3 Things That Stifle Chapter Growth

Compare The Pair

Member B

Member Purchases Membership $2310 p/a

Member Pays Meeting Fees $1584 p/a

Member Attends BNI Meetings: 96 Hours

Member Completes One-to-Ones: 48 Hours

Member Completes CEUs: 52 Hours

Chapter Members 30

Chapter Average Seat Value: $52,000 p/a

Member A

Member Purchases Membership $2310 p/a

Member Pays Meeting Fees $1584 p/a

Member Attends BNI Meetings: 96 Hours

Member Completes One-to-Ones: 48 Hours

Member Completes CEUs: 52 Hours

Chapter Members 50

Chapter Average Seat Value: $103,000 p/a

Same Business Type

Different Chapters

3 Things That Are Stopping Your Chapter Growing and making more money

• Some chapters just get to Road Block, a point they cannot grow past
• We have discovered 3 things that may be causing this

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3 Things That Are Stopping Your Chapter Growing and making more money

Lack of Chapter Pride

Lack of Abundance Mentality

Not Knowing The Visitor Buying Process

Lack of Chapter Pride

Are Members Proud of your Group?

Are there:

Clubs / Cliques? – In jokes

Bullies / Owners / Queen Bees? – Untouchables, bring plenty of business

Cringeworthy Actions? – Really Out There, Over the top

This Culture is stopping The Best Visitors being invited and Applying

When Members are Proud of Their Chapter

They become an Advocate

They invite not only Visitors but their best contacts and friends

Quality Business People join Quality Groups with Great Culture

They introduce more Quality People and Go Getters

When someone introduces a friend they become a lifer in BNI

They are Invested

Lack of Abundance Mentality

Lack of Abundance Mentality

• Why do Restaurants open near each other?
• It’s all food!
• This is “Agglomeration in Economics”
• When restaurants cluster together, there may be advantages because that cluster attracts more customers than a single restaurant alone could

Not Knowing The Visitor Buying Process

• So What is the Visitor Buying?
• YOU & Your Group (Running the BNI System)
• The BNI Meeting is a Weekly Event
• Successful groups run a great event
• If your group impresses Visitors, they will want to apply
• In a 1-10 Sales Step Process someone needs to be at least an 8 to fill in an application
• How do we get there?
• Its in your training!

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What Effects The Visitor Buying Process

• Follow Up – They really want me
• Visitor Orientation – What’s expected – next steps
• Testimonials – Members & BNI – Great experiences shared
• Referrals – These guys pass a lot of business
• VP & MC Reports – Celebrate Achievements – Business Unit
• Recognition of Members – People like recognition
• New Members, Anniversaries & Renewals Recognised – Positive Reinforcement
• Leaders are Introduced – Organised!
• The President is setting a great tone - personality
• Trade sheet with Everyone’s Details
• There is a Seat for Them in a great position
• People are wearing Name Badges
• Walk into a room with energy & introduced
• Visitor Hosts Organised
• Lets Say The Visitor is a Zero arriving
• But they could be a Minus Why?

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This &

Member Contributions

add to the

Positive Reinforcement

that this is a

GREAT GROUP

What Effects The Visitor Buying Process

What Actions in the chapter can work against this?

• Self Interest - Cliques
• Airing dirty laundry
• Off colour jokes
• Sexist Remarks
• Cringeworthy actions
• BMWs – Bitching, Moaning, Whining
• President skipping parts of the Agenda
• Category Hogs – You can’t join

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Every New Member adds approx. $150k

When a chapter goes from 30 to 50 Members Av Seat Value Doubles

3 Things That Are Stopping Your Chapter Growing and making more money

Lack of Chapter Pride

Lack of Abundance Mentality

Not Knowing The Visitor Buying Process

How will you tackle this in Your Leadership Term?

Questions?