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Copyright © 2011, BNI 3 All Rights Reserved

Table of Contents Section 1: YOUR PARTICIPATION

Referral Confidence Curve .........................................................................................................6 60-Second Presentations: Your LCDs .........................................................................................7 60-Second Presentation Outline ................................................................................................8 Your Practice 60-Second Presentation ........................................................................................9 10-Minute Presentations ............................................................................................................10 How to Give Good Referrals ...................................................................................................11 What is a Good Referral? .........................................................................................................12 Inviting Mindset .......................................................................................................................13 How to Successfully Invite Visitors Worksheet .......................................................................14 Personal Prospect List (Sample) ................................................................................................15 Top 10 Things Successful Members Do ...................................................................................20

Section 2: YOUR CHAPTER

Philosophy and Mission Statement ..........................................................................................22 General Policies ........................................................................................................................23 Administrative Policies ...........................................................................................................25 Program Guidelines ..................................................................................................................26 International Board of Advisors ...............................................................................................27 Education .................................................................................................................................28 Meeting Agenda Outline ...........................................................................................................29 Official Organizational Terms ...................................................................................................30

Section 3: YOUR SUCCESS

Contact Sphere Worksheet ....................................................................................................... 32 Contact Sphere Examples .........................................................................................................33 Chapter Contact Spheres ..........................................................................................................34 Personal Goal Sheet Setting Profitability Goals ........................................................................35 Performance Goals ....................................................................................................................36 The Notable Networkers “Referral Tracking System” ..............................................................37 Gold Club Badge Qualification Form .......................................................................................38 Contract for Profitability (Member Copy) ................................................................................39 Contract for Profitability (Chapter Copy) .................................................................................40 Member Success Program Verification (Regional Office Copy) ............................................. 41 Member Success Program Verification (Member Copy) ..........................................................42 Anecdotes from Givers Gain® ...................................................................................................43

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Section 1: Your Participation


Referral Confidence Curve

Reference: Masters of Networking Pg. 274- “Your success in getting referrals is directly tied to time and confidence.” Reference: Truth or Delusion Pg. 4- “If you provide good customer service, people will refer business to you.” Pg. 10- “Word-of-Mouth marketing is always working.” Pg. 42- “People who like, care for, and respect you will refer business to you.”


60-Second Presentations: Your LCDs

Break your business/profession down to its critical parts (specific products or services, selected “target markets,” particular benefits, etc.) Include the support material (brochures, letters, references, samples, pictures, etc.) that will support each LCD.

LCD SUPPORT MATERIAL 1. ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ 2. ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ ________________________ ________________________ 3. ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ 4. ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ 5. ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ ________________________ _________________________ Reference: Truth or Delusion Pg. 73- “For networking success, when describing your products or services, you should try to tell people about everything you do.” Reference: The World's Best Known Marketing Secret Pg. 143- “Lowest Common Denominator”


60-Second Presentation Outline

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Your Practice 60-Second Presentation


10-Minute Presentations

DO DON’T


How to Give Good Referrals (excerpted from “BNI Member Orientation Guide”)

The definition of a referral: The opportunity to do business with someone who is in the market to buy your product or service. (It’s not a guaranteed sale, but an open door to discuss your business.)

In giving a good referral there are six points to follow:

1. Listen for a need from someone you’ve met. A good networker has two ears and one mouth and uses them proportionately.

2. Tell the individual that you know someone who can provide that service.

3. If you’ve done business with the member, share your experience.

4. Give out the business card of the person you are referring and ask for the individual’s card.

5. Ask if it’s okay to have the member call.

6. If the answer is yes, fill out a referral slip and give it to the chapter member at the next meeting.

Here are some examples of a good referral:

Hot Referral - Someone needs a telephone system for a new office. A member of BNI gave him your business card and he is expecting your call.

Warm Referral - Someone is new to the area and needs a good chiropractor. A member of BNI gave her your business card and she wants you to call her next week.

Tepid Referral - Someone is shopping for auto insurance and is interested in a quote from your company. A member of BNI gave him your business card and you should call him soon. NOTE: Some professional (such as attorneys) have professional rules that prevent them from contacting a referral directly.


What is a Good Referral?


Inviting Mindset

(The systems, tools, and techniques to build a profitable BNI Chapter) Why to Invite Consistently - For referrals - To develop Contact Spheres - To build contacts and relationships outside the chapter - Attrition - Chapter/Member exposure How to Find Visitors’ - Would you like to meet number of local business people who can benefit your business? How to Invite Visitors’ (Have a System) - Building your Contact Sphere How to Measure - Increased Referrals - Two or more new members a month A. Are you looking to grow your business? B. Would referrals help you grow your business? C. If I can invite you to a meeting where you would meet other business professionals who may want to

refer to you over time, would you want to come?


How to Successfully Invite Visitors Worksheet

Say: If yes, If no, DO: DO NOT:


Personal Prospect List (Sample)

Occupation /Classification Person to be Invited Phone Number Email Address Date(s) Contacted Results

Accountant/CPA

Acupuncture

Advertising Agency

Advertising Specialist

Antique Restorations

Architect

Attorney: Family Law, Divorce

Attorney: Personal Injury, Criminal

Attorney: Wills, Contracts, Real Estate

Audio-Visual Technician

Auto Body Shop

Auto Repair

Auto Sales

Banker

Bookkeeping Services

Business Consultant

Business Machines/Copiers

Carpet & Upholstery Cleaner

Caterer

Cellular Communications

Chiropractor

Cleaning Service (Res & Commercial)

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Occupation/Classification Person to be Invited Phone Number Email Address Date(s) Contacted Results

Collection Agency

Computer Sales and Service

Computer Networking

Contractor (General & Remodeling)

Cosmetic Sales

Data Cabling

Data Processing

Data Storage

Dentist

Direct Mail Company

DJ

Document Imaging

Electrician

Equipment Leasing

Event Planner

Financial Planner

Florist

Furniture Co. (Residential & Remodeling)

Gift Baskets

Graphic Artist

Hair Stylist

Heating/AC Contractor

Insurance-P&C

Insurance-Life, Health & Disability

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Interior Design (Res and Commercial)

Internet Marketing

Internet Service Provider

Jeweler

Landscaper

Long Distance Telephone Sales

Management Consultant

Marketing Consultant

Massage Therapist

Merchant Services (Credit Card Processing)

