Committing To Each Other

Since we are so close to beginning the new year, what better time is there to re-commit to all of your fellow chapter members? Re-commit to:

• Attending your meetings regularly
• Giving referrals to each other
• Attending outside networking events so that you may better refer to others

In my own chapter, I've borrowed some of the ideas from others (thanks to Dean Curry) and created two documents that I will actively use this year. One is for new member applicants. At the third meeting that a guest attends, they will be asked to complete a short questionnaire and address questions. Basically, what can you bring to the table as a new member and how can we support you in your business? Here is a copy of the document.


We also want existing members to renew their commitment to the success of the chapter in 2008. A similar commitment letter will be in place for all existing members. Here is a copy of the letter:

If everyone invests in each other in 2008, we can make it the best year ever for giving referrals, building our own businesses, and helping others succeed. If anyone would like a copy of either document to use in their own chapters, please contact me and I'll be glad to send to you via email.

Happy Holidays!

Just One Thought...

To be the most successful person you can possibly be, you only need to remind yourself of one single solitary thought when you meet with another person. That thought is actually a question you must ask yourself and it is this:

"How can I help this person and bring value to them?" That's it. Nothing else.

As an AmSpirit Business Connections member, that thought could lead to:

• Inviting them to visit your chapter thereby helping that person build their network and potential business referrals.
• Finding out if the person you're meeting with has a need for a product or service offered by one of your chapter members.
  

The quality of your business relationships will exponentially grow when you are perceived as a resource by others as opposed to 'that sales person' working for ABC Company.

It's not that difficult to give referrals, get referrals, and build your chapter membership if every person in the chapter adopted this same mindset.

If you train yourself to always ask that simple question when meeting others, you'll be 'paying forward' just like the legendary Ohio State football Coach Woodie Hayes often was quoted as saying.

What Makes a Great AmSpirit Business Connections Chapter?

With so many chapters in AmSpirit Business Connections, and the fact that each chapter has rosters large, small, and in between it can sometimes be difficult to exactly determine why some chapters flourish and others tread water.

I'd like to spark some healthy debate on this forum. This is your chance to 'tell it like it is', but be professional. I'm not going to post comments if I deem them to be inappropriate. As an Area Director, I am helping 8 chapters throughout the year as a mentor and 'coach' of sorts. I see common traits in chapters that succeed and those that do not. However, it is so much more powerful for individual members to see those traits.

I'd love to hear the perspectives of as many members as possible. The leadership of AmSpirit Business Connections meets regularly to discuss ways to improve the organization. I'd rather hear from the members what works for them and what they'd like to see improved upon. I'm afraid we rely too much on our own personal assumptions without hard evidence to back it up.

If you take a few moments to read any of my prior 'posts' to this blog, you'll read my thoughts on what it takes to be a productive member as well as a productive chapter. I look forward to reading what everyone has to say! If you'd like to leave a comment, just click on the 'comments' link next to my name at the bottom of this 'post'.

One last thought...Go Bucks! Beat Michigan!!

Do Not Accept Mediocrity...Part II

Have high expectations for everyone in your network and chapter. If you're a leader of your particular AmSpirit Business Connections Chapter, ensure everyone carries out their responsibilities the right way. If you see something being done incorrectly or not at all, don't ignore it.

Pull the person aside and ask them if they need help in carrying out their duties as an officer of the chapter. If they do not know their role in the chapter, refer them to the chapter guide which is available on the AmSpirit Business Connections web site. Small tasks make a big difference. Encourage the Secretaries of your chapter to file a report every month so that all business referrals are tracked. It is the best evidence that your chapter delivers results. If they do not know the procedure, review it with them or ask your Area Director for guidance.

If you let others cut corners or skip procedures altogether, you are settling for mediocrity which in turn will erode your chapter's ability to gain more members and generate more referrals for one another.

Too often we can focus our attention on 'getting more members' without paying attention to our collective referral giving. If a large number of referrals are generated, the membership numbers will be easier to build upon. If a guest visits your chapter and sees 70-80 referrals generated each month on your Monthly Newsletter, do you think they'd be interested in becoming a member?

Extend Yourself

In order to develop a large network of contacts, you have to be willing to extend yourself to many different networking functions. Many opportunities are available every single month for you to get involved beyond just belonging to your local chapter of AmSpirit Business Connections.

If you network well throughout the AmSpirit Business Connections organization, don't just stop there. If you do, you'll eventually have a 'closed network'. A closed network, meaning that everyone you know will know the same people thereby limiting your ability to meet new people.

