Boot Camp. A Guide to Success and the BNI Mentor Program B N I M I N N E SOTA & N ORTH E RN WISCONSIN. Changing the Way the World Does Business

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1 americas europe africa asia australasia W W W. B N I M N. C O M BNI Boot Camp A Guide to Success and the BNI Mentor Program B N I M I N N E SOTA & N ORTH E RN WISCONSIN Changing the Way the World Does Business

2 Welcome to BNI! We are excited to have you as one of our newest members. This is your guide to getting started in BNI and is the foundation for the mentoring program. This guide is a valuable resource for you, especially in your first year of membership. Also watch for a monthly , 12 Months to Success, that will show you how to build a strong network throughout your first year of membership. Our mission is that our members have an amazing experience! We are here to support YOU. Once again, Welcome! Warmly, Nancy Giacomuzzi Table of Contents New Member Orientation and Checklist for Success....3 Summary Meeting Agenda....3 Member SUCCESS Program...4 Educational Resources....4 Section 1: Inside the Meeting Section 2: Outside the Meeting... 4 Section 3: BNI Connect...6 Section 4: Chapter Leadership and Support Teams...10 BNI s Philosophy Success in BNI means you need to be a positive and supportive member of an organization based on mutual respect. This requires commitment to your fellow members as well as to the philosophy of Givers Gain : by giving business to others, you will get business in return. Mission Statement Our mission is to help members increase their business through a structured, positive, and professional referral marketing program that enables them to develop longterm, meaningful relationships with quality business professionals. BNI Core Values 1. Philosophy of Givers Gain 2. Building Strong Relationships 3. Continuous Learning 4. Traditions + Innovation = Success 5. Positive & Supportive Attitude 6. Accountability 7. Recognition Networking Code of Ethics When interacting with members, please apply the following Code of Ethics to the various situations. This is not meant to be a list of specifics, but can be applied to almost any situation. Upon acceptance to BNI, I agree to abide by the following Code of Ethics during the tenure of my participation in the organization. 1. I will provide the quality of services at the prices that I have quoted. 2. I will be truthful with the members and their referrals. 3. I will build good will and trust among members and their referrals. 4. I will take responsibility for following up on the referrals I receive. 5. I will display a positive and supportive attitude. 6. I will live up to the ethical standards of my profession. NOTE: Professional standards outlined in a formal code of conduct for any profession supersede the above standards. No portion of this manual may be reproduced without express written permission of BNI Minnesota & Northern Wisconsin. 2 COPYRIGHT BNI GLOBAL, LLC BOOT CAMP REVISED

3 New Member Orientation and Checklist for Success As you and your Mentor go through the information in this booklet, check off the items below as you complete them. New Member Orientation To be discussed following induction: Slips program - Referral, TYFCB, One-to-Ones and CEUs BNI Connect Mobile Friendly App Explain and help register for Member SUCCESS Program. Must attend within 60 Days. How to organize your business card holder Chapter dues/facility fees Section 1: Inside the Meeting Open Networking Weekly Presentations and Feature Presentations General Meeting Tips Attendance Section 2: Outside the Meeting One-to-ones Inviting and Introducing Referrals Tracking Section 3: BNI Connect Account Activation My Profile My BNI Business My Network My Chapter Section 4: Leadership and Support Team Positions How would you like to support the chapter? Summary Meeting Agenda The meeting begins punctually with 15 minutes of Open Networking. 1. Open Networking 2. Welcome visitors and introduce Leadership Team, Membership Committee, s, Education and Event 3. Purpose and Overview of BNI 4. Networking Education 5. Recognition 6. Pass business card box 7. Induct new and/or renewing members to the organization 8. Members introduce themselves and give Weekly Presentation (60 seconds or less) 9. Welcome visitors to BNI. Have members introduce them. 10. Vice President s Report 11. Membership Committee Report 12. Secretary/Treasurer Announces Upcoming Speakers 13. Speaker(s) gives Feature Presentation(s) (10 minutes or less) 14. Referrals & Testimonials 15. Referral Reality Check 16. Secretary/Treasurer s Report 17. President thanks visitors 18. BNI Announcements, reminders and special reports 19. Door prize drawing(s) for members bringing visitors or referrals 20. Close meeting BNI Hidden Element: Key areas of a BNI meeting that can enhance the visitor, member and substitute experience. It is more than just knowing what to do. Understanding how and why you are doing it will make all the difference. BOOT CAMP COMPLETED! NEXT STEPS: Notify Mentor of Completion of Program Certificate of Completion Presented REVISED BOOT CAMP COPYRIGHT BNI GLOBAL, LLC 3

