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Setting Goals for Your BNI Chapter

Posted on by BNI Global

When is the best time to set goals to map out the path to success for your BNI Chapter? Typically, it’s at the beginning or the middle of a given timeframe.

  1. The start of the new Leadership term (often in October) for a fresh start.
  2. The start of the calendar year (Q1, January) to plan a traditional year.
  3. The midway point of the year (Q3, July) to finish the year strong.

Goal setting is critical to the short- and long-term success of your BNI Chapter. When your Leadership Team has clear goals in mind, they are more likely to stay motivated and achieve them. Let’s look at setting effective goals for your Members and Chapter.

Start With Member Goals

What do you want to achieve with your business in the next year, three years, or five years? Once you have a good understanding of your overall business goals, you can start to set specific goals for your BNI membership.

For example, if your overall business goal is to increase revenue by 10% in the next year, you could set a BNI goal of receiving 10-15 more referrals than the previous year. How can you do this? By increasing 1-2-1s and inviting visitors to meet people in your Contact Sphere. As your network grows, you increase the chances of getting more referrals. Most important, remember Givers Gain® — If you want more referrals, you must plan to give more referrals first.

When every Member sets their own goals of what they want for their membership, you’ll see an increase in engagement and participation in your Chapter and that’s where the referral magic happens.

Be Specific and Measurable

Your BNI goals should always be specific and measurable. This means that you should be able to clearly define what you want to achieve and how you will measure your progress.

What do you want to improve in your Chapter in the coming months? Is it better attendance? More visitors? Higher engagement in your online meeting? Better visitor to Member conversion? Whatever you choose, it is important for it to be a primary focus that is talked about weekly. It can come in the form of an Education Moment, a Membership Committee report or VP report. The more you talk about it, the higher your chances become of reaching or surpassing your goal.

Make Your Goals Realistic

It is important to set realistic goals for your BNI Chapter. If you set your sights too high, you may become discouraged and give up. Start by setting small, achievable goals. As you achieve your goals, you can gradually set more ambitious goals. For example, don’t set a goal that increases your membership from 20 to 50 in six months when your Chapter hasn’t ever added more than 10 new Members in a calendar year. Instead, set short term goals of adding two net Members per month — meaning that your Chapter is growing by at least two Members, even if you lose some Members along the way.

Track Your Progress

The best Vice President reports include more than an update on recent attendance, referrals and revenue. They also show a month-to-date look at your progress on your goals — are you on target, ahead or behind? If you’re on target, celebrate it and give recognition to the top producers in your Chapter. If you’re ahead, set a stretch goal to achieve even more. If you’re behind, identify the reasons why and find ways to spark more activity among your Members.

Meet Regularly to Stay on Track

Does your Chapter hold a monthly Chapter Success Meeting? This is an ideal time to review your goals and make any adjustments to stay on course. Examples of adjustments might be one of these: specific Education Moments to inform and inspire; extra Visitor Host training for better visitor-to-Member conversion; playing the BNI Game for a fun way to increase participation.

One adjustment you should never make is to lower your goals after they’ve been set. To quote Confucius, “When it is obvious that the goals cannot be reached, don’t adjust the goals, adjust the action steps.”

Keep Your Goal Journey Positive

A Positive Attitude is at the heart of BNI’s Core Values. When setting goals, it’s crucial to frame them in a way that doesn’t feel overwhelming. Instead, aim to mirror the uplifting spirit of your Leadership Team, emphasizing their unwavering commitment to achieving new milestones in a supportive manner, always prioritizing the Member experience above all else.

Converting Referrals Into Customers or Clients

Posted on by Ivan Misner, Ph.D.

Getting referrals is great—however, until your prospect makes a purchase, you’re looking at only potential business. The number of referrals you convert into customers or clients actually measures the true success of your efforts.

Active, Not Passive

The only way to generate referrals is through other people. Although this method can work with new and developing relationships, I have designed it to be used primarily with strong relationships, people with whom you share a strong common interest over a long period.

The heart of the method is active, not passive, recruitment of referral sources. You can, of course, put the system in motion the moment someone tells you he or she knows someone who may need your products or services. But don’t wait around for referrals—go find them. The more high-quality referrals you can generate, the better your business will be.

You should recruit referral sources that meet the following six criteria:

  1. Those who want to, or can be inspired to, help you.
  2. Those who have time, or are willing to make the time, to help you.
  3. Those who have the ability, or can be trained to do, the things you want them to do to help you.
  4. Those who have the resources necessary to help you.
  5. Those who have relationships with the types of people you want to target.
  6. Those who would make good referrals for people you know.

It is crucial that your sources meet all, or most of the six criteria, in order to guarantee a long-term, sustainable referral relationship. Time and time again I have worked with frustrated business owners who can’t understand why they are not getting the referrals they should. On the surface, they seem to be doing all the right things. In many cases they discover that they have misdiagnosed the VCP Process® with their referral sources, or they are actively working with referral sources that don’t meet most of the six criteria above.

To strengthen your relationships with them, doing periodic 1-2-1’s is very important to get better acquainted with them. This helps you to understand the specific kinds of help you’ll need from them. And although a strong relationship with them is by itself one of the best referral generators, you’ve decided to use other tactics as well. One of the best ways to motivate your sources is to offer them help in using this referral-generating system to get their own customers and business opportunities.

Initial Contact

After you’ve compiled your list of excellent prospective referral sources, your next action is to begin contacting them. What’s the best way to get your message to them? Should you send them a letter, email or text them, or arrange to meet them in person? Any of these formats could work; however, your first communication with a prospective source is best done by telephone. It’s more personal and friendly than a written message, but it is more convenient for both you and your source than a face-to-face meeting.

