Category Archives: Educational Moments

Get A GRIP On Inviting Visitors

Using the GRIP process to invite visitors to a BNI Chapter meeting

Ready, Set, Goal!

BNI Education Coordinators Mini- Workshop

This is a 5-8 minute activity that involves those at the meeting.

Your chapter can use a white board/flip chart, etc. to post your monthly Chapter Goals.

This is impressive to visitors and important to keep the chapter goals in front of the members each week. You can list, number of Visitors you want each month, # of new members you want to induct, # of Referrals, # of Dance Cards and TYFCB (chapter income goal). We also recommend listing the TOP 10 Professions you are looking for.

Discuss setting goals using SMART goal methods

Specific – What specifically is your goal?
Measurable – Can you measure your success?
Achievable – Is it a realistic goal?
Recordable – How can you track or record your progress?
Time Sensitive – What is the timeframe that you want to achieve your goal(s)?

Then ask your chapter members:

“Is Your BNI Chapter Running in a Business Model?”

Run it like a club and you’ll make friends.
Run it like a business and you’ll make money.

  1. Have each member write down his or her income goal from BNI in one year. $_______________
  2. Take the total income of the members and get the average.
    Average Income/Member Goal $_____________
  3. What is the average number of members we will have over the next year? ___________
  4. Take the average income (#2) and multiply times the average number of members for the next year (#2 _________ X #3 ___________=__________
    Example: $20,000 x 25 members = $500,000
  5. Now, make it realistic. When you get goals from multiple departments you wouldn’t just take the sum to come up with the company goal. I like to use a discount factor of 50%. When collecting goals, some are bragging, some are wishful thinkers and some are sandbagging. At 50% if we’re low, what’s wrong with celebrating at 9 months. #4 _________ X 50% = ____________
  6. How many companies made this profit in your market the first year? How did they run their company? How are we going to make this kind of an income in our company/chapter?
  7. What do we sell? The products and services of the members/partners of our chapter/company, i.e. Real Estate, financial Services, Legal Services, etc.
  8. How do we sell them? In exchange for the exclusive spot of their profession in the chapter/company, each member/partner is responsible for bringing business to the other members/partners.
  9. How do we track it? “BNI Bucks” Can you imagine a company who has set financial goals and doesn’t measure them?
  10. Bonus. Companies that make money are FUN.

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

 

 

 

Why Didn’t You Invite Me To This?

BNI Invite.previewEducation Coordinators Mini- Workshop

This is a 2-3 minute activity that involves those at the meeting.

You will need to read it through beforehand and be prepared. What you say out loud to the group is in larger type in bold. 

The purpose of this workshop is to focus members on people they may not have invited.

Start by asking the members…

How many members here have some friends? Show of hands please?

Write down for me the names of your 6 best friends who live in the same city as you?

Take your time!

Give them about 30 seconds if necessary. Then tell them….

Now write next to their name what it is that they do?

Give them about 30 seconds if necessary. Then tell them….

Now put a tick next to their name if you have invited them to a BNI breakfast?

Give them about 30 seconds if necessary. Then ask them….

Hands up those people who have some names left without a tick next to them?

For those who still have names not ticked, will you read out the categories of those names?

Repeat some of the categories out loud and get someone from the Membership Committee to write them all down.

For chapters who have a list of categories, this is the start of Chapter Growth, even a Membership drive!

For those chapters who don’t have a list, ask the members…

When was the last time you invited those people on your list? If it is over six months ago, then things may have changed and it might be a good idea to re-invite them.

I want you all to consider the following:

If one of those people gets invited along by someone else and meets you at the breakfast, how are you going to answer the question…

Why didn’t you invite me to this?

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

“The Best 60-Second Presentation I Ever Heard”

In a BNI meeting, the “memory hook” isn’t as important as when you’re meeting BNI card caddystrangers. To give a great 60-second presentation requires specificity and asking for a referral.

