Welcome to the first issue of our newsletter for 2005!
When we first started BNI more than six years ago we set ourselves an ambitious goal to open 60 chapters in New Zealand.  Early in February this year we opened the Synergy Chapter in Christchurch – our 60th chapter in New Zealand!  Congratulations and thanks to all our BNI members who have helped us, over the years, to achieve that milestone – but now is not the time to rest on our laurels!
Any experienced BNI campaigner will tell you two pillars of networking the BNI way are relationships and NUMBERS.

It is our intention to raise the number of members per chapter to at least 30 in 2005. Part of that involves raising the profile of BNI and reducing attrition – which is why we’re going back to basics.  2005 is the ‘Year of Givers Gain’ for BNI.   We believe that the principal of 'Givers Gain' is inherently powerful and if we all practised it, there would be no end to our prosperity. It’s simple logic.  We have appointed Colin Kennedy from Iron Road Communications to raise BNI’s profile nationally, and we believe that the ‘Givers Gain’ principal will play a large part in creating interest in what we are and what we do.

Watch out for a number of exciting initiatives and the excellent speakers we have lined up for BNI members this year.
As part of our contribution to making you a more effective networker we start with the Face-to-Face Workshops delivered by Linley Rose in March, and will follow those with a number of other valuable and informative events.

Word of mouth is the most powerful form of marketing, and our goal is to help you get 100 percent of all the business you will ever need through BNI.

Wishing you a year of 'Givers’ Gain!'

Regards
Graham Southwell
BNI National Director New Zealand 

You are not a member of BNI because you want to get more business; you are not a member of BNI because you want to make more money and you are not in BNI for comradeship...
BNI Australia National Director and professional speaker, Geoff Kirkwood (pictured right), told more than 400 members at this month’s BNI Big Breakfast series around New Zealand that those who join to 'give business' first, will be the most successful.

He said for some members, joining BNI can sometimes be compared to somebody standing up to give a speech - neither have a real idea of why they're doing it.
“I have earned a living for the greater part of my life as a professional speaker and have been involved in training speakers too.
“Believe it or not, but when most people stand up to give a speech they have no idea why they’re doing it. Or even what they want the audience to do afterwards.”
So then, why are you in BNI?

To Give Business
“It’s our motto and the 2005 theme for BNI New Zealand: ‘Givers Gain’,” said Geoff.
"Zig Zigler was on to it when he said, more than 36 years ago, that ‘you can have anything you want in life if you help other people get what they want’. That’s ‘Givers Gain’ in a nutshell, and it's why you're in BNI.”
“Think hard about why you’re in BNI. To give is most important – but to take it a step further, ask yourself: ‘Why am I here? What is my purpose in BNI? Why did I choose BNI? What do I want?’

How do you get the most out of BNI?
It starts with a good memory hook, and the key word here is 'memory'.
“Have you ever asked your BNI team to help you with your memory hook? Why not?
“A characteristic of a good memory hook is humour. The founder of Toastmasters, Ralph C. Smedley, said ‘people learn best in moments of enjoyment’.
In other words, if they laugh they will remember you.
“A good example of a memory hook from a dentist goes: ‘Be true to your teeth or they will be false to you’.

Say Thank You
Geoff suggested posting a ‘thank you’ card in the mail each time you receive a referral, and if that referral turns into business, send your fellow BNI member a second ‘thank you’ card – a second thank you is not overdoing it.
“I have no doubt that your fellow members will look harder for referrals for the person who says thank you, than the ones who don’t.
Finally, when asking for a referral, be specific.
“And be careful what you ask for, you just might get it.”

His Worship the Mayor of Auckland, successful Kiwi businessman and Chairman of Hubbard Foods Ltd, Mr Dick Hubbard ONZM (pictured right), will address the bi-annual Leadership Team Dinner at the Auckland Club on 16th March.
All Leadership Team members are welcome to attend the Auckland event, however we will also be holding Leadership Dinners in the regions throughout the month.
This BNI subsidised event is our way to say ‘thank you’ to our outgoing Leadership Teams and like previous events we can promise you fine wine, good food and excellent conversation – not to mention networking opportunities and recognition.
If you are an outgoing chapter president, vice-president, education co-ordinator, secretary-treasurer or visitor host you are urged to attend this outstanding evening with BNI.
For endorsements, ask previous leadership team members who attended previous dinners and we have no doubt they will highly recommend the Leadership Dinner.
Watch for booking details which will be sent out from BNI shortly, and get in early!

