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Posts Tagged ‘Referral business’

Passion for YOUR Mission

Saturday, December 10th, 2011

By Dr. Lawrence Wood
Lawrence A. Wood, MD

We could tell that Spring was upon us when, seated on our stoop, my best friend and I watched him shuffle passed us. His shoes were so big or so small – we couldn’t tell –  that he walked on the backs which gave way and folded down to expose his filthy heels. The dirt on his body and face was blackened and caked like too much make-up. His hair was unruly and matted and his clothes were equally soiled. We called him John-the-Bum.

He never said a word. He never retaliated, if we made a comment or called after him with some scornful or ridiculous question. In fact, I never heard his voice, but the memory of this insignificant man created in me a (more…)

Cell phones on stun

Wednesday, October 6th, 2010

Please, let’s turn off the ringers on our phones. In formal meetings, it is customary and just considerate to leave the phone ringer turned off or leave the phone in the other office or car. Unless you are expecting an emergency call, please do not interrupt others by taking routine office calls during a meeting. It shows disrespect to both the president of the meeting and the attendees. A sales and or training meeting is one notch down from a “formal” meeting, yet you may still be asked to turn your phones off. Also, be respectful of those who are expecting an emergency call, and sit on the interior seats, leaving the outboard seats for those of us that may have emergency or urgent calls. We don’t want to miss that call, but at least when the vibrator goes off, we can quickly slip out of the room and handle the call.

Referrals and Reputation

Sunday, July 25th, 2010

Ray and De sat with me in Connecticut and I saw his eyes light up when we started to chat about the Sales Process and business in general. “What is your background, Ray,” was my open ended question. I liked him already and sincerely wanted to hear from this 60- something year old gentleman. I glanced at his wife and I saw her smile. This was a clue that not only does De loves Ray, but he has enjoyed a fulfilling career, and she has enjoyed it also. I couldn’t help but smile as I waited for his answer.
Over the next fifteen or twenty minutes, Ray got me so fired up about being a professional sales person and being a servant to customers and building a massive network, I could not help but expose some of his major gold nuggets with the world of BizBuilders.
It turns out that Ray had a 40+ year career as a paint salesman. Trust me, by the time he finished 30-plus years at the same major corporation, he was more than (more…)

How I am building a Massive F2F (face to face) Network

Thursday, July 8th, 2010

It has been said that each chapter of our lives begins with a new person. New people bring to us a whole new perspective, skill-set, a different world of opportunity and a whole new sphere of contacts. The little-kid song that goes, “Make new friends, but keep the old. Some are silver and some are gold,” is a great philosophy regarding networking. As our networks get bigger and broader, our world, the world that we can actually access, gets larger. Like climbing a mountain and seeing the landscape below open up and getting a real look at the lay of the land, opportunities and adventures open up to us as we develop our networking relationships. Deepening and strengthening existing relationships is the next dimension in our friend-making; the trust and the rapport and the enjoyment of the relationship takes us up the mountain further and we reach more successes.

Building a network is a sign and a pathway to success, joy and adventure. You may not agree with everything Armstrong Williams says, but it is the truth when he says, “Networking is an essential part of building wealth.” Providing the opportunity for others to succeed by networking is my way of fulfilling the advice of my mentor, Zig Ziglar, who says, “You can have everything in life you want, if you will just help other people get what they want.”

F2F stands for “face to face.” While I may not be the originator of the phrase, I certainly am a proponent of getting this 3 letter phrase into the vocabulary of the internet. It needs to be emphasized and united with the New Media, that is, Social Networking. Using social media is a good idea, but the consensus is in that social networking alone without meeting people F2F is largely ineffective.

So my intent is to meet with as many new people as I can, re-connect with as many as I can, and develop as many relationships as I can and see if all this sage advice (which I have been living by) will yield some tangible results. And I will keep you involved in the adventure.  You will learn from these people. I’ll let you know

  • People I meet
  • What they do
  • What they feel are the keys to their success
  • Regrets, if any
  • Their goals and ambitions, what they need to succeed and what they can do to help you.

Your job?  Enjoy it, get some ideas and apply them. Also, give me some input or direction. If there is someone that you think I should meet, give me an email or a phone call. Post your thoughts and join the adventure with me.

The Proper Etiquette for Great Meetings

Thursday, June 17th, 2010

By Michael Davidson

It is important that we have a well organized and productive meeting. With some effort on the part of each individual, there is no reason the group shouldn’t have fun and enjoy and look forward to every meeting. It’s time to have everyone review this again. We can all improve. I write this to remind myself as much as anyone; the key to a great meeting is Start on Time, Get the information passed, End on Time.  Here are some things we need to keep in mind:

See Also, Phones on Stun

Arrive early

Punctuality is a characteristic not an occurrence. If I can’t keep an appointment at my company with my team, you can bet I don’t have the self-discipline to keep my new client from waiting around. It’s a scientific fact that if you arrive early, you can’t be late.  Arriving early to avoid or anticipate the unexpected or last minute details for the meeting can give you an edge.  If you’re late, you may be too late. If you’re on time you’re late.  If you arrive early – you win!

Hear the whole thing before disagreeing or correcting

Most times, if we pay attention, we get all of our objections answered during the course of a presentation. If not, a great way to find out the rest of the story is to ask politely. Again, most times the answer is agreeable to what you want, especially in a team setting. No one likes to be corrected, and you’ll find that out real soon when it is your turn.  I always want our guest speakers and our team members to be comfortable giving a presentation. That is our responsibility: to make them comfortable and keep them willing to come or get up and help the team, not beat up and resentful or reluctant to come back or give of themselves.

Take Notes and Hold questions for end of presentation

If someone is giving a presentation, it is best to write questions down and ask them at the end of their spiel. There is a good chance that that question would be answered in a planned presentation, and asking a the question disturbs the flow of the presenter and often you get a 5 minute diatribe and distraction from the topic. Taking notes is always a great idea.

Never speak in a meeting unless you are speaking to the entire group

Nothing makes a meeting take longer or seem like chaos and frustrates the people in the meeting like a couple “side conversations” going on. The people not involved can’t hear, those involved in the side conversation miss information and just about every time it has to be repeated to them. Often it is information the entire team could benefit from, and often the side conversation has content that the entire team could benefit from also, so it gets repeated again. So make this your policy: In the notes you are taking, write down any topics that you need to talk to someone individually and set up a meeting with that person if it is a private matter. We would like to have our meetings be done, and be done ASAP. Please do your part to keep the meeting moving and on track and starting on time, getting the information passed, and ending on time.

“The roots of education are bitter, but the fruit is sweet.” ~ Aristotle