Before you call, plan your call carefully. Decide which topics you want to cover. Remember, the purpose of your call is to ask for support in generating referrals, to give a brief overview of your plans, and to schedule an appointment to discuss your plans in detail. Here are a few guidelines:

  • Begin with an appropriate greeting and small talk.
  • State the purpose of your call and the amount of time you need.
  • Ask whether this is a good time to talk.
  • Get into the heart of your conversation by offering the person you are calling something of value. For example, explain how the topics you want to cover will help him.
  • Tell your prospective source that you’d like to have their help in generating referrals for your business and ask for a meeting to discuss the details.
  • Schedule a face-to-face meeting, an online video meeting, or a telephone call.
  • Tell them you have some information for them to review.

Scripting Your Call

Although you shouldn’t expect to follow it mechanically, you may find it useful to prepare a script to anticipate how your first contact may go. To show you how to do this, we’ll invent a fictional character, Dr. Mark Star, whose goal is to recruit a referral source, Trudy Grossman, who might help him secure a radio talk show interview with her friend Ethel Clearchannel to promote his new book. Here is how a potential contact could play out:

Greeting: “Hi, Trudy.”

Small talk: “How are you doing? . . . How’s your family? . . . Did you go anywhere over the weekend?”

Purpose: “Trudy, the reason I’m calling is to see if you can help me get a radio talk show interview to promote my new book. And I’d also like to show you how I can help you generate referrals for your business. Right now I’d like to give you a quick overview of some ideas I have and get your reaction to them. Is this a good time? If you’re interested, we can arrange to discuss them later in more detail.” (If yes, continue.)

Overview: “As I’m sure you know, getting referrals is one of the best ways to generate business. I’ve been reading about an approach for generating referrals and I’ve prepared a plan that will help me attract more customers and business opportunities. It’s practical, and I believe it covers everything. If you’re interested, I’d like to show you how to use the system for your business, too. Are you interested?” (If yes, continue.)

Scheduling the meeting: “Great! I’d like to meet with you as soon as possible — say, within the next week or two — to tell you my ideas. It should take about an hour. When would be the best time for you?”

Close: “Okay, Trudy, I’ll send you an outline of what we need to discuss and some information that will help you understand how the system works. You should get it in a day or two. If you have any questions before we meet, please don’t hesitate to call. It was great talking with you. I look forward to our meeting on _ at _.”

Based on the guidelines and sample script, develop an outline that you can use for your initial contact with your prospective sources. After you’ve practiced this process, you can fine tune your script and begin making calls that can help lead you into closing referrals into business.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author.  He is also the Founder of BNI (www.bni.com), the world’s largest business networking organization. His latest book, Who’s in Your Room 2nd Edition, is a book about the secret to creating your best life.

There’s No Downside to a Larger BNI Chapter

Posted on by BNI Global

When it comes to the size of your BNI Chapter, why not think big? Although smaller Chapters offer a focused networking experience, larger groups provide a range of benefits that lead to enhanced professional growth and profitability. Let’s look at why there are no downsides to growing a larger BNI Chapter.

Increased Referral Opportunities

The most immediate benefit of a larger BNI Chapter is the direct increase in referral opportunities. More Members mean more connections, and more connections lead to more potential referrals. Members of larger Chapters have access to a broader network, increasing their chances of giving — and receiving — more referrals that help everyone thrive.

Broadened Networking Scope

Membership in a larger BNI Chapter offers a wider networking scope. This expanded reach allows for connections with more diverse clients, suppliers, or collaborators, who might not be part of a smaller network. This extended networking realm can enhance business opportunities and foster professional growth. This is why we see a higher rate of referrals and higher dollar values per referral in larger networking groups.

Enhanced Learning and Professional Development Opportunities

A larger BNI Chapter invariably provides a diverse array of perspectives, insights, and experiences. This richness can lead to a greatly enhanced learning environment, with Members sharing their skills and knowledge, opening avenues for learning and professional development. There is an increased likelihood of peer mentoring and accountability partnering. More important, there are larger Contact Spheres, fostering a supportive environment that creates successful Power Teams.

Heightened Energy and Engagement

Larger groups often bring about a level of energy that is both infectious and motivating. The dynamic environment of a larger BNI Chapter encourages active participation and engagement, stimulating conversations, sparking ideas, and motivating Members to give their best. Whether you’re meeting in person or online, Visitors are always more likely to take the next steps to membership when they see an engaged Chapter in action and feel the buzz in the room.

Inviting Gets Easier

In a thriving larger Chapter, Members often feel more confident in inviting their contacts. The appeal of being part of a successful, vibrant group can leave a strong impression on Visitors, increasing their chances of applying to the Chapter. Larger Chapters by sheer size offer a better chance for everyone to succeed in BNI and this makes it easier to invite your best friends, colleagues, and clients to be part of your active network.

No Leadership Team Burnout

In a larger BNI Chapter, there’s a bigger pool of potential leaders, helping prevent leadership burnout. With more Members willing to step into leadership roles, there are always fresh faces and ideas, allowing others to take a break from leadership duties.

People Stay When They’re Making Money

Smaller Chapters sometimes experience a “revolving door effect,” where they gain a Member and lose a Member keeping Chapter growth at bay. Larger Chapters see this less, and it makes growing and profiting from BNI much easier.

How to Get Growing

First, set up a meeting with your Chapter’s Director or Chapter Success Coach. Let them know you need some help, training, and support in your efforts to add Members. Next, have the Leadership Team set a vision and goals that your Vice President can track to keep everyone accountable. Schedule fun events like Visitor Days and Chapter Anniversary celebrations that open your Chapter’s doors to local professionals.

Chapter growth takes time and dedication. Be sure to celebrate each Visitor and new Member. Within a few months, you’ll see a significant increase in your Chapter and your ROI.

Play the BNI Game to Grow Your Business and Have Fun!

Posted on by BNI Global

Is your Chapter in need of a boost? Need to focus on a few key elements to spark your network? Play the BNI Game — a competitive and fun initiative that not only promotes participation among Members but also rewards those who put in the greatest effort.

