Power of One Explained

 

The Power of One report is published each month. The report is compiled from the activity that is reported in the PALMS report for the previous six months. The report along with the Palms report shows the activity of each member. The Power of One report shows by points and color the level of activity of each member with Green being an indicator that the member is doing the level of activities to be successful. 

Statistics indicate that those members who are green typically earn 6x more than members not in the green. These activities include One to Ones, CEUs, visitors, sponsoring new members, etc. and if done effectively and efficiently are proven to help members build their business, get more referrals, and make more money.

Reporting is key, because both the PALMS report and the Power of One report are a direct result of members reporting their activities. Members are expected to report their weekly participation activity via BNIConnect on a weekly basis or use the BNIConnect Mobile app.

Recognition is a Core Value in BNI. Green Buttons are presented to those members who achieve Green on the Power of One Report each month.  Doing the recommended activities will bring members more success and a better return on investment. The Power of One report is for the previous six months of a member’s activities.

The Power of One Report is presented to each member of the chapter each month along with the criteria for the Power of One, i.e. the activities expected and how the scoring works.

The goal for the region is for 50% of Chapter Members to be ‘in the Green’ and no members in Grey. BNI is a marketing system to help members build relationships which leads to the trust of the other members wanting to help each other succeed. BNI presents many opportunities and education to help members understand how BNI works. BNI works if the member works. Often members are actually doing the activities, but aren’t reporting their activity. These activities are a good investment of a member’s time, if done effectively, and will result in more referrals and more business for the member.

What are the activities?

• Attend Weekly Chapter Meeting.  Arrive on time and staying for the full 90 minutes and having a sub when absent.

• 1 Referral a Week

• 1 One to One per Week

• 1 CEU per Week

• 1 Visitor per Month

• Sponsor 1 new member per year

Refer to the article 'Secret Formula for Success' for a more detailed explanation of each of these activities and why they are important to achieve success in BNI.

If you have any questions about any of this information, please ask your VP or your Support Director.

How does appearance affect your creditability?

 

Should we be judged by the way we dress?  No, but we are judged on everything from our age, our intelligence, how much money we make, etc. in the first 11 seconds.  First impressions do make a difference and are oftentimes hard to overcome.

In an article on 'What does business casual really mean,' I found the following.....

"Many highly intelligent, well-qualified, capable men and women are often disqualified or dismissed because 'they don't sell for what they're worth,'" Price told Business Insider. "They've left the 'business' out of 'business casual' and the lack of professional appearance holds them back. It's frustrating because clothing certainly does not determine one's actual competence and credibility; it does, however, influence others' perception of those qualities — and that reality impacts career opportunities."

80% of success is showing up, but how you show up also matters.  

For many years as an image consultant, I taught these concepts.  Even when I left my corporate job, I gave presentations on 'Dressing for success when interviewing for a job placement firm.  Many of the people I spoke with assumed they should dress according to the job for which they were applying.  Not necessary.  I advised to always dress a step above the job you were applying for.  For instance, if applying for a position where business casual is appropriate, an open-collared shirt with a sport coat would be more appropriate.  

Being in sales and meeting with potential clients means you are constantly interviewing.  Appearance does come into the equation.  Whether networking or on scheduled appointments.

Here are a couple of podcasts that further define the importance of dress and appearance.

In Podcast #649, Dr. Misner discusses the 12x12x12 rule.  In this article, Dr. Misner states....

You want to come across as a professional, whether you’re going to a chamber of commerce function or a big event. You want to come across as a professional, generally speaking. I try to dress at or above my audience level. But not all professions have to do that. If you’re a car mechanic, you don’t have to dress, you know, in a suit and tie. But you do want to come across, you know – khakis and a nice shirt. You want to look professional.

In Podcast #577, Meaghan Chitwood, BNI Northern Alabama Region Executive Director, recounts her experience with being 'not referable' as a business coach.

When Meaghan first joined a BNI chapter in Alabama, she’d just come out of the construction industry. Although she was now working as a business coach, she was still dressing to fit in on a construction site. She was focused on establishing credibility by knowing what she was talking about.

One day, two of her fellow BNI members came to her and said “We want to help you, because right now you’re just not referable.”

