Notably Green: GAINS

Sunday, April 5, 2020

Relationships Matter

What You Did and What You Do

Will get You Through

Relationships Matter

Yes, relationships matter now more than ever. Wow! Things have changed in just a few weeks! And thanks to BNI for their innovation, we are still able to network, we just have to do it differently.

When thinking about relationships I'm reminded of the story of the Chinese Bamboo Tree Like the story indicates, it takes time to build strong solid relationships. The kind of relationships that will withstand and remain during this unprecedented time. As Dr. Misner indicated in his podcast, we don't need to stop networking, we just need to do it differently.

Even though we can't meet face to face, we still are having our weekly meeting, via bni online. And we can still and should have one to ones, we just do them virtually. Checking in and keeping in touch with our referral partners is vital now more than ever. Here is a good podcast to learn more about having meaningful one to ones.

Here are some other actions you can take at this time to keep your business in the forefront....

Complete/Update your BNIConnect profile. Your profile is public on the internet not just to other BNI members. Often times in helping people with their marketing, I find that their BNIConnect profile will often come up in a Google search before their website.
Complete your GAINS profile which is part of your online profile and share and/or review member's profile prior to having your one to ones.
Schedule one to ones with your fellow members even if you've had one with them in the past. Find out how they are doing personally as well as business. You never know how you can help them or they might could help you.
Arrange a meeting with your Contact Sphere and work towards turning it into a Power Team.
Reach out to other business owners and invite them to attend your bni online virtual meeting. Those that perhaps you have invited before might be more receptive now.
Have one to ones with other BNI members in other chapters, states, and even in other countries.
'Visit' another BNI meeting even if your seat is filled, you can 'observe' and see how other chapters are doing at this time. Could be a chapter near-by or a chapter in another state or cross country. And for those who have a 'unique' seat that's not filled, you have a great opportunity to share your product or service with other BNI members.
Use this time to use BNIUniversity to hone your skills. Search for articles and courses that will help you be a better networker.
And still do your reporting in BNIConnect or the BNI mobile app.

Remember V+C=P - Visibility + Credibility = Profitability. Everything we do gives us visibility and attributes to our credibility. When this is over, those who used this time to continue to work on their relationships and studied how to be better at what they do, will be the ones who will have the jump in their given industry.

On one call this past week, someone said if a member can't show up for a Zoom call, then how can I trust they will show up and service a referral given to them even in good times. Our actions speak volumes.

What else would you add to this list?

I share this photo because it shows how BNI relationships help your business grow the longer you're involved.

Statistics have shown that a member's business will increase by 20% their first year with BNI.

It's said that if a member renews after their first year, they typically stay with BNI 5+ years.

BNI members' business usually increases by 20 to 30% each year they are a member.

As you can see by this photo, this member shows how their business has grown over the course of their membership.

Here are some additional resources for building meaningful relationships in BNI

Relationships are Currency - Dr. Misner

Building Referral Relationships - Dr. Misner

Conducting Meaningful One to Ones - Laura del Rosa

Using the GAINS profile for One to Ones - Hazel Walker - Also, watch her other videos series on the GAINS profile - #63, #64, #65, #66, #67

For previous articles refer to my Notably Green Blog.

And join the Facebook Group - Notably Green

I encourage you to access the podcasts via BNI University so that you show up on the Leader board for your Chapter and your area. To make it easier, you can also download the app to your smart device. It's available from ITunes and Google. Also, be sure and report your CEUs, 1 hour = 1 CEU.

Let me know if you have any questions and how I can be of help.

To Your Success,

Annette Mason

Area Director Consultant

Sunday, July 7, 2019

Getting More Referrals - Having Effective One to Ones

From March 2019

The purpose of having One to Ones is get to know your fellow members in order to build relationships which build credibility and lead to profitability, i.e. to give and receive more referrals. Statistics show that members who are having 3 or more one to ones per month receive twice as many referrals.

So where are you with your fellow members?

- Visibility - I remember you and I may know your name and what you do.

- Credibility - There are two parts of Credibility

- Early Credibility - I know more about you and I like you

- Deep Credibility - I trust you and I may pass referrals to you.

- Profitability - I refer you consistently because I trust you and know your business so well. When I win a client, you win a client.

So how do we move the relationships with fellow members from Visibility to Profitability? By having more effective One to Ones. i.e. Getting to know your fellow chapter members at a deeper level, getting to know more about their business, what good referrals are for them, and who are good referrals partners are for them. So how do you do that?

Most One to Ones are more 'coffee talks' and are not effective one to ones.

An effective One to One takes planning. Here are the steps:

1. Schedule ahead of time allowing at least an hour especially for the first One to One.

2. Start first with the members who are in your contact sphere because 70% of your referrals will come from your contact sphere.

3. Complete the GAINS profile sheets. This step is extremely important. (GAINS stands for Goals, Accomplishments, Interests, Networks, Skills)
a. The GAINS profile sheets include a list of your last 10 clients. The sheet has areas for notes about one. All of this information helps your fellow member understand the type of work you do. Rank your last ten clients on a scale of 1 to 10 (#1 being the best) according to good, better, best. Make notes as to why the top 5 are the type of clients you're looking for. Share this list as it will help your fellow members understand the type of clients you are seeking. Even letting your fellow member know what are NOT good referrals is good information.

b. Also, part of the GAINS profile sheets is Contact Spheres. Contact Spheres are businesses or professionals that provide a source of referrals for one another. They are good Referral Partners/Sources. For example: A good referral source for a chiropractor would be a Personal Injury Attorney. A good referral source for a pressure washer would be a painter. A good referral source for a home inspector would be a Realtor. Don't just think of who you can get business from, but who can refer business to you. Share this list also. (You can also use the Referral Hub for this). Many times an introduction to a Referral source will lead to a referral that just keeps on giving. And guess who gets the credit for TYFCB.

4. Send your completed GAINS profile sheets and your bio to the person you have a One to One scheduled with. Send these a couple of days ahead of time to give each other time to review and make notes for questions, discussion points, etc. you would like to have.

5. Plan to meet at a location that is not loud and you won't be interrupted. Meeting at a fellow member's office/work is always good.

6. Time for a One to One - Typically a good One to One can be done in an hour. This gives each member 30 minutes to explain their business and answer questions. Please be considerate and don't monopolize the time.

7.
THE PURPOSE of a One to One is to learn about the other person's business so that You can identify and find referrals and referral sources for them.

IT IS NOT to try and sell them your product or service. Your fellow referral partners will be turned off by this tactic. By asking who do they know who would be interested in your product or service, they may refer themselves. But NEVER try to SELL to your fellow BNI Members. You will receive 0 to no referrals by doing so.

8. Questions to ask: (Remember you are there to find out how to refer business, find referral sources for this person, and to strategize as to who else you need to invite to be part of your referral team, so ask questions that will help you understand who to look for.)

From your review of the other member's GAINS profile, you may have questions for clarification.

Ask what you should listen for?

Ask what questions you should ask a potential prospective client for them?

What are good conversation starters?

Ask who are their 'bread and butter' clients?

Ask what would be their dream referral?

Who are good referral sources?

Who else would they want as a member of their Power Team?

9. Agree on a plan of action. For example, that could be an introduction to a potential referral partner and/or inviting a potential referral partner to your BNI meeting for an introduction.

10. Schedule a time to follow-up and your next One to One. Things change in a person's life and business. It's good to have One to One's with your fellow members on a regular basis to get to know your referral partners better and to strengthen the relationship, especially your Power Team members as well as find out what's new with their business.