Days
Week 1
Show Businesses in Your Community How They Can�Be with
“I’m proud that our culture of Givers Gain gave us the confidence to face the challenges of 2021 knowing that we were not alone.
Our BNI community came together as it always has, to support one another both professionally and personally.
I encourage you to reach out to a business in your community and introduce them to your Chapter, show them how a group of like-minded caring people can help them grow and be successful.
Show them how we can be Better Together.”
Dr. Ivan Misner
BNI Founder and Chief Visionary Officer
More Referral Partners = Better Results
Doubling Your Referral Partners from 25 to 50,
increases Revenue per Member
25
Referral Partners
50
Referral
Partners
$60,036
Revenue
Per Member
REVENUE
INCREASE
PER MEMBER
$34,147
Revenue
Per Member
Source: BNI Member Reported Revenue 2020
Better ROI
40.24%
23.50%
14.30%
6.98%
10.75%4.22%
$10,000
$25,000
$50,000
$75,000
$100,000 - $200,000
$250,000 or More!
10:1 ROI
25:1 ROI
50:1 ROI
75:1 ROI
100:1 – 200:1 ROI
250:1 ROI or Greater!
Source: BNI US Member Survey 11/2020
U.S. BNI Members report how much of their annual revenue comes from BNI referrals?
$ Amount Earned
% of Members
Return on BNI Investment
ROI Calculated on $1,000 Annual BNI Membership
of U.S. BNI Members believe that referrals and word of mouth are their best source of new customers.*
Source: BNI US Member Survey 11/2020
U.S. Members Agree, Referrals Perform Better
91%
of U.S. BNI Members agree that a referred customer is more loyal.*
95%
Today’s
Agenda
Days
Who am I?
Why we are here
Interactions
Q & A
Call is being recorded
Welcome & House Keeping
Leaders Create ENERGY
Contact Sphere Challenge Timeline
Contact Sphere Challenge Timeline
How do you inspire your members?
What is your Why?
First – Identify Professions
Member Exercise
Health Coach
Your Profession
Profession
Profession
Profession
Profession
Profession
Profession
My Contact Sphere is full…..
Health Coach
Personal Trainer
Dentist
Chiropractor
??????
Massage Therapist
Acupuncture
Pediatrician
Orthodontist
Dentist
Therapist
Meal Prep
Primary Care
Contact Sphere Scorecard - 8x6
How many new introductions and relationships do your members need to achieve their goals?
How many will it take?
We will talk more about this next week ☺
3
2
1
Action Items
Have Members email a list of profession they want in the Chapter to the Champion
Continue the conversation on WHY Members are here
Discuss Contact Spheres & identify professions wanted
Days
Any questions?
Days
Week 2
Today’s
Agenda
Days
Better ROI
40.24%
23.50%
14.30%
6.98%
10.75%4.22%
$10,000
$25,000
$50,000
$75,000
$100,000 - $200,000
$250,000 or More!
10:1 ROI
25:1 ROI
50:1 ROI
75:1 ROI
100:1 – 200:1 ROI
250:1 ROI or Greater!
Source: BNI US Member Survey 11/2020
U.S. BNI Members report how much of their annual revenue comes from BNI referrals?
$ Amount Earned
% of Members
Return on BNI Investment
ROI Calculated on $1,000 Annual BNI Membership
Recap from last week
Contact Sphere Challenge Timeline
What is one of your goals in 2022?
Share in chat or raise your hand.
Open Networking Topic
ACTIVATE your chapter with NEW business!
Action Steps
“Ensuring each Member gets in front of the RIGHT people to help them achieve their goals?”
Planning for Success
How many businesses do we want to invite?
3
2
1
Break down your invites by event and by Member
Set a goal for new Members
Determine how many invites you need to send out to achieve your goal.
How many businesses do we want to invite?
12 Members = 24 applications
24 applications = 48 Interested
48 interested = 96 Visitors
96 Visitors = 192 RSVP’s
192 RSVPs = 384Comms
384 Comms = 768 Invitations
How many businesses do we want to invite?
768 Total Invitations
If you host 6 events, you need 128 invites per event.
If you have 20 Members in your Chapter, that is 6 invites per Member per Event.
Do I only invite 1 per profession?
Health & Beauty
6 invites = 6 Dentists
6 invites = 3 Dentists & 3 Mary Kay
6 invites = 4 Massage Therapists & 2 Essential Oil
Planning for Success – Sharing Dates
Date
Date
Date
Date
Date
Date
BNI provides the path to growing members NETWORK!!
Action Steps
3
2
1
Share which Contact Spheres will be spotlighted on the event dates
Encourage members to continue sharing their goals
Show Members how many invites it will take and break it down
Days
Any questions?
Days
Week 3
Today’s
Agenda
Days
Better ROI
40.24%
23.50%
14.30%
6.98%
10.75%4.22%
$10,000
$25,000
$50,000
$75,000
$100,000 - $200,000
$250,000 or More!
10:1 ROI
25:1 ROI
50:1 ROI
75:1 ROI
100:1 – 200:1 ROI
250:1 ROI or Greater!
Source: BNI US Member Survey 11/2020
U.S. BNI Members report how much of their annual revenue comes from BNI referrals?
