Results that Count Stories that Inspire Winning Businesses 1 •11-08-23 Referral wallwin_cover_basebar_ad.pdf 8:19 AM Strategies • Networking Tips • Teamwork
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TABLE OF CONTENTS
Welcome . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 What’s Important When You Refer Someone? . . . . . . . . . . . . . . . . . . . . . . 4 BNI Ontario Central North Chapters . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 Givers Gain! Member of the Year – Marino Vereecke* . . . . . . . . . . . . . . . 5 A Place to Celebrate! . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Mary Archer* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Brian McMillan* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Pat Lalonde* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Rose Adams* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Bill Dickie* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Leigh Recker* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Denise Carl* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Peter Anderson* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Rhonda Flanagan* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Rick Wearing* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 Fran Woodhurst* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 Don Sweatman* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 Visibility! – BNI Business Matters** . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Credibility! – BNI Huronia** . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Profitability! – BNI Lake Country** . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Growth! – BNI Business by the Bay** . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Results! Chapter of the Year – BNI Business Synergy . . . . . . . . . . . . . . . . 12 Wes Ayranto* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Karen Collacutt* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Liesje Lancia* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Jeff Mitchell* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 Whitney Young* . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 BNI Golf Tournament Highlights . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 Networking 101: Cultivate Contacts into Connections . . . . . . . . . . . . . . 15 Turn Off Tour Phone, Turn On Your Attention . . . . . . . . . . . . . . . . . . . . . 16 John Hamilton, Leadership Draw Winner . . . . . . . . . . . . . . . . . . . . . . . . 16 Marnie Redmond, Gala Sponsor Draw Winner . . . . . . . . . . . . . . . . . . . . 17 En route vers le Bilinguisme . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Making the Move to Bilingualism . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 *Notable Networker Award Winner 2010-11 **Chapter Performance Award Winner 2010-11 BNI - Results that Count | 2
Business Momentum! is published by BNI Ontario Central North PUBLISHER PROJECT MANAGER Deborah Foster-Stahle David Potocki EDITOR GRAPHIC DESIGN Deborah Foster-Stahle David Potocki CONTRIBUTING WRITERS PHOTOGRAPHERS Ashleigh Grange, Deborah Foster-Stahle, Deborah Foster-Stahle, Kurt Stahle, and Ivan Misner and various others ADVERTISING PRINTER Deborah Foster-Stahle McLaren Press
ONTARIO CENTRAL NORTH
9 Maple Ridge Road, RR 2, Shanty Bay, ON, L0L 2L0 Deborah Foster-Stahle, Executive Director, firstname.lastname@example.org Kurt Stahle, Managing Director, email@example.com
BNI Ontario Central North is a franchise of BNI Canada. Submissions are welcome from writers, photographers, and entrepreneurs. Contact Deborah Foster-Stahle, editor. We assume no responsibility for unsolicited material. Contributors are responsible for obtaining all approvals for publication of photos and content prior to submission. All submissions may not be used. We may edit, publish, reproduce, distribute and archive submissions in any form or medium without any compensation. We are not responsible for lost/damaged submissions. Contents copyrighted. All rights reserved. Reproduction or transmission of any article, photograph or artwork by any means without permission from publisher is prohibited. Business Momentum! magazine is published annually. Circulation is 20,000 copies. For detailed distribution information, contact BNI Ontario Central North. BNI Ontario Central North is committed to protecting your privacy as our customer. We may collect personal information only if it is required for the proper functioning of our business and only share this information with our business partners. The editors and contributors who write for Business Momentum! attempt to provide accurate and useful information and commentary. However the editors, contributors and BNI Ontario Central North cannot and do not guarantee the accuracy of this information. We assume no responsibility for any actions or decisions taken by any readers based on the information provided.
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Results that Count Stories that Inspire
elcome to the 2011 edition of Business Momentum! magazine, which highlights our BNI region’s award winning members and chapters, and provides ideas and tips on networking and referral generation to spark success in the local business community. What is BNI? It’s the world’s largest, most successful referral marketing organization, recognized in 2008 by the Wall Street Journal as a Top-25 Performing Franchise globally. Our company’s mandate is the same here as it is in countries like the U.S., Scotland and Costa Rica: To provide the structure, education, tools, and support necessary for our members to effectively build business by referral. 98% of businesses rely on referrals for success, while only 3% actually leverage a structured referral system; BNI provides a proven system for referral generation. Guided by our Givers Gain® philosophy, each BNI chapter meets weekly and welcomes one person per profession to actively participate. Like unique pieces to a puzzle, people in different businesses come together to form a whole. Essentially, fellow members of a chapter act as an extended sales force for one another, opening doors to more sales through warm introductions to potential new clients and strategic alliances. BNI’s word-of-mouth marketing program is now delivered in twelve languages across 47 countries to entrepreneurs, salespeople and executives primarily in small to mid-sized enterprises, but also large national and multi-national organizations that understand the value of referrals to business success. BNI’s global network now has about 6,000 chapters and 150,000 members, who exchange qualified referrals amounting to billions of dollars in business. Year in and year out, BNI members show themselves to be a productive lot and you’ll meet some local examples inside these pages. Our BNI Ontario Central North franchise ranges from Grey County in the west, around Georgian Bay to Parry Sound, across to North Bay, and as far south as Bradford in the east. Along with our team of directors and ambassadors, my role as executive director is to support the success of our members and chapters through the BNI referral marketing program. Nineteen chapters and growing, we have recently launched new referral teams in Midland and North Bay and have other groups in various stages of development in Bradford, Orillia, Wasaga Beach, Barrie, and Penetanguishene, two of which will be bilingual. Please see page 4 for a listing of our chapters’ meeting days/times and feel welcome to contact me www.businessmomentum.biz
to arrange a visit: firstname.lastname@example.org. One thing that sets our program apart in the marketplace is that we actively track and measure the performance of our chapters and members – and have Results that Count. During the last fiscal year (April 1/10-March 31/11), referrals passed across our region resulted in a 45 times return on investment per member on average, and one of our chapters: BNI Lake Country in Orillia, saw a 79x ROI/member! No wonder that team won the Profitability! Award this June – see page 11. In the first third of this fiscal, our 325 business members have already recorded $2.2 million in gross sales and commissions (done deals as a result of referrals exchanged), tracking to over $6.6 million this term. I’m proud of our clients and their Stories that Inspire, which you’ll find throughout this publication. Producing a magazine like this takes team effort. Many thanks to BNI founder and chairman Dr. Ivan Misner for sharing research findings on what’s important when referring someone on page 4, Ashleigh Grange of Plush Text Communications (member of BNI B2B Leaders) for all the time and energy invested in interviewing and writing profiles for each of the award winners, and David Potocki of Inspired Thinking Marketing (member of BNI Business Synergy) for a fantastic job on the design of our magazine once again this year. And of course, a heartfelt thank-you to all of our advertisers, whose sponsorship has allowed us to produce and distribute 20,000 print copies of Business Momentum! to businesses across Central and Southwestern Ontario and limitless e-copies around the world. Given my regular dealings with so many successful and talented business people, I’m privileged to glean something new each day from the business leaders involved in our referral marketing program. As you turn the pages that follow, I hope you will gain some valuable insight and inspiration from them as well. Enjoy!