There are hundreds of associations in Central Ohio. Do a search on Google to find out more information or visit your local library and have the reference desk help you. Ask others in AmSpirit what other groups they may visit or belong to as members.

Just do not limit yourself with a small network. If you find that you aren't getting enough referrals for your business, ask yourself how much time you've invested in building a quality network?

Building Rapport with Others

For those of you who have been in the AmSpirit Business Connections organization for a few years or more, think back to how long it may have taken you to 'get comfortable' with the other members of your chapter. How long did it take before you started getting referrals?

From my own experience, I remember that it took nearly a year before I received my first really good referral. Obviously, everyone will have different experiences because of their business category too. There is much more risk at stake in doing business with a financial planner as opposed to buying flowers on Valentine's day from the florist in the group.

Here is my point. Invest time as much as possible to meet one-on-one with members of your chapter when you first join. Continue going to outside events as much as you can (chapter socials and/or business showcases). You will get to know others so much faster and learn so much more about helping one another when you interact as individuals. If you only see other members of your chapter each week for the 1 hour and 15 minute meeting, then you aren't building much rapport.

Here's another thought to ponder. If it takes several months of interacting continuously with your own chapter to build a solid business rapport with others, how much time do you think it might take to get to know members from other chapters? I see members visit the area wide luncheons once or twice, then they disappear. They think if there isn't an immediate payoff, it's not worth their time.

To get to 'know, like, and trust' with those in other chapters it may take more than a year for it to happen. In some cases, I've had referrals come from people I've known for 4-5 years or more. But for whatever reason, we were not referring to each other previously. But once the floodgates are finally open the referrals flow.

In a nutshell, networking takes patience, persistence, and consistency. If you consistently seek to help others and do so on a consistent basis, you will be rewarded.

Connect The Dots...

Whether we choose to believe it or not, everything we do as business people is evaluated by others. There are a lot of little things (they're not really little, be we think they go unnoticed) that can trip us up in our pursuit to succeed in business.

For example, in your role as a business professional in AmSpirit Business Connections, do you:

• Always call your chapter Vice President to let them know if you can not attend a meeting? Or do you just not show up?
• Give more referrals than you receive? Or wait until others help you before you decide to refer business to them?
• Attend outside networking events like MORE meetings, B2B meetings, city wide socials, etc.? Or do you tell yourself you have better things to do with your time than spend 90 minutes with other AmSpirit members or visitors?
• If you do attend outside networking events, do you talk endlessly about what you do? Or do you listen intently to learn about others' businesses and do your best to connect people who do not know one another?
• Show up late to your chapter meetings week after week? Or do you show up early enough each week so that you have time to network with other members before the meeting officially starts?
• Pay your dues on time with the local chapter and the national office? Or do you usually wait until you get reminder notices from your Area Director that late fees will be assessed if you do not pay your bill?
• Attend the Annual Leadership Conference each year to learn more about becoming a leader in your chapter? Or do you ignore the opportunity each year telling yourself you'd rather spend that Saturday watching basketball games on TV?
  

All of these examples above are possible reasons why you do not reap the greatest value out of your membership in the organization. Others judge us by all of our actions whether we choose to believe it or not. So...connect the dots. You may be damaging yourself without really realizing it.

Is Your Chapter an "Enthusiasm-Free Zone"?

You may wonder sometimes about others' level of enthusiasm in networking groups. Maybe you're stuck in an 'enthusiasm-free zone'.

What's that? It's a sign hanging on a wall with a black and yellow border, like a warning sign. It states something like this:

Notice
Enthusiasm Free Zone

Absolutely no activities that promote enthusiasm
in the chapter are permitted in this area.

These activities include, but are not limited to:

• Telling success stories about referrals you’ve either given or received

• Gushing about how much you enjoyed last month’s luncheon or social

• Cheerleading about AmSpirit Business Connections

• Talking about ‘networking’ as if it is a living entity

• Discussing how much your business has been impacted through networking and referrals

It’s not that we’re negative. It’s just that we’re here because our company pays for it. Enthusiasm costs extra!

Don't Settle for Mediocrity!

I hear from members from time to time that become frustrated with networking in their chapters. Either not enough referrals are being generated, attendance is off, not enough guests are invited, the chapter isn't growing fast enough, etc.

Why do you think that is? Take a moment to analyze your chapter. Be tough, but objective about it. Spend some time reviewing the chapter member handbook to review all of the guidelines for successful chapters. You can find it on the AmSpirit web site. Find anything there that might surprise you?

