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.

1. Build Your Business
Through the Power Of
“Givers Gain”®
Sam Rathling
Twitter: @samrathling
21st March 2012

2. Mobiles – On!

3. My Goal For You Today

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. First Office

6. It All Began…

7. Networks
10,000 Global 1st Connections

8. Direct Revenue 2005 - Now
€605,473

9. Indirect Revenue 2005-Now
€4,472,906

10. • Cork 2005
• Dublin 2009
• Edinburgh 2011
? • And growing…

11. Partner Network

12. Fantastic Team
• 10 Permanent Staff
• 500+ Contract Staff
• 125 Sales Staff

14. My Key to Success…
“Live to Give in all
aspects of Life & Work”

15. “Live to Give”
Giving Guide to Growing Your Business

16. Giving Goals

17. What Can You Give?

18. Ways to Give in BNI?
• Time
• Referrals
• Connections
• Visitors
• Testimonials
• Gratitude
• Knowledge
• Back
• Mentoring
• Online

19. Giving Time to BNI

20. Your Results

21. My Time Spend

22. My Results

23. Giving Meetings – (121’s)

24. Giving Visitors
7 Ways to Invite:
Hi, I saw your advert.
Looking for more
business? I’m looking to
refer business to a
F_ _ E T _ F_ _ _
quality Electrician.
Would you like to meet
O_ _ _ T _ _ P _ _ N _
30+ local businesses
who can help you grow
your 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 invite
you. Thanks, Sam. P______D_
T___ ME___G_
S____L __D__

25. Giving Visitors
7 Ways to Invite:
Hi, I saw your advert.
Looking for more
business? I’m looking to
refer business to a
FACE TO FACE
quality Electrician.
Would you like to meet
OVER THE PHONE
30+ local businesses
who can help you grow
your business? Please
THIRD PARTY REFERRAL
text back for an invite –
we’re meeting on Thurs.
BY EMAIL
Would love to invite
you. Thanks, Sam. POSTCARD
TEXT MESSAGE
SOCIAL MEDIA

26. How Many?

27. Visitors Network

28. Nick

29. Giving Meetings - Visitors

30. Giving Gratitude

31. Giving Knowledge
• Start a Blog
• Give Free Advice
• Write Articles
• Create YouTube Videos
• Speak on your topic
• Become the “go-to” expert

32. Giving Referrals
Find Recognise Trigger
• 1) Time • 1) - • 1) -
• 2) Motivation • 2) - • 2) -
• 3) Education • 3) Education • 3) -
• 4) Action • 4) Action • 4) Action

33. Make it easy to spot

34. Giving Back

35. 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

36. Giving Online

37. Find Referrals For Others
“I’m looking to talk to Vodafone…”

38. Use Status Updates

39. Find & Give Visitors
PHOTOGRAPHER
Location: YORK

40. Give Recommendations
• BNI Testimonials
• Give Recommendations
• Ask for Recommendations

41. Promote Other Members

42. Lessons Learnt
Along the Way…

43. 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

44. We Can’t Do It All

45. In to On…

46. Importance of USP’s
“Observe the masses,
and do the opposite”
Walt Disney

47. Break from the Pack

48. Unleash Your Niche
Generalist (70%)

49. Unleash Your Niche
Specialist (20%)
Generalist (70%)

50. Unleash Your Niche
Author/Expert (6%)
Specialist (20%)
Generalist (70%)

51. Unleash Your Niche
Celebrity (4%)
Author/Expert (6%)
Specialist (20%)
Generalist (70%)

52. Typical Earnings
Infinite!!
€750-900K
€100-150K
€50,000

53. Specific is Terrific
Lovefilm Asos Ansaback Apple Google
Facebook LinkedIn Zynga Blizzard Ent. Big Fish
Microsoft 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 Windscreens
Boston Sci. Pepsi Co. HP Xerox BUPA
3M Allianz Motorola Nike WANDisco
Virgin Barclaycard Mastercard Kraft Kelloggs
L’Oreal Symantec Trend Micro Cadbury McAfee
Solarwinds Mattel EMC Netgear VMware
BT Morrison’s RBS Next Penneys
Sainsbury Aruba Confero Sky Eircom
Asda Stores Britvic Moog Assurant Logitech

54. 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

55. Think Big, Aim High

56. Effective 121’s
C
U
P
A
T
E
A

57. Effective 121’s
Completely
Uninformative
Pointless
Appointment
Time spent
Earning
Absolutely nothing

58. BNI 121 Toolkit

59. 121 Toolkit
• Visit this website to download your FREE
template for a 121 Toolkit:
www.slideshare.net/samrathling

60. Leverage Technology

61. Global Power Team
• Bi-weekly Mondays
• 1.30-3.00pm
• 14 BNI countries!
• 32 Members

62. Train & Upskill

63. Go On A Media Diet
• No Radio
• No News
• No Soaps
• No Newspaper
Replace with:
• Audiobooks
• Podcasts
• Positive Ideas

64. Audiobooks & Books

65. 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

66. Get a Mentor / Coach

67. Strategic Alliances
Ask for Relationship Referrals, not just Transactional Referrals

68. Engage Staff In BNI

69. 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

70. What Drives Me?

71. What Drives Me?
FUTURE CEO FUTURE BNI DIRECTOR

72. Actions

73. Your Choice…

74. Or This…

75. Thanks For Listening!
Email: sam@expect-talent.com
LinkedIn: Samantha Rathling
Twitter: @samrathling

76. A GIFT FOR ONE LUCKY PERSON
Check Under Your Seat…
Are you a WINNER?

77. 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 head
BNI Special Price: £199 per head
To apply for one of only 40 places please complete a form