Are you referable?  What does your appearance say about you?  How are you showing up?  It's always been my philosophy that you never know when you're going to meet your next best client or referral partner.  I think sometimes BNI members take their weekly BNI meeting for granted in that these people know me, they know what I do, etc.  Maybe so, but what about the visitors or members from other chapters who could be potential clients or referral partners?  My advice....'Don't ever miss an opportunity to make a good first impression!'

Happy Networking,

Annette

BNI Area Director

Visitors Fix Everything

 

"Visitors fix everything!" ~ Cathy Barbieri

How do Visitors fix everything?

Do you want to grow your business?

Do you want more referrals?

Visitors are the Answer

- Visitors are prospects.  

- Prospects can turn into Customers/Referrals and Members

- Customers/Referrals/Members = Revenue $$

Why Invite Visitors?

1. Visitors bring energy - They are eager to network. Excited to meet new prospects. Members see new prospects and therefore they present a better weekly presentation which equal more energy for your meeting.

2. Visitors bring possible referrals - Many members report receiving their best referrals form visitors. Randy Amerson with the BAG Chapter says that the largest referral, revenue wise, he has ever received came from a visitor.

3. Visitors increase the revenue for most chapters by about 20 to 30%. They refer themselves and/or others to the members. Each visitor is said to be worth $1000 to $1500.  So, when you invite visitors, someone from your chapter stands to benefit.  That could be you.

4. Visitors become members. Most everyone was invited to attend a BNI meeting by a BNI Member.  This contributes to the growth of the chapter.  More members mean more referrals which means more revenue for members.

5. Visitors refer other possible members. They may not wish to become a member, but they may know someone to refer who would be a good fit.

6. Attrition happens - You can expect to lose members from time to time in a BNI chapter. It can be for different reasons. Job Changes, relocation, some just can't honor the commitment, and maybe even retirement... the list goes on. Visitors are the life blood of your chapter. Visitors are where new members are found.

7. Visitors make good subs. Not all visitors will become members, but some would like the opportunity to be invited back. It's always good to keep a list of the visitors so that when you need a sub, you have several to contact.

8. Invite visitors for introductions. Listen to your fellow members weekly presentations.  Who do they want to meet?  Then be on the lookout for that industry or person and invite them to your BNI meeting.  That introduction could turn into a referral and closed business.

9. Building Relationships - It is always great when someone you've invited is interested and available to accompany you to a BNI meeting. But what if they can't make it? It's still good that you asked. It's building the relationship. Networking isn't only achieved when the initial goal is met; just making a contact is important, as you never know what will manifest in the future. Extending an invitation kindles your relationships to all the people you've invited, even if they weren't able to attend. So, when you're contacting and/or following up with clients, vendors, etc. extend an invitation to your BNI meeting and/or ask 'Who do you know?'

10. Power of One and personal creditability - It is a part of membership to invite at least one visitor per month. When your fellow members look at the Power of One report, that report speaks to each member's creditability according to their score.  Those members in green earn 8 times more than those in red. And being in grey, is just not OK. Do you refer business to those members in red or grey?

So, we've gone over the Why, now let's talk about Who to invite.

ABC's and D for inviting - 

A = Attitude - When considering inviting, you as a member needs a Giver's Gain attitude and Mindset.  You're doing it to help the invitee and your chapter and in turn it will help you. And one of the criteria of an invitee is for them to have a good attitude. If we recognize that visitors bring business (an average of $1k closed business each) and energy to the chapter meeting, then anyone with a good attitude makes a good visitor. Period. 

B = Business Owners - You want to invite Business Owners who are looking to grow their business. Who do you know who is looking for more business?  Do you get phone calls for solicitation? Junk mail? Advertisements?  Signage, i.e. in neighbors yards, on vehicles, billboards, etc.  See posts on Social Media?  Invite them to your BNI meeting and introduce them to your fellow referral partners.  When someone is trying to sell you something, say something like, "Would you be interested in meeting (# of members in your chapter) other business people who might be interested in your product/service?"  If they say yes, then invite them to your BNI meeting.

