Where the REAL power of BNI is manifested!

A few days ago I had an interesting discussion with a fellow BNI member regarding, what we were calling, "Business Categories".  As we all know, one of the key features of BNI is that you get to "lock out your competition" when you join a chapter.  This means if an electrician joins a chapter, another electrician CANNOT join the same chapter, thus, locking out one's competition.

What I wanted to discuss here is that locking out one's competition, DOES NOT mean that you are able to lock out TARGET MARKETS, nor should you want to!  Let me explain the difference between the two and how, when leveraged properly, can actually INCREASE YOUR BUSINESS and help your chapter stats.


First:  The BNI Business Category


The category that you are "locking out of your chapter" is the one that does the EXACT same thing as you do.  Like, you can't have two electricians, or two video production people in your chapter.  Competition refers to DIRECT competition in the exact same line of business that you are. In a BNI chapter you get to be the ONLY one that promotes your specific and unique products and services, without any direct competition.  This is a GREAT thing and allows you to have a captive audience when you give your Sales Manager Moment and ask for specific referrals.


Second: The Target Market


Now, the target market that you are going after with your word of mouth marketing efforts is a totally different piece to this pie.  A target market is a specialized group of people, business, demographics, etc. that you are looking to connect with your business' products, services, etc.  Target markets ARE NOT locked out in of a BNI chapter, and why would they?  Many different categories of businesses can service the SAME target market within a chapter.  Let me give you an example:


A mortgage professional is launching a new spin on an existing product and he needs help to vocalize and illustrate what his "package" entails.  He falls within the "start-up" target market.  Now there are MANY categories of businesses that can help this mortgage professional and ALL OF THEM could be in the SAME CHAPTER!  He could use a Brand Marketing Specialist, a Media Creation Specialist, a Web Designer, an SEO professional, and the list could go on.

Third: Using Your Category to Leverage a Target Market


My point is that the Start-up Target market is not off limits in a chapter just because YOUR category can service it.  Your business can service that target market DIFFERENTLY than anyone else in your chapter, and that uniqueness of service is how your competition is "locked out of the chapter", not by the target markets that you and other members might be able to serve.  In the example above, all of those business categories are in the SAME chapter... OUR CHAPTER to be exact, and all of them bring a unique service to the equation that the others do not provide.


You may have seen this configuration before... it's called a Power Team!  A TRUE Power Team is one that not only passes referrals to each other, but the members within are habitual connectors to the target markets which everyone on the Power Team can serve.  Through the power of cooperation and innovation between Power Team members, MASSIVE TYFCB can be generated.


So, the moral of the story is:  Don't get confused between a BUSINESS CATEGORY and a TARGET MARKET.  Who you are and what you provide will be unique to the chapter, but who you can serve with your product or service is WIDE OPEN for others in your chapter to service as well. Here is an example to push this idea home for you...


A Nutritionist, a Chiropractor, Personal Trainer, and a Health/Beauty professional all stand up in their Sales Manager Moments and ask for referrals to people trying to lose weight.  Is this a bad thing?  Absolutely not!  This is a GREAT thing!  Why?  Well, all four professionals can service that weight loss client in a unique way within their business offerings.  Just because the Chiropractor connects with the client first, DOES NOT mean the other three are "out of luck".  With the Givers Gain mentality, that Chiropractor should be looking for ways to include the Nutritionist AND the Health/Beauty professional AND the Personal Trainer within the overall service package for that client.  Oh wait... that would mean that those CATEGORIES should sit down and have a Four-On-Four and figure out how they all can BEST refer and include each other in their client acquisition phases!  And if they do that... well, they are on their way to creating an alliance that is based on mutual benefit for everyone... They are on their way to creating a POWER TEAM!


Don't take my word for it... ask the Power Teams that exist in High Trust.  LBLS Power Team, The Media Marketing Power Team, The Business Development Power Team.  They all will tell you the SAME thing.


If we all look at ways to INCLUDE instead of EXCLUDE... all of our businesses will grow in proportion.  I hope this was enlightening and I look forward to seeing YOU at a local TARGET MARKET very soon!


Dan Fowler
Red River Productions
www.redriverpro.com

Solid Oak Wrapped in Velvet

Let's talk about Lisa Foster's Simplicity Massage...

Imagine solid oak wrapped in velvet... that is how I would describe Lisa's hands.

