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Making a Worthwhile 10 Minute Presentation

BNI Nightingale Education Slot 

by Jonathan Treliving – New Leaf Distribution

Based on the current size of BNI Nightingale, your business will currently have the opportunity to be in the spotlight approximately twice a year during the weekly meeting. This Keynote Speech is very important to continued success within the group.


Remember these tips and you will be certain to deliver an effective 10 minute presentation to your BNI group.

As you may know, most people tune out from advertisements, but infomercials are designed to grab the attention of the audience. It is important to have an infomercial type of presentation for members, as you need to “sell through the members” not “to the members”.

There are 2 parts to every 10 minute presentation.

The first part begins with preparation. Members quickly recognize and tune out a hastily thrown together presentation. Question and answer style presentations limit the amount of information you want the members to use. Practice and stay within time limits. Here is a simple formula for structuring an organized 10 minute presentation.

  1. The first 2 minutes tell a little about you and your business. Be sure to brag on accomplishments, awards, what sets you apart from competitors, or even how you leave the competition far behind.
  2. Use your remaining time to expand upon the most important points you have raised in your 60 second speeches over the last few weeks. Depending on the time allowed, you should be able to enlighten the chapter between 2 – 4 of your primary business sources. This is the time for being very specific. And what do we say about being specific?
  3. Be sure to leave enough time at the end for taking questions. About 2 minutes is usually enough. For this reason it is important to be concise in your main presentation – we want you to tell us what are, in your view, the most important aspects of your business. 

As for everyone who isn’t the 10 Minute Speaker this week – please pay attention, and take notes throughout. Frances very cleverly pointed this out during her 10 minutes a few weeks ago by making us do a quiz at the end. We are all literally invested in generating business for each other. Take notes, ask questions, and by doing so, you take a full interest in the business of your fellow chapter member. Interest generates understanding and trust, and this is the engine which will drive us to create excellent referrals for everyone.

Thank you very much!

Specific is Terrific!

Everybody, Somebody, Anybody & Nobody – BNI Nightingale Education Slot

by Jonathan Treliving – New Leaf Distribution

Have you ever listened to the story about Everybody, Somebody, Anybody & Nobody? Here we go…..

This is a story about four people named Everybody, Somebody, Anybody and Nobody.  There was an important job to be done and Everybody was sure that Somebody would do it.  Anybody could have done it, but Nobody did it.  Somebody got angry about that, because it was Everybody’s job.  Everybody thought Anybody could do it, but Nobody realized that Everybody wouldn’t do it.  It ended up that Everybody blamed Somebody when Nobody did what Anybody could have.

How does this story relate to our 60 seconds? When you ask for everybody, somebody or anybody it leads to NOBODY. In order for all of your fellow BNI members to access the plethora of personal contacts in their head we need a name, an industry, a situation……….. you get the picture..

Help your fellow members to help you by being specific as we want to send you EVERYBODY!!! Remember – specific is terrific.


One of our recent customers commented that having his wine in storage was taking the temptation away to open just one more bottle when hosting dinner parties. This meant he was not only protecting his head, wallet, wine collection but also ensured they were stored in an controlled environment.

Wine cave

The wine cellars at our Fulham store provide professional wine storage for business or pleasure.  The Wine Cellars, are the UK’s first purpose built self-storage wine facility. There are 500 private, climate-controlled wine cellars that can be accessed seven days a week.

For wine enthusiasts who don’t have (or want to maintain) a cellar.

Temporary wine storage for a wedding  or other large event.

As a storage overflow for bars and restaurants.

For fine wine that has been inherited.


Becoming Attuned

BNI Nightingale Education Slot 

by Jonathan Treliving – New Leaf Distribution

The purpose of BNI Nightingale is to refer business to each other.   This is all very well and good, but how do you actually find referrals?   Many of us, it would be fair to say, are not natural born salespeople, and the idea of trying to get other people to give what we want out of them can be a very daunting prospect. Done in the wrong way, it can also be interpreted as an attempt to “hard sell”, something which most people would respond negatively to.

