Perception is Everything 10/10/11

I saw a presentation at a BNI Conference a couple years ago by Chick Gallagher, my Executive Director in Delaware and part of Pennsylvania. In his presentation he talked about “perception” being relative and how small things can substantially alter one’s perception. On one of his Power Point slides he had the words: A woman without her man is nothing. As you might suspect, it got loud boos from the audience. Then, he added two commas to the wording. It still fell in disfavor with the audience ...

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Great Opening Question 03/21/11

A good networker has two ears and one mouth and should use them both proportionately. When you meet someone in a networking environment you should ‘listen’ more than you ‘talk’ (especially if it is the first time you’ve met). Consequently, in books like The 29% Solution and Networking Like a Pro, I’ve written a lot about the kinds of questions you should ask when you meet someone for the first time. Recently, I was at a networking event and, at the end of the conversation, someone asked me a question that...

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The End is Near! 01/20/11

No, not the end of the world, silly . . . I’m talking about the end of the recession. Recently, I wrote about “Business Looking up in 2011″ which was based on a survey of over 5,000 businesspeople and entrepreneurs at www.BNIBusinessIndex.com. The survey was a global survey that was taken by people from every populated continent in the world. The survey found that almost 68% of the respondents say that business is growing or growing dramatically compared to this time a year ago. What the survey...

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What Richard Branson Can Teach You about Networking 12/20/10

I recently had a phone conversation with someone who was asking me about the importance of eye contact when networking. I answered his question with an interesting story about Richard Branson and I’d like to share that story with you here because I think it demonstrates a point that’s definitely worth remembering. One of the many intriguing things about Richard Branson is that he has this laser-focus eye contact. When he is talking to you, he’s not looking to his left, looking to his right, or anywh...

Successful Businesses Need an Edge 10/28/10

It’s no secret that the economy goes through cycles. Each time it takes a downturn, unfortunately, salespeople, business owners and professional service providers feel the fallout. Data released by various sources, including the SBA and American Entrepreneurs Association, reveal that more than 50 percent of all businesses close their doors within their first seven years. During a recession, the rate of business failure rises more dramatically. Not included in the statistic cited above are the departments, plan...

Networking Minus Follow-Through Equals a Waste of Time 09/06/10

Smart, enterprising businesspeople know the importance of networking and how it is a huge opportunity to increase word-of-mouth and gain business referrals. However, one of the biggest mistakes people can make is failing to follow through. One of my employees recently told me a story that should serve as an important lesson to all of us on how networking without follow-through is nothing more than a waste of time. Note: The names in this story have been changed to protect the innocent . . . and the guilty. My emp...

Whoopee in the Cornfields 05/24/10

Here’s the thing with networking: If you want to get more business, you have to be willing to give business to other businesspeople. That’s why I founded my networking organization, BNI, on the central, guiding philosophy of giving benefit to others–Givers Gain®. It’s an ethical theme that is common to all religions, all cultures: Treat others the way you want to be treated. If you want to get referrals, do the best job you can of giving referrals to others. I’d like to share with...

Carrots, Eggs and Coffee Beans 05/17/10

There’s an old story about carrots, eggs and coffee beans that I’d like to share with you this week. You may have already heard it, but I’ve come across several people lately who have told me about situations of adversity they’re currently facing, and I think the lesson this story teaches about adversity is timeless. It’s a lesson that’s extremely important for people across the world to remember both in business and in life. Carrots, Eggs and Coffee Beans A young woman...