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Automatic TRANSCRIPT

People look at business relationships away from just networking and exchanging your guards but more about general civis so take us back to that day when you were thinking about starting you know the Indiana where did the idea come from and what's the story behind that so my vision for being I was changing the way the world does business I wanted to change the way we did business it networks that were very mercenary is all about selling and I'd leave those groups and I felt like I had been slammed I needed to get a shower and then I went to groups that were very social it was all about happy hour and orders nobody was doing business I didn't like either of those what I wanted was a group that focused on business was but wasn't just about selling to you and a group that was relational and I wanted to merge those together and the glue that would hold it together is our apple core value of givers gain if I help you you'll help me we'll all do better as a result of it and that's the way you change the way the world does business and and I I started with one chapter and honestly AJ I didn't plan on having nine thousand one hundred sixty chapters in seventy countries I just wanted one chapter for me to do business with friends and associates and people came to me and said this is awesome would you help me open up my own group which helped me open up my own group and I just started opening up chapters at the end of the first year yeah it hit me a between Christmas and new years every year and I recommend your listeners do something similar take some period of time every year and and assess where you're at compared to where you wanted to be and set your goals for where you WanNa go you can't hit a target you're not aiming at and so you gotta aim at targets and that year I was like what what just happened this was this was what I expected and if we don't teach in colleges and universities right and be an I is a way of teaching people how to build their business referrals and that's when I created plan is it scale BNI and thirty five years later we have over nine thousand chapters eight myself did an MBA I studied at the University of British Columbia here in Coeur and if there's one thing I would like more of did a great job but as far as teaching people how to network and build relationships but I think that talking is something that you cannot get enough and like you've mentioned going away from this working in thinking the person who you're meeting is going to be your client orces thinking about relationships and giving giving giving which which is different yeah no workings a farming than it is about hunting cultivating relationships with people because clients may give you some referrals but if you can create a referral you're someone who's in a business that can refer you to other people then that's the way you farm by other people refer business to you can getting business while you're on vacation right and so it's all in the building relationships with people got it so they actually drive farmer and not enter the more strategic about your relationships and realize that you know the more you give there's always this sense of property worn no she sometimes people say yeah but I give him giving give and somebody's not giving back to me be stupid about it you have to have conversations with people so when when when you're giving to someone and they're not giving back to you you have a simple conversation sit down with them and you say here's how you do it you say let's talk about the referrals that I've given you over the last six months sure gave me this referral six months ago how did it work out and then they tell you and they may say who is great it's fantastic client oh I'm so glad to hear that so four months ago I gave this referral how'd that work out and it didn't turn into sale but it was a good connection okay so three months ago I gave you this how did that work out Oh yeah great client so you get them to open up about how those referrals work and if they worked out well if any of them worked out well that thing gives that opens the door for you to say I am so glad those referrals Thank you that was what I had hoped that they would help me if you could think about how to reciprocate and give me referrals so maybe we could talk a little bit now about how you can listen you know open up ridiculous activating system to hear people who might need referrals for me if you've given somebody referrals like that they'll pay into that conversation but if you sit down with them and say you haven't given me any referrals you need to do better again get reactive and so I'm not saying don't ask for referrals right I'm saying build relationship so that if you've given me it's the people you can say I've given you these referrals glad they've worked out could you now reciprocate in a very tactful way like I described and it'll work it works I know it works owning it works gutters actually drive I mean I'm sure you understand the advice that is being shared right now is worth millions of dollars lots of money and you'll you'll save your time and energy as well we've got so many you know yoga therapists ricky healers different types of small business owners and they are going to really thrive on this advice and I love the fact that you engage in dialogue respectful way I didn't know about this pregnant acting but the way that you did it allows for the other person to really realize how much value they received from your support but then also engage at least think about it as appropriating thing elite so we're just so busy and we're not thinking and then all of a sudden somebody tells you how much business given you're thinking oh wait a minute I haven't given this person anything I I really yeah and I love I love your clientele I don't think you know this my my wife is H. E. Gong master how she's very much holistic healing and energy healing that's amazing I mean