Deborah Foster-Stahle Editor/Executive Director Arch Brown Entrepreneur Award Nominee 2011, Greater Barrie Chamber of Commerce & City of Barrie
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When You Refer Someone?
recently surveyed more than 12,000 businesspeople from around the world on the subject of networking. One of the questions asked was “Which of the following is most important to you when referring business to others?” The choices with the respective response rates were: 1. Knowing a person’s character (40.8%) 2. Knowing a person’s level of competency (40.2%) 3. Using the person’s product or service myself (16.2%) 4. Knowing a person’s success (2.8%) Not surprisingly, “Knowing a person’s character” ranked first in the survey. “Using the person’s product or service myself” ranked third out of the four choices! This is crucial to understand when building your network of referral sources; it shows that they are looking at more than just the quality of your products and services. Often, we think that the best source of referrals
must be our clients, customers, or patients. While they are good sources, they are not our only sources. In fact, based on this survey, personally using and experiencing another person’s product or service was not as important as other factors. This means you need to build your credibility with people who know you (whether they’ve used your business or not). If people trust your character and competency, they are likely to refer you regardless of whether they have actually used your products or services. This is an important paradigm shift. It means that many of your referrals may actually come from people other than your clients – if you learn how to network effectively. BNI is a great example of how this works. Although we recommend that members use the services of the other members as much as possible, it is not absolutely necessary. This is one of the reasons why the testimonial portion of a BNI meeting is so important, allowing members to learn about the “character” and “competency” of their referral partners from fellow members who have experienced their services directly.
Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is Founder and Chairman of BNI, the world’s largest business networking organization. Dr. Misner is also the Senior Partner for the Referral Institute, an international referral training company. Authoring over a dozen books, his latest is The World’s Best Known Marketing Secret (4th Edition). Contact Deborah at email@example.com or 705-730-6648 to order your copy of this book for $18.95 (shipping charges and HST apply).
19 CHAPTERS across the Region Email Deborah at firstname.lastname@example.org about visiting a chapter below: BNI B2B Leaders, Barrie 7:00 a.m. Tuesdays BNI Blue Sky, North Bay 6:00 p.m. Wednesdays BNI Business by the Bay, Barrie 7:00 a.m. Wednesdays Growth! award - see p11 BNI Business Dynamos, Barrie 7:00 a.m. Thursdays BNI Business Matters, Barrie 7:00 a.m. Fridays Visibility! award – see p10 BNI Business Synergy, Alliston 7:00 a.m. Thursdays Chapter of the Year – see p12 BNI Business@BLUE, Collingwood 8:45 a.m. Thursdays BNI Georgian Triangle, Collingwood 7:00 a.m. Thursdays
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BNI Huronia, Barrie 7:00 a.m. Tuesdays Credibility! award – see p10 BNI Innisfil BusinessWorks, Alcona 12:00 p.m. Tuesdays BNI Lake Country, Orillia 7:00 a.m. Thursdays profitability! award – see p11 BNI Midland, Midland 7:00 a.m. Tuesdays BNI Muskoka North, Huntsville 7:00 a.m. Wednesdays BNI Networking at Noon, Barrie 12:00 p.m. Tuesdays BNI Sound Networking, Owen Sound 7:15 a.m. Wednesdays BNI South Muskoka, Gravenhurst 6:00 p.m. Wednesdays BNI South Simcoe Advantage, Innisfil 12:00 p.m. Thursdays BNI Spirit Catchers, Barrie 7:00 a.m. Fridays BNI Synergistics, Owen Sound 12:00 p.m. Wednesdays
7 CHAPTERS in Development Email email@example.com for details about upcoming Information Sessions for these start-up teams: BNI Business by the Beach, Wasaga 6:00 p.m. Tuesdays BNI New Heights, Barrie 6:00 p.m. Wednesdays BNI Business Elite, Bradford 7:00 a.m. Wednesdays BNI Simcoe Executives, Barrie 7:00 a.m. Wednesdays BNI Twin Lakes, Orillia 7:00 a.m. Tuesdays BNI Penetang Entrepreneurs, Penetanguishene Day/time TBD BNI L’Avantage Français, Barrie Day/time TBD Interested in launching a new chapter? Call Deborah at 705-730-6648 to learn more about how to start your own BNI referral network. www.bni-ocn.com
Marino Vereecke: Member of the Year! M
arino Vereecke founded his company in 2005, and as a Chartered Accountant, helps small business owners operating incorporated or unincorporated businesses solve tax problems, allowing entrepreneurs to specialize in what they do best—which likely is not their company’s tax matters! He explores every angle and Marino Vereecke aspect of tax accounting to help small Chartered Accountant businesses and their owner-operators save Category: Professional money. Accountant Approximately three years ago, Marino BNI Business Synergy joined BNI Business Synergy in Alliston. (Alliston) Described by his fellow chapter members as a “great member… always here Givers Gain! Award and contributing” who is “helpful and (Member of the Year) tolerant of others,” Marino has brought a large amount of business to his BNI Notable Networker network. In nominating him, Marino’s It’s easy to sleep with a BNI referral partners also highlighted his Chartered Accountant. “extraordinary commitment to BNI” and described him as “a great example of BNI Call Marino at values!” 705-250-2244 to Marino appreciates BNI for its referrals sleep better tonight! and direct support in growing his business. His involvement in BNI also has potential benefits for all of his clients too, as “clients
look to us for help in other areas. They often ask, ‘Do you know someone who can do this?’” Marino explains. He likes that he can help his clients by directing them to his fellow chapter members: “it’s great to be able to say, ‘Here, give these guys a call’.” Marino feels confident referring his BNI colleagues and explains: “I utilize some of the services myself because these are good people to work with.” Marino finds that BNI provides the right mix of networking and working. He shares that BNI is ideal for those running their company as a sole proprietorship because it “helps you get out of your shell and meet new people.” He has belonged to other networking groups and thinks BNI is a better fit for business owners seeking accountability. “BNI is a longterm commitment. There may sometimes be a lack of commitment in other networking groups, but with BNI, there’s an expectation that you will give and get referrals. It’s not the kind of thing you‘ll get from any other networking group. The people who work hard are those that profit.”
Thank you! • New Home! Congratulations! Staff Get Well/Appreciation! New Baby! Corporate Orders!
Marino’s award unveiled… a custom-made wooden sign designed and donated by Don Creech of Creechers Design (right).
BNI Awards Gala attendees enjoying a fine meal and good company at Tangle Creek in June.