Mortgage Banker/Broker

Moving Company

Multimedia Promotions

Nutritional Products

Office Supplies

Optometrist

Personal Chef

Personal/Professional Coach

Pest Control

Phone System Integrator

Photographer

Physical Therapist

Physician

Plumber

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Podiatrist

Printer

Professional Organizer

Property Management

Psychotherapist/Counselor

Public Relations

Radio Advertising

Real Estate-Commercial

Real Estate-Resident

Relocation Services

Sales Trainer

Security Systems

Sign and Banner Company

Software Consultant

Software Trainer

Stock Broker

Technical Writer

Technology Planner and Consulting

Telecommunications

Telemarketing

Telephone Systems

Temporary Service

Trade Show Promotions

Travel Agent

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Trophies

Videographer

Virtual Assistant

Web Design

Web Hosting

Wireless Communications

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Top 10 Things Successful Members Do

1. “Trust Takes Time” (Look at the referral curve to see how it works!) 2. Stand 3. Don't say "anyone" or “full service”! 4. Ask for what you want (State if you want a cold call or introduction) 5. Stand and say, "I Have" (Give ONE testimonial if you don't have a referral) 6. Get and train your substitutes (Bring as your guest to a meeting!) 7. Follow-up (Provide great service for Tier 1's and Tier 2's) 8. Give feedback to your referral sources (Thank them; let them know how it went!) 9. Invite 10. Do One-to-Ones (Do at least one per week)


Section 2: Your Chapter


Philosophy and Mission Statement

BNI’s Philosophy Success in BNI means you need to be a positive and supportive member of an organization based upon mutual support. This requires commitment to your fellow members as well as to the philosophy of “Givers Gain®”: by giving business to others, you will get business in return. Mission Statement Our mission is to help members increase their business through a structured, positive, and professional “Word-of-Mouth” program that enables them to develop long-term, meaningful relationships with quality business professionals.

BNI Core Values 1. Philosophy of Givers Gain®

2. Building Business Through Meaningful Relationships 3. Training & Education 4. Traditions + Innovation = Success (T+I = S) 5. Positive Attitude

Networking Code of Ethics

When evaluating members, please apply the following Code of Ethics to the various situations. This is not meant to be a list of specifics, but can be applied in principle to almost any conflict or complaint. Upon acceptance to BNI, I agree to abide by the following Code of Ethics during the service of my participation in the organization: 1. I will provide the quality of services at the price I have quoted. 2. I will be truthful with the members and their referrals. 3. I will build goodwill and trust among members and their referrals. 4. I will take responsibility for following up on the referrals I receive. 5. I will display a positive and supportive attitude. 6. I will live up to the ethical standards of my profession. (Professional standards outlined in a formal code of conduct for any profession supersede the above standards.)


General Policies

1. Only one person from each professional classification is permitted to join a chapter of BNI. Membership Committees of each chapter have final authority relating to classification conflicts.

2. Members must represent their primary occupation, not a part-time business. 3. The weekly meetings last for 90 minutes. Members need to arrive on time and stay for the entire

meeting. 4. An individual member cannot be in a second BNI chapter nor in any other group that allows only one

person per profession and whose primary purpose is to pass referrals to one another, because it substantially reduces their commitment to the chapter member. Membership Committees must enforce this policy.

5. Attendance is critical to the group. If a member cannot attend, you may send a substitute (not a

member of your chapter) to the meeting. This will not count as an absence. A member is allowed three absences every six months (April through September and October through March). More than this and the member’s classification is subject to being opened by the chapter’s Membership Committee.

6. Members are required to bring bona-fide referrals and/or visitors to their chapter of BNI. Chapters

may establish a minimum number of referrals and/or visitors that is acceptable to maintain membership.

7. Visitors may attend chapter meetings up to two times. 8. Speakers must bring a door prize. Only members bringing a visitor or a referral are eligible for the

door prize. 9. There are no leaves of absence except for medical leaves. A member may take up to eight weeks

medical leave with the Membership Committee’s prior approval if fees are pre-paid for that period of time and they attempt to have someone “fill in” during their leave.

10. It is the member’s responsibility to file a concern with the Membership Committee of their chapter if a visitor "who submits an application in any way conflicts with their classification." This

should be done before the visitor is approved for membership. If there are no complaints, the Membership Committee will “assume their consent.”

11. Members who wish to change their classification must submit a new membership application and get approval from the Membership Committee for that classification change. 12. In case of problems with a member, Membership Committees may, at their sole discretion, put a

member on probation relating to the member’s business practices or commitment to the chapter.


13. A member’s classification may be opened for failure to comply with the policies and/or the code of ethics of BNI. Membership Committees of the chapter may open classifications. In the absence of a Membership Committee, the Leadership Team may fulfill that responsibility. 14. If the Leadership Team fulfills all responsibilities throughout their term, they will receive as consideration and exemption of dues during their tenure as a Leadership Team Member. The Leadership Team must agree to the terms outlined in the Leadership Team Agreement in order to hold a position and must go through training before participating. 15. In the absence of a Membership Committee, the Leadership Team may act as an ad hoc Membership Committee until one is established. 16. All BNI membership lists are for the purpose of ‘giving’ referrals and not for soliciting (via e-mail, direct mail, or other means) BNI members or Directors without their prior approval. 17. All new members must attend Member Success Program (MSP) training in their region within the first 60 days after their induction. Only after attending the MSP training may the new member be added to the “speaker rotation” of the chapter. Any new members not attending the MSP training with the first 60 days after being inducted into the chapter will be subject to having their classification open by the Membership Committee. 18. Policies are subject to change. All proposed policy changes need to be reviewed first by the Board of Advisors.

19. Other than normal BNI printed materials, members may not use the BNI Intellectual Property (e.g. logos, trademarks, names, slogans, copyrighted materials, etc.) to manufacture, distribute,

sell, market, or promote any product or service, or otherwise use the BNI Intellectual Property without obtaining the prior written consent of BNI HQ or the appropriate National Office. Members must agree to abide by the BNI Branding Standards for any permitted use.


Administrative Policies

1. There is an initial registration fee. Fees are paid annually or biennially. Contact the local Secretary/Treasurer for amounts. Fees may also be paid with VISA, MASTERCARD, DISCOVER, OR AMERICAN EXPRESS, CASH or CHECK. 2. BNI may establish chapters in every city or community with people interested in developing a

referral-based business. In addition, BNI reserves the right to open more than one chapter per community or city where BNI's services are requested.

3. Membership dues are payable 30 days prior to the due date. Members not paid by the first meeting

of the month they are due, are considered late and will be assessed a late charge. If fees are not paid within 15 days, the member will be officially dropped by BNI.

4. Fees are non-refundable. A certificate of credit will be given, upon request, to members in good

standing for the unused portion of their time. 5. Fees cannot be transferred from one person to another unless the fees are from the same company. 6. BNI has a strict policy on returned checks. A member has three working days in which to contact

their Regional BNI office and resolve the matter. Any returned checks not resolved within this period will be turned over to collections. All returned checks will be assessed a minimum $25 returned check fee. If a member submits a second NSF check, that member will be subject to immediate termination.