From the moment I arrived, she did everything to make me feel relaxed and comfortable. The room was quiet and temperate with soft music and just a hint of aromatic candle to soften the senses. The table, draped in fresh linens, was soft enough to welcome my aching body and firm enough to support the work ahead.

Then, from the moment her fingers pressed into my shoulders, I could feel the stress, tension, and stored anxiety begin to melt away. She pressed and wrestled with stubborn muscles until they relented and relaxed, and she carefully and gently soothed others that were not so tense. For more than an hour she worked her magic...bliss.

When it was all said and done, I truly felt like a new person. When it came time to pay, I was almost embarrassed because the service far exceeded the price. Even after adding a generous gratuity, I was (and still am) sure that I got the better end of that deal.

All I can say, from personal experience, is this: If you are feeling tense & tired, overworked & underappreciated, give yourself an hour or so and go see Lisa Foster. Seriously.

High Trust this week - September 14, 2010

Dear High Trust,
Thank you for another great meeting this morning. I hope you all come out of our chapter meetings as inspired and motivated as I do. You are an outstanding group of business people and I feel honored to be working with you.

Dr. Michael Majancsik gave an informative keynote speech this morning. Now that we know a little more about his exercise-based chiropractic practice we will be on the lookout for referrals for him, especially for those golfers who want to improve their game.

Our GRC team, Wendy Austin and Tony Gullotto, talked about our short and sweet September Stars Contest. Members should be reporting all BNI activity (1 to 1 meetings, referrals, TYFCB, trainings attended, etc.) to their team captains. The team captains will in turn report to Wendy. We have just one week to go, so be sure to keep your activity level high. It's not only good for the contest, it's just plain good for your business.

Ken Tolerico gave a good Educational Coordinator moment about building trust by using members of your own chapter for your own business and personal needs.

Here is another look at this morning's announcements:

1) LT/Support meeting one week from today, Tuesday, September 21st, immediately following the chapter meeting.
2) Upcoming training opportunities (remember to count this for our contest):

LT Training at Knott’s Berry Farm Resort Hotel– Tuesday, September 14 and Monday, September 20. 8 am or 2 pm both dates. THIS TRAINING IS MANDATORY for all LT and Support Team members, so please register today.

MSP – Wednesday, September 15th, 8 a.m. in Irvine and Friday, September 17th, 2:00 at Skylinks

Effective Keynote – Thursday, September 16th, 10 a.m. in Capistrano Beach

Basic Social Media – Saturday, September 18th, 8 a.m. in Placentia



3) Seal Beach Chamber of Commerce Mixer tonight from 6:00 to 8:00, hosted by Heifer International at 330 Main Street, Seal Beach, 90740

4) Dr. Ivan Misner, BNI Founder, will be the Keynote Presenter at the Entrepreneur Conference "Winning Strategies" in Long Beach on October 5.



This is a FREE EVENT - Look at the link to the event flyer on our SoCal BNI website. It's in the upper right corner. You'll see the full slate of presenters, and you can register at the same time.



Even though it's free, you MUST REGISTER. This event is not just for BNI members - it's free for anyone, so invite your associates and clients to join you. They must register too, of course.



Have you responded to the "survey monkey" about this event? If not, please do so now.





5) Victory Networkings’s Connect and Exchange Luncheon

Monday, September 20th, noon to 2:00 pm. (Check in starts at 11:30 am.)

Olive Garden Restaurant, 2955 Alton Parkway, Irvine 92714. Special no-host lunch menu. E-mail Lauren@VictoryNetworking.com to RSVP.



Wishing you a profitable week,
Marilee

High Trust this week - August 17, 2010

Fayla Acker of Fayla Jane Affairs gave her keynote address this morning and it was quite a treat. First we were greeted with a much lovelier than usual meeting room. Then we got a presentation that showed us what Fayla has to offer her clients. Let's be looking and listening for those people who need an event planner this week.

An Evening Among the Stars - Our chapter purchased three tables, but as of this morning there were a couple of seats still available. Please contact Dan Fowler a.s.a.p. if you have not already paid and would like to go.

Those of you who were able to stay for the videotaping got to work with Director Dan Fowler. I can't wait to see the finished WINNING chapter video.

Be sure to sign up for Leadership Team training. You will want to talk to incoming president Jarvis Reeves about the best position for you on the new support team. When you attend the training you not only get a better insight into how a BNI chapter excels, but you will also have the opportunity to network with members of other chapters and vote for the best chapter video.