C = Clients and Customers - What do your clients and customers do for a living?  Are they business owners? Strike up a conversation and find out.  And of course ask if they know of any business owners who are looking for more referrals and who would be interested in attending a networking meeting.

D = Deliberate - Who do you need to meet? Who would make a good referral partner for you? Who would be a good addition to your contact sphere?  Who would be a good Power Team member?  Ask everyone you know if they know someone in that industry.  Again, you are helping your chapter and yourself as well as the invitee.

How do you invite?

The simplest and easiest method is to use the GRIP method.

G - Are you looking to grow your business?

R - Do you depend on referrals to grow your business?

I - Would you be interested in meeting other business professionals who help each other by passing referrals?

P - Give them the particulars for your meeting.

Ask, but don't give out to much information - 

- Do not use the word 'join.'  You are inviting them to come and network.

- Do not mention weekly meetings.  You are inviting them to attend one meeting to network.

- Do not mention any fees.  You are inviting them to come and network. It is free to attend. Free opportunity for them to advertise and market their business.

How to invite on Social Media - 

- Monitor groups where people are looking for referrals and when you see a person or company referred several times with good testimonials, send a private message - 'I saw that you received great reviews. Are you looking for more referrals? If yes -

'I'd like to invite you to a group I just recently help get started in [YOUR CITY] to focus on strategizing word of mouth referrals.  If you have time on [DATE AND TIME OF YOUR MEETING], I'd love to invite you to a free virtual networking session! There will be men and women from different classifications who all are looking to pass exclusive referrals to one another! If you are interested, I would love to get you registered. There is no obligation and it's completely free so if anything, you'll get free advertising for the day!

You can also make a post on a social media platform, i.e. Facebook, Alignable, LinkedIn, etc. and ask for a certain industry for your contact sphere, power team, etc.

Inviting is a numbers game. Not everyone is going to say yes. You are going to get some nos. Sometimes you have to ask several times before they will actually attend. Just like you wouldn't stop seeking business for yourself, you want to keep seeking guests and visitors for your BNI meeting. It will add to you and your chapter's bottom line as well as increase your creditability with your fellow members.

If you or your chapter needs help and support, reach out to your Support Director Consultant.

Here are some additional resources:

Five Reasons to Invite - Laura Goodman

Why Invite Visitors to BNI - Brian Loebig

The ABC and D of Who to Invite - Richard Foulkes

100 Visitors in 15 minutes - YouTube

Inviting Visitors via Whats App - Dr. Ivan Misner

Inviting Visitors the Easy Way - Jon Sooy

How to invite Visitors Successfully - Bram Lagrou 

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

Is Your Glass Half Full or Half Empty?

 

So, how is it going for you?  For your chapter?  We are one month into the new Leadership term.  By now most Chapters have set their goals and devised their plan and strategies as to how they will meet their goals and have introduced them to their members.  Do you know what your chapter goals are?  Have you set your BNI Goals?  What activities will you need to do to meet your goals?  Do you know the basic Power of One activity to be successful in BNI?  Do you do these activities effectively?

In talking to various members, there are some who are still struggling and/or stalled.  I was recently asked why some chapters/members are thriving, still adding members, and passing business.

Here are my thoughts:

I believe it has to do with the overall attitude and culture of the chapter and the members.  While I know having a positive attitude can't fix everything, you have to have a positive in order to move forward.  It's like putting fuel in the gas tank or plugging your electric car into the recharging station.  You're not going anywhere without any fuel.  It's not wondering if the glass is half full or half empty, but finding a way to fill it back up.

Which type of person do you prefer to be around?  Someone who is upbeat, positive, and making things happen?  Or Negative Nancy who's always finding excuses for why things are the same oh same oh and it's not going to change until....(fill in the blank, which doesn't matter, because when the blank gets filled, there will be another excuse).

Or are you Realistic Rita?  Hmmmm..... Yes, Realistic Rita would point out all the statistics and why things are the way they are.  I'm not saying not to be realistic.  What I am saying is, things will not improve for people until they decide they're going to improve and put some action towards the improvements.

