BNI Chapters That Demand Results
Living the Life We Want . . .
“More Referrals, Quicker Sales.”
Ivan Misner, Founder, BNI
"Is our goal to make a living or create a life; for the best way to predict the future is to invent it."
Tom Fleming, Executive Director, BNI
"Living the life we want requires us to create a vision for our life & to build into that
vision activities and relationships that are important to us."
Abby Donnelly, President Strategic-Choices.com
CHAPTER NAME: ______
YOUR NAME: ______
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VISION and MISSION
VISION – Think long term. What is your 2 year Vision for your chapter?
MISSION – Think short term. What Mission will guide your chapter towards this Vision?
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GOALS AND MECHANISMS
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VISION AND MISSION IDEAS
Vision from Bluewater BNI in Port Huron, Michigan
We are a harmonious group of professionals that are extremely positive and productive. We are a team that continues to evolve, constantly becoming more efficient and referral driven.
Vision Idea #1:
To be a well-known and respected team of professionals who are gate-keepers to businesses that provide amazing service and follow-up. We maintain our chapters size of 50+ to keep our group vibrant and strong!
Vision Idea #2:
To be a BNI chapter that is focused on two ultimate goals: 1) Members Making More Money and 2) Having FUN. We know visitors come in two sizes: 1) Visitors (or prospective members) and 2) Guests (who are buyers who add to closed business and also spread the word about our chapter). We thrive on education and we focus on the BNI system to maintain a strong healthy chapter that is always over 50 members.
Vision Idea #3
We are a business group that passes over $2,000,000 of closed business per year and we have FUN doing it. We are well known for being gracious and welcoming to those who visit. We are optimistic and we support each other; we engage in givers gain in all our interactions.
Mission Statement Ideas
· Flying to 40 by December 1.
· Thundering to 30 by January 30!
· Thrive at 45 by January 15th.
· 30 by 5/30!
· Leaping to 20 Strong by 2-29-2012.
Note: When you attain your Mission, quickly establish a new one.
POSSIBLE MECHANISMS for each Success Driver
A GREAT MECHANISM TO IMPACT ALL SUCCESS DRIVERS…
Have members set and monitor their own individual goals along the 8 success drivers on a weekly basis
Attendance –
EC - “importance of" Attendance and impact on Referrals and TYFCB
Acknowledge people for perfect attendance monthly
BNI Game
EC - How/where to find a sub
Handout Monthly PALMS report to members (continue monthly)
"Bring Your Sub Day"
Appoint Open Networking Champion to take charge for implementing Open Networking Exercise weekly
Dir10 – Value of a substitute
EC or Dir10 – Who makes a good substitute
EC – Chapter Leader roles and importance for chapter and impact on agenda
EC – Assign Podcast # ___ for members to listen and come prepared to discuss during following week EC spot
P – Introduce meeting stimulant for following week to keep meetings fun: Radio Spot, etc.
Chapter prepares and delivers ex: Radio Spot 60 second presentation for meeting stimulant
ON – Business Card exchange for 1:1s, do each others 60 second presentation following week
Queen of Hearts 50/50 raffle to encourage early arrival (draw 3 when 100% attendance)
Hold Chapter Vision contest for members to recite Chapter Vision
1:1's
EC - Education on "Importance of" - Why & How (GAINS)
EC - Relationship between Referrals & 1:1's
Presidents – Stress value of 1:1’s in NEW MEMBER ORIENTATION
Acknowledge people for MOST 1:1's monthly
Promote Advanced Training Module on 1:1's
BNI Game
ON - "Business Card Swap" - Execute 1:1, then deliver each others’ presentation the following week
Use of BNIConnect to exchange profile info
ON Exercise - To schedule 1:1’s for the month
Weekly VP Report – Reference 1:1 Goal of the chapter on a per member per week basis
EC – Assign Podcast # ___ for members to listen and come prepared to discuss during following week EC spot
Create CD with 5 podcasts about building strong relationships – make 5 copies for chapter library
Hold 1:1 contest – assign a champion to the contest
Recognize winning team of 1:1 contest and have a few of the winners give testimonial to the value
EC – (or 1:1 Coordinator) choose 3 members to report on referrals generated from 1:1s in past month
EC – members update 1:1 sheets and turn in or email to EC for tracking/accountability
Select 1:1 Coordinator to promote 1:1 activity during weekly meeting
Hold Lazer/Speed 1:1 activity following a meeting to encourage full 1:1s
CEU's
Promote availability of training (When & Where) via email, flyers/registration forms, announcements & testimonials
Attend Member Success Program within 30 days of Membership
Sponsor or Sponsor with a Sister Chapter a Chapter Sponsored Advanced Training Session
Encourage existing members to attend Member Success Program, especially HOSTING a member they sponsored
Use Testimonials from former attendees with regards to “What they got from the training?”
