BNI Minnesota & N. Wisconsin Blog

I recently was out of town for about a week, twice in a 6 week span of time. I was running here and there and when I got back, all I could think of was that I craved the structure in my life, my routines. Some may view routines as a negative, something that confines them or keeps them in some kind of a box. I find just the opposite and wondered if I was somehow just playing into my craving for order. So I did the obvious, I asked all my friends on Facebook how they felt about routines? ((smile))

It was very interesting the replies that came back. Most loved their routines and said they couldn’t function without them. Some enjoyed routines but also liked the freedom they had without. Some even said they wished they DID have routines in place. The reason? All agreed that more gets done, when there is a routine in place. Very interesting, I thought.

I was listening to the Entrepreneurial Excellence Radio Show with Frank De Raffele last week and Frank said, “The more structure you have the more freedom you have…” The comment resonated with me because of my recent research on the topic and reiterated my conclusion. If we use our routines to accomplish the things that must get done, we are able to have more free time to do what we want to do.

As a small business owner, it wasn’t until I established routines for certain aspects of my business that I was able to start having free evenings and weekends with my family. This is the reason I started my business, so I could enjoy that freedom. It was also when I began to feel successful.

BNI is what I use for marketing my business so logically I enjoyed the structure there and the success it brought. Our BNI meetings have structure for a reason. We are able to get the things done that we need to. Our agenda is the routine or structure to the meeting. Is the agenda new? No, it was tweaked in the beginning, but has remained consistent for decades. Each item on the agenda is there for a reason. Yet, by using this agenda, we are able to get more done in less time. We are able to efficient and in turn, more effective.

Are there other routines that you use in your business? Would you be more productive if you did? Is there some portion of your business that you struggle with? Would establishing a routine help with the productivity and make it less of a struggle? Would you be able to enjoy more freedom with that structure in place?

Establish a routine today. Feel the structure. Feel the success. Enjoy the freedom.

Tara Schmakel- Entrepreneurial Excellence Business Forum, The Workroom at Tara’s

What are you putting your attention on?
 
From www.merriam-webster.com
Attention - noun - A condition of readiness for such attention involving especially a selective narrowing or focusing of consciousness and receptivity

The mind is a powerful tool that needs direction. Once you are committed, clear and putting your attention in the right places you can program that tool to help you achieve almost anything! 

In the book The Passion Test, co-authors Janet and Chris Attwood say, “What you put your attention on grows stronger in your life” and “Pay attention every day, every moment to what you are putting your attention on.”

Science has shown that neuro pathways, the connections in the brain, can be created by a consistent way of thinking. Once you are consciously putting attention on certain things or areas of your life, you will notice opportunities showing up to help you align your life with your passions. It’s not that the opportunities were not there to begin with. When you put your attention on something you are passionate about you will begin to recognize synchronicities, opportunities, people and the things you need to live your passionate life appear.  As an example, have you ever bought a new car that you thought was unique and you hadn’t see any like it only to find once you owned it that they are everywhere?

My challenge to you is to be conscious this week as to where you are putting your attention.  Notice what is showing up in your life in relation to that.  Are your results in line with the amount of attention you are putting forth?  Please take a minute to share your experience with me by commenting on this blog.

If you’d like help becoming clear on your passions, so you can put your attentions on only those things you love to do the most, check out the Passion Test on my website at www.luannb.com and feel free contact me directly at your convenience.

By LuAnn Buechler, PMC Events & Travel, Certified Passion Test Facilitator

This is a great article that was recently sent to me and I wanted to pass it on to all of you! I’ve included the contact information to make it easier for members to follow up if you’d like more info or want to get involved.

What does summer have to do with my BNI meetings?

The answer  - “sometimes not much!” 

We say this because we hear from folks during the summer where the chapter momentum lags. We’re all used to having summers off like we did when we were kids, no matter how old we are, and it’s hard to muster the same enthusiasm for things we have to do during the summer. Excuses run high.