The beauty of networking done right is that it does not does not involve selling at all.  It is not for the super salesman.  It works for normal Jonathan’s, David’s, Clare’s and Carla’s like us.

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Now, all of us have fellow chapter members around this table whose profession will make them a natural source or target of referrals for or from yourself. For example, a natural target of referrals from me is someone like Des, as I would bring up the subject of a building survey in my normal client process anyway. Conversely, two natural referrers to me would be Nick and Jacques. Nick because most of the people buying or selling a property through him will need a mortgage, Jacques because his work has a direct effect on how much people are able to borrow on their mortgage.

But what about the chapter members for whom the connection is less obvious or direct? I have learned that the key to finding referrals is a mental state we could call “Becoming Attuned”.

How many of us have been at a party or other social event, and there’re many people in the room. They’re all talking, and there is a general din in the room.  Then somebody in a conversation in the corner says your name.  Your ears prick up, and you immediately look around to see who is talking about you.   Your attuned to your own name, since you’ve been conditioned since birth to respond to it.  It is completely subconscious but it is very powerful.

In a networking group, we can try to attune ourselves in the same way.  For example, next time you’re in a group of people, and you hear the words “roof” and “water damage” in the same sentence,  your mind should go “Ding”, and tune in on the conversation. Yes, it’s nosy  but chances are, someone need to be put in touch with Stacy Walter of Series A Roofing, the best roofer in town!

These kinds of situations can happen anywhere…. In the office, while you’re queuing for coffee, at a pub or restaurant.  You name it.

However, there this some work involved.  Becoming attuned does not happen by itself.  That is where all the other tools of BNI come into play.  The first is our weekly meeting.  Here we are reminded about each other and what we do, and we have quick interactions and a good breakfast.  However, it is the 1to1’s where this familiarization really is built.   It takes time and it takes many 1to1’s before your subconscious is as familiar with the other member’s business as you are with your own name.

The good news here is that we don’t have to be super salesman.  The other good news is that with enough effort and a commitment to doing 1 to 1’s the referrals will begin to flow more and more.

Giant Hogweed

Giant Hogweed (Heracleum mantegazzianum)

The Dangers:

Unlike Japanese Knotweed, Giant Hogweed will not damage property but is a threat to human health; extreme caution must be exercised when coming into contact with this plant.


The stem and leaf stalks contain a sap that is released by handling, cutting or just brushing against the plant. The sap contains psoralens that photosensitise the skin so that exposure to sunlight results in very painful blistering, sometimes this requires hospital treatment. Blindness can be caused by eye contact with the sap. The burning effects can last 3 years or more and tissue scarring for more than 15 years has been recorded.

Do not attempt to strim, dig out, walk amongst, pick or remove Giant Hogweed without full protective clothing. Any infestation should be fenced off and clear warning signs posted if appropriate.

Each giant hogweed plant is capable of producing about 50,000 seeds and, though they only drop close to the plant, they can be transported on shoe soles to other areas. The seeds can remain viable for 12 years meaning that total eradication is a long and expensive process. A reasonable measure of control can be achieved quickly though by a combination of removal of seed heads and sustained herbicidal treatment.

Are you a 90 minute member?

BNI Nightingale Education Slot 

Are you a 90-minute member? For me … BNI is not a club. It is part of my business.

I look at the BNI meeting each week as my “weekly sales meeting” where each of us has the opportunity to educate and motivate our sales force. If you worked for a company that required its staff to meet once a week for 1-½ hours, you wouldn’t miss that, would you?


But BNI is more than just the 90 minutes out of each week we spend here. If we were to only spend 90 minutes out of each week at the company we worked for developing our sales force, getting to know our products and training our sales people, our divisions would probably fail, and our companies would probably fire us, wouldn’t they?

