Who Cares about Your Business?

Do you know who really cares about your business and wants to help you?  Realistically, there are only a few basic ways of motivating people to care about and help build your business.  Basically, it comes down to relationships and rewards.  

Photo courtesy of graur codrin at FreeDigitalPhotos.net

Photo courtesy of graur codrin at FreeDigitalPhotos.net

Some folks, usually friends or family, will simply want to help because they like you and want you to do well.  These people will be motivated by the relationship itself.

But in most other cases, the long term motivation to build your business is not based primarily on whether or not the other person likes you.  Business partnerships, including referral relationships, almost always include some form of mutual reward; typically in the form of social or financial gain.  Both you and your networking partner have something to gain, and you are both eager to help each other achieve it.

Some people are motivated by the potential for business referrals you can send, while others are motivated by the prestige and opportunities created by having a relationship with you.  Regardless of the underlying motivation behind them, relationships can take time to prove profitable in a substantial way, but that doesn’t mean they aren’t worth cultivating.  Ultimately, strong relationships will steer back opportunities because of the nature of networking itself and of the endless variety of products and services to which it can lead.

I firmly believe that most relationships will probably prove rewarding in the long term, even in cases where you don’t receive referrals in return.  There are a few super successful people to whom we send referrals who’ve never reciprocated with a referral back.  We’re motivated to continue helping them in any way we can simply because they will work with people we refer to them.  That makes us look good, because it’s very difficult for the average person to start a working relationship with these very successful, very busy people.

If we refer someone, it opens a door that might never have otherwise opened.  The new person that we are referring to our very busy friends or associates is the one who now goes out of his way to reciprocate.  That’s our motivation; helping our networking partners achieve their goals.  And, of course, in one form or another, it winds up coming back in some way.

What are some experiences you’ve had in which you’ve benefitted in some way or another as a result of truly caring about others’ businesses and helping them to grow and achieve their goals?  I’d love to hear your story/stories so please share your experiences in the comment forum below.  Thanks!

Continuous Partial Attention

How many times have you been at a networking function and realized that half of the people there are paying more attention to their mobile devices than to the other attendees they showed up to meet and network with?  Worse, have you yourself been guilty of staying so glued to your phone or tablet that you have missed the opportunity to make a powerful connection with the person standing right in front of you?

We are living in a world that is more connected than ever and there are some definite pitfalls in our hyperconnected world as it intersects with our business relationships and our networking.  One of these pitfalls is that hyperconnectivity can lead to a state of what I call ‘continuous partial attention.’

In this video, I introduce the concept of ‘continuous partial attention’ and I also discuss the risks and repercussions which accompany it.  Watch the video now to learn how to avoid falling into a state of continuous partial attention and prevent it from wreaking havoc on your productivity at work and your ability to achieve your goals.

If you have any stories about how falling victim to a state of continuous partial attention has affected you or someone you know, I’d love for you to share your experience in the comment forum below.  Thanks!

 

Networking and Friends

One of the strengths of a good networking group is that most of the members become friends.  And ironically, one of the weaknesses is that most of the members become friends.  It’s both a strength and a weakness.  Accountability becomes key in running a good network because friends don’t like to hold friends accountable.  But, people who truly understand networking are not going to have a problem with system and structure.

Photo courtesy of Stuart Miles at FreeDigitalPhotos.net

Photo courtesy of Stuart Miles at FreeDigitalPhotos.net

It can be dangerously easy for a networking group that meets regularly to become a coffee talk session with little or no networking going on.  That’s exactly what happens when a group loses sight of their purpose, focus, system, and structure–or never has any of those things to begin with.

People begin to make up their own agendas and the networking loses focus.  When you lose focus, the meetings become social.  Networking should be about business.  Of course there has to be a social aspect, but it’s really about business, commitment, and accountability.  People can be like water and tend to take the path of least resistance.  Without the proper framework in which to operate, the agenda becomes the topic of the day and it ends up being whatever the person running the group thinks the meeting should be about.  That sort of inconsistency over time is a problem for a networking group.

