Episode 6
with Simone Douglas
In this episode of Confident Networker, Simone sits down with Sergio Silvestri from Complete Workflow Solutions. Sergio is a member of the BNI Business Plus.
Connect with Sergio here:
Linkedin https://www.linkedin.com/in/sergio-silvestri-2842667b/
Facebook https://www.facebook.com/completeworkflowsolutions
Instagram https://www.instagram.com/completeworkflowsolutions/
If you’d like to attend a Chapter meeting and meet Sergio, you can book your spot here: https://bnian.com.au/chapter/bni-business-plus/
Chris Irving 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 on this week’s episode of the confident networker today, I am joined by the lovely Sergio Silvestri from complete workflow solutions. Welcome Sergio.
Sergio Silvestri 0:21
Thank you Simone.
Simone Douglas 0:22
So for our listeners benefit, because they don’t know you as well as I do. Tell us a little bit about your business and what it is that you do.
Sergio Silvestri 0:30
So essentially, what I like to do is it’s about helping businesses understand either value of process, procedures and the like. But also how to bring them into something that can actually be used as a training tool. And also then using that then to create time management with that as well. So it’s incorporating not just the procedures, writing something and putting it into a file, it’s turning that procedure into a learning document. And then using that procedure to also then put a time value to things and be able to actually manage your time more effectively.
Simone Douglas 1:03
Yeah, that makes sense to me. So how long have you been in BNI?
Sergio Silvestri 1:08
BNI, so January 2020. So it’s about 18 months or so nine months or so? It’s been an interesting journey, because I joined BNI when I was only six months or so in business. Yeah. So it was a it was really more for me at that time was really just about trying to expand my network.
Simone Douglas 1:29
Yeah,
Sergio Silvestri 1:30
I didn’t even know what BNI was as you went away. And then, you know, couple conversations, couple meetings. And as you know, I made that phone call to say, am I allowed to join?
Simone Douglas 1:41
We should probably give the listeners a backstory. So a very good friend of both of ours, Chris told, so Jerry needed to have coffee with me. So we were having coffee, and we identified the builders and trades are potentially really good referrals for surgery background. So I said, Look, you need to meet Chris, the only place I know where all these different groups is Friday morning. 7am. Breakfast, you know, do you want to meet him? And so just like, is this this BNI thing? I keep hearing about him? I’m not inviting you to join anything? Do you want to make cressona? And he said, Yes, we went to breakfast? And yes, then Sergio rang me a couple days later and said, Can I please apply? I’m like you do what you like I’m just not in charge. So I guess on that note, though, why is networking important for your business these days?
Sergio Silvestri 2:31
Well, the nature of our business is not I’m not face to face with people all day every day. So I’m not networking naturally through business. Yeah, I’ve got a select amount of clients, and it’s time allocated to them. So I’m not moving, getting that move around and having the face to face conversation with a lot of people every day. So having a networking group allows me to expand that network that way, and it’s in a different way, because it’s actually building relationships. It’s not just talking to people. And so going back a step, if I was to look at it again, even if I did have the face to face interaction, it’s still the same as what you build in a BNI chapter. And a BNI. Network. Yeah, more so because it’s not just your chapter. It’s a it’s a bigger network. So in hindsight, you look at it look at and go, Oh, the reason I was doing was still good. But regardless of even if that wasn’t the case, I would definitely recommend going through that because it doesn’t just build a face to face. Yes, this is what I do see later. It’s a relationship. It’s a it’s a it’s a shoulder to lean on when things are tough. I mean, last year was a perfect example
Simone Douglas 3:36
is huge. And your business was how old last year when the pandemic hit another
Sergio Silvestri 3:41
eight, nine months. Yeah. And I went from all this work to zero work. Wow. And if it really was awful, I mean, you know, people might say I say that because I’m involved in BNI but if it wasn’t for me and I don’t think I’d still be in business today I think that’s pretty safe to say cuz I I literally had to start again almost Yeah, once we got out of a lockdown stuff, basically at the start again, because I didn’t have enough to go on. As far as people had, you know, so much going on, that wasn’t relevant anymore. I had to start building up my brand again. So it was it was pretty fun. And having the support of the room is really what got me through at the end of the day because I was pretty dark the first week or so first few days. And then just talking to other people in the room and just sort of talking through it together. It just got to the point where we were able to then how do we how do we make the most of this time so turn from oh my god doom and gloom to how do we actually get the most out of this time that we’re stuck you know, maybe not being able to work? Network we can do one to ones we can catch up with people we can brainstorm conversation. So that’s what it created. And I mean, you can look at my stats. I did like a ridiculous amount of one to ones Yeah, so I ended up doing like, probably,
Simone Douglas 4:50
well, it was so easy on Zoom. He didn’t have to travel because we couldn’t anyway,
Sergio Silvestri 4:57
back to back to back like that’s basically what it was like Have you noticed I just went with it and you know, some of those relationships of mine and not necessarily all from within my room, but from the BNI network that had I not been involved in that I wouldn’t have had that opportunity. So and works come from that now. Yeah. So it just pays to, to value add for what it is to me. Like I said, I might be different to everybody else, but always looked at it as I’m not here for the receiving referrals. I’m here to, for me, it was about building my business up to a point where getting to understand my business a bit better, too, because I was very young. Yeah, like, we spoke about the tradies. Yeah, that that really changed. As time went on, we realised that it just wasn’t the right way to go for my business. So, you know, I helped me see that. Yeah, you know, talking to the people during when we were going through things, and we’re breaking things down, realise that it just wasn’t maybe wasn’t the right, as as good as it could have been that way, potentially. The industry just wasn’t set up. I want to help them in that way. So it allowed me to sort of pivot the business a bit and get more focused on what I can help people with. Yeah,
Simone Douglas 6:05
Now you have, you have some really good advice would be satisfiable, which I’m going to extract from you in a second. And then after that, I’m gonna want to know what the best piece of business advice is, you’ve been given by a BNI member, but to start off with, you know, and you’ve done a lot of work with me helping me with my businesses. You know, what is this magical Tibet thing that you talked about today?
