At the recent BNI US National Directors' Conference in Orlando, I had the chance to meet Bob Nichol. Bob is an Assistant Director for BNI in Alaska and has a fabulous training program called "Remember the Ice". The story behind the program is amazing, but to hear Bob tell the story, you really feel the passion and belief he trains on.
The concept is simple - Empowering word choices impact your life; use them to attract the life you want. By eliminating the negatives (can't, won't, don't, etc...), you totally change your outlook and approach.
I strongly encourage you to check out Bob's website at www.remembertheice.com to learn more and to purchase the program. Bob's book, Remember the Ice, is set to be published later this year.
Thank you, Bob, for challenging me to always "remember the ice!"
Wednesday, May 28, 2008
Sunday, May 4, 2008
Structured Networking
I have had the honor recently of attending and presenting to Visitor events at various BNI chapters around Austin. BNI is the world's largest word-of-mouth referral organization, specializing in building referral partnerships between members of a chapter to practice "Giver's Gain", the philosophy that if you give me referrals I will return the favor. During these visit, I have witnessed many business professionals who have never considered the need to build referral partnerships in a structured manner.
Why is "a structured manner" an important concept? Many of us in the professional world pass referrals to other professionals we know and have done good work for us before. It is done randomly, when a need arises for a client, or because you ran into your partner somewhere in town. The question you, as a professional, should ask is, "Can we do this better?"
An organized approached to a referral partnership builds trusts, encourages accountability, and brings more referrals. Here are some ideas to begin to build a structured referral partnership.
1. Meet Regularly. Plan to meet with your referral partners regularly to discuss changes to their business, new products or services, and changes to who they are looking for to do business with. Practicing networkers do one meeting each week with a different referral partner.
2. Set Goals. Every meeting you have with a referral partner should end with each of you committing, in writing, to one short-term (within a week) and one long-term goal. Then, you must hold each other accountable to these goals. Accountability will keep both of you on task to complete your goals.
3. Follow Up. Simple concept, yet many times we as professionals fail this step. Failing to follow up will lead to a loss of trust, which will doom a referral partnership. Follow-up should happen immediately and should include an additional follow up with your referral partner to update the status of the referral.
It is difficult to hold friends accountable. Keeping the relationship with your referral partner in a structured, business environment will bring increased referrals and stronger relationships.
Why is "a structured manner" an important concept? Many of us in the professional world pass referrals to other professionals we know and have done good work for us before. It is done randomly, when a need arises for a client, or because you ran into your partner somewhere in town. The question you, as a professional, should ask is, "Can we do this better?"
An organized approached to a referral partnership builds trusts, encourages accountability, and brings more referrals. Here are some ideas to begin to build a structured referral partnership.
1. Meet Regularly. Plan to meet with your referral partners regularly to discuss changes to their business, new products or services, and changes to who they are looking for to do business with. Practicing networkers do one meeting each week with a different referral partner.
2. Set Goals. Every meeting you have with a referral partner should end with each of you committing, in writing, to one short-term (within a week) and one long-term goal. Then, you must hold each other accountable to these goals. Accountability will keep both of you on task to complete your goals.
3. Follow Up. Simple concept, yet many times we as professionals fail this step. Failing to follow up will lead to a loss of trust, which will doom a referral partnership. Follow-up should happen immediately and should include an additional follow up with your referral partner to update the status of the referral.
It is difficult to hold friends accountable. Keeping the relationship with your referral partner in a structured, business environment will bring increased referrals and stronger relationships.
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