Understanding the BNI Game

The BNI Game is a competition held over a predetermined period, where teams within a Chapter earn points based on various performance indicators.

These indicators may include:

  • Referrals generated
  • Visitors brought
  • Attendance at Chapter meetings
  • Participation in Chapter activities

The culmination of the game sees the team with the highest points declared the winner, making the BNI Game an exciting way to encourage Members to actively contribute to their Chapters and facilitate the growth of their businesses.

The Power of the BNI Game

The BNI Game offers a range of benefits that enhances the experience of every Member, such as:

  • Increased Participation: The competitive nature of the game drives Members to actively engage in Chapter meetings and activities, fostering a more dynamic and lively community.
  • More Referrals: As Members collaborate to help each other expand their businesses, the likelihood of referring each other’s clients increases, leading to a substantial rise in business prospects for everyone.
  • Enhanced Motivation: The point-based system of the BNI Game fosters an atmosphere of motivation, pushing Members to strive for excellence. This often results in more referrals, Visitors, and 1-2-1s.
  • Added Excitement: Beyond its practical benefits, the BNI Game brings an element of fun to the Chapter, ensuring Members remain engaged and enthusiastic.

Checklist for Starting the BNI Game

To kick off the BNI Game in your Chapter, follow these simple steps:

  1. Form Teams: Divide the Chapter into teams. You could either assign Members randomly or create teams based on shared industries or interests. The key is balance. Give each team an equal shot at winning. The BNI Game works best with 5-8 Members per team, but you can get creative depending on how many people are in your Chapter.
  2. Prepare a Scoresheet: The scoresheet should capture the points each team earns across categories such as referrals generated, new Members recruited, meeting attendance, and activity participation. Here’s one you can download.
  3. Track Points: Keep a record of the points earned by each team throughout the game. It is best to choose a team captain for each team.
  4. Announce the Winners: Once the game ends, announce the team with the highest points as the winners. Prizes are optional but can be a nice incentive. It is a common prize for the winning team to be served a meal by the losing teams.

Tips for Winning the BNI Game

To effectively navigate the BNI Game, keep these suggestions in mind:

  • Set Clear Goals: Define specific objectives for yourself and your team at the onset of the game to maintain focus and motivation.
  • Consistency is Key: Regular attendance at Chapter meetings and active participation in activities could be the deciding factor in your success.
  • Be a Team Player: Aim to assist your fellow Members wherever possible, as this mutual support will likely result in more referrals for your business.
  • Maintain a Positive Attitude: A cheerful and enthusiastic demeanor can impact your team positively and aid in achieving your targets.

Remember to ensure even distribution of skill sets among teams for a fair competition and encourage teamwork as the path to victory. Most importantly, keep the spirit of the game alive and have fun while growing your business with the BNI Game.

Networking Is About Stamina, Not Speed

Posted on by Ivan Misner, Ph.D.

In the world of professional relationships and business growth, networking plays a pivotal role. As the founder of BNI, an organization built on the foundation of referrals and networking, I have witnessed firsthand the transformative power it holds. So, let’s take a look at what this marathon should look like – with a little humor added in.

Building Authentic Relationships: It’s Not Like Speed Dating!

Networking is about building authentic relationships, not just accumulating contacts. It’s not a speed dating event where you collect as many business cards as possible and hope for the best. Nope, that won’t cut it. It’s essential to invest time and effort in getting to know others on a deeper level. Remember, it’s not about exchanging pleasantries and pretending to be interested while secretly plotting to make a sale. Building rapport, trust, and a genuine connection requires a commitment to building long-term relationships. Treat it like a slow-cooked meal; let the flavors develop over time!

Establishing Credibility and Trust: Actions Speak Louder Than Words, and Bad Puns

A successful networker understands the significance of establishing credibility and trust within the business community. And what better way to establish credibility than through consistent effort and delivering on your promises? Show up, be reliable, and provide value to others. But wait, there’s more! How about sprinkling in some humor to lighten the mood? Just make sure your networking humor doesn’t fall flat like a pancake. Remember, a good joke can break the ice, but a bad joke might just make people feel as cold as an iceberg!

Imagine that you’re at a networking event, and you strike up a conversation with a potential client. You are both discussing your businesses when you drop a perfectly timed pun. They chuckle, and suddenly the tension eases. You’ve established a connection beyond the ordinary small talk. So go ahead, let your sense of humor shine through. Just be careful not to overdo it.

The Power of Referrals: Slow and Steady Wins the Race

Referrals are the lifeblood of successful networking. However, they’re not something that magically appears with the snap of your fingers. Oh no, referrals are more like that delicious meal you wait hours for at a fantastic restaurant. They take time to cook. As connections grow stronger and trust deepens, individuals become more willing to recommend your services or products. So, don’t rush it. Patience is key, just like waiting for that dessert you’ve been eyeing on the menu. Trust me, the referral soufflé will rise beautifully when the time is right!

Now, let’s imagine a scenario. You meet someone at a networking event who expresses interest in your business. Instead of bombarding them with sales pitches, take a different approach. Build a genuine connection, show interest in their business, and find ways to support them. Remember, networking is a two-way street. If you provide value and support to others, they’ll be more inclined to refer you to potential clients or partners. And when those referrals come flowing in, it’ll feel like winning a delicious food-eating competition—except without the stomach ache and gained weight!

The Depth of Connection: Skip the Small Talk and Embrace the Quirkiness

While a sprint may be a quick burst of energy, networking thrives on the depth of connections you develop. It’s not about how many people you can engage within a short period, but rather the quality and depth of those relationships. So, minimize the small talk and embrace the quirkiness! Find common interests, share your passions, and let your authentic self shine when you network with people. After all, it’s the quirks and unique qualities that make us memorable. Just be careful not to overshare; we’re aiming for memorable, not creepy!