Sergio Silvestri 6:28
Yes. So it’s interesting, because there’s a lot of different phrases that people use references to Tibet, but I like the reference Tibet, because it’s a it’s a spiritual place as well. Yeah. So when you reference Tibet, as the first thought isn’t necessarily negative, yeah. And sometimes Tibet isn’t negative. But there’s a reality in life that somebody might pick up today get on the plane and go to Tibet. And we could assume when they’re in Tibet, they have no access to email to phone, to any communication. So as a business owner, if you end up in Tibet tomorrow, what happens to your business? Right? Or if someone you count on in your business picks up? Because it’s a bit tomorrow? What happens to your business is the same question all the way through from the from the technician at the bottom to the manager at the top? It’s the same question. So it’s a good conversation starter? Because the answer is, you know, it’s usually the same. And it’s I don’t know,
Simone Douglas 7:31
oh, it’s like oh god.
Sergio Silvestri 7:33
Right. So, to better, great, great way to get the understanding of the value of what is in here to be able to be documented into something tangible. Yeah.
Simone Douglas 7:43
Well, and you were saying to, you know, like about it being a positive because, you know, often the other term here all the time is what if someone gets hit by a bus tomorrow, which is very negative? And, and it actually gets in the way, because whereas the Tibet thing, I was good with that our Tibet test? No, we’re not Tibet ready? In fact, you know, like, with tomorrow, my general manager going off and starting our own business, which is super exciting, for her.
Sergio Silvestri 8:06
sure. That’s a good, it’s a good time.
Simone Douglas 8:09
But I just need to make sure that Tibet doesn’t hurt. So you know, like, it’s things like that. So what is the best piece of business advice, a member has been a since you joined?
Sergio Silvestri 8:22
There’s a lot. But I think it’s been helping me focusing on my strengths. Because I was very broad in terms of what I was doing when I first joined. And it’s helped me now get to a point where I’m a little bit more specific with the type of work. And that’s come from people challenging me. So there’s a number of people in the room, I won’t mention the names, but there’s no people in the room that I can have those kind of conversations with, and and be honest with each other. Yeah. And they’ve really helped. So that that’s the kind of thing I’ve really gotten out of that part of it. And again, this is when I say the referrals are what wasn’t the main reasons because they’ll come Yeah, it’s it’s it’s building that those trusty relationships where you can lean on someone and actually go, what do you think? Yeah, and get a get a true response? Yeah. Not a family or friend response, which is one extreme or the other. It’s either, that’s awesome. Yeah, you’re mad? Yeah.
Simone Douglas 9:23
I’d like the middle ground and the pros and cons.
Sergio Silvestri 9:25
Yes. Give me the real. Yeah, real. Right. And if it is white down there, it’s fine. But I think I want to hear the real not the Yeah, differently, though,
Simone Douglas 9:33
That I think that real comes from relationships. Absolutely. And I think that that is something that BNI does, you know, it will actually be at night doesn’t do it. BNI doesn’t do relationships, the people in the room, do the relationships BNI creates an environment where that can happen, which is quite, you know, special. As you know, when you were a relatively new business, you know, and if you were talking to you know, some of our listeners who are either Just about start their own business or have just started their own business, who maybe think they don’t have anything to offer. In that structured networking environment, what advice would you give to them?
Sergio Silvestri 10:12
You’d be surprised what you can bring. Sometimes just just the vibrancy, someone from a new business can bring the terrain vitalize somebody that’s maybe getting a little bit stagnant in the business. So you’re going to get a lot as a new business, there’s no question. As long as you’re willing to have those discussions and build those relationships, you get a lot of value as a new business, because you just have a, you’ve got a number of sales agents that are working for you. Yeah, one, two, you’ve also got a network of shoulder Selena, which I think is I think that’s the that’s the really important part. But like I said, What you actually think they are, what am I going to bring to this, you bring plenty, you bring knowledge from your industry, which may not be other people that we may not have knowledge of. You also again, bring potentially vibrancy and revitalization of of a potential member that you might be working with. So you don’t the it’s endless? What can bring it going with an open mind. And I think you can always gain a lot of value one way or another and give a lot of value in ways that you didn’t even think you could.