Even if you have a good, strong leader, at some point the person’s life will change or maybe he or she will simply get burned out.  The problem starts if there is no one else to teach.  Teaching is a leaky-bucket process.  You start with a whole bucket of information.  When that information is taught to someone else, some of that information leaks out and the people being taught only get that limited version of the information.  In turn, when that person teaches someone else, the material continues to get watered down based on their understanding and ability to articulate the material.

By the time you are in the third or fourth generation of people passing along the information, you only have about half a bucket remaining.  When the bucket of information gets low, people start putting in their own stuff.  Very rarely does the material improve over time with this process.

In short, it is a beautiful thing when people in a networking group become close friends–the key to making sure it doesn’t detract from the goals of building each other’s business through networking, however, is to ensure that no matter what type of networking group you’re in the group has a strong sense of purpose, a solid structure, and that each member is committed to carrying out the systems for networking which are already in place. 

So, how does your networking group maintain its focus and its commitment to its systematic networking practices (e.g., careful selection of leadership, effective training programs, etc.)?  I’d love to hear your thoughts–please share them in the comment forum below.  Thanks so much for your participation!

 

Success through Profitability & Abundance

In this brief video filmed at a recent TLC (Transformational Leadership Council) conference, I talk to my good friend Raymond Aaron about our respective contributions to the newly revised version of Jack Canfield’s book THE SUCCESS PRINCIPLES.  

I am beyond honored to have been asked to contribute to the book and, because of that, I wanted my portion of the book to focus on the most valuable, useful, beneficial information I could possibly offer within my field of expertise.   That information is the concept of the VCP Process®–how to build visibility and credibility to ultimately achieve longlasting success through profitability.

Raymond, a world renowned success coach, offers eye-opening information about what blocks us from enjoying success through abundance and how to overcome those road blocks.

Have you read THE SUCCESS PRINCIPLES?  If so, I’m eager to hear your thoughts on the book in general or on a specific section or sections which resonated with you the most.  Please share your thoughts in the comment forum below.  Thanks!

For more information on THE SUCCESS PRINCIPLES, please visit: www.TheSuccessPrinciplesBook.com.

The Success Principles

In this video, I talk to my good friend Jack Canfield about Jack’s just-released updated edition of his bestselling book, “The Success Principles.”

Watch the video now to hear the truly amazing story of a man whose life was completely transformed as a result of following the principles in Jack’s book and to get both  Jack’s take  and my take on what it takes to be truly successful in any given area of life.

if you’ve read the earlier edition of Jack’s book, I’d love to hear your thoughts on it. Please share your feedback in the comment forum below. Thanks!

To learn more about the newly released edition of “The Success Principles,” please visit www.TheSuccessPrinciplesBook.com.

The Top 7 Things I’ve Learned from 30 Years of Heading the World’s Largest Business Networking Organization

BNI-30-Year-Logo

BNI’s Official 30th Anniversary Commemorative Logo

30 years ago this past Thursday, I put together about 20 people in a small coffee shop in Arcadia, California for the very first meeting of BNI® (Business Network International).  The organization was run from a small bedroom which was converted into an office inside my house in La Verne, California.

The House Where BNI® Began

The House Where BNI® Began

I am humbled by the fact that today the organization has over 7,000 chapters in 60 countries with over 170,000 members world-wide.  In addition, we have over 30 BNI staff at HQ and more than 3,000 BNI Directors and Director Consultants working for the organization!

I don’t believe any of the two dozen or so people who were present at that first meeting fully realized that this was the beginning of something amazing. 

That realization came to me almost a year later between Christmas and New Years as I looked back in amazement at having opened up 20 groups during the year.  At this point I recognized I had struck a chord within the business community.  We don’t teach networking in colleges and universities anywhere in the world, and business people are hungry for referrals. They simply had no viable way to generate them regularly back in 1985.  It was during that week that I sat down and put together the outline for a plan that has evolved into what BNI is today.

I was recently asked by a BNI Director what the secret to this growth was.  I’ve taken some time to write down some of the key factors I think contributed to our success as my answer to his question.  These are factors you won’t find in most business books, and they weren’t taught to me in graduate school.  But I think they were critical to our success in this organization and they may be relevant factors to you, too.

