Notably Green: February 2021

There really is no secret. You already have the formula. It's just a matter of learning how to be more effective and efficient.

What I feel is the issue for most new members, is new members come into BNI thinking that BNI is going to be the Be All - End All for all of their networking and referrals. They think they are going to get a ton of referrals right out of the gate. The referrals are just going to fall out of the sky miraculously. And they seem shocked to learn it's going to take some work on their part to either learn how to network effectively and efficiently and to un-learn past ways of networking that were ineffective.

I attended a webinar a few weeks ago and heard an interesting statistic from the presenter. He said it's usually about the 3rd year that most BNI member's referrals and revenue really begins to kick in. This was one of those Ah-Ha moments because most members aren't willing to give it that much time, must less do the work involved to get to that level. We've always heard that members who renew their first year, usually remain members for 5+ years. But most new members give up and decide to leave about six months in when they have really not put forth the effort to be successful. Most business coaches will tell you, it takes 3 to 5 years to have a profitable business. Why would you think BNI is going to be an instant windfall of referrals and business?

So what is the Secret Formula?

Members who are Green report 6 to 8 times more revenue than those members in Red or Grey.

You see, BNI tracks everything and according to the statistics, the Power of One is the standard for success. But, it's not just about going through the motions of doing the activities, it's learning how to do them the right way and that takes time and practice. You've heard the phrase 'practice makes perfect.' When you're trying to learn a new skill, how many times does it take before you get it right? And once you get it right, you have to keep doing it correctly in order to achieve the results you desire.

So let's go through each one of these and break it down as to how to get more effective and efficient.

CEU - Chapter Education Unit. Learn More to Earn More. Another interesting statistic. Those members with higher CEUs typically receive more referrals and have higher TYFCB. BNI is a marketing system that teaches us how to build relationships in order to grow our business. BNI provides all types of learning opportunities via websites, podcasts, webinars, BNI Business Builders, Advanced Trainings, Monday Mugs, Live Help Friday, books, etc. It's up to us as members to take advantage of these trainings. So where do you start? Start with the basics. Even if you've been a member for a while, it's always good to go back to the beginning for a refresher. It used to be that every member was asked to complete MSP, Member Success Program, every year when they renewed. Did you complete MSP, Member Success Program? It always helps to have a refresher of the basics. Did you attend the New Member Next Steps Webinar? What about the Passport to Success Program? Did you complete yours? Do you have a Mentor? Talk with your Chapter's Mentor Coordinator and get assigned to someone who would be willing to mentor you. Ask yourself, where do you need help? Is it more referrals? How to improve your weekly presentation? How to improve your spotlight presentation? How to invite visitors? Search for these subjects on BNI Business Builder, BNIPodcast.com, BNIPowerofOne.com. Seek out the people who do these things well and have a 1-2-1 and ask them for their tips. These members could be in other chapters. Seek them out.

1-2-1s = More Referrals. In order to receive referrals, other members have to get to know you, like you, trust you, and want to help you. How do you achieve that? 1-2-1s. And not just one 1-2-1. It takes meeting with other members over and over to really get to know them and their business and learning how you can help them find referrals. Yes, the BNI philosophy is 'Givers Gain.' We have to give in order to receive. It also takes learning how to do an effective one to one. You see a 1-2-1 in BNI is not just a 'coffee chat.' It is not a 'one and done.' To truly have an effective one to one takes some preparation. It starts with completing and exchanging your GAINS profile with the member you are meeting with prior to your 1-2-1. You can also use the One to One Planner. I was just talking with a long time BNI member the other day about this subject and he said, "I have a one to one with someone about twice a month, because it means 2 to 3 referrals each time." This is the 'secret sauce' for receiving and giving referrals. It is the developing of the relationships with strategic referral partners with whom you can leverage referrals for each other. Your 1-2-1s can also be with other members from other chapters as well as with visitors. And by all means, have a 1-2-1 with your Director Consultant and pick their brain on what it takes to be successful in BNI.

Referrals - Members are expected to pass 1 referral a week. If members are doing 1-2-1s consistently every week and learning what to listen and look for, it becomes second nature to find referrals. When they take it to another level and get proactive rather than reactive, they learn how to start conversations in order to uncover referrals for their fellow members. The other way to bring referrals to your fellow members is to invite visitors and make introductions. Listen to your fellow members. Who are they looking to meet? Ask your contacts if they know someone in that industry and invite them to network. Use this reason for the invitation, is that you have someone in your referral group who is looking to meet someone in their profession for the purpose of passing referrals. That introduction could turn into business. And to receive referrals, a member needs to build relationships and build their creditability. So, what does a Power of One score of Red or Grey say to your fellow members? How comfortable do you feel passing a referral to a member who has a Red or Grey Power of One score?

Attendance - 80% of Success is Showing Up BNI is not the like other networking organizations. You are not just a name of a roster. Another interesting statistic, is those with low absences get more referrals. To get results from BNI you not only have to show up every week, but you also have to participate. Because how you show up, is how your fellow members think you show up everywhere. What does that mean you ask? Do you show up late? Or are you on time or better yet early? Your fellow BNI member does not want to give a referral of his best client to someone who can't even get to a meeting on time. Are you prepared each week? Part of showing up each week is to train your sales team on how to find you referrals. Do you have a good weekly presentation prepared that describes that perfect referral for you? Perhaps it's a story of a client you recently worked with. Or a testimony from a client you helped. Or an interesting piece of industry information your fellow members could use to help find you a referral. Participation also includes being engaged in the meeting. Focusing on the speaker, not multi-tasking, texting, etc. And since we are on Zoom calls, are you on camera, in good lighting, etc. Dressed for a business meeting? Have a good setting or a virtual background? No distractions? And back to participation - What other duties have you taken on in your chapter? Part of building creditability is being visible and volunteering to help in needed areas. This helps to build trust and shows you are a dependable reliable person.