A Place to Celebrate…
tangle Creek Golf & Country Club
estled in rolling countryside just minutes from Barrie’s bustling south end, Tangle Creek Golf & Country Club is the area’s premiere golf and banquet facility. It has been rated among Canada’s Top-100 by the Globe & Mail and currently hails as Barrie’s “Favourite Golf Course!” Their first season of ownership now under their belts, managing partners Rich Edmonds, Rob Mininni, and Andrew North have taken Tangle Creek in a fresh, new direction in 2011. Rich shares that they have “really been listening to our clients with a view to redefine.” A new focus for the club is “connecting with our community and giving back.” A member of BNI Business Matters since March 2011, Rich recognizes the value of networking and resonates with BNI’s Givers Gain philosophy. He also participates actively in Rotary, and Tangle Creek hosts and contributes to charitable golf tournaments for a wide range of worthy causes. In fact, in September, Rainbows Canada (the sponsored charity www.businessmomentum.biz
in Rich’s BNI chapter) held a successful fundraising tournament at the club. Tangle Creek is also a perfect venue to celebrate personal milestones, like a wedding or anniversary, Neil Crowe, eyeswide or hold corporate functions, whether a conference, business meeting, or recognition event. BNI executive director Deborah Foster-Stahle was thrilled with the atmosphere and service provided by Tangle Creek’s team during her region’s annual BNI Awards Gala this past June. Another recent change: Chef Ian Brown has taken over the kitchen, bringing a wealth of experience to the table. “No matter what the event, the icing on the cake is the food,” says Rich. “It sets us apart!” Looking for a place to celebrate, meet, dine or enjoy a game of golf? Contact Tangle Creek at 705-720-2150. 5 | BNI - stoRies that inspiRe
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Growth! Award 2009-10 & 2010-11
Business by the Bay Barrie’s Most Enthusiastic & Productive Networking Chapter Wednesdays at 7am Contact us on Facebook or RSVP: 705-730-6648
Mary Archer M
ary Archer started her hobby making all occasion gift baskets sixteen years ago. This pastime evolved into BananaBaskets.com and Mary now ships coast to coast, delivering unique gift baskets that customers all over the world can order for their clients, loved ones, friends and colleagues across Canada. Although based in Midland, Mary estimates about 25% of her business originates in cities across the country, making hers a truly national business. Mary’s baskets are distinctive, featuring an array of fresh products, such as jams and jellies (85% of which are homemade!), shortbreads and chocolate pizzas. BananaBaskets.com also incorporates items produced by local business owners. For example, the beautiful soaps and lotions included in many of her baskets are
made in nearby Waubaushene, Ontario. BananaBaskets.com will also customize a variety of theme and specialty gift baskets – gourmet, sports, sympathy and more – according to your needs, and can showcase your business’s own products or services for client recognition. Mary has been a BNI member for Mary Archer six years. In that time, BNI has helped Bananabaskets.com her establish more clientele, meet new Category: Gift Baskets business owners, and build strong BNI Business relationships on friendship and trust. She by the Bay (Barrie) likes BNI “because of its structure, its accountability and its discipline.” And she Notable Networker really believes in BNI’s core philosophy of For custom or specialty Givers Gain. gift baskets, call the She recommends that if you’re thinking #1 Banana, Mary, at about BNI, “you should visit a chapter or 705-549-1844. two to see which one might be the best fit for you and your business.”
T GROW WITH US!
Connect with Buzz on Twitter & Facebook
Saving the World, One Cartridge at a Time! BNI - Results that Count | 6
hough it may sound ironic, Brian McMillan of Team Approach Planning believes that financial planning is not about the money. It’s really about relationships and understanding the client’s values and priorities. Financial planning then offers solutions that match those goals. Like his company name reveals, Brian uses a team-oriented approach to plan family or business finances. And because of his collaborative perspective, Brian doesn’t view other financial industry experts as competition, but as colleagues. Together, his team tackles all aspects of financial planning, whether you want to increase cash flow, reduce debt, manage risk or grow your investments. He compares financial planning to “puzzle building” where the most
Pat Lalonde I
t took Pat Lalonde three tries to drum up the courage to get out of her car and go to her first BNI meeting back in 2005. But once she did, she loved BNI and everything about it. In fact, she joined that same afternoon! Pat has been arranging mortgages since 2004. Now with Lender Direct Capital Corporation, she helps people who have been turned down before to get the money they need. And she isn’t afraid of difficult deals that other mortgage agents might shy away from, explaining “the messier, the uglier, the better. I love a hairy deal!” Her real estate experience dates back to the late-80s when she started working in the field as a law clerk. Pat’s real estate chops give her an edge – not only can she arrange your mortgage, she can also help
important piece is the picture of what you would like to have achieved at the end. Little by little, you fit the pieces of cash flow, debt, growth and risk to build an integrated representation designed to meet your objectives. Brian has belonged to BNI since 1998 and says he has gotten much more out Brian McMillan of it than he has ever been able to give. CFP, CLU, ChFC, BNI has helped Brian “become a better Team Approach Planning networker and a better person.” It also Category: Investment regularly reminds him that relationships Advisor are most important. BNI Georgian Triangle When he isn’t helping his customers (Collingwood) plan their finances, Brian is a celebrated Notable Networker watercolour artist. He sells his paintings If you want to work with a and limited edition cards with proceeds financial advisor who cares supporting his charitable and mission more about you, than activities. your money… call Brian at 705-446-1900, ext. 223.
explain everything that happens after. Pat likes the networking, education and business opportunities that BNI brings. She also values the support: “If you ever need any kind of help, you’ll always find someone who can help or point you in the right direction. And you know you can Pat Lalonde rely on them.” Pat listens carefully when people ask: “How do I…?” or “Who do Lender Direct you know who…?” because she realizes Capital Corporation those questions might turn into referrals Category: Residential for fellow members. Mortgage Pat’s advice for entrepreneurs seeking to BNI Business@BLUE build business by referral: “Join BNI. You’ll (Collingwood) have all the resources, people and support Notable Networker you could ask for, all under one roof or Need money? with a few clicks on the computer. And Call Pat toll free at more specifically, join Business@BLUE!” 1-888-587-5645.
family law and real estate lawyer, Rose Adams has been practicing in Barrie for the past 14 years. She also recently launched a new venture called Breathe. Through Breathe, Rose delivers motivational keynotes and weekend seminars, covering themes such as empowerment and overcoming obstacles. Rose Adams Since 1997, Rose has been a member Adams Law of the BNI Huronia chapter in Barrie. She Category: Real Estate shares that her fellow BNI members act Lawyer as business mentors for one another. BNI Huronia (Barrie) “Everyone is really invested in each Notable Networker other’s businesses.” Rose says this translates to celebrating one another’s Call Rose at success. BNI has brought Rose clients and 705-728-1234 to connections and “has truly made a huge find out more about impact on my life.” her legal services or Rose is described by her fellow presentations.
B Bill Dickie
BCS Home Inspection Services Inc. Category: Home Inspector BNI South Muskoka (Gravenhurst)
Notable Networker Good home inspectors are good lookers. If you’re buying a new home or cottage, call 1-866-545-6077 to avoid costly surprises.
members as someone who “embraces the spirit of collaborative practices” and “a very supportive giver with a heart of gold.” Rose extends this philosophy of giving to everything she does. At home, she and her husband have a pickup truck that friends and friends of friends borrow regularly. Rose laughs: Her pickup truck “represents another opportunity to meet new people and make connections.” Rose describes networking not as a way to promote or sell, but rather to fulfil a need for someone else. Networking is about “being kind, being inclusive and being open.” She always aims to share what she knows and believes everything starts with giving. And just like her pickup truck, Rose does an incredible job of doing just that!
money you might spend on advertising in newspapers or on the radio.” BNI is also a terrific resource for Bill’s customers because he can refer them to the qualified tradespeople in his chapter if their properties need sprucing up. This marks Bill’s second year as his chapter’s Notable Networker of the Year. His fellow chapter members describe him as “The epitome of a BNI member!” Bill says the important thing to remember is “You only get out what you put in. If you’re focused on BNI and the philosophy behind it, you can’t lose.”
size of her Business Dynamos chapter because it is an intimate, loyal team that has a consistently high referral rate. “I can always keep everyone in my chapter top of mind,” she explains, “and we really get to know each other well.” She believes it’s best for a chapter to grow strategically adding new partners with the right fit. Her chapter’s culture showcases companionship and caring for fellow members and they aim to attract other businesspeople of like-mind. Her advice to those who would like to network effectively: First, join BNI. Second, “don’t worry what comes your way; just worry about what you can do for others. Instead of sitting back and waiting, find a way to help them and get referrals for them.”
