101 WAYS TO DEVELOP REFERRALS • SKILLS FOR SUCCESS • GREAT MEMORY HOOK
A BUSINESS NETWORK INT’L NEWSLETTER • MALAYSIA • ISSUE 3 | AUGUST 2006
THE NATIONAL DIRECTOR SPEAKS...
DEAR MEMBERS, proving the phrase, “Think Global, Act approach in today’s business climate
Local”, is aptly applied at all levels in BNI, where instant results and fast money
WELCOME to starting from our very own chapter levels rule, those who get the idea, embrace its
another issue of to international opportunities with fellow principles, develop the necessary skills
SuccessNet! If you’re members worldwide. and put them into practice will beneﬁt
new to BNI, we tremendously, both in their professional
BNI’s presence in over 30 countries proves
welcome you to our and personal capacities.
business communities in both developing
and developed countries have accepted its In this issue, we cover more success
KL’06—BNI’s unique philosophy of Givers’ Gain and its stories and achievements of BNI members
recent inaugural continuing universal appeal is a glowing where exemplary practitioners of Givers’
international conference—demonstrated testament to its eﬀectiveness. BNI’s Gain share how we too can reap the same.
the truth in its theme, We All Speak the philosophy centers around true success As you will see, being part of an incredibly
Language of Referrals, where the diversity founded on helping others to reach their supportive organization has inﬁnite
in nationality, culture and professional business goals and in doing so, we receive privileges.
background did not deter the exchange support to do the same. BNI is essentially
of information and referrals. Being the about farming and not hunting, where I know KL’06 is just over but I can’t wait
ﬁrst of its kind in BNI history, KL’06 was building lasting relationships takes for KL’08!
obviously a risk but true business people precedence over mere short term proﬁts.
take risks and for those who attended, Although it is still a signiﬁcant challenge
it was clear that the level of success of to business professionals outside BNI Avryl Au
the conference was beyond expectations, to grasp and adopt an unconventional National Director, BNI Malaysia.
DR. IVAN MISNER VISITS Poland in April 2006; and Thailand in July
AMPANG CHAPTER 2006. Thailand marks the 30th country in
Dr Ivan Misner visited Ampang Chapter the world to have the presence of BNI in
and gave raving testimonies of the its business communities.
members, chapter and meeting.
JOHOR MAKES HISTORY Susan Choo—Regional Director of Johor.
Zun Oriental Chapter (Johor) made
history by being the ﬁrst Mandarin-
ON THE HUNT
speaking chapter in Malaysia.
BNI is looking for Regional Directors
BNI WELCOMES THAILAND in all states in Malaysia to launch BNI.
BNI was launched in Hong Kong and Enquiries are welcomed.
Last year, Kenny Tan of Winners Chapter, an for teaching all members to qualify their ‘professionals’ are not accustomed to.”,
insurance professional, generated close to referrals!”, says Michael. says Azlina.
30% of his business from BNI which helped Michael Soon Azlina
him achieve MDRT status. SURIA CHAPTER UNITED CHAPTER
WINNERS CHAPTER Azlina of United Chapter, a conveyancing
lawyer, joined BNI in 2003 and is happy with GIVERS’ GALLERY
Zhi Wen of Winners Chapter, an interior the results she gets from BNI. Her records
designer, generated RM1.5 million worth Jackie Ng
show consistent growth every year and since gave RM350,000
of business from BNI. His company is now 2003, the number of successful business
represented in four BNI chapters in Johor. worth of business
transactions increased 300%.
Zhi Wen to the signmaker in
With 70% of her referrals coming from
WINNERS CHAPTER United Chapter.
external sources, she acquired eight new
Michael Soon of Suria Chapter, a commercial “Besides being referred for business,
printer, has been a member for 4 years. His BNI’s system has taught me to be more
chapter members, who are business owners focused and to adopt a structured way of
and CEOs, know him well and are actively networking. It requires an open mind and YOUR FEEDBACK IS VALUABLE!
promoting his business. Referrals given to a keen interest in learning something new. For comments on this issue or submission
him always turn out to be ready customers Participation in BNI or chapter activities is of BNI-related news and articles for future
with substantial orders—a feat that no sales very important in establishing relationship issues, please e-mail email@example.com
staﬀ can ever match. “Many thanks to BNI with fellow members—something
MEMBERSHIP COMMITTEE—Why have a Maintaining the integrity of the chapter This is all a part of a bigger equation that
Membership Committee? is vital for the chapter’s success. This is adds up to more referrals, leading to more
why the committee cannot aﬀord to be business opportunities and success for
The core duty of the Membership
lackadaisical with the chronically late or everyone.