Imagine attending a networking event where everyone is wearing the same professional mask. The conversations revolve around the weather, the latest industry trends, and the most boring aspects of business. Sounds dreadful, right? Break free from the mundane! Instead of blending in, embrace your quirkiness. Talk about your love for comic books, your passion for knitting tiny hats for your pet turtle, or your secret talent for juggling oranges (for me, it’s catching and releasing venomous snakes back into the wild – that’s always a conversation starter). Be memorable, be authentic, and watch as those connections deepen like a well-developed plotline in a gripping novel.

Patience and Long-Term Vision: Marathon Training with Snacks and Dance Breaks

Networking is a journey that requires patience and a long-term vision. It’s like training for a marathon, but with more snacks and dance breaks. Sure, there will be times when progress seems slow, and the finish line feels distant. That’s when you break out the snacks and groove to your favorite tunes. Keep that networking stamina high! Embrace the ups and downs, celebrate the small victories, and keep your eye on the prize. Remember, it’s not just about reaching the finish line; it’s about enjoying the process and the connections you make along the way.

Let’s envision a networking event as a vibrant dance floor. You’re wearing your networking shoes, grooving to the beat, and mingling with other professionals. You may stumble a few times, but you pick yourself up and keep going. As you dance, you share stories, exchange ideas, and forge connections. And when the DJ plays your favorite song, you let loose and celebrate the joy of networking. So, don’t forget to pack your favorite snacks, keep those dance moves handy, and embrace the marathon with a smile on your face.

Networking truly is a marathon, not a sprint. It involves building authentic relationships, establishing credibility and trust, earning referrals, fostering deep connections, and embracing a long-term vision. By understanding and embracing the principles of networking, individuals can unlock its true power in creating opportunities, fostering collaborations, and achieving professional success. So, lace up those networking shoes, grab a handful of networking-themed snacks, and let’s embark on this marathon together. Embrace the journey, cultivate authentic relationships with a sprinkle of humor, and forge lasting connections that will propel us forward on our path to success. And don’t forget to laugh along the way because, let’s face it, networking can be serious business, but a little humor makes the journey all the more enjoyable!

The BNI Way: Building Relationships

Posted on by BNI Global

Written by Chad Hayes, BNI Member in Vermont, USA

As an insurance agent, I have tried everything in the book to drum up new business. We sales people know how hard it can be to create relationships in your community that lead to new business sales. I’ve tried it all. From mass mailings to email blasts, and even going door to door knocking in hopes to get just one or two people interested in the services I provide. Since finding BNI®, I no longer do any of that! BNI has helped me realize there are better ways to build relationships that make us money!

When someone mentions BNI to you they will most likely talk about how much money has been passed in their Chapter on an annual basis or the lifetime of their Chapter. This is a huge incentive to want to apply to a BNI Chapter, but certainly not the only reason. The value you get when you become a referral partner is so much more than money.

The reason I say money passed between referral partners (or Thank You for Closed Business) isn’t the greatest value, is because these people you meet with every week become family. They will be at your wedding and children’s events. You will build relationships that will last a lifetime. That’s where the value is for me! But, like I said before, we all hate doing cold calling and at the end of the day, we are in BNI to make money.

This team can and does become a steady referral source. These referrals are vetted and expecting you to call them. They are looking for the service or product you offer. And all of this makes my life so much easier knowing when a referral comes through to me that they are excited to see if what I offer can save them money.

In my 4+ years with BNI, I have received many referrals that I will never forget. Some of my biggest clients came from my BNI family. I have also given referrals that helped a friend or client and helped my fellow referral partner. It’s nice to know that when someone you know, or one of your clients needs help buying a new house or selling theirs, I have a team to help them in the process. I can then refer them to a realtor, real estate attorney, mortgage originator and insurance agent.

To me, The BNI Way is knowing that the relationships I have built week in and week out are there for me when I need something! I was fortunate enough to marry the love of my life last October. As we said “I do”, we stood under a beautiful arbor that was built the week prior by myself and two friends. One of which just so happens to be a referral partner in my BNI Chapter. Without BNI, he and I would have never met or built the relationship that we have today. This is only one example of the amazing people in BNI.

Chad Hayes is an Ambassador with the BNI Vermont Team, an insurance agent with Carter Insurance, and has been a referral partner with Middlebury BNI in Middlebury, Vermont, USA since 2015. He has also been a powerful Chapter President and Vice
President and is his Chapter’s Mentor Coordinator.

The Key to Long-Term Business Success

Posted on by BNI Global

In today’s fiercely competitive business world, achieving long-term success is no easy feat. While acquiring new customers is important, it is equally vital to focus on retaining existing ones. Customer retention holds the key to sustained growth, profitability, and a strong brand reputation. In this blog post, we will delve into the significance of customer retention and explore effective strategies to achieve it, ensuring the success of your business in the long run.

Customer retention is the art of nurturing and maintaining relationships with your existing customer base. Here are three reasons why it should be a top priority for any business:

  • Increased Revenue: Retaining customers is more cost-effective than acquiring new ones. Existing customers tend to spend more as time goes on, contributing to higher revenue and improved profitability.
  • Brand Loyalty and Advocacy: Loyal customers become your brand ambassadors, sharing positive experiences with others, and attracting new customers through word-of-mouth referrals.
  • Competitive Advantage: By focusing on customer retention, you differentiate your business from competitors. By delivering exceptional experiences and building lasting relationships, you establish a reputation that sets you apart.

Customer retention is undeniably crucial for long-term business success. Now that we understand its significance, let’s explore practical strategies that can help unlock its benefits. Here are five easy-to-implement strategies that you can start using in your business today.

1. Personalize the Customer Experience

To foster stronger customer relationships, personalize the experience based on individual preferences and needs. Leverage customer data to understand their buying behavior, demographics, and preferences. Tailor your communication, product recommendations, and promotions to create a personalized journey that resonates with each customer.

