Networking – different images can come to mind with this loaded word.

On the negative side you might picture a tacky cocktail reception with people milling around looking for the next potential sale, not caring at all about the people or their interests.

It can also be a powerful word and one that conjures up images of getting closer to your own goals as a result of working together with a group of people all focused on similar outcomes.

Networking is a key component to our membership and we design our programs to make it a prominent part of the agenda when we get together face-to-face. At our BGNLive conference last week I was really drawn into recognizing the nuances of networking and the powerful results that can come from it.

The catalyst for change
When you are with a group of people who are all working toward the same goal, networking becomes one of the most critical components to change – it can create that catalyst needed to get started or stay motivated. When you really choose to participate in sharing ideas with one another there are so many things you can gain from it:

• find validation or re-direction of current ideas
• look for answers to challenges
• gain further motivation to continue what you’re doing
• get ideas for new programs or processes

This list could go on extensively. The point is that when you choose to share with others and allow them to share with you (ideas, challenges, fears, successes), you’ll gain ten-fold from it.

R&D: Rob & Duplicate
We had a member describe how it’s taken 5 years to develop a system that, from the outside, looks so simple and effortless. It looks so effortless and it’s taken so long because of all the trials along the way of what didn’t work.

When you get the chance to learn from someone else’s trials and mistakes like this and see the elegant end result – take advantage of it! Sure you want to put your own spin on it, but having a solid starting point will get you at least halfway there. The remainder comes from the effort you put into it back at home.

It takes time
Being able to get to the point of this level of comfort and sharing comes with time. It takes a while to develop these kinds of trusting relationships by meeting face-to-face and continuing the connections all year round. I have watched the group, now over three conferences, getting to know one another, greeting and welcoming the new faces, reuniting with favorite friends, and opening up more and more. As everyone becomes more comfortable, the sharing increases, the ideas are exchanged, and you can feel a level of excitement and energy in the room that feels like that tipping point of change – the Ah Ha! moments as people realize they’re not in this alone and they’re probably being a lot more successful than they might have otherwise thought. The power of the group is a strong motivator to get started and keep going.

Effort = Results
All-in networking is a huge boon for your business if done effectively and consistently because it can shorten your learning curve and speed the time to successful implementation of new ideas.

When you have the opportunity to network with a group of similarly focused people who are serious about improving their businesses, I highly recommend taking full advantage of every bit that you can. Networking is as good as the effort you put into it.

@wendykeneipp

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Wow, another BGNLive (BGNL) has come and gone.  While I’m sure that everyone who attended has their own opinion, I felt that this was the most productive and enjoyable session to date.

I started the conference by reminding everyone that BGNL is primarily about two things; learning and networking.  For those who haven’t attended a BGNL, this is not your typical “mini vacation” type of conference.  There is real work involved.  Homework assignments were sent out ahead of time with the expectation that everyone comes prepared to work - for their own benefit, the benefit of everyone back home, as well as the benefit of everyone in the room at BGNL.

Prepare and work they did.  I don’t recall ever getting to spend three days with such an engaged group.  They took every section, every assignment, and every chance to role play and have group discussions very seriously.  They didn’t just sit and listen to ideas, they shared their own.  They didn’t show up just to brag about what they have already accomplished, they took an honest assessment and identified all of the areas of improvement still ahead of them. 

The work was long and the breaks (at times) were short.  But there was an energy that seemed to keep the group focused and forging ahead.  My hope is that everyone left having learned something new about themselves and how they will find even greater success.  It’s safe to say that I learned as much as anyone. Our members work hard, try new ideas, and are creative and enthusiastic about what they do – any they’re willing to share those ideas to help everyone in the group improve.

As hard as this group worked during the day, they played just as hard each evening.  Don’t get the wrong impression of what I mean here - I mean that they truly enjoyed spending the down time together, the networking part of the conference. Not only do they respect one another as business professionals, but they genuinely enjoy one another as people. I had the pleasure of watching long time friends have a bit of a reunion and watched new friendships being formed.  You could see it in the level of animated conversation taking place over dinner and a cocktail, and you could hear it in the good-natured joking that would take place the following day.

As I reminded everyone at the end of the conference, there is plenty of hard work still ahead.  However, they know what hard work looks like.  After all, they each spent three days learning, assessing their current situation, and planning for their next level of success.  Of course, the equation wouldn’t be balanced without the challenge to keep the networking/friendships active (if only virtually) until the next BGNL.

Yes, this group worked hard preparing for and participating in this conference.  But what I witnessed was clear evidence that when you enjoy what you do, it hardly feels like work.

@kevintrokey

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Hi everyone -

This week we’re in San Diego spending a few days with our members at our BGNLive conference and networking session.

We have been head down preparing for the conference and won’t have any new postings this week. However, we’d love it if you followed along with the happenings as we share them on Twitter – we’ll be using the hashtag #BGNLive.

Even if you’re not a Twitter user, you can follow too! See the left side-bar of the blog – we’ll be replacing Kevin’s feed with the #BGNLive feed.

