tag:blogger.com,1999:blog-37284772906900724342011-11-27T15:45:23.525-08:00Referred to as “That Networking Guy” by many organisations, Glenn Kirkwood is considered one of the leading experts on business networking and has been a keynote speaker for many corporations and associations throughout Australia. He has been featured in over 160 publications world wide as well as appearing on numerous radio shows within Australia on the subject of effective networking and how, if done correctly can lead to more business than you can handle.Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.comBlogger841100tag:blogger.com,1999:blog-3728477290690072434.post-71908295981046934692011-01-25T13:04:00.000-08:002011-01-25T13:16:31.977-08:00

Whilst Blogger has been great place for me to learn about how blogs work, I have decided to move to WordPress. All future posts can be found on my new blog at http://thatreferralguy.wordpress.com/

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-91392515002509663342010-07-23T15:06:00.000-07:002010-07-23T19:01:44.990-07:00

Tip 29 - Ask Your Own Questions from the book 29% Solution by Dr Ivan Misner and Michelle DonovanMost of us have been taught as children that if someone does something nice for you, you should someday return the favour. The law of reciprocity guides our obligations and commitments to each other, because most of us don't like to feel obligated to others. This even has an impact on our

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com1tag:blogger.com,1999:blog-3728477290690072434.post-42769478933180204852010-07-09T21:42:00.000-07:002010-07-09T21:45:11.538-07:00

Tip 27 - Sponsor Select Eventsfrom the book 29% Solution by Dr Ivan Misner and Michelle DonovanImagine one day being in charge of putting on a huge event. Suddenly, someone from your network steps forward to offer you a substantial sponsorship because she heard through the grapevine that your event needed money. How would you feel about that person? You can create that same feeling toward

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Tip 26 - Join a Chamber of Commerce(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)Network in the right places!Professional associations exist whose sole purpose is to support the members of a particular profession with opportunities for continuing education, networking, recognition, research, credentialing, publications, and other services. Your local chamber of commerce is

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-28383512264225860672010-07-01T20:42:00.000-07:002010-07-01T20:44:28.254-07:00

Tip 25 - Seek Out a Referral Networking Groupfrom the book 29% Solution by Dr Ivan Misner and Michelle DonovanJoining a referral networking group is like getting a free sales force. Business Network International's purpose is to enable professionals to develop lasting relationships that lead to future business. The motto for this organisation is "Givers Gain" - which tells you that in order to

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-51514543442109677912010-06-18T00:02:00.000-07:002010-06-18T00:05:12.155-07:00

Tip 24 - Make First Impressions Count(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)People who meet you for the first time are judging you, whether you want them to or not. When you're meeting people for the first time, radiate confidence, demonstrate integrity, and begin to earn their trust. This will demonstrate your professionalism & enhance your chances of being welcomed

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-20024903356338883942010-06-13T18:29:00.000-07:002010-06-13T18:30:44.941-07:00

Tip 23 - Have Purposeful Meal Meetings(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)The networking purpose for this meal meeting might be to further develop the relationship, to help a colleague solve a problem, to learn how to refer someone in your network, to introduce your colleague to someone significant, or to teach someone how to talk about your business to his own

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-35222392240168029082010-06-07T01:13:00.000-07:002010-06-07T01:16:23.794-07:00

Tip 22 - Learn to PLAY Golf or Something(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)Most people agree that golf outings, because of their non-threatening nature can be good for forging relationships. Whatever activity you prefer, you can use it to bring people together in situations that are conductive to forming symbiotic relationships. How do you capitalize on the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-25652310390259449612010-06-05T21:57:00.000-07:002010-06-05T22:01:50.920-07:00

Tip 21 - "ON" 24/7(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan) You never know when someone standing beside you might be connected to a huge opportunity. If you understand networking to be the process one uses to develop relationships and build social capital, then it makes sense that you should network everywhere. The key is to tailor your networking strategies so that you

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Tip 20 - Follow Up(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)Follow-up is the lifeblood of effective networking. When your #1 objective is to cultivate strong relationships with other business professionals and build social capital, you must demonstrate your commitment by following up on every promise, contact and opportunity to help your networking partner. Your ability

