BNI

Why Start With Why?

Why Start With Why?

Start With Why

On September 16th, 2009 Simon Sinek, Author of the bestselling book “Start With Why” walked out onto the “TED” stage in Newcastle, USA. He was about to deliver a speech that would define him as an individual and inspire millions of people. Simon’s talk was stunning with his superbly focused method of delivering his message: don’t start with what or how, start with why. It’s a simple message at its core as the best ideas often are.

Subtle Advantage

For 18 minutes, Simon captivated the TED crowd with examples of how companies like Apple swim against the other fish. While most companies start with a What e.g. “we make computers”, the revolutionaries start with a cause, a purpose, a why. Apple famously kicked off their ipod marketing campaign with the “1000 songs in your pocket” slogan. They were not the first to market (kills that stupid theory dead in the water), neither were they the most technically excellent. Creative were the first company to market with an mp3 player and had the technical advantage. Creative made MP3 players, Apple allowed you to carry 1000 songs in your pocket. It’s a subtle difference. So subtle that most people miss it entirely. The embracing of that subtle advantage has helped make Apple one of the most successful companies of all time.

Great Visionaries Starting With Why

It’s not just companies that can gain an advantage by starting with Why. Visionaries like Martin Luther King, Ghandi and Nelson Mandela all started with Why. They were not goal driven per se, rather they were driven by the cause, the passion, the why. None of those individuals started with the SMART mantra, Specific, Measurable etc etc. Indeed to do so would have been ridiculous. As Simon points out, Martin Luther King gave the “I have a dream” speech, not the “I have a plan” speech. politicians these days are so contrived that they turn their electorate off. If they started with a true why, the success would follow.

Goals

Goals, targets and achievements, they are all ubiquitous. Everytime you log on to LinkedIn, YouTube, Twitter or read the newspapers, the virtues of goals are lauded. Goals are very ‘Marmite’, you either love them or hate them. Judging by the massive amount of self-development books and CDs available in support of goals, most fall onto the pro-goals side of the coin. Why is it that we are so determined to map our lives out and to set personal and group targets? Some would say that well structured goal setting has changed their lives and helped them to achieve great success. I would agree that effective goal setting is important. However, I disagree that the overused SMART mantra is necessary. A true goal is in the heart, it is a founded in passion and ignites action. Careful goal choice is vital and is only possible when we temet nosce (know thyself) as famously quoted in The Matrix.

temet nosque in The Matrix

Some of the answer has to fall at the feet of results. It is true that individuals perform better when set a challenging target. It is also true that individuals tend to perform better when pushed as part of a group. Peer pressure is, in the right circumstances more effective than a well defined goal. A great example of this is in fitness training. If you take part in a group exercise such as British Military Fitness (BMF) there is no question – you will push yourself harder, much harder than you ever would as an individual.

Simon Sinek portrait

Simon Sinek Author of Start With Why

Zen and Goals

I am a keen reader of Zenhabits, a top-ten blog by Leo Babauta. Leo is an avid supporter of flow in preference to goals. On first glance the principle of flow does not appeal to me. It seems to be a form of drifting through each day with no particular purpose or cause. Leo would argue that flow is about the journey, not the destination and there, on that point, I think goal-setters would agree. The major difference is lack of target. Chris Williams, famous goal-setting trainer for Utility Warehouse is not an advocator of flow. He contests that is it ok for Leo to flow since he has already achieved his potential. Others who have not yet achieved success in thier lives need goals to progress according to Chris.

I tend to agree with Chris Williams that generally speaking goals are the most effective way to get where we want to be. But I also contest that making a goal should be about a strong Why. In fact I think if every goal-setter out there threw away thier SMART analyses and just did what Simon Sinek recommends in his fantastic book Start With Why, they would be more successful, faster and ultimately happier.

Start With Why book

Follow you path, find your Why and, if it involves a financial element, then it could be worth you looking at The Utility Warehouse business opportunity to help you achieve your Why. Email me now for more information:
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The Utility Warehouse Business Opportunity

The Utility Warehouse Business Opportunity is exactly that – a fantastic opportunity. Most people look at how the money works and sign up as a Utility Warehouse Partner to make £300 a month or so. It is certainly very achievable to earn that level of income from The Utility Warehouse Business Opportunity. However, there is a lot more to the business which is not immediately apparent to those who have not seen it before.

The Utility Warehouse Business Opportunity

The Utility Warehouse Business Opportunity

I signed up as a Utility Warehouse Partner back in 2009 when it still cost £200 to register (it has now been permanently reduced to £100). To be honest if it cost double, I would still have signed the form – quite genuinely. The opportunity that this business presents is exciting, immense and indescribable. The reason it is impossible to describe is that it will be different for everyone. I have blogged before about “The Jelly Effect” by Andy Bounds see my previous blog on the 3 books that changed my life here. In that book, Andy talks about ‘AFTERS’. We all join this business for more money don’t we? Actually no – we join for what we will do with the money – for some it will be pay off debts, others – less hours at work and more time at home with the family – my initial goal was to earn more than the monthly payments would be on a brand new BMW S1000RR motorcycle. I achieved my goal in September 2011.