VP Kim Spucces reminded us of our goals for the year. We still have another $85,000 in closed business to accomplish by the end of September. I know we can do it!

Room fees for September are due next week, August 24th. Keep our Secretary/Treasurer happy by paying in a timely fashion.

Absences are not good for our chapter. I know it can be difficult--especially during the summer--but it is essential that you have a substitute represent you when you are absent. Keep in mind that BNI policy says that after three absences within a six month period your category may be opened. It is also important that you realize that six month period is specifically October through March and then April through September. That is the way the BNI year is structured.

Be specific during your Sales Manager Moment. This was mentioned at our Leadership & Support Team meeting following the videotaping today. Some of you are very good about being specific in what you are asking for. I think that those who have this skill will tell you that it pays off. You should never be looking for "anyone". Sales Manager Minute training is very helpful in teaching you what to ask for and how to ask.

Here's a recap of this morning's announcements:
1) Your new Leadership Team beginning October 1st will be:
President – Jarvis Reeves
Vice President – Dan Fowler
Secretary/Treasurer – Lisa Foster
2) Bixby Knolls Community Happy Hour Thursday, August 19, 2010, 5:30pm - 7:00pm At Everyday Zen Relaxation Studio, 3740 Atlantic Avenue, Suite 201
Meet & Greet: 7th District Councilmember James Johnson 5:30pm - 6:00pm and Sami Reed, Long Beach Boot Camp
3) Upcoming training:
MSP – 7 a.m. Friday, August 20th, at Skylinks or
2 p.m. Thursday, August 26th, in Capistrano Beach
LT Training at Knott’s Berry Farm Resort Hotel– Saturday, August 21, 8 am and
Monday, August 30, either 8 am or 2 pm
Chapter Success Forum – Monday, August 23rd, various times and locations
Advanced Social Media – Wednesday, August 25th, 2 pm in Irvine

4) August 27th – 80’s Night at the Petroleum Club, 3636 Linden Avenue, 8 pm to midnight. $5 donation at the door. Contact info: 562.595.0081 or info@bixbyknollsinfo.com

5) Remember that annual BNI fees go up to $365 on October 1st. You may want to take advantage of the current lower rate by renewing early.

Wishing you a productive and prosperous week,
Marilee

What is the key to a successful live event?

Let’s face it, the economy is not the same as it was 6 months ago.  People are becoming a lot pickier with their time and money.  I work with a ton of professional speakers.  Many of them are telling me how different it is to speak.  Events that would usually have 400-500 people are lucky to get 100 people.

Everything seems to be shifting online.  Having produced several live events, I still feel you can have a successful and profitable event.  A friend of mine asked me about this and here is what I had to say:

What is the key to pulling off a successful event (content & guest speakers)

Understanding what your target market wants and giving it to them.
There are several key pieces to having a successful event:

1. The right message for the right audience
2. The best speakers (you can get top speakers if you can book
   seats) Then you do a split with them. They pay their own way…..you
   share in the sales they make.
3. GREAT and ample marketing. Typically it can take 3-4 months to
   put people into seats. Just depends on how big your network is to
   start. Many times you can find people with large databases to
   promote the event for a split of ticket sales. I would keep the
   seats a low price with high value to have more people in a room.
4. Good use of time. Right now, people don’t want to have to spend
   a lot of time away.  I would consider doing a one day event, you can
   realistically have 4 speakers for the day. I would offer networking
   opportunities before, during and after the event to help boost
   attendance. You might want to offer a lunch so people can quickly
   get in and out of lunch and network together.
5. Powerful branding…..the more people feel they understand
   you….the more you will sell.
6. Follow up, follow up, follow up – when I book an event (and I
   have done many) I follow up with the attendees several times before
   the event to ensure we have the maximum attendance. People forget
   why it was so important to show up. My messages get progressively
   more energetic the closer an event comes.

Can you actually turn a profit from holding and event? YES!

1. You can make money from ticket sales.  Again keep it low so you
   can increase attendance. Even if you do a 50/50 split with people to
   promote the event, you should easily be able to cover your costs
   plus a little extra with a well attended event. Shoot for 300 people
   and you will hopefully get 100. You can offer attendees to bring a
   friend, business associate or family member for half off or for free
   to boost attendance.
2. You can make money from each speaker.  Most likely, this is
   where you will make the most money.  At least you should depending
   on how experienced your speakers are.  Right now, you can get pretty
   amazing speakers if you have a well attended event.   Do a 50/50
   split and have them offer packages from $497 and higher. I would do
   a big bonus for anyone getting the whole package.  Meaning, if they
   purchase all packages you have a huge bonus for them.
3. You can sell your next event and keep the excitement and
   momentum going.