The same is with BNI.  Many swear by BNI and have 'drank the Cool-Aid.'  And there are many who say it doesn't work.  News Flash....BNI works if you do.  What BNI is ... is a system.  A marketing system.  A way to generate referrals and grow a member's business.  The system has to be followed if it is to work.  And guess what?  There are no shortcuts.  They've been working on this system for over 35 years.  And anything new....it's tested before it's implemented to the greater BNI membership.

Now, you say you do the activities, but still don't get any results.  Why is that?  Like any successful business person or successful athletic would do, you have to perfect your skills.  Learn to do it better to be effective and efficient.  Then it works and becomes enjoyable.  Do you follow any sports?  Ever wonder why they continuously practice?  Or go through drills over and over again?  To learn how to execute flawlessly.  To develop muscle memory to do the right things when needed.  

Are you in an industry that you have to take courses each year to maintain your license or accreditation?  Things change.  We have to keep up to date.  

So, where are you?  Are you on-hold, waiting to go back to in-person meetings?  Or on fire?  It doesn't matter if we're meeting in person or on Zoom, the basics of BNI are still the same.  And if the basic principles of BNI are implemented and followed, you will be successful.  

The point is, the system works and BNI Works if you work the system.

If you or your chapter needs help and support, reach out to your Support Director Consultant.

Here are some additional resources:

I Hit Hidwal - Dr. Misner

Mindset is Everything - Dr. Misner

Vince Lombardi Got it Right - Dr. Misner

Is Your Chapter on Fire, On Hold, or in a Hole -  Dr. Misner

Can't Do or Won't Do - Dr. Misner

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

Are you being Productive or Are You Stalled?

So how are you doing?  How are you surviving in your personal life and with your business?  I ask because I talk to a lot of people and for the most part, most are positive and making things work for them as best they can.  They are finding ways to work and be productive, perhaps differently than before, but making it still the same.  Others are thriving and are hiring because their business has picked up considerably.

Here's an article I found that I thought was helpful 'Tough Times Never Last, but Tough people do - Staying Positive during the Pandemic.'

I would like to highlight some of the key points for me in this article.

• The article talked about everything coming to a halt, but yet BNI found a way for us to continue to network.  No, it wasn't what we were used to, but the online meetings have provided BNI members a way to continue to meet with our referral teams and referral partners.  Many chapters increased their members, have had no attrition, and increased their revenue and referrals over this time last year.  The overall revenue for the BNI Atlanta franchise is up over last year's numbers at the same time.  BNI Global YTD revenue is over $6 Billion dollars.  Referrals are still being passed.  Business is still being done.  

• Ask for and be willing to accept help.  Often times just talking with someone will help us to sort it all out.  No one has all the answers or definitively knows what is best or not.  Many times we have to figure that out for ourselves and hearing someone else's perspective can help.  It's those relationships we've built (perhaps with other BNI members) that can perhaps be our sounding board now.
• Step back and reflect.  Find some stress relievers.  Take a walk, read a book, watch a movie, etc.  Whatever works for you.  Just do something that will take your mind off the stress.  
• Be grateful.  Good comes from everything.  Yes, even the tough times.  It may be a learning experience.  One person recently told me that they had just had a baby and that the quarantine had been great for them, because both parents were able to be home.
• Avoid negative people.  There will be those who there is no talking to.  No reasoning with.  Let them have their pity party and decline their invitation to participate.  Sometimes you can't help the person who is drowning because they have the weight of negativity strapped to them.
• Take care of you.  Mind, body, and spirit.  Because you can't help anyone else, if you can't take care of yourself.

Crisis times are the best times to re-evaluate the meaning of life. It gives you a hard lesson on what things are really important and what isn't? A reality check. It also brings out the best in you, in every form, but especially as a good human being.

The choice is ours. We can either wallow in self-pity, play the victim card or we can choose to face it, make ourselves stronger and come out more powerful. Let's learn how to stay positive and keep our spirits high during such tough times. All it needs is a different outlook, a different approach. 

For the Leadership Teams, I thank you all for stepping up and being positive through all of this.  On a recent Director call they shared the video of Captain Sullenberger, 'Scully,' landing his plane in the Hudson.  They titled it 'Leadership Under Stress.'  Whilst all of this has been difficult and stressful, you did what you needed to do to lead your team.  And while some of you and your members are very anxious to get back to face to face, please be patient.  As BNI provided us with a way to keep networking, they will provide us with a plan to transition back to face to face that will ensure the safety of our members.

