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Hey everyone, I'm excited to be back! We have been talking about coming with an easy referral system and writing a copy and paste email BNI members they can send for you.

This is vitally important. Who here has a well-written copy and paste emails they give to BNI members for an intro?

The next step is figuring out the answer to why potential clients should work with you instead of others who do the same thing?

And why should they choose you instead of others who offer the same service for cheaper? You need a USP, or Unique Selling Proposition. What makes you different and better than others who provide the same service?

As an example, we don't just provide headshots, but we help people through the whole process from how to prepare for the shoot and what to wear, to how to look great on camera if they normally hate the way they look in pictures, and even to how to brand and market themselves using their headshot after the shoot is done.

So what added and unexpected value do you provide to clients? Even if you can't give them something different within the bounds of your service, can you at least put them in touch with people who would be helpful to them?

Remember: the best way to be successful in networking, business, and life is to give more to others than anyone could ever expect. Givers gain, after all! If you can help your potential client before expecting anything back from them, they will want to help you out by referring others to you.

Another way to think about this is... how can I under-promise and over-deliver to potential clients so they get blown away by how much more value they're getting than what they expected?

If you can figure out the answer to just that one question by next week, you'll be well on your way to business success.

As always, feel free to email me directly if you have any questions anything.

How would you like to make more money being a profiler with the FBI?

Did I say FBI?


That's the Find Business Initiative. So how do you do that?

First, I want you to review your clients and create a list of your best customers, however you define that.

  • What industry are they in?
  • What's the job title of the person that hired you?
  • How did you get introduced to that person?
  • What was the trigger for those customers to be in the market for your services?
  • What might they say that should make use think of introducing you?
  • What are the other common traits among those best customers?

Your job here in BNI is to make sure that your fellow members understand these profiles and recognize these people when they come across them.

If that happens, then making those introductions should be a mere formality at that point.

So make your ideal customer profiles; and share them with your fellow members, and you will definitely make more money with the FBI.

Kitchen Cabinet showroom

I love standing up here and sharing some words with you on Wednesday mornings.

But today, many of the words I share will not be my own. They'll be from leaders like Lindsay Fox, who said, "Personal relationships are always the key to good business. You can buy networking; you can't buy friendships." And from Lewis Howes who said, "One of the most powerful networking practices is to provide immediate value to a new connection. This means the moment you identify a way to help someone, take action."

We have so many resources, all around us. Networking is all about leveraging the power of others.

Sonia Sotomayor said, "Sometimes, idealistic people are put off by the whole business of networking as something tainted by flattery and the pursuit of selfish advantage. But virtue in obscurity is rewarded only in Heaven. To succeed in this world you have to be known to people."

Lewis Howes also said, "What's your routine after attending a networking event or meal? If your answer is, 'I go home,' you're probably going to miss out on opportunities." I have to admit that one stung a little, but only because he's right. And I realize that there's even more I can do between meetings. What are you doing to maximize this living breathing resource? And I don't just mean us - the people - but even the meetings themselves. Consider that each meeting is like it's own organism - new business cards going around, new guests and visitors, new info from the members, new presentations, new asks, etc. What's your routine when engaging with each meeting? Do you have one?

Jay Samit said, "Networking is all about connecting with people. But then again, isn't that what life is about? The more time you can find to get out of the office and build true friendships, the farther your startup will go. Entrepreneurs need to remember to spend as much time working on their business as they do in their business."

And Zig Ziglar said, "If people like you, they'll listen to you, but if they trust you, they'll do business with you."

You might check in and ask yourself, "How am I building trust?"

Joel A. Barker said, "Vision without action is merely a dream. Action without vision just passes the time. Vision with action can change the world."

John C. Maxwell said, "Growth is the great separator between those who succeed and those who do not. When I see a person beginning to separate themselves from the pack, it's almost always due to personal growth."

And lastly, perhaps Jocko Willink was thinking of Lucky 62 when he said, "The temptation to take the easy road is always there. It is as easy as staying in bed in the morning and sleeping in. But discipline is paramount to ultimate success and victory for any leader and any team."

Trust yourself, and learn to leverage the power, experience, and resources of others.

As I've mentioned to you previously, Chapter 62 has been integral to helping me and e9digtial become the highest rated web firm in Manhattan.

So how would you like to make more money by being trusted by people you don't know?