7. BNI is a marketing service provider by BNI Enterprises, Inc. BNI or any of its franchisee reserves the right to discontinue a member’s participation in this program.

8. A member requesting a transfer from their current chapter to a new chapter will be required to submit

a completed new member application to the Membership Committee of the new chapter. In addition, if the member has less than 12 months of paid membership credit, they must submit a renewal payment. Or, if the member has more than 12 months of paid membership credit, no additional investment is required. Upon acceptance into the new chapter, the credit from their previous chapter will be added to their membership in the new chapter as well as the renewal time, if applicable.


Program Guidelines

Program Guidelines are not policies, but are recommended practices that allow chapters to run more smoothly and effectively. VISITING CHAPTERS ~ Members visiting other chapters should announce that they are from another chapter. ~ Visiting members must not do or say anything that competes with a member of that chapter. ~ The chapter should be cautious in giving referrals to individuals they don't know, including visiting members. ~ Visiting members should pay for their own meal. ~ Before visiting another chapter, the visiting member should call that chapter's President first. ~ A visiting member should visit on the same basis as a regular visitor, i.e., no more than twice. ABSENCES AND TARDINESS ~ Absences and tardies mean less business for members; therefore, the Membership Committee of a chapter may give warnings to members who are consistently late or leave early. If the problem continues, the member's classification may be subject to being opened by the Membership Committee. SUBSTITUTE PROGRAM ~ People to consider for substitutes include: your customers, clients, patients, friends, family, and/or employees. ~ The primary purpose for a substitute is to represent a BNI member. BNI recommends minimal use of a substitute. However, a member may use a substitute up to three times in a six-month period. ~ The chapter should be aware that a substitute will be attending the meeting. The Visitor Hosts should be there to greet the substitute and welcome him/her to the meeting. MULTI-LEVEL MARKETING ~ Multi-level marketing members of BNI should represent their products and services in BNI and not the business opportunity element of their businesses.


INTERNATIONAL BOARD OF ADVISORS

An International Board of Advisors exists to address policy issues relating to BNI.

The International Board of Advisors is made up of regular members

(like yourself) from various chapters throughout BNI.

The Board’s purpose is to ensure that there is open communication between the membership and BNI Headquarters. If you have an issue or concern that you

would like addressed by the International Board of Advisors, contact your Regional/Executive Director for more information.

BNI Policies Come From:

Who Enforces BNI Policies?:

The Attendance Policy Says:

The Purpose of the Attendance Policy is To:


Education

Two of BNI’s goals are: 1. To educate members that networking is more about “farming” than it is about “hunting”; it is about

cultivating relationships. 2. To better educate, guide, and inform members in the process of developing a Word-of-Mouth

based business. Members know that a commitment from BNI and a commitment from members help accomplish these goals. The arena to help members achieve success is their weekly Chapter meeting. At weekly meetings, members teach members about their respective businesses and the Chapter Education Coordinator shares Word-of-Mouth insight that has been documented or experienced. Success is generated through the referrals passed and the relationships that ensue. The keys to effective Word-of-Mouth education are:

Delivering solid 60-Second and 10-Minute Presentations

Developing a contact sphere that truly compliments your profession

Implementing a plan that puts the “Givers Gain®” philosophy of BNI at the forefront of helping others to achieve positive results

Providing fellow members with from-the-heart testimonials that applaud the credibility of other members’ hard work

You can polish your skills by reading articles and books and listening to CDs about the art of networking. The BNI website, www.bni.com, provides specific recommendations in the BNI Store section. Meet outside of your chapter meeting with fellow members in One-to-One meetings to learn and teach one another about the businesses each of you represent. In summary, make education a priority of your networking experience. The more you learn, the stronger the referrals and relationships you build are, thus solidifying your business foundation.


Meeting Agenda Outline 1. Open Networking 2. Welcome visitors and introduce Leadership Team, Membership Committee, Visitor Hosts, Education Coordinator and Event Coordinator 3. Purpose and Overview of BNI 4. Networking Education 5. Announce BNI Network Leaders 6. Pass business card box 7. Welcome new and/or renewing members to the organization 8. Members introduce themselves and give 60-Second Presentation 9. Welcome visitors to BNI, have members introduce them 10. Vice President’s Report 11. Membership Committee Report 12. Secretary/Treasurer announces speaker rotation 13. Speaker(s) give 10-12 minute presentation, including questions and answers 14. Referrals & Testimonials 15. Referral Reality Check 16. Secretary/Treasurer’s Report 17. President thanks visitors 18. BNI announcements, reminders and special reports 19. Door prize drawing(s) for members bringing visitors or referrals 20. Close meeting


Official Organizational Terms Our Philosophy The philosophy of this organization is built upon the idea of Givers Gain®: by giving business to others, you will get business in return. This is predicated on the age-old idea of “What goes around, comes around.” Code of Ethics A set of six principles describing accepted conduct for members of the organization. When a decision must be made related to ethical behavior, the Code of Ethics helps guide that decision. General Policies The course of action which is to be taken with regard to specific issues or questions that are commonly found within the organization’s membership. The polices are designed to be prudent, expedient and advantageous for overall membership. All policies are approved by the International Board of Advisors. It is expected that members comply with the policies. Administrative Policies The actions followed when the BNI administrative leaders are faced with ambiguous circumstances requiring a decision. Guidelines Like administrative polices, the organizational guidelines help determine the BEST ADVICE on how to make a decision when circumstances regarding members are ambiguous. Benefits of Membership Membership in BNI offers the potential for greater results with decreased effort than that achieved by working apart from, or outside of, the organization. BNI membership offers increased opportunity to add value to one’s business in comparison to working alone. The BNI Philosophy, ethics, policies and guidelines perform the same function as a constitution for a society or association, the articles of incorporation for a corporation, or a town’s by-laws. By complying with the directives of the social group, members increase the likelihood of getting value for their membership. Non-compliance with the organizational directives has consequences.


Section 3: Your Success


Contact Sphere Worksheet “Contact Sphere” are businesses or professionals that naturally provide a source of referrals for one another. They are in somewhat related but non-competitive businesses. Businesses in a contact sphere have symbiotic relationships in that they support and enhance one another. After you have indentified what professions are in your contact sphere, circle the number next to the ones that are not currently represented your chapter. Announce at your next chapter meeting what classification you would like to see filled in your chapter. By asking other chapter members if they know someone in that field, they may be more willing to invite them to visit the chapter.

Your Contact Sphere

Your Profession/Classification

Related Professions:

1. ____________________________________________ 2. ____________________________________________ 3. ____________________________________________ 4. ____________________________________________ 5. ____________________________________________ 6. ____________________________________________ 7. ____________________________________________ 8. ____________________________________________ 9. ____________________________________________ 10. ___________________________________________

Reference: The World’s Best Known Marketing Secret Pg. 58- “Contact Spheres”


Contact Sphere Examples

Related businesses that are non-competitive and have a symbiotic relationship.

