Last Updated on November 21, 2019

Once you become an MCIT, you are responsible to FIND and SELL Sebo’s services to Potential Clients. This page will specifically address ways to find new potential clients.

There are many ways that you can do this, but networking is one of the recommended methods. This section of the site will discuss ways that you can find potential clients. But realize that when you first meet them, you shouldn’t think of them as potential clients. Think of simply building relationships Just Because, and over time, you will see your Relationship Capital increase.

You’ll learn more about Just Because in the Corporate Alliance section below. But what’s Relationship Capital? Think of the quantity and the quality of the relationships you have. The total value of those relationships can be considered to be your Relationship Capital. How are you going to increase your Relationship Capital?

Once you start building relationships, opportunities will come where you can discuss ways how Sebo can help out. In other words, after you FIND people to talk to you and they express an interest, your job then becomes to SELL Sebo’s services to the right people and companies.

Who Pays for These Networking Costs?

MCIT Cost Sharing Rules

As an MCIT, Sebo will pay for an annual BNI membership and your chapter dues. Most other networking groups that you participate in as an MCIT can be covered by Sebo, but you need approval in advance. There are some local networking opportunities that Sebo already pays for in Utah County that you will be able to participate in as these come up.  

MC Cost Sharing Rules

We’ve tested many networking methods over the years. The methods that we know work well are Approved for Cost Sharing. The methods that we don’t have data but you want to test are Not Approved for Cost Sharing. The approved methods currently only include BNI and Toastmasters. With the Approved methods, Sebo will pay for half of your membership and chapter dues. Other costs like 1 to 1 lunches, presentation gifts, etc need to be covered by you. 

You are on your own for all costs of the Not Approved methods. In addition, if you choose to take a current or potential client to lunch or buy them a gift, those expenses should be paid with your Sebo credit card and will come out of your own Profit and Loss statements.

Relationship Capital Document

A relationship capital document is a spreadsheet that helps you organize and track your relationship capital. It should contain Names, Contact Information, and a Relationship Score for all of your business contacts. Here is an example of what a Relationship Capital Document might look like: https://docs.google.com/spreadsheets/d/1iQEAtkl1McvUkvacwMrzQUjqJTlVVRLPS3NNt8RF5e8/edit?usp=sharing

Yours should have many more entries in it; Bruce’s has almost 600!

Developing this document means adding to it, and trying to increase your relationship score with the people in it.

Networking Options: BNI

Learn about BNI

BNI Overview

Last Updated on November 21, 2019

BNI was started in 1985 by Dr. Ivan Misner. It is now the largest networking organization in the world, with over 7,500 chapters in over 40 countries throughout the world. These chapters hold over 200,000 members, and pass billions and billions of dollars of business to chapter members each year.

Bruce joined his first BNI chapter in 2008, and has been an active member of BNI since that time. BNI costs about $500 per year with membership and chapter dues, but if done right, the ROI is incredible. in 2016, Sebo generated over $70,000 in revenue that is directly attributed to being a part of BNI!

Once you become an MCIT, you need to strongly consider joining a local BNI chapter. It’s not a requirement for MC’s to be a part of a chapter, but your chances of success will increase dramatically by joining a BNI chapter.

Learn more about BNI, check out the value of a BNI membership, and find out what to expect once you join BNI.

 

Visit Several Chapters

Last Updated on November 21, 2019

Visiting chapters is an important piece in finding your new referral network. Each chapter has a personality of its own, and finding where you fit best helps you to get connected. You are allowed to visit a chapter twice before deciding which chapter to join.

As of Jan 2017, there are 61 chapters in Utah, with 35 chapters being located in Utah and Salt Lake Counties. If you simply wanted to meet lots and lots of people, you could attend 70 meetings in Utah and Salt Lake Counties without joining a chapter. However, you aren’t likely to receive any referrals or build a business network through simply visiting chapters.

By visiting different chapters, you can find the right one with the right location, time, and personality for your needs. Ask to be given access to the BNI Research Google Doc to see the names, times, locations of various chapters in Utah County, or do some of your own BNI research on the Utah BNI website. 

 

Goals of Chapter Visits

Last Updated on November 21, 2019

When you go to visit a chapter, be sure to show up on time. Once you arrive, introduce yourself to the chapter leaders. Tell the Chapter Leadership that Sebo has members in other chapters, but you are actively looking to join a chapter. Don’t just go sit down. Go talk to different people. You’ll likely have about 10 minutes to do this before the meeting officially starts.

