I have been to many BNI events across the world in the last ten years. But I have never before been to an event where more than 90% of the total membership were present. Your commitment is outstanding and I congratulate you all.
(圖左為BNI國際董事Mr. Andrew Hall演講，圖右為BNI台北旗艦分會主席張友義做現場口譯)
Commitment is really what I would like to focus on this morning. In particular, what are the commitments you need to make as members if you are to truly get the most from your membership?
This slide is the English rugby team, celebrating winning the world cup in 2003. The win came as a bit of a surprise because English rugby teams do not tend to be world beaters. Much of the credit for their success went not to the players…..but to the coach, Clive Woodward.
What made the difference for Woodward was what he termed “Critical Non- Essentials” – those little things that on the surface do not seem that important, but when taken together have a decisive impact on the result
What I would like to do this morning is run through some of the “Critical non-essentials” to BNI success. To make it interesting, I am going to put a figure on each item. Now the average member in the UK draws NT$1,5million in new business from his membership each year. I do not know what the figure is here as yet, but lets take a figure of NT$1million. Write that down at the top of your paper.
For every question that you can answer “Yes” to, give yourself an additional NT$100,000. If you answer “No” take away NT$100,000. Please take notes so that at the end you will know just where you need to focus.
I arrive no later than 6:30a.m.
Open networking is the time when so many future referrals spring into life. Arrive early and you will meet the top performers in your group. You will meet every visitor and have time to talk business with them. And you will send out the message that you are a committed member we can refer with confidence.
If that is you, give yourself NT$100,000. If you arrive later, take away NT$100,000
“I specifically go out of my way to meet a different member each week during open networking”
We are all creatures of habit, comfortable with those we know best. But the biggest referrals often come from a surprising source and you need to ensure that all of the members feel they know you well enough to refer you.
If “Yes”, well done – give yourself MT$100,000.
If “No”, take it away
I have brought at least 2 visitors in the last 2 months
The biggest contribution you can make to any meeting is to bring a guest. To the members, they are walking Third party referrals. Visitors pass no less than 15% of all referrals worldwide as they become clients of so many of our members.
I sit next to someone different each week
I visited an English chapter recently. I was thinking where to sit when I thought “No I better not sit there…..that is Chris’s chair.” Sure enough at 7:15 when we all sat down, Chris took his expected place. If you do the same, you are cutting yourself off from opportunities. Sit in a different place each week.
I include a specific request each time I make a 60 second presentation.
What that means is that you come each week with the name of a company or individual you would like to be introduced to. If you take nothing else from today, please do this one thing. Thousands of referrals that would otherwise have gone to waste, happen every week across the world because a member has been specific.
How are we doing??? Are we making money or losing money so far?
I bring more than 1 referral each week
It is Givers that always Gain. If you want members working for you, they need to see you working for them.
I prepare a new 60 second slot each week.
If you sometimes come armed with last week’s 60 seconds, take off NT$100,000. If your presentation is always fresh, give yourself NT$100,000.
I write down everything my fellow members ask for.
If you are making notes now, you will know just what to do and be able to make the changes you need. If you are not, you will struggle to remember these points tomorrow. It is just the same in getting referrals. Take notes so that you are fully armed.
I wear my pin at all times and carry my cardholder.
These are the tools of the trade. Your pin will start conversations and the more people you can show through your card holder, the more business you will be able to pass.
I have a great Memory Hook
If you want to stick in the minds of every guest, you need a great hook.
I have given a “Written” testimonial in the past 2 months.
In BNI, we often give spoken testimonials. They are great moments, but to make your moment last, you need to write it down. Give a written testimonial on your letterhead and your fellow member will want to show it to every client and every prospect he has – and that will bring referrals back to you.
I meet at least 1 member a week for a 1-2-1
The longer I am in BNI, the more I become convinced that behind so many of our very best referrals, lie a 1-2-1 that has gone before.
I always get a “Sub”
BNI is about building trust. Be absent without a substitute and make no mistake, everyone notices – it WILL cost you referrals.
I trust the BNI system and follow it
Everything we do in BNI, every policy and procedure is decided not by the directors, but by the experience of more than 120,000 members worldwide. Embrace the system fully and it will deliver for you the fastest most effective route to quality referral business.
Okay, this has been just for you – ask yourself the question: How did I do? What am I good at, what am I weak at? If everyone in the chapter was like me, what sort of group would it be? Understand it is the little things we do that either make us money or lose us money.
Please look through your list and pick 3 items that you are going to change over the next 2 weeks.
Enjoy the rest of the morning. Thank you.
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