This Week's Presenter Is...

Christine Turner, The Frugal Travelers

Our travel agent Christine Turner of The Frugal Travelers tempted us with extraordinary package deals that deliver luxurious experiences at remarkable discount rates. Christine loves to "sleuth out" the most compelling deals and options to achieve her primary goal: securing the best possible prices for her clients. Christine also specializes in destination weddings and beach holidays.

Below are a few great deals Christine is currently offering. If you'd like more information on any of them or would like to book, just give her a shout at 866.988.5283 or email christine@thefrugaltravelers.com. Please note that indicated prices include all taxes.

DISNEY FUN
7-night Disney Mexican Riviera Cruise · Jan 23-30, 2011
Roundtrip LA with stops in Puerto Vallarta, Mazatlan, Cabo San Lucas. Includes shipboard accommodations, dining, entertainment, character activities, US $1504 total for 2 adults and 1 child (17yrs or younger) sharing one inside cabin
Disneyland Package · July 14-19, 2011
Roundtrip airfare from Bellingham to Los Angeles
5-nights Crowne Plaza Anaheim
5-day Disneyland park hopper, transfers
US $600 per person based on double occupancy


WORLD CUP ACTION IN ENGLAND
1-week Package to London, England · June 25-July 3, 2010
Roundtrip airfare from Vancouver to London (Gatwick)
7-nights Majestic Hotel, continental breakfast daily
CAD $1213 per person based on double occupancy



WHAT FLAVOR IS YOUR MARGARITA?
1-week All-Inclusive Luxury Package to Cancun's Mayan Riviera · July 28-Aug 4, 2010
Roundtrip airfare from Vancouver to Cancun, 7-nights 5* all-inclusive El Dorado Royale
BONUS: Includes 2-for-1 beachfront candlelight dinner, $50 massage credit, complimentary room upgrade, and welcome giftCAD $1496 per person based on double occupancy

1-week All-Inclusive Luxury Package to Jamaica · June 27-July 5, 2010
Roundtrip airfare from Vancouver to Montego Bay, Jamaica
7-nights 5* all-inclusive Sandals Ocho Rios
CAD $2174 per person based on double occupancy

Christine reminded us that the first person to contact her and book one of her already incredible Vegas packages would receive a voucher (she only has one!) to save an additional $100 per couple. Book a minimum 3-night air & hotel package for two to the Venetian, Bellagio, or Mandalay Bay, for travel completed by July 10, 2010, and instantly save $100 off the total package price. Contact Christine for further details.

June-u-ary in Vancouver getting you down? Don't let it! Get in touch with Christine to discuss a host of affordable sunny options.

                           Phone: 1 866 988 5283

                           Email: christine@thefrugaltravelers.com

                           Website: http://www.thefrugaltravelers/

                           Blog: blog.thefrugaltravelers.com

This Week's Presenter Is...

Ian Scott, BNI Managing Director British Columbia

Ian's characteristically lively and informative presentation addressed the ways in which BNI chapter members and their guests can mutually benefit from networking meetings. We learned that BNI members receive an average of 30% of their referrals from visitors. But what's in it for the visitors?



Most people familiar with BNI realize that its members are trustworthy business people, but they may not know that if a referral to a BNI member went wrong in some way, they have the option of contacting the chapter's Membership Committee to discuss the problem.


Another fact visitors may not be aware of is that there's absolutely no pressure to join. Individuals are welcome to attend as guests a couple of times to get to know the chapter and what if has to offer. And what we most enjoy offering is business.

BNI Connections and other chapter members strategically seek out people whose services or products are needed in the group. Our chapter, for example, has an excellent health services component - we have an acupuncturist, a chiropractor and a personal trainer - and these individuals frequently need to refer their clients to a massage therapist, who for obvious reasons would be a great fit with the group.