Real Estate Business Technology Health &Wellness Residential Local Phone Services Chiropractor Commercial Cellular/Paging Massage Therapist Land Contractors Digital Data/Internet Nutritionist Appraiser Computers (all areas) Dentist Banker Copiers and Fax Machines Herbalist Mortgage Lender Long Distance Service Podiatrist Home Inspectors Video Productions Health Insurance Attorney Office Furnishings Optometrist P and C Insurance Commercial Security Air Purification Property Management Commercial Real Estate Water Sales Surveyor Equipment Rental Veterinarian Security Systems Personal Trainer Professional Services Contractor/Trades Business Services Attorney Painter Printer CPA Carpenter Graphics Design Financial Consultant Plumber Promotional Advertising Banking Electrician Direct Mail Advertising Payroll Services Floor Coverings Marketing Consultants Public Relations Roofers Sign Company Staffing Services Landscaping Mail Boxes Management Services Heating and A/C Office Supplies Credit Card Processing Architect Cleaning Services Commercial Services Interior Decorator Sales Trainer Collection Agency Pest Control Fleet Sales Specialty Services Marketing Events Upholsterer Marketing Consultant Gift Baskets Auto Sales Public Relations Florist Restoration Services Printer Events Planner Auto Body Shop Graphic Designer Photographer Pet Sitting Signs Travel Agent Furniture Company Direct Mail DJ Moving Company Promotional Products Videographer Cosmetic Sales Advertising Food/Coffee Service Hair Dresser Multi-Media Limousine Service Jeweler Caricature Artist Clothier Caterer Alterations


Real Estate

Health and

Wellness Financial

Marketing Business and Events Services Contact Spheres A Contact Sphere is a group of related professions that work with the same clients but do not take business away from each other. In a successful BNI Chapter you will find five Contact Spheres with five or more members per sphere–total chapter size of 25 – 30 members. In this environment, members will find 50% of their referrals coming from their Contact Sphere and the other 50% of their referrals coming from the rest of the chapter. The following lists are examples of professional categories that fit the contact sphere profile. It is important to note that some professions will be in more than one contact sphere and that there could be more professional categories than are listed here.

Chapter Contact Spheres

Financial

Real Estate

Health &Wellness

Financial Planner Stock Broker Banker CPA Bookkeeping Insurance– Health and Life Employee Benefits Accounting Merchant Account HR Professional Charitable Organizations

Business Insurance Attorney, Estate Planning

Attorney, Elder Law

Real Estate Agent Mortgage Broker Insurance–P&C Moving Co. Home Inspector Appraiser Title Company Landscaping Interior Design Flooring Painter Security Systems Electrician Plumber Handyman Window Coverings Remodeler

Chiropractor Massage Cosmetic Sales Personal Trainer Hairdresser Nutritional Products Optometrist Jeweler Image Consultant Spa Veterinarian Dentist Psychotherapist Home Health Care Assisted Living Air/Water

Purification Medical Billing

Event Planner Travel Agent Caterer Printer Photographer Promotional

Products Signs Florist Direct Mail Web Site Design Advertising Co. Graphic Design Public Relations Formal Wear Limo Service Gift Baskets

Mgmt. Consultant Computer Networking

Office Supplies Telephone Systems Wireless Phones Phone Service Office Furniture Sales Training Business Machines Staffing Agency Attorney, Corporate Attorney, Patent Organizer Computer Equipment Computer Repair Answering Service

Marketing& Events Business Services


Personal Goal Sheet Setting Profitability Goals

Members know the importance of attending BNI Chapter meetings weekly, inviting visitors each week, participating in One-to-One’s once a week, consistently looking for opportunities to give referrals, and all the other things that being part of BNI requires of us.

You need to have a good reason to do all that!

Knowing where you are going and being convinced that this is the path that will get you there is that good reason. As Yogi Berra put it, “If you don’t know where you’re going, chances are you will end up somewhere else.” What goals have you set for twelve months from now? How do you envision success in BNI at that point? To “get there,” you need two types of goals. The first is… MY PROFITABILITY GOALS Defining your desired gain.

The dreams you have about your business and the goals you set to get you there provide the PULL that enables you to get up every day and do the things that will get you there.

The Givers Gain® Ratio-The referrals received and the referrals converted to customers or clients will be higher for some professionals than other based on the dollar amount and perceived risk involved in purchasing from you. Monitored through... Monitored through...

The Notable Networker’s “Referral Tracking System” DATE REFERRAL’S

NAME REFERRED

BY CONTACTED

REFERRAL ON (DATE)

INTEREST - HOT-WARM

- TEPID - COLD

MEET ON (DATE)

FOLLOW UP MEETING(S) ON

(DATE)

STATUS CLOSED (SOLD) MIGHT CLOSE

NO CLOSE

APPROXIMATE VALUE

(IF CLOSED)

SPIN OFFS YES/NO

HOW MANY

Reference: Master of Success Pg. 91 - “Goals and Vision”

Referrals gained by (date) Which represents: $ in initial revenue $ in ongoing monthly revenue


Performance Goals

Setting Performance Goals To make certain you achieve your Profitability Goals, you also need to establish and commit to PERFORMANCE GOALS. BNI General Policy #6 states, “Members are required to bring bona-fide referrals and/or visitors to their Chapter of BNI. Chapters may establish a minimum number of referrals and/or visitors that are acceptable to maintain membership.” What does this policy tell you about the importance of referrals and visitors? Read through the goals listed below and…

Check each one you accept. Fill in the blanks where you have options. Add any you wish at the bottom...and sign and date this Performance Goals Form.

____ Attend every weekly meeting. ____ Keep my Business Card file up-to-date and with me at all times so I can refer Chapter members whenever and wherever there is an opportunity to do so. ____ Arrive 15 minutes before each meeting, wear my badge, and network. ____ Be ready with a well-prepared 60-Second Presentation. ____ Complete and turn in my Member Biography to my Chapters’ Secretary/Treasurer and ask to be scheduled for my first 10-Minute Presentation. ____ Be ready to give my 10-Minute Presentation at every opportunity my chapter provides. ____ Meet One-to-One with another member of my chapter at least ____ times per month. ____ Read Givers Gain® and listen to the CD within ____ weeks following this training.

____ ___________________________________________________________________ Signed: ____________________________________________Date: ________________


The Notable Networker's “Referral Tracking System”

Date

REFERRAL'S NAME

REFERRED BY

CONTACTED REFERRAL ON (DATE)

INTEREST -HOT-WARM -TEPID-COLD

MEET ON (DATE)

FOLLOW UP MEETINGS(S) ON MIGHT CLOSE NO CLOSE

STATUS

CLOSED (SOLD)

APPROXIMATE VALUE

SPIN OFFS YES HOW MANY NO

Reference: Truth or Delusion Pg. 23 - “You can control the amount and frequency with which referrals come to you.” Pg. 100 - “Unlike cold-calling, the referral process is difficult to measure.”


