Mentor Coordinator Expectations
Initiate Relationships
a. Look for emails introducing New Members to the Chapter and initiate an email introducing yourself.
b. Introduce yourself to New Members during Open Networking on the day they are to be inducted.
c. Sit in on the New Member Orientation with the President after the BNI® Chapter Meeting in which a New Member is inducted. Enter the names of the Member Mentors in the New Member's Member Mastery Manual.
Facilitate Mentor Program
a. Select Chapter Members to become Mentors who facilitate respective sections of the Passport to Success Mentor Program by reviewing the Member Traffic Lights report in conjunction with Membership Committee input. Look for “Attitude, Attitude, Attitude” within each of your chosen mentors.
b. Provide Mentors with their Passport to Success Member Mentor Worksheets that will guide them through the Mentor Program. Be sure your Mentor team is trained!
c. Ensure respective Mentors are fully briefed on their responsibilities for their respective sections of the Passport to Success Mentor Program; check in with them often.
d. The Region Office has created a group using WhatsApp; please invite and include each of your Mentors so that the team can stay connected to each other and the New Members. Instruct Member Mentors to post a selfie photo and comment from each 1:1 mentoring session.
e. Ensure that the Passport to Success Mentor Program education content is drawn from officially published BNI materials, such as books, articles, podcasts, Member Success Program, BNI® websites, Director Consultant presentations, SuccessNet or regional newsletters, or from personal Member experience in BNI®.
Attend Chapter Success Meetings to discuss ways that the Mentor Program can assist the Chapter in reaching goals and objectives. Also, report on the progress of the Passport to Success Mentor Program, including the number of trained mentors and mentees and how the program is working.
Mentor Coordinator Checklist of Responsibilities
BEFORE the Chapter Meeting each Week
▢ Arrive 15 minutes early to the meeting
▢ Greet and network with New Members and Mentors as they arrive
▢ Introduce yourself to New Members
▢ Ask the President for a 30-60 second announcement during the Recognition portion of the meeting to recognize Members who have completed the Passport to Success Program "Graduation Slide"
▢ Report to the President the status of Members active in the Passport to Success Program to be announced during that portion of the meeting
DURING the Chapter Meeting each Week
▢ Award Certificates of Passport Completion to Mentor Program Graduates, when applicable
AFTER the Chapter Meeting each Week
▢ Sit in on the New Member Orientation on weeks when a New Member is inducted
WEEKLY
▢ Follow up with New Members weekly to see if they need assistance in progressing through the Passport to Success Program, watch the WhatsApp Group throughout the week to update their status
MONTHLY
▢ Attend Chapter Success Meetings
▢ Discuss ways that you can assist the Chapter in reaching goals and objectives
▢ Coordinate with the Leadership Team and Education Coordinator on Chapter goals and education that can be addressed during the mentoring process
AS NEEDED
▢ Ensure there are adequate Members in good standing to fill all Mentor positions in the Passport to Success Mentor Program using the Member Mentor Worksheet
▢ Update the Chapter Passport to Success TRACKING Worksheet online.
▢ For Leadership Team support please attend our weekly Leadership Team Support zoom meetings each Monday from 12:00-1:00PM. Leaders can receive additional training to perform their roles with EXCELLENCE!
▢ For Leadership Team support throughout the week please submit a support request by simply sending an email to Support@BNITampa.com and we will have the right Team Member get in touch to solve the need.
Keeping this sheet up to date is your responsibility. Bringing the information from this Worksheet to your Chapter Success Meeting each month is a vital activity.
New Member Orientation Verification Checklist used by Chapter President
Complete the New Member Orientation form found here with every New Member on the day of their induction to the Chapter.
Why Use the Passport to Success to Mentor Members?
The Passport to Success Mentor Program is designed to:
Foster relationships between New Chapter Members and current Chapter Members
Assist in the maximization of Members’ knowledge and involvement by helping them learn the ropes, one piece at a time
Ensure new and current Members are receiving the support they need to gain the biggest return on their investment
Build strong relationships amongst all Members to build a strong and successful Chapter
Help Members understand how to best utilize each part of the BNI Success System by learning little by little from various Mentors
The Passport to Success Mentor Program will benefit your Chapter in many ways:
Accelerates the success and involvement of the New Member with seasoned Members
Improves membership retention
One-to-Ones are the first step in building relationships, which leads to passing bonafide referrals.
