Ask those around you this question – It is not what you know, but who you know –Truth or Delusion?

My money is on the most popular result being Truth – the correct answer is actually Delusion.

There is a reason for this – it is how well you know them that really matters. We all know that people do business with those they know, like and trust – this is a matter of confidence. If you look at your database or address book, how many of those listed are just names, and how many do you really know?

In order to get referral business you need to build strong relationships with others so as to establish credibility with them. This will take time but the results are rewarding.

In BNI we encourage members to build strong relationships, and this is done chiefly by “dancing”. How well do you know the person next to you? Would they pass a business referral to you? There is an obvious answer to these questions – book a dance.

Dancing helps build relationships that lead to referrals that turn into business.

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How well are you farming?

Seek responses and repeat 2 or 3 of them. Then tell them….

Many people give up their networking activity after the first stage. They come to a meeting for a month or two then loudly proclaim that they haven’t received any referrals and leave.

Some people even get to the second stage and are being accepted by the other members yet give up because it is taking too long.

Ask the members…..

What activities are involved in building credibility?

Seek responses and repeat 2 or 3 of them.

Now let me tell you what things we have listed under Credibility!

So, how is your farming going?

The Referral Master®

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How well are you farming?

Seek responses and repeat 2 or 3 of them. Then tell them….

Dr Ivan Misner – the founder and chairman of BNI talks about the three stages of building relationships:

Visibility, Credibility and Profitability

The first stage is being known (or plowing the field), the second is gaining acceptance (or planting the seed) and trust and the third is where both partners are gaining from the relationship (reaping the crop).

So what things can you do to improve your Visibility?

Seek responses and repeat 2 or 3 of them.

Now let me give you a list of things that we recommend.

1.    show up every week – and on the weeks you can’t, ALWAYS send a substitute
2.    show up early – at least 5 minutes before the meeting starts – people will begin to notice and comment on your habit of being early – you will stand out from the others who race in “just on time” or even after 7.00 am
3.    volunteer to help when someone is away – no matter what, volunteer – people will begin to notice that you are someone who helps
4.    stay behind after the meeting – help the Leadership Team clean up – make sure the visitors have been looked after
5.    make sure the card box is always topped up with your cards
6.    make sure the display table always has plenty of your brochures, flyers, etc

The Referral Master®

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What time do you arrive at a normal client meeting? Early, on-time or late?

Field answers and repeat 3 or 4 to the group.

Now ask them…..

What time do you arrive at a meeting with your most important client?

Repeat the most common answer.

Who is your most important client?

Repeat some of the answers. Then say…..

If you said early, why do you do that?

Repeat some of the answers. Then say…..

Some of the better reasons would be….

1.    To show respect for that client and his or her time
2.    To prepare myself so that I am not hurried
3.    To see who else is there early
4.    To demonstrate to them my attention to detail

So what time do you arrive at your BNI meeting?

Repeat some of the answers. Then say…..

Here are some of the better reasons….

1.    To demonstrate my respect for other Chapter members and their time
2.    To demonstrate that I would be punctual with their referrals
3.    To learn more about other chapter members in “open networking”
4.    To make sure I can assist with anything that needs doing at the meeting venue

Always remember that your BNI Chapter is potentially your best source of referral business and therefore, potentially your best client.

The Referral Master®

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The last two weeks we have been looking at what we consider the most important aspects of a relationship. We have listed the following three.

What things can you do to give your BNI team a feeling of Trust in you?

Repeat some of the answers and then list the following….

1.    Honesty – nothing undermines a relationship faster than dishonesty
2.    Expectation – members have a positive expectation of you and how you will act
3.    Confidence – members confidently believe your statements and rely on them

Ask members…

How these might be demonstrated in normal BNI activity?

Repeat some of the responses.

Now close the workshop with the following…

Always remember the philosophy of BNI – Givers Gain. You will get what you receive. If you are Trustworthy you will be given Trust.

More importantly, the relationships you build will last a lifetime.

The Referral Master®

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Purpose: To focus on ways to build relationships.

————————————————————————————————

Start by telling the members…..

Last week we looked at what we consider the most important aspects of a relationship and listed the following three.

What things can you do to give your BNI team the belief in your integrity?

Repeat some of the answers and then list the following….

