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'.