Why is BNI any different? In order to make our businesses grow, we need to continuously work on all of the things that would make us successful.

With BNI being an integral part of developing ways to reach more potential clients, you need to keep it in the forefront of your business more than just every Thursday morning. You need to prepare ahead of time for the meetings.

–          Is your 60-seconds the way you want it?

–          Have you contacted potential referrals for your fellow BNI members?

–          Did you discuss your referral with the member to whom we are referring?

–          Have you carefully considered your positive written testimonial and what you want to say about that person?

–          Did you prepare your 10 minute presentation, or did you think of it on the way here?

–          Do you arrive on time for the meetings? 7:00 a.m. is when our meetings start—NOT 7:05.

–          Do you have your referrals, 1-2-1’s and TYFCB slips completed, or do you do that while other members are talking?

–          Have you silenced your phone?

–          Did you schedule a 1-2-1 with another member, particularly someone you may not yet be comfortable referring?

–          Did you make sure your page in the business card binder is full?

–          After the meeting, did you follow up on the referrals you received?

–          Did you make it on time to the 1-2-1 meeting that you scheduled, and did you prepare for it in advance?

–          Do you keep your BNI business card wallet with you in case an opportunity arises to pass a fellow BNI member’s business card?

BNI is more than the 90 minutes you attend once a week. If you want your business to grow, for BNI to work, you have to look at it as an integral part of your business and incorporate it into your daily routine.


by Jonathan Treliving – New Leaf Distribution

First Impressions, Next Impressions

BNI_Balham_June14_byHakuba-38_LowRes - CopyWhen you meet someone new, you immediately make a judgement about who you THINK they are, and whether or not you want to continue conversation with them.

Well guess what? The other person is making that same judgment about you.

That judgment, also known as a “first impression,” is based on whether or not you perceive them to be OK or safe.

In other words: “Anything you do is everything you do, even if it isn’t true.”

As the conversation continues, you begin to investigate and judge the characteristics of the other person. Are they likeable and trustworthy? Are they negative or positive?

Are they someone you want to continue to listen to and confide in? Are they someone you would be excited to introduce to others? Are they someone you want to help or someone who can help you? Are they someone you seem to like?

We all make impressions all the time. The question is, do you make your BEST IMPRESSION? The impression you make on a prospect affect whether or not they will call again, and whether or not they will trust in your business.

Many of the impressions you make are shaped by your manners.

First Look.

When you meet someone, whether it’s for the first time or the tenth time, your first look determines their first impression. Style, smile, firmness of handshake, and your appearance – what you look like and how you greet will determine the mood of the conversation as it progresses.

Conversation Manners

Where’s the common ground? Find it. How interested is the other person in you vs. how interested are they in telling you their story? How much do you really need to know about them and their drama vs. how much are they telling you? 75 % of what you say or ask should be an interactive conversation rather than a 1-sided story. A dialogue, not a monologue.

Following Up

It’s been 24 hours. No call, no text. Did they like me? Will we do business together?

In the same fashion that this scenario drives YOU insane, the same questions come into the minds of clients. After the gain their attraction by making your BEST impression, you must engage. Follow-up with an email, thank them for their time, and outline the past conversation with steps to move forward. The best dates end with a next date already scheduled, as should your sales meetings.

If you court clients in the same fashion that you would want to be treated in a new relationship, you will be known as courteous, trustworthy, and capable of earning their business. The fate of a relationship is not about what the other guy said or didn’t say; it’s about what you said, what you did, and how you acted. And the more you take responsibility for your actions, the more likely you are to be rewarded – either personally or in business. You choose whether you win or lose.

from a continuing series of education slots by:  Jonathan Treliving of New Leaf Distribution


martin 2

This is an edited extract of a useful and interesting talk given by Martin Haughey, the Chapter’s electrician.


Part P is a government backed scheme to control electrical work in the building regulations. Part P came into effect 10 years ago. There are two ways of complying with Part P.

