Preparing Your Sub to Represent you at Your BNI Meeting – AKA – Dos and Don’ts

 So, you know you’re going to miss a meeting and you need to get a substitute.  This article discusses how to properly prepare your sub to represent you at your BNI meeting along with some Best Practices (Dos) and some Not Recommended (Don’ts).

Best Practices – (Dos)

1.     Plan ahead.  Line up some possible subs before you need them.  It is advisable to contact at least five people and discuss with them that you would like to ask them the favor of them to sub for you at your BNI meeting at some point in the future.  

a.     By planning ahead and talking with them before you actually need them, you can discuss their availability.  How much advance notice they would need.  This way you know who you have to give advance notice to and who you can call at the last minute.

b.     Read the document/article ‘Who Makes a Good Substitute.’  In the article it gives a list of possibilities with the first being someone who can fill a seat in the chapter.

c.     Discuss with them what being a sub for you would entail. 

d.     How it would benefit them.

e.     Invite them to attend before you need them as a sub so they will know first hand what a meeting is like.

f.      When you follow up with visitors, a good question to ask is, would you be open to subbing for me in the future?  Often times visitors are eager to visit again and would welcome the opportunity to sub.

 

2.     Set Expectations. Part of the above discussion is also to set expectations with your prospective sub. 

a.     Let them know that they would be expected to give your infomercial, which you will supply to them in advance. 

b.     The day and time of the meeting and that they would be expected to arrive on time and stay for the entire meeting.  Explain the benefit of getting there early for the open networking and to meet the other members. 

c.     Explain they will also have the opportunity to give an infomercial about their business provided their seat is not filled in the chapter.  And be sure and let them know the time that they will have for their infomercial, i.e. 30, 45, 60 seconds.  You certainly want them prepared for you as well as for themselves.

 

3.     Prepare Your Sub.  The time has come that you know you’re going to miss a meeting. 

a.     Call one of your selected subs and give them as much advance notice as possible.  Let them know the date you will be needing them to sub.

b.     Gain their confirmation

c.     Get them registered in BNIConnect

d.     Send them your infomercial right away.  The better prepared your sub is, the better your creditability will be with your fellow Chapter members.  And the more open your sub will be to sub again in the future.

e.     Follow up the week before and the day before to make sure everything is a ‘go.’

f.      Make sure they are prepared. 

                                                i.     Know the timeframe for the meeting. 

                                               ii.     Know the location and have directions.

                                             iii.     To bring plenty of business cards.

 

Not Recommended (Don’ts)

1.     Don’t wait until the last minute unless it’s an emergency.  If you do have to get a sub at the last minute, hopefully you have someone on your list you can call at the last minute, like your friend, relative, or a neighbor.  If not, then that’s when you could use that person from your office, but letting them know that if their business is the same as yours, they will not be able to talk about their business.  They will only be allowed to give your infomercial.

 

2.     As stated above, it is not recommended to have a sub whose business is already represented in the Chapter because you lose creditability with your fellow members.  This is an opportunity for you to build creditability with your fellow members by having someone who can fill a seat in the chapter or a consumer (like your neighbor, relative, or friend) or a client who can give you a good testimonial.  Read the article – ‘Who Makes a Good Sub’ for a list of suggestions in the order of selection.

 

3.     Don’t use the same sub over and over.*  In most chapters, the recommendation and/or Chapter Rule is that a sub cannot sub more than 3 times in a rolling six-month period for the entire chapter.  Why?  Because more than this, the chapter is giving away the privileges of membership.  Members have paid their membership fees and are expected to meet certain requirements to be a member in good standing.  By allowing subs to attend with no limit, basically is giving away free membership.  The Community Builder needs to track member's attendance and also the usage of subs.  *This also needs to apply to the person from the member’s office because some members are solopreneurs and don’t have an admin or marketing person to ‘fill in’ for them so they need to be abiding by the same criteria.

 

4.     On the list of possible subs is someone from another chapter whose seat is not filled in your chapter, while this is an option, it is way down on the list of recommended selections, like next to last.  Again, it’s about building your creditability with your fellow members and Givers Gain.  The first recommendation should always be someone who can fill a seat in the chapter.  Someone you’ve possibly talked to about visiting.  Call and ask a favor.  A client who can give you a good testimonial.  A Friend, Relative, Neighbor, i.e. a Consumer.  Your sub does not have to have a business of their own.  These make good subs because they can possibly use the services of the other members and that’s referrals you are giving to the chapter.

