using BNI in a Move [12:29m]: Play Now | Play in Popup | Download

Synopsis

The number of referrals you should expect to receive from your BNI group is dependent on two things: the type of business you’re in, and your expertise—not just at your business, but at asking for referrals. (Length of membership also plays a part.)

A florist will get more referrals than a real estate agent, but a successful close of business is worth more to the real estate agent.

So how do you increase your referrals relative to the profession that you’re in?

1. Participate in your contact sphere (businesses that have symbiotic relationships with yours).
2. Diversify your networks: join more than one kind of group.
3. Educate the people in your networks about your business and how to refer you.

Brought to you by Networking Now.

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 BNI 073 Anticipating Referrals [11:26m]: Play Now | Play in Popup | Download

Synopsis

Larger networking groups can generate exponentially more referrals than small ones. A chapter of 15 members will typically pass 50 referrals per month, while a group of 30 members typically passes 150 referrals. Critical mass for a BNI group is about 20 members. So size matters, but it’s not the only factor in the number of referrals generated.

The other major factor in the number of referrals generated by a group is whether it’s a “strong contact” or a “casual contact” network. A “strong contact” network, like BNI, not only focuses on passing business between members, but allows them to establish credibility and develop profitability as well as the visibility that a “casual contact” network like a chamber of commerce can provide.

Brought to you by Networking Now.

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 BNI 072 Generating More Referrals [9:32m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner has been communicating with BNI regions around the world via webcam. Contact bni[at]bni[dot]com if you want him to participate in one of your events.

This week’s podcast focuses on one of the golden rules of networking: staying in touch with your clients. Here are the six steps to success.

1. Spread out your contacts, but keep them consistent.
2. Schedule predictably: train your clients to expect to hear from you at certain times.
3. Make each contact lead to the next. Schedule the date for your next contact before you conclude the meeting.
4. Assume responsibility for making contact. Take the initiative.
5. Invite clients to networking events.
6. Create a plan and stick to it. Follow the system even if your client contacts you in between scheduled contacts.

Remember, the goal is not to sell something every time you call, but to check in and find out what’s working and how you can help.

Brought to you by Networking Now.

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 BNI 071 Staying in Touch with Your Clients [12:15m]: Play Now | Play in Popup | Download

Synopsis

This week Dr. Misner shares his surefire technique for difficult-to-refer businesses, like psychotherapists, recording studios, and management consultants.

• Educate people on how to refer you.
• Accept speaking engagements as referrals for BNI purposes.
• Write a letter to program chairs and distribute it to your chapter members so they can help you get speaking engagements.
• Give great presentations that compel your audience to contact you.

This technique made Dr. Misner’s company one of the easiest to refer, instead of one of the hardest. Read the blog post for more details.

Brought to you by Networking Now.

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 BNI 070 Difficult to Refer Businesses [12:14m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner first learned the expression “Perfect practice makes perfect” from his sensei when studying the martial arts. If you don’t do your best when you practice, you won’t improve your skill. A master pianist gives as much to his practice as to his concert performances.

You can’t expect to become a master networker if you don’t give your all every time you give your 60-second commercial or give a presentation. Be prepared and present yourself at your absolute best.

Perfect practice doesn’t have to be absolute perfection—only your best. A little bit of preparation can help you practice your networking.

Brought to you by Networking Now.

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 BNI 069 Perfect Practice Makes Perfect [8:58m]: Play Now | Play in Popup | Download

Synopsis

Today’s podcast focuses on the theme “Taking the hard path often makes life easier, and taking the easy path often makes life harder.” When a BNI group takes the easy path and doesn’t hold members accountable, the chapter struggles. Groups that work hard to maintain attendance and quality referrals flourish. If you do the hard work up front, in the long run, it’s easier to keep your group going.

Ask yourself: Are you practicing hard/easy or easy/hard in your life? What about your BNI group? Share your experiences with taking the hard path or the easy path in the comments here.

Brought to you by Networking Now.

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 BNI 068 The Hard Path Is Easier [8:00m]: Play Now | Play in Popup | Download

Synopsis

Dr. Misner reports from BNI’s executive retreat in Big Bear.

Today’s podcast is based on an article Dr. Misner published on Entrepreneur.com.

When you get a referral, sit down with the person who gave you the referral and ask a few questions. The more you can find about your prospect before you call them, the better your chances. The best referral you can get includes a testimonial or introduction from the referrer. Ask for that introduction. It will bring you a lot closer to that closed sale.

Follow up with the referral, but follow up with the referral source first.

Brought to you by Networking Now.

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 BNI 067 Referral Doesn't Mean Closed Sale [10:46m]: Play Now | Play in Popup | Download

Synopsis

This week, Dr. Misner invites you to take the surveys at BNI.com, then print the results and bring them to your meeting. Here are a few results of the surveys:

• 75% of respondents network for new business, while only 8% chose education as their primary objective.
• Compare the results of “Where does most of your business come from?” with the results of “Have you ever taken a college course that covered networking or word-of-mouth marketing?”
• 54% of respondents got 3/4 or more of their business from referrals.

Go to BNI.com and add your vote.

Brought to you by Networking Now.

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 BNI 066 Networking Surveys [10:14m]: Play Now | Play in Popup | Download

Synopsis

This week Dr. Misner describes a unique experience: a meeting about storytelling. Academy Award-winning movie producer Peter Guber invited about 16 people, including Dr. Misner and individuals such as Warren Bennis, one of the world’s foremost experts on leadership; Keith Ferrazzi, author of Never Eat Alone; and Mark Victor Hansen, co-author of the Chicken Soup for the Soul series, as well as many other “storytellers” from various businesses, backgrounds and areas of expertise.

One lesson particularly appropriate to BNI is that “What if?” is more powerful in a story than “How to.” Make your messages personal and concrete. Think about this next time you give a presentation at a BNI meeting.

Brought to you by Networking Now.

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 BNI 065 Storytelling in Business [12:04m]: Play Now | Play in Popup | Download