Here are some additional resources:

Hope is More Powerful than Fear - Dr. Misner

The Gratitude Effect - Dr. Misner

We're All in this Together - Dr. Misner

Inviting Visitors is Easier Online - Dr. Misner

We are Certain of Uncertainty and it's OK - Hazel Walker

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

BNI Online and Meeting Etiquette in General

Your BNI online meeting is to be treated the same as your face to face meetings, so consider what you do online should be the same as a face to face meeting.  Remember, you are meeting with your referral partners AKA your sales team.  These are the people you are trying to educate and train on how to find you quality referrals.  These are the same people you are trying to build relationships and creditability with.  These are the people who you want to find you business.  So, give some thought to your actions and whether they are building or hurting your creditability.

Here are a few reminders of policies and expectations –

-        Policy #5 - Attendance is critical to the group. If a member cannot attend, you may send a substitute (not a member of your chapter) to the meeting. This will not count as an absence. A member is allowed three absences over a rolling six month period. More than this and the member’s classification is subject to being opened by the chapter’s Membership Committee.

-        Policy #3 - The weekly meetings lasts for 90 minutes. Members need to arrive on time and stay for the entire meeting.

o   For online meetings, members are expected to be logged on prior to the time their meeting is scheduled to start. 

§  At a normal face to face meeting, typically the first 15 minutes is for open networking, i.e. catching up and chatting with your fellow members.  Build some rapport.  So, if your meeting is scheduled to start at 8:30, then log on a few minutes early to ensure everything is working and network with your fellow members. 

§  Members are expected to be present and focused for the entire meeting, which for a face to face meeting is 1.5 hours.

§   

-        During a BNI meeting, members are expected to be fully present.

o   That email, text, phone call can wait.  You are at your meeting to promote your business and give and receive referrals.

o   The thing about video conferencing is that your video presence tends to be magnified and it will be more obvious to other members that you aren’t paying attention if you constantly appear to be fidgeting, moving around, or gazing elsewhere while someone else is talking. Taking notes on the content discussed during the meeting is fine, but other activities should be kept to a minimum or avoided.

o   Be engaged in the meeting.  Using the chat window to make comments, praise, etc. shows your fellow members you’re paying attention.

-        For online meetings, members are expected to be on video. 

o   Members want to see the other members.

o   Members are expected to be dressed appropriately. 

§  It’s best to match your video call look to how you’d normally look at a face to face meeting or how you dress when you go to your office or meet with a client. 

o   Members want to see the other members engaged and attentive.

o   Members need to see you. 

§  Just like in a Face to Face meeting -  remain focused! 

§  Active Listening is critical. When you speak, do you want people to listen and pay attention to what you have to say?  Then have the same respect for others.

o   Position your camera so that you are well in the frame. 

§  When you speak, look at the camera.

o   Have a pleasing background.  What is behind you?  You want the other members looking at and listening to you, not trying to figure out what’s in the boxes behind you.

§  Many, due to working from home, have had to set up makeshift workspace.  Many have gotten very creative with the video backgrounds, even creating ones with their company logo.

o   Put plenty of light on your face so that we can see you and your awesome smile.

§  Everyone has had several weeks now to get used to being on camera and figuring out the lighting etc.

o   Mute your mic when not speaking.

§  Your microphone amplifies even the slightest noise which can be distracting.

o   Be prepared for your meeting.  Don’t wing it.

§  Again, it’s even more obvious on video than in person

§  The more prepared you are, the more professional you will appear.

People want to do business with and help people they know, like, and trust.  Think about how many people are in your chapter.  Each member knows 250 to 300 people.  Some members who are very well connected know even more.  Your fellow members are the ‘gate keepers’ to their databases.  Building creditability with them will open those doors to those referrals quicker thus you getting to profitability sooner.

Visibility + Credibility = Profitability

In the words of Ralph Waldo Emerson – ‘What you do thunders above your head so loudly, I cannot hear the words you speak.’

