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A "Highly Classified" Word From The President
Secret #1 - The Real Truth About "Area 1-2-1".
If you were to sum up BNI in only TWO simple words, we believe the best two words would be RELATIONSHIP MARKETING. Since BNI is all about relationships, a major key to success is 1-2-1's. Use them to build your relationships in a structured manner, then market through those relationships. And, while it's good to schedule a 1-2-1 to develop a relationship, it is far better to schedule a structured 1-2-1 with an intended purpose. Use the 1-2-1 worksheets to follow the BNI structure at its best!
(Excerpts from 1-2-1's - The Key to Success in BNI, Part 1 in the Document Library)
Secret #2 - Is It True That BNI Executive Directors Are Working On Developing A Top Secret Invisibility Formula?
No, that is false! Actually, it's quite the opposite. The BNI formula is all about visibility. Here's a good example to think about:
∙ Imagine you are visiting a high-profile trade show with hundreds or thousands of people attending, and more than 150 vendors. Business, networking, and introductions are happening all around you. You come across this empty booth, which looks nice, but is unattended. Ask yourself this question: As you visit booth after booth and come across one that is unattended, what is your impression?
∙ Imagine that this tradeshow is your chapter, and those attending are your visitors. Do you think the visitors could have the same impressions about no-show members as you did about the empty booth?
∙ Imagine that the vendors are your fellow chapter members. Do you think they could have the same impressions about no-show members as you did about the empty booth?
∙ Is it surprising that members who are consistently absent without substitutes get fewer referrals? What other messages does absenteeism send? Can you successfully build trust without actually showing up?
Despite the rumors of an Invisibility Formula, visibility is the true key to a successful BNI experience.
(Excerpt from The Importance of Attendance in the Document Library)
Secret #3 - True Or False? Dr. Misner Is Really An Extraterrestrial Or Intelligent Life Form From Another Galaxy Sent Here To Take Over Our Planet Utilizing BNI, "The World's Largest Referral Organization".
According to the BNI Book of Secrets, this is part True and part False. Here's why: Intelligent, True. Extraterrestrial, False.
When asked about the inspiration behind BNI in a recent interview with UK SuccessNet, Dr. Misner said, "I'd like to tell you that I had a big vision of a global organization, but in truth I was simply looking for referrals for my consultancy practice and for fellow business people who I liked and trusted -- and who liked and trusted me in return. My vision was setting up just the one group! I quickly found that people loved the whole idea of helping each other's businesses -- and it worked. After a week or two someone came who couldn't join without conflicting with another member's business, so we set up another chapter, and another... In the first year we opened 20 chapters. That marker was a kind of epiphany for me: I realized that maybe this organization could work nationally -- maybe even internationally."
Of course, we now know that Dr. Misner's epiphany did work, and well, as BNI is now the world's largest referral organization!
In closing, you should know that the secrets I've shared with you today aren't REALLY just for BNI Presidential Eyes Only -- they are yours to use in your own BNI experience. Together we can grow our businesses, expand our careers and reach things that non-BNI members can only dream about. Take these secrets -- available for each and every one of us -- and practice the groundwork that has been laid out by our BNI leadership. Then you can be sure that the sky is the limit!
Cary Prater
Jenkins & Associates |
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We are actively seeking dynamic individuals from these professions:
- Business Broker
- Electrician
- Promotional Products
- Acupuncturist
If you are in one of these professions, and would like to attend a meeting, contact our Visitor Host, Jeff Johnson, at 417-837-8054. |
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Our Education Coordinator Takes It To The Next Level
 Did you know there are four levels of networking? That's right! As you progress through the levels you will see how stages three and four apply very closely to BNI principles. These are the stages you should practice on a daily basis.
Networking Level One: TAKING
Have you ever been to a networking event and had someone do the "drive-by" introduction -- they hand you their card, then split the scene without even asking you what you do? "Hi, I'm Bob, I sell widgets. When you're in the market for some give me a call!" We have all experienced this annoying manifestation of the "ME, ME, ME" attitude. "Taking" falls quite short of our BNI Givers Gain philosophy. In fact, it can be considered quite offensive and most likely will not lead to any concrete relationships.
Networking Level Two: TRADING
Trading is where you find the person who needs what you sell or vice versa at a networking event. It's a plumber meeting someone with a clogged sink. It works! The only drawback is this is more of a transactional exchange than a start to a referral partnership.
Networking Level Three: TEACHING
Teaching is what we do every week in our 30-second sales manager moment, or "infomercial". You teach people about you and your business, and you actively listen and learn about each of them and their business. Most networking groups simply do not have the correct environment for this valuable exchange. That's why we love BNI!
Networking Level Four: TRUSTING
Over time while networking in BNI, you build trust with your fellow chapter members by showing your character, competence, and commitment. The more trust, the more referrals!
Remember... If you are so concerned with getting your message out that you miss everyone else's in the process, you might be a member of one of those "other networking groups"!
Brittany Helton
Liberty Mutual Insurance |
Congratulations to our Monthly Stat Leaders for July 2009:
Referrals Given: Dr. Dee Telting, Health Source Inc. - 11
Visitors Brought: Cary Prater, Jenkins & Associates - 3
Total 1-2-1's: Jamie Auten, Balancing Kneads - 50
Sales Generated: Sam Tillery, Dream Home Reality - $58,810.00
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The "I Don't Know What I'm Doing Yet!" Syndrome
 New members often have a dazed and confused look when they join a BNI chapter. Why? The most oft-heard response is "I don't know what I'm doing yet", implying that they realize right away there is a system to this business of referring. Unconsciously, they are right, but consciously they do not yet know how to take advantage of that system. And that's why we have a chapter Mentor and Mentor Program!