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-76737679601064375932010-05-15T02:10:00.000-07:002010-05-15T02:14:32.187-07:00

Tip 19 - Send a Thank-You Card(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan0For most written communication, we simplify our lives by turning to the computer, but in doing so we make our personal messages feel somehow less personal. For that reason, a hand written card of thanks now carries even more cordiality than when it was the norm. A typical thank-you note might consist

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-68271352835135534112010-05-07T17:04:00.000-07:002010-05-07T17:06:19.188-07:00

Tip 18 - Volunteer and Become Visible(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)Volunteering can position you to meet key people in your community. It connects you with people who share your passion. It gives you opportunities to demonstrate your talents, skills, and integrity, as well as your ability to follow up and do what you say you are going to do - and it does all

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Tip 17 - Find an Accountability Partner(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan)Being held accountable for our actions, performance, and commitments tend to heighten our awareness of what we have promised to do. The urge to comply compels us to perform at a higher level. So why not find an accountability partner for networking your business? Having someone looking over

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Tip 16 - Become a Catalystfrom the book 29% Solution by Dr Ivan Misner and Michelle DonovanA catalyst is an agent that initiates a reaction. In networking, there are three kinds of people: Those who wait and watch for things to happen, those who make things happen, and those who wonder what the heck happened. Think of your network as a row of standing dominoes. Your network is standing in place,

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Tip 15 - Be a Value-Added Friendborrowed (& modified) from Scott Ginsberg author of The Power of ApproachabilityWhen you help someone meet a goal, you instantly become a "value-added" friend - an asset to this individual's life & business. You demonstrate you're in the relationship not just for what you can get out of it, but also for what you can invest on their behalf. The wise farmer knows

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-80332204598485821682010-04-11T02:02:00.000-07:002010-04-11T02:32:02.774-07:00

Tip 14 - Tips to Become Magnetic*borrowed (& modified) from Scott Ginsberg author of The Power of Approachability1. Be Ready to Engage,2. Focus on Common Points of Interest,3. Give Flavored Answers,4. Don't Cross Your Arms at Networking Events,5. Give options for Communication,6. Always Have Business Cards,7. Conquer Your Fear (the #1 reason people don't start conversations!),8. Wear Your Name

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Tip 13 - Join a Web-Based Networking GroupFrom the book 29% Solution by Dr Ivan Misner & Michelle DonovanThe Internet is undeniably one of the fastest ways to exponentially increase your visibility to hundreds of thousands of people - for whatever purpose. Since online social networks are successful at bringing people together, why not consider using the same system to bring business

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com1tag:blogger.com,1999:blog-3728477290690072434.post-10204580644772930202010-03-25T22:11:00.000-07:002010-03-25T22:15:45.241-07:00

Tip 12 - Stop Being a Cave Dweller(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)A "cave-dweller" is defined as "someone who remains in one of several confined spaces for the duration of an entire business day, day after day." It limits your connections to a small, unchanging group of people. For someone who wants to grow and network a business, a closed network is a recipe for

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-15649571018549601052010-03-19T13:37:00.000-07:002010-03-19T14:04:48.843-07:00

Tip 11 - Talk to Your Family(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)They understand the core of who we are & what life dealt us to create who we are today. They support our endeavors & celebrate our success. They're often our biggest fans. So why don't we leverage our biggest fans to help network our business? Help your family members with the resources in your network:

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-33654233819408262992010-03-13T13:11:00.000-08:002010-03-13T13:18:21.962-08:00

Tip 10 - Reconnect with People from the Past(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)It's time they knew more about what's going on in your business, because you never know who they might know and how they might be able to help you. But there's a key point to remember: always offer them something in return for their help. One-sided relationships don't last long. The more

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-19600166126621022922010-03-05T14:49:00.000-08:002010-03-05T14:53:52.899-08:00

Tip 9 - Meet the RIGHT People(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)Effective networking is not simply about meeting a lot of people; it's about knowing the difference between a "contact" and a "connection". How well you know them and how well they know you is what really counts in building a powerful network. So, who are the right people to meet? Consider two types of