4 Member SUCCESS Program Member SUCCESS Program is a 3-hour training that is required within 60 days of membership acceptance. We recommend you attend as soon as possible to ensure your success as a member. We also recommend annual Member SUCCESS Program attendance or another Advanced Training offered by BNI. To register, go to bnimn.com and click on the Events button. Educational Resources New Member Orientation Your chapter Mentor Program BNI BUZZ (Our Regional Newsletter) Go to Dr. Misner s Orientation CD, included in your member packet SuccessNet Online (BNI s electronic newsletter) Go to and click on the SuccessNet button.) Networking Podcasts (bnipodcast.net) Other Regional Trainings found on the Event Calendar Section 1: Inside the Meeting Open Networking Get to know your chapter partners, visitors and substitutes. NETWORKING TIPS: Arrive early Network standing up Start conversations with others Welcome visitors and subs Weekly Presentations and Feature Presentations We want to help YOU. PRESENTATION TIPS: Be prepared Be respectful of the Timekeeper and use all your time Your positive and supportive energy makes us want to refer you Take notes on what others ask for General Meeting Tips Build credibility Remember the code of ethics (see page 2) Be positive and supportive of your chapter partners by listening and practicing the BNI philosophy Givers Gain. Refrain from discussing religion, sex or politics. Stick to business-appropriate topics Keep a supply of your fellow members business cards and always have a supply of your own to replenish the chapter s supply Attendance When we see each other weekly we stay top of mind. However, sometimes you are unable to be there. Member policy #5 allows for three (3) absences without a substitute in a six-month time period (April-September and October-March). ATTENDANCE TIPS: Arrive early and stay for the entire meeting Treat BNI as your Best Client If you re unable to attend your meeting let the chapter Vice President know. We want to make sure you are okay. Have a substitute if you re unable to be in attendance (e.g., co-worker, neighbor, family member, vendor, customer, client) Provide your substitute with a prepared Weekly Presentation, and explain what they can say during the Referrals & Testimonials part of the meeting. This makes you both look good! Section 2: Outside the Meeting One-to-Ones Get to know your chapter partners and help them get to know YOU. ONE-TO-ONE TIPS: Schedule weekly one-to-ones Prepare by reading your partner s information on BNI Connect Refrain from selling. This is a way to build trust and learn how to refer each other. Remember to enter your one-to-one on BNI Connect 4 COPYRIGHT BNI GLOBAL, LLC BOOT CAMP REVISED

Invite weekly Ask your chapter partners who THEY would like to meet, then bring those contacts to the chapter SAMPLE SCRIPT FOR INVITING: I m a member of BNI and we are looking for a (insert

