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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Jane-Taylor-Gold-CoastColumnist Details
Jane Taylor
Director
Habits for Wellbeing
www.habitsforwellbeing.com
BNI Director in the BNI Gold Coast Region

Tell us about your business:

The essence of Habits for Wellbeing is “Balancing Lives… One Habit at a Time”, so we can connect with life authentically and live in peace and harmony.

Put simply – find the courage, stop and be with this moment, clear the blockages and resistance, so you can find your way back to your self and feel the connection to everything around you.

We fulfill our mission by facilitating mastermind circles, providing coaching services and running retreats.

What are your top 3 networking tips?

1. Genuinely get to know people and build relationships (i.e. really listen to what people are saying and be interested in them).
2. Give unconditionally and connect people if you can.
3. Just be yourself!

What can’t you live without?

I am a very simple person, so it would just be the basics – water, air, sun, exercise, food, family and friends (not necessarily in that order).

Which Business Book Would Your Recommend & Why?

The Go-Giver by Bob Burg. Why? Because I think it is important to give unconditionally (no strings attached) and part of that is how much value you give people with your presence and what you have to offer.

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

A president in a chapter sent me an e-mail inviting me to BNI. I was in transition and just starting my business attend when she invited me and didn’t attend then. However I followed-up with her about 12-18 months later and attended as a visitor to her chapter and ended up joining one closer to home.

How Long Have You Been a Member For?

2.5 years

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 lucky enough to get to know a lot of local business owners and connect them with clients, which provided business for them. I have also been able to network with similar businesses who have used the services my business provides.

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

How the CATS operated.

Your Dream Referral Is…

The Continuing Professional Development and Education Coordinator of QLD Law Society.

Categories : BNI Guest Columnist
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May
14

Balancing BNI In A Busy World

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As small to medium business owners, we are quite often filling many roles in our organisational chart. Sometimes it can be challenging to get to the end of the to-do (or to-be) list each day whilst juggling all of these roles, and then before we know it, it’s time for our weekly BNI meeting again. There goes the week and we haven’t had a chance to follow-up on finding a referral for a fellow business member, complete a 1-to-1 dance card with the new member who just joined, invite a visitor or follow-up on the referral from last week.

I noticed this was becoming a pattern that I wanted to change it, as it’s important to me to be a great contributor to my BNI GROUP. So what are some strategies I can do to find a little more balance in my week and make the most of my BNI Membership?  Well, I have put together 7 strategies and yes some of them may seem really simple (and yes they are), however remember Lao Tzu’s quote “Do the difficult things while they are easy and do the great things while they are small. A journey of a thousand miles must begin with a single step.”

7 strategies that can help find balance in BNI


1. Align my BNI Personal goals or intentions with the BNI Chapter Goals
. For example – my chapter goal may be to invite 120 visitors for the year. I can then break that down in to an achievable action for myself. If my chapter has 30 people and we meet 48 times per year, which may mean inviting 4 visitors per year (which is doable). I have heard some Directors talk about 2 visitors per month. However, the most important thing is to decide and commit to inviting the visitors. Then I can schedule a reminder in my diary when I am going to invite the visitor and monitor my progress towards my intentions (or goals). N.B. I also do this for the other areas in BNI – referrals, 1-to-1’s, attendance and testimonials and complete this in my BNI Weekly Power Hour (see below).

2. Know Your Why Why do I want balance? What fuels my desires? What gets me out of bed each morning? Knowing the answers to these questions relate to your why! Many of the influential and successful people in this world are driven by more than just money. Money can be a spin-off from living our lives on purpose, however for the majority of people it is not the driving force.

What is your driving force or your why? Is it to have more freedom, to leave a legacy, to inspire people or to show them that they matter? Can I ask you to take some time now to really get clear on why you are doing what you are doing. Also, in challenging times, your ‘why’ is what will drive and keep you going! I have heard Kody Bateman (Founder & CEO of SendOutCards) say that if you have really found your “why” it will make you cry!

