Who Makes a Good Sub? Good - Better - Best

The attendance policy in BNI allows members to have substitutes when they have planned absences so as not to be counted absent.*  While it’s not the same as being there in person, it is a way to stay Top of Mind with fellow members in the chapter and build creditability. Giving thought and planning, lining up and having a sub who can benefit you as well as the chapter makes for a winning combination.

So, who makes a good sub?  Listed below are some options with an explanation as to why they would make a good sub.

1.       One of the Best Options for a sub is a business owner who can fill a seat in the chapter.  Review the ‘Most Wanted’ list in your chapter as well as the Contact Sphere list.  Who do you know in these industries?  Make a list of possibilities. Reach out to them and have a 1-2-1. They may not feel BNI is right for them, however, they may be willing to sub for you at some time in the future.  Who knows, that opportunity to sub might lead them to change their mind about membership.
2.       A Referral Partner or vendor not in BNI.  Who are you currently passing business to or who is sending you business who is not in BNI?  Another great opportunity to introduce this industry to BNI and to invite them to sub for you. It will show them a broader scope of more referral opportunities, that of your fellow BNI members.
3.       A past visitor to your chapter.  Make it a point at each meeting to meet the visitors.  It is always a good practice to follow up with the visitors after each meeting, especially the ones who are in a similar contact sphere or who would make a good referral partner. By establishing contact after a chapter meeting, it makes it easier to call and ask them to sub for you in the future. A list can also be pulled from BNIConnect of past visitors.
4.       A good client.  A good client makes a great sub as they can give a testimonial about your products and/or services instead of giving an infomercial for you.  This is a powerful way to build your credibility with your fellow members.
5.       Job Seekers.  Those looking for employment make good subs.  It is a way for them to meet business owners who may need employees. Asking them to sub is a great way to make those introductions.  Each person knows 250 to 300 people.  We never know who our fellow members may know who could help this person find employment.  A true testament of ‘Givers Gain.’
6.       A Non-Profit.  We all have a favorite non-profit, and they are all looking for exposure in the community.  If the non-profit seat isn’t filled in your chapter, this is a great opportunity to introduce them to BNI.  And even if you already have a non-profit in your chapter, as long as they are not the same type of non-profit, you can ask them to sub.
7.      A friend, relative, neighbor, retired person, spouse, etc. Your sub does not have to have a business.  Your friend, relative, neighbor, or retired persons are consumers.  A sub can be anyone who can attend, give your infomercial, and represent you in a professional manner.  They might welcome the opportunity to sub for you and could possibly use the products and/or services of the members in your chapter.  Those count as referrals from you.
8.       A past BNI Member.  Sometimes members step out of BNI for various reasons but leave in good standing.  If their industry seat is still open, this is a good opportunity to reach back out to them. There have been members that have re-engaged in BNI.  It’s good to keep in touch with these members as circumstances change.
9.       Students.  College students and even some high school students make good subs.  It is a way to introduce them to the business world and to networking. Some may even have part-time or side jobs that they can promote at your BNI meeting.
10.       A BNI member from another Chapter whose seat is not filled in your chapter. Reach out to neighboring chapters and Core Groups to see which members hold industry seats that are not represented in your chapter.  They are all looking for additional exposure and being a sub is a great way to establish a relationship with chapters.  They may also have business colleagues from their business who are looking for a BNI Chapter.
11.       Someone from your office.  This one is what I would call a last resort.  Possibly an emergency sub when something comes up at the last minute.  Yes, they can sub for you, but save them when it’s a last minute or emergency situation.  Also, remember to coach them that if they represent your same industry, they will not be able to do a separate infomercial for their business as that would be double dipping and stepping on your toes.

We ask members to invite others to come and network. Seeking out a sub is pretty much the same process.  Who do you know and/or who do you want to know?  As you make your list of possible business owners and consumers to invite to network, also make your list of who would be possible subs.  You could even invite them to a BNI meeting prior to them subbing when you are there so they can understand what to expect.  Often times some people are reluctant to sub because of the unknown.  Having them attend a meeting before they are expected to sub will help them feel more comfortable.  Some chapters even promote this by having a ‘Bring Your Sub Day.’

Do and Don’ts in asking for Subs –

Dos –

-       - Plan ahead.  Make a list of possible subs and talk with them ahead of time of your asking them to sub at some point in the future. 

-       - Ask ahead of time – When you know you’re going to be out due to vacation, business conference, etc. get your sub lined up and confirmed in advance.

-       - Provide your sub with your written infomercial

-       - Confirm and remind your sub.  You may have lined up your sub weeks in advance, however, just like any other appointment, they need to be reminded.

-       - Coach your sub on what to expect.  For example, they will be expected to give your infomercial when the members present.  If they are not in the same business industry, they will have an opportunity to do their infomercial.  If they are in the same industry, then would not give a separate infomercial.