Improves attendance
Increases current Member participation by keeping them engaged and helping others
More active and energized Power Teams
More referrals by increasing Member engagement
The BNI Passport to Success was developed as a mentoring tool to increase the retention of first-year Members by helping them build relationships with many BNI Members in the Chapter. A study was done that answered the question, why do Members of membership organizations leave? After a thorough analysis across different networks, the research company came to one clear conclusion: They don’t think anyone will miss them.
The Passport to Success is meant to create:
Engagement— when Members feel they belong with you. Engagement programs are a crucial lead-in to successful renewal efforts and are key to high retention rates and sustained membership growth. Successful engagement programs set the stage for successful renewals by helping reap the benefit of surrounding themselves with educated and seasoned Members.
Renewal— around 6 months is when New Members decide whether or not to renew. Renewal is a confirmation of the value Members feel they have received from the organization. It is a vote of confidence … or no confidence. Renewals are an important foundation for organizational growth and Member prosperity. Renewals demand close attention concerning the Participation Review Process.
Losing and replacing first-year Members is costly to the Chapter, who end up spending time recruiting versus building long-term relationships that generate referrals. This can leave Members feeling frustrated.
It is our belief, when used properly by the Chapter, the Passport to Success will engage the New Member, educate them, and give them a good Member experience leading to profitability for all.
The Value of a Member
It is important to understand the value of every New Member.
Every New Member who is accepted brings an average of 250 connections to the room for fellow Members. This can equate to thousands of dollars of closed business for the existing Members.
Statistically, we know that the longer Members stay, the more valuable their referrals become. A Chapter of 45+ seasoned Members will spend 20% of its time recruiting and 80% of its time developing referrals. While the Chapter that is unable to keep Members long-term will spend 80% of its time recruiting.
The Passport to Success
The Passport to Success should be provided (Electronically via BNI Business Builder under Resources) to New Members when they are inducted into the Chapter.
Let the Members know that the Mentor Coordinator will meet with them to discuss the use of the Passport and to advise them of the names of the people they will be doing One-to-Ones with to complete the Passport.
The Mentor Coordinator
The Mentor Coordinator should attend the New Member Orientation and schedule a One-to-One with the New Member within the week to review the Passport to Success Program. In the event of a large focused inviting day, where several Members have been inducted, this could be conducted as a group session.
During the meeting with the New Member(s), the Mentor Coordinator will review the importance of completing the Passport in 45 days while passing on the names of the Members with whom they will host a one-to-one.
The Member Mentors
The Mentor Coordinator assigns Members to the Member Mentor positions. Each Member Mentor will cover the topics listed using the scripts and details written in the Member Mentor section of the Passport to Success Training.
Building the Mentoring Team
Attributes of Good Mentors
This is the very first step before beginning the Passport to Success Program. Having Members mentor a small piece of the BNI puzzle accomplishes two things:
Engagement – It engages both the seasoned Members and the New Members. When solid relationships are built, the New Member is less likely to leave the Chapter when it is time for renewal. This will create a sense of belonging for both participants.
Education – Those who teach, learn. Both parties become better educated on the topic they are responsible for educating. This process will also expedite the building of relationships and the ability to pass referrals.
Mentor Coordinators can work together with the Executive Leadership Tam to assign the roles. This process should also be done with the Membership Committee’s input. The key to success is choosing Members who will follow the process and teach the appropriate material promptly. Use the following criteria as a guideline for selection:
Positive attitude
Rank high in the Power of One Report
Value building relationships through One-to-Ones
Take the responsibility seriously
Willing to be a Member Mentor for an extended period
Good BNI attendance
Member Mentors and Topics
Member Mentor #1 – President or a Past President
Discuss the Leadership Team roles, starting with the Executive Team and the membership Committee
Review the BNI Weekly Chapter Meeting Agenda
Discuss the expectation that all Members serve on the Leadership Team
Discuss the weekly commitment that all Members make
Member Mentor #2 – Vice President or Trained Membership Committee Member
Discuss the BNI Policies (Rules of the Game)
Explain the PALMS Report and Power of One Report and Reporting2You Reports
Overview of the Chapter’s Vision, Mission, and GP101 Plan
Member Mentor #3 – Secretary/Treasurer or Past Secretary/Treasurer
Discuss the completion of the Biography Sheet
Register them to attend the Member Success Program. Advise them they are required to attend the program and complete the passport program before conducting a Feature Presentation.