Education around the “value or training” by EC's and MC's
Create a chapter library with educational Books and CD's & distribute items to the members
BNI Game
Acknowledge members attending trainings through monthly recognition
Acknowledge monthly leaders (Visitors, Referrals, 1:1's etc) with "Scholarships" to trainings (Paid by chapter kitty)
Encourage ALL members to attend Leadership Team Training and Spring Summit Sessions
Set-up monthly Podcast party to review and discuss 5 podcasts (can be themed for inviting, referrals, etc.)
EC makes upcoming Member Success and other trainings part of announcements each week
CEU's (continued)
EC – Assign Podcast # ___ for members to listen and come prepared to discuss during following week EC spot
EC – select 2-4 members to do testimonial about what they learned at Member Success Program
Chapter field trip to Member Success Program – Champion brings computer to assist registrations at meeting
Chapter field trip to Advanced Training __ module – Champion brings computer to assist registrations at meeting
Chapter host Chapter Sponsored Advanced Training
Fast Track Program
Visitors per Month (many mechanisms for Visitors also apply to New Memberships & # of Members)
Treating "every week as visitors day" with members bringing visitors weekly
Encourage members to attend "non BNI networking" events to expand their networks
Education around the importance of visitors and 100% participation from members in inviting visitors
EC and/or MC - Education around Identifying and Inviting (I-Squared) Visitors
Education around Power Teams and Power Team Implementation (Advanced Training - Referral Session)
EC assign last month’s winner of the “Most Visitors” Award for EC spot on “How did you do it?”
Visitors Day (April & May)
Stack Days
Post Card Program (Involve with Director)
"Bring your Sub” day
"Bring your Best Vendor” day
"Bring your Best Client” day
Double your Chapter Day
Use BNIConnect to request specific Visitors your Chapter is looking for
Dir10 – Value of a substitute
EC – Who to use as a substitute
EC – Assign Podcast # ___ for members to listen and come prepared to discuss during following week EC spot
Create "Profession" tent cards for Chapter Meeting and leave empty seats
Create CD with 5 podcasts about inviting – make 5 copies for chapter library
Acknowledge members that bring the most Visitors monthly
BNI Game
Handout PALMS to members monthly
Handout CD's regarding "Inviting Visitors" to members
Meeting announcement to local newspapers promoting chapter
EC – Help members to create chapter Top 10 Most Wanted Profession List
Post Most Wanted Profession list on Chapter Website
Post Card Program (Involve with Director)
Members target 2 professions to invite from their contact sphere
EC – Have members practice “Language of Inviting” scripts
New Memberships per Month (many mechanisms for Visitors also apply to New Memberships)
Run an exceptional meeting each week with LT members executing their roles flawlessly
VH - run a PROPER Visitor Orientation after meeting
Execute at least 2 Invitations during the meeting for Visitors to participate in a Visitor Orientation immediately following the meeting
VH - arrive early to meeting to greet and welcome Visitors, set-up welcome table
President, VP or Director to sit in on Visitor Orientation
VH call Visitors after meeting ("What did you like best? Any questions? Come back next week for a 2nd visit")
VH Fax Visitor Sign In Sheet weekly to Director Consultant
MC – educate what is/how to attract HIGH LEVEL PLAYERS as new members into the chapter
Review Applications Flow Procedure with Visitor Hosts, MC and S/T to assure 7 Day Process
MC – report on 3-5 open professions during MC report – “Call to Action”
Post Most Wanted Profession list on Chapter Website
Hold Podcast party to listen and discuss 5 podcasts on inviting & growing the chapter
Schedule a chapter social to promote and foster relationships
EC – Review “Good Networking Questions to Engage Visitors”
Recognize members who brought the most visitors that became members
# of Members (many mechanisms for Visitors & New Memberships also apply to # of Members)
Execute effectively on "Visitors per month" and "Memberships per Month" above and it will all take care of itself.