-      -  Notify your Community Builder/Membership Committee you are going to be out and email introduce your sub.

-       - Register your sub in BNIConnect and mark them as a sub.  This will ensure they get the information for the meeting and will be sent reminders.

-       - Provide your sub with the time and location of the meeting.  Even though the system will remind them, it is a good idea for you to provide the information also.  The reminder emails might go to their spam folder.

Don’ts –

-       - Don’t procrastinate and wait until the last minute.

-       - Don’t ask the same person to sub for you every time.  Go back and read over the list above. And remember, the same sub can only sub for the chapter 3 times in a 6-month period. 

-       - Forget to provide them with your infomercial and information about the meeting.

-       - Forget to notify your Community Builder and register your sub in BNIConnect.

Other things to remember:

-       *Even though members are not counted absent when they have a sub, on the Power of One report, a sub counts as half an attendance.  And some chapters may also count this as part of their total attendance as part of their Chapter Policies.  Check with your Membership Committee and Chapter Policies for clarification.

-       Members are asked not to have more than 3 subs in a rolling six-month period as this could jeopardize their seat in the chapter.

Planning ahead and lining up good subs can help you build creditability with your chapter as well as provide chapter members with possible referral partners, consumers, and even possible employees. This is all part of the Core Value and philosophy of BNI – Givers Gain.

For any questions about any of this information, consult with your Support Director for your Chapter.

Seven Reasons to Givers Gain

From November 2016 

by Mirjam Stoffels


#1 Giving makes you happy
A 2008 study by Harvard Business School professor Michael Norton and colleagues found that giving money to someone else lifted participants' happiness more that spending it on themselves [despite participants' prediction that spending on themselves would make them happier]. When people give, it activates regions of the brain associated with pleasure, social connection, and trust, creating a 'warm glow'-effect. Altruistic behavior also releases endorphins in the brain, producing the positive feeling known as the 'helper's high'. And like other highs, this one is addictive, too.

#2 Giving keeps you healthy
Giving helps others, but studies show that giving is also good for the giver. Giving boosts physical and mental health. It lowers blood pressure, you experience an increased self-esteem, less depression and lower stress levels. It seems that, contrary to popular belief, we don't feel good by what we get, we feel good because of what we give. In the end givers live a longer life!

#3 Giving promotes social connection
When you give, you're more likely to get back. When you give to others, your generosity is likely to be rewarded by others down the line. Sometimes by the person you gave to, sometimes by someone else. It's all about karma-points! When we give to others, we don't only make them feel closer to us; we also feel closer to them. Giving promotes a sense of trust and cooperation that strengthens our ties to others.

#4 Giving enhances life's satisfaction
People who give to others are generally more satisfied with their own situation and life than those who don't. Givers seem better able to cope with problems and difficulties in their own lives, maybe because they have a good understanding of how many people are worse off than they are. Helping others gives meaning to your life and helps to make life worthwhile. While you are thinking about another person, you aren't dwelling on your own problems.

#5 Giving spreads joy
When you give, you will spread joy to others in ways you may not even realize. And by giving joy to others, it's hard not to experience some joy yourself. You create a connection that you may not have had otherwise. You make the world a happier place, one act of kindness and generosity at a time.

#6 Giving alleviates chronic pain
Physical giving, as in volunteering may help you feel better physically. You are getting out, moving around more than you normally might and spending time with others. If you feel like other people are counting on you, you may be more likely to keep moving even when you are experiencing pain. And helping others may take your mind off of your pain.

#7 Giving is contagious
When we give, we don't only help the immediate recipient of our gift. We also spur a ripple effect of generosity. When someone behaves generously, it inspires observers to behave generously later, toward different people. In fact, researchers found that altruism spreads by three degrees. From person to person to person to person. 'As a result', they write, 'each person in a network can influence dozens or even hundreds of people, some of whom he or she does not know and has not met.'

And the beauty of all this: giving doesn't have to be difficult. Take your pick!

* Give money: many worthwhile causes need constant injections of cash.
* Give goods and services: give new and secondhand goods or use your skills to help others.
* Give time: volunteering your time is a great way of giving to others. You are giving of yourself.
* Give expertise: teach others what you know.
* Give random Acts of Kindness: little things that you do for people in your life or total strangers, often without their knowledge, that will brighten their day.
* Give your smile: the cheapest and simplest gift you can give is your smile.  It shows that other person that you acknowledge them and brightens the day of both the giver and receiver.

 Click here to read the entire article.

Givers Gain - Getting Back to Basics

From March 2014  

I was looking for something about getting back to basics i.e. 60 Days to Success and thought this might be appropriate.  It only takes about 10 minutes to listen to the podcast.

http://www.bnipodcast.com/vince-lombardi-got-it-right 

I would also refer members to the CD & book they received when they because a new member.  There is a story that refers to a person who has been a member awhile and was complaining about not getting any referrals/business.  Dr. Misner asks some questions, i.e.