Discuss how to pay meeting room fees
Discuss how to submit a membership renewal when the time comes
Member Mentor #4 – Trained Membership Committee Member
Cover the Substitute Program – Whom to use and how to prepare them. Include the Substitute Guidelines
Cover the Attendance Policy (General Policy #3 & #5)
Cover the Participation Review occurring at 7 Months
Member Mentor #5 – Education Coordinator
Discuss the importance of referrals versus leads and how to prepare and deliver effective Weekly Presentations.
Assist the Member with downloading the BNI Business Builder® mobile app
Log them into BNI Business Builder® and enroll them in a few of your favorite courses
Explain how to earn and record Chapter Education Units (CEUs)
Member Mentor #6 – A Member Who Conducts Quality One-to-Ones and Scores High on the Power of One Report
Discuss One-to-One etiquette using the Biography Sheet and GAINS Exchange®
Explain how to record One-to-Ones in the BNIConnect® App
Member Mentor #7 – A Member Who Effectively Uses BNI Connect® and Scores High on the Power of One Report
Assist the Member with getting logged onto BNI Connect®
Assist the Member with enhancing their BNI Connect® Member Profile
Assist the Member with downloading the BNI Connect® mobile app
Share how to record and track their activity in the BNI Connect® mobile app
Member Mentor #8 – Gold Club Badge Member
Discuss the importance of why and how to bring people to visit
Help the Member to identify potential long-term referral partners by introducing them to the Contact Sphere Worksheet to balance the Chapter’s contact spheres
Share the GRIP dialog to Inviting
Discuss the expectations of Business Open Houses and Visitor Events in your Chapter
Discuss how each guest/visitor adds value to the New Members and others
Member Mentor #9 – Visitor Host Experience
Share that every New Member will serve as a Visitor Host together with the Visitor Host Team during one meeting
Meet with the New Member to discuss the date and tasks
Member Mentor #10 – A Member Who Regularly Attends Regional Trainings and Scores High on the Power of One Report
Share details of upcoming Regional trainings
Overview of upcoming Regional BNI events/training via the events page on BNITampa.com
Also, show how to find and register for events on BNITampa.com
Chapter Ambassador
Discuss the Role of the Regional Team
Discuss how to network across Chapters
Discuss the importance of attending Regional Events
Identify contact sphere professionals
Extend an invitation to the Area New Member Social
In the absence of an Ambassador, a Director Consultant may conduct these One-to-Ones.
Passport to Success TRACKING Worksheets are online and MUST BE MAINTAINED on the BNI Tampa Region Google Docs system for all Area and Region tracking. If you are unsure of how to use the sheets, please attend our Leadership Support call for individualized help.
Passport to Success TRACKING Worksheet
Maintain the tracking worksheet for all New Members of the Passport to Success Program online. Use this document by checking in with Mentees and Mentors to note session completion. Keep the online tracking sheets up to date, checking on them at least weekly. Mentees should complete the Passport to Success Program within 45 days. It is the responsibility of the Mentor Coordinator to keep this tracker up-to-date. Use the Passport to Success WhatsApp Group in your Chapter to make this even easier
Training Member Mentors
Once the Mentor Coordinator and the Membership Committee have identified Member Mentor candidates, they need to be trained. This can be done with individuals or small groups.
The Mentor Coordinator is responsible for the coordination of the selection process and ensuring the Member Mentors are trained.
Each of your Member Mentors should be given the notes for their particular topic to make sure that we are sending a consistent message. Training must be completed to be an effective Member Mentor
If there is a need to replace a Member Mentor, be sure to follow the training process for any new Mentors. All Member Mentors need to be trained every year.
Passport to Success TRACKING Worksheet Online
Each Mentor Coordinator adds New Members to the dashboard and updates with the dates of their Passport to Success Mentor One-to-Ones. This date is found in the posts to the Chapter’s Passport WhatsApp Group. Each time a post was made by a Mentor or Mentee stating they have completed their One-to-One.
As part of your Monthly Chapter RECOGNITION, each New Member will complete their Passport to Success within 45 days of becoming a New Member.
BNI Passport Instructions
Once a New Member is inducted into the Chapter, the Mentor Coordinator’s job begins. Every New Member will be given a Passport to Success and instructed that they are to meet with the Mentor Coordinator as their first One-to-One during their New Member Orientation, which you are to attend with the Chapter President.