During the meeting, you’ll have a chance to do a 30 to 60 commercial (depending on the chapter size). The members will introduce themselves first. Once the members have gone, any visitors will be given the chance to introduce themselves. You should say something like:

“Good morning, my name is Bruce Rowe and I work for Sebo Marketing. We are Utah’s Google Experts. Since 2005, Sebo has been helping companies utilize Google’s Marketing Tools to make sure they are gathering accurate data for their website. Once companies have enough accurate data, we sit down with them and help them make smart marketing decisions. If it makes sense, we specifically help companies with Search Engine Optimization or SEO, and Pay-Per-Click Advertising, also known as PPC. If your website isn’t performing as well as you would like, I’d love to take you to lunch and talk more about it. Thanks, again my name is Bruce Rowe with Sebo Marketing.”

Don’t expect to get a bunch of people coming up to you after the meeting wanting to talk further. You don’t have a relationship with them yet.

Key Point to Remember

Many people make the assumption that the best chapters are the biggest chapters. Don’t make that mistake! You’re trying to build relationships with well connected people. It’s better to be in a chapter with 20 well connected people over a chapter with 50 sales people. Look for chapters with lots of business owners. Look for chapters with people in related industries.

Social media, graphic designers, video guys, etc are all good Key Referral Centers for you. What’s a Key Referral Center? It’s someone who isn’t likely a client, but works with lots of companies that might be good potential clients for you.

After you have visited at least 3 chapters, determine which chapter is likely the best fit for you.

Joining a BNI Chapter

Last Updated on November 21, 2019

Once you have chosen a chapter to join, you will be asked to fill out an application and give them a check. Once you give them these things, your application will be turned over to a Membership committee who will decide whether or not to accept you into their chapter. You will be notified once you get approved to be a part of their chapter.

Even if they haven’t notified you yet, once you turn in your application, start attending that chapter each week until you are approved or declined. Once you are approved, you will be sworn into the chapter, and then you become an official member. Once you are an official member, start working on setting up One to One meetings.

One to One Meetings

Last Updated on November 21, 2019

One to One meetings are times that you will meet with a chapter member to get to know them better. Typically, they’ll talk for about 30 minutes and then you’ll get to talk for about 30 minutes.

As the new member, you should start by asking them about themselves and then ask them about their business. Get to know them personally by finding out about hobbies, connections, stories, interests, etc. Remember that the relationship is more important than their business. Networking is about learning about ways to serve others, not just learning about their business. Find out about how the business got started, what they do for the business, and what an ideal client of the business looks like.

When you get a chance to talk about yourself, answer questions about hobbies, how you ended up living where you live, family and/or friends, etc. Then, take a few minutes to help them understand what Sebo does. Ideally, you should try and take them through the Website Performance Checklist with their company website. Ask them the point of their site. Ask them if you can fill out a form and see what happens (Step 1). Ask them about Google Analytics (Step 2). If possible, log into their Analytics account and fix the issues the account has with filters and goals.

In some cases, they don’t have a site, or they are part of a franchise so they don’t have any control of their site. If their site doesn’t make sense to go through the Website Performance Checklist, use some other site. In summary, try and give them a quick overview of Google Analytics (Filters, Goals), Search Console, and AdWords.

60 Second Commercials

Last Updated on November 21, 2019

Use the 60 second commercials as times to teach – don’t just ask for referrals! Bruce recently attended a meeting with a new Life Insurance guy that joined the chapter. He got up and said “Hi, my name is ____. I sell Life Insurance. I want to talk to people who want to buy Life Insurance.” He then sat down.

He came across as clueless and greedy. He wanted customers. He hoped / expected that the chapter members would give him referrals. There’s no way that will ever work. Again, networking is about finding ways to serve the other person first, and then referrals may or may not come. During his commercials over the next weeks and months, he should have talked about Term, Whole, Variable Life, Return of Premium Policies, etc.

