Advanced Training – Referrals

1. Welcome and Introductions

2. Registration (envelope)

3. Rate Your Chapter Please contact our BNI National Office

at any time with questions
about BNI or to refer a friend or
4. Referrals associate to a chapter near them.
• Increase the Effectiveness
of Your Referral Network Thank you for attending Advanced
• Types of Referral Givers Trainings!
• Referral Curve
BNI National Office
• Effectiveness Worksheets #125, 1st Main Road ,
• Tracking Referrals Domlur 2nd Satge
Bangalore - 560 071
5. Leadership Team Phone: 080 41202869
• Selection
• Responsibilities If you liked the Advanced Training,
please give a testimonial at your
6. Big Board next BNI meeting.

Tell your members to

7. Advanced Training Registration for register for MSP and Advanced Trainings
Other Upcoming Trainings

8. Close – “What Did You Like Most?

9. Take Class Photo

BNI © 2011 – All Rights Reserved 1 10-30-2011

 Rate Your Chapter
Always Sometimes Never
4 2 0

____ 1. Does your Leadership Team (LT) arrive at 15 minutes prior to meeting for their ad hoc meeting?
____ 2. Does the Visitor Host(s) arrive at 15 minutes prior to meeting to set up chapter literature and wait by the
door to greet visitors as they arrive and introduce them to members?
____ 3. Is a brochure table set up with networking material and members’ literature for members and visitors to
use?
____ 4. Do members wear their name badges?
____ 5. Do members arrive on time for the meeting and stay throughout entire meeting?
____ 6. Are members productive in training fellow members during open networking?
____ 7. Does the formal part of the meeting start promptly?
____ 8. Does President introduce LT, VH, Membership Committee, EC and welcome visitors and recognize
members who brought them?
____ 9. Is time (4-5 min) given for the networking education?
____ 10. Does the business card box go around each week so members may replenish their card holders?
____ 11. Does the LT welcome new members with a membership packet and ask them to stay after the meeting for
an orientation?
____ 12. Are members prepared to do their Weekly presentations?
____ 13. Do members send substitutes who are prepared to do a Weekly Presentation and participate in the “I have”
portion of the meeting?
____ 14. Are visitors welcomed and introduced properly during the meeting so they really feel comfortable and
would want to come back and asked to stay after the meeting for an orientation?
____ 15. Does the Vice President review the monthly average of referrals and visitors for the chapter?
____ 16. Does the Vice President/Membership Committee update members regarding professions still needed in the
chapter, pending applications, policies and the function of the Vice President?
____ 17. Does the Secretary/Treasurer (S/T) review the speaker rotation for the next 6 weeks?
____ 18. Is the S/T’s introduction of the speaker thorough and informative?
____ 19. Is the speaker obviously prepared for his/her presentation?
____ 20. During the referrals portion of the meeting, do the members give either a referral, a testimonial, and begin
their presentation with “I have”…?
____ 21. Does the President ask the most important question to visitors after the “I have”?
____ 22. Is the speaker bringing a door prize, and if so is it something that shows some forethought?
____ 23. Does your S/T give a report letting people know when their dues are up and letting visitors know how to
join?
____ 24. Does the meeting end on time?
____ 25. Are orientations of new members and visitors conducted?
____ 26. Is your chapter using meeting stimulants?
____ 27. Is your chapter a positive and supportive place to be?
____ 28. Do you have an active and supportive Director from BNI?

____ Total Points

Point Key
_______ Points = Chapter exceeds knowledge of Basics and is spiraling upward.
_______ Points = Chapter uses Basics well.
_______ Points = Contact Director for immediate coaching on best practices of successful chapters.

BNI © 2011 – All Rights Reserved 2 10-30-2011

 Motivate Your Sales Force

What is needed to motivate your sales force?

Weekly Feature
Presentation Presentation

_________________________
_________________________
their referrals
Identify Transaction & Relationship referrals

One-to-Ones Referrals
_________________________ _________________________
your members & build relationships you and your members

BNI © 2011 – All Rights Reserved 3 10-30-2011

 Increasing the Effectiveness of Your Referral Network

The Four Goals

1. _____________________________________
_____________________________________

2. _____________________________________
_____________________________________

3. _____________________________________
_____________________________________

4. _____________________________________
_____________________________________
_____________________________________

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 Who do you want to have control over the

REFERRAL PROCESS

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 Referral Curve

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 Three Types of Referral Givers

Building the effectiveness of your referral network will increase the quality of
referrals that you receive. How much “involvement” your referral source has
invested in preparing the referral for you, the more qualified, educated, and
inspired the prospective client is BEFORE you become involved. This means
the less time and effort you use to develop the prospect into a client.

Advocator
From an advocator you can expect referrals that naturally fall in their laps. They are literally
___________ at their desk, the phone rings and somebody at the other end asks if they can refer them to
someone who can provide the goods or services that they need. It is the easiest referral to find (after the
initial groundwork is done) and the most successful usually for the recipient.