Mentor Coordinator Welcomes New Members
Once a New Member is inducted into the Chapter, the Mentor Coordinator will schedule a One-to-One and meet with the New Member during their 1st week of membership to review the Passport to Success. Please remind the New Member to share the Passport, and you will assign the names of the Member Mentors they are to meet with as well as review the Passport and other programs available. (Filling out the mentors in their electronic Passport booklet before induction is also a great best practice!)
Things to Cover in the First Meeting
Review the Passport – Complete the “Welcome” page
Review “My BNI Checklist”
Review "How to Use Your Passport”
Discuss the importance of the “BNI Core Values & BNI Code of Ethics.”
Fill in the information “If you need Support.”
Review “BNI Essential Websites/ Apps”
Review “How to Have an Effective One-to-One”
Review and instruct the New Members to log their One-to-One meetings in the online Passport to Success TRACKING Worksheet after each meeting.
Add the New Member to the Chapter’s Passport to Success WhatsApp group chat; take a moment to familiarize the New Member with the basic functions of the WhatsApp application if they are not familiar with the platform.
Take a selfie with the New Member and post it to the Chapter Passport to Success What's App group, along with an introduction to the group of your newest Chapter Member.
Once you have reviewed the Passport, it is now time to move to the next step.
Assign the Names of the Member Mentors
This is the most important part of the Passport to Success. When New Members are engaged with seasoned Members, retention increases, this is the start of the engagement process so that the Chapter and the New Member both win. New Members will learn best how to support their fellow Members when they are supported and helped by current positive seasoned Members.
Note: Do not assign one person to multiple roles. The goal is to get as many current Members to interact with New Members as possible. Engagement and relationship development are keys to Member retention. The more people that New Members can interact with on a One-to-One basis, the more likely they will experience success, feel part of the team and become Long Term Referral Partners!
Instructions for Using the Passport (Mentor Coordinator)
Assign the name of each Member Mentor using the Member Mentor Worksheet in the online Passport to Success TRACKING Worksheet on the tab labeled ‘Mentors.’
Have the Member Mentors’ names clearly on each page of the New Member’s Passport.
Briefly explain to the New Member what each person will cover as outlined in the Member Mentors and Topics section.
Explain the process for scheduling a One-to-One with each Member Mentor (Member Mentors are expected to reach out to the New Member to schedule a One-to-One)
If the Mentee is having trouble getting a return call or appointment, the Mentor Coordinator will help the New Member set them up using the group chat on WhatsApp, during Open Networking, or just after the meeting each week.
There is a need to do at least 2 One-to-One meetings per week, and the Mentee is encouraged to do as many One-to-Ones as possible; the Passport to Success Program should be completed in 45 days given that the fastest way to trust (and ultimately referrals) is through effective One-to-Ones
The order in which they conduct their One-to-Ones is not important
Explain that you will be checking in with them weekly to help them get the Passport to Success completed
Explain that as the Mentor Coordinator, you will be tracking the Mentees’ progress with their One-to-Ones by the posts on the WhatsApp chat group, so make sure they post every meeting
Remind them they will also be doing a One-to-One with a Region Ambassador or Director Consultant
It is the Mentor Coordinator's responsibility to ensure that the New Member understands the importance of completing their Passport over the next 45 days
Answer all of their questions and give them your contact information should they have questions later
Check-In and Follow Up
Weekly check-in with the New Member to make sure they are on track to complete their Passport. Look at the New Member’s Passport to Success:
Check for signatures from Member Mentors and ensure the online TRACKING worksheet is updated after each One-to-One with their Mentors
Review the My BNI® Checklist – Are they on target to get this completed within the first 45 days?
Ask if they need help and remind them they can always call you if they are having challenges.
BNI Passport Program
Advise Mentors that you, as the Mentor Coordinator, will be tracking the mentees’ progress through the Passport to Success Program through the use of the Passport TRACKING Worksheet online. Also, advise the mentors to coordinate with you if they are having issues with scheduling time with the Mentee. Provide Mentors with their Passport to Success Member Mentor Worksheets that will guide them through the Mentor Program. Be sure your Mentor team is trained!
Member Mentor #1: Roles, Agenda, Expectations & Weekly Commitment
Member Mentor #1: Roles, Agenda, Expectations & Weekly Commitment
During the One-to-One with a New Member, the President must lead the conversation. Many New Members don’t know what they don’t know. They are not sure what is important. The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship
Overview of the Leadership Team Roles
President – Facilitates the meeting
Vice President – Oversees the Membership Committee
Secretary/Treasurer – Manages Room Fees and Feature Presentation Speaker Rotation
Membership Committee – Supports BNI® policies; interviews applicants; reviews participation
Education Coordinator – Educates Members weekly
Mentor Coordinator – Supports New Members
Visitor Host Team – Greets and supports the visitors
Chapter Marketing Team – Membership Committee Community Builder Specialist, Communications and Events Coordinators
Let the New Member know that all Members are expected to take roles of leadership sometime during their membership.