The best 60-second commercial Dr. Misner ever saw was done by a florist in Chattanooga Tennessee. He used visual aids: a rose from a grocery store, and one of his own roses. He compared the two, demonstrating how far superior his rose was, and concluded by saying “There’s only 3 cents difference in price. Theirs is more.”

Why was this presentation so good?
 
He led with value.
He trained a sales force.
He was extremely specific.
It was memorable.
 
Remember, Specific Is Terrific. The more you can train a sales force, the better results you’ll get.
 

To learn about

“The Best 60-Second Presentation I Ever Heard”

Listen to the Podcast now: http://www.bnipodcast.com/2010/11/24/episode-182-the-best-60-second-presentation-i-ever-heard/

How Will They Know Who To Look And Listen For?

60-second infomercial

You’re the expert on your business and know how to find referrals for you.

Education Coordinator’s Mini-Workshop

This is a 2-3 minute activity that involves those at the meeting.

The purpose of this workshop is to highlight the importance of your weekly presentation.

What to say:
This morning we are focusing on your weekly presentation or also known as a 60-second infomercial!

Do the other chapter members really know who to look and listen for?

To make sure that they do, lets look at one aspect of what you say each week.

And lets use a chiropractor as an example.

For me to know how to find a referral for a chiropractor I need to know two things….

  1. What will I hear potential referrals say, and
  1. What will I see potential referrals do

If I hear someone complaining about a sore back, stiff neck or inability to sleep…. then that person is a referral opportunity.

If I see someone obviously in pain, rubbing and stretching their neck, back or shoulders… then that person is a referral opportunity.

Whilst it is important to know what a chiropractor does, it is more important to know what his or her clients will be saying or doing.

Next week when you do your 60-second infomercial tell your sales team what the need to listen for and look for to find a referral for you.

After all, you are the expert on your business and you will know how to find referrals for you. All you need to do is tell your team.

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Your BNI Chapter as your Best Customer

Analyze Your Data to Run Your Business to Success

Analyze Your Data to Run Your Business to Success

Education Coordinator’s Mini-Workshop

This is a 2-3 minute activity that involves those at the meeting.

The purpose of this workshop is to focus on individual goals and determine the business steps of each member .

  1. What is the “in-pocket” money that you wish to make from BNI in the next 12 months? ________________
  2. What is the average amount of “in-pocket” money that you make per transaction? _______________
  3. What is your closing percentage? ________________________
  4. # of Referrals you need from your BNI chapter. Take the answer to #1 and divide it by the answer to #2 and divide by the answer to #3. (#1 / #2) / #3 ___________________

Is your membership in BNI working for you? If not, maybe you’re not treating your BNI chapter like your best customer.

Treat your BNI Chapter Like a Customer and your business goals will be met and exceeded.

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Tis the season for all things wonderful!

Jingle Jingle!
Fast Track Tip of the Week
Activity to Energize Your Chapter
Isn’t it sooo tempting to frolic away December? So many special things to do, events to attend, and keeping warm with the weather changing. Believe us, we get it.

But the truth is, it is chapters that make a SPECIFIC PLAN to kick off January 2015 that will be increasing revenue by March 2015, if not sooner. Chapters who let December go and don’t plan for the new year usually find themselves slipping past the first quarter, at least.

Here is a great Education Coordinator activity to energize your chapter before the holidays.

Take a couple of weeks to do this and assign someone to take good notes.

STEP 1:  Ask each of your chapter members – What did you achieve this year in BNI?

If anyone has a hard time answering this, remind them it can be something simple like how they’ve determined their Target Market, or they know what a Power Team is now, or even just that they’ve made new business contacts by meeting weekly with the chapter for however many weeks.

STEP 2:  Then ask them – What do you want to achieve next year in BNI?

Now here’s the important part. Based on their answer, ask for at least 2 volunteers to help them achieve their goal!