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Tip 8 - Diversify Your Contacts(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)The concept in this strategy is to step outside your comfort zone to meet people who are different from you. If you limit yourself to one circle of friends & colleagues, your business's exposure will be finite-limited to that same circle of associates and the people they know. The more diverse the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-27244178677532412282010-02-26T13:11:00.000-08:002010-02-26T13:15:15.244-08:00

Tip 7 - Master the Top 10 Traits of a Master Networker(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)1. Timely follow-up on referrals,2. Positive attitude,3. Enthusiasm/motivation,4. Trustworthiness,5. Good listening skills,6. Commitment to networking 24/7,7. Gratitude,8. Helpfulness,9. Sincerity,10. Dedicated to working one's network"A happy person is not a person in a certain

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-53574595914374872772010-02-20T23:49:00.000-08:002010-02-20T23:53:07.306-08:00

Tip 6 - Create a Network Relationship Database(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)You need a way to maintain contact information on your clients, prospects, vendors, word-of-mouth marketing team members, & anyone else whose path you hope to cross again - especially those most likely to be able to refer you business. High-tech? No tech? Whatever works. Record every

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-40451482302027754952010-02-05T02:07:00.000-08:002010-02-20T23:47:10.690-08:00

Tip 5 - Give to Others First(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)Giving to others is not only an essential networking technique: it is a fundamental ethic. Givers Gain. No other two words capture so vividly, accurately, & simply the power & potential of networking at its best. By giving to others first you take the first step in building two-way, win-win networking

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-29371653562035214892010-01-30T03:01:00.000-08:002010-02-20T23:46:41.225-08:00

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)Tip 4 - Recruit Your Word-Of-Mouth Marketing TeamThese people1. Know you very well,2. Really like you,3. Trust you.They are influential people whose recommendations and testimonials carry great weight with your preferred clients and are willing to establish a reciprocal referral relationship with you. They help create buzz in the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-34683720986726035812010-01-24T00:53:00.000-08:002010-01-30T03:11:21.834-08:00

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)Tip 3 - Profile Your Preferred ClientThis directs you towards the diverse people you need to meet and helps to mold & clarify your message - i.e. how you describe your business when introducing yourself to someone in a networking encounter. You can be more effective at networking your business when you're able to profile your

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-19901501960716637402010-01-17T13:27:00.000-08:002010-01-17T13:46:14.980-08:00

(From the book 29% Solution by Dr Ivan Misner & Michelle Donovan)Tip 2 - Block Out Time to NetworkThere are four steps to changing a behavior: want it, learnt it, try it, and live it. For most of us, advertising won't produce enough new business to keep us going indefinitely. Networking, if done strategically and exceptionally well, has the potential to generate all of your new business by word

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-38129723094565942092010-01-15T04:15:00.000-08:002010-01-15T04:22:15.958-08:00

This time of year see's many people making New Years resolution for themselves - You know - Spend more time with their family, Lose a few pounds or just simply to Work less and I was no different. My New Years resolution this year - 'To have FUN & To work smarter - not harder'. For me that means not trying to reinvent the wheel, especially when I am fortunate to have so many fantastic people and

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-90710955498945157342009-10-26T03:20:00.000-07:002010-01-17T15:09:52.986-08:00

If your in small business don't fall prey to the rapid discounting that the big businesses did last year. You can offer seasonal promotions that set your brand apart in a sustainable way, while supporting other local businesses and charitable organisations. For example, last year a men's clothing store in New York - Rothman's, offered its own version of "cash for clunkers" to get the attention of

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-48112275129689669532009-10-09T18:47:00.000-07:002009-10-12T23:44:33.367-07:00

Last week I received the worst negative feedback I have not only ever received but ever read. Can I say this - anyone can unsubscribe from my newsletter any time they wish - choice is wonderful and I am OK with your decisions.My reaction to the email made me wonder - How do we or should we process feedback. My first reaction caused me upset and I was going to react with a response that I am

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Have you ever noticed how people who organised or run events know everyone attending. Thats because they make it their responsibility too.Your task this week is to change your responsibility by changing your thinking and adopting a host mentality at the next networking event you attend. Turn up early and meet the people in charge. People who run events love it when people offer to help, so learn

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-13809680332157739232009-09-08T06:00:00.000-07:002009-09-08T06:04:22.332-07:00