2. Build Strong Relationships

Build meaningful connections with your customers. Engage with them on multiple platforms, such as social media, email marketing, and in-person interactions. Create a sense of trust and loyalty by providing consistent support, being responsive, and offering valuable content that resonates with their interests and pain points.

3. Deliver Exceptional Customer Service

Delivering exceptional customer service is a powerful retention strategy. Train your team to go above and beyond in addressing customer inquiries, resolving issues promptly, and providing a positive experience at every touchpoint. Actively listen to customer feedback and continuously improve your service based on their suggestions.

4. Implement Customer Loyalty Programs

Reward customer loyalty through well-designed loyalty programs. Offer exclusive discounts, special access to new products or services, or personalized perks that incentivize repeat business.

5. Seek and Act on Customer Feedback

Regularly seek feedback from your customers through surveys, reviews, and social media monitoring. Actively address their concerns and use their suggestions to continuously improve your offerings and overall customer experience.

Customer retention is the cornerstone of long-term business success. By prioritizing the retention of existing customers, you can drive revenue growth, cultivate brand loyalty, and gain a competitive edge. Remember, achieving customer retention is an ongoing process that requires dedication and continuous improvement. By investing in personalized experiences, exceptional service, and proactive strategies, you can create a loyal customer base that not only supports your business but also becomes your brand’s most powerful advocate. Embrace the power of customer retention and unlock the potential for long-term success in your business.

The Dos and Don’ts of Networking: Etiquette Tips for Success

Posted on by BNI Global

As a business professional, networking is an essential part of building relationships and growing your business. Whether you’re attending a networking event or meeting with a potential client, how you present yourself and interact with others can make all the difference. In this blog post, we’ll discuss the dos and don’ts of networking, and provide etiquette tips for success.

Do: Be Authentic

One of the most important things you can do when networking is to be authentic. People can tell when you’re not being genuine, and it can be a major turn-off. Instead, focus on being yourself and building real relationships with people. This will help you build trust and credibility, which is essential in any business relationship.

Don’t: Be Too Aggressive

While it’s important to be confident when networking, you don’t want to come across as too aggressive. No one likes feeling pressured, so instead of pushing your agenda, focus on building a rapport with the person you’re talking to. This will help you establish a foundation for a long-term relationship.

Do: Listen More Than You Talk

When networking, it’s important to remember that it’s not just about you. Listening is one of the most important skills you can develop as a networker. By actively listening to the person you’re talking to, you’ll be able to better understand their needs and how you can help them. This will also help you build a deeper connection with them, which can lead to long-term success.

Don’t: Forget to Follow Up

Following up is a crucial part of networking. After meeting someone, make sure to send them an email or LinkedIn message to continue the conversation. This shows that you’re interested in building a relationship and that you value their time. Additionally, it can help keep you top-of-mind for future opportunities.

Do: Be Professional

While it’s important to be authentic, you also want to make sure you’re presenting yourself in a professional manner. This means dressing appropriately for the event, using proper grammar and etiquette, and being respectful of others. Remember, you’re building a business relationship, so you want to make sure you’re presenting yourself in the best possible light.

Don’t: Be Negative

No one likes a negative person, so avoid complaining or talking negatively about others when networking. Instead, focus on positive topics and finding common ground with the person you’re talking to. This will help you establish a positive rapport and build a strong foundation for a long-term relationship.

In conclusion, networking is an essential part of building relationships and growing your business. By following these dos and don’ts of networking, you can establish yourself as a professional, build strong relationships, and set yourself up for long-term success. So, get out there, be yourself, and start building those relationships!

6 Proven Time Management Tips for BNI? Success

Posted on by BNI Global

?Your greatest asset is your earning ability. Your greatest resource is your time.? 

??Brian Tracy, Canadian American Author & Speaker 

Your time is a limited resource. Everyone gets the same 24 hours in a day, and it is important to use part of that time wisely when networking. In this article, we will delve into effective time management strategies, specifically designed to cater to the unique needs of BNI Members. By implementing these practical tips, you will optimize your networking efforts and maximize the value you derive from your time investment. 

Define Your Objectives and Prioritize  

Start by clearly defining your objectives related to your BNI? membership. You can accomplish this by determining what you would like to achieve and identifying specific goals (e.g., a specific number of referrals or dollar amount in closed business). Once you have clarity on your objectives, prioritize your activities accordingly. Focus on tasks that align with your goals and have the most significant impact on your business growth. Keep in mind that success in BNI starts with Givers Gain?, so focus on building reciprocal relationships. 

Plan and Schedule  

Develop a strategic plan and schedule to effectively manage your time within BNI. Allocate dedicated time slots for weekly BNI meetings, Chapter events, and 1-2-1 meetings with fellow Members. By planning and scheduling your BNI activities, you ensure that they receive the necessary attention while avoiding conflicts with other commitments. 

Stay Actively Engaged in BNI Meetings  

During your weekly meetings, make the most of your time by participating in all aspects of the agenda. Come prepared with a clear and concise Weekly Presentation that highlights your business and makes it easy for Members to bring you referrals. Focus on building meaningful connections with other Members by actively listening, taking notes, asking questions, and making introductions to potential referral partners. The more engaged you are, the quicker you?ll reach your goals. 

Leverage BNI Tools and Resources  

BNI provides various educational tools and marketing resources that help you promote your Chapter and grow your business. Familiarize yourself with the BNI Connect website and mobile app, which allows you to manage your profile, track participation, and connect with other Members online. Utilize the BNI mobile app to invite Visitors and record your activities (referrals, 1-2-1s, CEUs, and TYFCB) in real time. By leveraging these tools, you?ll streamline your networking efforts and save time. 

