In this episode of Confident Networker, Simone sits down with Loretta Cavallaro from BNI Elite.

Connect with Loretta here:

https://www.varoproperty.com.au/

If you’d like to attend a Chapter meeting, you can book your spot here: https://bnian.com.au/chapter/bni-elite/

Loretta Cavallaro 0:00
Welcome to the confident networker with your host Simone Douglas. In each insightful episode, she chats with one of the leading people from the BNI and business world.

Simone Douglas 0:11
Okay, so for today’s episode of the confident networker, I am joined by the legendary Loretta Cavallari from UNIFI Property. Welcome.

Loretta Cavallaro 0:21
Thank you.

Simone Douglas 0:22
So Loretta is a member of BNI elite, and actually the current president soon to be former past president. Yeah. Just for the members who and listeners who don’t know you as well, as I do. Tell us a little bit about your business and what it is that you do.

Loretta Cavallaro 0:40
Yes, sure. So I’m in the real estate industry and UNIFI property is a secondary business that we have formed, which is a property platform, particularly specializing in off the plan sales with our referral partners that help us sell property.

Simone Douglas 0:55
Yeah, nice one, and how long have you been a member for BN?

Loretta Cavallaro 0:59
With BNI for five years?

Simone Douglas 1:01
Wow. So that’s a long time.

Loretta Cavallaro 1:03
Yes, it is. You

Simone Douglas 1:04
keep coming back for more?

Loretta Cavallaro 1:05
I do. I do. It’s very been very good to me and my business.

Simone Douglas 1:09
So why is Why is networking important to your business?

Loretta Cavallaro 1:13
I think networking is the most important thing in business to help each grow, and to help build trusted relationships, and have people that actually care about your success, just as I care about other people’s success. So that’s all part of networking.

Simone Douglas 1:28
Yeah. Nice. Yeah. What do you love about being a part of BNI Elite?

Loretta Cavallaro 1:33
I love the people. Yeah, I think again, it goes back to the relationships formed. But the people and I love seeing businesses come in, that are starting and then see where they grow. And people grow as people just from the growth that they have by standing up and, and talking in a public forum setting. Yeah,

Simone Douglas 1:52
yeah, absolutely. I’m a bit the same. Like I love saying, you know, Aidan blossom, like putting someone in who hasn’t had to do a lot of she’s amazing. So what is the best piece of networking advice then that somebody has ever given you?

Loretta Cavallaro 2:09
I think it’s you like, the advice that you always give, which is to build relationships with people. And it’s not about the first appointment, it’s about all the follow up. And that’s what BNI is, is about. And that’s what you teach us? And it’s something that we’ve really taken, I’ve really taken on board. Yeah.

Simone Douglas 2:26
What would you say is the difference between say, you know, BNI, and attending a BNI event, versus attending a chamber event or something structured

Loretta Cavallaro 2:37
In my previous line of work, I went to a lot of networking events, which was, you know, going to a function handing out a business card, then, you know, you’d never really speak to the person again, you might I used to follow up, but you wouldn’t get much back. So I think the huge benefit in differences BNI is that you’re seeing people weekly. So you’re building the relationships. And again, that’s what’s important is forming the relationship. And having we’ve got a big chapter about 50. Yeah, so having 49 Other people actually care about my business and me and work with me to help me grow it. And me with them. Yeah. So that’s, that’s the difference.

Simone Douglas 3:15
Yeah, that makes sense. Yeah. Well, who’s giving you the best referral? And why was it a great referral?

Loretta Cavallaro 3:22
I’ve actually had a few. And it might be someone that just sent me through up person that has led into so much repeat business. Yeah. So they’ve all been great. Like, I don’t know, I can’t differentiate who’s better because they’ve all led to business. And they’ve all led to repeat business. So I guess that comes down to us performing. But every referral is valuable.

Simone Douglas 3:45
Yeah. Do you know roughly how much of your new business comes from referrals?

Loretta Cavallaro 3:50
Yeah, so in my first year, I have changed seats in our first year. So in my first year, there was, I was growing my rent roll, I just moved back from Melbourne back to South Australia. And 37% of my referrals, growth in six months came from BNI.

Simone Douglas 4:06
That’s huge.

Loretta Cavallaro 4:07
That was massive and massive. And now I’m in the investment property. See, I haven’t done the stats, but I’ll kind of have it again. I am getting a lot of business opportunities from BNI here.

Simone Douglas 4:20
So if you were giving someone some advice in the property or the real estate sector, because it’s pretty broad, and they’ve been invited to this, you know, we’d be a nice thing. You know, someone said, I’ll come along, meet some people. Yeah, and I don’t know, what advice would you give them

Loretta Cavallaro 4:39
To definitely go and, and pray for a seat to be available because it will change your business.

Simone Douglas 4:46
And I love it. That’s great. Just is there an expectation that every person that visits the chapter is going to become a member in your chapter?

