Archive for May, 2014

jillianMembers Details
Jillian Davis
Design Consultant
Interior Designs SA
www.adelaideinteriordesign.com.au
BNI Go Givers in the BNI  Adelaide South Region

Tell us about your business:

Interior Designs SA offers a complete design service for Residential and Commercial Properties, which includes Interior and Exterior Improvements & Renovations. We also offer a complete Project Management Service.

Whether you need a new look design planned for you, or perhaps instead of selling your home you would like to have a change, extend or update your surroundings, then relax because Interior Designs SA can help you.

By arranging an initial on-site consultation you will avoid making mistakes, and it also gives you the opportunity to discuss your plans and ideas with a professional. Often this is all you need to get started on your renovation project.

What are your top 3 networking tips?

Always try and work with your clients plans and ideas.
Have your business literature/business cards handy in your car/handbag/pocket, and seize every opportunity to pass them on for yourself or other BNI members in your chapter.

What can’t you live without?

My iPhone & ipad. Excellent equipment for my trade.

Which Business Book Would Your Recommend & Why?

Understanding Organizations by Charles Handy.

It proved to be an important book I referred to, especially when undertaking my University Education & Training Degree.

How Did Your Find Out About BNI & Why Did You Join?

I was involved in the local Business Association and, at one of the Mix & Mingle Networking Events I met someone who offered me the opportunity to meet at least 30 business people at a breakfast meeting. People with whom I could seriously network with. Well, naturally I jumped at the chance.

How Long Have You Been a Member For?

7 Months

What value & benefit have you or your business gained by being a BNI Member?

Personally, I have met a lot of like-minded people, all keen to make their business work for them. It’s given me the opportunity to look at other options to expand my business.

What Do You Wish Someone Had Told Your When You First Joined BNI? 

You have to put an awful lot of time and commitment into BNI before you get anything back. Therefore, you have to be patient, referrals don’t happen straightaway.

Your Dream Referral Is…

To have regular projects offered to me from a well established building company.

Categories : Featured Member
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caroline welshMembers Details
Caroline Welsh
Director
Caroline Welsh Physiotherapy
www.southyarraphysio.com
BNI Business Connections in the BNI  Melbourne Region

Tell us about your business:

I give people who suffer from snoring, insomnia, difficulty breathing through their nose an alternative to machines, dental devices, drugs and surgery.I am passionate about everyone getting a great night’s sleep!

What are your top 3 networking tips?

Listen
Listen
Listen

What can’t you live without?

A great nights sleep
Laughter
Meditation

Which Business Book Would Your Recommend & Why?

The science of getting rich by Wallace Wattles.
It was written in 1910, is simple to read and has stood the test of time.

How Did Your Find Out About BNI & Why Did You Join?

I met a lovely woman at a networking evening and she invited me along. I joined because of the structure and the lack of alcohol!

How Long Have You Been a Member For?

7 Months

What Position/s On The Leadership Team Have You Held? 

Visitors Host

What value & benefit have you or your business gained by being a BNI Member?

I have been introduced to some fabulous people in my industry that I wouldn’t have met otherwise. I am starting research into the effect of my treatment on snoring and sleep apnoea

What Do You Wish Someone Had Told Your When You First Joined BNI? 

Keep it simple , no one understands your language

Your Dream Referral Is…

A sleep Physician in South Yarra, who is passionate about helping people to breathe easier through their nose.

Categories : Featured Member
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Tonys-HeadshotMembers Details
Tony Ebejer
Managing Director
Capture Recruitment
www.capturerecruitment.com.au
BNI Growth Partners in the BNI  Melbourne Region

Tell us about your business:

Over 55 years of accumulative Recruitment industry experience is Capture Recruitment, a newly formed registered Corporation established on the 31st May 2010.

Capture Recruitment pride ourselves on our ability to meet the expectations of clients in terms of quality, performance, reliability and cost, as personnel specialists we work with and recruit for Warehousing and Logistics, Trades and Construction, Manufacturing, Process and Clerical, Administration work. Additionally, an Engineering Workshop facility offers a comprehensive ‘maintenance engineering resource for all customers’.

Recruitment companies rely heavily on the quality of consultants within its structure. Capture Recruitment guarantees this high standard, stating that ‘‘it is a fundamental yet too often ignored essential of our industry.’’

Managing Director Tony Ebejer has been a specialist recruiter for the past 18 years, saying that ‘‘our name, Capture Recruitment, is what we do, and that is to CAPTURE our customers’ needs and candidate knowledge. Only by listening and asking those vital questions of them can we ensure their needs are Captured.’’

Much of Capture Recruitments success stems our staffs knowledge and experience within the industries we service. From hands-on experience in trades, manufacturing, process production, transport, logistics, administration and management sees Capture Recruitment benefit greatly from this invaluable knowledge and understanding of the niche’ industries we supply to.

Our quality policy revolves around understanding that our candidates are our biggest asset, and working close with them to find suitable employment is essential. Each time this is achieved, customer satisfaction will follow.