3. Schedule and complete a BNI Power Hour each week in my diary. As indicated in number (1), I have broken down my BNI intentions (or goals) in to small weekly actionable steps. Once these are broken down in to the smallest possible step (i.e. invite a visitor), I schedule the actions in my task management system. Most of these actions are recurring actions (weekly, fortnightly or monthly) and because I like to track my progress, I tick off the actions once I have completed them.

  • What are your personal intentions or goals for BNI?
  • Are these intentions or goals in line with your BNI Chapter?

After you have identified your personal intentions or goals and they align with your BNI Chapter goals, you can identify your weekly, fortnightly, monthly, 3-monthly, 6-monthly or yearly actions. Then these actions can be scheduled in your task management system or diary. These tasks form the basis of your BNI Power Hour each week.

4. Fill out my personal GAINS sheet. One tip I learnt early on in BNI was to fill out my GAINS (goals, accomplishments, interests, networks and skills). I would share this in my 1-to-1’s and ask questions to make sure I knew what the GAINS were for the business I completed a 1-to-1 (dance card). This helps me stay aware of different opportunities that may be presented to me when I am meeting with clients. Hot tip – to follow-up on the business I met with, I would e-mail their GAINS sheet and what I learnt about them to see if I missed anything and I could also share my own GAINS sheet that I had typed up

5. Allow People to Support You. Now allowing people to support you – am I serious? But you can do it yourself? Can you really? If you do everything for yourself, you are blocking people from supporting you and this can have an impact on balance in your life and increase your chances of burnout. I really believe we are all here for a reason and with that we have strengths in a variety of different areas. Subsequently, we cannot be great at everything. So allowing people to support you is important!

For example – do you ever have times in your life where you really want to talk a situation over with someone to get a different perspective? Have you ever had a time when you knew what you were after, however you couldn’t quite figure out where to find it? Have you ever had a time when you just needed someone to listen to you? Well, that’s what I’m talking about – we all need the support of friends, colleagues and family around us to support us through our life.

So can I ask you to share with a friend, colleague, coach or family member one of the things that you are going to take action on this week and allow that person to support you in achieving that task? As you are doing this activity – notice how you are feeling.

  • The action that I am taking this week is – __________________________________________
  • The person I will ask to support me is – ____________________________________________
  • What did I think, feel, notice or observe as I allowed this person to support me? ____________

6. Reward Yourself and Celebrate Your Results in BNI. Yes you read it correctly – reward yourself and celebrate! This is important – so important in fact that many people forget to do it. When we are setting and achieving goals, many of us are so focused on the achievement of the goal that we forget about the process and the actual achievement of a goal is one single point in time. One wise person said a long time ago “The journey is more important that the destination”. So on our journey to finding balance in BNI – how do I reward myself and celebrate my results?

Can I ask you to write down 3 ways that you are going to reward yourself and/or celebrate for completing the actions you set for yourself this week? For me, one way I enjoy rewarding myself is going to the movies. It doesn’t have to be huge, however it just has to speak to you and you have to commit to doing it. After you have written them down, plan when you are going to reward yourself this coming week, celebrate and enjoy!

7. Take Time Out. Yes – just like professional athletes and nature – it is important to take time out and recharge our energy. What do you enjoy doing to recharge your energy? Do you exercise and hear the leaves rustling on the trees or the kids playing in the playground; smell the flowers in the garden or the salty air if you live by the beach? What do you do to take time out of your day?

You may like to write down 5 things you can do this week to recharge your energy and notice how you feel after doing them:

  1. ____________________________________________
  2. ____________________________________________
  3. ____________________________________________
  4. ____________________________________________
  5. ____________________________________________

So, there you have it – 7 Ideas to Balance BNI in a Busy World.  I hope they help you and remember – “Knowledge is a process of piling up facts; wisdom lies in their simplification.” – Martin H. Fischer and “The art of being wise is the art of knowing what to overlook.” – William James.

Jane Taylor is a BNI Director on the Gold Coast. She is the founder and director of Habits for Wellbeing and is passionate “Balancing Lives… One Habit at a Time” through coaching, retreats and speaking.

Categories : Networking Systems
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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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