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Build Your BusinessThrough the Power Of   “Givers Gain”®       Sam Rathling  Twitter: @samrathling     21st March 2012
Mobiles – On!
My Goal For You Today
August 2005• What did I have…  –   Small home office  –   1 contact in Ireland  –   No clients  –   80 local Competitors  ...
First Office
It All Began…
Networks10,000 Global 1st Connections
Direct Revenue 2005 - Now €605,473
Indirect Revenue 2005-Now€4,472,906
• Cork 2005    • Dublin 2009    • Edinburgh 2011?   • And growing…
Partner Network
Fantastic Team• 10 Permanent Staff• 500+ Contract Staff• 125 Sales Staff
My Key to Success…        “Live to Give in all      aspects of Life & Work”
“Live to Give”Giving Guide to Growing Your Business
Giving Goals
What Can You Give?
Ways to Give in BNI?•   Time•   Referrals•   Connections•   Visitors•   Testimonials•   Gratitude•   Knowledge•   Back•   ...
Giving Time to BNI
Your Results
My Time Spend
My Results
Giving Meetings – (121’s)
Giving Visitors                            7 Ways to Invite:Hi, I saw your advert.Looking for morebusiness? I’m looking to...
Giving Visitors                            7 Ways to Invite:Hi, I saw your advert.Looking for morebusiness? I’m looking to...
How Many?
Visitors Network
Nick
Giving Meetings - Visitors
Giving Gratitude
Giving Knowledge•   Start a Blog•   Give Free Advice•   Write Articles•   Create YouTube Videos•   Speak on your topic•   ...
Giving ReferralsFind                Recognise          Trigger•   1) Time         •   1) -           •   1) -•   2) Motiva...
Make it easy to spot
Giving Back
Giving Back• Take a Role in Your Chapter• Take on a Role in Your Region (Director Consultant  or an Ambassador)• Support a...
Giving Online
Find Referrals For Others“I’m looking to talk to Vodafone…”
Use Status Updates
Find & Give VisitorsPHOTOGRAPHERLocation: YORK
Give Recommendations• BNI Testimonials• Give Recommendations• Ask for Recommendations
Promote Other Members
Lessons LearntAlong the Way…
March 2012• What do I now have…  –   3 Offices  –   10,000 global contacts  –   30 local Competitors  –   No personal debt...
We Can’t Do It All
In to On…
Importance of USP’s“Observe the masses,and do the opposite”Walt Disney
Break from the Pack
Unleash Your Niche  Generalist (70%)
Unleash Your Niche    Specialist (20%)  Generalist (70%)
Unleash Your Niche     Author/Expert (6%)    Specialist (20%)  Generalist (70%)
Unleash Your Niche       Celebrity (4%)     Author/Expert (6%)    Specialist (20%)  Generalist (70%)
Typical Earnings      Infinite!!     €750-900K    €100-150K    €50,000
Specific is Terrific Lovefilm          Asos          Ansaback        Apple            GoogleFacebook         LinkedIn     ...
LinkedIn & Specifics•   HR Managers (UK) – 27,888•   York Contacts – 4,785•   Sheffield Contacts – 3,136•   Leeds Contacts...
Think Big, Aim High
Effective 121’sCUPATEA
Effective 121’sCompletelyUninformativePointlessAppointmentTime spentEarningAbsolutely nothing
BNI 121 Toolkit
121 Toolkit• Visit this website to download your FREE  template for a 121 Toolkit: www.slideshare.net/samrathling
Leverage Technology
Global Power Team           • Bi-weekly Mondays           • 1.30-3.00pm           • 14 BNI countries!           • 32 Members
Train & Upskill
Go On A Media Diet         •   No Radio         •   No News         •   No Soaps         •   No Newspaper         Replace ...
Audiobooks & Books
My Top Picks• “Delivering Happiness” – Tony Hsieh•   “The Jelly Effect” – Andy Bounds•   “Inside the Magic Kingdom” – Tom ...
Get a Mentor / Coach
Strategic AlliancesAsk for Relationship Referrals, not just Transactional Referrals
Engage Staff In BNI
BNI is my Business• BNI can Become Your Biggest Client (It is mine already)• Your BNI Meeting with your sales team IS your...
What Drives Me?
What Drives Me?FUTURE CEO   FUTURE BNI DIRECTOR
Actions
Your Choice…
Or This…
Thanks For Listening!       Email:    sam@expect-talent.com       LinkedIn: Samantha Rathling       Twitter: @samrathling
A GIFT FOR ONE LUCKY PERSON   Check Under Your Seat…   Are you a WINNER?