Other articles and resources –

Do and Don’t of Video Conferencing - https://www.entrepreneur.com/article/238902

Video Conferencing Etiquette - https://www.owllabs.com/blog/video-conferencing-etiquette

Building Goodwill and Trust - https://www.youtube.com/watch?v=D0ik6Zl5EbY

Code of Conduct - https://youtu.be/0xN4wNwT_yc

What is your Vision for the new Decade?

As we turn the page and look to the new year, what is your Vision for 2020?  It's not just a New Year, it's the beginning of a New Decade.  Time to not just set goals for the New Year, but to set BHAG Goals for the Decade!

In Podcast #445, Dr. Misner talks with John Assaraf with OneCoach.  He's also one of the teachers from the movie, The Secret, and he's the author of Having It All and The Answer.

The title of the podcast is 'How to Grow Any Business in Any Market.'  The original podcast was done in 2009 during the recession, but it covers some very good key points on our beliefs and conditioning when it comes to Goal Setting and Visioning of what we want to achieve regardless of the state of the economy.

John gives these three key points in setting a vision:

1. Number one is to set an absolute, clear new vision of what it is you want to achieve. And so let's say you want to earn $100,000 or $250,000 or $1 million, what you want to do is set an absolute, clear vision for the brain to be able to pick up, number one, on that vision, i.e. what would it look like, what would it feel like?.
2. Number two, you want to impress that part into the subconscious or implicit part of the brain.  A visualization technique would be seeing yourself playing at that level over and over and over again so that we create the new neural networks in the implicit part of the brain, which is the automatic side of the brain. Also, create affirmations or declarations that create emotion.  This will actually accelerate the neuron connections of the brain as well.  This is putting our reticular activator in motion.
3. Number three, put ourselves into meditative states through self-hypnosis and use auditory technologies, or brain-and-train technologies, that will embed these new affirmations, or declarations, into the nervous system, basically, of the brain.

Those are three simple things that anybody could do inexpensively to make sure that our brains are being rewired at the part that actually is responsible for 96 to 98 percent of our perceptions and behaviors. And over the course of 30 days, 60 days, 90 days, we're actually reprogramming our brains at the level that's going to cause all of our perceptions and behaviors to change over time thus leading us to meet our goals.

I want to share a story with you.  Many years ago, when I had my first sales position with a direct sales company and before I knew anything about these techniques and the principles of Laws of Attraction this actually worked for me.

After working for this company for about 9 months, I attended their yearly sales seminar.  First time I had flown, so I was very excited.  I was one of the winners of their Fall Sales promotion which added to my excitement.  But the frosting on the cake was when they announced what the next big sales promotion was to be for the company.  They had never offered a promotion this big.  It was a trip for two to Hawaii.  I made up my mind right then and there...I was going.  I took one of the posters from the promotion, packed it in my suitcase, brought it home and hung it on the wall of my workroom.  That was my vision.

Over the next several months, I was focused on what I needed to do to achieve my vision.  I had determined exactly what each week and months sales had to be to meet my goal.  The company had given us 18 months to meet all the criteria to win.  I achieved by goal in 10 months and was the first sales rep to win!  Was it easy, NO!  There were many obstacles to overcome and work through, but I believe that the emotion I put behind the determination and the explicit declaration of, 'I am going,' was my key to achieving my dream in even less time than given.

Later in my career when I worked in a corporate setting, I had the privileged of being exposed to this concept even more through becoming a Master Facilitator in a program called 'Investment in Excellence' which was from Pacific Institute.  It was through this program I learned about the 'Reticular Activator.'  That part of the brain that doesn't know the difference in what is real and what is imagined.  Do if we can imagine with enough emotion we can set the brain in motion to achieve the end result - our vision.  Remember #2 - 'Play at the level in our mind and seeing ourself playing at that level over and over and over again so that we create the new vision.'  The other piece is writing affirmations in the first person as if you have already achieved your goal and put the feeling and emotion into the affirmation, i.e. 'I AM sitting on the beach in Oahu listening to the beautiful Hawaiian music as I watch a gorgeous sunset.'  Can you feel that?