Gold Club Badge Qualification Form Once you sponsor six new members, you qualify for a Gold Club Badge. Simply fill out the information

below, have your President verify, and send to your Director. Your Name:

Chapter Name: New Members Sponsored:

NAME PROFESSION DATE JOINED

President’s Signature Date Reference: Truth or Delusion Pg. 47 - “The majority of business professionals who get involved in referral groups are seasoned, established individuals.” Pg. 89 - “It’s not what you know, but who you know.” Pg. 117 - “The larger the networking group, the more referrals it will generate.”

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Contract for Profitability I, _____________________, agree to the following terms and conditions as part of my membership in this Chapter of BNI and as a dedication of my own profitability to others. 1. I will attend every meeting and when I am unable to attend, I will send a substitute to take my place.

I understand that on the 4th absence within a six-month period, the Membership Committee may open my classification to another qualified professional.

2. I will arrive on time each week and not leave early. 3. I will give good, qualified referrals. 4. Whenever possible and applicable, I will switch my personal buying to appropriate members of this

BNI Chapter, or members of other BNI Chapters. 5. I agree to maintain ethical standards that are equal to or above that of the rest of my profession. I

agree to be truthful with other members and any qualified referrals. 6. I will always give the kind of high quality service I expect from others. 7. I will provide the products and services at the prices I have quoted. 8. I will build goodwill and trust among the members and their referrals. 9. I will take responsibility for following-up promptly on the referrals I receive. 10. I will read the BNI Member Policies brochure, and follow the BNI policies and Code of Ethics. Print Name: Signature: Date: Chapter Name:

(Member Copy)

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Member Success Program Verification

Name of Chapter: Date Inducted: Name of New Member: Sponsor: Occupation: Business Phone: has clearly explained the following:

1. All the policies and procedures of BNI.

2. Substitution program-I have will have a substitute. 3. BNI Code of Ethics. 4. How to develop referrals for members. 5. Inviting visitors. 6. Effective use of my business card holder. 7. Discussed my 60-Second Presentation. 8. Importance of meeting with other members One-to-One. 9. Discussed my "biography"-received Member Biography Sheet. 10. Explained the importance of wearing my business card holder. 11. I have have not been inducted into the chapter. 12. I have have not received Dr. Misner's CD. 13. I own borrowed want to order Masters of Success, Masters of Sales, The World’s Best Known Marketing Secret, Masters of Networking, Networking Like a Pro, Truth or Delusion, and The 29% Solution 14. Other: ____________________________________________________________________ Date: ____________ Member's Signature: _________________________________________ Person doing orientation sign here: ________________________________________________ (Member Copy)


Anecdotes from Givers Gain® Dear BNI Member:

Givers Gain® is a different kind of book. Rather than a “how to” on networking or referrals, Givers Gain® is the corporate culture of BNI-our history and philosophy. These are anecdotes, stories, explanations and perspective on why particular policies and guidelines have been established, resulting in BNI becoming the largest and most successful referral organization in the world. We believe when you see something in writing that explains the history, it’s often easier to understand the hidden element in the policy, procedure, or guideline. It’s also a fun read!

Below are the highlights. We’ve listed the topic, page number on which it can be found, and relevance. The First BNI Chapter, “The Network”-Page 9 - 10. A “single, typed sheet of paper became our starting point.” The agenda, virtually unchanged today, is born. Function of the Membership Committee-Page 11. “We had to have systems of accountability to keep our chapters from turning into coffee klatches or social clubs.” The Birth of Training-Pages 15 - 17. “Training has been an important element of BNI from the beginning.”

The Importance of Testimonials-Pages 17 - 20. “This was the first of many BFOs (Blinding Flash of the Obvious) we’ve had in BNI.”

“Look for people, not places or professions.”–Pages 25 - 26. BNI spreads by “Word-of-Mouth”, not by “cold calling”. “BNI is a networking organization – and from its earliest days to right now, networking is how BNI lives, breathes, and grows.”

The Board of Advisors-Pages 37 - 40, and 59. “By 1990, every single policy in the organization had been either written or approved by the Board of Advisors.”

“We’re Different”-Pages 55 - 57. “We all speak the language of referrals.”

Hidden Elements-Dr. Misner breaking his “kata” into its individual parts. Pages 61 - 64. “Mastering the hidden elements is vital in the art of networking.”

Experimental Programs-Education Coordinator, Member Success Program. Pages 78 - 80.

Keeping the Fun in Fundamentals-Page 87. “If you’re not enjoying the journey, you’re probably not going to enjoy the destination.” We sincerely hope these points help you in understanding the BNI traditions! Enjoy the journey!


Section 4: Plan Your

One-to-Ones


One-to-One Planner

Get to Know Your Members and Increase Your Referrals

Use this One-to-One Planner to plan and conduct your One-to-One Meetings. Keep original copies of your worksheets, ready to fax or e-mail to the person you will meet with next. The worksheets you can use include the Member Biography Sheet, Contact Sphere Planning Worksheet, GAINS Worksheet and Previous 10 Customers.

www.bni.com


One-to-One Tracking Sheet

Date/Time Partner Location

Week 1

Week 2

Week 3

Week 4

Week 5

Week 6

Week 7

Week 8

Week 9

Week 10

Week 11

Week 12

Week 13

Week 14

Week 15

Week 16

The One-to-One Tracking Sheet is a great tool to use to get to know the members of your chapter outside of your weekly BNI meeting. By systematically developing your relationships with other members, you will have a better understanding of each another’s businesses and be able to pass more referrals. Use the tracking sheet to schedule your One- to-One meetings.

www.bni.com


Our Speaker: _____________________________________________________________ Date: __________________________________________ Business Name: ____________________________________________________________________________________________________________ Profession: ________________________________________________________________________________________________________________ Location: ____________________________________________________________________________________Years in This Business: __________ Previous Types of Jobs: ______________________________________________________________________________________________________ FAMILY INFORMATION: A. Spouse __________________________________________________________________________________________________________ B. Children _________________________________________________________________________________________________________ C. Animals __________________________________________________________________________________________________________ Hobbies: ___________________________________________________________________________________________________________________ Activities of Interest: _________________________________________________________________________________________________________ City of Residence: _____________________________________________________________________________ How Long?___________________ My Burning desire is to: _______________________________________________________________________________________________________ Something no one knows about me: ______________________________________________________________________________________________ My key to Success.._________________________________________________________________________________________________________________ _________________________________________________________________________________________________________________________________