BNI Weekly Chapter Meeting Agenda
Review the BNI® Weekly Chapter Meeting Agenda. Ask the New Member if they have any questions about the agenda or how the meeting is run.
Explain proper participation during the agenda, such as how to effectively contribute to a weekly presentation and during the referrals and testimonials portion of the agenda. The weekly presentation is a time to educate the room on what you do and about you; the referrals and testimonials portion of the meeting is a time to share about a referral you're giving or have given or for a testimonial. This is not a time to share that you had a one-to-one with someone or that you have closed business. This is all about others in the room, not about yourself, which is done in the weekly presentations section.
Expectations & Weekly Commitment
Review basic expectations of BNI® Membership, including being on time for the meeting and to have One-to-Ones. Each week you are expected to give something during the Referrals & Testimonials portion of the meeting. It is always easy to do one of the following three things:
I have a referral for ...
I have brought a visitor ...
I have a testimonial for ...
Share that Members are encouraged to only share one Referral or one Testimonial during this time in the BNI Weekly Chapter Meeting Agenda. Save additional Referrals and Testimonials for the weeks you might need them.
Sign the Passport once this section is completed.
Member Mentor #2: Rules of the Game (Policies), PALMS Report, Traffic Lights/Power of One Report, GP101 & Reporting2You Reports
Vice President or Trained Membership Committee Member
During the One-to-One with a New Member, the Vice President must lead the conversation. Many New Members don’t know what they don’t know. They are not sure what is important. The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
Rules of the Game (BNI® Policies)
Bring a copy of the BNI® Member Policies before your scheduled One-to-One. Review the policies yourself to make sure you understand them. Ask the New Member to review the policies before your meeting.
Every Member must have a clear understanding of the BNI® System. Ask them if there are any policies that they have questions about or need more information.
The following policies are very important to help the New Member understand:
General Policy #3 & #5: Attendance
General Policy #6: Expected to be engaged and bring qualified referrals and visitors
Chapter Vision & Mission, Goals and Mechanisms
PALMS Report
Bring a recent PALMS Report to share with the New Member. Describe how a BNI® Chapter acts like a business to produce results for its Members. In doing so, we track our activity weekly using BNI Connect®. Share recent Chapter statistics using the GP101 Report. Describe the definition of PALMS:
P: Present A: Absent L: Late/Leave Early M: Managed S: Substitute
Member Traffic Lights / Power of One
Help the New Member understand the expectations in addition to attending the weekly meeting:
Conduct at least 1 One-to-One weekly
At least 1 CEU’s weekly
Pass at least 1 Referrals weekly
Bring at least 1 visitor monthly
Report TYFCB (Thank You For Closed Business)
Passing referrals may not be possible for New Members immediately. Referrals are based on relationships, and since they are new to the Chapter, this must be given time. For a New Member, it will be easy to do at least 1 One-to-One weekly using the Passport to Success meeting with the Member Mentors. Encourage them to focus on getting all 10 Passport Oneto-Ones done before any other Members. Help them know how to become GREEN!
Bringing Visitors and Guests to the meeting by simply inviting their contacts adds value to the Chapter. Being at the meeting weekly is critical to their membership.
Sign the Passport once this section is completed.
Member Mentor #3: Biography Sheet, Speaker Rotation, Room Fees & Membership Renewal
Secretary/Treasurer or Past Secretary/Treasurer
This is the opportunity to build a relationship and support the New Member. The New Members will not know what questions to ask of you, so you need to lead the conversation and help them to know what is expected of them. The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
Biography Sheet
Every New Member can complete the Biography Sheet in their BNI Connect® profile. This document can be printed and submitted to your Secretary/Treasurer before your Feature Presentation. Every Member has the opportunity to deliver a Feature Presentation, allowing them to teach their fellow Members how to find referrals for them. The Biography Sheet is used to introduce Members just before they present. Here are a few tips on using your Biography Sheet.
Keep it positive
Educate the room to build your credibility.
When disclosing something no one knows about you, make sure that it builds your image, not something embarrassing.