We’re finding that summer is actually a great time to focus on a chapter program where everyone steps off on the same page really ready to take advantage of the fall.  That’s one reason why we have the HOT summer regional promotion going - to help chapters get the fundamentals down so they can kick off their fall with engines revved and ready to go.  You can get more information on that at http://blogs.delfuego.com. We’ll talk more about it on our call this Friday.

And speaking of our call this Friday, we’ll hear from Tim Houston, Area Director, and his BNI experience. Then, we’ll answer your questions and yes, give a sneak preview of when the new BNI Visitor Experience CD set and curriculum will be ready - the sequel to BNI Networking Secrets.
Conference Call Information:
July 9th 10:00 AM Central Time
Conference Dial-in Number: (218) 895-3922
Access Code: FASTTRACK# (327887225#)
Fast Track Tip of the Week

If you want to change up your Fast Track program, here’s an idea other chapters are doing and really having a lot of fun with it. Select members, other than the Educational Coordinator, to deliver the Educational Moment.  You can draw from a hat, ask for volunteers, or choose a fun way to select - like the person who lives the closest to your meeting place, or the person whose birthday is coming up the soonest.  Sometimes having different members deliver keeps everyone on their toes and gives them another way to build their Visibility and Credibility with the chapter.  If you decide to do this, just make sure you help them prep with the Education Coordinator manual.

All our best,
Flynn, Sara, and Linda
512-736-8716
512-576-0556
“Lives that Matter, Lives that Work, Businesses that Succeed”

LuAnn Buechler, CMP

Let’s call him Slick Willie. Willie sells oil to individuals or mechanics for machinery and cars. Willie appeared during a BNI Chapter Visitors Day one spring, and then began to visit every chapter in the area. During a brief conversation Willie told me he would never join just one BNI Chapter, that his plan was to visit all the chapters he could to find business. Then he would move on to the next organization. As a director for BNI I was at many of our local chapter meetings. So, I saw Willie on several occasions and Willie saw me.

Finally at one meeting, Willie came up to me and said “you are the person who can help me”. “I am” I replied. “Yes, you seem to know everyone, so if you will do business with me, you can spread the message about how great my product is.” I inquired again if he planned to join a chapter and got the same response. “No, why would I do that. I am going to visit them all to get business and then move on.”

Willie continued intently to tell me all about is oil, how he could come to my home to put it in my car and teach me how to do it. It would be better for my car. More cost effective, etc. I told Willie, I only do business with people I know, like and trust. “If you plan to join BNI, we can build that relationship and talk more about your products and services.” Willie again expressed his views on networking organizations and how he did not have time to build those relationships. “Trust me; it’s a great product, just try it and you’ll see.” Willie said.

I explained to Willie, “…one of the values of BNI to me is doing business with people I know that I can trust. I know nothing about cars and honestly have no desire to learn. So, I work with a mechanic who I have built a relationship with to the point that I trust him implicitly with my cars. I would never do anything to my car without Jerry’s input.”  I proceeded to ask Willie if he knew my mechanic Jerry, which he acknowledged that he did. I told him, if he wanted to speak to Jerry about his oil products I would connect him. He assured me that was unnecessary. “Well, I only do business with Jerry and so unless Jerry tells me this is the oil I need, and encourages me to put it in my car. I will not be buying oil from you directly.” Willie was quite persistent; he wanted to go into the parking lot to put oil in my car. To end the conversation, I had to tell Willie I had another meeting and he needed to go.

I did in fact have a meeting with the leadership team of the BNI Chapter, which I proceeded to conduct after Willie had left. Upon completion of that meeting, I felt the need to call Jerry to warn him about my conversation earlier that morning. Jerry was pleased to hear from me. I started the conversation with “Jerry, I called to warn you about a guy I spoke to this morning…” Jerry interrupted me with “he’s already been here.”

I apologized to Jerry for ever having mentioned his name to Willie. Jerry reassured me that he was familiar with Willie and his tactics so there was no need to worry. Willie had gone to Jerry’s shop and told him that I sent him there. That I wanted the oil in my car and that Jerry needed to buy his oil in order to take care of his customers - me. Can you believe that!

