Sponsor Select Events

Tip 27 - Sponsor Select Events
from the book 29% Solution by Dr Ivan Misner and Michelle Donovan

Imagine 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 yourself in someone else by offering that exact gift. In effect, you're making a tidy "deposit" in your relationship bank account.

Action Step
This week, think of the people in your network. Who is planning an event - a conference, an open house, a 10K fund-raiser - that could use your financial support? To strengthen your relationship with this individual, offer as much help from your business as you can provide.

Quote - "The best way to predict your future is to create it! " - Abraham Lincoln

Your action for today is to spend 15 minutes either writing or thinking about the future you want to create in a particular area of your life.

I good referral for me this week is a bookkeeper looking for more business as we have two chapters in need (Newcastle & Sydney Southwest areas) contact Glenn at marketing@bniteam.com.au

Join a Chamber of Commerce

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 another organisation to consider. It provides opportunities to give back to the community and capitalise on significant member benefits.

Action Step
We started off this week's strategy by advising you (with apologies to Andrew Carnegie) to diversify your eggs into more than one type of networking basket. Your task this week is to investigate your local chamber of commerce. Find out where the office is and request membership information. Ask for the names of members you can contact. Attend an event or two to see whether the membership is a good fit for you; for a small fee, you can probably visit a chamber mixer. Take your time, do your homework, and locate a chamber that will adequately meet your needs - and the needs of your business. Pick an active chamber that knows how to hold networking events and has strong membership. Membership is not free, but it's far less expensive than traditional advertising.

Quote - A person's worth in this world is estimated according to the value they put on themselves." - French Writer, Jean De La Bruyere

Your action for today is to identify what personality trait you value most about yourself.

Thanks to everyone who referred me as a speaker. I'm now speaking on
- 7th July - Lake Macquarie Council

Seek Out a Referral Networking Group

Tip 25 - Seek Out a Referral Networking Group
from the book 29% Solution by Dr Ivan Misner and Michelle Donovan

Joining 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 succeed at networking, you have to help others succeed.

Your task this week is to visit www.BNI.com.au to explore the opportunities provided by BNI groups near you. Search for your city, and make an appointment to visit a chapter close by. Experience a networking forum that has purpose and is results oriented. Why settle for anything less than the best, most productive business networking organisation in the world?

"Tomorrow is often the busiest day of the year." - Spanish Proverb

Your action for today is to do something you have been procrastinating

Learn to PLAY Golf or Something

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 potential of your catalyst events to generate referrals for you? By inviting the right people to these events.

"A real friend is one who walks in when the rest of the world walks out."
Newspaper and Radio Commentator, Walter Winchell

Your action for today is to contact a friend with whom you haven't recently been in touch.

Thanks to everyone who referred me as a speaker. I'm now speaking at the following functions
- 9th June - Kurri Kurri Chamber of Commerce
- 9th July - Lake Macquarie Council

"ON" 24/7

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 fit in - without being tuned out. If you're truly living the mantra "Givers Gain," you'll come across very positively.

"If you want your children to keep their feet on the ground, put some responsibility on their shoulders." - Columnist, Abigail van Buren

Your action for today is to evaluate how well you are meeting the responsibilities you have either at work or in your personal life

Thanks, everyone who referred me as a speaker, I am now appearing
- 9th June - Kurri Kurri Chamber of Commerce
- 9th July - Lake Macquarie Council

Volunteer and Become Visible

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 this outside the business arena, so people who are getting to know you won't be experiencing you in the "customer" mind-set.

"Challenges can be stepping stones or stumbling blocks. It's just a matter of how you view them." - Unknown Author

Your action for today is to change your perspective on a challenge you are facing and see if you can view it as an opportunity instead

Thanks, everyone who referred me as a speaker, I am now appearing
- 17th May - Lake Macquarie Business Club - see website
- TBA - Toronto Business Chamber - see website

Tips to Become Magnetic

Tip 14 - Tips to Become Magnetic*
borrowed (& modified) from Scott Ginsberg author of The Power of Approachability

1. 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 Tag.

"Argue for your limitations and sure enough they're yours." - Author, Richard Bach

Your action for today is to see if you there is a limitation you think you have and question its basis.

Good referral for me would be a Chamber of Commerce looking for a speaker to help their membership growth and improve retention.

Join a Web-Based Networking Group

Tip 13 - Join a Web-Based Networking Group
From the book 29% Solution by Dr Ivan Misner & Michelle Donovan

The 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 professionals together to design & expand networks, form relationships, increase visibility & dramatically increase network diversity? Networking World is a terrific example of this and one you should consider strongly.

"Appreciative words are the most powerful force for good on earth." - Dr. George W. Crane
Your action for today is to write a thank you note to someone

Stop Being a Cave Dweller

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 disaster. Stepping out of your cave could be the first step in moving in the direction of the 29% of effective networkers.

"Ability is what you're capable of, motivation determines what you do and attitude determines how well you do it." - College Football Coach, Lou Holtz

Your action for today is to bring the best attitude to your activities today regardless of how you feel.

Good referral for me would be a Chamber of Commerce looking for a speaker to help their membership grow and improve retention

Reconnect with People from the Past

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 people you tell about what's going on in your business, the more positive buzz it'll create on you behalf!

"Our lives improve only when we take chances - and the first and most difficult risk we can take is to be honest with ourselves." - Editor, Walter Anderson

Your action for today is to think about one positive thing you can do about something that is not working in your life.

Diversify Your Contacts

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 network, the more likely it'll include overlapping connectors that link people together in ways you never would've imagined.

"Try not to become a man of success but rather try to become a man of value." - Albert Einstein

Your action for today is to contact one of your clients or customers regarding something unrelated to your product or service that would add value to their lives.