What are your top 3 networking tips?

Be prepared, Arrive Early, Have a Plan.

What can’t you live without?

Family
Friends
Football

Which Business Book Would Your Recommend & Why?

Dyson, he never gave up

How Did Your Find Out About BNI & Why Did You Join?

Neighbour and I joined to extend my networking

How Long Have You Been a Member For?

Soon to be 4 years

What Position/s On The Leadership Team Have You Held? 

Membership Committee, Visitors Host

What value & benefit have you or your business gained by being a BNI Member?

Community awareness, business development and a wider business and social network groups

What Do You Wish Someone Had Told Your When You First Joined BNI? 

Good question, with its structure most of what was required knowing was told. very informative networking process which leaves you understanding what you have just witnessed.

Your Dream Referral Is…

My DREAM referral would be a logistics company within the western or northern districts of Melbourne who are soon to ask for new submissions to tender for the supply of Labour Hire staffing.

That or Permanent placement opportunities

Categories : Featured Member
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kimSome time ago I was given a referral by the financial planner in our BNI Alpha group, James Brennan. This lead was very promising and lead to further opportunities.

After seeing the customer he was extremely pleased with my service and I referred him to the conveyancer in Alpha, Valerie Dries, to assist with the transaction. The settlement amount was $232,000. Once his loan had settled he referred me to a colleague of his. I also helped her with a purchase and again referred to the BNI conveyancer who assisted with the purchase. This client’s loan was $371k.

The client continued to further refer me to two more colleagues and a friend. The total settlements for that referred business was $2,145,114. Her friend then further referred me to his room-mates and whilst they have not yet purchased this deal is ongoing and will proceed.

As you can see the original referral was a small loan size but not to be sneezed at, as that one transaction resulted in total business thus far of nearly three million dollars plus the conveyancing work for the conveyancer in our group.

I joined BNI as I wanted trusted business partners that I could refer and know that they would give my clients the same care as I would if they were to refer me business.

Kim Narayan, Mortgage Choice, Parramatta. BNI Alpha (Parramatta)

Categories : Recognition
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roryRecently, the Gold Coast BNI community celebrated its first Big Breakfast Gala Awards day. It showcased each chapter’s top members, picked an overall individual winner, and crowned the number one chapter in the region for 2013.

The awards were our first major event in a little while. Unsurprisingly, our members eagerly and actively embraced the opportunity to network outside their chapters and deepen existing connections across the region – resulting in many new referrals and closed business since then.

Drumroll For Our Winners!

The top member prize of the day went to Rory Curtis from The Good Guys who took out Gold Coast Networker of the Year, doing the Eagle chapter proud. He was in great company for the hotly contest individual prize. The top members in each chapter were:

Tracey Winter – Beachside

Jeannine Devenport – Chambers

Rory Curtis – Eagle

Nycol Dorval – Infinity

Erin Ridley – Hub

Mark Smith – Neptune

Warren Bryan – Paradise

Kaeren Smith – Pinnacle

Amanda Van Den Broek – Venus

Thank you to all of our finalists, for your professionalism, team spirit and hard work.

BNI Beachside Takes Out Top Prize

It was great to see all regional chapters represented at the breakfast. The awards were a brilliant way to recognise our networking leaders. And the chapters setting their closed business goals was an eye opening experience for all of us,” says BNI Beachside President, Jeff Osborne.

His team certainly knows a thing or two about running a successful chapter as BNI Beachside took home the title of Gold Coast Chapter of the Year for 2013!

“The BNI chapters on the Gold Coast contribute over $20m to the local economy. That is a massive figure,” points out Jeff.

Well Done Gold Coast!

I like to extend a big thank you and congratulations to all chapters for their dedication and contributions to BNI in the region.

Every year our closed business steadily grows, and the region is on track to increase by $2 million again this year.

That’s an average of $76,000 per member added to the bottom line in 2014. All the more reason to work your network and build relationships, I am sure you’ll agree!

Thank You …

Last, but not least, I would like to thank Lindsey Adams  who was our brilliant MC for the morning, and our engaging guest presenter Craig Harwood. He enlightened everyone on the moods and fluctuations of economies and business trends – then, now and looking ahead into the future. He left us all with a sense of hope and renewed energy to get out there and make business happen.

Our BNI Gold Coast teams walked away from the awards morning, knowing what it takes to go from a good to great networker in and outside of BNI – and that the rewards will be flowing.

Here’s to a successful 2014 for all our Gold Coast members and chapters.

 

 

 

The content for this article was provided by Gold Coast Director Peter Fitzgerald and BNI Member Jeff Osborne

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May
02

Set Networking Goals

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Do you have goals for your business? Do you have marketing goals and sales goals? This is a perfect example of the concept we mentioned earlier: the “uncommon application of common knowledge”. We all know intellectually that goals are important. The question is, how well do we apply that knowledge?

How about networking goals? If you don’t have any, believe it or not, you are in the majority. Obviously you believe in the power of networking or you would not have purchased this book. Why, then, have you not written networking goals for your business?