Fortunately, Jerry and I have a strong business relationship which we developed through our BNI Chapter. Jerry knew better than to listen to Willie. He told him “let me speak to LuAnn, if she wants your oil I will get it for her. However, what I have been using in her vehicles is what I would still recommend to her.” Willie continued to the extent he wanted to leave some oil with Jerry assuring him I would want it for my car. Again, Jerry knew better and sent Willie on his way.

I felt so badly that Jerry had to “deal” with Willie because of me. However, Jerry reassured me that it was because of our relationship and how well he knew me, that he was not fooled by Willie’s tactics.

Thank goodness for solid relationships with people where we can trust each other so implicitly others are unable to come between us, use us or deceive us. Networking is about cultivating those relationships. It is about farming rather than hunting. Willie was a hunter. He set his sights on a target and was coming in for the kill. That strategy failed on both Jerry and I. Because Jerry and I live by the relationships we have built to do business based on trust.

Trust takes time, is another fact that Willie failed to understand. Jerry has been working on my cars for nearly 5 years. He has earned my trust over time. Willie expected me to trust him based on one conversation and his word. Your word is only the beginning; it is like the seed that is planted. Then you prove yourself by nurturing the relationship. Spending time to get to know one another and delivering on the products and services you have committed to in your “word” - thus creating mutually beneficial results.

I take my cars to Jerry because I know I can trust him to treat me fairly and ensure my cars are always in good repair. I trust him to do that because of our relationship built over time. Jerry in turn assists to connect me with the people he knows that I would like to meet for my business.

And that’s how it works Slick Willie…

P.S. Some names have been changed to protect the guilty. On the other hand, Jerry Fossum of Jerry’s Broadway Care Car, Rochester, MN, is the most trustworthy mechanic you will ever know. If you are ever in the area - see Jerry for all your car care needs!!

It’s almost summer and you’re heading to the pool for the first time of the season. It’s finally warm out. No, it’s downright hot! All you can think about is getting cool in the pool! You know it will be refreshing, you will be with friends or family that you have been looking forward to spending time with and you may even lose that glow in the dark look that you’ve been sporting all winter! You’re ready to get in, but before you do, you test the waters with your toe… IT’S FREEZING. You know that you want to get in, but you can’t just “jump in” like everyone is hollering out to you. So you go back on the deck to psych yourself up!

To a lot of people networking is just like getting into that pool for the first time. It’s too cold and instead of just jumping in, they retreat for another time or until they are ready.

So what can a person do to ease into networking? Three things will help:

1. Think positive- If you think the pool is too cold, it will be. If you think the event will be intimidating, it will be. Tell yourself how great it will be and how good it will feel to have the sense of accomplishment! Just like you psych yourself to get into the pool, you can psych yourself for the event!

2. Dress for success- There are certain items of clothing that are suitable for swimming. It would be challenging to go for a dip if you were wearing a snowmobile suit. It could actually hinder your progress and weigh you down and you could even drown. If you are wearing something inappropriate for networking, you can also take a dive. Dressing according to your business is always a good idea, but many find it helpful to dress it up a notch. They find that little extra, gives them confidence, not to mention an edge over their competition. Also, don’t forget your smile. The most important accessory you could put on!

3. Be prepared- To swim in a pool, you need to have the water ready. To network at an event, you need to have your words ready. Practice what to say when someone asks you what you do. Memorize a phrase or two that will just roll off your tongue. Once you are comfortable and a person is truly interested in what you do, you will find it easy to speak from the heart. You will also find it helpful to have business cards and your calendar along!

By practicing these tips and making them your own, it will become easier to attend a function, just like easing into the pool a little at a time. However, you may find you reach a certain level of comfort that you decide to just go all the way in. Whether you become numb to the effects of your mind or just reach a level of comfort, the result will be refreshing and satisfying and you may even build some relationships and get some business!