Ian also shared an anecdote that perfectly illustrates the BNI philosophy, givers gain. Some time ago, Ian, who owns an auto-body repair shop, met a woman called Sylvia who'd initially attended as a visitor but soon joined his chapter. Sylvia owns a fabric store, where she routinely gives out fellow BNI members' business cards to her customers. Ian received an impressive amount of business through Sylvia's referrals but felt badly because auto repair clientele typically aren't in the market for floral pattern silks, so he wasn't in the best position to reciprocate. When he told his friend how he felt, she replied "It doesn't matter if you can't give to me. Give to who you can." And that's givers gain in action. What comes around really does go around.

The Anatomy of a Good Referral

The definition of a referral is the opportunity to do business with someone who is in the market to buy your product or serivce. It's not a guaranteed sale, but it is an open door to discuss your business with that person.

There are six points to giving a good referral that should be adhered to.

1. Listen - people love to complain, and in complaining they are emphasizing they have a need. Listen to people that you are meeting throughout the week. A good networker has two ears and one mouth - use them proportinally.

2. Communicate - tell the individual you know that you have someone who can provide a solution to their complaint.

3. Brag - if you have done business with that person of whom you are referring, tell them about your experiences.

4. Swap information - give the individual the information of the person you are referring, ideally their business card. It is also a good idea to get their busienss card as well so you can hand it over to your associate.

5. Get Permission - get permission of the individual for your business associate to contact them. This is key! Get their ideal method of communication, whether it be home phone, cell phone, or text message and communicate that to the member.

6. Don't wait - dont wait until the next meeting to tell your business associate that you have a good referral for them. Get on the horn and tell them now, and then tell them that individual is expecting their call and when. You can still fill out the form at the next meeting but you can also stipualate on the form that the contact has been made.

Here are some examples of good referrals:

Hot Referral:
Someone needs to list their house tomorrow, because they have just been transfered to another city. They have the realtors business card and they are expecting the realtor to phone them this evening between 6:00 and 7:00.

Warm Referral:
Your client fell asleep on the couch and woke up with a sore neck. He needs the services of a good chiropractor and has been given a business card, but will call next week, once he has moved into his new house and things settle down.

Tepid Referral:
Someone who knows they need life insurance, but doesn't know if they can pass the medical exam, or afford it.

Here are some expamples of a referrals faux pas - they qualify as good information but not a good referral.

1.Information about a business meeting. This is an announcement. Good information to have but not a referral.

2.Providing someone with a better source for obtaining business products.

3.Giving the same referral to three different chiropractors or mortgage brokers. Referrals should only be given to one individual.

Hook, Line and Sinker - Secrets to a Great Memory Hook

At BNI every week the members get to stand up and give a 60 second infomercial on their business. Every week the members include things like, their business name, what they do, a story about what they did this week, or how they helped a client and they end it off with a memory hook.

Many people do what BNI refers to as a "tag line" or "memory hook". A short sentence plugged in at the end of the 60 seconds that serves as a tag line for their business. It gets people thinking about your business and it gets you remembered, now and throughout the week - just what everyone needs in this comepetitive world.

What makes a great memory hook?
1. Short and Snappy
2. Easy to Remember

Pretty simple.

Here are some great tips for putting together your own memory hook.

1. Appeal to the 5 senses - A good memory hook often appeals to the basic senses sight, hearing, taste, smell, touch.
Chistine Turner - Where in the World do you want to go? What flavor is your margarita?

2. Use humour -This is an important sense for memory hooks –and a great way to make it memorable – the sense of humour! Making people laugh is one of the fastest ways of breaking down the barriers between strangers and of winning the prospect’s good will.
Craig Boyd - Do More, Complain Less, Repeat - Personal Trainer
Alana Couch - We shoot your relatives so you don't have to! - Wedding and Baby Photographer. Brilliant!

3. Use puns or word play - enables people to see your business in their minds eye.
Rowan Smith - I take the hassle out of financing your castle. Whoever that that one up was brillant!

4.Use your name - Work your name into the tag line
Put a little Joy in your life - event organizer called Joy.