Networking seems to be one of those things that many people do as a reaction to no or slow business. It often gets forgotten. It is rarely treated as an integral part of how we grow our businesses. Not only is it frequently neglected, but most people are haphazard in their approach to networking, and far from systematic. This approach to networking can keep you from ever getting close to the 29%. This first strategy helps you avoid the pitfalls of treating networking as an afterthought – as something far less than what it can be for your business.

One way to systematize and organize your approach to networking is to set measurable networking goals. As our friends Denna Tucci Schmitt (owner of BNI Western Pennsylvania) often says, “Without a goal, you have nothing at which to aim.” We would add that if you don’t have a goal, you can’t measure your results. “That which gets written, gets done,” as our colleague Tom Fleming in Florida would say.

One way to systematize and organize your approach to networking is to set measurable networking goals.

SMART Goals

Each goal you create should be SMART: Specific, Measurable, Attainable, Relevant and Timed with a deadline. Let’s take a moment to clarify the concept of a SMART goal.

Specific. The goal must be clearly defined with parameters that state who, what, when, where and how. Specific goals help you stay focused on one thing at a time. For example, stating that you want to become a member of a networking group is fine, but you can define your goal more clearly by saying that you want to become a member of a specific chamber of a particular BNI chapter.

Measurable. The goal must include a way of measuring the results. This typically means that there is a number of associated with the goal, such as how many or what percentage – some quantifiable way to measure progress towards the goal. Stating that you want to receive more referrals this year is neither specific nor measurable; it’s more useful to say specifically that you want a 30 percent increase in your referral business from a networking group.

Attainable. Each goal that you create must be within reach. It should not be so far-fetched that it’s out of your vision. To determine whether a goal is attainable, consider what you accomplished this year. then consider what you have coming up next year that may either impede or improve your ability to meet a specific goal. Finally consider everything that needs to be done to accomplish your goal. When all is said and done, do you honestly feel that with hard work, dedication, and focus, you can meet this goal? If so, write it down and commit to achieving it.

Relevant. The goal must have relevance and meaning for you; otherwise, you will not be motivated to accomplish it. What will be the outcome if you meet a particular goal? Will you make more money? Will you have a higher quality of life? Will you be able to save for retirement more comfortably? Will you get a promotion or a raise? Will you save time in the long run? Whatever your personal motivation, ensure that your goals tap into it. Doing so will inspire you every day to keep striving towards the finish line.

Timed. Speaking of a finish line, the goal must have a deadline or completion date assigned to it. Without one, you will lose your focus and your desire to meet your goals in a timely  manner. Our human competitive nature draws us to the finish line. We need to aim for a target. For example, stating that you want a 30 percent increase in your referral business from your participation in a networking group is indeed specific and measurable, but how long will it take, and when will you measure it? Stating that you want a 30 percent increase in your annual referral business from the organisation by December 31 will be much more effective, because it contains a deadline.

When you put all of these elements together, you might end up with a goal statement that looks like one of these

  • I will become a member of the ABC Chamber by June 30
  • I will achieve a 30 percent increase in my annual referral business from networking in [a certain networking group] by December 31

We know that setting – “SMART” goals – can be difficult. But we’ve also seen how powerful they can be, as well as the consequences of not giving them their due. Collectively, your two coauthors have written many training curricula. Each one starts with a goal in mind. We’ve been well trained, for how can we even begin to organize material into a training seminar without first having the end in mind? We typically formulate a set of questions that must be answered before we can move ahead to design the curriculum.

Steven Covey validates this concept in his The 7 Habits of Highly Effective People. One of his strategies is to “begin with the end in mind”. The questions below, adapted from his book, will help you focus on what you want to accomplish through networking. Once you being your own goal-setting process, however, don’t limit yourself to these questions.

Week 1 Action

Your task this week is to answer – in writing, not simply in your head – each of the following questions as honestly and as fully as you can. They will provide a structure that will help you create your goal statements. Besides, you have to set your goals before you can design a plan for meeting them. We’ll focus on developing that plan in Week 2, so we encourage you to approach this goal-setting process with enthusiasm and diligence. (Remember, you’re building that foundation for your networking home!)

Questions for Sample Networking GOALS

  1. How much business do you want to get from word-of-mouth referrals, and by when?
    1. What do you need to do for this to happen?
    2. Who will bring you this business?
    3. What kind of business do you expect to get from referrals?
    4. Will the referrals focus on a specific product or service?
  2. How many networking functions will you attend each month?
    1. How will you find out about these functions?
    2. What will you accomplish at these functions?
  3. How many referrals do you want each week? Each month?
  4. How many of the techniques in this book will you begin each month?
  5. What five things will you do differently to network your business?
  6. With whom do you want to meet this year? (List anything that comes to mind: businesses, professions, names of specific people you’d like to meet.)
  7. Of which networking groups would you like to become a member this year?

Taken from The 29% Solutions.  Now available in an Australian edition.  Contact your local director for more information.

Categories : BNI Fundamentals
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