So what is it you want to achieve in 2020?  If it's a monetary level, what would you do with the money?  Buy a new car, buy a new house, take an exotic vacation?  How would the end result make you feel?  Write your affirmations with how the end result would make you feel.

I would love to hear what your BHAG goals are for 2020.  

FYI - On my GAINS profile under the 'What few people know about me....I have won 2 trips to Hawaii with 2 different direct sales companies.  This stuff does work.  

Your Support Team is here to help you, i.e. Your Director Consultant, Area Director, Senior Director, and Executive Directors.  If you or your chapter needs help, support, or have questions, reach out.

Here are some additional resources for Goal Setting:

Grow Any Business in any Market

Stay in Your Flame

Amplifying Results Using a Lens

How Building it Can Make You Fearless*

Limits Are Illusions* 

(*FYI - I am an affiliate for SOC, but I felt these last two were pertinent to the subject)

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

Why am I NOT Getting Quality Referrals?

People do business with and refer those they know, like, and trust.  With that said, how do you 'show up' and present yourself to your fellow members?  It's not so much what we say, as how we show up and what we do.  This quote about sums it up - 

'What you do thunders above your head so loudly, I cannot hear the words you speak.'  ~ Ralph Waldo Emerson

Here are some things to think about to build trust and to be more referable:

• Attendance - Low absences equal more referrals. In podcast #436, goes deep in reviewing the attendance policy.  Did you know that all of the BNI policies were/are created by members, i.e. the International Board of Advisors made up entirely of BNI members. In this podcast, Dr. Misner talks about the results for two chapters and what happened when they started adhering to the attendance policy.  The bottom line, when people show up consistently, they are going to build relationships, they are going to get to know and trust each other better, and they are going to be more committed to giving referrals. The "why" for making sure you have regular attendance is that it has a direct and dramatic linear correlation to referrals.
• Being on time is part of showing up. If you frequently arrive late, you become less referable, because not showing up on time makes you seem less reliable. People will assume that if you show up late to your BNI meeting, you'll show up late to appointments and miss deadlines. Show up to your meeting on time. It's your credibility and your reputation-and participating in open networking leads to more referrals. Read the entire transcript of Podcast #583 with Hazel Walker, 'How late is late?'  Hazel says about people who consistently come late, "what you do some of the time is what you do all of the time. If I am going to refer you, I need to know that you are going to do all the things that you could possibly do to make me look good when I give you the referral. If I give you a referral and you are going to show up late, that does not make me look good, so the likelihood of me giving you referrals dwindles every time I see you come late, especially if you do that consistently. So it is going to impact your referrals over time because it is impacting trust and credibility."
• Presenting yourself and being referable.  In Podcast #577, Meaghan Chitwood talks about not being referable due to her appearance and not making a very good impression.  Per Meaghan, 'I always thought credibility came from knowing what you are talking about, being effective, and things like that. That's what I was focused on, was making sure I was a really good business coach and that I was effectively communicating, but I didn't look the part of a business coach. Perception is reality. So imagine that something as simple as adjusting the way you look, looking more professional to improve your first impression, can lead to more referrals.'
• Full Participation. In Podcast #545, Dr. Misner talks about full participation during the meeting. Putting your phone away. Participate 100% in the meeting. Treat whoever is speaking as if they were the biggest client you could possibly land.  You have to earn trust by showing your fellow members how professional you are and by treating them like prized clients. You wouldn't sit and text on your cell phone in front of a prized client would you?  No, you would give them your full attention. By not giving your fellow BNI members your full attention during the weekly meetings leads to the assumption this is your MO.  And they will not want to trust you with their prized customers.  In Podcast #385, tells about a visitor who didn't want to join a BNI Chapter because so many people were using their cell phones during the meeting.
• Weekly and Featured Presentations.  In Podcast #532, Tiffanie Kellog joins Dr. Misner and explains why members aren't getting more referrals based on their weekly and featured presentations.