5 Inviting and Introducing Bring others to your meeting to introduce to your chapter partners. INVITING TIPS: Let those you spend time with know of the resources in your chapter Bringing guests creates Visibility and Credibility with your chapter partners Avoid pre-judging, just invite! Invite weekly Ask your chapter partners who THEY would like to meet, then bring those contacts to the chapter SAMPLE SCRIPT FOR INVITING: I m a member of BNI and we are looking for a (insert profession) to pass referrals to. Are you looking for more business? Great! I will reserve a place for you next (day of week, location). The following acronym may also be used. G Are you looking to GROW your business? R Would REFERRALS help? I Let me INTRODUCE you... P Meet me at PLACE. Your ability to pass and receive referrals grows over time when you do one-to-ones and bring visitors. Below is a guide to the number of referrals you can expect to pass, based on your length of membership. Keep in mind that results vary by person. Length of Membership Months 1-3 Month 4 Month 5 Months 6+ Number of Referrals Passed None Tracking Business 1 referral 2 referrals 3 referrals /month Tracking your referrals received and passed will allow you to see your return on investment. Here are some reports you will find helpful: Referral Tracking Sheet: Enter information about each referral so it can be viewed on the Referral Tracking Report. IMPORTANT: Enter a separate Thank You for Closed Business (TYFCB) slip in order for the member to receive credit. Information entered on the Referral Tracking Sheet is not posted on the PALMS report and is for your information only. Referrals Referrals come naturally when you listen for opportunities to help your fellow chapter partners. A referral is an opportunity to do business. It is not a guaranteed sale, but an open door to discuss your business. This could include a cold call (the member wants a name only and he/she will make the call). A qualified referral is an introduction to a prospect and they are expecting your call, or product information. A referral is an introduction to a prospect and they are expecting the next step (i.e. your call, , or product information). It can also be an introduction to a referral partner who could potentially send you a stream of referrals. Referral Tracking Report: View information about the referrals passed to you. REFERRAL TIPS: People do business with those they know, like and trust. Spend time getting to know your partners with one-to-ones. Warm the referrals by making an introduction The more one-to-ones you do, the easier it is to bring guests and pass referrals Enter and track your referrals given and received in BNI Connect Ask during your one-to-ones what type of introduction they would prefer REVISED BOOT CAMP COPYRIGHT BNI GLOBAL, LLC 5

Section 3: BNI Connect BNI Connect is another valuable perk of membership.

receive testimonials Enter referrals, Thank You For Closed Business and one-to-ones.

Click on the activation link Enter your desired Username, Password, and Memorable Question and Answer (write it down) Click the Submit

It is common to forget your Password and/or Username, so you may record them here: Your Username: Your Password: If you do forget your

Enter the email address you used on your Membership Application. Enter the Captcha, and Click Find Me.

6 Section 3: BNI Connect BNI Connect is another valuable perk of membership. You can also connect with members from other chapters and regions from around the globe. Ensure good visibility with other members by having your profile complete. Other things you can do on BNI Connect include: Register for events members and visitors Access documents Track referrals Give and receive testimonials Enter referrals, Thank You For Closed Business and one-to-ones. Account Activation You will receive an Account Activation . Check your spam filter, as it may go there. Click on the activation link Enter your desired Username, Password, and Memorable Question and Answer (write it down) Click the Submit button Forget Your Password? It is common to forget your Password and/or Username, so you may record them here: Your Username: Your Password: If you do forget your Password and/or Username, do the following: Click the Forgot Password or Username? link. Enter the address you used on your Membership Application. Enter the Captcha, and Click Find Me. If you are not found, check with your Secretary/ Treasurer to ensure that your application has been fully processed. It s also possible that there was a typo when your address was entered into the system. Your Secretary/Treasurer can make this correction if necessary. Go to bnimn.com or bniwin.com and click on the Members Only link. If you are found, enter the Memorable Answer you selected when you first registered. If you cannot remember that, click my Answer and it will be sent to you. Enter your Username and Password and click the Sign In button. 6 COPYRIGHT BNI GLOBAL, LLC BOOT CAMP REVISED

Enter a new password. Enter it again to confirm, then click Submit. You can now use this new password to log in to BNI Connect.