Here’s a potential weekly plan that you could follow once you join your BNI chapter:

  • Week 1: Give an overview of the Website Performance Checklist
  • Week 2: Talk about Step 1 of the Website Performance Checklist – how do you know if you are happy with your website?
  • Week 3: Talk about Step 2 and the importance of collecting accurate data
  • Week 4: Teach about Filters – IP, Valid Hostname, Ghost, Known Bots, etc
  • Week 5: Teach about Goals – Form Fills, E-Commerce, etc. If possible, even do a quick Demo if your chapter has a projector. Fill out a form on someone’s site and see if it goes to a Thank You page.
  • You get the idea…you could do the same thing with Search Console, Tag Manager, AdWords, etc

KEY POINT: Don’t just show up wondering what to talk about. Practice your commercial for the day in the car on the way to BNI. Also see the other section on SeboTraining.com called 60 Second Topics. This gives you almost a year of topics, including over 35 actual audio files of Bruce giving his 60 Second Commercials over the years.

Member Success Program

Last Updated on November 21, 2019

MSP, or the Member Success Program, is training provided by BNI to each new member. It typically costs $20 to attend. Find out from your Chapter Secretary when and where the next MSP will be taking place. Most of the time, the MSP will last for 2-3 hours.

You will not be allowed to give a presentation to your chapter until you have attended MSP, so make sure you sign up and attend soon after joining your chapter.

Sebo's BNI Quiz

Last Updated on November 21, 2019

Once you have reviewed all the sections about BNI, ask to receive the Sebo BNI Quiz. It’s short, and if you actually went through the materials on this page about BNI, it should be a piece of cake!

60 Second Topics

Over 45 Common BNI 60 Second Topics

Feel free to use this outline, but also request access to the Google Sheet entitled “BNI 60 Second Topics”. This sheet will get updated over time, and will typically be updated more regularly than this page on SeboTraining.com.

This list was updated in May 2017. At the end of each line below is something like (UGE – 45 seconds). This refers to the actual Audio File Name that can be found on the Egnyte drive located at:

Egnyte → Bruce Stuff → Presentations → BNI → Audio Files

We currently have over 35 audio files from past 60 second commercials given by Bruce over the years. Please realize that you might need to adjust the length of what you actually say. Every chapter gives different amounts of time for the “60 second commercials”. For example, in Bruce’s current chapter (BNI NetGain), the commercials are 45 seconds long. Other chapters might allow 60 seconds. Some of the biggest chapters only allow 15 seconds.

Those topics are broken into different categories as shown below.

Utah’s Google Experts

  • Help companies improve performance. Google’s Tools. (UGE – 45 seconds)
  • SEO, PPC, Analytics, Search Console, Tag Manager.  (UGE – 40 seconds)
  • Managed Agency Partners – 50,000 → 8,000 → 2,000. (UGE – Only 2 in Utah v1)
  • Managed Agency Partners – 50,000 → 8,000 → 2,000. (UGE – Only 2 in Utah v2)
  • UGE – drive traffic through Google – SEO & PPC. (UGE – SEO & PPC)
  • Why do we focus on Google? 3 billion searches per day. (UGE – Google Search Volume)
  • Sebo doesn’t do video, social, email marketing, etc. (UGE – Sebo Is Not…)
  • Pull the right lever.  (NO AUDIO YET)
  • Website Performance Checklist. (NO AUDIO YET)

Sebo’s Services

  • Traffic via SEO or PPC, Conversion Rates.  (Sebo’s 3 Key Services)
  • Stats after 10 years (44 states, 14 countries, $4 million, etc). (Sebo – Cool Sebo Stats)

Value Per Visitor

  • The 3 Pillars – Traffic, CR, AOV.  (VPV – 3 Pillars)
  • Is your site effective? Calculate VPV. (VPV – Calculate VPV)
  • Are you happy with your VPV and basic calculations. (VPV – Are You Happy)