Want to know what we’re talking about? Here’s a look at the agenda:

• Marketing | Communicating business model & value offering
• Prospecting | Consistently filling the pipeline
• Sales Process | Teaching clients a new way to buy; Tailor the message; Control the process
• Accountability | Delivering what we promise
• Client Experience | Organizational structure & capabilities

Next week we’ll be sharing some wrap-up articles from the conference. Have a great week!

@wendykeneipp

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Hi everyone -

This week we’re in Chicago spending a few days with our members at our BGNLive conference & networking session. 

You may have noticed that we’ve been a little quiet these last few weeks getting ready. And…since we’re focused on what’s happening at the conference this week, we realized that we wouldn’t be very focused here on the blog, so we better hold off posting anything new until we get back.

However, the good news is that you can follow along with the happenings by following us on Twitter – we’ll be using the hashtag #BGNLive.

Even if you’re not a Twitter user, you can follow too! See the left side-bar of the blog – we’ve replaced Kevin’s feed with the #BGNLive feed.

Want to know what we’re talking about? Here’s a look at the agenda:

• Confidence | Taking control of our business models

• Repositioning Strategies | Introducing our model to clients/prospects

• Brand Management |Communicating our model & using social media platforms

• Cost Driver Education:

  • Employee engagement by Rick Bauman, iC3

  • Performance management by Mark Brown, TowerMetrix

  • Attraction & Retention by Don Phin, HR That Works

• New Model Solutions | Member idea exchange

• Accountability for Execution | How we’re holding ourselves accountable externally & internally

Look next week for some wrap-up articles from the conference.  Have a great week!

@wendykeneipp

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I know that one of the most difficult things to do as a producer is to keep your pipeline full. And every day as I talk with producers, I see plenty of opportunity available for filling that pipeline – the easy way. And, at the same time, filling it with highly qualified prospects, with methods other than cold calling and networking/lead events. Let’s stop making it harder than it needs to be and focus on getting prospects through your existing, and already pre-qualified, network. It will be time well spent.

Let me ask you the same questions I have been asking the producers I coach:

• “How many referrals/introductions did you get from your clients last year?”
  • Typical answer – “Maybe a couple, but certainly not enough.”

• “Of those you did get, did you ask for them or were they brought to you?”
  • Typical answer – “Mostly they were brought to me.”

• “Of the referrals you received, how many did you close?”
  • Typical answer – “Almost all of them.”

Every producer recognizes the need for client referrals. When pushed, they will admit that they either lack the confidence or the ability to ask effectively. The real problem is they are afraid to find out if they have done a good enough job to earn a referral. This is because they never took the time to have a discussion with the client about what it would take to actually earn a referral.

1. You should be having the following conversation with every new client.

I appreciate the confidence you have shown in hiring us to be your broker. I know it is a high standard we had to meet in order to earn that confidence. However, I want you to know there is an even higher standard we are going to work towards, a standard that earns us the opportunity to ask you for introductions to other decision makers you know.

I would like to make sure we both can agree on what that standard looks like so we both know when it has been achieved. Since it’s the promises we have made to you that earned us your business, it is usually considered fair that once we have delivered on those promises the referral standard would have been met. At that point, you would hopefully be confident enough that we are an organization that not only promises the right things, but one that clearly delivers on those promises and does what we say we will do. Hopefully, at that point, you would be comfortable recommending us as an organization to which other decision makers should consider doing business. Is that fair? (Of course it is!)

2.  Let them know why it benefits them.

Beyond the obvious, referrals and introductions are a core part of our business model. You can see, by what we have promised to you, that our business model is one built on a high level of proactive service. For us to be able to deliver that level of service for the amount of compensation we receive, we have to continue to build our business off of high probability referrals. We need our team’s time to be available to serve our clients and deliver on those promises rather than waste their time quoting insurance for someone else’s clients. Make sense? (Of course it does!)

I understand that you can’t go back in time and have this conversation at the beginning of the relationship, but there isn’t any reason you can’t go to every client you currently have and have a modified version of the conversation.

3.  Now, let’s put this idea into practice and get your pipeline filled. Get out your entire list of clients and sort them into the following categories.

Tier 1 – Those clients for whom you know you have done a good enough job to earn referrals, and you know they feel the same way.
NEXT STEP – Go ask for referrals, like tomorrow!

Tier 2 – Those accounts where you have some level of doubt.
NEXT STEP – Set up a meeting with each client and have the referral standard conversation. Tell  them you realize the right time to have had this conversation would have been at the beginning of the relationship, but better late than never.  They will appreciate that you are recommitting to that higher standard, and I’ll bet many of them will tell you that you have already delivered at that level.

Tier 3 – Those accounts that have some level of tension. 
NEXT STEP – Be honest about why the tension exists and go fix it. Not until after you have fixed the tension and have been consistently delivering on a higher standard of service should you have the referral conversation.

4.  Don’t make them do your work.

Don’t ask clients who they know that they can introduce you to. If you do that, you’re making them do your work. Use LinkedIn, Google, etc. to identify boards they sit on, clubs they belong to, or other connections they have, and use that information to identify referrals/introductions they are likely to be able to make. Take them the list and ask for those specific referrals/introductions. And be sure to always ask them “the one” question.

