The Countdown to leadership team change-over is rapidly approaching and Leadership Team Training is well underway. I have enjoyed seeing many of you over the last couple of weeks and look forward to seeing the rest in the next two weeks. I would urge those of you still to attend to please be there (even if you have done training a million times before). It’s not only about gaining knowledge that will make your term easier and more successful; it’s also about demonstrating commitment. If your leadership term gets off to a strong start, you’ll be setting the tone for the way forward.

Also this month we congratulate Niel Thomson, our Paraparaumu Beach based March National BNI Business Champion and the members of the southernmost chapter in the world, which launched in Dunedin recently.
The theme of BNI this year is “Acknowledgement and Recognition” and identifying a BNI member who is doing everything right and prospering from it, is one way we can acknowledge the success BNI is having for countless businesses around the country.
At the same time I would like to take this opportunity to encourage you to support the BNI Entrepreneur Support Programme which sponsors a new business start-up into your chapter for one year – one membership per chapter.
Here’s wishing you a very prosperous and profitable year ahead.

Best wishes
Graham Southwell

Your leadership team manuals are essential reading for everybody serving on the leadership team – even if you have previously served on the leadership team.
Like other successful international companies, Business Network International is founded on a system for structured referral networking.
* Work the system properly, such as following the agenda, and you will succeed.
* Developed and refined over time, the BNI system is constantly updated and it’s important that you keep up-to-date with new developments.
* If you are not familiar with the components of the BNI system you will end up introducing your own modifications and moving away from the formula, thereby increasing the risk of creating all kinds of problems with the dynamics of your chapter.
By agreeing to serve on your chapter’s leadership team you are taking on the responsibility for the wellbeing and prosperity of your chapter – your chapter’s success will stand or fall, according to your contribution.
Back your training up by familiarising yourself with your manuals and get your term off to a good start!
If you have any questions, call BNI Support on (09) 817 1185.

It is in your best interests to reduce absenteeism in your chapter.
In a study of one chapter, they found that when the chapter started to adhere to an attendance policy and follow the basic structure of BNI much more closely, they began to see substantial increases in the number of members and particularly in the number of referrals.
The study found that in the first quarter there were 2.1 absences per member and fourteen members generating 188 referrals. In the second quarter absenteeism fell 52 per cent to 1 absence per member. Membership went up to 18 but referrals increased a whopping 43 per cent to 269 referrals for the quarter.
In the third quarter, absences were reduced to .6 per member (a decrease of 71 per cent), membership grew to 21 (up 50 per cent) and referrals increased by 62 per cent to 305 for the quarter.
Another chapter went from 1.9 absences per member, 11 members and 122 referrals in the first quarter to 0.9 absences per member, 21 members and 322 referrals (up 162 per cent) by the fourth quarter, after they went back to basics.
This proves there is a clear relationship between absences and a chapter’s prosperity. If a chapter is lax in attendance, it will affect your bottom-line.
Start a movement in your chapter to get back to basics. Ask your assistant director for suggestions on how to start this process – they’re here to help you make this work.
Don’t forget however, that sometimes the best way is not always the easiest way – but with some effort you can realise huge benefits.

BNI’s March National Business Champion, mortgage broker Niel Thomson (pictured)has achieved significant business success by being an ass. In one week in February this year he achieved approval on $4.5 million worth of lending – 72 per cent of it through referrals.