SEO & SEO Tools

  • Google crawls your site, and lets you know what it finds. (SEO – Search Console v1)
  • Google crawls your site, and lets you know what it finds. (SEO – Search Console v2)
  • Search Analytics. KWs, SERP, Impressions, Clicks (SEO – Search Analytics)
  • He paid someone for SEO. Data was really bad. (SEO – When NOT to do SEO)
  • Hummingbird – Fresh, Quality, Unique. (NO AUDIO YET)
  • SEO Text Component. (NO AUDIO YET)
  • SEO Text – What makes a KW the Right Keyword? (NO AUDIO YET)
  • SEO Text – Using the Right KW in the Right Places. (NO AUDIO YET)
  • SEO Text – Outdated ideas (Meta KWs, Saturation, etc). (NO AUDIO YET)
  • SEO Internal Link Component. (NO AUDIO YET)
  • SEO External Links – Popularity Component. (NO AUDIO YET)
  • SEO Popularity – Cognitive SEO – Quantity & Quality. (NO AUDIO YET)
  • SEO Popularity – Natural, Suspect, Unnatural Links. (NO AUDIO YET)
  • SEO Popularity – Links to Domain Ratio Ideas. (NO AUDIO YET)
  • SEO Popularity – Other (Location on a pg, anchor text, etc). (NO AUDIO YET)

PPC

  • Creating Freedom. Control your own AdWords account. (PPC – Control AdWords)
  • How does the Google Display Network work? (PPC – GDN Overview v1)
  • How does the Google Display Network work? (PPC – GDN Overview v2)
  • Message Extensions – send a text instead of form fills. (PPC – Message Extensions)
  • RLSA – how to increase or decrease bids via RLSA. (PPC – RLSA)

Google Analytics / Conversion Rates

  • Creating Freedom. Control your own Analytics account. (GA – Control Analytics)
  • How do people arrive? Direct, Organic, PPC, Display, etc. (GA – Acquisition Channels)
  • Teaching the concept of Attribution models. (GA – Attribution Overview)

Website Topics

  • Content Management System (CMS). WordPress is #1. (Site – Why WordPress)
  • What’s the difference between a Theme & a Template? (Site – WP Theme vs Template)
  • More searches on phones → Mobile Friendly Test. (Site – Mobile Friendly Test)
  • Evolution of website; responsive vs adaptive sites. (Site – Evolution of Mobile)
  • Difference between Sebo Marketing and Site Smash. (Site – Sebo vs Sebo Dev)
  • Broken form. Need a page. Webmaster service outline. (Site – Webmaster Services)

Miscellaneous Topics

  • Own your Domain Name, Hosting & Analytics. (Misc – Domain, Host, Analytics)
  • How do people arrive? Direct, Organic, PPC, Display, etc. (Misc – Acquisition Channels)
  • Company excited about site. Who We Are, What We Do. (Misc – Backward Marketing)
  • Discussing the Big Biz Conference. (Misc – Big Biz Conference)
  • Sebo’s involvement in Utah TechX. Next class coming soon. (Misc – TechX Labs)

Networking Options: TribeHouse (formerly Corporate Alliance)

Learn about TribeHouse

TribeHouse Overview

Last Updated on November 21, 2019

Corporate Alliance was started by Jared Stewart and Jeff Rust. They believed that there is only one kind of relationship worth cultivating; the kind that lasts. Corporate Alliance is a networking organization that helps their members create real relationships, the kind that can weather any storm.

Every successful business needs a vast network of trusted clients, advisors and friends. They help Corporate Alliance members create their own powerful networks. People who know them, people who like them and people who trust them. Their tagline is “Every opportunity has it’s root in a relationship. Welcome to the Relationship Revolution.”

TribeHouse Options

Last Updated on November 21, 2019

TribeHouse has several levels of membership. The first level is free, and it requires that you join the B2B tribe. There will be quarterly free breakfast events that you will be eligible to attend.  There are some other potential tribes you might be able to participate in for free as well.  Check out https://www.tribehouse.us/ for more information, or talk to Bruce.

The next level is called Rise, but only Bruce qualifies to attend these events. However, his Rise membership will give you the opportunity to participate in a number of additional events during the year. This membership costs about $13k per year, but it easily produces a positive ROI in addition to providing Seboites with some pretty cool experiences.

Jump Summits

At various times during the year, TribeHouse will hold Jump Summits. These are 1 day events held at off-site facilities such as Sundance, Snowbird or Deer Valley. You will have a nice breakfast, a nice lunch, and participate in lots of networking activities and events throughout the day. They really do a good job making these things fun, and on top of that, you will meet lots of people and quickly build quality relationships. Sebo typically buys a number of seats at Jump Summits every year. Sebo Management will coordinate these dates and locations with our MC’s.