Committee is not an easy one—to uphold
absent members as non-attendance of TIPS ON PUNCTUALITY
and maintain the integrity of the chapter.
meetings strongly aﬀects the eﬀectiveness
Be on time; never be late!
One of the main duties of the committee of the chapter. The committee will also
interfere when it comes to passing weak Being on time will illustrate your level of
is to screen potential members to ensure
or bogus referrals, or not bringing any professionalism and commitment.
that only the best applicants are accepted.
However, there is no fool-proof method referrals at all to a meeting. Always be on time or early! As business
when it comes to screening members— To be part of a highly successful and persons, everything we do reﬂects on us.
and sometimes rotten apples do get mixed super-charged chapter, you would When we are late for a meeting, it will
up in the basket as well. In such cases, want the Membership Committee to reﬂect badly upon us. The same is true
the committee will have to step in to help maintain the policies, and encourage when it comes to attending a BNI meeting
resolve disputes and ensure that every non-participating members to be more or Leadership Team meeting.
single member adheres to the policies and involved and to support the Leadership Remember, the early bird,
guidelines set by BNI. Team. catches the worm.
SKILLS FOR SUCCESS
THE EXCELLENT POWER TEAM STORY GREAT CHAPTER
vision is displayed at
every chapter meeting
each week to remind
members why they
are with BNI and how
they can beneﬁt more by being part of
a chapter that is centered on its vision,
The “Excellent Power Team” of Uptown how testing is done on the machines. goals and culture.
Chapter in over four months worked Danny recorded over RM500,000 worth of
together on eight projects with a business in the last two years.
transacted value of RM1,000,000. BNI SYNERGY CHAPTER VISION 2006
To succeed, understand ﬁrst the dynamics Forty established members having a
of TEAM and teamwork; identify your great time together, beneﬁting from this
target market and contact sphere; and chapter and BNI, socially, mentally and
apply your knowledge by taking action! ﬁnancially.
Here are some points to note:
1. BNI provides us a platform to meet
and a system to reach our goals and then Leadership starts from the top of the
educate us on how to maximize these pyramid. LT leads by example with all
opportunities—success is really up to us. members participating and working
We have to attend workshops to learn together—reaping the fruits of success.
because nothing is going to happen if we A wedding in BNI? No, just a 10–minute Our 2006 goal and vision for
just wait for business to come by. presentation complete with a bride and a Synergy Chapter:
2. If we continually learn from BNI’s groom, a wedding cake and wine, a caterer
and a chef, and even a diamond ring! 1) 40 quality and well-established
proven system, we will realize its
All of this, presented in a wedding-like members
potential. We attended most of the
workshops organized by BNI and reception hall decorated with ﬂowers, 2) Having fun doing business between
even repeated some at the very ﬁrst candles and rose petals—all put together members
opportunity. Equipped with the necessary by members of Uptown Chapter. Jovita,
3) Develop a caring attitude
knowledge and skills, we are able to a wedding planner received a handful of
recognize opportunities presented to us referrals after her presentation. 4) Having a continuous learning
and turn them into transactions. mind-set
3. Like it or not, the most eﬀective way Inspire Chapter, 5) Play hard and keep ﬁt
to make BNI work for us is to make it brought a roomful 6) Ultimately, relationship and success
a priority and a part of our business of gifts, trophies,
strategy. If we treat it like something that souvenirs to
we do only when we have time, we will demonstrate Card holders
certainly be disappointed with the results. what a souvenir for visitors.
man with a heart ALLIANCE
can do to deliver his service. Chong has CHAPTER
MEMORABLE 10 MINUTE PRESENTATIONS
received close to RM1 million worth of
Danny placed 60 laptops around the room, business from Inspire Chapter in a span of
one for each member and visitor to show less than two years.
SNAPSHOTS | BNI WORLDWIDE CONFERENCE KL’06
“Having been in the Corporate Sector for more than 20 years, attending countless business talks and development courses, and had travelled
overseas to attend international conferences. It is the BNI International Members Conference (KL06 ) that beats them all. After hearing from
Dr Ivan Misner, a man who could drive an organisation to 4,300 chapters world-wide, get more than 80,000 business people to meet at 7.00
am, you will understand what it takes to be a true entrepreneur. That statement ‘Uncommon Application of Common Knowledge’, if fully
understood is worth the fee for the whole KL06.