Flawless execution of Pre/Post Meeting Visitor Host roles
MC – education on roles of Membership Committee
MC – education series, how to read the PALMS report and How members can use to increase their performance
Hold Podcast party to listen and discuss 5 podcasts on inviting & growing the chapter
Schedule a chapter social to promote and foster relationships
Chapter put in place Mentoring Coordinator
P – selects team to conduct thorough New Member Orientation, including chapter goals
EC or MC – Review/Educate on 8 Steps to Networking Success (Success Drivers)
# of Referrals
Driven by amount of members in chapter (Double Chapter Size - Triple Referrals) – 1.5 Referrals / Member / Week is our Regional Goal
EC - “importance of" Attendance and impact on Referrals and TYFCB
Education by EC, MC on Relationship Building Skills and PROACTIVE Referral Generation
EC - "Importance of" - Why & How (GAINS) from EC and MC (Relationship between Referrals & 1:1's)
Promote Advanced Training Sessions (10 Minute Presentations, Referrals, One-to-Ones, & 60 Second Presentations)
Implement Power Teams
Acknowledge members that bring the most referrals monthly
Have the members that pass the most referrals do an educational moment on “How they do it”
BNI Game
Schedule a chapter social to promote and foster relationships
Create a "Preferred Provider" List
Handout VP Reports to Members Monthly
Handout educational CD's regarding "Referral Generation" to members from the chapter library
Promote/Educate on the value of 100% Attendance, Good 60 Second Presentations,10 Minute Presentations, 1:1's etc
Hold Podcast party to listen and discuss 5 podcasts on referrals
EC – Assign Podcast # ___ for members to listen and come prepared to discuss during following week EC spot
"Bring your Best Client” day
ON – Business Card exchange for 1:1s, do each others 60 second presentation following week
Business Card Thingy challenge (Podcast #135) – select champion to facilitate
Thank You for Closed Business
Present an overview of the “Thank You for Closed Business” Program to the Membership quarterly
VP comment on “Revenues per Seat” figures weekly
BNI Game
Acknowledge members passing most $'s monthly
Have members that pass the most TYFCB monthly do an educational moment on “How they do it?”
EC - “importance of" Attendance and impact on Referrals and TYFCB
Hold Podcast party to listen and discuss 5 podcasts on inviting & growing the chapter
EC or MC – Education on how different professions track TYFCB
EC or MC – Education on why to track TYFCB
EC – Education on tracking TYFCB for multi-generational referrals
Dedicate one EC spot for members to recall TYFCB that needs to be turned in and fill out slips
EC – Educate on methods for tracking and reporting TYFCB
Business Card Thingy challenge (Podcast #135) – select champion to facilitate
Have members set and monitor their own individual goals along the 8 success drivers on a weekly basis
EC – Educate how to use Referral Request sheet to generate referrals and closed Business
Members schedule 1 hour each week to review Referral Request sheet and look for referrals
EC – Importance of tracking referrals received to make sure members are thanked for closed business passed.
EC – How to help remind members to turn in TYFCB on your behalf – members helping members
REMEMBER TO HAVE LOT's OF FUN!
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