Member Biography Sheet

BUSINESS INFORMATION

PERSONAL INFORMATION

MISCELLANEOUS


Goals Goals are the business or personal objectives you want or need to meet for yourself or the people who are important to you. You need to define your goals and have a clear picture of the other person’s goals. The best way to build a relationship with someone is to help them achieve their goals! Accomplishments People like to talk about the things they are proud of. Remember, some of your best insight into others comes from knowing what goals they have already achieved. Your knowledge, skills, experiences and values can be surmised from your achievements. Be ready to share your accomplishments with the people you meet. Interests Your interests can help you connect with others. Interests are things like playing sports, reading books and listening to music. People like to spend time with those who share their interests. When you and your network source share the same interests, it will strengthen your relationship. Networks You have many networks, both formal and informal. A network can be an organization, institution, company or individual you associate with. Skills The more you know about the talents and abilities of the people in your network, the better equipped you are to find (and refer!) competent, affordable products and services when the need arises. And when you’re trying to round up business opportunities, the more people you know about your skills, the better your chances!

How well do you know the people you want to include in your network? Chances are you have a little homework to do. Spend more time with the people you already know and concentrate on learning these five essentials-their goals, accomplishments, interests, networks, and skills. Make sure you give back the same kind of information. The more they know about you, the faster your name will come to mind when an opportunity arises in which your products, services, knowledge, skills or experience might play a part.

GAINS Worksheet

Goals

Accomplishments

Interests

Networks

Skills


Contact Sphere

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

Contact Spheres are made up of businesses or professional that naturally provides a source of referrals for one another. They are in somewhat related but non-competitive businesses. Businesses in the same Contact Sphere have a symbiotic relationship in that they support and enhance one another.

What three professions would help you round our your contact sphere? (write then down in the space below)

Make a commitment to your one-to-one partner to help fill their Contact Sphere by inviting people to BNI that are in his/her “Top 3!”

Contact Sphere Planning Worksheet


Previous 10 Customers

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

Previous 10 Customers Worksheet

Notes on Customers Where did they come from? What did you do for them? Are these average clients?

Makes notes in the space below about your previous 10 customers.

Notes on Referrals What are other referral sources? What are “good” referrals? What are “bad” referrals?

Make notes in the space below about referrals. List your previous 10 customers. Think about how you can increase the referrals you receive by helping your one-to-one partner understand how to find you more customers like these! Were these customers in a certain kind of business or market? Were these customers in a specific position that you are targeting? Are there other specific companies that you are targeting that are similar to these? Note: Some professions have confidentiality requirements; if you are in one of these professions you can describe the “qualities” or “characteristics” that make your best customers your best customers.


How To Schedule Your One-to-One It’s as simple as scheduling one meeting a week with one of your BNI members!

1. Set Time and Date 4. Bring Worksheets to One-to-One

Your office or theirs (preferred)

Restaurant or Coffee Shop

Pick a time to meet! It is better if you meet at your One- To-One partner’s office because you can learn more about their business. 2. Prepare Your Worksheet 5. Meet with Your One-to-One Partner 3. Exchange Information Before the Meeting 6. Commit and Agree on Goals

Bring the same materials to your One-to-One meeting that you faxed or emailed earlier. You can also bring other materials that will help you help each other. For example, you can bring testimonials from your customers or your rolodex to share, if appropriate.

Biography Sheet GAINS Worksheet Last 10 Customers Worksheet Contact Sphere Planning Sheet

Take the time to prepare your One-to-One Worksheets. The worksheets will help you share important information with your One-to-One partner about your business and how to find referrals for you.

Meet with your One-to-One and learn as much as possible about how to find referrals for them. Use the worksheets as a way to get started.

Fax or email your four worksheets to your One-to-One partner before your meeting. If you are meeting with many members of your chapter, keep the originals handy, and fax or email them to the next person on your list a week ahead of time.

One short-term referral

One long-term referral

Invite prospects from your One-to-One “Contact Sphere Top 3”

Meet again

Make a commitment to help your One-to-One partner with referrals, both short-term and long-term. At the same time, invite prospective BNI members from their “Top 3” list to help them build their network through BNI and their Contact Sphere. If you met at someone’s office, plan to meet at the other person’s office next time.

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Online Resources

For more ideas on how to improve your networking success, utilize the following: 1. Our International BNI website- www.bni.com a. BNI Store for Books and Audio CD’s b. Monthly SuccessNet™ Newsletter c. Find a chapter d. International Director Contact List 2. Dr. Misner’s Weekly Podcast www.bnipodcast.com 3. Dr. Misner’s Blog www.networkingentrepreneur.com 4. Dr. Misner’s Networking Column www.entrepreneur.com/columnists/ivanmisner/archive52902.html 5. networkingnow.com 6. Your local region’s website: a. Advanced Training Programs b. Local Regional Events

www.bni.com Visit our website!


Section 5: BNI Outreach


WHAT IS THE BNI-MISNER FOUNDATION? The BNI Foundation is a non - profit program that supports charitable causes relating to children and education anywhere in the world where BNI has chapters. The primary focus of the BNI Foundation is to provide mini - grants for children’s educational projects. These grants may be applied for “by referral only,” in keeping with our corporate culture. WHY WAS IT CREATED? Because of the growth of BNI, the organization felt that the BNI Foundation would be a good way to give back to the communities in which BNI operates. Since our corporate philosophy is Givers Gain®, creating a charitable foundation was a natural fit. WHAT IS THE THEME? BNI International Board of Advisors (made up of members throughout the world) has selected children and education to be the theme for this foundation. HOW IS THE FOUNDATION STRUCTURED? The complete name for this foundation is the BNI - Misner Charitable Foundation. This charitable fund is a part of a foundation which has been ranked among the top ten foundations in the world. The name of the parent foundation is the California Community Foundation (CCF). BNI has connected with this existing foundation to reduce the time and cost of creating a stand - alone foundation. For more information on the California Community Foundation, you may view their website at www.calfund.org. WHAT ARE DONOR - ADVISED CONTRIBUTIONS? Contributions from the general fund go toward children’s educational projects; however, Directors, regions, Chapters, or individuals who make a minimum $250 donation may make a “donor advised” request, which can direct the funds to any legitimate charity of their choice, within CCF Guidelines. The BNI Foundation will make contributions to legitimate charitable causes only. In the United States, this includes only organizations with the IRS designation of 501 - C - 3 and public schools. HOW DO I PARTICIPATE? An individual member, Director, Chapter, or a region may participate in the BNI Foundation by sending tax - deductible contributions to BNI, made out to the BNI-Misner Charitable Foundation. Recognition is given yearly for certain donor levels to individuals and chapters. You may also refer charities to our office to be invited to apply for a mini - grant. HOW ARE GRANTS AWARDED? The Executive Board of Advisors and the Directors’ Fund Development Committee review each application and make their recommendations for approval to the Foundation Administrator. Grants are awarded based on the impact the funds will have on the students and how many students will benefit from the donation.