Organizational Development Leadership Development Team Development Keynote Presentations Customized Workshops Strategic Planning Retreats
ill Dickie of BCS Home Inspection Services Inc. is a “good looker.” And if you’re buying a house, you want a home inspector like Bill who will explore all the nooks and crannies of your dream property. Bill will inspect the interior and exterior of your home, cottage, townhouse or condo to uncover any major building defects or issues you need to be aware of, and his comprehensive report includes maintenance recommendations so you can protect your investment for years to come. A founding member of the South Muskoka chapter, Bill was hooked on BNI after his first meeting. “It was a no brainer to me, passing out qualified referrals. The membership fees are really insignificant when you consider all the
eigh Recker of Sun Life Financial has devoted the past eight years to helping her clients navigate their personal life, long-term, critical illness, and disability insurance options. Since becoming involved, Leigh has benefited from BNI in countless ways. Leigh Recker It has helped her learn who she is and Sun Life Financial what she stands for since repeating her Category: Life, Health, message every week reinforces this; Disability Insurance brought her support and friendship; and BNI Business provided a “value add” to her practice, Dynamos (Barrie) as her clients know she is connected Notable Networker to a large network of professionals and entrepreneurs. She is often in the Helping families protect families. Call Leigh at 705- position to recommend the products and 737-3552, ext. 2208 to find services of other chapter members to her customers. out how she can help you protect your loved ones! Leigh says she appreciates the smaller
Deborah Foster-Stahle Executive Consultant
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Denise Carl D
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enise Carl started her business with a single client, an 82-year-old neighbour who asked if Denise would clean her home as she could no longer do it herself. That was Denise’s first foray into the cleaning business. Today, 11 years later, she provides cleaning services on a weekly, bi-weekly or monthly basis to 150 clients. According to Denise, “the details are key,” which is why she and her team clean a lot of things other companies don’t. Wiping out cupboards, washing backsplashes, and even emptying the crumbs from the toaster can make all the difference. A founding member of BNI Innisfil BusinessWorks, Denise has been involved for more than two years. BNI has given her opportunities for partnership,
Peter Anderson P
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BNI - Results that Count | 8
eter Anderson founded Anderson Business Solutions in 2004 and in 2009, launched the company’s internet consulting services division to help companies build their businesses online. “Since the Internet is a very robust and mature marketing channel,” there are some key questions you need to ask if you want your business to become profitable online, Peter explains. Questions like: Are you online for exposure or leads? What does being successful online look like to you? These questions—and the answers that follow—help Peter develop online marketing strategies that work and, most importantly, deliver a successful return on your investment. Peter thinks that’s key. With his background as a Certified
friendship and income. The return on her investment has been absolutely worth it with about $1,000 a week in closed business. About 25% of all of her business comes from BNI. Described by a fellow member as someone who “lives Givers Gain”, Denise is a chapter Mentor, teaching others to listen for keywords that could turn into referrals. She also says “it’s important to consider less traditional ways of doing business through BNI.” For example, she has found tremendous success in referring and receiving business from cleaners in other chapters who serve clients elsewhere. This marks Denise’s second year in a row as Notable Networker for her chapter and with her impressive track record it’s no surprise!
General Accountant, he tends to look at most business cases with an eye toward the bottom line. Peter has been a BNI member for a year and a half, and in that time has seen a 40 times return on his original membership fee. BNI has also helped him become a better networker. Though he has lived in Midland for 15 years, joining BNI was the first time he really connected with Barrie’s business community. Peter had always thought that good networkers were born not made, but BNI has made him realize that it’s really the opposite. “It takes effort and some specific skills and techniques to really become a more effective networker,” he explains.
Denise Carl Dee Does It Cleaning Services Category: Cleaning Services BNI Innisfil BusinessWorks (Innisfil)
Notable Networker Call Denise at 705-431-2191. Dee does it so you don’t have to!
Peter Anderson Anderson Business Solutions Category: Internet Marketing BNI Networking at Noon (Barrie)
Notable Networker Are you a business owner who’s not sure what to do or where to go online? Visit www.andersoninc.ca for details on how Peter can help.
Rhonda Flanagan D
id you know recycling old cartridges can save you up to 60% off the cost of buying new ones? Rhonda Flanagan of Mr. Inkbee Grey Bruce refills and remanufactures ink, toner and colour laser cartridges. If you need a new printer or just want to find out what’s new in printing, Mr. Inkbee can come to your rescue! Started in 2007, Mr. Inkbee is a green business that reduces waste by recycling up to 98% of the plastic in laser cartridges. The store is particularly proud of its drop-off and delivery service, which allows customers from Tobermory to Meaford, Dundalk to Grand Bend and towns in between to drop off their cartridges at participating local businesses and pick the refills up a week later. With this program, Mr. Inkbee supports local shopping and helps area residents
keep more cash circulating within their communities. A founding member of Owen Sound’s Synergistics chapter, Rhonda appreciates BNI. Having a team comprised of competent people in complementary professions to refer to “gives our business a lot of credibility.” For example, if one of her small Rhonda Flanagan business customers is looking for a qualified Mr. Inkbee Grey Bruce accountant, she knows she can connect Category: Laser Toner & them to her chapter’s accountant with Inkjet Sales and Service confidence. BNI Synergistics The BNI referral marketing program (Owen Sound) has also been “terrific for my confidence,” Notable Networker says Rhonda. “There’s no better training Visit Mr. Inkbee on than BNI. I’ve done lots of networking and Facebook to find out nothing offers the referral opportunities that how you can help BNI does. Givers Gain is the mindset, and it’s Save the World, One Cartridge at a Time! a model that promises to work if we do.” www.bni-ocn.com
ick Wearing assists clients buying and selling homes, cottages and other properties throughout the Huntsville, Lake of Bays and Almaguin areas. He believes: “In real estate, people are transitioning between different circumstances and our role is to make it as smooth and seamless as possible.” In the field for over 25 years, Rick is Rick Wearing backed by his wife and partner Sandra Royal LePage Lakes of Parrott, Sales Representative; Jane Clarke, Muskoka Realty, Brokerage Sales Representative; and Administrator, Lori Category: Real Estate Wilks. For Rick, there is no question that his Broker success in real estate is a result of a strong BNI Muskoka North team effort. “Our clients benefit from all of us (Huntsville) on the team, problem solving, brainstorming Notable Networker and pulling together to get the job done.” His business is built on a strong foundation Contact Rick for a of referrals, accounting for approximately complimentary “Annual 75-80% of transactions annually. Because Real Estate Review” by phone at 705-788-3535. of this, BNI is an important part of Rick’s
F Fran Woodhurst Fran Woodhurst Enterprises Category: Painter BNI Lake Country (Orillia)
Notable Networker Call the “Helpful Painter” at 705-345-5495 about your next custom painting project.