7 Enter a new password. Enter it again to confirm, then click Submit. You can now use this new password to log in to BNI Connect. My BNI Business This is your personal overview of BNI activity for the last 12 months and lifetime. Entering the following information will allow you to track your own BNI progress. Referrals Thank You for Closed Business (TYFCB) One-to-ones Chapter Education Units (CEUs) Edit Your Profile Remember, your profile is how your chapter partners will learn more about you. Complete all the information including your contact information, your Bio, GAINS Profile and TOPS Profile. Select Update Profile/My BNI Page link. Select each tab and complete pertinent information. To view your public profile go to > Select Find a Member > Enter your first name > Select Find > Click on your name If you need some ideas, follow the same steps as above but > Search for similar profession > Select Find > Click on the person s name to see profile. To view your BNI profile which is viewable by other members of BNI around the world, click on Profile in the lower left side of your dashboard. Enter your activity weekly and Print Your Weekly Slips before your chapter meeting and bring to your meeting. You can also fill out your slips at the meeting and draw an X through them so your VP knows they have already been entered. Entering Referrals Select Submit Referral Slips Fill in as much information as possible. When you click on Submit it is automatically sent to the person you are giving the referral to and posted to their Referral Tracking Sheet. Please call the person to whom you are passing the referral. Do not just rely on the system to notify them. Print your referral slips before the next meeting to share your contributions. Main Profile Contact Details Bio User Profile Account Settings Training History REVISED BOOT CAMP COPYRIGHT BNI GLOBAL, LLC 7

Entering Thank You for Closed Business (TYFCB) TYFCB is one way to THANK the member who gave you the referral. Please enter these in a timely fashion.

information. BNI Connect Mobile Friendly App This FREE app is available for iphone and Android devices.

Entering One-to-Ones Select Submit One-to-One Slips Select the member from the drop down arrow or Search Cross Chapter Select: Invited by enter location, topics discussed, enter date.

My Network Use this section to find the following: Your Connections: Connect with other members Groups: Similar to LinkedIn Groups but with BNI Members Documents: Printable tools Testimonials: Give

8 Entering Thank You for Closed Business (TYFCB) TYFCB is one way to THANK the member who gave you the referral. Please enter these in a timely fashion. Enter quantity here Select Submit TYFCB Slips Select the Member whose referral generated the closed business from the drop down arrow or search Cross Chapter Enter the amount and other pertinent information. BNI Connect Mobile Friendly App This FREE app is available for iphone and Android devices. You can use it to enter referrals, TYFCB, one-to-ones and CEUs, as well as to interact with your connections (see below). Entering One-to-Ones Select Submit One-to-One Slips Select the member from the drop down arrow or Search Cross Chapter Select: Invited by enter location, topics discussed, enter date. Only one person from the one-to-one needs to enter it and it is credited to both members. My Network Use this section to find the following: Your Connections: Connect with other members Groups: Similar to LinkedIn Groups but with BNI Members Documents: Printable tools Testimonials: Give and receive testimonials from those you are connected with Events: Register here Messages: Send s within BNI Connect Entering Chapter Education Units (CEUs) Chapter Education Units are awarded for BNI-related activities you engage in outside of your weekly meeting. It includes listening to podcasts, reading books by Dr. Ivan Misner, and attending advanced training. Select Submit CEU Slips Enter the quantity for each CEU activity you participated in BNI will calculate your total CEUs based on the number of credits for each activity Select Save and Quit 8 COPYRIGHT BNI GLOBAL, LLC BOOT CAMP REVISED

9 My Chapter Here you have access to chapter reports, goals, member details and visitor information. Some added benefits are ing your chapter, sending a branded invitation and ing chapter visitors you would like to get to know better. Reports and Operations All members have access to chapter reports, goals, member details, visitor information and PALMS data. Members also have the ability to send through BNI Connect. My Chapter Need to communicate with everyone in your chapter? Use with care. Visitor Invitation Easily personalize and send BNI invitations to people you would like to visit your chapter. Send one to yourself first. Chapter Visitors Follow up with visitors quickly and easily. NOTE: Clicking on? next to an item in BNI Connect will take you to the BNI Connect Global Support page, where you can get more information about how to use that feature. There are also live and recorded Webinars you can watch to learn about how to more effectively use BNI Connect. REVISED BOOT CAMP COPYRIGHT BNI GLOBAL, LLC 9

