June 6, 2004 Money -- Page D01 Professional Partners BUSINESS IN SALINA Networking group increases members' business, exposure Edie Hall Salina Journal Donna Bayes decided there was no reason to discriminate against men. So she expanded her professional women's network, which began as a result of her Mary Kay sales, into the Professional Business Network Salina, a group of local professionals who meet weekly to exchange information and requests for clients. Bayes, president of PBN Salina, said as she did makeovers and facials on clients, they'd often ask her to recommend a nail technician or beautician. This gave her the idea to begin a professional women's network in which women could promote their businesses and network among each other to get referrals. Then, the idea grew one step further. "I was talking to one of the ladies in the professional women's network, Kim Fink, who works with AG Edwards and Sons, and told her I'd like to have an organization where men and women could network among one another so we could help each other with leads and increase our businesses," said Bayes, sales director with Mary Kay. The women started inviting other professionals, and PBN Salina became a reality and has been growing for about a year. The group includes professionals from many fields including an accountant, a financial consultant, a Realtor and an attorney. According to PBN Salina's general policies, only one person from each profession can join the group. Jada Smith, membership chairwoman and vice president of PBN Salina, said this is to eliminate competition within the group. Local professionals favored Also, although one group member is from Herington, Smith said, local professionals would be given priority in joining PBN Salina. "Our goal is to help the local economy, so local professionals would get first preference," said Smith, a Realtor with Coldwell Banker. At PBN Salina meetings, each member gives a one-minute "advertisement," and one member gives a 10-minute presentation. During the one-minute advertisements, members give their name, profession and the services they provide. Then they explain what types of prospective clients group members can help them find. The 10-minute presentations are an expanded version of the one-minute advertisements in which a member explains more in-depth what he or she does, and the types of referrals needed. "And we have a timer," Bayes said. "Otherwise, people tend to get long-winded." Besides increasing their business, members of PBN Salina are able to feel confident referring their clients to people in the group whom they trust. Fink said this was an important aspect of the group for her. "I have a lot of clients who have specific financial goals, and I wanted to make sure that I could help them with that by referring them to someone I trust," she said. "On the other side of it, there are people in the group who know me and know they can trust me to take care of the clients and friends they refer to me." Referrals required PBN Salina requires members to bring at least three referrals or visitors to meetings per quarter to maintain membership. Members also must visit at least two other members per quarter at their place of business. This is part of PBN Salina's "calling card" program and allows members to get a better understanding of each other's businesses. Bayes said the group has increased her business and given her more exposure. "I've been asked to speak at two other club meetings, and it has brought me new customers," she said. "It made me a little bit better known in the community. We kind of track the amount of money we help each other get, and it's becoming a sizable amount." For those interested in joining PBN Salina, Bayes said to contact a group member or come to a meeting from noon to 1 p.m. Wednesdays at Martinelli's Little Italy, 158 S. Santa Fe. She said members pay a $15 registration fee and $24 for annual dues. That money helps offset the cost of a binder each member is provided, as well as upkeep on a members-only Web site. Smith said although the membership committee relies on group members to find people to fill vacancies, the group is open to newcomers, as well. • Reporter Edie Hall can be reached at 822-1402 or by e-mail at sjehall@saljournal.com. Click here to see the original article online at Salina Journal (SalJournal.com).

Donna Bayes (left), sales director with Mary Kay, is president of the Professional Business network Salina, a group of local professionals who meet weekly at Martinelli's Little Italy, 158 S Santa Fe. Other key members of the organization include Jada Smith (center), membership chairwoman and vice president of PBN Salina and a Realtor with Coldwell Banker, and Kim Fink (right), a financial consultant with AG Edwards & Sons and a member of PBN Salina's membership committee.