BNI's Current Headquarters Building in Southern California

BNI’s Current Headquarters Building in Southern California

Lessons I Learned in Developing BNI:

  1. Set Goals. I know – everyone says “set goals,” but let me give you a slight variation to this concept.  I recommend you set three levels of goals.  By setting goals in this manner, you give yourself some flexibility in where you want to go over the next year (or years).
    1. High – set a goal that is a stretch. This is one that will be very difficult to reach, but it is definitely possible.
    2. Target – set a goal that you are confident you can reach. It won’t be easy, but it is definitely possible.
    3. Low – set a goal that if everything goes wrong, you are still confident you can reach this.
  2. Reverse engineer your goals. At each level above – where do you want to be at the end of twelve months from now?  That number would be 100% of your annual goal.  Now reverse that.  At nine months you should be at 75% of that goal.  At six months, you should be at 50% of that goal.  At three months, you should be at 25% of that goal.  Check your progress every month.  Stay on track.
  3. Do six things a thousand times, not a thousand things six times! I think one of the big mistakes businesses make is that they jump from one bright shiny object to another. For me, success has come by being like a “dog with a bone!”  I have taken techniques that I’ve seen work, and then I’ve done them over and over and over and over.  Six things, a thousand times.
  4. Create a larger vision. It’s never too early or too late to create a larger vision.  Create something that is a unifying concept for you, your employees, and possibly even your clients – something that resonates with people and creates a long-term vision for the company.  For BNI this began with our philosophy of “Givers Gain.”  It has been inculcated throughout the organization and has been the guiding force of our referral-marketing program.  It led to our vision statement of “Changing the Way the World Does Business” which is all about businesses collaborating and cooperating through our philosophy.
  5. Maintain personal engagement. As a company grows, it becomes increasingly difficult to be personally engaged in every aspect of the business.  That means you must make choices.  However, you must continue to be personally engaged as much as possible.  Technology has enabled me to stay engaged with members and directors (through my visitations, video messages, this newsletter, my blog, the BNI Podcast, our social media, and BNI Connect, to name a few). Nothing replaces personal engagement.  The more you remain engaged, the more your vision can thrive.
  6. Ignorance on fire is better than knowledge on ice. One thing I’ve learned over the last 30 years is that I can teach people “how” to do something (including network).  I can’t teach them to have a good attitude, and I don’t have time to send them back to Mom to get retrained.  The only thing better than “ignorance on fire” is “knowledge on fire.”  If I can take someone who is on fire and teach that person how to succeed, our organization becomes unstoppable.
  7. Do what you love, and you’ll love what you do. As a business person, you are either working in your flame or working in your wax.  When you are in your flame, you are on fire.  You are excited and energized.  When you are working in your wax, you are drained and fatigued.   As a company grows, it is easy to get caught up doing more and more in your wax.  Find out what your flame is, and then do your best to work more in that flame.  Find people whose flame is your wax and put them in the roles you no longer love doing.  This will free you up to work in your flame.

I’d love to hear any thoughts, questions, suggestions, or observations that you might have about the BNI organization whether you’re a member of the organization or not and I’d also really like to hear any key lessons or tips for success which you’ve learned through your own experience in the world of business.  Please share your thoughts, etc. in the comment forum below–thanks!  

 

 

 

 

 

How to Persevere in the New Year

My good friend Julien Sharp is a brilliant editor who has worked on a countless number of writing projects for me and done a top-notch job. She is also founder of Funnybone Toys® and Funnybone MuseTM, a fantastic networker and businesswoman, and an exceptional author who contributed a great article entitled “From Mickey Mouse to Cruise Ships” to my 2007 bestseller, Masters of Sales.

Julien Sharp

Julien Sharp

The article talks about her early childhood dream to be a musical performer on The New Mickey Mouse Club, how that transitioned into a desperate longing to become a cruise ship entertainer, and how she went from a kid growing up in rural Indiana to a successful cruise ship entertainer performing in exotic locations like the southern Caribbean.

Although Julien’s story is certainly an interesting one, the reason I bring up her article is not to detail her journey from Mickey Mouse to Cruise Ships, but to focus on the main points in her article, which explain how she achieved success.

Julien says that even today, she’s never forgotten a quote she read as a young girl from Lee Iacocca: “You’ve got to say, ‘I think that if I keep working at this and want it badly enough, I can have it.’ It’s called perseverance.”