For a Donor Form or more information, please visit: www.bnifoundation.com [email protected]


Strategic Alliance Program

What does it mean to have a Strategic Alliance with BNI? Companies that have formed a Strategic Alliance with BNI are in alignment with, and support, our mission. We establish a plan to proactively provide one another with information, support and referrals. Ultimately, we are committed to helping each other accomplish specific goals through effective cross promotion within our respective organizations. What are some of the benefits of forming a Strategic Alliance with BNI?

1. Access to cutting edge business networking concepts, articles and bestselling books 2. Networking experts are available as keynote speakers 3. A link to your organization will be available on our international website 4. Reciprocal conference sponsorship opportunities

Much, much more… How do you develop a strategic alliance with BNI? It’s as easy as 1-2-3…

1. Establish a relationship with (and support) the BNI Executive Director in your area. 2. Visit http://www.bni.com to be sure you’re aware of (and support) BNI’s current Strategic Alliance relationships. 3. Ask your local BNI Executive Director to refer you to a member of BNI’s Strategic Alliance Committee.

Want more from your networking? We want more for you!

That is why we have strategic partners who believe in and who are committed to the BNI philosophy.

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Local Business Global Network®

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Book and CD Worksheet

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BNI Slips Program Slips Protocol: Complete your slips in advance of your weekly BNI meeting. When you bring your completed slips to the meeting, you demonstrate that you are prepared to spend valuable, face-to-face meeting time building relationships with your referral partners. The goal is to avoid the distraction of filling out slips after you arrive. During open networking, you should discuss referrals, arrange one-to-ones, greet visitors and talk about chapter business. When we follow proper slips protocol, we position ourselves and others to receive the greatest benefit from our structured meeting.

BNI Referral Slip

Referral slips are used to: 1. Report and track referrals

you pass to other members. 2. Record when you have a

first time visitor present at your BNI meeting.

Before you pass a referral and turn in the referral slip at your BNI meeting, make sure you have contacted the person you are referring. You know you have a “qualified referral” when the person you are referring is expecting a call from your member with anticipation.

One-to-One Slip

CEU Slip TYFCB Slip

One-to-ones are key to relationship building and learning how to pass referrals to your members. Use the light blue One-to-one slips to report One-to-one meetings you have completed.

There is a direct correlation between networking education you complete and revenue you generate from referrals. Use the goldenrod CEU slips to report training and education you achieve.

It is up to the member who receives a referral to acknowledge the member that passed them the referral. Use the light green TYFCB slips to report revenue you generate from referrals you receive. When you turn in this slip, you remain anonymous. Be consistent in your reporting.

Vice President’s Reminder: Your Vice President will remind you to complete your slips legibly so you receive appropriate credit for your activities.

Revised 2/27/2012


One-to-one follow-up explanation: Purpose: This form is to track One-to-one meetings between members as a source document to BNI Connect. Completion: The member who initiated the One-to-one should be the person completing the form and is responsible for submitting it to the Vice President at the chapter meeting following the One-to-one appointment. The Vice President then credits in BNI Connect each member who was present at the one-to-one. Note: This does increase the number of One-to-ones done in the chapter, but it is important to recognize and give credit to each member. Recommended Reporting: This process may vary by region. Turning in the One-to-one forms to the Vice President can be done before, during or immediately after the weekly chapter meeting. Note: The One-to-one reporting program is NOT to be used verbally as a replacement for giving a referral or a testimonial.

This form will be light blue in color, a single sheet pad form and the same size as the Referral Slips.

Revised 2/27/2012


Chapter Education Units (CEU) explanation: Purpose: This form is to track Chapter Education Units for members actively pursuing networking education as a source document to BNI Connect. Completion: The member who completed the credits should complete and submit the form to the Vice President at the chapter meeting. The Vice President will then input the credits in BNI Connect to the individual whose name is on the form. Recommended Reporting: This process may vary by region. Turning in the CEU forms to the Vice President can be done before, during or immediately after the weekly chapter meeting. Note: The CEU reporting program is NOT to be used verbally as a replacement for giving a referral or a testimonial.

This form will be goldenrod in color, a single sheet pad form and the same size as the Referral Slips.

Revised 2/27/2012


“Thank you for closed business” explanation: Purpose: This form is to track revenue from completed business generated from a BNI referral as a source document to BNI Connect. Thank you to: This should be the member that gave the referral that resulted in closed business. For a Referral that led to income in the amount of $: This is not meant to be an exact science for reporting purposes. The goal is to have a consistent reporting system to recognize those members who pass qualified referrals, while conservatively reporting the amount of business recognized by our members. The Vice President will then input the $ amount in BNI Connect to the individual whose name is on the “Thank you to” line. Note: By assigning this amount to the person who gave the referral resulting in the business, this will preserve confidentiality of each individual’s income. In addition, this will show each member’s value as a “referral giver” to the other members of the chapter. Recommended Reporting: Members turn in the “Thank you for closed business” forms in the same way they turn in the referral slips during the referral portion of the meeting. Note: The Thank you for closed business reporting program is NOT to be used verbally as a replacement for giving a referral or a testimonial.

This form will be light green in color, a single sheet pad form and the same size as the Referral Slips.

Revised 2/27/2012


“Thank you for closed business” explanation (continued): Here is a general explanation of how to track closed business based on what type of business you are in:

Commission Based Sales

If you are commissioned, put down your gross commission figure. Examples:

- Insurance: P&C - Realtors - Insurance: Health Care

- Mortgages - Online Sales

(such as greeting cards)

- Investments - Insurance: Life - Payroll Services

Service Providers

If you provide some type of service, put down the gross amount you charged for your service.

Examples:

- Website Designer - Massage Therapist - Business Coaching - Doctor

- Pest Control - Pool repair/leak detection - Title Service - CPA

- Photographer - Salon/Spa - Attorney - Computer

Services

Product Providers

If you sell or install a product, put down the total cost to the client of the product plus service costs.

Examples:

- Plumbing - Roofing - Custom Wood Products

- Promotional Products - Printing - General Contractor

- Flooring - Heating & Cooling - Alarm Systems

Banking

Bankers do not get compensated based on the actual business they generate. Please follow the below definitions to report closed business for non-commissioned referrals to banks.