 

5.     Don’t use an absence because you failed to plan ahead and find a sub.  There will be true emergencies like, getting up sick or having a sick child, having a flat tire/car trouble on the way to the meeting, etc.  That is what the 3 absences in a rolling six-month is intended for not a failure to plan ahead.  Many times I have seen members use their emergency absence when they should have planned ahead and then they have a true emergency and it puts them at three absences.

Attendance is very important in BNI to build creditability and build relationships with your fellow members.  A member who has 3 absences in six months, receives 73% less business. 

Think of it in terms of having a retail store and having to close the door of your business if you can’t be there.  How many times do you think a consumer is going to recommend you or keep coming back when you’re not open for business?  While a sub does not totally count as full attendance*, you’re at least represented at your meeting.  And by planning ahead and providing a sub who can add value, adds to your credibility with your fellow members.

*Lates, Leave early, and Subs count as .5 attendance on the Power of One reports.

Please check with your Support Director for any questions about this information.

Resources:

BNI Podcast #436 – Low Absences = More Referrals

BNI Podcast # 579 – Sub Abuse or is my chapter actually smaller

BNI Podcast #490 – Show Up – Make Money

BNI Podcast #329 – 80% of Success is Showing Up

Why Attendance is a Key Success Factor in BNI

All of these podcasts and articles are very good, and I encourage you to listen/read all of them.  The paragraph in Podcast #274 – Did I Miss the Memo bests sums up why attendance is important.

‘BNI members who treat their BNI meetings like an appointment with prospects and fellow business associates are much more likely to be successful in this program, because these are appointments. These are appointments with your best referral partners, and you don’t want to miss an appointment with your best referral partners. It’s very important. I think that the chapters that have this sense of accountability where the members understand that this is an appointment and you need to treat it like a good appointment should be treated, and you don’t want to just not show up and have poor attendance.  I think that those people tend to be stronger business professionals and more successful, and they certainly are going to build better relationships because of their regular participation in their chapter.’

And I would add, when you’re looking at your calendar and making appointments, schedule around your BNI meeting. Think about it.  If you had another client meeting, you would tell your prospect, I have another meeting at that time and then give them the times you are available.  Nine times out of ten, your prospect will understand, because they want to deal with someone who is successful.  Having appointments on your calendar shows that you are successful.

Thinking that your fellow BNI members will understand that you have a client appointment instead of attending your BNI meeting is OK, will not last. It speaks to your creditability. Every member made a commitment to the attendance policy. It’s about honoring that commitment and the best way to honor that commitment is to treat your BNI meeting as an appointment with your best referral partners, and they will be committed to you. BNI is your prospecting and networking time to create new Business.  If you start thinking this way, you will get much more out of BNI.

Podcast #490 – Show Up – Make Money

Podcast #436 – Low Absences = More Referrals

Podcast #218 – What is a Quality Member

Podcast #236 – Behaviors and Credibility

Podcast #545 – Full Participation

Podcast #261 – The Art of Being There

Podcast #681 – Mindset is Everything

Podcast #533 – There’s No Substitute Like a Good Substitute  

Podcast #274 – Did I Miss the Memo

Podcast #583 – How Late is Late?

Podcast #579 – Sub Abuse

Podcast #387 – Using or Abusing

13 Years of in BNI – My Secrets to Success - https://bniblog.co.nz/be-inspired/13-years-in-bni-my-secrets-to-success/

In appreciation,

Annette

Area Director

Secret Formula for Success

 

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.

• Inviting Visitors - I covered this topic in last month's newletter, i.e. the value of visitors and how to invite.  Click here to read the article.

You see, you have had the Secret Formula for Success in BNI all along.  

It is just learning how to execute the formula efficiently and effectively 

to be successful.

If you or your chapter needs help and support, reach out to your Support Director Consultant.

Here are some additional resources:

First Year of BNI is the Hardest - Dr. Misner

Learn More Earn More - Tom Fleming

Proactive Referrals - Dr. Misner & Frank de Raffele

80% of Success is Showing Up - Dr. Misner

Power of One - Visitors - Tim Roberts

For previous articles refer to my Notably Green Blog.