-        Do you attend your Chapter meetings each week?  If not, do you send a sub?

-        Are you on time?   Do you network with the other members/visitors prior/after the meeting?

-        Have you had one on ones with other Chapter members?

-        Do you give a good 60 second infomercial?  

-        Do you educate your 'Sales Team' on what a good referral for you is? 

-        Do people understand what you do?

-        Have you given referrals?

-        Do you bring visitors?

-        Have you volunteered to help with the Chapter?

These may not be the exact questions, but you get the jest.  It reminds me of a story that I heard Zig Ziglar tell years ago about getting warm sitting by the wood stove.  If you don't put wood in the stove and light the fire, don't expect to getting any heat out of it.

It all goes back to the 'Givers Gain' mentality. 

You've got to give before you can expect to get.

  And it has to be done in a grateful way.   

Are You Really Adding Value?

From July 2013 - The inspiration for this article is from an Action Coach newsletter from a few years ago.  

In our Chapter each week when we are asked to give our 60 second infomercial, our president asks us to give our  'Value Proposition.'  What makes us different from those in our industry, from our competition?

Businesses talk about value, but what is it really, and how do we make it work for us and our business?  Do we really add value to your products and services? 

Far to many business owners use 'value' as part of an ad but don't believe it is an integral part of what they do.   

Here are 6 key points to 'Really Add Value:'

1.  To really add value in your business do more than you say you will, as in provide added value, even when it isn't expected.

2.  To really add value, do the unexpected.  Go the extra mile, make the extra call.  Like the BNI creed of 'givers gain,' more is more effective.

3.  To really add value, make sure the product or service you deliver is better than any competitor.  Sounds easy, but many businesses fail to grasp this one.

  

4.  To really add value, take customer service to a new level in your industry.  Do whatever it takes to deliver quality products / services on time (or sooner) to your customer's satisfaction or even better to their Delight!   

5.  To really add value, always remember to follow up to insure your customer is delighted with your product / service.  To make sure everything is working properly, to see if they have additional questions, need help, etc.    

6.  To really add value, say Thank You!  Let your customer know just how much you really appreciate their business.  A traditional Thank You card sent through the US mail will make you and your business 'Stand out in the crowd!    

And not only will you stand out in the crowd, your customers will keep coming back to you for your products and services and refer you to their friends and business associates. 

In Appreciation,

Annette

Are You a Giver or a Taker?

 From June 2013 - I found this article to be very interesting.  Be sure and read it to the very end and take the quiz.  I did.  It was very insightful.   

Givers or Takers: Which Rise to the Top?

Author of bestselling book "Give and Take" helps identify if givers really gain.

By Adam Grant, Wharton's youngest tenured professor and top-rated teacher

Every time we interact with another person at work, we have a choice to make: Do we try to claim as much value as we can, or do we contribute value without worrying about what we receive in return? Over the past three decades, in a series of groundbreaking studies, social scientists have discovered that people differ dramatically in their preferences for reciprocity-their desired mix of taking and giving. To shed some light on these preferences, let me introduce you to two kinds of people who fall at opposite ends of the reciprocity spectrum. I call them takers and givers.

Takers have a distinctive signature: they like to get more than they give. They tilt reciprocity in their own favor, putting their own interests ahead of others' needs. Takers believe that the world is a competitive, dog-eat-dog place. They feel that to succeed, they need to be better than others. To prove their competence, they self-promote and make sure they get plenty of credit for their efforts. Garden-variety takers aren't cruel or cutthroat; they're just cautious and self-protective. "If I don't look out for myself first," takers think, "no one will."

In the workplace, givers are a relatively rare breed. They tilt reciprocity in the other direction, preferring to give more than they get. Whereas takers tend to be self-focused, evaluating what other people can offer them, givers are other-focused, paying more attention to what other people need from them. These preferences aren't about money: givers and takers aren't distinguished by how much they donate to charity or the compensation that they command from their employers. Rather, givers and takers differ in their attitudes and actions toward other people. If you're a taker, you help others strategically, when the benefits to you outweigh the personal costs. If you're a giver, you might use a different cost-benefit analysis: you help whenever the benefits to others exceed the personal costs. Alternatively, you might not think about the personal costs at all, helping others without expecting anything in return. If you're a giver at work, you simply strive to be generous in sharing your time, energy, knowledge, skills, ideas, and connections with other people who can benefit from them.

