This week Dr. Misner is interviewing Hussein Hallak, Director Consultant from the Dubai BNI chapter in the United Arab Emirates Region and author of the BNI Ultimate Success Roadmap. For top-performing members, BNI is a way of life, a journey that needs a map. Here is the roadmap to success in BNI.
Grow your team.
Give dream referrals.
Ask for dream referrals.
You can never do these things too much. If you are wondering what to do next, check back with this list.
A dream referral is one of those clients who will provide you with enough business for a year. Ask for that client, and find out who that client is for your fellow BNI members. Be specific and encourage your fellow BNI members to be specific.
Complete Transcript of BNI Podcast Episode 309
Hello everyone and welcome back to The Official BNI Podcast brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio, which is in Berkeley, CA. I am joined on the phone today by the Founder and Chairman of BNI, Dr. Ivan Misner. Hello Ivan. How are you and where are you?
Hi Priscilla. This week, I am in Dubai. It is my first visit to the United Arab Emirates, and I am excited to be interviewing a member, a Regional Director Consultant from Dubai, Hussein Hallak. As I said, he is a Regional Director Consultant in the Middle East and he really focuses on helping members unlock their networking presentation and communication abilities.
Hussein, I love your deepest desire on your bio- to help a billion (not a million) people by finding the simple keys they hold to unlock their potential. That is powerful, Hussein. I would love to- I am happy if I can help a million people, so I am impressed. Hussein is the cofounder and group CEO of Eight Ventures, a group of companies that help with strategic content marketing and today I have asked Hussein to be on the podcast since he is from the United Arab Emirates, since he is from Dubai. I have asked him to be my guest this week. We are going to talk about the ultimate success road map for BNI. Hussein, thank you. Welcome to the podcast.
Thank you Ivan, and welcome to Dubai.
I am really excited to be in Dubai. As I said it is my first visit to the city and the United Arab Emirates. It really is an amazing place. One of the things that you say with the ultimate success road map is that BNI is not something that you do. It is a journey that you embark on. Tell me what you mean by that.
What I mean by that, Ivan, is there are things that we do in BNI, but for me, BNI has always been a way of life. It’s not a set of things that you do and once you have done them, it’s over. Once you enter BNI, the relationships you build, the people you meet, the things you follow that become imbedded in you and the way you go through life from the givers gain philosophy. It becomes part of you. It’s not something that you take off. It’s not like something that I did it and now I have stopped doing it. At least that is for me and I have noticed for the top performing members, that is how it has become.
I heard someone say once, and I love this expression, BNI is not only a great way to get business, it’s an even better way to do business. I think that is kind of what you are saying there, that it is the journey and it is the philosophy of givers gain.
Exactly. That is it.
So, you need a map for the journey, and what you have in mind for the BNI Success Roadmap is easy but profound. Tell me about what you have in mind for what it takes for someone to be successful. What is the road map to success?
It is about four things, and these four things are true, whatever you do. Number one, growing. You need to grow your team. Getting great people to join, retaining great members, owning the great leader within you and leaving a great legacy. That is where growth happens.
Then you need to give a dream referral. Not only just a referral, a dream referral. Ask team members what are dream referrals for them and then seek it out and give that dream referral. Then you start gaining dream referrals, which means you have to ask for dream referrals. You need to know how to receive referrals.
That last part is follow up. I remember listening to you and how follow up is extremely important. In BNI we do referrals by giving a lot of testimonial, giving back to the referral source and delivering with excellence, asking for feedback. Last, leave a testimonial.
There are the four things. Once you have done them, and wherever you are among them, you can never have enough growth or give enough or gain enough. It is something that you keep on doing and be in growth of.
Again, it is part of the journey and there is an article that I wrote in BNI Success Net. For listeners, go to BNI successnet. Com, and look for the April article. It is called 3+1 = member success. It talks about some of the very things that you are suggesting. I agree completely, particularly growing your team in order to generate more referrals, 5 quality and engagement. All of those things are really important and part of what you are talking about.