Tara Schmakel
The Workroom at Tara’s

LuAnn Buechler, PMC Events and Travel

Do you really care about your customers? Or are you moving too fast to truly listen, acknowledge, and care for them.  A good networker has two ears and one mouth and uses them proportionately. Customers Are Really Everything to your business. So, do you show them you care? We would all agree to that, I am sure. We would also all agree that it is easier to keep current customers, than it is to gain new customers. What are you doing to care for your customers?

1.       Are you listening to them? When your customer is talk to you about what is going on in their business are you listening only to what’s in it means to you or are you thinking about how you can help them. You may find in that conversation that you know someone who can solve their problem, provide the service they need. That is a referral to another business.

2.       Are you asking them - How Can I Help You? Really help you to be successful? If they know you truly care about them, they will open up to you. You may find a referral to another business colleague in that conversation. Once they know how much you care, they will confide in you more often. And when they need your products and services they will definitely think of you.

3.       Are you Thanking them for their business? You have an opportunity to touch your customers multiple times in a year to say “thank you for your business”. Happy Birthday, holiday or other occasion cards along with a thank you for business. We appreciate you. Do you have a tool like SendOut Cards that make it easy for you to show your customers you care, by touching their lives in small ways all year round? Reminding them of you and your business along the way.

4.       Do you care enough to pick up the phone and call them just to see how you they are? You may catch them at a time that they need the services of one of your referral partners. You are able to solve their problem and pass a referral. If they happen to need your services at that moment, they think you are psychic. They know you CARE and you WIN big.

Take a look at your marketing plan and see if CARE is built in.

Have you ever rationalized your behavior with an excuse?  Of course we all have.  If we are creative we can justify almost anything.  I recently had an epiphany!

My daughter is getting married in less than two weeks.   It seems that there aren’t enough hours in the day and I feel as though there is always something to do.  I was discussing my challenges with my husband over the weekend and he said in a comforting tone, “Well, things will get back to normal after the wedding”.  I agreed with him and went forward in time to when the routines of life would return.  However, I realized I had all kinds of other things that were coming up each month sometimes multiple things!  I finally said to him, almost in a panic, “You know, it won’t be better because I still have A, B and C coming up.  Things won’t get back to normal until… maybe next year?”  And then it hit me… THIS is normal!  I’ve been trying to fit my life into something that it used to be.  My life has gotten busier.  My business has become more successful.  I attend multiple networking events each week, not to mention busy with my family.  My idea of normal was getting in my way of success.

I realize I am not unique.  We all have hiccups in our lives and businesses, some big and some small.  But are we letting those hiccups take control of us? 

Have you ever said or heard these:

It’s Monday

It’s Friday

My week got away from me

I’m tired

I don’t feel good

I need a vacation

I just got back from vacation

I don’t have enough time

I can’t focus

…

These are things we have heard and I’m sure we have even used at one time or another.  We could come up with hundreds more together, but that’s not the focus.  No more excuses!  Are you letting things get in your way of success?  Are you getting in your own way? 

The conclusion that I came to is this… There will always be something, life makes sure of it.  However, you have two options.  You can make an excuse or you can adjust your vision of normal. 

By Tara Schmakel- BNI Assistant Director, The Workroom at Tara’s

by LuAnn Buechler, PMC Events & Travel

I’m passionate about people…being with people, serving people, helping people, watching people and referring people. I just find it all so interesting and fun!! So, it’s no wonder that I fell in love with the Givers Gain philosophy from day one. When I connect two people that can help one another, it just makes me feel good.

I also, firmly believe that the good things happening in my life are truly because I have helped others get connected, to other people and new opportunities. I am a connecter and I love it. Of course, I reap the rewards from it as well. Who needs sales, all you need to do is serve others, be kind, do a good job and good things will come your way.  Just follow your passions and opportunities open up to you. That is the message.

 What I am about to share with you is the great circle of giving - that is giving me the opportunity to bring one of my favorite people to Minnesota for two amazing events. The complete irony of the whole thing is that it is Janet Attwood, best-selling author of The Passion Test. How perfect is that!