Most chapters that fall short of expectations also deviate from the guidelines written in the handbook. Reasons for not following guidelines are many:

• "We don't want to be so regimented."
• "This gets boring with repetition."
• "I don't know why we need to do that anyway, it's silly."
• "We all know this already, so why do it every week?"

I've seen chapters that used to do everything 'by the book', then gradually begin changing the way their chapter functions. New Chapter officers follow the previous years' example and continue the erosion of processes.

Before you know it, membership is shrinking, referrals are down, and everyone scratches their heads and wonders, "does this networking stuff even work?" Yes! It does work! But only when the collective chapter follows the process (developed over more than 10 years, by the way) and effort is given by everyone.

Do not settle for mediocrity! Chapter boards need to be not only the best examples for the members, but also hold everyone accountable to the standards for success. Chapter members are required to:

• provide at least 2 referrals per month (average of 24 per year)
  
• not miss more than 2 meetings in a row or 3 in a rolling quarter
• stay current with any local and national membership dues

Members are also strongly encouraged to:

• attend outside networking events, either AmSpirit or otherwise. This helps to become a better referral giver and also enable you to recruit potential new members for your chapter.
• bring at least 4 guests each year to your chapter.
• meet regularly with your lunch bunch partners in your chapter. How else will you get to know everyone on a personal level?
• attend as many chapter socials as you can. This also helps you get to know, like, and trust those in your chapter much quicker.
  

Now, ask yourself whether your chapter does all of these things. How often have you witnessed members not hold up their end of the bargain and no one says anything? If your chapter is less than what it should be in terms of results, maybe it's time to get serious and follow the guidelines and ensure your chapter board holds others accountable as well as themselves.

If you're wary that members will leave the group, don't be. Those are usually the ones keeping your chapter from being successful in the first place. They will either step up their game and become a productive member, or they will self-select out of the group.

You just might be surprised that your chapter begins attracting serious-minded professionals who want to network. When the results are positive, the chapter will grow. Success breeds success!

So the next time you tell someone that you're not happy with the way things are going in your chapter, take a critical look at how the chapter functions. I guarantee there is a failure to follow guidelines at some level!

Values vs. Techniques

How much of what you do in your daily routines supports your values as a person and how much is a technique?

AmSpirit Business Connections constantly reminds members that 'giving' is the best way to benefit in the organization. You'll hear 'givers get' and 'give first, then you'll receive' often from Frank Agin or other Area Directors.

What I find troubling is the notion that some may perceive 'giving' as a technique. That's dead wrong. You have to have 'values' in your life that you live every day. If you're treating values as a technique to gain more business, eventually people will see right through you.

When I see members act in a way that is 'giving' to others, and then after a short time, abandon that mindset, it makes me think they only pursued it as a 'technique'. Going to monthly luncheons, referring to others, making introductions between other members, etc. are all part of having a giving nature. But when I hear a member say, 'I tried doing that and it just didn't work' or another excuse is offered, I am troubled by it.

It makes me think they were only employing a technique and they didn't really believe in what they were doing. Whether you immediately get rewarded for your giving nature or not, you should gain satisfaction out of knowing you followed the 'golden rule': do unto others as you would have them do unto you.

I get discouraged from time to time just like everybody else, but knowing that you're doing the right thing keeps your perspective in place. How can feeling good about yourself ever be a bad thing?

Your #1 Goal at any Networking Event

Here's the secret to being successful at any networking event: Give!

Go to the networking event with the mindset that you will:

• introduce someone you know to someone new that they have not met
• help find a referral for someone in your chapter
• help someone to get involved in a networking chapter
• learn more about someone else's business so that you can better refer to them in the future
• get to know someone new, agree to meet later to learn more about helping each other's business

All of the above activities promotes giving. If you go to networking events with the sole intent to get business leads for yourself, you'll lose almost every time. I said 'almost'. Sometimes you may come away with a few leads, but once you get the reputation of 'taking' and never 'giving' you will lose momentum fast.

Guess what? I went to the CONES networking event tonight and received two solid leads. Both were a result of others approaching me asking for my help.

With the help of Brian Schiff, President of the North Outerbelt Chapter, I was able to help someone new find a chapter to join. I also made plans to schedule a future meeting to learn more about partnering with another company.

I firmly believe that these things do not happen by accident. It was because my intent was to help others get what they need, rather than focusing on my needs.

Looking For a Way to Start Your Week on the Right Foot?

If you're like me, you sometimes find it difficult to always begin the Monday morning work week with a positive frame of mind. If you're looking for a way to jump start your week on a positive note, you owe it to yourself to visit the AmSpirit Business Connections Development Forum.