10 Section 4: Leadership and Support Team Positions Each chapter has an organizational structure, outlined below. On the next page is a description of the responsibilities for each role. As you grow in BNI, observe the chapter roles and think about how you would like to support your chapter. BNI Chapter Organizational Chart Area Director Consultant Director Consultant Ambassador President Vice President Secretary/Treasurer Education Membership Committee (4-6 Members) Event Mentor Thank You for Closed Business Training One-to-One Mentors (as many as needed) Growth Communication Social Media Timekeeper Greeter Open Networker Orientation Follow-up Key: Leadership Team Support Team Optional Support Team Webmaster Business Card Box Recognition 10 COPYRIGHT BNI GLOBAL, LLC BOOT CAMP REVISED

11 BNI Chapter Leadership and Support Team Positions TYPE POSITION RESPONSIBILITIES LEADERSHIP ROLES SUPPORT ROLES President Vice President Secretary/ Treasurer Education Event Growth Membership Committee Mentor Webmaster Runs the weekly chapter meetings according to the BNI agenda and policies Manages the Leadership Team and holds monthly Leadership Team meetings Makes visitors feel welcomes Selects and supports s, Education, Growth and Timekeeper Motivates and inspires members Submits monthly President s Report on BNI MN University by the 10th of each month Orders/maintains chapter supplies (referral slips, applications, ribbons, etc.) Keeps the Director Consultant informed of the status of the chapter Maintains statistics relating to attendance, referrals, visitors, Thank You for Closed Business (TYFCB) in BNI Connect and reports on them during the agenda Distributes Member Traffic Lights at the 2nd meeting of every month, and recognizes Green Members Selects and supports the Membership Committee and Mentor Chairs the Membership Committee, which is responsible for addressing BNI policies and procedures Attends monthly Leadership Team meetings Fills in for the President when needed Notifies the Director Consultant if there are any membership issues Coordinates speaker rotation and enters speakers into BNI Connect Collects facility fees and membership dues by the 1st of each month Reports on upcoming renewals, who owes facility fees or membership dues and members dropped Submits monthly Secretary/Treasurer s Report on BNI MN University by the 10th of each month Manages the chapter s meeting location, and tracks facility fees for the chapter Forwards membership dues and reports to the regional office and is responsible for documenting all membership changes Attends monthly Leadership Team meetings Selects and supports the Event Presents a 3-5 minute networking education topic to the chapter every week They may also engage other members who excel at a networking skill to share their expertise during this part of the agenda Promotes the chapter and recruits visitors Schedules and coordinates Visitor Days, Stack Days, etc. Assists the Secretary/Treasurer with the speaker rotation (e.g., Speaker Series promotion) Keeps track of local networking events, PR coordinator, etc. Facilitates the planning process of chapter growth Monitors and coordinates necessary action steps in order to have consistent and steady chapter growth Screens applications for acceptance and reviews member renewal applications Reviews member/chapter reports to keep abreast of any potential issues Listens to complaints from members and takes corrective action as is deemed necessary The Membership Committee is your chapter s Human Resources department and should act professionally and confidentially on all member issues. Provides New Member Orientation Pairs the new member with a mentor and monitors their progress Notifies the President when the new member has completed the Mentor Program so he/she can be recognized with a Certificate of Completion during the recognition part of the agenda Welcomes and introduces visitors as they arrive at chapter meetings Meets with visitors after the meeting, answers questions and reviews the process to join Follows up with a phone call and/or to visitors before the next meeting, thanks visitors and reinforces that the chapter is looking for someone in their business Updates the chapter s website Assists members with their profiles on BNI Connect Coordinates marketing efforts with the Leadership and Support Teams REVISED BOOT CAMP COPYRIGHT BNI GLOBAL, LLC 11

12 BNI Minnesota & Northern Wisconsin P.O. Box Minneapolis, MN BOOT CAMP REVISED

Membership Guidelines

Our Network with Results International ( NWRI ) membership guidelines are recommended practices that allow our chapters to run efficiently and effectively for everyone involved. Business networking is