Here are some common mistakes - 

• Weekly Presentation Mistakes
  • Reading your presentation. It's better to practice than to read, and better to have a few bullet points to remind you what you want to say than to read your whole presentation.
  • Being vague. Remember, "specific is terrific," especially if you only have 30 seconds. Focus on one product, or service. Never say "anyone" or "everyone."
  • Giving up your weekly presentation when you do a featured presentation. Your weekly presentation can be a great introduction to your featured presentation.
  Featured Presentation Mistakes
  • Focusing on your history instead of why you do what you do and how you help your clients. Remember the goal is to drive referrals.
  • Not making an emotionally charged connection. People won't do business with you if they don't know, like, and trust you.
  • Staring at the screen. Reading your slides will send your audience to sleep. Use images and a few bullet points in your slides.
  • Opening up for Q&A. This can take your presentation far off track. Instead, invite people who have questions to schedule a one-to-one with you or ask them to write it on their business card so you can answer later.
  • Saying "I haven't had time to prepare." You've had six weeks. Saying this makes you look unreliable.
  • Spewing tons of details about your business (verbal vomit). People won't remember it all anyway. Share a couple of points people can hang onto.

• Givers Gain - finding referrals for fellow members.  In Podcast #379, Dr. Misner talks about being in sync with our fellow BNI members. Holding one-to-ones with each other to learn more about one another's business, asking each other how can you help, having that Givers Gain focus is really an effective way of staying in sync and supporting your referral partners. We all need to make a commitment to maintain focus on how we can help each other in business. To look for ways to help each other and to be in sync with one another.  Relationship building is all about collaboration and cooperation and being in sync.
• One to Ones - In Podcast #570, Dr. Misner goes over the statistics that show that more one to ones equal more referrals. Those who do three or more 1-2-1s per month give and receive twice as many referrals as those who do one or fewer 1-2-1s in a month.  In Podcast #562 gives strategizing tips on how to be more effective in your one to ones and how to give and receive more referrals. Scheduling and preparation. Sending Gains profile. Interviewing fellow members to get the most information possible to help find them referrals.
• Follow up. As the old saying goes, 'The fortune is in the follow-up.'  That means following up with fellow members, referrals, clients, etc.  In Podcast #623, Dr. Misner goes over a 24/7/30 plan for follow-up.
• Always learning.  What's not working?  In Podcast #590, Dr. Misner and Meaghan Chitwood talk about if something is not working, perhaps we need to change or eliminate what we're doing. 
  - If you're doing something that works for everyone else and it's not working for you, ask yourself "How can I do this differently and get a better result?"
  - Take a look at the tasks you're engaging in-both within and outside of BNI-and eliminate the tasks that aren't getting results. If you think BNI is taking too much time, talk to your director consultant about how to work your BNI program more effectively.
  - If there's a skill you need to hone in BNI, search BNI University for that topic and you'll find tons of resources.
• Take a Leadership role - Show Up, Participate and Step Up. In Podcast #383, Dr. Misner interviews Don Romero.  'Dan estimates that he could cover 650 years of BNI dues in what he gets out of one year's membership in BNI. His business has so far gathered $25,963,639 in assets from referrals or referrals that come from referrals. For Dan, the ROI of BNI membership is impressive indeed.'
• Time - In Podcast #596, Dr. Misner talks about the time it takes to build good business relationships and when the referrals start clicking in BNI. 

Here are four questions to ask yourself to gain perspective on your efforts and results. Keep asking them until the answers become obvious.

1. Am I being realistic about the amount of time it will take in my profession to gain the critical level of confidence I need?
2. Am I regularly making stimulating, educational presentations to my fellow networkers about the value I provide my clients.
3. Am I doing business with others in my network so I can give them dynamic testimonials and steer business to them so they will return the favor?
4. Am I meeting regularly with my networking colleagues to learn about their businesses so I can confidently refer my contacts to them?

It takes time to build relationships. The best way to speed up the process is to spend time in the process.

For more information check out the videos and podcast listed below.

Your Support Team is here to help you, i.e. Your Director Consultant, Area Director, Senior Director, and Executive Directors.  If you or your chapter needs help, support, or have questions, reach out.

Here are some additional resources:

Show Up Make Money

The Art of Being There

Open Networking

Maximizing Your Professional Image

Collecting Business Cards is not Networking

For previous articles refer to my Notably Green Blog.

And join the Facebook Group - Notably Green

In appreciation,

Annette