This idea became the mantra that guided Julien to success. She says, “I had to have the perseverance to finish what it took to achieve my goal, and I had to realize that perseverance virtually never comes into play without the first two words in the quote: ‘I think . . .”

As a result of making Iacocca’s quote her mantra, at an early age Julien learned:

  1. To convert her dream to a specific goal
  2. How to research her target market
  3. To create an impassioned sales presentation, and
  4. To sell with passion.

Julien’s all-encompassing goal was to sing on a cruise ship, so she researched her client (cruise ship companies), rehearsed her presentation (created a demo cassette, packaged with the most professional photo she could afford, and included an introductory letter detailing her experience, education and the absolute passion she had for achieving her goal), used her enthusiasm as her best selling tool (all her money and every ounce of emotional desire went into 12 demo packages destined for various cruise lines in Miami), and persisted in chasing her goal. It’s no surprise that she achieved that goal, and now she continues to achieve even greater goals with each new year.

So, what’s your goal this week? This month? This year? Please share your answers in the comment forum below and if you really want to achieve your goals, remember the Iacocca quote, take a lesson from Julien, and learn to persevere.

Year End Reflections and Goals for the New Year

For many cultures around the world, today marks the dawning of the new year.  Here in the United States, most people were up at midnight, full of energy, excitedly celebrating the clock striking 12:00 a.m.–the start of 2015 and, more importantly, the chance for people to start fresh and move forward in business and life in bigger and better ways.  So, what was I doing to celebrate the new year? . . . I was giving thanks for the opportunity to enjoy the beautiful view from my lake house in Big Bear, CA  (pictured below) and it moved me to record this video about year-end reflections and new-year goal setting.

The Current View from My House in Big Bear, CA

The Current View from My House in Big Bear, CA

The thing is, the only reason I’m able to sit here enjoying the life I’ve created is that I continue to reflect on the goings on of each passing year and strategically set new goals to accomplish bigger and better things with each coming year. New Year’s Day is the perfect time for all of us to sit down, take stock of the good, the bad, and the ugly from the past year and forge ahead in the new year with a fresh set of goals and a specific plan to achieve those goals.

In this video, I talk about how I go about setting goals each new year and I share the template (shown below) I use for outlining my goals on paper.  I share my main goals for business and life in 2015 and I would really love to hear your goals for the new year as well so please share your goals in the comment forum below.  Thanks and Happy New Year!!

GoalsAndControlsReportTemplate

How to Set Goals for the Year Ahead

As 2014 draws to a close, many people are beginning to think about what goals they would like to accomplish in the coming year. In light of this, I’d like to take this opportunity to share with you how I personally go about setting and achieving my own goals.

Watch the video now to get my top three tips on how to plan your goals and what actions to consistently take in order to achieve success when it comes to reaching your goals.  Also, I’d love to hear what tactics have worked for you in regard to goal accomplishment so please share your thoughts and ideas in the comment forum below.  Thanks!

Make a Good Living While Serving a Greater Good

All of us are in business to make a profit. But if that’s the primary driving force in business, we become mercenaries to that process.  I believe that I should serve a greater need than simply to make a profit. I believe that business can be honorable.  It can make a difference in individual lives as well as communities.

Small business is the engine that drives many of the economies around the world.  Small business doesn’t have the resources of large corporations.  However, if they network together – the sum of the whole becomes greater than the individual parts. Well-designed collaboration based on an effective system and strategy can lead to small business success.

However, in the final analysis, the true foundation for success rests in an organization’s culture.  In fact, I believe that culture eats strategy for breakfast.  An organization needs a sound strategy to succeed but, it needs a great culture to excel.  For me, that approach has been about creating core values around a culture of collaboration.

Core values establish culture. It’s never too late or too early to think about your core values in business and in life. Here are my core values:

  1. The Philosophy of Givers Gain®(What goes around comes around).
  2. Building Meaningful Relationships
  3. Lifelong Learning
  4. Traditions + Innovation
  5. Positive Attitude
  6. Accountability

I believe that it is possible to make a good living while serving a greater good. The core values I have tried to apply in my life and in my business have helped to create a culture of collaboration within the context of building a business. This approach is not only a great way to get business, I believe it is an even better way to do business.