This weeks "Networking Tip" is brought to you by my good friend Tony Bourke, who has just co-authored his first book with such greats as Brian Tracey, Dr Anne Curtis, Dr Wayne Dyer, Liz Vassey, Ernie Hudson, Bill Harris, Zachary Levi and many more. Called "In Service" its a collection of stories of people found their own passion and aided others in the process - very inspirational. If you are

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-74355531217514094692009-08-28T21:11:00.000-07:002009-08-28T21:13:06.710-07:00

Imagine your business as an infinite web of relationships. Every one of your business contacts has the potential to connect you to dozens of other contacts. The relationships are out there, but they'll likely remain out of reach unless you actively pursue them.It may never occur to your current contacts to broker an introduction. It's up to you to put the idea in their heads. Don't feel sheepish

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-56290381717902937582009-08-20T02:15:00.000-07:002009-08-20T02:17:54.150-07:00

It has been a while and I thank everyone for there emails of support..anyway on with today's tip. As important as stating who is a great referral, is how to make that contact. This one came to me as a blinding flash of the obvious. If you are a printing company and specifically ask for a referral to the owner of a local lotion manufacturer, your sales force needs a little more information on how

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-61819492237300017842009-06-19T20:51:00.000-07:002009-06-19T21:01:20.977-07:00

Last week we touched on how to build trust and what things could influence the level of confidence people need to refer you, so here they are.Seven main factors that influence the level of confidence are the following:What profession you are in?The size of your referral groupHow supportive the group isHow well you educate the group on what you doHow much business you give to others in the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-62641719869471821272009-06-12T00:08:00.000-07:002009-06-12T00:36:15.931-07:00

Recently a business person who attended one of my "Referral Pipeline" courses asked, what's the quickest way to have people build confidence with me, so that they refer me business, and what is the best group to join to do that. Well, I think most of you know my answer, BNI of course, but what amazed me was what she said next, "OK, but which chapter is the best one to join". I told her that great

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-45853098453564509962009-05-15T22:53:00.000-07:002009-05-17T20:36:22.690-07:00

If you think good customer service is enough these days, think again. Customers expect good service and if they don't get it they tell every man and his dog. Good service should be a given now days, customers need good service but when they get GREAT, FANTASTIC, AMAZING customer service, people begin talking as well as referring. I received AMAZING service from Julie at Olympus Australia (Camera)

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-45987314573257981482009-05-08T20:07:00.000-07:002009-05-17T03:39:29.243-07:00

Often I get asked, I received a referral that is not really a referral, what should I do? I think Ivan Misner put it best when he said "If you receive a bad referral and do nothing about it, you deserve all the bad referrals you receive"So here are 5 things you can do to improve the quality of the referrals you receive1. Be Tactful - when you receive a bad/poor referral arrange a get together,

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com1tag:blogger.com,1999:blog-3728477290690072434.post-78711011699021195322009-04-30T22:25:00.000-07:002009-05-08T22:40:11.247-07:00

In a recent article by Kirsty Dunphey she talked about her being surprised at the reason WHY her husband would recommend a particular tattoo artist.Given her husband's tattoo free stance she was surprised that he would recommend anyone and was keen to find out what was so amazing about this artist's work. Turns out however that her husband wasn't referring him based on his work but on the fact

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-54573081722588485422009-04-23T19:45:00.000-07:002009-05-08T23:20:31.213-07:00

This week, I want to share with you a very special and easy tip that has made the MOST impact to my NETWORKING when it comes to growing business relationships.Next time your reading an interesting article, receive an informative newsletter or see something on line that grabs your attention - ask yourself these questions- Who can I share this information with?- Who do I know that would benefit or

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com1tag:blogger.com,1999:blog-3728477290690072434.post-67568883153741546562009-04-18T17:44:00.000-07:002009-05-08T23:19:48.211-07:00

If you want to get more referrals from people in your network, you have to be able to make it easy for them to find and give those referrals to you. They want to help you, but most will not step out of their comfort zone to make it happen,Here are 5 things to help you start the process of making it easy;1. What should they listen out for? When your around people you will hear them complaining or

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com2tag:blogger.com,1999:blog-3728477290690072434.post-80779086560790012852009-04-18T00:19:00.000-07:002009-05-08T23:18:44.218-07:00

