Keep An Open Mind For Other Potential Members

Everyone wants more business and more clients to work with, right? At least most of us fall into that category. That's why almost everyone joined AmSpirit Business Connections in the first place.

The wonderful thing about AmSpirit Business Connections is that when we are members of our respective chapters, we are not competing with others in our business categories: only one member in a distinct business category in each chapter.

However, there are times when this should not be taken so literally. If we let our chapters become so territorial that we reject potential new members because of a perceived conflict, we're hurting everyone in the chapter.

Let me explain this further. I'm not saying it's good to have two realtors, two mortgage lenders, etc. What I am saying is that it's entirely possible to split some categories and respect the other person's niche. Even though you may be able to handle commercial and residential home sales, you will find that by focusing on the one area you will benefit more in the long run. If you do residential, let a commercial realtor join. That commercial realtor may be your best referral source, and vice versa.

I've also heard members say, "Well, let them into the group, but I won't refer anything to him. I can handle both commercial and residential." That's fine. But think of the other members in your chapter who could benefit from knowing, liking, and trusting the new member. Every time you add one more person to your chapter's network, it opens the potential for referrals to all the other business categories in the chapter.

So the next time you reject a potential new member because you see a conflict, think objectively about it. Is letting this person join really affecting your bottom line negatively? I've seen groups with 3 insurance agents and 3 attorneys before. They all respected each others' core businesses and even though they overlapped, they only spoke of their core focus areas.

The more you hold onto everything in your category, the more your business loses opportunity for growth and expanding your sphere of business contacts.

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.