1) Loans – Report the interest that would be generated if the loan would go full term 2) Deposits – Report the initial amount to open an account 3) Lines of credits – (i.e. credit cards, home equity loans, commercial lines of credit, etc.) report 10% of the line amount 4) Other bank services – (i.e. merchant services, on-line banking, etc.) report a flat dollar amount of $250

Other

Obviously, not all possible professions are listed here. Use common sense and the examples above when it comes to measuring profession’s results with consistency. A short way to remember the complex description above is that with some exceptions, we generally track the total revenue to the individual member. Revised 2/27/2012


“Thank you for closed business” explanation (continued): Why should our chapter track closed business generated? Tracking revenues generated by referrals provides motivation for members to pass more and higher quality, referrals on 3 levels! 1. Acknowledgement of Referral Generators

The BNI “Thank you for closed business” program is used as a note of appreciation and acknowledgement to the member that GAVE you a business generating referral.

The program acknowledges members passing QUALITY referrals. It provides a “personal scorecard” for each member to measure the value they are providing.

2. “What Gets Measured Gets Done.” Napoleon Hill

Members are encouraged to track their own personal revenue. Conversely, the BNI “Thank you for closed business” form is used as a tracking tool to calculate the dollar amount of business each member has given and offers members a structure through which they may decide to track their own personal referral revenue. Note: While the “Thank you for closed business” program does not provide a means for members to track the revenue for referrals they receive, this system may encourage members to set ambitious but attainable personal revenue goals they want to achieve as a result of their BNI membership. This, in turn, can assist members to calculate how many referrals they need to receive annually in order to hit their personal revenue goals.

It’s a tool to track ROI. After all… Why do members join BNI? To make money, save time & have fun. This program provides a tool to track “Return on Investment (ROI)” just as anyone would track their results if they purchased a print advertisement – or radio or television spot.

Show guests your results! If you are running your chapter “like a business”, doesn’t it makes sense to track revenue? Your BNI chapter is your sales force. Another way to look at your chapter is as a group of partners run by managing partners (the Leadership Team) whose purpose is to market the products & services of one another. GUESTS need to know your results.

3. Giver’s Gain®

The “Thank you for closed business” program encourages members to develop a “Giving Plan”.

Membership in BNI is about the 4 M’s (Members Making More Money). Membership is NOT about receiving more referrals. Receiving more referrals is the precursor to the true goal. Tracking revenues produced will encourage your fellow members to follow up more diligently on the referrals that they do pass to assure that they turn into revenue for the person to whom they passed the referral. This program provides a vested interest for a member referring business to another member, to assure that every opportunity has been taken advantage of in turning a referral into a customer, client or patient (vs. the activity associated with just “passing a referral” ).

Revised 2/27/2012


“Thank you for closed business” explanation (continued):

As members see the TRUE value of the BNI system, they will appreciate that participation at chapter (“company”) meetings is imperative. Therefore, attendance and subsequently the number of referrals will increase which in turn positively impacts member retention.

Won’t visitors be thoroughly impressed with the amount of revenue generated within the chapter and want to join so they can be part of the T-E-A-M? This program will result in a greater percentage of visitors/guests submitting applications for membership to your chapter which positively impacts the amount of weekly referrals passed in your chapter.

The program will identify members that need support in passing referrals or higher quality referrals. Advice around repeating Member Success Program, attending Advanced Training modules and other BNI endorsed networking workshops, having a mentor, reading various books and listening to particular CD’s can then be recommended.

RESULT: A Larger and More Productive Chapter for every member to prosper from! WARNING: It will take DISCIPLINE on the part of members to accurately record and report the amount of revenue that has been generated weekly. It will BE UP TO the member that has received the referral to report back to the chapter the income generated from the referrals they have received and from whom.

History has shown that chapter revenues are understated because people do not participate or are not disciplined in reporting their numbers. Therefore, it is IMPERATIVE that Leadership Teams empower, lead by example and focus members of the chapter to participate fully in this program. If members fail to participate fully in the program by “forgetting” to acknowledge their effective referral sources they are only negatively affecting the member that referred them the business. This will in turn hurt them in the end as they HAVE NOT MOTIVATED their Referral Source to pass them continued business.

Therefore 100% PARTICIPATION BY ALL CHAPTER MEMBERS IS REQUIRED to yield the benefits from the program. NEW MEMBERS will have to be educated about the guidelines of this program during the New Member Orientation by the President so they can participate fully and effectively.

TO SUMMARIZE: Your BNI chapter is a very profitable company or business entity (“A Money Making Machine”) that should set an annual revenue goal that represents dollars of closed business that will be generated for the partners (members) – you should write down the chapter’s goals. As with any firm, the company should recognize the partners that contribute the most income to the company and also keep all partners on track as to the purpose of the company.

Revised 2/27/2012


“Thank you for closed business” explanation (continued): How does a Chapter track closed business generated within the chapter?

The chapter President will lay small piles of the “Thank you for closed business” forms around the meeting room tables prior to the meeting just as Referral Slips are laid out.

Members turn in the “Thank you for closed business” forms in the same way they turn in the referral slips during the referral portion of the meeting, for each referral they transacted business and were paid.

To complete the “Thank you for closed business” form, members should decide how to track closed revenue based on the explanation above depending on whether they are commissioned, a service provide or product provider, and so on. Members should pick one method and be consistent. For instance, a realtor or financial planner may track commissions while a veterinarian or computer consultant may track what they charged for their service.

Although this reporting is set up for anonymity, in addition to placing a “Thank you for closed business” form in the basket, a member may certainly verbally thank the individual that passed them a referral which led to revenue during their 60 Second Presentation if they wish, as this is an example of a qualified referral for them, but it does not take the place of passing a referral or giving a testimonial.

If the business is a result of a 2nd, 3rd, 4th, etc. generation referral, the member that made the original referral should get “credit” for the business transacted. If a member closes business as a result of an introduction to a “Contact Sphere Relationship” or “Referral Source”, the member that referred the “Contact Sphere Relationship” or “Referral Source” should receive credit for business referred.

The program provides for anonymity. Please note that the “Thank you for closed business” form asks members to reference the name of the person that GAVE THEM the referral, but does NOT ask for the member’s name that transacted business. The system is designed to track members who have given referrals that turn into business thereby keeping ANONYMITY around how much revenue individual members are generating from the BNI system. Although this type of information should be comfortably shared, some are sensitive to stating their own personal revenues earned as a result of their BNI participation.

BNI strongly believes in recognition and acknowledgement. Acknowledge individuals who are passing “closed business” by handing out certificates during the “Announce BNI Leaders” portion of the agenda monthly. Give a certificate to the individual(s) who passed the most “dollars of business”.

NOTE: The “Thank you for closed business” program is NOT to be used verbally as a replacement for giving a referral or a testimonial. This program is used for quantifying the value of the business being done in a chapter and is “in addition” to the current agenda. Lastly, this program supports chapter members for turning in the “Thank you for closed business” form that represents “repeat business” as closed business.

TO OUR SUCCESS! Revised 2/27/2012

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