Relationships move both our lives and our businesses forward, closer to our goals. The Dalai Lama put it this wayWe human beings are social beings. We come into the world as a result of others' actions. We survive here in dependence on others. Whether we like it or not, there is hardly a moment of our lives when we do not benefit from others' activities. For this reason, it is hardly surprising

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-88468230248775493642009-04-16T20:58:00.000-07:002009-05-08T23:16:25.797-07:00

I wanted to share with you some effective tips on how to network a trade show or conference for building your business...- Make new friends, you're there to network, so get out there. - Meet the competition, share ideas about the industry. - Volunteer to speak when you first hear about the conference, get to be know as the EXPERT in your field.- Be social, people love friendly happy people.Your

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-76304967047043270632009-02-14T18:38:00.000-08:002009-05-08T23:16:53.584-07:00

Thanks to everyone who sent an email regarding last weeks 3Gw. Your comments inspire me to strive for excellence, which made me think, How important is having a positive attitude to achieve success?Well in the words of Jeffrey GitomerATTITUDE IS EVERYTHING -- and --ATTITUDE IS THE FOUNDATION FOR EVERYTHINGIt ain't the rain, the snow, the boss, the competition, the spouse, the money, the car, the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-1939981482978250272009-02-09T05:37:00.000-08:002009-05-08T23:13:50.921-07:00

WOW!What a great "Givers Gain" story.Click here and see how you CAN make your newsletter data base grow - FAST http://www.readingfinancial.com.au/16.html

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-81916721933255474372009-02-06T13:51:00.000-08:002009-05-08T23:17:22.587-07:00

I would like to thank Tim Callcott (Icon Business Consultant) for sharing the best article I have read about Twitter- What is it and how you can use it to promote you and your business. Simply click the below link you will see what I mean. It is a short and simple article to read - No geek stuff.I started using Twitter straight after reading the article. The best part was that I knew what I was

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-36806993430769719702009-02-02T07:40:00.000-08:002009-05-08T23:08:18.421-07:00

A verb, as described, by my primary school teacher, is an action word. A noun is an object or thing. That means that in order to network you must take action ... do stuff ... not just show up at things and be seen. If you go to a chamber meeting and just "be there" then you are a noun ... you are just an object. Do yourself and everyone else a favour and go home, stop waisting your money and the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-71239971009211116972009-02-02T07:35:00.000-08:002009-05-08T23:07:47.237-07:00

First you need to ask yourself what your goals are for participating in any networking meetings. This way you will pick groups that will help you get what you are looking for. Some meetings are based more on learning, making contacts, and/or volunteering rather than on strictly making business connections. Here are a few things you should consider - Visit as many groups as possible that spark

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-43905516905387026342009-02-02T06:15:00.000-08:002009-05-08T22:59:35.190-07:00

Yesterday I received an e-mail from someone I went to school with, so I researched his name on the Internet and found a firm owned by someone of the same last name. I clicked on 'HISTORY OF THE FIRM' and his name was listed so I emailed him and it was the same guy I sat next to for English studies for 3 years! It turns out that he is the person in control of all the safety aspects of one of the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-7984290757978988132009-02-02T06:12:00.000-08:002009-05-08T22:59:00.859-07:00

The other night, we had a little Holiday recognition party for a couple of our team members. Towards the end of party we did a very simple exercise that had left each of us with a great feeling for 2009. We gave each person a notepad and pen. We asked each person to write down 3 things they would like to do or have in 2009 (that they don't currently have). We gave everyone a few minutes and then

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-20807612143972051272009-02-02T06:04:00.000-08:002009-05-08T22:57:38.647-07:00

Change is something that a lot of people resist. The status quo works for them because they know what to expect and what is expected of them. The problem is that business is always changing. I mean the economy is going to do what the economy is going to do, but you can make plans to change the way you react. There are two types of people in this short video clip, which one are you? Click - Who

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-1851575103744740132009-02-02T06:01:00.000-08:002009-05-08T22:52:15.807-07:00

Here is another 2 simple ways to increase the amount of referrals YOU give and at the same time help promote yourself. Whenever you write up a sale, give them your business card holder (filled with the cards of the people you refer) to browse through while you do the paperwork of the sale. The client will be drawn to the business cards like a magnet and will ask you about the people and services