ran Woodhurst is the “Helpful Painter”. She and her highly efficient crew will tackle your residential and commercial painting projects with a unique personal touch. Fran’s handmade business cards are a true showcase of her creative and design aesthetic. She relishes any opportunity to create “something beautiful.” With over 23 years experience, Fran originally learned to paint in her native country of England. Training is essential, Fran believes, for aspiring craftspeople: “You have to know how to do it properly before you can take any shortcuts.” The biggest compliment she was ever paid came from a male employee who told her that she “worked harder than any one else he had worked for.” A member of the Lake Country
on Sweatman of Carruthers Nicol Insurance Inc. has specialized in business insurance and group health benefits for over 22 years. He explains that business insurance helps entrepreneurs “protect their livelihoods and provide comfort in the event of a loss that could collapse or cripple them.” Don Sweatman Don’s clients range from $20-million Carruthers Nicol operations to small businesses that consist Insurance Inc. of an owner-operator and a few part-time Category: Property & employees. Think your business is too small Casualty Insurance BNI Sound Networking to need insurance? “Micro-businesses might be at an even greater risk. Home-based (Owen Sound) Notable Networker businesses need to be aware that their home 22 years of solutions. Let policies may not cover them if something happens.” Business activity based out of the them work for you. Call Don at 1-877-376-1020, home must be declared to your insurance broker! ext. 310. www.businessmomentum.biz
marketing strategy and he’s committed to investing the time and effort required to be successful. He likens nurturing his referral relationships to “a farmer who plants seeds in the spring and harvests them in the fall.” Rick appreciates BNI because it presents “local networking opportunities right in our marketplace.” He also connects and contributes to his community by volunteering at a local food back, participating as a lay member of the Huntsville Town Council, Community Services Committee, and volunteering as often as possible at The Muskoka Community Church. If you want to become a better networker, Rick recommends: “Be intentional. Have a plan and schedule networking activities in advance. Plan to give referrals first and receiving them in return will follow along later.”
chapter for over three years, Fran works on projects throughout the Orillia area. Fran’s fellow members describe her as “an active member” who “brings new business to the group every week.” And with her great sense of humour, she also “brightens the morning!” BNI has helped Fran promote her business and gain the trust of referral partners in major construction and design firms. Through BNI, she has developed the confidence to market her business and “go for it”. If you want to become a better networker, Fran says you need to be a good listener. “I listen all the time. Listening for what people are asking for.” And the secret to a professional paint job? “80% of my work is preparation,” which in a nutshell is much like BNI!
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Find Health with Us! I am grateful to BNI Huronia for promoting my business by referral over the last 6 years. Since coming to Barrie in 2005, you have been my community of support – like an extended family. Look where I am now! Jessy Morrison, Founder Finding Health Clinic. Located in Victoria Village, 72 Ross Street Suite 15, Barrie, Ontario Phone: (705) 241-8680
Don joined BNI in 1998 and has gained significant exposure for his business, developed relationships and become receptive to new ideas. In addition, BNI has given him a level of comfort and opportunities to be involved in the community. In fact, he is now extensively engaged in his community, as a member of the Kiwanis Club of Owen Sound, Family YMCA, First United Church, the Owen Sound and District Chamber of Commerce, two local golf courses, and Osler Bluff Ski Club where he has taught skiing and snowboarding for over two decades. If you want to be a better networker, Don recommends: “Stand up and be heard. Be prepared. Talk to people you don’t know. Get involved. Care. Help people if you can. Look, listen, learn, live, love, and laugh!”
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11-069_MRBOB_Mktg_ADS_BNImag_2x5_v2outlines.indd 9/26/11 10:31:57 4 AM
BNI Business Matters
Chapter Demonstrating the Fundamentals
Chapter with the Most Visitors
his chapter recently hosted an impressive 27 visitors at one of its Visitor Days, so it’s not surprising that BNI Business Matters won the BNI Visibility! Award for 2010-2011. The team typically hosts a few visitors every week and schedules larger Visitor Days every six weeks. Current President Heather Hill describes the chapter as a “welcoming group” that pulls out all of the stops to make visitors feel “well taken care of.” When new guests first arrive at a BNI Business Matters meeting, they receive information about how to craft a successful infomercial about their business and an agenda providing an overview of how the meeting will proceed. New visitors are also given a list of the members’ trade categories. She credits much of the chapter’s success in attracting visitors to their membership’s relentless commitment to inviting, welcoming and following up with chapter visitors. This finely tuned visitor process is heavily based on the work, energy and guidance of Past President Sue Cook, Heather explains, “because of what she did to lay the groundwork.” With clear procedures for interviewing new applicants, carrying out renewal interviews of current members, and providing progressive mentoring, detailed processes are one of the key drivers of this chapter’s success. The chapter also builds on these formal practices by promoting enthusiasm within its membership, ensuring chapter members participate and get the training they need to be active referral partners, and making sure everyone gets the help they need to grow and succeed.
This enthusiastic group meets each Friday from 7-8:30am in Barrie.
Winner of the Visibility! Award
BNI - Results that Count | 10
NI Huronia hosts 29 members, with extremely strong power teams in the health and wellness, home services, and business services sectors. In this 15-year-old chapter, winner of the Credibility! Award for 2010-2011, at least 10 members have belonged for over five years and in some cases, over 14. The BNI Huronia chapter truly showcases the importance of a long-term commitment to BNI. Past President Mary Rawes credits the chapter’s focus on strong mentorship and education as one of its keys to success. Mentors aim to meet with members three times a year to find out if there is anything they need. “We encourage new and existing members to use BNI as part of their business plan,” Mary says, which can include setting goals for giving and receiving that are incorporated into members’ annual business strategies. “We really embody Givers Gain. We are there to support each other and we want to know how we can help,” Mary says. Proof of this is in the chapter’s involvement with its sponsored charity, the Seasons Centre for Grieving Children. Two members even sit on the organization’s Board of Directors. Mary is also thankful for her chapter’s energetic and fun nature. “Our chapter has great energy,” Mary says. “We get a lot of happiness out of seeing each other succeed.” She continues: “Visitors always say we make them feel very welcome.” Visitors are welcome!
Join this chapter at their Tuesday morning meeting from 7-8:30am in Barrie.
Winner of the Credibility! Award
last A hig me ano A mo cha bac Imp trac sale add T me peo true C “ev me oth
BNI Lake Country
BNI Business by the Bay
Chapter with Highest Closed Business
Chapter with the Largest Net Growth
inner of the Profitability! Award for 2010-2011, BNI’s Lake Country chapter based in Orillia, Ontario, closed $778,102 in business by referral last year. An impressive feat indeed! A member of the chapter since 2008, Past Vice-President Amanda Bolen highlights the chapter’s dynamic nature and the good humour of its chapter members. “We enjoy each other’s company and doing business with one another,” Amanda explains. As VP, Amanda helped make the chapter’s meetings more interesting and motivating through her weekly performance reports. “I consciously tried to change it up to make them interesting,” she says, relating results achieved back to the chapter’s goals. “This helped motivate people,” she continues. Improved motivation and engagement resulted in more members accurately tracking their own progress and contributions toward the chapter’s overall sales. “It’s important to constantly keep it fresh and celebrate regularly,” she adds. The Lake Country chapter also sought to proactively identify chapter members who were not getting as many referrals as others. “We didn’t single people out, but we did work to show them the value of BNI. This is especially true with new members and people who are a bit shy,” she explains. Communication is at the core of the Lake Country chapter’s focus since “everything comes down to communication and to communicating with the members of your team,” Amanda says. “You get excited and motivated by others’ success.”