The Utility Warehouse Business Opportunity

My BMW S1000RR – My First Goal Achieved with The Utility Warehouse Business Opportunity

AFTERS

Everyone has their driving force, their motivating factor – think for a while about what yours is – really think carefully. It is easy to say ‘pay the mortgage’, but what will you achieve by doing that? Reduced stress / a bigger house / more time at home with your family / ability to travel the world … Think about the AFTERS – they are vital.

Some people hear about The Utility Warehouse Business Opportunity and think “It must be too good to be true”. It is true, there is a catch – you have to work, consistently. Many fall by the wayside because they do not have the stamina to make 1 phone call a day or go to 2 appointments a week. Those are easy actions to take, but you will only take them if your “why” – your personal AFTERS are strong enough.

The Utility Warehouse Business Opportunity

The Jelly Effect

HOW?

Others hear about The Utility Warehouse business opportunity and worry that they will not be able to ‘sell’ the services which the company offer. All I say to this is that full training is given. The person who invited me to become a Partner is a 74 year old journalist from Brighton. I have seen deputy head teachers, bin men, bodybuilders, university graduates, civil servants and many other professions all succeed in this business. I have seen many fail too. I can assure you it has nothing to do with an affinity for selling. This business is about recommendation – not selling. Full and unlimited training is given – a 5 hour course local to you which you can attend as many times as you want as well as online training. Also as your mentor, I am available to come with you on your first few appointments – until you feel confident to go out on your own.

TIME

Others worry that The Utility Warehouse business opportunity will take too much time and they will not be able to do it justice. I have a full time job as a middle manager for an engineering company in Dover, I also run another business as a director consultant for BNI – looking after 3 growing groups of local business owners who pass business to each other. I have a family with three children and 2 houses to refurbish – it’s fair to say there are a lot of demands on my time. Yet I still find 5 minutes to make some calls here and an hour in the evening to help someone save money on their utility bills there. What I’ve learnt in my limited time as a Utility Warehouse Partner is that ‘I haven’t got the time’ is a cop-out. An excuse – not a proper reason. It is code for ‘I’m too lazy to do anything’. I’m fine with that – in fact I am grateful for those who are honest enough to admit that they will not spend the small snippets of time necessary to become successful with The Utility Warehouse business opportunity. It saves their time and mine. This may sound a little harsh, but this opportunity is simply as big as you want it to be – it is only limited by your personal ambition.

The Utility Warehouse Business Opportunity

I too joined The Utility Warehouse business opportunity looking for £300 or so extra per month. Now that I have exceeded that initial goal, I can see the big picture of what is really possible with this business. I am going to make a bold claim here, I have just turned 33. On my 36th birthday I will have at least equaled my full time income with my part-time income as a Utility Warehouse Partner. To put that claim into perspective – I earn significantly in excess of £35k PA in my full time job. I can say this with total confidence, I have received at least an 8% pay rise every month from my Utility Warehouse business – that will carry on for the next 3 years as long as I keep working. I am currently on track to exceed my goal by 4 months.

BNI

The Utility Warehouse business opportunity indirectly led to my becoming a member of BNI and I am still a member at BNI White Cliffs Dover chapter. BNI has significantly contributed to my personal development and success as a Utility Warehouse Partner. Easy words to say, but I really, really mean them. BNI has allowed me to flourish at public speaking where I used to be almost too nervous to utter a word. I am now chapter director at White Cliffs Dover and have been for the past 10 months. I also look after 3 local chapters as a Director Consultant which has similar benefits for my personal development. So profound has the effect that BNI has had on my life that I wrote a letter to The Rt Hon Charles Wigoder – the executive chairman of The Utility Warehouse Discount Club, thanking him for the massive transformation that this business has had on me.

The Utility Warehouse Business Opportunity

Jonathan Hamilton – Proud Member of BNI White Cliffs Dover

In my letter to Charles, I explained that I had a tough time socially at school. When I left and graduated from University in 2005 I was becoming more confident, but the thought of talking to a large group of people still terrified me – public speaking is still the number 1 fear in the UK – above death. However since I joined BNI, my fear began to slowly subside and I increased in stature until 19th March 2012 when I delivered a vital training module to 150 of the best BNI members in Kent. To cut a 4 page letter into a few sentences – The Utility Warehouse business opportunity has led me to BNI and both make me feel like a better person. Charles’ keynote speech at a recent Utility Warehouse event was that he continues in his role not because he has to, but because it makes him feel like a better person. That statement really resonated with me. Charles was also kind enough to reply to me in a positive and encouraging way!

CONTACT

I would like to close with a quote: “The art of good business is about being a good middle man. Putting people together. It’s all about honour and respect.” If you would like to become a Utility Warehouse Partner, please email me directly on: [email protected] or call 01233 427447.

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Making Money From BNI

Making Money From BNI

I have been a member of BNI for nearly 3 years now. My chapter is White Cliffs Dover and I promote my business as a Utility Warehouse Partner – helping people to save money on their utility bills. I would like to share with you some tips that helped me massively increase my making money from BNI.