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-52353666420380234862009-02-02T05:59:00.000-08:002009-05-08T22:51:36.311-07:00

(The more YOU give, the more YOU receive).1. Carry a business card holder every where you go. Don't leave home without it. Keep it current with cards of the people who you refer business.2. Get yourself an extra set of eyes and ears! Give your spouse or significant other a business card holder of the people who refer you.3. Each week, pick out one card from your card holder and try and find them

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-76303633724763842522009-02-02T05:56:00.000-08:002009-05-08T22:33:17.730-07:00

At 211 degree Fahrenheit water gets warm but at 212 degrees...it boils. And with boiling water, comes steam. And steam can power a locomotive. And, it's that one extra degree that...Makes all the difference.So many times, in business and in life, it's that one extra degree of effort that separates the good from the great. What is fantastic about the 212° idea is that you can use it to fit your

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-47461580301897920462009-02-02T05:54:00.000-08:002009-05-08T22:43:52.340-07:00

If you want people to refer you business then you need to have them TRUST you! Have you ever heard the saying "I am sorry I can't hear you because what you do thunders above you". This quote illustrates that people will make evaluations about you, based and what you do rather than what you say your going to do. No one likes a gunna!The answer to building profitable relationships is really very

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-53065142092056910312009-02-02T05:50:00.000-08:002009-05-08T23:17:48.257-07:00

Relation marketing does require work and having conversations with other business people in order to grow the relationship. This week I would like you to consider the "The types of conversations you have". I offer that there is only 3 types of conversation people have, they are1. Conversations that draw attention to themselves. This is where one person is informing (telling) the other person how

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-14373420980244261892009-02-02T05:45:00.000-08:002009-05-08T22:48:03.071-07:00

Continuing from last week, Do you have Contacts or Connections? I would like to offer the following tangible ways to deepen the strengths of your network: Build quality relationships: Take the time necessary to deepen the relationships between you and your referral sources. I know we are all pressed for time; but in order to deepen your networking relationships, you must make the time to go

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-53093440205326887762009-02-02T05:23:00.000-08:002009-05-08T22:44:19.747-07:00

Recently, someone I barely knew contacted me and asked if I would promote his business service within my networking organisation. This person is a business associate, but definitely not someone I know very well. That request made me think about how many people assume that if they have met you, they can ask for something that only a close associate would be willing to do. Good Networkers know that

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-72281044098011940422009-02-02T05:19:00.000-08:002009-05-08T22:41:00.566-07:00

Last week I wrote about the importance of taking the time to thank people who find referrals for your business and that one of the best ways to thank them is by taking the time to write them/their business a testimonial. Well this week sees us take a look at how people from different industries can work together in finding referrals for one another.Recently I received a friendly reminder notice

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-80371543526376098042009-02-02T05:14:00.000-08:002009-05-08T22:12:53.437-07:00

Few people would argue that referral marketing is one of the best ways to get more business. However if you want to get more business then I think its critical you learn how to give business as well. I want you to think for a moment about the people who have given you a referral in the past, alliance or referral partners, clients both new and past or just someone you meet at a networking function

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-11652043969432241722009-02-02T05:08:00.000-08:002009-05-08T22:42:01.822-07:00

Last post I wrote about 5 Commandments of Networking to help you successfully network your way through your next business event. Here are the last 5 of the "Ten Commandments of Networking". 6. Give referrals whenever possible. The best networkers believe in the "givers gain" philosophy (what goes around comes around). If I help you, you'll help me and we'll both do better as a result of it. In

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-66236165760920956802009-02-02T05:02:00.000-08:002009-05-08T22:42:22.873-07:00

Have you suffer from "butterfly-itis" at the very mention of networking at business functions? If you said yes then you are not alone. Many entrepreneurs get a bit uncomfortable when it comes down to walking up to someone and starting a conversation. Many others are concerned about getting effective results from the time they spend networking. The process doesn't have to be traumatic, scary or a

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-75124607878874818402009-02-02T04:52:00.000-08:002009-02-02T04:57:34.320-08:00