I love Chittagong myself and especially these days I'm getting more and more into IRA- and deeper philosophy google aspects of yoga which I find pretty intriguing Bert It oh speaking about your book I love the Vase Principles and mindsets that you outline yearbook and you talk about the importance of welcoming mentors into your life so well how does a person listening right now are watching right now go about finding a mentor because you know the concert mentor has been written many books including including thing by Napoleon Hill from your perspective how does a person go about so that might be doing your homework you've clearly read the book which so is great look I'm a believer in mentors I've had many mentors throughout my life sometimes they're mentors who I've called a mentor sometimes it's somebody that just as given me one bit of advice right made a massive difference in my life and I call them the they mentored me on something that made a difference okay sometime as a former sometimes they're not okay I'll tell you what a lot of people don't think about would urge listeners to think about this is it sometimes you have virtual mentor okay today more than ever you know when I was a young man a virtual mentor was in a book yes I had to book yeah and they were my virtual mentor and many virtual mentors one of which Michael Gerber who wrote the Book The e Myth yes the Orient Virtual mentor when I read the email I sat down and I did what he said to do in that and that's the way I scaled doing the things that he talked about and one day I was talking on a radio interview about end the interviewer said well you tell me What's business book you read that will be nice? Msn Michael Garber and he did this and he says isn't work on your business on in your business and you know it was amazing Aj yeah there's a couple days later I got a phone call while it was Michael Gerber and he said I heard creative you thank you so much for recommending my book and we've got together writer and he spent a few days of my Lake House in in big bear when I lived in California and I became really good friends with Michael so I tell you that story because sometimes not all the time but sometimes a virtual mentor can become a real life mentor. you can meet them and create a real relationship I have many virtual mentors that did not become real relationships but I have some real real personal face to face relationships so startling virtual mentors and and interviews like this recordings like this are exactly what I'm talking about you going to a show like this you develop virtual mentors people who help I do in coach you to be a better version of yourself wonderful benching my skin right now not well that's the way that's what these are all about into yeah oh my goodness today more than ever virtual mentors incredibly powerful you to podcast ask audios videos there's so much out there for you to go to so find one that really resonates with you and listen to it over and over and over again and that person or those people become your mentors and then also try to find real individuals that can oh you in some way because I think that's really important now I'm GonNa take it one step further if you don't mind. Dj Open is good. I think it's not only important for you you too have mentors I think it's really important for you to be a mentor okay and and you don't have to be you don't have to be fifty sixty years old with gray hair like I have to be a mentor yeah you can be in your twenties and mentor a younger person you could be in your twenties and mentor somebody just a couple of years younger you you can be in your twenties and mentor someone older if you have more experience than something yeah because we all have people this is to me this is so powerful when I'm going to say neck we all have people who are in our story right if I said you did you achieve your success or how did you get to where you are you'll have people that you can I have people I can name is not to me the key is not who's in my story the keys who story my in whose life have I made a change in that you want to have a powerful life it's not who's in your story to story or union so mentoring is so important for you but it's important for you and to give to others right and there's a really tangible reason why not only makes you feel good not only hits that quote that I gave about star tra- that your life is your deeds added up but it's also it makes you a better at what you do I'll tell you one last quick story I'll take I years ago I coached and my son's chess club years ten years old he's twenty six now so sixteen I just I coach my son's chess club ten year olds I was good at chess I never really studied it before then I just had a natural affinity yes when I head coach ten year olds I couldn't just see just moved this okay I had to explain it which means lead and I had to learn I didn't I learned I I was good at chess but I learned what the move's Work I learned what is cure was what a last her was what a pin was what a fork was these are all terms using chest that I never knew before I coached I became a better player her and chess when I coached ten year olds because I had to explain to them sometimes become a better person at whatever your coaching I'm mentoring someone else so not only look for mentors look for being a mentor I wrote a by the way it's called the networking mentor it's available on Amazon Networking Mentor and it's all about Grena in networking definitely I wouldn't cut joblessness to go check out the book and I'm going to check out that book as well but you've shared so many really wearable tips from your response to my question about membership and one of them is obviously try be listening then don't something on Bart guys that completely shifts your mindset so you can have one off mentors the other thing is online mentors virtual mentors don't be limited to just physical presents because it's the word is extremely connected nowadays and if you just give.