“When you look at this list, who is the one company who immediately comes to mind that I should have included on the list that I missed?”

It’s funny, if you put a blank page in front of them, they likely won’t be able to add a single name. However, if you put a list of names in front of them, they will always be able to add one more.

Referrals/introductions are the lifeblood of a producer. Earning those referrals should be a natural part of every client relationship. You just have to communicate that expectation with your clients. Prospecting can be fun and easy; you just have to ask yourself the question, “How badly do I want it?”

Photo by Kris Hoet.

Benefits Growth Network and member agencies prepare for BGN Live!, its annual networking event.

August 11, 2010 – St. Louis, MO – The Benefits Growth Network membership is coming together for its inaugural networking event, BGN Live! The independently owned, non-competing benefits agencies will share and learn through a series of networking opportunities, presentations, idea-exchanges, and participant workshops.

Kevin Trokey, Benefits Growth Network president, explains that, “Networking is an important part of our member experience. We’ve structured this event so networking and learning are happening throughout the conference by means of member participation and collaboration through workshops. Everyone will get the chance to speak and share ideas.”

The BGN Live! conference, held in Dallas, will focus on the strategic HR role that benefits agencies must be teaching and helping their clients achieve within their organizations. Sessions include presentations, agency panel discussions, and group workshops:

• Our Evolving Role - HR as a Strategic Driver
• Dynamic Benefits Communication: How Tos that Create Results
• Health Care Reform: Communicating as an Opportunity
• Understanding Employee Cost Drivers
• Developing Value Added Services
• Member Idea and Best Practice Exchange

Featured speaker, Jennifer Benz of Benz Communications, will help agencies make the business case for investing in benefits communications, and she will provide a tactical look at how to overhaul a benefits communication program to enhance the value and improve use of programs.

About Benefits Growth Network
Benefits Growth Network, based out of St. Louis, MO, is an international membership-based consulting firm specializing in growth strategies for independently owned employee benefits agencies and brokerages. Through the exclusive Benefits Growth System™, members get individualized planning, coaching, training, use of proprietary systems and access to a network of thriving benefits agencies. For more information about Benefits Growth Network, visit www.benefitsgrowthnetwork.com.

Sitkins International and Benefits Growth Network align their consulting firms to increase the training, coaching and networking resources available for their member agencies.

St. Louis, MO – March 10, 2010 – Two membership-based consulting firms have come together to leverage the strength of their networks. Sitkins International and Benefits Growth Network have increased their training, coaching, networking and solutions programs as a result of their strategic alliance. Their members, independently-owned insurance and benefits agencies, are seeing the results through the specific expertise and additional resources being offered.

Both Sitkins and BGN take a holistic approach to agency management. They are able to use the similarities of their program offerings across both networks, resulting in a stronger value offering for their members.

Kevin Trokey, BGN president, said “I saw the partnership as an obvious fit. The focus of both organizations is on building customized plans for our members that help them develop a consistent sales approach and streamline agency operations. The plans start with the recognition that there are industry challenges they will face, most of which our members have in common. The combined resources of Sitkins and BGN create a synergy that allows our members to more quickly, more purposefully, and more successfully navigate through their challenges and achieve their goals.”

Be it strategic planning, financial, operational, sales process, team building, or any myriad of other challenges they may be facing, the partnership is structured to address those needs. Through complete training programs, individual coaching, member networking, and a library of tools and resources, members have access to the solutions they need to get on and stay on the track to profitable growth.

Roger Sitkins, Chairman of Sitkins International, says “I felt our benefits agencies and multi-lines agencies could really benefit from specific expertise in the benefits industry. Employee benefits and human resources are facing a rapidly changing market, and I want to be sure that we are helping our members lead those changes.”

As a former member of Sitkins International himself, Trokey knew it was the right partnership for the benefits-specific firm. “Sitkins has so much to offer members and it’s a proven program that translates to both the P&C and the benefits agencies and their producers.”

Sitkins International and Benefits Growth Network are now accepting qualified agencies in open markets. See the company websites, www.sitkins.com or www.benefitsgrowthnetwork.com for more details about becoming a member.

About Sitkins International
Sitkins International is an exclusive membership organization comprised of high-performing independent insurance agencies and brokerages in the United States, Canada and Latin America. Members gain access to The Vertical Growth Experience™ which provides them with intellectual capital to help them with innovation, sales, growth, profitability and increased organizational value. For more information on Sitkins International, visit www.sitkins.com.

About Benefits Growth Network
Benefits Growth Network, based out of St. Louis, MO, is an international membership-based consulting firm specializing in growth strategies for independently-owned employee benefits agencies and departments. Through the exclusive Benefits Growth System™, members get individualized planning, coaching, training, use of proprietary systems and access to a network of thriving benefits agencies. For more information about Benefits Growth Network, visit www.benefitsgrowthnetwork.com

For information:

Ph: 314.436.7171
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www.benefitsgrowthnetwork.com