And join the Facebook Group - Notably Green

I encourage you to access the podcasts via BNI University so that you show up on the Leader board for your Chapter and your area.  To make it easier, you can also download the app to your smart device.  It's available from ITunes and Google.  Also, be sure and report your CEUs, 1 hour = 1 CEU.

Let me know if you have any questions and how I can be of help.  

 

To Your Success,

 

Annette Mason

Area Director Consultant

Building Credibility - Using Substitutes Effectively

During the summer months there tends to be more substitutes than normal at BNI meetings.  How can we build credibility when we need to have a sub?

The original intent of the sub program was to have someone to represent the member when they could not be at the weekly meeting, i.e. vacation, corporate conference, etc.  Interestingly, it was never Dr. Misner's intent for substitutes to be able to give their own infomercial presentations. When the same substitute attends frequently and talks about his or her own business, it's good for the individual, but not for the chapter.  As important as substitutes are to a membership, I think it is also important to understand the effective use of the substitute program. Your sub is a reflection of you and you want to position your substitute to maximize your credibility as a member of the chapter.  

There are some real positive uses of the substitutes, one of which is bringing in fresh faces rather than the same person coming for a member again and again.  From the very beginning, the sub was there to represent you, not just to fill a void. So if you are just trying to fill a void you are missing the point of the whole substitute program. It has to be somebody who is there to represent you and support you and also be of value to the chapter.

Here are some suggestions:

1. Ask a good client to sub for you.  Instead of giving your client a written infomercial, ask them to give a testimonial about the work you've done for them.  When you have a sub there who really hits the nail on the head and talks about you and how good you are at what you do or how good your products or services are, that is almost better than you talking about yourself.

2. Ask someone who might be a potential member. Perhaps someone you've asked or wanted to ask to attend your BNI meeting.  This gives another opportunity to see what BNI is all about and may encourage them to become a member.

3. Try to use a different sub each time, rather than the same person from your office each time.  By bringing in fresh faces each time, you're bringing potential business to your fellow members.  Remember visitors/subs to your chapter typically brings $1000 to $1500 worth of business to the chapter and your fellow members.  So it is potential TYFCB to you.  This builds your credibility with your fellow BNI members.

4.  Carefully choose who you are going to use as your substitute and train them about the meeting, what to expect.  When they are to give your infomercial.  When they will give their infomercial.  When they will give your referrals, testimonial, etc.  

5.  Plan ahead. Make a personal sub list of several people who would be willing to sub for you and represent you well.  Ask them ahead of time if they would be willing to sub for you when the need arises.

Other thoughts and considerations -  

As a member, you bring value to your chapter meeting. When you are absent, you bring negative value. When seeking a substitute, strive to replace your value with a positive professional who could potentially become a part of your referral network. They may be willing to help you out by substituting for you, and they will have the opportunity to see the value of BNI® for themselves. An excellent substitute may also be someone who may bring referrals to the other members or a client/customer whom would provide a positive testimonial about your products and services. 

Some Chapters mistakenly believe that having a list of willing Members and ex-Members from other Chapters is a good way to solve the “substitute problem.” In reality, while it undoubtedly appears easier for Members if they don’t have to find a substitute for themselves, in the long run, they, and everyone else in the Chapter, will get less business. 

Every substitute should be a potential customer for other Members in the Chapter. This is an important entitlement of BNI Members, which is lost when the same few faces turn up every week, representing a different Member’s business on each occasion. More importantly, while many genuine substitutes become interested in joining the Chapter they visit, “professional” substitutes never do because they realize they are getting a free membership in your Chapter. Not only do the Members pay for their membership, they also ascribe to the BNI Code of Ethics and the BNI Policies. Substitutes are not held accountable for their professionalism. 

Chapters are stronger, grow more quickly, and pass more business when they discourage regular substitute lists and encourage all Members to find their own substitute when necessary. 

To discourage repeat substitutes, it is strongly suggested that repeat substitutes do not give a Weekly Presentation on their business and only represent the Member’s business. 