You can do that with reviews on Google, Yelp and Facebook, and you can have your fellow members jump start that for you.

First: Why should you do this?

I guarantee that every time I give out a referral to one of you, no matter how strong that referral is, the first thing the person will do is google you. They do this because they want some corroboration to the great story I told them, and by seeing a bunch of positive reviews, it gives them the confidence to pick up the phone up and call you.

So here's how I had Chapter 62 help me and e9digital become the highest rated web firm in Manhattan.

Every time e9digital completed a project with one of you in this room, I followed up with you and asked if we provided 5 star service, and if we didn't, I asked you how we could have served you better.

By asking these questions after every project it allowed me to do three things:

First, if there was a problem on a project that I wasn't aware of, this gave you a chance to vent and be heard.

Second, if you weren't five-star happy, I was able to solve your problem and avoid a negative review.

Third, I can take any feedback that you provided and use that to improve our service and our process.

But 99% of the time the reply I received was that you were super happy with the process and the completed website.

It was at this point, that I followed up with you and asked that you give me a 5 star review on Google, and to make sure you expended minimal effort in doing so, I gave you a direct link to where you could leave the review.

And once I got really good with the method of follow up and getting reviews within the Chapter, I rolled it out to the rest of my clients.

In summary, if you are doing business with your fellow members, you should be asking for their feedback to improve your process and when they are five star happy, you should be asking them to leave a review.

Then take this process and use it on all of your clients, and you will definitely make more money.

Leadership comes in all shapes and sizes. Some leaders stand behind podiums, and impact millions of people. And some simply make a difference in their own household.

A couple weeks ago, I witnessed leadership in a fundamental but telling form right here in this room. You may not even remember it, it was that simple. But it left an impression on me. Someone spilled water on the table right in the corner. It was just water, and it wasn't a whole pitcher, but it was bigger than a few napkins could handle. Without much hesitation, people from the head table got up and took action. I think Conrad may have even gone in the back to get more napkins. Regardless, in that moment, they took ownership of the situation. It became their table, their water, their room. And really, it's an indicator of how they relate to the chapter. Like it's theirs. Not in a possessive way, but in a way where they trust their impact and are present to their commitment.

And just to be clear, there's no judgment here for the rest of us. I for one, sat right over there watching, and waited for the next commercial. And that's fine.

This is a simple example of leadership through action. Another place you see it is through speaking up. Sometimes leadership comes in the form of just saying the thing - the thing that nobody noticed. Or that everyone sees but no one wants to say aloud. Or the unpopular thing. Or maybe it's calling out the emperor and his new clothes.

Whatever the specifics, leaders stand up for what they believe in, what they're committed to.

What are you committed to? What's the thing that really matters? And how are you nurturing the growth of it in your business? And in the world?

One simple act of ownership that you could do today, even right now, is to write down your goals. Whatever they are, no matter how big or small. Do you even know what your goals are?

Remember, we win at the games we play. So what game are you playing? Write it down, or say it aloud. Tell your sponsor or the next person with whom you have a 121.

And regardless of what it is, I invite you to get clear and then get after it.

This whole thing is ours. Whatever we want to do, and whomever we want to meet, we just need to speak it aloud. Share it - specifically, intentionally, and from a place of ownership.

The more clear we are in our asks, and the more connected we are to our commitments, the more successful we'll be in our businesses.

The more success for us, the more success for the chapter. Everyone wins.

To incentivize referral partners to work with me, I am offering them value they can provide to their clients in the form of high quality photography, along with referral fees so they can profit off of recommending our services. And I usually start the relationship by offering to connect them to other people that might be helpful to them in their business.

The next step is to come up with your offering to both the actual client and the BNI member.

I want you to take this week and spend some time coming up with the answers to these two questions - write them down:

1. What deal can I offer to the client that the referral partner can easily sell?
2. How can I make it easy for the BNI member to introduce me to my referral partners?

In other words, this means writing out copy and paste emails that you can give BNI member AND the referral partner to send for you.

(LEADERSHIP NOTE: Referral Fees are not normally traded within BNI 62. The incentive inside our chapter is that we will give each other referrals and what goes around; comes around. Referral fees are used outside the chapter as inducement to a partner that otherwise would not take the time or effort to refer you because they have no expectation of getting a referral in return. This practice is standard outside BNI. If you have any questions about this, please see Conrad.)