Build Relationships Outside of Meetings  

Effective networking extends beyond your BNI meeting. Take the initiative to connect with fellow Members outside of scheduled events. Schedule in-person and/or virtual  

1-2-1s to deepen your relationships, understand each other’s businesses better, and explore collaboration opportunities as a Power Team. Here are some tips for a productive 1-2-1. 

Leverage Your Contact Sphere/Power Team 

Recognize that you don’t have to handle every aspect of growing your business on your own. This is the benefit of working with a strong Contact Sphere or Power Team. Identify areas where you should feel free to ask for help or collaborate with other BNI Members. By leveraging each other’s expertise, you can save time and tap into new business opportunities. Build a network of trusted professionals within BNI who can support you in areas outside your core strengths. 

As a BNI Member, effectively managing your time is crucial for leveraging the benefits of this powerful networking organization. BNI offers a wealth of opportunities for referrals and business growth, and by managing your time effectively, you can make the most of your membership in the shortest amount of time.  

3 Easy Steps to Create a SWOT Analysis

Posted on by BNI Global

In business, understanding your position and planning for the future are keys to your success. A time-tested tool that can help you do this is a SWOT analysis. SWOT stands for Strengths, Weaknesses, Opportunities, and Threats, and it offers a detailed yet straightforward way to assess your business, internally and externally. But how do you conduct a SWOT analysis? Here are three easy steps for small businesses:

1. Understanding and Preparing for Your SWOT Analysis

The first step towards conducting a SWOT analysis is to understand what’s involved. Strengths and weaknesses refer to internal factors within your business — things that you have control over. Opportunities and threats, on the other hand, are external factors — elements outside your business that can affect your operations, but which you don’t have control over.

2. Conducting Your SWOT Analysis

Let’s assume you have a small team that can help you identify each SWOT component. Start with strengths. Consider what gives your business a competitive advantage. This could be anything from a stellar reputation, dedicated staff, to unique products or services.

Next, identify your weaknesses. These are areas where your business could improve. This isn’t about being negative — it’s about understanding areas for growth.

Then, identify the opportunities for your business. This could be emerging trends, market changes, or technological advancements that your business could capitalize on. Remember, these are external factors that could benefit your business.

Finally, identify potential threats to your business. These could include new competitors, compliance changes, or economic volatility. Identifying threats is all about being prepared for future challenges.

3. Visualizing and Applying Your SWOT Analysis

Once you’ve identified your SWOT components, an effective way to present them is with a SWOT diagram. Here’s a simple one:

With your SWOT analysis in place, it’s time to apply it. The real value comes from using this analysis to guide your strategic planning. For example, you could leverage your strengths to take advantage of opportunities or make a plan to improve your weaknesses and mitigate potential threats.

Let’s illustrate this with an example. Imagine a small catering company that specializes in local and organic cuisine. Their strengths might include a talented chef and a reputation for excellent customer service. Weaknesses might be a small team that limits the scale of events they can handle. Opportunities could be a growing trend towards organic food in their city, while threats could include a larger catering company moving into their area.

The company could leverage their strengths by marketing their unique food offerings and exceptional service to tap into the growing organic food trend. They could address their weaknesses by hiring more staff or partnering with a freelance chef during larger events. To counter the threat of larger competitors, they could focus on building strong relationships with local businesses, event planners and venues. Applying to a BNI Chapter would be a great way to meet potential clients and referral partners.

As your business environment changes, your SWOT analysis should adapt accordingly. Periodic reassessment will ensure you’re staying ahead of changes and can adjust your strategies as needed. It is suggested you revisit and revise your SWOT analysis every six months. For a small business, this tool can act as your compass, guiding you towards continued success and growth in your profession.

5 Best Practices for Inviting Visitors to Your BNI Chapter Meeting

Posted on by BNI Global

One of the key components of the BNI networking platform is its weekly Chapter meetings, where Members and visitors come together to network and build relationships. As a BNI Member, inviting visitors to your Chapter meeting can lead to many valuable benefits, including increased exposure for your business and enhanced networking and referral opportunities. In this blog post, we’ll discuss 5 best practices for inviting visitors to your BNI Chapter meeting.

Tip #1: Know Your Visitor’s Business

One of the most important things you can do when inviting a visitor to your BNI Chapter meeting is to learn about their business beforehand. By doing so, you can tailor your invitation to their specific needs and interests. For example, if your visitor is a real estate agent, you might highlight the success stories of other real estate agents in your Chapter. Conversely, if your visitor is a financial planner, you might focus on the financial success stories of the Members in your Chapter. By understanding your visitors’ business, you can make a compelling case for why they should attend your Chapter meeting.

Tip #2:  Don’t Forget to Follow Up

After inviting a visitor to your BNI Chapter meeting, it’s important to follow up with them. This can be as simple as sending a reminder email the day before the meeting. Following up shows your visitor that you are interested in their attendance and value their time. Additionally, it can help ensure that they show up to the meeting.

Tip #3: Be Consistent with Invitations

Consistency is key when it comes to inviting visitors to your BNI Chapter meeting. If you only invite visitors sporadically, you’re unlikely to see any real results. Instead, make a concerted effort to invite visitors on a regular basis. Set a goal for yourself to invite at least one new visitor to each meeting. By being consistent with your invitations, you’ll increase the likelihood of attracting new Members to your Chapter.

Tip #4: Offer Value to Your Visitors

When inviting visitors to your BNI Chapter meeting, it’s important to highlight the value that they’ll receive by attending. Be sure to explain how BNI can help their business grow through word-of-mouth referrals and highlight how BNI has made a significant impact on you and your fellow Members’ businesses.

Tip #5: Be Helpful, Not Pushy

Finally, it’s important to avoid being too pushy when inviting visitors to your meeting. While it’s important to be enthusiastic about the benefits of BNI, you don’t want to come across as aggressive or desperate. Instead, focus on building a relationship with your visitor and demonstrating how BNI can help them achieve their goals. By being authentic and respectful, you’ll increase the likelihood of your visitor joining your Chapter.