1.    Honesty – nothing undermines a relationship faster than the lack of honesty. And this not only relates to telling the truth – it includes letting your fellow members know what you think about the referrals you receive; both good and bad.
2.    Performance – doing what you say you will do no matter how hard it turns out to be. No-one likes a “gunna” – “gunna” do this and “gunna” do that – someone who promises a lot and delivers much less.
3.    Ethics – adherence to the Code of Ethics, no matter what. Whether it is the BNI Code of Ethics or another stricter code, adherence to a code of ethics stands you out from the crowd.

More importantly, the relationships you build will last a lifetime.

The Referral Master®

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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.

Purpose: To focus on ways to build relationships.
———————————————————————————————–
Start by asking the members…..

What are the three most important aspects of a relationship?

Wait for responses and repeat three of them.

Then list the following by saying “These are what we consider the most important aspects”.

1.    Reliability
2.    Integrity
3.    Trust

This week let’s look at the first one – Reliability!

What things can you do to give your BNI team the belief in your reliability?

Repeat some of the answers and then list the following….

1.    Timeliness – turn up to all meetings on time – if you wouldn’t turn up late for a client meeting, then don’t do it for your biggest client, your BNI chapter
2.    Promptness – follow-up on everything promptly – phone calls, emails and letters, and…… referrals. Treat them all as if they had come from your biggest client and eventually they will.
3.    Attendance – make it an absolute – if you would never miss a meeting with a client, then show the Chapter members what you think of them… and be there!
4.    Involvement – be the person who always helps out at the BNI breakfast – particularly when not asked.

More importantly, the relationships you build will last a lifetime and will increase your referrals exponentially!
The Referral Master®

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You wouldn’t wear jeans to a job interview, but do you pay as much attention to job-hunting etiquette when networking? If you’re approaching potential contacts in an offhand way, you may be putting them off entirely. Learn what the most common networking mistakes are so you don’t have to make them.

Read Entire Article

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May I suggest that the people you hang out with will determine your success?

If you hang out with people who have no money, the likelihood is that you also will have no money. How often do people who make it – through luck, brilliance or sheer determination – end up moving in different social circles?

The movie ‘The Pursuit of Happyness’ is a beautiful example of the ‘who you know’. Played by Will Smith, the movie tells the true story of Chris Gardner, a struggling salesman and father totally dedicated to his son, who takes the chance to fight for a stockbroker internship position at Dean Witter. He experiences homelessness with his son, trouble with the IRS and other challenges.

At one stage he manages to get himself into the corporate box of a very wealthy man to watch a football game, although his objective is to secure the pension fund (which the man oversees) as a client. The man tells him to forget it and enjoy the game.

What happened in that box though, was the ticket, because the other people he met in that corporate box liked him and ultimately become his clients and secure the business he needs to win the internship. They were wealthy and successful people and they helped make him wealthy too because they had the money, the attitude, the influence and the contacts to do so.

But it’s not easy – far from it. You need to be able to hold your own with people at that level, be personable and draw on every social skill in the book – not to mention demonstraing creativity, tenacity, grit, ambition…

So while the secret to success isn’t so secret, it’s not so easy either.

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The fact is there is a difference between personal relationships and business relationships. It may be that over time some business relationships become friendships and that’s good, but, unless a person is a close friend, do not share your problems with them.

If business is slow and getting slower; the creditors are closing in like static on a bad hair day and you’re overwhelmed with rats and mice that aren’t actually adding any value to your business – keep it to yourself!

By all means, share your problems and look for answers with the people who are close to you – friends, family, mentors, business and personal coaches and your counsellor – but not your customers.

The reality is that people love sharing with you, so long as what you’re sharing picks them up and contributes to their own success. If it brings them down, they very soon start to look for the escape exit.

The reason I’m writing this is that from time to time I’ve had one or two members stand up for their 60 second – shoulders slumped – and tell us about how terrible things are. Your heart goes out to them, but you also realise that if they continue to do that things will get worse for them.

I know it sounds terrible, but that appears to be the way it is. The fact is that if you want to be successful and prosper, you have to come across as successful, upbeat and prosperous – it attracts people and with people comes opportunities.

Chin up, soldier on and success will continue or at least come again.

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