The first is to get your local building control officer involved. They ask what type of electrical work you want to do before you start, they have to approve the plans, and then they come back and test it for you. The second is the Competent Person Scheme of which I’m a member. The organization I use is called NAPIT. NAPIT stands for National Association of Personal Inspectors and Testers. To qualify we get assessed once a year where they come to our sites and they go through the various tests, have a look at the installation and they go all through the certificates and qualifications to make sure we are up to speed with any updates. So they promote electrical safety to the highest degree, so the installs we do have to be to that level.


There is a charity run by the electrical industry called Electrical Safety First. They have a lot of helpful advice on what you can use in the house. I presume most of you have got extension leads and adapters in your home and you may plug them in to the hilt. So they have something called the Socket Calculator – it’s a ‘drag and drop’ screen which allows you to see whether what you have plugged in will overload your system and be a potential fire risk.

For example a microwave will take 7 amps and the 13 amp lead means you’ve only got another 6 amps to use. So if you plug your toaster in on top of that, you are overloading your adapter. Once it goes over 13 amps a load, you have over hit the mark. This is a really handy device. It’s on their website, just type Socket Calculator in to Google to find it. The last thing you want is your microwave, your kettle, and your toaster on the same adapter because it can’t take that much load.

Won’t it just blow a fuse and stop?

Yes if you’ve got an RCD fuse board, it will instantly trip on the sign of a fault. But not everybody has them and many people still have the old plastic fuse boards.  Remember your adaptor is made of plastic and overloading will create a thermal heat effect which can lead to starting a fire.


Another subject is smoke alarms. These are conventional smoke alarms which are designed to be wired in. They link, so when one goes off, they all go off. Most households don’t want you to wire them like that because their house is finished, and they don’t want to pull apart floors and finishes. So new technologies introduced the wireless types which we can power from your nearest light fitting.

WP_20150622_19_54_18_ProPlug that into this and they wirelessly signal every alarm. In fifteen minutes we can program 6 alarms right through the house, link them with a code, and they are wirelessly connected. One Tip! Don’t put a smoke alarm in the kitchen, have a heat alarm. A smoke alarm sends the wrong signal, especially with your toaster and similar appliances.


LED lights are not as hot as a normal halogen bulb. This fitting is a retro type that can replace your existing fitting. It also has a sealing disc at the top, which has a sensor in it which, in case of the eventuality of a fire, will enclose the fitting and stop the spread of fire for 30 minutes. You can use a dimmable gu10 lamp that has a warranty of 3 years .

The integrated LED fitting has no replaceable parts and comes with a 7 year warranty, so quite a good fitting when designing your lighting system from the start.



One quick question, Martin? On the down-lighting? The little thing inside. There a little processor or something, you know the thing that connects it to inside? Why did they always blow? I’ve just went to change lights before and then I realized it wasn’t the bulb.

Martin Haughey: Was it the lead you are talking about?

No, where the lead comes in and connects into the transformer.

Martin Haughey: Yeah, well, I don’t like transformers because it’s an electronic part of the device that goes wrong. This is why we generally use gu10 leads which work from mains and not transformer 12 volt. Transformers don’t like fibreglass insulation as this can create thermal effect which can short circuit transformers.

Thank you. What about some of these spotlights and dimmers, are they compatible?

Martin Haughey: Yes, compatible dimmers, especially early day dimmer module they would be leading edge dimmers. But the bulb that’s going around the table, this is a dimmable bulb. A lot of normal dimmers will work for that particular type. But to be on the safe side we use trailing edge dimmers.

Martin Haughey: If you want to save energy and save money fit LEDs. Because all your halogens they cost an absolute fortune. Basically if you’ve got a big kitchen area or a space where you’ve got 10-20 lights in it, it will add up. I know LED bulbs cost more money, but over a five year cycle, you’ll save loads. It’s been proven. 

Found your dream house abroad? Here’s 5 tips for when it comes to paying for it!