Congratulating Niel on his national award, BNI NZ Director Graham Southwell said word of mouth is always working – either for you, or against you. Teaching people how to get positive word of mouth is one of the aims of BNI.
“Niel has made word of mouth work for his business on several levels, hence his success.”
Using a donkey for his logo, and often referred to as ‘Dear Ass’ by fellow BNI members, Niel has built his business success on the basis of doing all the ‘donkey work’ for his clients, where no task is too much.
“I have noticed a significant change in my business since joining BNI. Previously most of my referrals were random and nowhere near the quality of referrals I receive through BNI, to the extent that 40 per cent of my business now comes through BNI,” says Niel, a mortgage broker for six years and a founding member of the Gold Coast (Kapiti) Chapter of BNI for two years.
Niel says the quirky donkey logo evolved out of BNI. Called TJ – after Thomson Jones Mortgage Brokers – the donkey is now emblazoned on his vehicle and he signs-off most of his mail as ‘the Ass’.
“We have a sense of humour, we’re personable and approachable. I believe 18 months of involvement in the leadership team – as education co-ordinator, president and then visitor host – helped my business and my profile within the chapter. It has helped me think on my feet and I firmly believe in BNI’s maxim ‘Givers Gain’ – which also involves ‘giving your time’ to your chapter. In fact I teach ‘Givers Gain’ to my kids.
“I’m always disappointed when people join BNI and leave within six months. You’ve got to give it more than that – concentrate on the giving and it will all come back. During my term as president I noted that the people who were the first to resign were those who were generally poor at doing dances and giving referrals.
“You’ve got to give it a year and you’ve got to make it happen. $500 a year is pretty cheap advertising for a whole year,” says Niel.

A $12,000.00 sponsorship from BNI New Zealand will both support and fund 12 scholarships of Hospice New Zealand’s Post Graduate Certificate in Palliative Care, which is aimed at health professionals looking to enhance their knowledge.
Sue Redknap of BNI Support says BNI will once again be supporting Hospice through the ‘Time to Remember’ period, however part of BNI New Zealand’s contribution will be diverted towards the BNI Hospice Scholarship.
Member’s contributions will still go to their nominated local hospice.
“This is very exciting because we believe that our sponsorship will help make a positive difference to both those who are cared for and their carers,” says Sue.
Hospice New Zealand chief executive Mary Schumacher is delighted BNI has come on board and says its sponsorship will strengthen the skillbase of health professionals working in palliative care. This will in turn mean hospice patients get the best quality of care possible.
“We can’t thank BNI enough for their overall commitment to hospice. Building on the success of the relationship between BNI chapters and hospices, this is the natural next step in our long term partnership.”
The New Zealand Qualifications Authority-accredited tertiary course is run throughout the country under the auspices of Hospice New Zealand and Whitireia Community Polytechnic.

The first successful recipient of BNI New Zealand’s Entrepreneur Support Programme scholarship, director of Fatgrape Design Natalie Robertson, recently completed her one year scholarship and also becomes the first person to renew for ‘full’ membership of the programme.
The Warkworth Chapter member also takes over the vice-president's role in the new term.
“Lots of significant things have come out of my membership during the past year. It has been very beneficial business wise, particularly in terms of getting my name out there, meeting local business people and learning about being in business –  because I am still young.
"The friendships I've developed have been very worthwhile; seeing people outside of the work environment has been fantastic. I’m here to stay.
“I also hope that I have brought something to the rest of the group,” says Natalie, who was responsible for organising a creative competition for her chapter.
“For one of my ten minutes I ran a creative competition. Our chapter had to get photographs of their time over the break. Our photographer judged the best prints and the winning prints were put on to canvas. I also made a coffee table booklet with everybody's photographs,” says Natalie.
Designed to help start-up businesses, The BNI Entrepreneur Support Programme aims to help small business owners benefit from being a member of a BNI chapter – the benefits include not only business referrals, but also the opportunity for leadership development, public speaking skills, mentorship and support from fellow members.
The idea is for every BNI chapter to actively seek to assist a new business to become established, by nominating them for a complimentary 12 month membership.

BNI CEO Norm Dominquez joined the BNI New Zealand crew recently for a whirlwind visit that took in match racing an authentic America’s Cup racing yacht, the launch of the southernmost chapter of BNI in the world and golf at the foot of a mountain range known as ‘The Remarkables’.