The Mentor Program begins immediately after a new chapter member is inducted with an orientation session, then continues for the next month or so through mentoring sessions and Power Team meetings. Why is this so important? Well, think about the very first job you had, or the very first sport you wanted to play. To do the job or play that sport required you to learn a new set of skills, so you would know what you were doing. Joining a BNI chapter and wanting to build a referral business is no different. There are skills and systems that all of us need to learn to be good at this "sport" or "job". It's as simple as that.
Your Mentor and Power Team members are your coaches. Our job is to get you up to speed on how things work. so that you can be a successful "teammate", aka chapter member, and benefit from being part of our team. Fortunately for us, in BNI we don't have to reinvent the wheel! The rules and systems have already been created; we just have to be good students.
I always tell new members to relax about all of this, because it takes time to learn a new set of skills. The most important skill a new member can have at the beginning is to BE TEACHABLE or COACHABLE! Don't just assume that you know how it all works because you've been in referring "clubs" before. BNI is NOT a CLUB! We run each chapter like a company franchise. Every-
thing we do has been developed by BNI, and is implemented worldwide in every chapter. That's why I call it BNI Land! So... if you've just entered BNI Land and you're a little confused about what to do -- PLEASE STOP and ask for directions from your Mentor or Power Team partner.
Bon Voyage and Happy Referring in BNI Land!
Dee Telting, Ph.D.
Health Source, Inc.
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| Upcoming Events:
BNI Member Success Program - Thursday, August 20, 5:30pm-8:00pm
BNI Leadership Team Meeting - Friday, August 21, 7:30am-9:00am
BNI Annual Success Conference - Friday, September 11, 7:00am-Noon
BPN Social Hour - Power Team Bowling in September (Date TBD)
FBNCC Back Talk Radio Show - Thursdays, KWTO 560 AM, 3:00-4:00pm |
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And That's All She Wrote...
For this month's newsletter, anyway! We would like to thank you for reading, and if you are a past guest of our chapter, thank you for attending. Please feel free to forward this newsletter on to any of your friends or associates who might be interested in learning more about how BNI, and our chapter in particular, can help businesses grow in ways that no other professional networking organization can match. That's it, then, until next month!
Business Power Network
A Chapter of BNI
Springfield, Missouri
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Featured Member
Mike Ferguson,
Worldwide
Resources, Inc.
What you don't know CAN hurt you! That is the basis of the work done by Mike Ferguson's company, Worldwide Resources, Inc.
Specializing in business, insurance and legal investigation issues, Mike has over 33 years of experience. Mike has worked in the US and also conducted investigations in more than 40 different countries worldwide. A Licensed Private Inves-
tigator, Mike is a frequent national lecturer on Fraud Awareness Training and is also a Certified Medico-Legal Death Investigator,
a Court Qualified Expert Witness in the Cause and Origin of Fires, and a Certified Graphologist, which enables Worldwide Resources, Inc. to provide insight into the honesty and integrity of individuals, witnesses and other sources.
How does a private investigation firm benefit from a BNI membership? That's simple. Since joining Business Power Network six months ago, Mike is already beginning to see results after building relationships with his fellow chapter members, and considers BPN to be an important part of his marketing mix.
"Once you can establish trust within the relationships you build in BPN, your fellow members feel comfortable in referring you to their business contacts," Mike said. "With determination and great customer service, you gain the confidence of those contacts and they too feel confident in referring you to their own circle of acquaintances. Word of mouth is often the best form of advertising and that is why BNI is so successful."
A good referral for Mike would be a large law firm that handles civil and/or criminal cases, and of course, anyone like his three best customers which are currently attorneys, insurance companies and small
business owners. Three professions he would like to see join Business Power Network would be a business broker, a photographer and a real estate appraiser.
Just as staying in the know is important for Mike and his clients at Worldwide Resources, staying on the lookout for strong referrals for Mike should be a top priority this month for his fellow Business Power Network members! |
| Next Month's
Featured Member:
 Jennifer Gatten
Send Out Cards |
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Who's Blogging What?
Coming Next Month:
A multi-part series on
"Tag Team Marketing",
and how you can take advantage of resources found right in your own chapter to help grow your,
or your referral's, profits. |
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Our new Leadership Team has been chosen!
Beginning October 1, 2009, the following members will grab the reins at BPN and lead us into the future:
President:
Chris Maples,
Maples Properties
Vice-President:
Brittany Helton,
Liberty Mutual Ins.
Sec./Treasurer:
Brian Standage,
Holmes & Griffeth
Congratulations and good luck to the new LT! |
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Contact Us
Visitor Host: Jeff Johnson
Phone: 417-837-8054
Next Meeting: August 18, 2009
Time: 11:30am - 1:00pm
Place: Dining By Design
5021 South National
Springfield, MO 65810
For more information, visit
us on the web at:
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Would you like to be a Guest Columnist in a future issue? Click here to let us know! |
Newsletter feedback? Click here to e-mail the Marketing Power Team. |
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Newsletter Credits:
Reporter-at-Large:
Melissa Miller-Young
Sunrise Media Group
Editor-in-Chief:
Martin Sansom
...and the rest of the BPN Marketing Team! | |