Inviting visitors to your Chapter meeting can be a great way to grow your business and build relationships.  Consider some of these helpful inviting tips from Dr. Ivan Misner in his blog post “If You’re Not Inviting, You’re Missing Out.” By knowing your visitor’s business, following up consistently, offering value, and being authentic, you’ll increase the likelihood of attracting new Members to your Chapter. So, get out there and start inviting visitors today!

1-2-1s That Grow Your Business

Posted on by BNI Global

All BNI Members are asked to have at least one 1-2-1 per week. As a new Member, you should do as many as possible. Productive 1-2-1s give you the insight needed to refer fellow Members while building a strong relationship with them. We often hear that more quality referrals come from 1-2-1s than in the weekly meeting.

Here are 10 steps for a productive 1-2-1 that will grow your business:

1. Preparation

Schedule the meeting in advance, allowing both parties ample time to prepare. Set a clear agenda outlining the topics to be covered and share any relevant background information. In addition, fill out and email a GAINS Exchange a few days before you meet. As a courtesy, attach a blank one along with yours, in case your referral partner doesn’t have the form handy.

2. Punctuality

Arrive on time to show respect for the other person’s schedule and to maximize the meeting’s productivity. Showing up on time tells the other person that you’re taking this meeting seriously and that you’re ready to talk business.

3. Listening

Practice active listening by giving the other person your full attention, maintaining eye contact, and resisting the urge to interrupt. Take notes as needed.

4. Asking Open-Ended Questions

Encourage conversation by asking open-ended questions that allow the other person to share more about their business, experiences, and goals. This is especially important when you’re meeting with new or shy Members.

5. Sharing Personal Stories

Build rapport by sharing personal stories and experiences, which can help create a deeper connection and understanding between both parties. Stories about your business are also important. They are easy to remember as opposed to stats and figures.

6. Establishing Goals

It’s an important part of the GAINS Exchange. Talking about your goals makes your referral partner want to help you achieve them.

7. Discussing Referrals and Introductions

Take time to discuss potential referrals, focusing on the types of clients or businesses each person is seeking and how to identify those opportunities. In addition, think of specific people you’d like to meet. You never know who people know, so be sure to name them.

8. Providing Value

Offer helpful advice, resources, or connections to support your referral partner’s business growth and development.

9. Following Up

Here’s the most important part of the meeting — one that is often left out and could cost you some business. At the end of the 1-2-1, set a time for a follow-up on your commitments.

For example, you could say: “During our meeting, we agreed that I would introduce you to [person’s name] who could be a valuable connection for your business. I will reach out to them by [specific date] and keep you updated on the progress. In return, you agreed to ask your friend if I could contact him about a potential collaboration. Let’s touch base again on [specific date] to discuss the outcomes and explore further opportunities to support each other’s businesses.”

10. Recording the 1-2-1

Before you leave, be sure to open the BNI Connect app and log your 1-2-1 as completed.

Following these 10 steps will give you the best chance for business success and a bigger ROI from your BNI membership!

How Referral Follow-Up Maximizes Your Success in BNI?

Posted on by BNI Global

The primary reason almost every BNI? Member has for joining this amazing organization is the opportunity for referrals. It?s what we do here at BNI. However, passing a referral is just the first step in the process. It’s important to follow up on referrals to ensure that they are properly taken care of ? and that they result in successful outcomes for all parties involved.

Build Trust & Credibility

Following up on referrals is important for several reasons. First, it helps to build trust and credibility between the referring Member and the recipient. When a referral is passed, the referring Member is putting their reputation on the line by recommending someone to their client or contact. If the referral goes unanswered or unacknowledged, it can reflect poorly on both the referring Member and the recipient. Following up on referrals shows that the referral giver is committed to helping their clients and contacts, and that they take their recommendations seriously.

Ensure Qualification & Fit

Second, following up on referrals can help to ensure that the referral is properly qualified and that the recipient is a good fit for the referral. Not all referrals are created equal, and not all referrals will result in successful outcomes. By following up on referrals, the referral passer can ensure that the recipient has received the referral, that they understand the referral, and that they are the right person to follow up with. This can save time and effort for both parties involved ? and can help to ensure that the referral is a good fit for everyone.

Generate New Business

Third, following up on referrals can help to close the loop and generate new business for both the referring Member and the recipient. When a referral is passed and followed up on successfully, it can lead to new business opportunities for both parties. For the referring Member, it can lead to new referrals from the recipient, as well as increased credibility and trust with their clients and contacts. For the referral recipient, it can lead to new business from the referral, as well as increased visibility and credibility within the BNI network. Best of all, it can lead to a reciprocal relationship where both parties continue to give business to each other in their dynamic power team.

Tips for Effective Referral Follow-Up

So, how can you ensure that you are following up on BNI referrals effectively? Here are a few tips:

  • Make it a priority. Following up on referrals should be a top priority for all BNI Members. Set aside time each week to review your referrals and follow up with the recipients.
  • Be timely. Follow up with referrals as soon as possible after receiving them. This shows that you are actively committed to helping your clients and contacts.
  • Stay in touch. If you don’t hear back from a referral recipient, don’t give up. Follow up with them multiple times, through different channels if necessary (e.g. email, phone, text, in-person).
  • Provide feedback. When following up on referrals, provide feedback to the referring Member ? ideally in a 1-2-1 ? on how the referral was received and whether it resulted in new business. This helps to build trust and credibility within your BNI network. And don?t forget to give a testimonial to thank the referral recipient for a job well done!

When you make follow-up a priority, you maximize the value of your referrals and build strong, lasting relationships within your Chapter.

Want Referrals for Life?? Simply Follow BNI’s 7 Core Values

Posted on by BNI Global

Maintaining a successful business is a goal that drives us as entrepreneurs and business professionals. But how do we build a business that not only thrives but also attracts a constant stream of referrals? The answer lies in adopting the Core Values of the world’s leading business networking organization. By embracing BNI’s 7 Core Values, you will not only grow your business, but also increase your visibility within your community, making you a magnet for referrals.