n the Business by the Bay chapter, winner of the Growth! Award for 20102011, productivity and camaraderie combine to create an environment ripe for referral generation. “It’s a very dynamic and diverse group with professionals from across all sectors. We’re productive and have fun when we meet. We all relate well to one another,” says Vice-President Steve Reynolds. “There’s a lot of trust in our group because of the high level of competence around the table. Each of us is very good at what we do,” Steve shares. Because chapter members “are so good at following up on referrals, we’re seen as professional and highly regarded,” Steve explains. This atmosphere attracts visitors and new members to the group like a magnet. “People are drawn to us!” Hence, the team‘s award this past June. In the highly-acclaimed book Good to Great, author Jim Collins writes about the importance of both attracting and keeping “the right people on the bus.” Successful growth is always a combination of these two factors. But often attrition, and its positive counterpart retention, is overlooked in a business’ plan for growth. That’s not the case here – BNI Business by the Bay has an eye to both attracting and retaining members. A key retention strategy for this chapter is having a strong Mentor Team. “They help keep everyone focused on the bigger picture,” Steve explains, “and our Mentors keep the entire chapter on track.” New members are paired with a Mentor right away to be shown the ropes and regular check-ins take place through the year to ensure those members benefit from the program and benefit the team as a whole.
This referral team meets Thursdays from 7-8:30am in Orillia.
Winner of the Profitability! Award
Meet this chapter on Wednesday mornings from 7-8:30am in Barrie.
Winner of the Growth! Award
DESIGN • PRINT • ONLINE
(705) 435-6000 www.businessmomentum.biz
11 | BNI - stoRies that inspiRe
BNI Business Synergy Results! Award Chapter of the Year
he BNI Business Synergy chapter in Alliston is “full of people who want to make it work,” says Past President John McFarland. “And our members want to figure out how to make it work.” Evidence of this is in the chapter membership’s recent commitment to Fast Track, BNI’s 18-week CD training program designed to help members set goals that will propel their businesses forward individually and their chapter collectively. Networking has the word “work” right in it… and it is work. And Business Synergy members work hard to make their visitors feel welcome because “we don’t want you to feel like a fish out of water,” John says. Visitor hosts are posted both on the main floor of the Gibson Centre, as well as on the second floor where the meeting is held. High visitor rates also offer another side benefit: “When you have more visitors, you give your best,” John explains. One of the chapter’s keys to future success is its focus on power teams. Currently 55-60% of the chapter’s membership falls into its ‘Home Services’ power team, which hosts various home-related businesses including a mortgage broker, property manager, home inspector, real estate agent, general contractor, home insurance representative, residential cleaner, painter, and electrician. This has an incredibly synergistic effect for anyone buying, selling or even making upgrades to their current home. The chapter encourages its members to leverage the tools and reports BNI affords, such as the trade index that list all the members with the
Results! Award Winners categories and contact information. Business Synergy also invested in its own data projector and encourages members to use audiovisual materials in their 10-minute showcase presentations, which John explains can be used “throughout your business, with clients, on your website, etc.” “With us, it’s not about me, me, me, it’s about we, we, we,” John says. “It’s important to support new members especially,” he continues. In Business Synergy, the “level of commitment is very strong” with each member working to make the whole stronger. John emphasizes that “it’s important to celebrate your successes” as a chapter. And with over a half of a million dollars in closed business last year, an average return on investment of 75 times the annual fee per member, an excellent external referral rate, and growth in membership the Business Synergy team has much to celebrate!
We won Chapter of the Year because of hard work & commitment to helping each Business member succeed. Do you want to: • Grow your business • Participate in joint marketing • Become a resource for your customers
• Learn to “work” a trade show • Become a networking “Master” • Learn new sales techniques
Find out more call:
BNI - Results that Count | 12
Visit this chapter Thursday mornings from 7-8:30am in Alliston.
David Potocki, Business Synergy VP | 705-435-6000
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We meet every Thursday morning 7:00 am at the Gibson Centre
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es Ayranto is a real estate agent with Century 21 B.J. Roth Realty Ltd. With experience in both the residential and commercial markets, he can help you find the right home or office space. A realtor since 2006, Wes is working hard to become a top agent in his office. He is proud of his ability to walk his clients, step by step, through the process of buying or selling a property. Wes Ayranto Active in BNI for the past four years, Wes is Century 21, B.J. Roth currently a member of BNI B2B Leaders and serving Realty Ltd. Category: Commercial as the chapter’s President. He shares that BNI has improved his bottom Real Estate line. And it has also helped him meet like-minded BNI B2B Leaders people with similar interests. One of these is golf (Barrie) Notable Networker and as a Class A CPGA golf professional, Wes appreciates the many opportunities BNI offers for spending a day on the links! One of Wes’ goals Want to buy an is to continue building a strong referral network, investment property? as he enjoys teaming up with other independent Call Wes on his cell business owners who are mutually invested in at 905-751-6605. helping one another succeed. His advice for business owners who want to be better networkers is to be patient. “It takes time for someone to trust you, so don’t get frustrated if it takes time to build your business through networking. It can take months or even longer for some people to feel comfortable referring you to their network,” he explains. “Work hard to support people and they will work hard to support you.”
aren Collacutt of Money Coaches of Canada launched her business in 2010, joining BNI soon after. After seven years as a financial planner, she found her niche helping families and entrepreneurs take control of their cash flow. Karen’s money coaching practice is unlike that of a conventional financial planner - she does not sell any products, working with her clients on project basis. Karen Collacutt CFP, Money Coach, Money In fact, her business is so unique that BNI Canada created a new category in the trade directory for her! Coaches of Canada As a Money Coach, Karen helps clients match Category: Money Coach their money to their goals. Potential clients feel BNI South Simcoe overwhelmed and anxious because, although Advantage (Innisfil) they make good incomes, they feel they are living Notable Networker paycheque to paycheque. Rather than having them track spending, Karen asks many questions to help Want to live the life clients set up comprehensive “spending and savings you want with the plans” to direct their money, instead of them reacting income you have? to what has already happened. Email Karen at karen@ Through BNI, Karen has met many wonderful, moneycoachescanada.ca professional people. As President and Mentor she for your complimentary consultation. is upbeat and positive and brings qualified referrals and visitors. Karen was thrilled that through a BNI referral, she had an opportunity to share her knowledge on RogersTV. Karen’s advice for business owners who want to be better networkers? “Take advantage of opportunities to sit with other professionals and learn about what they do. Be confident about what you have to offer. Live by the motto of Givers Gain.”
iesje Lancia immigrated to Canada in 1962 and has enjoyed a long career in the newspaper industry, operating a community newspaper until 2006. She established Standlith Inc., a printing, design and production company, in 1996. Standlith serves customers in the local area and as far away as the United States, with an array of services from printing and photocopying Liesje Lancia to laminating and bulk cutting. Standlith Inc. Holding the Printer category in her chapter, BNI Category: Printer Midland, which launched this April, Liesje is described BNI Midland by fellow members as someone who is “very motivated, (Midland) professional, down-to-earth” and “proactively promotes Notable Networker all member businesses.” She shares that she likes her chapter of 28 members because it is “positive, proactive and we all help each Quality does not need other.” In her office, she has a BNI board that features to be expensive. Call Liesje at 705-526-7599 all of her chapter members’ business cards and when or visit www.standlith. customers ask her about BNI, she tells them about the com to find out more. organization and the different businesses run by her chapter members. “A real cross-section of people” from different professions, Liesje likes that the chapter offers opportunities to meet others she might not ordinarily come across. Liesje is actively involved with the local Lions’ Club, Fore Pink Golf Tournament, Kelly Shires Breast Cancer Foundation, Daffodil Open, and the Sunset Bay Association, among others. Some advice from Liesje for business owners: “Think of others before you think of yourself. If money is your only bottom line, you’ll never be happy and you’ll never have enough.” www.businessmomentum.biz
Should you pay off your mortgage early, relying on your home’s value in 25-30 years? Or accumulate wealth at a much faster rate by thinking and acting more like a bank?