Business can be honorable. It can be something that improves people’s lives as well as supports and helps local communities. It can do so, by not only helping to generate more business for one another, but by giving back to the community, mentoring others, immersing in a culture of shared learning, and by collaborating with others.

I have a big hairy audacious goal (a BHAG) for businesses around the world. I believe we can “Change the Way the World Does Business” and we can do that by incorporating core values into our business that support collaboration and positive meaningful relationships.  

We are coming up on the 30th anniversary for my company (BNI) and I believe that our focus on these core values, philosophy, and vision are responsible for our 30 years of consecutive growth. Through strong economies and serious recessions – my organization has grown year in and year out for 30 years without exception.  Few organizations can say that.   I think that is a testament to our approach to doing business.

Have you given thought to your organization’s core values? If so, share your company’s core values here. I’d love to hear your comments.

 

 

Secrets to Success & Business Growth

In January, BNI® (Business Network International), the worldwide referral marketing organization which I founded in 1985, will be celebrating its 30th anniversary.

In light of this, one of the organization’s franchisees incredulously asked me how I’ve managed to consistently keep the company growing each year and how it’s possible that the BNI continues to steadily achieve higher and higher feats of success.

I made this video in answer to this question and in it I outline my secrets to growth and success step by step.  The great thing about what I explain in the video is that you can apply the same business tactics I used to your own business. 

After watching the video, I’d love to hear your thoughts about BNI, the business strategies I discuss, and/or how you are going to use the tactics I outline in your own business.  Please share your thoughts in the comment forum below.  Thanks!

To find out more about BNI, please visit www.BNI.com.

Your Contribution Lives On

The news of Robin Williams’ suicide stunned me last week. He is someone we collectively feel strongly personal about, as if we knew him as a friend. And the situation that apparently led him to take his own life – depression – just left me feeling like I had been sucker punched.

MonBlog-RW

And then it led me to some deeper and more profound thoughts. Albert Pine, an English author who wrote in the early 19th century said, “What we do for ourselves dies with us. What we do for others and the world remains unchanged and is immortal.” There is no doubt that Robin Williams has left a mark on our world. I have spent hours laughing through one of Williams’ movies, a comedy show or even a simple interview, and I’m sure you have, too.

To paraphrase Pine, I would say the following: What we do for ourselves ends with us.  What we do for others lives on.

I certainly hope that what I do for others will live on. This shattering event has given me a moment to pause and take a look at how I have started a movement within business with the purpose to change the way we do business.

I’m so serious about this movement that I have adopted as my motto: “Changing the Way the World Does Business®”This change comes by implementing a shift in the focus of how we go about growing our businesses – from a dog-eat-dog, competitive model, to a how-can-I-help-you, collaborative model.

One of our business colleagues said recently about our mission that “we know referrals are our purpose, but impacting someone’s life is our calling.”

When doing business with the “givers gain” philosophy gets really embedded in practice, there’s a huge movement from “transactional” to “transformational relationships,” and both people and business take on fresh dimensions of trust and creativity that can’t be measured with mere numbers. That ethos and experience, multiplied in viral fashion, changes the face of business, which in turn impacts lives in positive ways.

Douglas Adams, author of The Hitchhiker’s Guide to the Universe, wrote, “Anything that is in the world when you’re born is normal and ordinary and is just a natural part of the way the world works. Anything that’s invented between when you’re fifteen and thirty-five is new and exciting and revolutionary and you can probably get a career in it.” This Givers Gain business focus started when I was just 28 years old and has provided me with a rewarding and long career.

I think we can all use our loss of one of America’s great comedians and actors to start a conversation about what our contribution is going to be that will live on past our life span. I would encourage you to design a fulfilling life. Whatever you are, be a good one, as my friend Stewart Emery says.

I sincerely hope that somehow Robin Williams had a sense of the contribution he made to our lives before he left us, all too soon.  

Rest in peace, Robin. You will be missed.

Related Posts Plugin for WordPress, Blogger...
1 2 3
   Follow Me

Get every new post delivered to your inbox