Promoter
The Promoter is on the ready to assess needs and interests of an apparent referral opportunity. They are
actively _____________________ for a complaint. An expression of need or a comment about a
problem can all be developed into active referrals. They are comfortable explaining the features and
benefits of your products and services.

Creator
The Creator produces referral opportunities by actively engaging in selling the products and services and
marketing their fellow members. They position themselves to ___________________________ to a
prospective client or relationship on your behalf and your only requirement is to deliver and collect
payment. They facilitate meetings of clients, professions, and relationships that their member needs to
succeed. This person knows how to uncover an unrealized need(s) and is comfortable selling the
member beyond the product or service.

BNI © 2011 – All Rights Reserved 7 10-30-2011

 Three Types of Referral Givers (cont.)

ADVOCATOR PROMOTER CREATOR

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 Three Types of Referral Givers
(The involvement of the Referral Source in the Referral Process)

Advocator
Description: You wait for the business to come to you

Opportunity: Phone rings, someone asks you for help

Process: Refer them

1. Give testimonial
2. Explain how different from competition
3. Give card
4. Ask permission
5. Call your member
6. Pass referral at the meeting

Promoter
Description: You watch or listen for triggers. Comfortable explaining your members’
products or services

Opportunity: Hear complaint & ask “Have you considered…” or see a need and are
comfortable starting a conversation in order to get a referral

Process: Tell the referral you know of someone who can help them. Sell the
product or service of your member and handle any objections or concerns
1. Ask question(s) to identify a need
2. Ask if they have considered professional help
3. Overcome any objections or answer questions
4. Give testimonial
5. Explain how different from competition
6. Give card
7. Ask permission
8. Call your member
9. Pass referral at the meeting

BNI © 2011 – All Rights Reserved 9 10-30-2011

 Three Types of Referral Givers Cont’d.
Creator
Description: You act – identify & introduce. Pursue business on your members’ behalf.

Opportunity: You are eager to role play your members’ products or services for
transactions and relationships. You want to see your members succeed.

Process: Know how to uncover a need. Link two people together through
introduction. Provide personal introduction.

1. Understand your members’ businesses, products & services. Know how

to sell the member in addition to their products & services
2. Understand what marketing works for your members and how they
market their business
3. Able to identify what professions your members need to fill their
contact sphere
4. Able to identify niche market opportunities for your members
5. Ask question(s) to identify an uncovered need
6. Ask if they have considered professional help
7. Overcome any objections or answer questions
8. Give testimonial
9. Explain how different from competition
10. Give card
11. Ask permission
12. Call your member
13. Pass referral at the meeting

BNI © 2011 – All Rights Reserved 10 10-30-2011

 Effectiveness Worksheet
List three members in your chapter that fall into each category:
They are for you: You are for them:

Advocator: 1. 1.
2. 2.
3. 3.
Promoter: 1. 1.
2. 2.
3. 3.
Creator: 1. 1.
2. 2.
3. 3.
1. List action items that can move an advocator to a promoter:

2. List action items that can move a promoter to a creator:

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 Effectiveness Worksheet
This is a blank copy to be used later
List three members in your chapter that fall into each category:
They are for you: You are for them:

Advocator: 1. 1.
2. 2.
3. 3.
Promoter: 1. 1.
2. 2.
3. 3.
Creator: 1. 1.
2. 2.
3. 3.
1. List action items that can move an advocator to a promoter:

2. List action items that can move a promoter to a creator:

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 Effectiveness Homework
Pair members they are in the same chapter

How do you want this person to become an Advocator for you? List at least three actions:
Example: give brochures to them to have available on their counter

How do you want this person to become a Promoter for you? List at least three actions:
Example: give them a letter or brochure that they can send out to their clients about you

How do you want this person to become a Creator for you? List at least three actions:

BNI © 2011 – All Rights Reserved 13 10-30-2011

 Effectiveness Homework
Pair members pretend that they are in the same chapter

How do you want this person to become an Advocator for you? List at least three actions:
Example: give brochures to them to have available on their counter

How do you want this person to become a Promoter for you? List at least three actions:
Example: give them a letter or brochure that they can send out to their clients about you

How do you want this person to become a Creator for you? List at least three actions:

BNI © 2011 – All Rights Reserved 14 10-30-2011

 Tracking Referrals
Date of Follow Up
Nam e of Referred Rel. / How Referral Tem p Product / $ Am ount Thank You
Date Prospective Client To/By Trans. w as Passed of Referral Total Service of Sale Note/Ltr.
Client Giver/Rec.

EXAMPLES:
Nam e of Referred Rel. / How Referral Tem p Product / Date of Follow Up $ Am ount Thank You
Date Prospective Client To/By Trans. w as Passed of Referral Total Service Client Giver/Rec. of Sale Note/Ltr.