I have told the story before of the referral I received, from Dr. Ivan Misner himself, into the Transformational Leadership Council (if you have yet to hear that story search this blog or SuccessNet Online for the Butterfly Effect) which is where I met Janet Attwood. I am one of the Event Planners that support the TLC’s two conferences per year. Over the past two years, this has given me the opportunity to build a relationship with the members like Janet. In January, Janet said “build events around my message in Minnesota and I will come.”

Shortly thereafter one of the BNI Ambassadors in our region, Ryan Heinritz, secured his dream job running the Paradise Center for the Arts, in Faribault. I contacted him about starting a new BNI chapter in that city, only to find that his new job as Executive Director of the Art Center is where his true passion in life lies. His passion for the historic Paradise Theater now renovated and operating as an Art Center was so inspiring I just had to go see it. Passion breads passion… and I fell in love with the place. I knew I just had to put Janet on the stage there to share The Passion Test message.  And in doing so, I could get Ryan more exposure for the Art Center.

Next step was marketing. I needed a radio station to partner with me to bring the event to fruition. In the process of working with a brand new Pre-Core group in Northfield. I shared with them what a good referral was for me and asked for a connection to the radio stations in Northfield & Faribault. I was stretching relationships that really had just begun. Furthermore, I wanted to meet with the station managers that day while I was in the area so I was trying to avoid the “cold call”. (I was under a bit of a time crunch by this time.) Sue the Banker from the group, made two phone calls and got me two appointments that same morning. By the end of the morning I had secured the radio station in Faribault as my media sponsor for the event. They too being passionate about helping the Paradise Theater to survive and thrive in their community. They were in!

I turned to these, newest members of our BNI community and said “and that’s how it works!” Based on other people’s relationships, who then lent me their credibility, I was able to get in the door and close the deal in couple of hours. I suppose my passion and enthusiasm for the event may have helped a bit. I certainly hope they could also see my desire to help my friend Ryan and the Paradise Theater to succeed. Regardless of whether they knew it, they could feel the passion. I am sure of it.

The story goes on with many other BNI members who have connected me to other people or supported me directly with their own business products or services that is helping me to fulfill my passion to bring Janet Attwood to the stage for two shows here in Minnesota on May 20th.  Ultimately, to help people discover their true passions.  One of mine just happens working with people in the true spirit of Givers Gain.

If you want to learn more about your passions and build a passion filled life check out www.thePassionTest.com. (For local event details go to www.pmcevents.com.) We’d love to share the Passion Test with you. I am sure you too will find “Givers Gain” to be one of your true passions, and I suspect it will inspire you to pass even more referrals. Because we all become better people from the process….have a passion filled day!!

LuAnn Buechler, CMP, PMC Events & Travel

Have you ever thought about the parallel between Customer Service and networking? This might help some of you who hesitate to speak to current customers regarding referrals for your chapter members and referral partners. It also speaks to something called “touch point marketing”.

Exceptional customer service is about good communication with our valued customers. We need to have regular contact with our current customers to keep them as customers. We need to show them how much we C.A.R.E. about them…because Customers Are Really Everything to our business. So, how many times do you “touch” your customer in the service experience?

Do you just wait for them to come to you? Do you follow-up with them after they have made a purchase or even an inquiry? If they are on a regular service program, do you contact them in between service calls or invoices to see if they are happy with the service you are providing? Do you call them up on occasion randomly just to ask them how can I help you?

They all have businesses too (in most cases these days). Pick up the phone and call them to ask how their business is doing; what are their challenges or opportunities. How can you help them be more successful, solve any problems they are facing, etc. You may find in your conversation a referral for one of your members.

More importantly you have touched your customer with sincere caring and concern. You have called them to see what it is they need, rather than to sell them your product. Think about it. It’s simply Givers Gain yet very powerful customer service. If you can connect them with the person, products, or services to help them succeed outside of what you provide. They will think of you – the next time they need help solving a problem. They will think of you first - the next time they need your specific product or service. A few calls like this over the course of the year, accompanied by your usual touch points and your customers will think of you first the next time they hear of someone else who needs your service. You will be top of mind because you CARE! and because now - they care about you, too.

Remember, people could care less about how much you know, until they know how much you CARE!