5. Use Rhyme
Dr Bart Bubak - getting your spine in line - chiropractor

6. Use parody - Parody means a song or a phrase the reader or listener will recognize. But you have to be careful – some authors, especially songwriters, are quite militant about copyright infringement.
I believe in the tooth, the whole tooth, and nothing but the tooth, so help me God! - Dentist

These approaches should give you an idea of some of the tools and resources you can use to construct your own memory hook. Notice that many memory hooks use a combination of these techniques. Almost anything you do in the line of word play will come out funny—and that’s the way it should be, unless you’d rather appeal to the heart. Song lyrics usually rhyme, so if you parody a song, it should rhyme as well. And any of these techniques can be more effective if your memory hook is short and snappy and appeals to the senses.

This Week's Presenter Is...

Shannon Larson
Shannon Larson Acupuncture


Although trained to work with a wide variety of conditions, Registered Acupuncturist Shannon Larson specializes in women's health, with a focus on fertility and pregnancy. Pregnancy and labour often bring numerous aches, pains and discomforts that can be addressed by acupuncture, a treatment known to deliver safe, natural relief.

Speaking of "delivery", Shannon, who is also a doula, delivered a great presentation despite having been up all night helping bring a new life into the world. (Mom and baby are both doing just fine!) Shannon gave us a comprehensive overview of the conditions acupuncture can treat, including chronic or acute pain, stress, sports injuries and insomnia. She also taught us about Meridian Channels, a concept central to Chinese medicine and acupuncture. Meridians are channels along which the energy (Qi) of the psychophysical system is considered to flow. During acupuncture treatments, fine needles are inserted into specific areas of the body in order to restore the flow of Qi, and thereby bring the body's natural rhythym back into balance.

Shannon practices Mondays and Thursdays at:

Turning Point Acupuncture
#203 - 1037 West Broadway, Vancouver
On Tuesdays and Fridays:

Alchemy and Elixir Health Group
#320 - 1026 Davie Street, Vancouver

Contact Shannon today to find out how acupuncture can bring you relief from pain, discomfort or stress. Restore balance to your life.

Shannon Larson
Email: shannonlarson@gmail.com
Cell: 778 233 0074
Facebook: http://www.facebook.com/Shannon-Larson-Acupuncture

Take Your Next 60 Seconds to the Next Level

If you are like me, standing up and giving your 60 seconds infomercial at BNI, can get tedious, frustrating and nerve wracking, and sometimes all at once. There are some great tips that I use every Thursday morning to get myself hyped up and prepared for the upcoming meeting and my 60 second talk, because it could be worth $60,000!

1. Be excited - people want to be around other people who like what they do. Even if it is only 99% of the time it is infectious. If you are passionate everyone will want to listen.

2. Act comfrotable and confident - If you are a member of the chapter for a long time this is easy to do - you are talking to your friends and close business associates. If you are a new member to the chapter, just know that everyone likes you and is routing for you anyway.

3. Prepare - there is nothing worse then meeting with your best client, and not having anything prepared. In the same vein why would you go to your BNI meeting with no preparation, because these people are also your best clients. Practice your infomercial in front of your bathroom mirror for a few minutes every Thursday morning.

4. Get their attention - make yourself stand out. If there are 25 members, 3 subs, and 5 visitors you will need to stand out amongst the crowd.

5. Change it AND use repetition - every member will have some very basic points to their infomercial that should be the standard - name, business name, and memory tag. This creates a clear and concise message of who you are. Your business has many different aspects, so if you say the same thing every week you are not doing a good job of educating your fellow members.

6. Time - everyone gets 60 seconds. If the time keeper is constantly waiving you down it gets annoying to chapter members. Use your 60 dseconds but no more.

7. Know what you are talking about - some sales people can get lost in the sales, Zig Ziglar mumbo jumbo. In BNI there is complete transparency, you can't hide. Know your stuff.

8. Get feedback - ask your fellow members opinions on your infomercial and use the constructive criticims. It will have an impact.

9. Ask for what you want - asking every week for "anyone is a great referral" is like saying for "no one is a great referral". Be specific - it will work.

10. Speak to your sales force - the purpose of your infomercial is to get your sales force - i.e. the members - fired up. Give them something that will stay with them for the next 7 days when they are meeting with their own clients. Don't sell - educate!