A BNI member asked me the other day if it's possible to learn to distinguish the difference between weak referrals and quality referrals. The answer is YES. Below are the things to consider in distinguishing between weak and strong referrals. There are varying levels of referrals, starting at a level that's just one step above a cold lead. These types of referrals are ranked in quality from

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-40934830222015972622009-02-02T04:44:00.000-08:002009-02-02T05:08:47.781-08:00

I recently received an e-mail from someone who said, "The type of networking you talk about describes the way things should work, but in the real world most people seem to have an attitude of what's in it for me? " He asked, "How can I prevent wasting my time and efforts on people, only to find that they have this kind of attitude?"The short answer to his question is this-stop hanging out with

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-16037530356648151032009-02-02T04:42:00.000-08:002009-02-02T04:44:40.387-08:00

"Citius Altius Fortius" The Olympic motoThe 2008 Olympic Games is only a few months away and I want you to take a moment to think about sacrifice, the commitment and the training that tens of thousands of athletes from around the world are presently enduring. The competition will individual athlete aim to break their own personal record. They refer to these as their PB - their Personal Best. By

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-12890345437821708602009-02-02T04:07:00.000-08:002009-02-02T04:17:24.547-08:00

It is not often I send post this type of material, but I think this one is very appropriate. Enjoy!A holy man was having a conversation with the Lord one day and said, 'Lord, I would like to know what Heaven and Hell are like.' The Lord led the holy man to two doors. He opened one of the doors and the holy man looked in. In the middle of the room was a large round table. In the middle of the

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-29854495000153350362009-02-02T02:51:00.000-08:002009-02-02T04:41:22.856-08:00

The key to referrals is to tell em, tell em, tell em, your team how you help businesses and or people5 Tips to Getting Hot Referrals#1. Anyone active in networking groups can benefit by developing a presentation book: take it to meetings, and make sure it gets circulated. Let people know how you help businesses.#2. If your product or service is conductive to this approach, tell the members of

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-67228698324204145402009-02-02T02:45:00.000-08:002009-02-02T05:00:57.616-08:00

Santa needs your help! He has a sack filled with referrals, he just doesn't know who to give them to. The holidays are a great time to catch up with family and friends who perhaps you haven't seen for a while, so I have a few questions for you.... Q - Is your referral team trained on what to look for during the holidays? Q - Will they know how to begin a conversation that will lead them to you or

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-59622628235822537972009-02-02T02:41:00.000-08:002009-02-02T04:35:37.170-08:00

I was reading a book by Mark Sheer "Referrals". In it he suggests an effective approach for asking someone for referrals is to use the phrase, "I'm expanding my business and I need your help. Who do you know who...?" Do NOT alter this phrase. Do NOT say, "Do you know anyone who...?" The specific "Who do you know who...?" question allows for nothing other than names, numbers, and referrals. Simply

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-68046480236585637072009-02-02T02:32:00.000-08:002009-02-02T04:35:21.692-08:00

I would like to thank the 140 members and guest who attend the BNI Big Breakfast held in Newcastle last Friday. Whilst the purpose for holding the event was only ever to thank members for growing BNI in the region and to have some fun, there have been several success stories I would like to share with you.One member reported that he meet 15 new business owners during the business card scramble

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-50223619978751201212009-02-02T02:29:00.000-08:002009-02-02T04:34:51.843-08:00

A few weeks ago was "International Customer Service Week, and the identification of your Value Proposition in business, ....below are some cues that may assist you clarify them more distinctly.Eight key factors that B2C consumers report, in order of importance, define their customer experience:HELPFULNESS: Are they really prepared to help me. Is nothing really too much trouble for their staff?

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-58458788883045012972009-02-02T01:48:00.000-08:002009-02-02T04:34:32.662-08:00

The chart below shows the closed business $ amounts of 8 chapters from (1st January to 1st October) 2007. Interestingly enough the highest $ value per member comes from 18 members in the BNI Overdrive chapter who clearly understand the (Napoleon Hill's Success Scroll No.2 - Mastermind Alliance). That's when a group of individuals all pull together to move in the same direction to achieve a common

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-1071496008019910282009-02-02T01:15:00.000-08:002009-02-02T04:34:08.582-08:00