ELITE Masterclass•   1 Day Advanced Workshop•   10 - 5pm on 10th & 11th May 2012•   Masterclass with Sam Rathling•   Venue...
"Build Your Business Through Giver's Gain" - BNI Yorkshire Region
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"Build Your Business Through Giver's Gain" - BNI Yorkshire Region

This is the presentation from the Sam Rathling workshop called "Build Your Business" delivered during a 4 city tour of Harrogate, Hull, Leeds and Sheffield, which was delivered to over 330 members of BNI across the Yorkshire region.

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"Build Your Business Through Giver's Gain" - BNI Yorkshire Region

  1. 1. Build Your BusinessThrough the Power Of “Givers Gain”® Sam Rathling Twitter: @samrathling 21st March 2012
  2. 2. Mobiles – On!
  3. 3. My Goal For You Today
  4. 4. August 2005• What did I have… – Small home office – 1 contact in Ireland – No clients – 80 local Competitors – €36,000 in personal debt – No children – A wedding to organise – 80 hours a week
  5. 5. First Office
  6. 6. It All Began…
  7. 7. Networks10,000 Global 1st Connections
  8. 8. Direct Revenue 2005 - Now €605,473
  9. 9. Indirect Revenue 2005-Now€4,472,906
  10. 10. • Cork 2005 • Dublin 2009 • Edinburgh 2011? • And growing…
  11. 11. Partner Network
  12. 12. Fantastic Team• 10 Permanent Staff• 500+ Contract Staff• 125 Sales Staff
  13. 13. My Key to Success… “Live to Give in all aspects of Life & Work”
  14. 14. “Live to Give”Giving Guide to Growing Your Business
  15. 15. Giving Goals
  16. 16. What Can You Give?
  17. 17. Ways to Give in BNI?• Time• Referrals• Connections• Visitors• Testimonials• Gratitude• Knowledge• Back• Mentoring• Online
  18. 18. Giving Time to BNI
  19. 19. Your Results
  20. 20. My Time Spend
  21. 21. My Results
  22. 22. Giving Meetings – (121’s)
  23. 23. Giving Visitors 7 Ways to Invite:Hi, I saw your advert.Looking for morebusiness? I’m looking torefer business to a F_ _ E T _ F_ _ _quality Electrician.Would you like to meet O_ _ _ T _ _ P _ _ N _30+ local businesseswho can help you growyour business? Please T___D P_R__ R_F__R__text back for an invite –we’re meeting on Thurs. B_ E__I_Would love to inviteyou. Thanks, Sam. P______D_ T___ ME___G_ S____L __D__
  24. 24. Giving Visitors 7 Ways to Invite:Hi, I saw your advert.Looking for morebusiness? I’m looking torefer business to a FACE TO FACEquality Electrician.Would you like to meet OVER THE PHONE30+ local businesseswho can help you growyour business? Please THIRD PARTY REFERRALtext back for an invite –we’re meeting on Thurs. BY EMAILWould love to inviteyou. Thanks, Sam. POSTCARD TEXT MESSAGE SOCIAL MEDIA
  25. 25. How Many?
  26. 26. Visitors Network
  27. 27. Nick
  28. 28. Giving Meetings - Visitors
  29. 29. Giving Gratitude
  30. 30. Giving Knowledge• Start a Blog• Give Free Advice• Write Articles• Create YouTube Videos• Speak on your topic• Become the “go-to” expert
  31. 31. Giving ReferralsFind Recognise Trigger• 1) Time • 1) - • 1) -• 2) Motivation • 2) - • 2) -• 3) Education • 3) Education • 3) -• 4) Action • 4) Action • 4) Action
  32. 32. Make it easy to spot
  33. 33. Giving Back
  34. 34. Giving Back• Take a Role in Your Chapter• Take on a Role in Your Region (Director Consultant or an Ambassador)• Support a Local Charity as a Chapter• Support a Local or International Cause in your Business
  35. 35. Giving Online
  36. 36. Find Referrals For Others“I’m looking to talk to Vodafone…”
  37. 37. Use Status Updates
  38. 38. Find & Give VisitorsPHOTOGRAPHERLocation: YORK
  39. 39. Give Recommendations• BNI Testimonials• Give Recommendations• Ask for Recommendations
  40. 40. Promote Other Members
  41. 41. Lessons LearntAlong the Way…
  42. 42. March 2012• What do I now have… – 3 Offices – 10,000 global contacts – 30 local Competitors – No personal debt – 2 children (5 & 2) – I work 30 hours a week – Run 3 Businesses