This is a heated debate in personal wealth management circles. Join us as we explore both sides of the coin… One of the biggest advantages of paying off your mortgage early is peace of mind. For many, lifting the burdens of debt and realizing true home ownership is a tremendous achievement. Beyond the comfort of paying your mortgage early, it’s like locking into a guaranteed investment return. For every dollar you pay early, you’ve “fought” the compounding effects over the duration of the loan. Sounds great, right? Well… How about a different approach? Mortgage rates are typically low (currently 2.25%) and payments on a mortgage could be tax sheltered through investing for a much higher return. This makes early pay-out lose its luster and shine. At Mortgage 4, we have shown our clients how to take a large idle asset such as a property and leverage investment strategies to accelerate wealth accumulation. Think positive cash-flow. How about adding the ability to lend your own funds to your investment arsenal? Working with a true mortgage expert puts you and your family’s best interests in mind. By the way, you don’t have to sign your bank’s mortgage renewal letter. Talk to us first. Call: David Bissoo & Dean Jessop, Mortgage 4 1-800-579-8111
13 | BNI - stoRies that inspiRe
eff Mitchell of J.C. Mitchell Insurance Group has been providing home, auto, commercial, errors and omissions, and professional liability insurance to clients of all sizes for 17 years. The insurance category in a BNI chapter is a coveted one, Jeff says, and “I’m very fortunate to have this seat.” Involved in BNI for 16 years, Jeff is a charter member of Barrie’s Spirit Catchers chapter, the first BNI chapter to launch in Simcoe County. And many of his fellow charter Jeff Mitchell members still belong. J.C. Mitchell Insurance Jeff has always believed in the power of networking and Category: Property & likes BNI because it offers an “excellent structure and format Casualty Insurance to easily transfer these skills.” The benefits of the BNI referral BNI Spirit Catchers marketing program have been extended to help others in his (Barrie) business – many of his staff members have developed their Notable Networker own networking skills through BNI. He participates actively in the community, contributing to organizations like Big Brothers Big Sisters of Barrie, Rosseau Real people, real Lake College, Greater Barrie Chamber of Commerce, and the service, real choice! Antique and Classic Boat Society. BNI provides Jeff with “an Call Jeff at audience for me to share my ideas and things I’m involved in.” 705-721-7781 to Jeff shares that BNI helps participants develop diversified explore all of your networks. Research shows that each member brings an insurance options. average of 845 connections to the table, people they know through various business networks, professional associations, sports, or voluntarism, along with family and friends. When someone fills a unique category in the chapter and begins to introduce fellow members to potential clients in their extended network this expands everyone’s marketing reach exponentially. It’s important for every chapter member to participate fully, Jeff explains. Members can’t sit back and wait for everyone else to create opportunities, “we all have to do it to make our chapter successful.”
s a Naturopathic Doctor (ND), Dr. Whitney Young is a primary care provider who can perform physicals or women’s wellness exams, order blood work, and recommend natural therapies to bring the body back into balance. She also owns The Healing Oasis, a wellness centre in downtown Barrie. It is unique from other health clinics because its holistic Whitney Young practitioners investigate the root cause of why ND, The Healing Oasis someone might be feeling unwell. Instead of just Category: prescribing a natural therapy like ginseng for fatigue, Naturopathic Doctor they will first investigate why someone is feeling BNI Business tired. “Fatigue can be caused by many factors, Matters (Barrie) including stress, dehydration, or a lack of certain Notable Networker vitamins or minerals like iron or B12, and it’s important to look at all of them,” she says. Whitney joined BNI in early-2009 and it quickly Dr. Whitney became an essential resource for her both personally Young offers all and professionally. Through BNI, she has built a solid new patients a network that includes complementary health care complimentary, practitioners whose approaches mirror her own. And 15-minute she appreciates the support she gets from her chapter consultation. members because they truly want to help her succeed. Contact The BNI has also improved her ability to network, which Healing Oasis at she credits as one of the reasons for her nomination as 705-722-1004 to find out more. Barrie’s Favourite Naturopath two years in a row! For those business owners who want to network more effectively, Dr. Young encourages: “Get out there, be consistent, be positive, be friendly and be welcoming. Always act like you’re the host even if it’s not your party.” Great advice for all of us at work or at play!
Players heading out onto Marlwood Golf & Country Club’s course in preparation for the shot-gun start of our annual BNI Golf Tournament in August. A gorgeous day!
BNI - Results that Count | 14
Tim Johnson lining up his first shot in the “Putting Master” contest. What concentration!
The Winning Team: John Beck, Marty Groves, Kevin Taylor, and Carey Frantz from BNI Lake Country in Orillia.
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Cultivate Contacts into Connections By Deborah Foster-Stahle
hese days, networking is crucial to success in business. It always has been. Whether you’re looking to increase your clientele or develop valuable strategic alliances, connecting with new contacts and then taking steps to nurture those relationships will expand your social capital and your business opportunities. And it is the nurturing part that’s key to building business by referral. Effective networking is more about “farming” than “hunting”. It’s about making new contacts, and then going deep. I’m sure you’ve been to many an event where you’ve encountered a “networking hunter” – someone who practically rifled their business card at you, shot out their message, then quickly moved on to the next victim. They gained some visibility for sure, but not necessarily the positive kind that leads to business; unless of course, they cornered someone who could not say “no” under pressure. They may get a quick hit, but the likelihood this type of networker would receive a referral from someone they’ve met in this manner is slim to none. Then there those who are everywhere, it seems! I’ve met many
through the years that fit this mold, making a point of attending every single networking event in town. They visit multiple mixers each week, hand out loads of business cards, collect just as many to add to their database, and then they… spam. More often than not, they are struggling in business and struggling with time. And they have a vast, but very shallow contact base of people who don’t know them from Sam. This person may get the odd referral, but when they do, it’s unlikely to be of any quality. Effective networkers realize it’s best to choose their networking events wisely and attend with the goal of turning a handful of new contacts into meaningful connections. They spend more time listening and questioning the people they come in contact with, than waxing poetic about their own business. And before they part ways, if there appears to be a synergy, they’ll book a meeting at a later date to get to know that person better and explore ways to benefit one another. The moral of the story? Those who cultivate their new contacts into solid connections will reap a healthy harvest of referrals.
