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

"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

Send a Thank-You Card

Tip 19 - Send a Thank-You Card
(from the book 29% Solution by Dr Ivan Misner and Michelle Donovan0

For 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 of 3 sentences. (Honestly, how long does it take to write 3 sentences?) When someone goes the extra mile for you, send a card.

Free Trial - Send Out Cards - send a few cards on me.

"The strongest human instinct is to impart information, the second strongest is to resist it." - Writer, Kenneth Grahame

Your action for today is to notice whether you are imparting or resisting information.

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

Find an Accountability Partner

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 your shoulder, waiting to hear of your progress makes you inclined to focus on the task at hand.

"Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen." - Winston Churchill

Your action for today is to make a communication that you are uncomfortable in making.

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.

Meet the RIGHT People

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 individuals: those serving your preferred clients and those who have the potential to help you meet your business goals.

"A kind heart is a fountain of gladness, making everything in its vicinity freshen into smiles." - Author, Washington Irving

Your action for today is to be kind to a stranger and notice how it makes you feel.

Good referral for me this month would be an organisation that is looking for a motivational speaker on "How to build a pipeline of referrals for your business"

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.

Give to Others First

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 relationships. You're being proactive & positive - and the people on your list of professions will work hard to reciprocate.


Whether you think you can, or whether you think you can't, you are right." - Henry Ford

Your action for today is to identify something that you have accomplished where others doubted that you would.

Recruit Your Word-Of-Mouth Marketing Team

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

Tip 4 - Recruit Your Word-Of-Mouth Marketing Team

These people
1. 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 community because they believe in what you do..

Things turn out best for the people who make the best of the way things turn out." - Radio and TV Personality, Art Linkletter

Your action for today is to take a challenge or setback you are currently experiencing and turn it into a learning opportunity.

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.