It's tempting to reserve the giver label for larger-than-life heroes such as Mother Teresa or Mahatma Gandhi, but being a giver doesn't require extraordinary acts of sacrifice. It just involves a focus on acting in the interests of others, such as by giving help, providing mentoring, sharing credit, or making connections for others. Outside the workplace, this type of behavior is quite common. According to research led by Yale psychologist Margaret Clark, most people act like givers in close relationships. In marriages and friendships, we contribute whenever we can without keeping score.

But in the workplace, give and take becomes more complicated. Professionally, few of us act purely like givers or takers, adopting a third style instead. We become matchers, striving to preserve an equal balance of giving and getting. Matchers operate on the principle of fairness: when they help others, they protect themselves by seeking reciprocity. If you're a matcher, you believe in tit for tat, and your relationships are governed by even exchanges of favors.

If I asked you to guess who's the most likely to end up at the bottom of the success ladder, what would you say-takers, givers, or matchers? Professionally, all three reciprocity styles have their own benefits and drawbacks. But there's one style that proves more costly than the other two.

Research demonstrates that givers sink to the bottom of the success ladder. Across a wide range of important occupations, givers are at a disadvantage: they make others better off but sacrifice their own success in the process. In one study, when more than 160 professional engineers in California rated one another on help given and received, the least successful engineers were those who gave more than they received. These givers had the worst objective scores in their firm for the number of tasks, technical reports, and drawings completed-not to mention errors made, deadlines missed, and money wasted. Going out of their way to help others prevented them from getting their own work done.

The same pattern emerges in medical school. In a study of more than 600 medical students in Belgium, the students with the lowest grades had unusually high scores on giver statements like "I love to help others" and "I anticipate the needs of others." The givers went out of their way to help their peers study, sharing what they already knew at the expense of filling gaps in their own knowledge, and it gave their peers a leg up at test time. Salespeople are no different. In a study I led of salespeople in North Carolina, compared with takers and matchers, givers brought in two and a half times less annual sales revenue. They were so concerned about what was best for their customers that they weren't willing to sell aggressively. Across occupations, it appears that givers are just too caring, too trusting, and too willing to sacrifice their own interests for the benefit of others.

So if givers are most likely to land at the bottom of the success ladder, who's at the top-takers or matchers?

Neither. When I took another look at the data, I discovered a surprising pattern: It's the givers again. 

As we've seen, the engineers with the lowest productivity are mostly givers. But when we look at the engineers with the highest productivity, the evidence shows that they're givers too. The California engineers with the best objective scores for quantity and quality of results are those who consistently give more to their colleagues than they get. The worst performers and the best performers are givers; takers and matchers are more likely to land in the middle.

This pattern holds up across the board. The Belgian medical students with the lowest grades have unusually high giver scores, but so do the students with the highest grades. Over the course of medical school, being a giver accounts for 11 percent higher grades. Even in sales, I found that the least productive salespeople had 25 percent higher giver scores than average performers-but so did the most productive salespeople. The top performers were givers, and they averaged 50 percent more annual revenue than the takers and matchers. Givers dominate the bottom and the top of the success ladder. Across occupations, if you examine the link between reciprocity styles and success, the givers are more likely to become champs-not only chumps. It's not a coincidence that BNI founder and chairman Ivan Misner needs just two words to describe his guiding philosophy: "Givers Gain."

Give and Take examines surprising studies and stories that illuminate how giving can be more powerful-and less dangerous-than most people believe. Along the way, I'll introduce you to successful givers from many different walks of life, including consultants, lawyers, doctors, engineers, salespeople, writers, entrepreneurs, accountants, teachers, financial advisers, and sports executives. These givers reverse the popular plan of succeeding first and giving back later, raising the possibility that those who give first are often best positioned for success later. Along the way, you'll find out how one of America's best networkers developed his connections, why the genius behind one of the most successful shows in television history toiled for years in anonymity, how a basketball executive responsible for some of the worst draft busts in history turned things around to build a winning franchise, and how we could have spotted the takers at Enron four years before the company collapsed-without looking at a single number.

To assess your own style of give and take, visit www.giveandtake.com 

Reprinted by arrangement with Viking, a member of Penguin Group (USA) Inc., from Give and Take: A Revolutionary Approach to Successby Adam Grant.  Copyright © 2013 by Adam Grant

Adam Grant is Wharton's youngest tenured professor and single highest-rated teacher, and a New York Times and Wall Street Journal bestselling author. He has appeared on the Today Show and been profiled in the New York Times magazine cover story, "Is giving the secret to getting ahead?"  His speaking and consulting clients include Google, the NFL, Merck, Pixar, Goldman Sachs, Facebook, the World Economic Forum, the United Nations, and the U.S. Army and Navy.  He is a former award-winning advertising director, junior Olympic springboard diver, and professional magician.  For more details, see www.giveandtake.com 

Tags: Adam Grant, Give and Take: A Revolutionary Approach to Success, givers gain, June 2013 Edition, networking 

May you be a Giver,

Annette