In addition to meeting with BNI New Zealand’s support team and Assistant & Regional Directors, Norm also spent an afternoon crewing and match racing an authentic America’s Cup boat (NZ41) with BNI support staff, directors and longstanding members of BNI.
The visit by the American CEO gave Directors an opportunity to hear firsthand how BNI operates in the US, while Norm in turn found out about some New Zealand initiatives like the Entrepreneur Support Programme. The New Zealand initiative is being trialled here and may possibly be rolled-out worldwide if successful.
Norm went on to cap his visit with the launch of the southernmost chapter in the world in Princes Street, Dunedin in New Zealand’s South Island. From there it was just a short hop to Queenstown and golf at the foot of The Remarkables Mountain range.
Visiting the Queenstown mountain range was particularly interesting for Norm who – when asked how he is – always responds with: “I am remarkable”.
We don't doubt he feels the same way about New Zealand!
Pictured from left is Norm Dominquez, Graham Southwell and BNI webmaster Brian Falkner shortly before boarding NZ41.

BNI recently launched its southernmost chapter in the world – by ‘half a mile’ – in Princes Street, Dunedin.
One of the few chapters in New Zealand to be visited by the international CEO of BNI out of Los Angeles, Norm Dominguez

attended the launch along with other small business owners, the new leadership team and BNI’s new regional director for South Otago, Andrew Couper.
Mr Dominquez told new chapter members and guests that BNI may be global, but its success is based on bringing together small, micro communities – much in the same way as close knit village communities used to do business.
“BNI is an organisation that brings communities of small and medium business owners together regularly to follow a structured agenda and way of doing business that helps them build their business through actively finding business referrals for their chapter members, while also providing mentoring, support and friendship.”
BNI South Otago’s Assistant Director, Andrew Couper, a member of the first Dunedin Chapter (Latitude 45), says that the new Dunedin Chapter now takes over the mantle as the southernmost chapter in the world.
“Latitude 45 meets in the Kingsgate Hotel in Smith Street, while the new Dunedin Chapter meets in the Southern Cross Hotel in Princes Street – making it marginally more south than Latitude 45.
“These two chapters are just the beginning for BNI in the Southern Latitudes. We will be expanding in to other areas of Otago and the Southland area – we already have expressions of interest from Invercargill,” he said.
New chapter president, Jason Clark (senior insurance broker for Fraser Macandrew Ryan) said he became involved when a client suggested that BNI might benefit him.
“I went along to a meeting and was impressed with concept that was about building your business through networking and referrals – being a financial broker, building networks is a major part of what I do.
“I was keen to get involved, but the BNI thing is that only one person from each industry, trade or profession can join a chapter. There were other people I competed with at the start of the first chapter, but I was asked to help form the second group. It took a bit of time, we now have 15 fulltime members and we’re looking to double that.”
Jason said the chapter is looking for one member from a number of industries, trades or professions, including an electrician, plumber, builder, computer repairs person, chiropractor, physiotherapist, personal trainer, graphic designer, marketing person, architect – and a number of other professions or types of business.
“We’re already referring business to each other, and with the BNI philosophy of ‘Givers Gain’ I’m sure that the more referrals we give the more we will receive in return and we can only get stronger from there on out.”
The new Dunedin Chapter of BNI meets at the Southern Cross Hotel in Princes Street at 7am every Wednesday. Guests are invited to contact Jason at jason.clark@fmrbrokers.co.nz or regional director Andrew Couper at Andrew@couper.co.nz (Pictured is the new chapter with BNI International's CEO Norm Dominquez front row, second from right).

Accident management is big business in the United States, but in New Zealand it's Newton Chapter member Karen Knight who is blazing new trails in the market with a service that manages vehicle related post crash problems - from arranging a tow truck, courtesy car and panel beater to following up on the work being done and assisting in the insurance claims process.
Making use of her extensive contacts after 20 years in the panelbeating business, Karen's company Crash Brokers  is based

on a similar business model to mortage brokers; the customer receives a superior solution at no cost to them and service providers incur a modest fee for the referral, which funds the service - makes its money from commissions on referrals to repair shops.
Karen told the New Zealand Herald's supplement, The Business, that the company has attracted 25,000 customers since setting up two years ago.
"Our industry expertise and established relationships ensure customers receive first-class service. A referral from Crash Brokers receives priority and instant response," says Karen, who established her first repair business – The Body Shop – in Otahuhu when she was just 22 years old.
After 20 years in the business Karen sold up and went to study a graduate diploma in business administration and an MBA. Her job as national fleet manager for Esanda Fleet Partners gave her the idea for Crash Brokers.