Excellence is an option with a BNI chapter and with the substitute program, but you have to use substitutes in the proper way and not use them as a crutch. Instead, use them as a benefit to what you have to offer.  If you expect the best, you tend to get it. If you expect less than the best, you tend to get it.  You have to have high expectations and invite people in to support you.  By effectively using the substitute program you are building your credibility with your fellow members which will lead to more referrals and profitability. That is what makes the most successful members and the most successful chapters.

Here are some additional resources:

There's No Substitute for a Good Substitute

Sub Abuse

Behaviors and Credibility

Your Business has a Confidence Curve

How Late is Late?

I encourage you to access the podcasts via BNI University so that you show up on the Leaderboard for your Chapter and your area.  To make it easier, you can also download the app to your smart device.  It's available from ITunes and Google.  Also, be sure and report your CEUs, 1 hour = 1 CEU.

Let me know if you have any questions and how I can be of help.  

Happy Networking,

 

Annette Mason

Area Director Consultant

Annette@BNIatl.com

Showing up is 80% of Success!

From December 2018

The more you show up, the more money you make and There's hard data to back this up.

 

In podcast #490 - Dr. Misner presents statistics which support that the more members show up the more money members make.  The members who have the fewest absences close the most business. Fewer absences = more referrals. Three absences in six months (the maximum) lead to 73% less business.  I would say then the clique 'Out of sight, Out of mind' is true then when it comes to Showing Up at your BNI meeting every week.

Your BNI Meeting is like meeting with your Best Client!

• Put it on your Calendar - If you had a meeting scheduled with your best client, would you bump them if a new prospect called?
• Schedule around your BNI meeting

But Is just showing up enough? 

It's true that showing up at BNI meetings increases the number of referrals you get, but showing up is just the beginning.   

 

There is another podcast #329 called "Did Woody Allen get it Right?"

 

He told the story of a BNI member who said to him, 'You know, I've been showing up to meetings every week and I'm not getting any referrals.' Dr. Misner's response was that showing up to meetings is only one ingredient in the BNI Attendance Success Formula.

The other Success Ingredients are - Show up Early, Be Prepared, and Be Engaged

• Show up early (15 minutes early) to network - Ever heard this -  
  'If you're on time, you're Late.'
• Every BNI meeting has 15 minutes built into the beginning of the agenda for Open Networking.  Why?  To engage with your fellow BNI members.  To meet the visitors.  Remember visitors are a potential source of business and possible future members.
• Be Prepared -  
  Create a weekly presentation that changes every week and focuses on a small element of your business.   Keep it fresh. Tell your chapter members about all aspects of your business one week at a time.  
• Invite Visitors to introduce to your referral organization.  This builds credibility with your fellow BNI members.
• Bring referrals to other members. Remember this is about giver's gain.
• Be Engaged in the meeting - not watching your phone, not texting, etc.  Turn your phone off and put it away unless you're expecting an emergency call from a family member.  Would you have your phone out if you were meeting with your best client.

And if you Really Want to be Successful - Go the Extra Mile - Go All In  

 

It is not enough just to show up at the meeting each week. You have to do the extras outside the weekly meetings.

• Schedule 1-2-1 meetings with a different person every week. Get to know all the members so you can be a good referral source.  Don't just meet with them one time.  Keep meeting with them on a regular basis to get to know them and their business.  Another good podcast is one by Tim Roberts, BNI US National Director - Power of One to Ones.
• Immerse yourself in education. If you want to do anything well, you need to always be in a learning mode. 'The more you learn, the more you earn.'  Most people have to do some sort of training to keep up to date with their business.  The same applies to BNI.  Learn to be the best networker you can be.  It's part of what you paid for with your BNI membership.
  

• Say yes to becoming a part of your chapter's Leadership/Support team. It's a great way to increase your visibility and, if you do your job well, it increases your credibility - which leads to Profitability.

So, here's my take away. Yes, showing up every week for your chapter meeting is important. However, There is a formula for success that has been perfected over the many years that BNI has been around.   Learn it, understand it and create your own success.

Here are some additional resources:

Podcasts - #490 - Show Up - Make Money

#329 - Did Woody Allen Get it Right

Tim Roberts - Power of One to Ones

Tim Roberts - Schedule Yourself for Success

I encourage you to access the podcasts via BNI University so that you show up on the Leaderboard for your Chapter and your area.  To make it easier, you can also download the app to your smart device.  It's available from ITunes and Google.