Avoiding the Networking Disconnect: The 3 R’s to Reconnect
Brennan Scanlon, Referral Institute
Imagine, for a moment, a circle. This circle represents all of your relationships, both personal and professional. Once the circle is formed, it has no end. If you do the right things in the relationship, the circle will continue. It goes around and around, over and over, and with every rotation the relationship improves, and becomes stronger. The success of these circles, the relationships in your life, depends on one very important detail; that there is no break in the circle. If there is a disconnect anywhere in the circle, like the interruption of an electrical current through a circuit, that break will stop the flow of energy. In business, this is referred to as a Networking Disconnect. The networking disconnect happens, every day, all around the world. Why? It’s simple. People have not formed the right circles. They have not done all of the right things consistently once the circle is formed. Once the disconnect occurs, most give up on that particular relationship. But what if there were a way to keep these relationships going full circle? What if there were ways to ensure they became Relationships Resulting in Referrals?
This session sets the stage for the concept of building a business by referral. Participants learn how to harness the power of Givers Gain and the Platinum Rule. Develop a strategic referral network, determine who should be in it, how to find them, and how to motivate those people to refer business to you. This session will open your eyes to the possibilities of generating more sales in less time by doing business by relationship.
About Brennan Scanlon
Brennan started in sales at 19. He was given 6 employee benefit clients worth $120,000 in annual premium. He grew that book to 50 employee benefit clients worth $4.8 million in annual premium, all by referral.
Brennan’s first encountered BNI, Business Network International, at age 19 when his job was to hit play on the VHS tape of Dr. Misner during informational meetings. Today, he is the Executive Director of 48 BNI Chapters & 1,100 Members. Last years these members passed 39,000 referrals that resulted in $36 million in closed business. Brennan is twice an International Founders Circle Member and was recently appointed to BNI’s International Franchise Advisory Board. He is proud to be a 14 year BNI member, has given thousands of referrals, and has been thanked for over $2 million in closed business.
Given what he learned in insurance sales and as an Executive Director for the world’s largest business referral organization, Brennan has become a Keynote Speaker and Trainer for the Referral Institute having presented in Ohio, Colorado, Nevada, California, Maryland, Massachusetts, Louisiana, Kansas, Florida, Oklahoma, Virginia, and Illinois for Chambers of Commerce, Trade Associations, and various clients such as US Bank, Nationwide Insurance, and Northwestern Mutual. He is an adjunct faculty member at the Carroll Community College-Miller Center for Small Business as an expert on Business Networking & Relationship Development. Brennan is a guest columnist for the Cincinnati Business Courier, the regions business newspaper, and was named in their 2012-2013 Class of Forty Under 40, which identifies Greater Cincinnati’s next generation of business leaders. In 2014, Brennan became the youngest board member in the United States for the nation’s 5th largest bank.
Finally, Brennan is co-authoring a book with the Founder and Chairman of BNI, Dr. Ivan Misner. The book, Avoiding the Networking Disconnect, is set to release in the Summer of 2015.
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