Each week a different presenter will offer insights gained from a business book, a seminar attended, a business article, etc. Visit the link above to learn more about what's coming up each week and to get directions to the meeting. Every week we meet at 7:30am and wrap up shortly before 9am.

Any member of the forum will attest to the fact that the information shared each week not only is valuable to their respective businesses, but the positive outlook shared in the meetings carries over to the rest of our weeks.

So if you think you could use a bit of positive reinforcement for your business and learn new information regarding marketing, strategy, sales, and/or networking mark your calendars for Monday mornings at 7:30am!

Tracking Member Referral Effectiveness

I wanted to take this opportunity to share some new information with you. The North Outerbelt Chapter has begun tracking member effectiveness with a new report. As you all know, one of the requirements to be a member in good standing is to give 2 qualified referrals each month. Tanya Copley-Hegarty, their Chapter Secretary, has created a simple way to track member referral giving. Here is a copy of the report.

Through July, if the member is meeting their referral goal, they should be at 14 referrals. Anything less than that and they're below 100%. Anyone dipping below 50% for the year triggers a discussion with the member on how they can be better referral givers and letting them know it is important that they get their numbers up. If they cannot meet this requirement after being coached by board members they will be asked to leave the group.

This is an excellent way for chapters to monitor themselves and put a process in place to help members give to each other and maintain the integrity of the chapter's accountability.

Kudos to Brian Schiff for his leadership as President of the North Outerbelt Chapter and to Tanya Copley-Hegarty for her willingness to create this report and her attention to detail.

Do You Only Watch One Channel?

Anyone who watches TV every night probably 'surfs' hundreds of channels a week. Me too. Jerry Seinfeld even put the topic in his act before. He stated that while women want to find something to watch, men always search for 'something else to watch'.

What does this have to do with networking, you ask? I've said more than once that when you join a networking organization like AmSpirit Business Connections, why would you only go to your chapter meetings and never go anywhere else? There are monthly luncheons, Business to Business Meetings, Chapter socials, other chapter meetings throughout the week, The CONES tradeshow, the AmSpirit Golf Outing, etc. All of these events are other opportunities to build relationships with other business professionals.

If you only invest 1 hour and 15 minutes each week to your chapter, it's just like buying cable TV (or a satellite dish) and only watching one channel! Why limit yourself when you can either help others by referring to them or helping your own business by promoting yourself?

Obviously, I'm not advocating going to chapters where your business category is already represented. But if you look hard enough, I'm sure you will find chapters that might not have your category represented. Or go to area wide events and market yourself all you want! Who cares if you're a realtor and there are 5 other realtors there? Convince people that you're the best of the bunch! It's also possible that your perceived competitors may be referral sources if you find that you each specialize in different areas/products/services.

So stop watching one channel and SURF AmSpirit Business Connections to get the most out of it!

Do You Have a Networking Mindset?

First, a 'networking mindset' could be defined differently depending on who you ask. Let me tell you how I define it.

A successful networker cares more about others than themselves. They go to networking events in the hopes that they can potentially be a resource to help connect other people to each other, or offer advice/tips that can help others in their businesses.

They DO NOT meet new people and immediately start telling them why they need their products/services. Their values and actions are not dictated by "what am I gonna get out of this?"

Ok, now that I've written this you're probably thinking, "Wow, what a Pollyanna!" I'm not at all. Think about it. How much would you be able to gain if every time you went to an AmSpirit Chapter meeting and every person in the room was focused entirely on helping others and not themselves? If twenty people are in the room, 19 of them are focused on trying to help you.

Think about going to area wide AmSpirit events with the same attitude. I've heard from some AmSpirit Business Connections members that they do not go to area events because they think that their 'target audience' customer will not be there. Or perhaps they will not go because too many people in their same business category attends.

If you think that AmSpirit Business Connections is just comprised of 'potential customers' you are selling yourself short. Think of it as hundreds of potential advocates for your business!! By not going to events because you think your ideal customer will not be in attendance isn't accurate. What if your 'ideal customer' happens to be the best friend or next door neighbor of someone who IS in attendance. Wouldn't you like the referral?

I've never thought of my chapter as my potential customers. If I did, I would have finished 'farming' for business from them and quit by now. Which is why some AmSpirit members join and give up in a few months, never realizing the true value of the organization.

In summary, take some time to evaluate your 'networking' mindset over the next few weeks. By thinking of others first, you will realize a return on your investment. More people will want to reach out to you if they know that you will do the same.