The thing is that with BNI, it is such a remarkable big organization, and there is so much to do there. It sometimes gets overwhelming for some members, even existing members for a while. Sometimes they say what do I do now, as opposed to this is where I am. Let’s evaluate. Am I growing the team enough? Am I giving enough dream referrals?
What it is not- it is not a new shiny thing. BNI already has remarkableness, if there is such a word, and magnificence. It is already there. What I did I just put them together in an easy way so that when you are just sitting with someone, you are mentoring a new member, you have an education block coming up, you want to have this conversation, even with a partner in the same business outside of BNI. You can follow this map and it will get you where you want so you can assess am I growing fast, am I giving dream referrals in a great way? It’s is easy to actually apply- it does require hard work, as in what I heard from a member here on one of the podcasts is be consistently doing it.
I am a real believe in that. I think people need to do six things a thousand times instead of a thousand things six times. So one of the things that people are interested in are the dream referrals. Do you have any recommendations for members around the world on how to give dream referrals or how to ask for dream referrals.
That is the beauty. The first thing that they need to do is look at their business. Whatever business you have, there will be (inaudible) called the Top 100 or the Dream 100 clients. If you get any of them, it will satisfy your business for let’s say a year or two. There are such clients.
Now, some people, what they do is they feel they can’t get that client, but it is okay to ask for them. You never know. They might say they might not get it, however, you have a brilliant team in BNI and they will work for you. So if you have that brilliant team and you work so hard for them, why not give them something worthwhile to look for and seek for you.
That is why you always ask for a dream referral, one of your top 100. And then to give it, you need to ask your members to do that. Never get satisfied or settle for members telling you this will do or just give them some business. You need to ask them and be specific with them. At the same time, you will be educating them.
Exactly. That is it.
I do that constantly with members. I will say, “Have you asked for a dream referral?” They say, “No, I don’t want to bother my members. I don’t want to push them. It is too hard.” No. They are there for you. Why don’t you give them something worthwhile to go after?
Yes, and I find that members oftentimes feel that they need to be broader. “I am looking for anybody that might be looking for this product. They are so broad that they don’t really give anyone information. Being specific and asking for that, like you say, dream referral actually ends up working better. I can’t tell you how many times I have seen people be specific and they said, “When I asked for a connection with this person at this company, it amazed me how somebody actually knew that person and I would have never dreamed that people would know that individual and been able to make that introduction. I wouldn’t know it today if I hadn’t been that specific.”
I agree with you completely. The way to get a dream referral is to be really specific about what it is you are looking for, particularly who you are looking for.
The specific part for me, after the first six months of being in BNI, I said, “ I know what I am doing. I am a speaker. I am on stage. I know how to present and this specific thing, I don’t believe in it. I will ask just generally.” The moment I asked for a specific referral, it led to a business that happened after six months, but it was specific that gave me $200 thousand of business. When I say that story with numbers, they get blown away.
I say, “Listen. You have nothing to lose. If it doesn’t work for you, come back to what you are doing.” They try it and it is amazing what they get. I say now ask for the dream one. It works wonderfully for them.
We are out of time. Any last thoughts that you have?
I am going to send you the Ultimate Success Roadmap to make available to all members. Please use it. If you have any feedback that can make it better, by all means. Thank you, Ivan, for the opportunity.
My pleasure. We will put that in this podcast as a downloadable. You can take a look at it. Whatever thoughts or comments that you have if you are listening to this, put them up here on the podcast. Hussein will be watching, I am sure and will be happy to respond to any questions that anyone has.
Hussein, thank you so much for being on the podcast and for everything that you do in BNI. We really appreciate you and we appreciate what you do for the organization. Priscilla, back to you.
Okay. Thank you so much. That was wonderful. I think that is it for this week. I would just like to remind the listeners that this podcast has been brought to you by networkingnow.com, which is the leading site on the net for networking downloadables. Thank you so much for listening. This is Priscilla Rice, and we hope you will join us next week for another exciting episode of The Official BNI Podcast.