Speaker Rotation
Remind the New Member that attendance at the Member Success Program and completion of the Passport to Success Program are necessary before being a Featured Speaker. Register them to attend an in-person Member Success Program.
Room Fees
Explain the process of collecting Chapter Meeting Fees.
Membership Renewal Payments
The Membership Renewal process begins with a participation review at 7 months.
BNI Membership dues are due 15 days before the due date
Renewals are not automatic; they are at the discretion of the Membership Committee
Sign the Passport once this section is completed.
Member Mentor #4: Attendance & Substitutes
Trained Membership Committee Member
New Members need to understand two areas of success early in their membership: the Attendance Policy and the Substitute Program. This will be the primary topic of your One-toOne with the New Member. The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
BNI General Policy #5: Attendance
Every New Member must understand the Attendance Policy. A Member may not miss more than three meetings in a rolling six-month period. Upon their fourth absence, their classification will be opened. Upon the few occasions when you are unable to be at the meeting, the Substitute Program is available.
Substitute Program
Members that send substitutes on a more than “once in a while basis” actually hurt their credibility and negatively impact their ability to give and receive referrals. Each Member is accepted for membership, and your fellow Members are building relationships with you, not your substitute.
Members are allowed to have up to 3 Substitutes in a rolling 6-Month period. A qualified substitute attends the full meeting in the event a Member cannot make a meeting. Also, in alignment with the policy around a Visitor visiting twice (#7), the same substitute may only sub twice. Substitutes are expected to be coordinated by the Member not present before the meeting. Abuse of the Substitute Program is managed by the Chapter’s Membership Committee. Members who abuse the substitute system show a lack of commitment to the Chapter, which puts them in conflict with the BNI® Code of Ethics.
In case of problems with a member, Membership Committees may, at their sole discretion, put a Member on probation relating to the Member’s business practices or commitment to the Chapter. NOTE: Actions taken by a Membership Committee need to be consistent across ALL Members. Probationary action decisions should involve Marleta Black.
Assist the New Member in identifying qualified substitutes. Encourage the New Member to invite their substitutes to the meeting before needing them as a substitute. Making the substitute feel comfortable with BNI® System and meeting process in advance will increase the likelihood that a substitute will show up when needed.
Participation Reviews
To support Members in assessing their success in the BNI® Success System, the Power of One / Member Traffic Lights Report provides ongoing self-assessment of each Member’s engagement in the BNI® Success System.
Also, each year, 5 months before renewal, the Membership Committee Participation and Renewal Chair conducts a Participation Review to support Members in reaching the Chapter’s goals as well as their referral and Thank You For Closed Business goals.
Sign the Passport once this section is completed
Member Mentor #5: Referrals vs. Leads, Chapter Education Units
Education Coordinator
Being a New Member is overwhelming as they try to learn how to participate most productively. One thing that is very confusing for a New Member is the difference between referrals and leads. As the Education Coordinator, you play a key role in the education of the Chapter Members. The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
Leads
A lead involves two people: you and the person you are giving the lead to. There is no time spent speaking to the third person, qualifying that the person needs the product or service, and promoting the Member who can provide that product or service.
Example of a Lead – You walk into a neighbor’s house and notice that they have a spot on their carpet. When you go back to your Chapter, you tell the carpet cleaner that your neighbor needs to have their carpets cleaned. But you never spoke to the neighbor to find out if they wanted to talk to a carpet cleaner.
Referrals
A referral involves three people: you, the person being referred, and the person who is receiving the referral.
Example of a Referral – You walk into a neighbor’s house and notice that they have a spot on their carpet. You open the conversation and ask what happened. They tell you what happened, and you promote the carpet cleaner (in your Chapter) and ask them if they would like to talk to him. They say “Yes.” Now you have a referral to pass to have the Carpet Cleaner call your neighbor.
Internal Referrals – These are the very first level of referrals that you will pass in the Chapter. These are the ones in which you do business with a fellow Member; they are passed internally. You are not required to do business with everyone who is in the Chapter, but it is encouraged whenever possible as a way of building trust.
External Referrals – This is similar to the example above. You bring a referral from outside the Chapter (from your network) to one of your fellow Members. These come with time when you have developed enough trust and knowledge with your fellow Members.