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Turn Off Your Phone, turn on Your attention By Deborah Foster-Stahle
ell phones and PDAs have become ubiquitous in the world of business – actually, in almost all walks of life. No matter where you look, you will see wireless devices in use by someone… in line at the bank, walking down a busy street, in the car next to you, at your colleague’s desk. But do they really belong everywhere? No. I could list many places where it’s just not appropriate to pull out your phone. But I’ll focus here on when you are networking. Answering your phone or a text while in someone’s presence quickly gives the impression that they are not a priority for you. Quite simply, it’s rude, and can
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BNI - Results that Count | 16
be damaging to your credibility. Somewhere along the line, in this fast-paced world where people seem to be tethered to their phone and have come to expect immediate responses, we have forgotten about some of the social etiquette of face-to-face meetings: take an interest in the other person and their business, listen actively, and question intelligently. Notice, this list does not include checking your wireless device. If you’re looking to develop solid referral relationships, whether during a formal referral marketing meeting, mingling at an informal business mixer, or connecting with a strategic alliance over lunch, turn off your phone and turn on your attention to the people you’re with.
ohn Hamilton started his career in the early-80s when the big news was “we could submit deals to lenders using a fax machine! We had 5 or 6 lenders we could use – not the big banks. We were there for the guy who had trouble getting financing.” Today, he John Hamilton deals with over 90 lenders including banks, trust and Dominion insurance companies. Despite all the changes over the last 20 years, one Lending Centres thing has remained the same. To get more business, Category: the kind that gives John “the least stress and the best Mortgage Broker chance of closing,” he relies on his referral partners BNI Simcoe like he did back then. “If I take really great care of my Executives (Barrie) customers, they will tell their friends and family.” Leadership About 75-80% of his business involves clients Draw Winner purchasing investment real estate that generates significant income. John says, “The rental income will Want more options? always go up and the mortgage payment will always go Contact John at down. No more stress about retirement planning. Most 705-814-1111. folks I talk to have never maxed out their RRSPs.” This enables him to share solid referrals with complementary professions like financial planners and stock brokers. John is currently helping to form a new Barrie chapter: BNI Simcoe Executives. When asked why he is committed to the group’s success, John shares: “These folks have come here taking time out of their busy schedules to assist each other in growing their business with referrals and lending advice in all aspects of business. I believe I have found a home in BNI.” www.bni-ocn.com
ave a festival or charity tournament in the works? Marnie Redmond, owner of The Georgian Bay T-Shirt & Promotional Products Company, believes it’s important to “get involved in your community,” which is why she offers reduced pricing or special contributions to charitable and community causes. After 25 years in staff recruitment, Marnie Redmond Marnie Redmond left that industry to launch this business, which The Georgian Bay embroiders, silk screens, laser etches, engraves and T-Shirt & Promotional embosses a large variety of apparel and promotional Items Company products. Where she once sought out human talent, she now sources new products and keeps on top of trends. Category: These skills transfer easily into her involvement with Promotional Products BNI as she seeks out profitable referral opportunities for BNI Midland fellow members. (Midland) A charter member of BNI Midland, Marnie describes Sponsor Draw her group as a “wonderful chapter where we all believe Winner in Givers Gain.” BNI has been enormously beneficial to Marnie’s company, helping her to double her business Call Marnie at and secure more repeat customers in the last six 705-526-6886 to find months. “Doors that were closed now open widely,” out how your company she says, assisting her to gain a footing in bigger—even or organization can get seen, noticed and national—companies. An important advantage of Marnie’s BNI participation remembered! has been the opportunity to develop “strategic alliances with those in a related industry.” For example, she has had great success teaming up with a BNI colleague who produces signage and vehicle wraps. Marnie also appreciates having a ‘sales force’ at the ready: “In a one-person company, you’re doing everything from sourcing to accounting, and I now have 27 salespeople out and about.”
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En route vers le Bilinguisme
ne unique opportunité s’est présentée dans la région BNI Ontario Central Nord: des groupes sont maintenant bilingues. Nous avons récemment démarré deux de ceux-ci, un à Barrie (BNI – L’Avantage Français) et un a Penetanguishene (BNI – Penetang Entrepreneurs) constitues de membres qui offrent leurs services a plus de 30 000 résidents bilingues de la région. La réalisation qu’il y a un besoin bien présent de supporter la population francophone, c’est l’initiative de notre directrice Deborah Foster-Stahle, qui compte bien mener cette entreprise à sa pleine concrétisation. L’accès au matériel de marketing et de formation en langue française à travers BNI Canada, le mentorat disponible grâce au BNI Québec Région, et l’appui des directeurs, font de cette excitante démarche, un objectif atteignable. Pour vous joindre à l’un de ces nouveaux groupes bilingues, le processus est le suivant. Vous devez tout simplement offrir vos services ou produits, ainsi que la documentation relative, en français et en anglais. Les sources de référencement peuvent venir du cote anglophone et francophone, toutefois, l’habileté à la fois d’écrire et de parler couramment dans les deux langues officielles est absolument une nécessité. En septembre dernier, Janet Morozuk, assistante-directrice BNI ainsi que Julie Corbeil, ambassadrice francophone et membre bilingue de BNI Huronia de Barrie, ont participé à la Journée des Langues Officielles sur la Base des Forces Canadiennes Borden. Elles ont remarqué un sérieux intérêt de la part des visiteurs et des participants pour le programme de marketing par le référencement BNI. Le contingent de langue maternelle française, militaires et leurs familles, ont clairement démontré leur appréciation quant à l’accessibilité aux services bilingues, d’entreprises à leur portée dans la région. Si vous êtes intéressé(e)s a en connaitre davantage sur nos groupes BNI bilingues de Barrie (Rencontres au Collège Boréal, Centre Bayfield) ou Penetanguishene (Rencontres à La Clé d’la Baie), communiquez avec Janet Morozuk, au 705-791-2370 ou firstname.lastname@example.org.
email@example.com BNI - Results that Count | 18
Making the Move to Bilingualism
unique opportunity has opened up in the BNI Central Ontario North region: chapters that are bilingual. We have started building two such chapters, one in Barrie (BNI L’Avantage français) and one in Penetanguishene (BNI Penetang Entrepreneurs) with members that service the more than 30,000 bilingual residents in this region. Realizing that there was a definite need to support the Francophone demographic, this is an initiative that our executive director Deborah Foster-Stahle is eager to support. Having access to French marketing and training materials through BNI Canada and mentoring available from the BNI Quebec region and directors makes this both an exciting move and an achievable goal. To join one of these bilingual chapters, you would need to offer your services or products, along with related documentation, in both French and English. Referrals would come from Anglophone and Francophone sources, but the ability to both write and speak fluently in both official languages is a must. This September, BNI assistant director Janet Morozuk and Francophone ambassador Julie Corbeil, a bilingual member of BNI Huronia in Barrie, participated at the Camp Borden Official Languages Trade Show. There was great interest from attendees in learning more about the BNI referral marketing program, and an appreciation that there will be businesses in our region accessible through BNI to service the large contingent of the Camp’s recruits and their families who are French speaking. If you are interested in learning more about being a part of either bilingual chapters, Barrie (meets at Collège Boréal in the Bayfield Mall) or Penetanguishene (meets at La Clé d’la Baie) contact Assistant Director Janet Morozuk at 705-791-2370 or firstname.lastname@example.org.
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