Summary: Synopsis<br> <a href="https://tiffaniekellog.com/tiffaniessocks/">Tiffanie Kellog</a> joins Dr. Misner this week to share some tips from her new book, Knock the Socks Off Your Audience. One of her favorite presentation formats for referral generation is called “Three, Three, and Three”.<br> First Third of Presentation<br> Tell people why you do what you do (your emotionally charged connection).<br> Second Third of Presentation<br> Share success stories about how you’ve helped your clients.<br> Final Third of Presentation<br> Conclude with your call to action. You can include more than one, for those not yet ready to refer you.<br> Remember, you don’t want to sell to your fellow members: you want to sell through them. Be as specific as possible about the referrals you want. Always respect the time limit: your audience will stop listening when the bell sounds.<br> Brought to you by <a href="http://tiny.cc/NetworkingForSuccess">Networking for Success YouTube Channel</a>.<br> Complete Transcript of Episode 489 –<br> Priscilla:<br><br> Hello everyone and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you?<br> Ivan:<br><br> I am in the San Diego area today, Priscilla. Thank you for asking. I understand Tiffanie, that you are up in northern California for the Ascentive Conference. Am I correct?<br> Tiffanie:<br><br> I am.<br> Ivan:<br><br> You have been a coach with Ascentive since 2006. It is great to have you back on mypodcast. We did a podcast last month, and we did it about inviting visitors to your featured presentation.<br> You have a new book that has just come out this week, and I have invited you back to the podcast. I should also say that you are the author of Four and a Half Networking Mistakes, and you are on my Networking for Success Channel on YouTube, which Priscilla just mentioned is the sponsor for this podcast.<br> So you are joining me on the Networking for Success Channel. You have done this book. You have been on my podcast several times, and today you are going to talk about knocking the socks off your audience.<br> You use that phrase. You use that phrase often. But for you, that phrase has a special meaning, doesn’t it?<br> Tiffanie:<br><br> It does. I didn’t start off trying to start a sock collection. In the fall of 2015, my husband and I thought it would be kind of fun and a good marketing thing to see how long it would take me to wear every pair of socks I had in my closet. The rules were simple. They had to be fun or colorful. They couldn’t be just plain socks. And I could only wear them once and then I would have to move on.<br> This started in October of 2015 and I am still going with wearing brand new socks. I actually have over 250 pairs of different socks that I wear and I have become known as kind of the gal with the crazy socks.<br> Ivan:<br><br> Crazy socks is an understatement. They are insanely crazy. Just go to Tiffanie’s website: TiffanieKellog.com. And you can see. Certainly, in the “About” section, there is a great picture of one of the pairs of socks.<br> Tiffanie, we have known each other a long time, and I am going to share something with my audience. It could be creepy. I asked you and said, “This isn’t creepy, is it?” And you said, “No, no, no, it isn’t creepy.”<br> So I have seen all of these socks that you have and I always laughed because they are so colorful. I actually took a photograph of my sock drawer – and what color were all my socks, Tiffanie?<br> Tiffanie:<br><br> They were all black.<br>