Create a Network Relationship Database

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 word-of-mouth referral you receive from your network...who gave it to you, how it developed & whether it led to further business.

When patterns are broken, new worlds emerge." - Author and Musician, Tuli Kupferberg

Your action for today is to identify a pattern that is not working for you and make a commitment to change it.

Master the Top 10 Traits of a Master Networker

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 set of circumstances, but rather a person with a certain set of attitudes." - Broadcaster and Television Producer, Hugh Downs

Your action for today is to focus on maintaining a happy attitude for the whole day.

Profile Your Preferred Client

(from the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

Tip 3 - Profile Your Preferred Client

This 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 preferred client to those listening to your message. When a listener identifies a match, there's a good chance you'll get a referral.

"Maybe if we did a better job of listening, history wouldn't repeat itself." - Unknown Author.

Your action for today is to actively listen to your spouse, friend or customer

Block Out Time for Networking

(From the book 29% Solution by Dr Ivan Misner & Michelle Donovan)

Tip 2 - Block Out Time to Network

There 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 of mouth. It is ultimately about generating referrals over time for your company. The time & energy you spend on networking are part of your sales & marketing program. Set aside the time necessary to be successful.


"To some will come a time when change itself is beauty, if not heaven." - Poet, Edwin Arlington Robinson

Your action for today is to think of something you've been meaning to change and take a step toward doing so.

Set Networking Goals

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 resources in my life.

So whilst "That Referral Guy" will put together the newsletter, all the tips have come from the book 29% Solution by Dr Ivan Misner & Michelle Donovan

Tip 1 - Set Networking Goals

Each goal you create should be SMART: Specific, Measurable, Attainable, Relevant and Timed with a deadline.

S - Clearly defined with parameters
M - have some quantifiable way to measure progress
A - within reach
R - so you will be motivated to accomplish it
T - so you won't lose your focus and your desire.

"Being considerate of others will take you further in life than a college degree." - Author, Marian Wright Edelman

Your action for today is to focus on driving your vehicle in a very considerate manner.

Be Creative with your PROMOTIONS

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 its readers. The promotion invited customers to turn in their old suits, which would be donated to charity, and the customer would get $100 toward a new suit. A similar concept can be used for many other businesses.

If you've got or have heard of another great promotion I would love for you to share it my blog.

For details on how you can attend the biggest NETWORKING EVENT EVER click the event.
Sydney event - Tuesday 10th November ONLY 15 days to go
N'cstle/Cent. Coast event - Thursday 12th November ONLY 17 days to go

"I would rather fail in an attempt to do something new and uncharted than safely succeed in a repeat of something I have done." - Writer, A.E. Hotchner

Your action for today is to do something new. For instance you can order a new dish at a restaurant you frequently visit, get a new style haircut or try a new approach with someone at work.

Are you a PLAYER or a POSER

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 looking for inspiration do yourself a favor and get a copy. Tony is donating some of the proceeds to the Cancer Council, now that is a "Givers Gain" attitude. Click here for more details.

After reading Tony's book, it got me thinking. There are a lot of people who say they are going to do more (for someone or some kind of cause) but some how something gets in their way and they never get a round to it. If it continues people begin to see a pattern and they stop relying on you. Then there are those like Tony that say they do something, commit to doing it and then take action. These are the types of people (PLAYERS) you can reply on and when times are tough the very same people are the ones you turn to when you want something done or to buy or people you refer. Action builds trust, and trust is something you want in a referral partner.

A POSER is someone who says they do something for someone but really they are saying it for themselves - they never actually do anything. No one wants to partner with a gunna (gunna do this, gunna do that, they simply don't have the time these days.

So, who do you have on your team, if you have POSER, give feedback and move on. Begin to look out for PLAYERS and when you find them the quickest way to build a realtionship with them to ask "How can I help you" - then do it. Livbe a life like Tony "In Service"

"If I spent as much time doing the things I worry about getting done as I do worrying about doing them, I wouldn't have anything to worry about."TV Show Writer, Beryl Pfizer

Your action for today is to take one of the things you are currently worried about and turn it into an action item.

WHY do you refer people?

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 that when a friend of his tried to enter the premises with shoes on he was told to leave and the floor was immediately mopped where he'd walked. The commitment to maintaining a sterile environment had impacted on the person getting the tattoo so much that he had then told it to who knows how many people and that story had impacted on her husband enough for him to pass on the artist's name. It's an unusual referral chain! Who'd have thought a tattoo artist would be getting referred because he was crazy about the clean? I certainly wouldn't have, but his passion for sterility made such an impact that it's become a little bit like urban legend and inspires confidence in respect to safety to those that hear about the story.

This weeks referral tip - Don't tell people what it is you do, give your referral partners success stories they can use when they find you referrals; why should they refer you over your competitors. If you don't know, ask your clients for help - ask them why they come and buy from you. The results may surprise you.

"You can't have a better tomorrow if you are thinking about yesterday all the time." - Inventor, Charles Kettering

Your action for today is to let go of any "should or could haves" and focus on what you will do instead

Who should you share information with?

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 find the article valuable?
- Who's target market is this aim at?

My business coach Tim Callcott has been doing this for as long as I have known him, no wonder we have grown a strong relationship.

You see, not only are you sharing relevant information with them, you are also letting that person know that you are thinking of them and their business. This is where real relationship are formed - when you know how much they care about your success.

Think You Know Your Business - Click Here

"Ability is what you're capable of, motivation determines what you do, attitude determines how well you do it." - Football Coach, Lou Holtz

Your action for today is to bring the best attitude to your activities today regardless of how you feel.