This conference has moved us from a Domestic Business Platform to an International Business Platform.”
Sng Kim Huat, UNITED CHAPTER
“KL06 was a fantastic conference which was beyond my expectation.
The function has just ended but the networking has just begun.”
Chee Yew Chai, MILLENNIUM CHAPTER
“My company is now doing business with Brunei, Sri Lanka and in contact with a US lease equipment supplier.”
Danny Ng, UPTOWN CHAPTER
For more testimonies, log on to www.bni-worldwide.com
For more pictures, log on to www.bnimalaysia.com
KL’06: LETTERS FROM ABROAD
It is years and BNI members will obviously in every
incredibly beneﬁt with possibilities of business aspect of its
satisfying to connection throughout Asia. I would economy,
see how BNI like to congratulate the Malaysian remains a
Malaysia has team, Robert French and Avryl Au, for competitive
developed a successful event and I wish to thank choice that
over the last all the Malaysians for their hospitality has no
ﬁve years which was truly Malaysian. language
and how barrier and
diﬀerent it DR. IVAN MISNER being one of
has become BNI Chairman & Founder the centers
since my of business
last visit ﬁve years ago. I’m totally in Asia, there cannot be a better place
impressed with what is happening on We look forward to having the 2nd to hold the next conference. We aim
this side of the globe. Networking is BNI International Conference in KL to have 1,000 members at the next
clearly in every Malaysian’s blood as again. With the world class facilities of international conference!
I see the exceptionally high level of the new KL Convention Centre, it will
acceptance of the concept in Malaysia. certainly be a conducive venue for any ROBERT FRENCH
The growth in this part of the world international conference. Malaysia, National Director, Malaysia & Spain,
will be phenomenal in the coming being a country ready to take oﬀ Organizing Chairman, KL’06
KL’06: WINNING HIGHLIGHTS
Winners Chapter was awarded the things diﬀerently.” responsible and committed to do what
Director’s Outstanding Chapter of By adopting the concept of “growth” it takes to win.
the Year at the recent International as their chapter culture, the core A thermometer reading for both
Conference held in Kuala Lumpur. fundamentals of BNI are truly business and relationships are
They are also the largest chapter in enforced and executed in the chapter. favourably balanced to create a buzz
Malaysia, with over ﬁfty members. To achieve such incredible results, that allows them to attract visitors
winning tools such as Enthusiasm and into the chapter.
WHAT DOES IT TAKE TO ACHIEVE THIS Commitment saw this chapter through As a result, members that come in for
STATUS? any campaigns that were introduced. business are rewarded with so much
The members of this outstanding In addition to that, LT meetings are more along the way.
chapter live by the saying “Winners carried out professionally with issues Winners Chapter—‘Winners All The
don’t do diﬀerent things; Winners do discussed and led by leaders who are Way.’
Guess what is my profession?
101 WAYS TO DEVELOP REFERRALS
This Issue’s Tip: Arrange for your staﬀ,
business partners or family members,
e.g. your spouse to attend a BNI
meeting. They will help you to generate
referrals from people that they know.
Ask them to inform you when they have
From Left: KK Chai (Xcellent), Lexus Liau (Eagle), Evelyn (Midas), Dr. Jaya (Inspire).
GREAT MEMORY HOOK
A PICTURE PAINTS A THOUSAND WORDS “Good talking... Great Savings...”
Props make a great visual to display your products, services, skills and talent—it helps Melvin Kwang, INSPIRE CHAPTER
Edited & Designed by Compass Creative Sdn Bhd
fellow members to remember better! Call Savings
THE WORLD’S LARGEST REFERRAL ORGANIZATION
Business Network Int’l (BNI) is a business and professional networking organization that offers its members the
opportunity to share ideas, contacts and most importantly, referrals. With over 80,000 members in 30 countries, BNI
members exchanged over 4 million referred opportunities in 2004, translating to over RM6 billion worth of business
done. BNI meets in various locations in Malaysia—Klang Valley, Penang and Johor. BNI Malaysia is located at Wisma
WIM, Jalan Abang Haji Openg, Taman Tun Dr Ismail, Kuala Lumpur. BNI Johor is located at Taman Pelangi Indah, Ulu
Tiram Johor. For more information on BNI, email firstname.lastname@example.org www.bnimalaysia.com