1. Do not go to your bank. Their rates are uncompetitive and unless you’re paying millions for your house, their service will be impersonal.

2. The rate can make a huge difference. If you’re buying a €250k house and the bank offers you a rate of 1.36, the house will cost you £183, 824. By going to an independent broker, you will get a much better rate. For the same property, you may get a rate of 1.38 so the same house would cost you £181,159-a saving of nearly £3k, which could be a new kitchen!

3. Buying a house abroad can be slow. The notaire will undoubtedly take more time than a solicitor would in England. In the time between putting an offer in and the sale completing, a lot can happen in terms of rates. It could very much go in your favour, or, it could go drastically against you. Therefore, it’s best to speak to a foreign exchange broker very early on in the process. Unlike financial advisers and solicitors, an fx broker will offer their advice completely free. They will be able to help you plot your payments to make the most of a good rate or perhaps advice you to hold off as long as possible.

4. By going to an FX broker early, they can help create a plan. There are several services an independent FX broker can offer property buyers that a bank quite often won’t. One of these is to create a schedule whereby you buy half of your required currency immediately so you’ve secured half at a competitive rate. Then, if they advice you that the rate looks like it’s going up, they’ll perhaps suggest you buy the second half in small chunks, every time the rate moves in your favour. You have the security of knowing that you’ve already got half of the amount, and then potentially could benefit hugely from another rise in the rates.

5.  Another option that your broker may discuss with you is a forward contract. If you don’t need to make the large payment of your house abroad for another 6months/a year, but the rate is excellent at the present time, you can put a deposit down to secure that rate to then use it when you actually make the payment in a year’s time. If the rate has gone up since you secured the forward contract, you can use that instead. The contract just protects you in case the rate drastically goes against you.

Is your house earning more than you? PROPERTY MARKET INSIGHTS FROM SAMUEL ESTATES

If you’re having a bad day at work and are wondering whether it’s all worth it, I suggest you stop reading right now. If you don’t, what you are about to discover may make you feel a whole lot worse. A recent report from Halifax suggests that homes earn more than their owners in 20% of the UK!

According to their findings, over the past two years average house prices have increased by more than the average employees annual income (net) in 73 out of 384 local authority districts (LADs).

To put this into some kind of context, if, for example, you owned an average priced house in Hammersmith, it would have earned £8,330 a month (net) over the last couple of years! That is the equivalent of an annual income of around £253,104 before tax or £21,092 gross per month! That’s one hell of a big salary. It’s the kind of money only earned by the chief executives of large corporations, is three times more than a typical GP’s salary and substantially more than our Prime Minister, David Cameron takes home (£142,500pa).

Okay, so Hammersmith is quite expensive. What about other areas? It’s true, many of the highest earning LADs are in London, but they are not just in central areas. If you owned an average house in Brent, for example – an area which includes Kilburn, Wembley and Willesden – it would have earned £5,186 per month (net), which would equate to an annual income of £95,292 or a gross monthly salary of £7,941!

And don’t forget these are average priced homes. It’s no wonder that people see property as such a good investment. I must admit, I hardly dared check how my payslips fared against the value of my home, let alone then having to admit to my wife that the house, not me is by far the biggest earner, out earning me by a whopping 600%.

Many of the biggest gains occurred in just one year – 2014. The average house prices rose by 9% across the UK and by 16% in London, which was the sharpest rise since 2007 (source ONS). If you do a search on zooplafor your property’s post code (use the current value button at the top of the page), you can then select the change that has occurred over the last two years and compare it to your own wage packet over the same period (to get your gross amounts for the house, go toTax Calculator). Did it earn more than you? My guess is that it probably did.

However, before we all march into our boss’s office and either resign or demand we earn as much as our homes, it should be noted that property prices have risen substantially over the last few years. If you extended your comparison to a ten year period, only the average houses in Hackney or Hammersmith would have out earned the local average wage.


Article by Denis Alan