Simone Douglas 11:17
Does someone who visits a BNI chapter have to join me?
Sergio Silvestri 11:21
no, absolutely not. I think visitors, most of the time, I’m not experienced anyone that’s come to one of them as a visitor for me, that’s come to the meeting and not thought they got an value out of the room without even contemplating joining. Yeah, so I think there’s enough value there. I mean, we go to networking events of the time we’ll go, we’ll get invited to a business of saying that we’re given or whatever it is, and we go along, you do what you do when you walk and you go, Okay, it’s the same thing, except the best part is if you come to us to get breakfast, so, you know, you have breakfast with a bunch of people, and you get a lot of smart people talk, yeah, you get to see a presentation or a couple presentations. And most of the time they go, Well, I don’t even know any of that. That’s awesome. It’s just it’s super easy way to just build your network, even as a visitor. Now, the side effect is if you if you’re in that point of business, you really getting value, you do start to contemplate that maybe this is actually something African by doing. Maybe not, it doesn’t matter.
Simone Douglas 12:19
Yeah. So I think, you know, you raise a really good point, which is, you know, BNI chapter meetings and networking. That’s like anything else. Just like business, I say, events with chamber events, where it’s open to members and non members. We love to have visitors come and visit. But the advantage of coming to visit a BNI chapter is that you are in a room full of people who have been trained how to network well, and how to build relationships. And so I find, and certainly, you know, with the visitors that I bring is like everyone was they’ll say everyone was so welcoming. I was so interested in my business, they asked me such great questions. So I always say to people look, just go because you’ll discover how to network in a way that’s good for you. Now, to wrap up, because I think it’s we’re getting close to time, and I can talk to you all day. If there was one person that I could put you in front of another cup of coffee that would help you take your business, to the next level help you achieve another goal in your business, just in case they’re listening to the podcast. Who would that be? And why?
Sergio Silvestri 13:26
That’s a great question. It’s a difficult one for me. I guess it’s it’s comes down to not a specific person, it’s probably more people are in a position that are dealing with businesses. And maybe they see certain things that are not great, but it’s all stuff that they say they work with. So we talked about procedures, procedures, like that is the foundation of our business. Yeah. So when someone goes into help with something else, whether it may be software or accounting or whatever, they’re likely to encounter some fundamental issues that are causing the problem. And they don’t know how to deal with that. Yeah, that’s where I can come in and offer assistance in the procedural aspect that the foundation of the business so is there a particular person I could be in front of, it’s hard to name on that person? Because I don’t know what people’s foundations are. But it’s someone that sees that on a regular basis. The perfect person for me to be in front
Simone Douglas 14:31
That makes sense, I think, too. I would have said that one of your ideal clients, you have to correct me if I get this wrong now is people who are buying their second and third businesses. And they’re not sure whether the infrastructure is right in the first one. So I think one of the things that I discovered, you know, now, business number three, and the reason that I got you in to consult with us for business number one is because I recognise that I’ve pulled myself out of the business because I’ve got all these bright shiny objects to play with. But wasn’t confident that the systems and the processes and the infrastructure were there. So just having that second set of eyes to go, what if? What if? What if? Yeah, really changed? I guess
Sergio Silvestri 15:21
That’s a good that’s a good example. So a sounding board to, to challenge what’s there. Yeah. And most people think they’ve got really good bones. Yeah. Right. And it’s not that they don’t, I thought I had good bones. Right. But it’s until you ask those hard questions. Yeah. They’re not friendly questions. They’re nice. I do it nicely. But they have questions, because it’s hard to ant to say yes. When you challenge something, and there’s no tangible object to go with it. Yeah. That’s, that’s what it’s, but it’s, whether it’s two or three businesses, whether it’s one business, whether it’s getting that business to step to the next level, it doesn’t really matter in that regard. It’s really it’s really just about soon as you’re questioning so you got to be to work with to get them to think about me as a to come and help you visit. You actually need to be at a point where you’re thinking about things that is mmm, am I doing this the best way I can? Yeah, right. So a business owner who’s who’s actively thinking about is this the best way for me to do it, that’s going to be someone I can work with? Well, because they’ve already got the brain switched over into, into.
Simone Douglas 16:27
And they want It to be the best seller engaged in the process. Sergio, thank you very much for coming along. And a pleasure. And yeah, if you happen to know that person Sergio is talking about I’m sure they would love to come and visit BNI business plus and Sergio can host you guys over breakfast and very good coffee. Thanks again and I will see you next week.
Chris Irving 16:50
Thank you for listening to the confident networker. You can find more episodes and information @ bnian.com.au/podcast
Transcribed by https://otter.ai