My journey through BNI has genuinely been transformational. When I joined I was not the best public speaker and I was just finding my way in  ‘sales’. To cut a long story short, 3 books helped transform my membership in BNI from mediocre to outstanding. If you know anything about BNI, you will know that outstanding membership = a lot of business and I am now blessed to receive 95% of my new customers through BNI referrals.

 

So what are the 3 books? They are shown below, they are (in order of importance): The Jelly Effect by Andy Bounds, The Definitive Book of Body Language by Allan & Barbra Pease and The Magic of Colors 6CD audio book by Jerry “DRhino” Clark.

Making Money From BNI

The Jelly Effect is the single most important book I have read since I joined BNI. By reading it and putting its contents into practice, I found that my perspective on BNI was completely changed. I stopped being absent and getting substitutes. It’s amazing how your attendance can improve when you focus on arranging your calendar around your weekly BNI meeting. I started turning up early and the additional networking resulted in increased business – particularly from visitors.

I learned how to network effectively. I know what you’re thinking – networking is easy – and you’re right. But effective networking requires skill and care. Aim to talk less than 30% of the time. Watch, observe and respond appropriately to body language. Utilise AFTERS – the key message in this book. If you want to know what AFTERS are, you’ll have to get yourself a copy here.

The Definitive Book of Body Language by Allan & Barbara Pease is the most insightful book on body language. There are plenty of books available on the subject, but this one stands out head and shoulders above the rest. I read through the entire book, absorbed lots & lots of fascinating and useful information about reading body language, and then completed the test at the end. I did pretty badly which shows that there were plenty of things that I didn’t pick up. But just those things which did stick have been massively useful to me when networking before a BNI meeting. It has also helped me in sales as well – knowing when to close, when to back off etc.

The next time you are at a networking event, when no-one is looking, have a look at the arrangement of the feet on the floor. This will tell you a lot about the dynamics in the room. When you are selling to someone – watch the pupil dilation in their eyes, observe the tension in their neck and arms. Watch to see what type of smile they use etc, etc. There is so much useful information in the book, it is absolutely essential reading.You can buy this book here.

The Magic of Colors by Jerry Clark is a really, really useful tool when dealing with people in any situation. It basically helps you to sort people’s personality type into 1 of 4 basic categories. Knowing which colour (categories are grouped into 4 colours) a person is, massively helps you choose the best approach. Don’t procrastinate to a direct person, be patient with a more caring person etc.

The Magic of Colors is not a new concept – it has been around for about 65 years, but Gerry’s method of presentation is the best by far. He makes it really simple to understand and very addictive to listen to. I have heard it over 10 times and I find it really useful to constantly reinforce the useful messages in the programme. You can buy The Magic of Colors here.

 

Please note – I have no affiliation with any of the authors mentioned here. All my commentary is entirely that: mine and genuine. I am happy to recommend excellent publications – especially these 3 as they have helped me massively increase making money from BNI . I hope this commentary is of use and that you get the very best return from your BNI membership.

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BNI Brings Home the Bacon!

Ok, so I have been a member of White Cliffs Dover BNI Kent chapter since October 2008. I joined at my first meeting to promote my Utility Warehouse business – helping people to save and make money.

Since I joined BNI, the proportion of customers I gather through BNI has risen steadily, until around 1 year into my membership when 90% of my customers were all referred to me through BNI.  That proportion has continued to run at 90%+

That’s not the best thing about BNI – for me. Because since I joined, two members have helped me to make almost £20k in pure profit. One member is an accountant – he has negotiated a series of tax and VAT refunds – all entirely legitimate.  That member’s services to me have paid for my BNI membership 15 + times over.

Another member who used to represent garage services at Dover BNI has since changed jobs and kept in contact. That member was able to use my services as an electronic EMC engineer which was a massive amount of business to me – £7,500 so far.

So you see I have made a huge amount of money out of BNI before I have even signed up a single customer. I regularly go to trainings – especially team leader , I occasionally visit other chapters in Kent, I volunteer myself to play an active part in the running of my chapter, I regularly hold 121s with other members, I actively seek quality referrals for other chapter members – the record so far is a referral given from me to the value of £30,000. The BNI motto of Givers’ Gain really does ring true!

 

BNI White Cliffs Dover

BNI White Cliffs Dover Chapter

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2 Customers In 2 Days – How to Make Extra Money Part-Time!

Had a cracking end to the week just gone!

On Wednesday I went to Acton in West London to follow up on a BNI referral from my BNI chapter in White Cliffs, Dover.  The client was an elderly lady who needed to simplify her bills.  I was able to help her by following the training I had been given and then enjoyed a lovely cup of tea from some very dainty china!

On Thursday I was able to help a work colleague – he has chosen The Utility Warehouse as his supplier for all 5 utilities: Gas, Electricity, Telephone, Broadband and Mobile Phone. Another very happy customer.

My work is done now for both customers, as head office now take care of the rest. What a fabulously simple way to make a bit of extra money part-time!

More money making and saving tips to follow soon!

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