Chapter Education Units
Have you ever heard the phrase: “Learn More to Earn More”? There is a direct correlation between the networking education you complete and the revenue you generate from referrals. Chapter Education Units are the equivalent of one hour of learning time. Live Trainings, such as Member Success Program and the Advance Series, are also reported per hour. Report your Chapter Education Units in BNI Connect®. Each minute in BNI Business Builder® is tracked in your point total. Divide your point total for the week by 60 to determine the number of CEUs to report. Additionally, the Chapter has a library available to support CEUs. Make certain the New Member can navigate and use the BNI Business Builder® Platform, and enroll them in a couple of your favorite courses on the BNI Business Builder® App.
Sign the Passport once this section is completed.
Member Mentor #6: One-to-One Etiquette
A Member Who Hosts Quality One-to-Ones and Scores High on the Power of One Report
There are many steps to the referral process, and the very first of those steps is trust. It takes time to build trust, and New Members may become frustrated if they do not understand this fact. The quickest way to build trust with Members is to do quality One-to-Ones. Following are the steps to hosting One-to-One meetings with other Members. Be sure to have your GAINS Profile and other valuable One-to-One documents prepared to share with the New Member. Lead by example!
The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
Encourage the New Member to ASK for One-to-Ones – don’t be shy! Every Member was new at one time, and they understood that One-to-Ones are important for learning about each other.
Set a time, day, and location that works for both of you. One-to-Ones usually last about an hour. Be sure to honor each other’s time.
Show up on time and be prepared.
This time is used to get to know your Referral Partner and HOW to refer them. This is not the time to do a sales pitch about your business.
In BNI Business Builder®, you can download a Biography Sheet and GAINS Exchange® to be used to learn more about the person with whom you are meeting. The acronym GAINS stands for Goals, Accomplishments, Interests, Networks, and Skills. Depending on the New Member’s attendance at Member Success Program, this may be a new conversation for them or an overview of what was covered in the Member Success Program. Also, the GAINS Exchange® information can be documented in BNI Connect®. Advise the member that they should be sure to update their Member Biography Sheet and GAINS Profile® regularly.
Relax and enjoy getting to know one another. You will learn more about One-to-Ones and GAINS by attending the Member Success Program and the Advanced Member Success Series Hosting One-to-Ones.
Review how the New Member logs into BNI Connect® to record their One-to-Ones. Walk them through the process to record the One-to-One they are having with you right now.
Sign the Passport once this section is completed.
Member Mentor #7: Chapter Tools
A Member Who Effectively Uses BNI Connect® and Scores High on the Power of One Report
BNI® meetings can be very confusing to an observer and especially to a New Member. There are many tools used in BNI®, and with a little explanation, these tools can assist all Members in achieving referral success. The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
Assure the New Member has their BNI Connect® Username and Password and that you have online access to BNI Connect® available during this One-to-One. Active participation in accessing and setting up their BNI Connect® Profile, as well as visually seeing how to enter their activity in BNI Connect®, will engage them more with the online tools available to them.
Chapter Tools of the Trade - For items 2-5 below, see the BNI Connect® documents section to download the “BNI Slips Program Overview” and the “Thank You For Closed Business (TYFCB) document.
BNI Connect® Member Profile – Assist the member in accessing and setting up the BNI Connect® Member Profile.
Referrals Slips – Describe how they are completed online. During the Referrals & Testimonials portion of the meeting, Members share their contributions of Referrals & Testimonials only for the week.
Thank You for Closed Business Slips – The Thank You for Closed Business Program is how we track the money generated by Members using the BNI® Success System. Explain how the form is completed with the name of the Member who gave the referral and the value of the referral. The person whose name is on the Thank You for Closed Business Slip will get credit for generating business in the dollar amount listed. The person who received the dollar amount remains anonymous.
One-to-One Slips – This is submitted by either Member who attended the One-to-One after the One-to-One has been conducted. Only one Member needs to enter BNI Connect®, and if you attempt to log in again, the system will verify that this is an additional One-to-One.
Chapter Education Unit (CEU) Slips – BNI® provides a wide range of training for Members to learn the different tools to grow their business using the BNI® Success System. Share the regional Events Calendar and briefly explain the benefits of each workshop. Tell them that, after each training, they can submit a Chapter Education Unit Slip to indicate which training or workshop they attended. These CEUs would be in addition to CEUs earned through BNI Business Builder®.
Testimonials – When you have the opportunity to do business with a fellow member, and it goes well, you can give a testimonial. Put that testimonial in writing so members can use the testimonials on their BNI Connect® profile and for marketing purposes.
Note: All of these slips must be entered online in BNI Connect® or on the BNI Connect® Mobile app.