Just Because Events

Several times a year, TribeHouse provides free family activities for their members. For example, Sebo has previously attended free nights at Provo Beach, The Living Planet Aquarium, The Momentum Climbing Gym, and also attended several movie premieres. When these events come up, make sure you clear your schedule and come along!

C.A.R.M.A.

This annual gala event is designed to recognize the Corporate Alliance members that best exemplify the principles that Corporate Alliance teaches through C.A.R.M.A. which stands for Corporate Alliance Relationship Mastery Award. It’s a really fun event with 500+ people in attendance each year. BTW, once you win C.A.R.M.A., you are unable to win it again in the future. Bruce won the C.A.R.M.A in 2011.

To be made aware of the activities that you may participate in, you need to make sure you register with TribeHouse as soon as possible. Talk to Bruce about how to get registered.

Relationship Keys

Last Updated on November 21, 2019

When trying to build relationships, there are clearly right ways and wrong ways to do things. The right ways of doing things have been identified by Corporate Alliance as the important Relationship Keys.

 

Exit the Coliseum

Decide to Govern

Jim Sinegal and Costco

Recognize that Bricks Trump

 Avoid Relationship Arrogance

Kim Aviles

 Develop Relationships Just Because

Nordstrom

Learn, Serve, Grow

Ogio

Ray Croc – McDonalds

Swim in Pools

Bill Gates

Measure Influence

Establish Laws and Systems

You need to determine how you plan to build relationships. For example, when Bruce was trying to build his network, he arranged a trade with East Bay Golf Course so that he could take people golfing. Bruce didn’t try and determine who should golf with him (and thus avoided Relationship Arrogance), and knew that getting people on the golf course would build relationships faster (Swim in Pools). By asking lots and lots of people to golf and keeping track of who came, their ability levels, etc (Relationship Systems), Bruce won the CARMA award less than 2 years of being a member of Corporate Alliance.

City of Influence Book

Last Updated on November 21, 2019

Jared and Sarah Stewart wrote about that teaches the principles of networking taught by Corporate Alliance. The book is called  “The City of Influence”. Sebo will provide every MCIT a copy of this book, and it is expected that you will read this book before becoming an MC. Corporate Alliance has also provided us a quiz that accompanies this book. You will also be expected to pass this quiz once you have finished reading the book.

 

city-of-influence-book-cover

Loneliness to Abundance

Last Updated on November 21, 2019

Sebo's Corp Alliance Quiz

Last Updated on November 21, 2019

Once you have reviewed all the sections about Corporate Alliance, ask to receive the Sebo Corporate Alliance Quiz. It’s short, and if you actually went through the materials on this page about Corporate Alliance, it should be a piece of cake!

Other Networking Options

Other Networking Opportunities

ConnectShare

Last Updated on November 21, 2019

ConnectShare was created by some members of Corporate Alliance. There were certain parts of Corp Alliance that they loved, and other parts that they didn’t. ConnectShare is about connecting business leaders and executives and paying it forward. It’s not likely that you will qualify to become a member of ConnectShare while being an MCIT, but you might be able to qualify down the road. However, you should at least know about this powerful organization.

Bruce was a member of ConnectShare for several years, but they moved the day and location that caused conflicts with Bruce’s BNI commitments. At the time, it cost $249 per month to be a member of ConnectShare.

 

 

Chamber of Commerce

Last Updated on November 21, 2019

Almost every community has a Chamber of Commerce. Chambers work on trying to create a business friendly environment in their community. These are typically reasonably inexpensive memberships, and they also typically include a monthly luncheon. Look into becoming a member of your local Chamber of Commerce.

Rotary Club

Last Updated on November 21, 2019

Rotary Clubs exist around the world to provide service to the community in which they are located. According to Wikipedia:

Rotary International is an international service organization whose stated purpose is to bring together business and professional leaders in order to provide humanitarian services, encourage high ethical standards in all vocations, and to advance goodwill and peace around the world. It is a secular organization open to all people regardless of race, color, creed, religion, gender, or political preference. There are 34,282 member clubs worldwide. 1.2 million individuals called Rotarians have joined these clubs.

Rotarians usually gather weekly for breakfast, lunch, or dinner to fulfill their first guiding principle to develop friendships as an opportunity for service. “It is the duty of all Rotarians,” states their Manual of Procedure “outside their clubs, to be active as individuals in as many legally constituted groups and organizations as possible to promote, not only in words but through exemplary dedication, awareness of the dignity of all people and the respect of the consequent human rights of the individual.” The Rotarian’s primary motto is “Service Above Self”; its secondary motto is “One profits most who serves best.”