  43. 43. We Can’t Do It All
  44. 44. In to On…
  45. 45. Importance of USP’s“Observe the masses,and do the opposite”Walt Disney
  46. 46. Break from the Pack
  47. 47. Unleash Your Niche Generalist (70%)
  48. 48. Unleash Your Niche Specialist (20%) Generalist (70%)
  49. 49. Unleash Your Niche Author/Expert (6%) Specialist (20%) Generalist (70%)
  50. 50. Unleash Your Niche Celebrity (4%) Author/Expert (6%) Specialist (20%) Generalist (70%)
  51. 51. Typical Earnings Infinite!! €750-900K €100-150K €50,000
  52. 52. Specific is Terrific Lovefilm Asos Ansaback Apple GoogleFacebook LinkedIn Zynga Blizzard Ent. Big FishMicrosoft Instagram Foursquare GroupOn Twitter dotMobi Cloud Cisco Citrix IBM Oracle Salesforce Dell Intel SpecSavers e-On Laithwaites WebEx Debenhams M&S eBay Paypal HMV Thomas Cook Virgin Media Tesco Brown Thomas Argos Hotels.com Vodafone Zappos T-Mobile Orange O2 Three Mobile Dyson Coca Cola LEGO DHL Fedex UPS Holiday Extras Aviva Direct Line SAP Diageo Heineken Siemens DenPlan Auto WindscreensBoston Sci. Pepsi Co. HP Xerox BUPA 3M Allianz Motorola Nike WANDisco Virgin Barclaycard Mastercard Kraft Kelloggs L’Oreal Symantec Trend Micro Cadbury McAfeeSolarwinds Mattel EMC Netgear VMware BT Morrison’s RBS Next PenneysSainsbury Aruba Confero Sky EircomAsda Stores Britvic Moog Assurant Logitech
  53. 53. LinkedIn & Specifics• HR Managers (UK) – 27,888• York Contacts – 4,785• Sheffield Contacts – 3,136• Leeds Contacts – 5,935• Harrogate Contacts - 1298• Yorkshire Water - 113• North Yorkshire County Council (UK) – 600
  54. 54. Think Big, Aim High
  55. 55. Effective 121’sCUPATEA
  56. 56. Effective 121’sCompletelyUninformativePointlessAppointmentTime spentEarningAbsolutely nothing
  57. 57. BNI 121 Toolkit
  58. 58. 121 Toolkit• Visit this website to download your FREE template for a 121 Toolkit: www.slideshare.net/samrathling
  59. 59. Leverage Technology
  60. 60. Global Power Team • Bi-weekly Mondays • 1.30-3.00pm • 14 BNI countries! • 32 Members
  61. 61. Train & Upskill
  62. 62. Go On A Media Diet • No Radio • No News • No Soaps • No Newspaper Replace with: • Audiobooks • Podcasts • Positive Ideas
  63. 63. Audiobooks & Books
  64. 64. My Top Picks• “Delivering Happiness” – Tony Hsieh• “The Jelly Effect” – Andy Bounds• “Inside the Magic Kingdom” – Tom Collenan• “Break from the Pack” – Oren Harrari• “7 Habits of Highly Effective People” – Stephen Covey• “Think & Grow Rich” – Napolean Hill• “Great By Choice” – Jim Collins• “The E-Myth” – Michael Gerber• “The Secret” - Rhonda Byrne
  65. 65. Get a Mentor / Coach
  66. 66. Strategic AlliancesAsk for Relationship Referrals, not just Transactional Referrals
  67. 67. Engage Staff In BNI
  68. 68. BNI is my Business• BNI can Become Your Biggest Client (It is mine already)• Your BNI Meeting with your sales team IS your most important meeting of the week and should be treated that way• The time you spend on BNI is time being spent ON your business• BNI can Transform your Business & Your Family’s Life• We all pay the same membership, it’s up to you what you do with the opportunity
  69. 69. What Drives Me?
  70. 70. What Drives Me?FUTURE CEO FUTURE BNI DIRECTOR
  71. 71. Actions
  72. 72. Your Choice…
  73. 73. Or This…
  74. 74. Thanks For Listening! Email: sam@expect-talent.com LinkedIn: Samantha Rathling Twitter: @samrathling
  75. 75. A GIFT FOR ONE LUCKY PERSON Check Under Your Seat… Are you a WINNER?
  76. 76. ELITE Masterclass• 1 Day Advanced Workshop• 10 - 5pm on 10th & 11th May 2012• Masterclass with Sam Rathling• Venues: Leeds (10th) & Sheffield (11th)• Only 40 places available• Usual Cost £400 per headBNI Special Price: £199 per headTo apply for one of only 40 places please complete a form

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