5/3/2011 John Smith Lumber Mrs. Giver Trans. 3 4 7 Payroll 1000 5/4/2011 5/5/2011 $3,000 5/5/2011

5/3/2011 George C. Scott Mr. Gain Trans. 4 4 8 Refinance 5/5/2011 5/6/2011 $1,500 5/8/2011

How Referral was Passed: Temp of Referral:

1 Email 1 Basic Information

2 At BNI Meeting 2 Basic Information w / Interest of Learning More

3 Phone Call 3 Interest w ith a Time Element

4 Set up Appointment 4 Needs Product/Service now

5 Face to Face w / Promotion 5 Needs Product/Service now from Member/You

BNI © 2011 – All Rights Reserved 15 10-30-2011

 Leadership Team Schedule
1. The 1st week of February & August: The Director and the Nominating Committee (past and/or
current Leadership Team and Membership Committee) meet in person or by phone to discuss the
selection of a person for the position of President. Only when approved in advance by the Director
can the current President serve a second term. Before the next meeting, the selected individuals
should be contacted to see if they are interested. These are the things that should be considered when
selecting your President.

~ATTITUDE, ATTITUDE, ATTITUDE!!!

~Attendance
~Referrals/Visitors
~High Energy
~Leadership Ability (especially for President)
~Commitment to BNI and educating themselves and members
~Should have email for BNI correspondence

2. The 2nd week of February & August: The candidate selected for President will then choose the two
other individuals for the Leadership Team (Vice President and Secretary/Treasurer) also using the
criteria listed above.
~All people selected are asked to stay after the meeting to speak with the current Leadership Team and
have the position requirements explained.
~VERY IMPORTANT! It is a requirement for all Leadership Team members to go through training. If
an individual cannot attend training, that person cannot hold a position on the Leadership Team.
NO EXCEPTIONS.
~All people selected should be informed about the Leadership Team Agreement and given a copy if
available.
~The names of all selected for the Leadership Team should be submitted to the Director for approval.

3. The 3rd week of February & August: Once approved by the Director, the Leadership Team is
announced at the Chapter Meeting

4. March & September: Leadership Team Training sessions are held. Training sessions will be held
in various locations. Contact your Director for training dates and locations.

5. The 1st week of April & October: New Leadership Team will take over if they have been
trained.

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 Leadership Team Responsibilities

Leadership Team
President: Runs the weekly chapter meetings, educates members relating to the principals of
networking, and keeps the Director informed of the status of the chapter

Vice President: Maintains reports relating to attendance, referrals, visitors, chairs the Membership
Committee and fills in for the Chapter Director when needed.

Secretary/Treasurer: Coordinates speaker rotation, collects dues, maintains monthly reports, and
presents the application procedures and dues structure to visitors during the weekly chapter meeting.
(Optional: handles room dues)

Leadership Team Support

Visitor Hosts: Welcome and introduce visitors as they arrive at chapter meetings. Meet with visitors
after the meeting, answer questions and review process to join. Follow up with a phone call or e-mail
before the next meeting; thank them for visiting and reinforce that the chapter is looking for someone in
their business.

Membership Committee: Screens applications for acceptance, reviews Membership Committee reports
to keep abreast of any potential problems, listens to complaints from members and takes corrective
action as is deemed necessary.

Educational Coordinator: This person is responsible for presenting a networking education topic to
their chapter every week. From time to time the Education Coordinator may select a member to deliver
a networking topic to the chapter.

BNI © 2011 – All Rights Reserved 17 10-30-2011

 Big Board
Real Estate/Property Trades Business Support
Business Residential Quick Printer
Credit Card Processing Commercial Business Cards/Stationary
Title Insurance Ad Specialties
Appraiser Custom Embroidery
Commercial loans Inspectors Graphic Design
Home Equity Signs
Mortgages
Healthy & Wellness IT & Software Events & Marketing
P&C Business Gift Basket Pager
P&C Personal Live Flowers Cell Phones
Financial Planning Silk/Dried Flowers Long Distance
401(k) Custom Picture Frames Answering Service
Health Specialty Candy Phone Systems
Life ISD (Internet/phone connections)
LTC
Supplemental (AFLAC)
Group Benefits
Financial Services Automotive Education
Chiropractor New Car Sales Hardware
Massage Therapist Used Car Sales Software
Magnets Repair ISP
Nutritional Supplements Body Shop Training
Skin Care Oil Change Networking
Eye Doctor Stereo
G Practice
Estate Planning New Construction • Personal Service
Tax Law Remodeler • Wedding Mafia
Business Law Windows • Food
Divorce Attorney
Real Estate Law
Plumber • Advertising
Electrician
Labor Attorney Heating & Cooling
Collections Finish Carpenter
Social Security Cement
iminal Law Roofing

BNI © 2011 – All Rights Reserved 18 10-30-2011