1. Givers Gain?

The first Core Value of BNI? is the principle of Givers Gain?. This simple yet powerful philosophy states that by giving business to others, they will want to give business to you. In other words, if you help others succeed, they in turn will be motivated to help you.

To apply this principle, focus on building relationships with other business owners and professionals within your community. Be willing to help, support, and offer your expertise whenever you can. By doing so, you’ll be seen as an asset and people will be more likely to refer business to you. Remember: give unconditionally. It will open new doors and create new referral opportunities.

2. Building Relationships

At the heart of any BNI Member’s success is the importance of building strong, long-lasting relationships. Relationships are the foundation of any successful business, and by fostering genuine connections with others, you will create a network of people who trust and support you.

To build strong relationships, focus on getting to know people on a deeper level. Have meaningful 1-2-1s. Give heartfelt, memorable testimonials. Share your expertise and mentor those new to networking. By being present and active, you’ll demonstrate that you’re committed to creating meaningful connections and growing your network.

3. Lifelong Learning

The third Core Value of BNI is Lifelong Learning. By continuously seeking out new knowledge and staying up to date with the latest industry trends, you’ll be able to offer valuable insights and solutions to your clients and peers.

To practice Lifelong Learning, attend BNI trainings, webinars, and Leadership Team meetings. Follow us on LinkedIn. Subscribe to BNI SuccessNet. Stay current with educational opportunities in your field. Read industry publications and relevant blogs. By investing in your professional development, you’ll become a trusted, go-to expert in your industry, increasing your credibility along with your chances of receiving referrals.

4. Traditions + Innovation

BNI values the importance of balancing traditions with innovation. Respecting tried-and-true methods is essential, but so is being open to new ideas and ways of doing things.

To embody this value, adapt and evolve your business practices as needed. Keep an open mind and be receptive to new technologies, tools, and methods that can help you stay ahead of the competition. By embracing innovation and respecting traditions, you’ll create a business that’s built to last and worthy of attracting referrals.

5. Positive Attitude

A positive attitude can make all the difference in your personal and professional life. By approaching challenges with optimism and resilience, you’ll be more likely to find creative solutions and inspire confidence in those around you. And besides, no one wants to do business with a negative person.

To maintain a positive attitude, practice gratitude, focus on your accomplishments, and surround yourself with like-minded individuals. By doing so, you’ll create an uplifting environment that will not only help you succeed but also attract others who want to be part of your success story. Where better to find these people than in your own BNI Chapter?

6. Accountability

BNI’s sixth Core Value is Accountability, which means being responsible for your actions and following through on your commitments. When you’re accountable, others can trust that you’ll deliver on your promises and that you’ll be there to support them in their time of need.

To demonstrate accountability, establish manageable goals and expectations for yourself, your business, and your BNI membership. Communicate openly and honestly with your clients and referral partners, and always follow through on your commitments. By holding yourself accountable, you’ll build that all-important trust within your Chapter, making your fellow BNI Members more likely to refer business to you.

7. Recognition

The final Core Value of BNI is Recognition. By acknowledging the achievements and contributions of others, you can foster a supportive environment where everyone feels valued and appreciated.

To practice recognition, take the time to celebrate the successes of your clients, colleagues, and fellow BNI Members. Share their accomplishments on social media, write them a sincere thank-you note, or give them a shout-out in your Chapter meeting and on social media. By recognizing the hard work and dedication of others, you’ll create a culture of mutual support, strengthening your relationship and making it more likely for others to refer business to you.

Harness The Power of BNI’s Core Values

By following BNI’s 7 Core Values, you’ll create a powerful foundation for success inside and outside of BNI. Not only will you grow your business and increase your visibility within your community, but you’ll also become a person deserving of referrals for life.

Remember, the key to unlocking a constant stream of referrals is to give without expecting anything in return, build strong relationships, commit to lifelong learning, balance tradition with innovation, maintain a positive attitude, hold yourself accountable, and recognize the achievements of others.

Start implementing BNI’s Core Values today and watch your business soar to new heights!

3 Reasons More Visitors Mean More Value

Posted on by BNI Global

As a business owner, you know the importance of networking and building strong connections with other professionals. That’s why you joined BNI. But have you considered the impact that visitors can have on your BNI membership? Here are the top 3 reasons why an increase in visitors improves the overall value of your BNI membership:

1. Increased Exposure and Referrals

With more visitors attending meetings, BNI Members have more opportunities to promote their business to potential customers and receive referrals from other Members and visitors.

2. Strengthened Business Growth

Ultimately, the goal of BNI is to help Members grow their businesses. With more visitors attending meetings, Members have access to more resources and opportunities that can help them achieve their business goals and generate new business. By creating a more dynamic community of business professionals, BNI Members can tap into a wider range of skills, knowledge, and contacts that can help them thrive in today’s competitive business landscape.

3. Broadened Category Exclusivity and Complementary Categories

Visitors are the lifeblood of BNI Chapters, as they play a critical role in creating a diverse and inclusive membership that is essential for building a robust referral network. By filling in missing categories and complementary businesses, visitors help to ensure that BNI Chapters are well-rounded and comprehensive, allowing all Members to benefit from a wider range of referrals and opportunities. This not only increases the value of BNI membership, but also makes each Chapter more effective and successful in helping businesses grow and thrive.

Having more visitors attend your BNI Chapter can have a significant impact on the value you receive from your membership. Increased exposure, enhanced networking and referral opportunities, and strengthened business growth are just a few of the benefits you can experience.

Not a BNI Member yet and ready to take your business to the next level? Visit a BNI Chapter today to build valuable connections with entrepreneurs and business professionals and discover the opportunities waiting for you.

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