There are approximately 30 clubs in Utah.

Kiwanis Club

Last Updated on November 21, 2019

Kiwanis Clubs are also service based groups. According to Wikipedia:

Kiwanis International (/kɪˈwɑːnɪs/ ki-wah-niss) is an international, coeducational service club founded in 1915 in Detroit, Michigan. It is headquartered in Indianapolis, Indiana, United States and is found in more than 80 nations and geographic areas. Membership in Kiwanis and its family of clubs is more than 600,000 members strong. Each year, Kiwanis clubs raise more than US$100 million and report more than 18.5 million volunteer hours to strengthen communities and serve children.

There are approximately 15 clubs in Salt Lake and Utah Counties.

Toastmasters

Last Updated on November 21, 2019

According to the Toastmasters website:

Toastmasters International is a world leader in communication and leadership development. Our organization has more than 345,000 memberships. Members improve their speaking and leadership skills by attending one of the 15,900 clubs in 142 countries that make up our global network of meeting locations.

The world needs leaders. Leaders head families, coach teams, run businesses and mentor others. These leaders must not only accomplish, they must communicate. By regularly giving speeches, gaining feedback, leading teams and guiding others to achieve their goals in a supportive atmosphere, leaders emerge from the Toastmasters program. Every Toastmasters journey begins with a single speech. During their journey, they learn to tell their stories. They listen and answer. They plan and lead. They give feedback—and accept it. Through our community of learners, they find their path to leadership.

There are about 30 clubs throughout Utah. Dues are $45 every 6 months, but some clubs will also have fees for lunch and other events. Find out how to join Toastmasters.

Social Networking

Last Updated on November 21, 2019

There are many other business networking tools, and many of them happen online.

LinkedIn probably the most well known tool for social networking for business purposes. You should have a LinkedIn profile, and you should keep it up to date.

Meetup allows you to meet people with similar interests in your area. Let’s say you want to find a group of people that want to play Pickleball. For example, Bruce searched for Pickleball and selected a radius of 50 miles from Heber City, and found a group of 335 who play Pickleball in Park City. Their group has 84 upcoming events and they play every Tue and Sat. Find a group that interests you, start participating, and start meeting new people!

Mac World says that “Meetup is one of the most effective apps for meeting friends—where by “friends,” I mean people who have no interest in dating you (unless you happen to join a “singles” Meetup group). Because the service focuses on meeting people in real-life, the app itself is more of a handy way to find the group, rather than a social networking app you’ll spend hours chatting away on.”

 

Nearify is an app that doesn’t try and connect you to groups…it tries to connect you to events near you. Over time, it will learn your interests and customize the events to the things you love. It claims to be tracking over 20 million events worldwide, and over 1 million events every single day.

Non-Profit Boards

Last Updated on November 21, 2019

There are many other common opportunities for networking, and one very rewarding option is by serving on a Non-Profit Board of Directors.

Non-Profit Organizations typically don’t have a large paid staff, and they rely on volunteer leaders to help run their organizations. You don’t join a board because you are trying to turn the organization into a paying client. You join the board to do good in the world, and through those efforts, you will build quality relationships with a number of solid individuals.

Bruce has strong connections to some of the following non-profit organizations. If you have an interest in learning more, please check out their websites and talk to Bruce.

  • Utah Valley Chamber of Commerce – they try and provide a good business climate where businesses can be more successful
  • BYU Management Society – they try and promote moral and ethical leadership throughout the world
  • Project Read – they try and tackle the surprisingly large problem of adult literacy in Utah County
  • A Child’s Hope – they help build orphanages in Mexico
  • Hand in Hand Outdoors – they help disabled veterans and their families have fun boating and outdoor experiences
  • Kids on the Move – they help young children who are behind developmentally get caught up to their peers
  • Habitat for Humanity – they help build homes for people, who then are asked to help build homes for the next needy family
  • Splore – they help disabled people do challenging outdoor activities (think about taking a person in a wheelchair whitewater rafting, or a blind person ice climbing)
  • Utah National Parks Council (Boy Scouts) – they try to fulfill the mission of scouting and promote positive stories about scouting