Yes, there will be a few self-centered people in your life that will always think of themselves first, not matter what you do. The more successful we can become by giving can maybe convince the selfish of the 'error of their ways'.

Officer Reports Done Properly

Part of what makes AmSpirit Business Connections so effective is the commitment to a proven process. Officer Reports are but one component of that process.

I've witnessed more than one chapter over the past few months not covering Officer Reports the way they really should. It's not acceptable to simply state, "I have no Report", in a chapter meeting. At a bare minimum, an Officer should stand up, explain the duties of his/her position, and then move on to the next Officer.

It's also important that all Officer Reports are covered whether that Officer is in attendance or not. This is especially important if guests are present at the meeting. They need to see that there are professional members involved who value these weekly chapter meetings and take it seriously, just as they would in their own business. If several Officers are missing and no one reports for those missing, it does not show the guests a true measure of the chapter's procedures.

This is especially true when key Officers are missing. Secretaries have extremely important reports to share each week. If no one explains the referral tickets and the monthly newsletter (referral report) that is a big mistake. Guests are left to figure it out by themselves.

I know this seems trivial, but little things like Officer Reports can make or break a chapter in the long run. If these become casual, the culture can slowly erode as well.

A Useful Tip For Networking Events

If you attend a networking event where food and drink is offered, consider arriving early in the event so that if you do have something to eat and drink, you can do that first. Why? Because it will be easier for you to network with others if you aren't holding a plate or cup in your hand. Tables aren't always readily available.

I've often seen others attempt to exchange business cards while juggling plates and cups too. It's kind of awkward. You also have an easier time writing down info when you network if your hands are free.

Make Yourself a Resource for Others

First, my apologies for not posting here more often. I promise to post here at least once a week from now on. Please send me feedback if you find this information helpful to you as you network with other business professionals.

If you'd like to subscribe to this blog and have it delivered to your email inbox whenever there is a new posting, click on the 'subscribe to post' link at the bottom of the page.

Now on to today's topic:

Whenever you meet with clients or prospects, be sure to let them know just how 'connected' you are. I've gotten into the habit of informing clients and others that if they need anything at all, whether it may be a realtor, an attorney, a landscaper, a mechanic, etc. to please call me.

I know a lot of people in and around Central Ohio who do great work in all kinds of professions. You will be surprised at how you can strengthen your bond with your clients and prospects. They will truly perceive you to be a resource for many needs and not just trying to sell you something from your company. You will position yourself as having their best interests in mind. If you're not already perceived this way, this will help you get there!

Prepare Your Presentation

Whether you're the featured speaker in your weekly chapter meeting, or guest speaking at a public event, take time to prepare your presentation. I have been an audience member for a few presentations recently, and it was obvious the speaker hadn't prepared.

Here are a few tips:

• Don't wait until the last minute to prepare. If you're up late the night before, your focus and energy probably aren't where they should be. Do your best to work on it a few days before.

• Rehearse. If you have 10-15 minutes to speak, make sure your material covers that time span. If you have too much, you'll never get through the material. If you have too little, it makes your presentation look bad.

• Also leave enough time for questions.

• If you're using other audio/visual equipment, make sure you've tested it beforehand. How many times have you seen someone struggle to launch a PowerPoint presentation? You don't want to start with a bad first impression.

Your presentation skills provide and insight into who you are as a professional. It goes a long way to instilling confidence in your fellow AmSpirit Business Connections members that they can refer to you without reservation.

How NOT to Network at Events

Recently I had an opportunity to mingle and network with a lot of other business professionals at a breakfast event. I used to love going to these types of events because, like most everyone who goes, I wanted to make more contacts and expand my database.

What I've found in the last year or two is that I now seem to use these events as a training ground for myself to observe networking behaviors of other professionals. What I observed at this event was mostly what NOT to do when meeting others for the first time.

Almost every single person I met immediately whipped out a business card and went into 'sales mode'. Holy Cow! I just met you and you want to tell me why I need your product or service!? How about a little rapport building first?

Not that I'm perfect in my networking habits, but I've learned to treat others as I would want to be treated (the golden rule, if you will). It's almost as if you can tell immediately when someone is on commission only, or being pressured by quotas, or just doesn't have a clue about sales.

So my advice to others would be to be friendly, ask lots of questions about the other person and what they do, and if they ask you about your business keep it brief and turn the attention back to them. If there is truly an interest, ask them if they would be interested in learing more about each other at a lunch or sharing a cup of coffee.

To view it in a humorous context, you don't want to 'scare the squirrel away' with sudden movements when you're trying to get him to take the peanuts from your hand.