$ Amount Earned
% of Members
Return on BNI Investment
ROI Calculated on $1,000 Annual BNI Membership
Recap from last week
Contact Sphere Challenge Timeline
Share a personal success story about inviting?
Share in chat or raise your hand.
Open Networking Topic
Planning for Success
“If I can make it easy for you to come up with your names, would you be willing to give it your best shot?”
Where do I find Names?
Tips & Tricks
Places to look for names….
People you know
(1/2)
People you Kind of know
(1/4)
People you don’t know yet
(1/4)
How are you inviting?
Remember all invitations are followed up with a personal phone call within 3 days. Invitations should be sent 1 -2 weeks before the meeting.
Emails
Previous Visitor
New Visitor
Email Invitations – Suggest Openings
Example of Inviting via Email with Template
Example of Inviting via US Mail with Template
Use Social Media to Invite, Recognize and Share the Benefits of BNI
Target Open Categories Referral Partners that are Key to Member Revenue Growth
Phone Calls
Let's Talk about Direct Mail….
1-2%
What do I say?
Keep the focus on them and how you can connect them with others that are in working together to help one another succeed. Simply share the link for your event or give them location and let them participate in a meeting that could change their life.
What do I say?
“Matt, I am excited you will be attending our Visitor Day Event next week. We are looking forward to showing you what a meeting looks like and how BNI might help you and your business right now. Be sure to plan and sit in for the entire agenda between 1.5 -2 hours. We will keep you engage the entire time! Thank you!”
Hidden Elements
Action Steps
3
2
1
Talk to Members about the importance of follow up calls
Share with members where to look for names
Identify names of people to invite to future events
(Remind Members how many invites per Member)
Days
Any questions?
Days
Week 4
Today’s
Agenda
Days
Better ROI
40.24%
23.50%
14.30%
6.98%
10.75%4.22%
$10,000
$25,000
$50,000
$75,000
$100,000 - $200,000
$250,000 or More!
10:1 ROI
25:1 ROI
50:1 ROI
75:1 ROI
100:1 – 200:1 ROI
250:1 ROI or Greater!
Source: BNI US Member Survey 11/2020
U.S. BNI Members report how much of their annual revenue comes from BNI referrals?
$ Amount Earned
% of Members
Return on BNI Investment
ROI Calculated on $1,000 Annual BNI Membership
Recap from last week
Contact Sphere Challenge Timeline
When does the visitor experience begin?
Share in chat or raise your hand.
Open Networking Topic
Engage them from start to finish!
How to share value with Visitors
Open Networking Questions
Keeping the focus on contact spheres
Education Moment – have a contact sphere member(s) share:
Keeping the focus on contact spheres
Member Weekly Presentations – Encourage members to craft weekly presentations that support the contact sphere:
Keeping the focus on contact spheres
Feature Presentation – have a member(s) in the contact sphere present:
Visitor Orientation
BNICORERegions.com > Leadership Teams > Scroll Down > Visitor Host Tools & Resources
Invite them to apply TODAY
Planning for Success – Sharing Dates
Date
Date
Date
Date
Date
Date
Action Steps
3
2
1
Put all dates in your calendar
How will you support the Contact Sphere events?
Connect with other Members in your CS and plan a presentation
Days
Any questions?
Days
Weeks 5-10
Today’s
Agenda
Days
Better ROI
40.24%
23.50%
14.30%
6.98%
10.75%4.22%
$10,000
$25,000
$50,000
$75,000
$100,000 - $200,000
$250,000 or More!
10:1 ROI
25:1 ROI
50:1 ROI
75:1 ROI
100:1 – 200:1 ROI
250:1 ROI or Greater!
Source: BNI US Member Survey 11/2020
U.S. BNI Members report how much of their annual revenue comes from BNI referrals?
$ Amount Earned
% of Members
Return on BNI Investment
ROI Calculated on $1,000 Annual BNI Membership
Contact Sphere Challenge Timeline
Follow up
Follow up - What do I say?
• Follow up with visitors that came to the event but did not apply
“Thank you for attending our event on (Day/location) what did you like most about the Visitors Day event you attended?”
• Follow up with people that RSVP but did not attend the event.
“I’m sorry we missed you at our event, we are still in the interview process and if you are serious about growing your business by referral, we would love to have you come to our meeting next week…………..”
• Follow up with people that could not attend the event.
“I’m sorry you missed our event; we are still in the interview process and if you are serious about growing your business by referral, we would love to have you come to a meeting next week and meet other local business professionals.”
• Follow up with people that you sent a letter to but never made a connection with.
“I’m sorry we were unable to connect at the event last week. I would love to meet you and we have been looking for someone in your profession. Would you like to join us next week?”
Follow up – Let the visitor decide
The visitors will be the ones to decide if BNI is a good fit for them and their business.
But as Members, you can have a HUGE impact on the experience they have before, during, and after the meeting. If they have a GREAT experience, they are much more likely to join and be your next referral source.
Final Thought
“We don’t buy a newspaper; we buy news.
We don’t buy a light bulb; we buy light.
We don’t buy sunglasses; we buy shade.
And with BNI, you’re not buying a BNI membership;
you’re buying collaboration with other business professionals who can help you achieve the things we often cannot achieve alone”