Continuing the theme, the importance of thanking your referrals sources. In BNI one of the ways is to use the "Closed Business Form" however some people ask "What $ amount do I write on the form? There are many different businesses within BNI and many different sales, here are 3 examples.A pool gets a referral to build a pool worth $15,000, then closed business would be $15,000A mortgage broker

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-40633441858609424752009-02-02T01:01:00.000-08:002009-02-02T04:33:44.065-08:00

One of the easiest way to get people to refer you more business is to say "Thank you" It will also go along way to compelling them to do it again, hence the "Closed Business Form" was created, however it has many other purposes and here are just a few.Filling in the form helps you track who understands your business and how much new business you have earned thru BNI. It informs the other members

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-16161091167103152112009-02-02T00:48:00.000-08:002009-02-02T00:54:26.447-08:00

What it takes to be number oneCommitmentTruthExcellenceResultsPassionHabitMental toughnessDisciplineAll of the above are needed to make a team of champions. Which one do you bring to your meeting..... Click here and learn how one man inspired so many.To be number one, you must first see it in your mind!

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-86975517043363905602009-02-01T23:35:00.000-08:002009-02-02T04:32:36.641-08:00

Compare your BNI Chapter to your favourite sporting team and imagine that you are a player in that team. What do you think would be the expectations of the other players so that you held onto your spot in that team? From my perspective they would be.....Knowing the rules of the game.Constantly striving to improve.Updating your own skills.Attending training every time it was offered.Getting to

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Continuing with the theme from last post where I gave you great advice about finding qualified referrals, the third way is "The Sitter" That is the referral that comes to you. You are literally sitting at your desk and the phone rings. The person at the other end asks if you can refer them to someone who can help them. This is the easiest to find, (after the initial groundwork has been done) and

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-88277103638067863652009-02-01T23:27:00.000-08:002009-02-01T23:35:37.315-08:00

The second way to find qualified referrals is "The Solution Referral". That is when a referral comes to you as a result of a conversation with a prospect. A complaint about goods or services from current suppliers, an expression of need or a comment about a problem can all be developed into solution referrals. The key ingredient is a thorough knowledge of the goods and services provided by

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-15737557755471162072009-02-01T22:50:00.000-08:002009-02-02T04:30:05.831-08:00

I have often heard during a BNI meeting, members and leadership teams say they want better referrals. First let's understand what does constitute a referral?The definition of a referral in BNI means a member of your Chapter has provided you with the opportunity to present your business to someone who is in the market to buy your product or service, where your presentation will be looked forward

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-18804944716828063722009-02-01T22:40:00.000-08:002009-02-02T04:29:02.299-08:00

I am often told by my support team of directors that nobody understands or cares about your business as much as you do, so you need to put it into layman's terms so people can understand.As a BNI member you need to make it easy for people to understand how to find you that referral. Each week you have one minute to educate your team. Do you give team a little nugget of information on how to find

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-78257150199425512032009-02-01T22:26:00.000-08:002009-02-01T22:39:26.675-08:00

The business card is the most powerful single business tool--dollar for dollar--you can invest in. It's compact, energy-efficient, low-cost, low-tech, and keeps working for you hours, weeks and even years after it leaves your hands!Your business card helps you to generate business with people you hand it out to, and puts your name in front of the people they refer you to. That said, be sure to

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-86468811430027196072009-02-01T05:39:00.000-08:002009-02-02T04:19:03.868-08:00

We all get into ruts from time to time. Important things that we do on a regular basis become routine and don't receive the level of effort that they deserve. BNI can be a bit like that. Because we run the same agenda every week, it's easy to let yourself get into a rut, say the same things and as a result, you are NOTWORKING when you should be NETWORKING.My advice is to keep raising the bar on

Glenn Kirkwoodhttp://www.blogger.com/profile/10377014927794501884noreply@blogger.com0tag:blogger.com,1999:blog-3728477290690072434.post-9301949968607304122009-02-01T03:30:00.000-08:002009-02-01T22:48:34.643-08:00

There are two key elements in distinguishing yourself from the crowd of competitors.The first is to build and maintain such a good reputation for high quality, good work and integrity that it becomes a natural topic of conversation when people talk about you and your business. Your business is almost characterised by your good reputation. The reason word of mouth works is because people trust the

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