How many times have you attended the average networking meeting and come away feeling you didn’t get much out of it?
If you’re like most people, you might struggle with joining a group of strangers and talking about them, yourself and business – one-on-one.
Join BNI’s Linley Rose for a fastpaced, interactive and FUN workshop which will turn you into a great face-to-face networker.
Know how to prepare, to speak and listen with purpose.
Develop your own ‘elevator pitch’ that works for you.
More than 80 per cent of the participants at the same workshop last year rated it ‘totally relevant!’.
Some comments include:
* “Excellent facilitator - great rapport with crowd.”
* “Enjoyable pace and style, great value for investment.”
* “Great to refresh and work on weak areas.”
* “Made me think, well done! Great session, look forward to the next one.”
Linley Rose is a Coach and Communications trainer who excels at inspiring and coaching people to get the best possible result for what they want to achieve.
Linley has trained more than 200 people to become coaches over 10 three month training courses, and is a Professional Certified Coach with the International Coach Federation - one of only two in New Zealand. She's focused and skilled facilitator.
Watch your email for details.
Linley Rose PCC – Tel: 64 9 376 3370

For many chapters, visitor conversion ranges between 30 – 60 percent. Your Visitor Hosts have the ability to take that conversion rate up to 80 percent or more.
Here’s some pointers:
1. The process begins the moment that visitor walks in the door.
Your visitors should be met by a warm, welcoming person and brought into a room that is prepared, with members who are there already (not late) and then given an overview of what to expect during the course of the meeting.
Some more effective chapters teach every member that he or she is a Visitor Host.
2. Nearly 100% of visitors make their decision to apply in the first ten minutes!
Make the visitors feel as if you want them to apply for membership. Most visitors arrive early—don't let them arrive before you do!
3. Master Visitor Hosts know their duties and perform them flawlessly.
* Explain the agenda, and let the visitors know they will be asked to stand to do a sixty-second introduction. Be sure to let them know they are encouraged to pass out their business cards and brochures during the meeting.
* Introduce them to the Leadership Team members and members that are in their Contact Sphere. They already can begin seeing the referrals that will be waiting for them week after week!
* Tell them that your chapter is waiting for someone in their profession to give their business to and to refer to others.
Use the magic phrase: “If you like what you see and you want to join, it's possible to lock out your competitor from getting all of our business and referrals by submitting your application today!”

Close co-operation between BNI chapters in Wellington late last year resulted in the realisation of a dream – the successful launch of a CD compilation of original compositions.

Left: Cover art for the Rhymes of Ancient Passion CD.

The Business Abundance BNI chapter's Education Coordinator, Phil Darkins, enlisted the help of BNI members business coach Sally Angus, commercial artist Stephanie Casey, photographer Charlotte Bon, digital printer Janette Jellyman and offset printer Brent Chalcraft.
Together they helped produce and market Phil’s debut CD of original compositions - Rhymes of Ancient Passion.
And when the final product was launched two months later, virtually every BNI member, in various Wellington chapters, agreed to purchase copies and/or distribute fliers to everyone within their personal network.
You can see the result for yourself at www.phildarkins.com and be assured that the BNI creed of ‘Givers Gain’ is alive and kicking in Wellington.

Executive Director from Ontario, Canada, Denis Brisson, told the BNI Big Breakfast meeting in February that BNI is a serious choice for serious business people – treating it as anything less is bad for business.
“To be successful in you BNI chapter, people have to like you,” said Denise (pictured right). “There are a number of annoying – and therefore detrimental – habits which we should avoid if we want our chapter members to like us and refer business to us.”

* Do you arrive late (after 7am) for your BNI meetings?
“If you’re habitually late, remember that tardiness says something about your service.
“Would you show up late for a client presentation? Then why do it to your chapter? Even worse, if there are visitors to your BNI and you’re late, you may miss the sale of the month.”
* Do you know what you want from a meeting before you get there?
“Have a plan prepared. Identify who in your chapter can help you get to your next goal, then talk to that person whom you think can advance you.”
* Do you prepare your 60 second on the morning of the meeting, or a week ahead?
“Ask yourself this: "If I were preparing an advertising campaign, would I begin preparation for it the morning it’s due to go out?”
Denis pointed out that to be really effective, your 60 second should be specific.
“If you are a chiropractor, for example, don’t say ‘anybody with a spine is a good referral for me’. It’s not specific enough.”
 “It is up to you to determine how you want to come across to your chapter. You must view your chapter as your client and you BNI meeting as a sales meeting.
“Preparation equals confidence,” said Denis.
Ontario Executive Directors Joceyln D’Aoust and Denis visited New Zealand recently after the BNI Austalasia Conference in Perth earlier this year.

Do you have a BNI story to tell? Do you have valuable tips and advice to pass on to other members? Are you – or do you know someone - in BNI  that has recently achieved something special or done something out of the ordinary?
If you do, BNI’s recently appointed marketing director and editor of of the BNI newsletter, Colin Kennedy, would like to know about it. Email: colin.kennedy@ironroad.co.nz
His brief is to raise the profile of BNI nationally.