What is your experience with live events?  Are you more likely to
attend a free webinar or attend a live event?

STAND OUT AND BE REMEMBERED IN YOUR NETWORKS!

STAND OUT AND BE REMEMBERED IN ALL YOUR NETWORKS!

Ever wonder why some people get a ton of referrals, business and results with Social Networking and others don’t? If you think about it, it is quite simple. People stink at building relationships. Let’s face it….the majority of professionals today are chasing money. They are so focused on “conquering” and are all about “what is in it for me” instead of thinking “What can I do for you?”.

The concept of giving to get seems to have been lost for many. Let’s take a look at traditional networking. They say the difference between regular folks and regular folks who are millionaires is one thing….networking. If you aren’t networking, then you aren’t serious about your business.

Is it enough to just network? NO! For just a moment think about the last networking opportunity you attended. Here is what a typical situation looks like…..people show up (for the most part), they have their business cards ready, they start chatting with whomever they come across, they immediately find ways to talk about their business, they might ask the other person a few questions (just to be polite), they force their business card on them and then go onto the next person. Most professionals are more concerned about what is being served for lunch versus the people they are meeting.

So let’s try this again…..imagine this….

1.You call the organizer of the networking group ahead of time to find out who are the top professionals they recommend you connect with.

 

2.You show up with the intention of meeting 2-3 of these highly recommend professionals.

3.When you find these 2-3 people, you let them know you specifically came to meet them and ask if you can learn more about their business.

4.You then ask them 5-6 on point and targeted questions all geared around understanding how you might be able to assist them.

 

5.You then let them know (only if you can) that you would like to refer business to them. Could you schedule a one on one so you have more time to learn about them.

6.You schedule that appointment on the spot.

 

7.You thank them for their time, ask them for their card and let them know you will be confirming the appointment with them.

8.You move to find the next person.

 

9.After the meeting, you send a handwritten thank you card telling them why you are grateful you met them and what you are most looking forward to in your meeting.

 

10.You send them an email thanking them, confirm your meeting and send them a simple agenda for the meeting.

 

11.A day before you send them a reminder email along with you cell phone number.

 

12.You call them the day before to let them know how excited you are about the meeting and how wonderful it will be to refer them business.

 

13.You meet with the person and use the agenda you created to learn about their ideal client, what a good referral looks like and to generate a list of 2-3 possible connections you can make for them.

14.After the meeting you send them another handwritten thank you card telling them why you admire them and 3 things you learned in your meeting.

 

15.You send a follow up email thanking them for the meeting and provide a list of the 2-3 people you plan on connecting them to.

 

16.You then send an email to the person and the person you want to connect them to. In the email you give a brief introduction for each person and the reason why you are connecting them. You then designate one person to make it their responsibility to set up a meeting. You state what you feel the purpose of their meeting.

 

17.You then follow up with the person you originally met with and schedule another meeting to talk about what happened for them.

This may sound like a lot of steps for networking. For me, if I am going to do something then I am going to maximize my time and money. If you don’t plan on generating results and don’t care about referrals then don’t follow the 17 steps.

I am continually amazed at just how “careless” and ineffective business professionals are at networking. Time is money. It takes about 3-5 hours to attend a networking event. (You have to include drive time, preparation and the actual meeting – this does NOT include follow up – most professionals skip the follow up) For me, every professional I meet is another person for a great relationship. It is about the quality of your meeting not the quantity. Most will tell you, they never forget me if they met me at a networking event.

Social Networking is NO different than traditional networking…..it is just done online. You can do the exact same 17 steps with Social Networking. Imagine what would happen if you did.

So what are you planning on doing right now to make a difference in ALL of your networking efforts? Online and Offline. I would love to hear your thoughts.

You are invited to my next class on Social Networking and on how to build Strategies so you can leverage Social Media to grow your business. Click here for details: http://www.ourlansa.com/flyer.html

Why join BNI

Being a member of BNI is like having many other salespeople working for you. Each member carries a card file with all chapter members’ cards in it. When a client, associate, or friend mentions a need that can be filled by a member of the chapter, the member can provide a referral to fill that need.

If your business relies heavily on referrals, then BNI is an organization that you need to check out.