Loretta Cavallaro 4:54
No that isn’t and I think it’s important that visitors can also form really good relationships with members from the group because as members of BNI, you become a really solid networker, yeah. And then even if you meet someone just once at a breakfast as a visitor, it can really open up into a really good relationship. I’ve actually just had an opportunity this week that’s come about from a visitor visiting, and it’s gonna lead into a lot of business for both of us. So,

Simone Douglas 5:21
and I think that like, is a really valid point. Because, you know, I will often invite people to come along to one of the chapters that I’m attending because as the executive director, I go visit lots of chapters. And they’re always like, Oh, I said, That’d BNI thingy I’d I don’t want to join. I’m like, I’m not inviting you to join. But I really think you should go meet Loretta, or I think you should go meet this person. Yeah. Because there’s business to be done.

Loretta Cavallaro 5:43
100%.

Simone Douglas 5:45
So, you know, in the scheme of things when people are making up their mind, so let’s say that they’ve come, they’ve visited a chapter and they’re like, Hmm, maybe I want to apply, what are some of the things that they need to be aware of that, you know, they’re in for an application process,

Loretta Cavallaro 6:01
they have to obviously be honest with their application process and put down some references of people that can validate what they’re saying, as well as be a character reference. It’s like applying for a job in a way. Yeah. So what I like about that is, we’re really mindful of the people that we bring into this space as well. But getting back to your question, yes. So they go through a bit of an interview process, if you lik,. And then they’ll typically get selected, and come and be a part of the group and then have to attend, you know, a weekly meeting where and that’s the most important part is the weekly face to face meetings where you get to network with your fellow members, and hear the opportunities that are in the room.

Simone Douglas 6:47
So if I’ve applied have been approved, I’m excited now. So I’m part of this magical thing called BNI chapter that’s going to change my business. Will referrals rain from the sky? And is there an expectation that I have to refer everyone in my chapter straightaway?

Loretta Cavallaro 7:03
I think the most important, like, important thing is to firstly become a member and start meeting the members and doing the legwork to build the relationships. And once the relationships are formed, then yes, the opportunities will flow to you and you’ll be able to flow out to other people.

Simone Douglas 7:19
Yeah, because the trick is the relationship,

Loretta Cavallaro 7:22
you got to think to refer you to refer to someone’s business, you have to trust them. And that’s why it’s really important to build the relationships. And then once you get to know the person and trust the person, I would feel comfortable referring to them. And I’m sure it’s vice versa.

Simone Douglas 7:38
Yeah, I think that’s the thing too, is I don’t refer anybody that I don’t know is going to do a good job. 100%. And I always refer the person that’s the best fit for the client. So you know, like, I wish you would have listened to me bang on about it in training. You know, if you’re not the right fit, and you get referred, make damn sure that you say I’m not the right fit, but I’ll help you find the person that is

Loretta Cavallaro 8:02
yes. And I just had a member this week do that I refer to her in our group. And he wasn’t the right fit, but he had someone that was so it was still able to service, my client, know, which was really good.

Simone Douglas 8:14
Have you found that being a part of a chapter for as long as you have? Have you become that kind of circle at the center of influence within your networks? Like your wider contacts outside of BNI?

Loretta Cavallaro 8:26
Yeah, it’s actually I’ve never really put that together. And that, yes, it’s surprising, it gives you more confidence, And also, it gives you access to so many people that you have trusted relationships with, they are able to help other people outside quite easily. Like every time I go to an appointment, I’ll be like, they need this and that I can help you with that and help you with that. And I really can Yeah, with good people that will do the job really well. So yeah,

Simone Douglas 8:54
That’s my favorite part.

Loretta Cavallaro 8:55
I love that. That’s the best part.

Simone Douglas 8:58
People will remember Simone, do you know A you can do this? And I’m like, Yeah, I can do that. Just say drop my name. They’ll take good care of you.

Loretta Cavallaro 9:07
That is right. And it’s like that. And it’s like a priority service from other members to your clients. And I think that’s really important.

Simone Douglas 9:13
Yeah, absolutely. If we could introduce you to one person. Because, you know, it wouldn’t be a BNI podcast if we didn’t ask who your ideal referral is. Who would it be? And why do you want to have a coffee with that person?

Loretta Cavallaro 9:29
Okay, I’m gonna take it to a global level, because we’re on a podcast, which I know will reach the global audience. Yeah. So Brian Chesky, who’s the CEO of Airbnb, our business has changed direction so many times, and we’re steering into a direction where he’d be a really good introduction for me.

Simone Douglas 9:47
Fantastic. So somebody knows Brian Chesky, the CEO of Airbnb listening to this Loretta is always a very entertaining human being to have a coffee with even if it’s a virtual coffee. Yeah. Um, obviously international borders being what they are currently. Yeah. So yeah, by all means please reach out or someone is in a similar vein. Yeah, developers very good.

Loretta Cavallaro 10:10
I was just gonna say with on a state level my everyday business developers or builders would be a really good introduction for me.

Simone Douglas 10:17
Yeah, awesome. So lastly, before we finish up if you are a builder or you have a good mate who is a developer or builder and you want to bring them along and have breakfast with Loretta at BNI Elite, they meet on Thursdays you find the details and the links in the description of this podcast episode. If you have any questions on networking or being an AI, please reach out to me you’ll find me on all of the socials and we will talk to you again soon. Thanks.

Loretta Cavallaro 10:45
Awesome. Thank you so much.

Chris Irving 10:49
Thank you for listening to the confident networker. You can find more episodes and information at bnian.com.au/podcast

Transcribed by https://otter.ai