Sign the Passport once this section is completed.
Member Mentor #8: Gold Club Badge
Gold Club Badge Member
This should be a member who has sponsored six or more Members into BNI® and has earned their Gold Club Badge. If you do not have a member who has sponsored at least six New Members, choose a Member who invites more than 1 visitor per month.
As a New Member, it can take time to pass good referrals because they have not been in the Chapter long enough to establish credibility with other Members. As the Member Mentor on this topic, you can help them understand that they can have a significant impact on the Chapter by bringing people to the meeting for other Members to meet.
The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
Inviting & Bringing People
The New Member has something that no one else in the Chapter has… their network of people. Introducing the Chapter to that network will have a positive impact on the entire Chapter with increased referrals, increased membership, and increased awareness in the community.
Twice annually, our Chapter will host a Business Open House or Visitor Event. This is an exciting opportunity to introduce local business professionals to the power of Networking. Each Member is expected to bring at least 1 qualified visitor to each event.
Members must understand that everyone is welcome to visit the BNI® Chapter, even those people who could not or would not apply to the Chapter. Guests and visitors alike are welcome in the Chapter. If the guest isn't qualified to apply but would like to learn more about an opportunity in BNI®, you should connect them with the Community Builder Specialist in your Chapter - or our Region Chapter Placement Specialist.
Guests
People who cannot apply to the Chapter are known as guests. Guests add great value by carrying the BNI® story into their networks. Guests can refer visitors to the Chapter as well as do business with the Members.
Visitors
Professionals who come to the meeting and have the potential to apply to the Chapter because their classification is open are known as visitors. These are the people who could submit a membership application. These are the people who grow the Chapter.
Gold Club Badge
Describe to the mentee that a Gold Club Member has sponsored six or more Members into BNI® and receives a black “Gold Club Member” badge. Gold Club Badges are earned over time and with the persistence of regularly bringing visitors to the meeting. There is an honor and distinction given to Members who have earned this badge. We also have Gold Club designations at every +6 level as well.
Work with the New Member during this session on IDENTIFYING professionals in their network to balance the contact spheres in your Chapter using the Contact Sphere Worksheet (found in the Resources section on BNI Business Builder®). Work with the New Member during this session on INVITING visitors to the meeting using GRIP.
Gold Club Badge
Member Mentor #9: Visitor Host Experience
Visitor Host Team Member
To help New Members understand the Givers Gain® value of BNI®, we ask that each New Member serve one day with the Visitor Host Team. This will teach the New Member that all Members are expected to serve on the Leadership Team in some capacity as a way of giving to the Chapter, and one of the best first steps is to serve as a Visitor Host for a day.
Assign a day for each New Member to support the Visitor Host team. During this session, advise the New Member and review what they will be doing during the meeting.
They will be:
Greeting people as they enter the room
Providing Visitor Name Badges to guests or visitors
Taking visitors/guests into the room and introducing them to Members in their contact sphere
They will also do a follow-up phone call that day to at least one visitor to find out what impressed them most about the meeting.
Day of the Meeting (in which the New Member will be supporting the Visitor Host Team)
Ask the New Member to arrive early and be the Visitor Host Greeter and help to introduce the visitors to the Leadership Team that day. Remind the New Member to leave the visitor with a Member, so they can come back to the Welcome Table and greet the next person who arrives.
At the end of the meeting, answer any questions the New Member may have.
Follow up with the New Member to find out if they did a follow-up call with an assigned visitor/ guest.
Sign the Passport once this section is completed.
Member Mentor #10: Regional Trainings
A Member Who Regularly Attends Regional Trainings and Scores High on the Power of One Report
This should be a Member who regularly attends Regional trainings to enhance their BNI® Member Experience and effectively grow their business using the power of education.
The BNI® content should only take 10-15 minutes to complete. The balance of the hour should be used to get to know one another and build a referral relationship.
Events Calendar
Review your Regional Events Calendar on BNITampa.com.
Show how to find and register for events at http://BNITampa.com/en-US/events.
Identify future Regional trainings that would benefit the New Member, such as:
Member Success Program
Advanced Member Success Series (Referrals, One-to-Ones, Weekly Presentation, Featured Presentation, and Power Teams).
Leadership Conference
March Best Ideas Conference
BNI Connect® Webinars
New Member Social
Member Workshops
BNI® Tampa Professional Development Workshops
Discuss the importance of always investing in your personal and professional growth.
Sign the Passport once this section is completed.