The volunteers can help with knowledge, mentoring, business connections & referrals, whatever makes sense based on their answer and the volunteers. It’s like Secret Santa for BNI – and the results go way beyond the holidays. 
Business Team with Santa Hats
Keep track of everyone’s answers and volunteers so you can refer back later!
Remember:
Teams help each other.
Teams achieve more.
Teams have fun.
Teams celebrate.
Teams grow.
Teams WIN!
All Our Best,
Flynn & Sara
Contact Us!
Fast Track Website 
512-736-8716

del Fuego Tip of the Week

Taking Action this Summer – and Still Getting a Break!

Summer can be one of the hardest times to take action.  It just feels like we should be on vacation, at the beach, having a picnic or BBQing.  In fact, it feels like we should be doing anything except working or thinking about work!  

So, how can you  be successful in the summer despite all those normal feelings?  Here’s a suggestion for you to turn this thinking around.  

First, decide what you really want to do that’s not work related each week, and schedule that first – so you are focused on getting the most out of your summertime!  
That will also let you feel good about focusing on other things.

Second, here’s a a suggestion for your chapter to increase productivity in a fun way this summer. Create accountability teams of 2 people that last for 2 weeks. Have as an agreement to have a 1-1 with each other during that time, and have a goal of ending that 1-1 with a referral for each of you.  Do this for one month and you’ll be on two different teams (with new referrals, too!).  And then, take two weeks off!  

Have a great 4th!You’ll be surprised how productive you can be when you are organizing what you are going to do, instead of waiting for it to happen. And you still get that “time off” that we all crave in the summer.

Happy 4th of July!

All Our Best,
Flynn & Sara
Contact Us!del Fuego is your source for new ideas, training, and best practices for today’s sales professionals. Whether you want to know what motivates your client to buy or what behavior winners exhibit or you want unparalleled sales coaching you will find it at del Fuego. We provide sales, leadership, entrepreneur, and social networking training in a fun, interactive context.

Our tagline is what we deliver and is our commitment to our customers — lives that matter, lives that work, businesses that succeed.

Being Creative With 10 Minutes

ID-10041847

10 Minute Presentations are incredibly daunting. Taking the time to perfect your craft will create an interesting, and informative presentation. With this following workshop our education coordinators help members make the most of it.

Start by saying…

This week we are focusing on your 10-minute presentation. Let me ask you…

Besides describing your business, what other ways could you do a 10-minute presentation?

Seek responses and repeat 2 or 3. Then say the following….

Here are some of the creative ways that we know of to ensure people listen AND learn.

1.    Joint presentation with another member

2.    Theme presentation with a group of members

3.    Have a client join you in your presentation

Have you ever thought about doing a collaborative presentation with a fellow member when your turn comes around?

Joint presentations can be very powerful. Can anyone suggest some logical collaborative teams?

Seek responses and repeat 2 or 3. Then say the following…..

You might like to “team up” with someone in your group and do a theme presentation.  For example, a travel agent, florist and caterer may get together and do “The Wedding Show” which will highlight what these business people can do for a specific type of client.  Tradespeople could join forces with a “focus on home maintenance” or health professionals with a specific theme where the services of each could be highlighted.

Is there anyone in the chapter who is a valued client of another member? Show of hands please?

Perhaps you could help in the ten minutes by giving a client’s perspective of the products and/or services being offered, and how you have been helped, treated or whatever.  A customer’s feedback can be a very strong motivation for someone to refer more business.

Use your imagination, as there are many ways that you can involve others to help you deliver a strong message to your referral marketing team at BNI.

 

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area

Get Connected – Stay Connected! Get to Know a Referral Source

I don’t know about you, but I am just loving BNI’s “Get Connected – Stay Connected!” campaign.

If you haven’t seen the monthly posts check out: BNI Connect Support Forums/Public Forums/BNI Connect Educational Moments.

Below is the step-by-step process for you to complete the Get To Know A Referral Source portion of the “Get Connected – Stay Connected!” campaign.

  1. Arrange for a One-to-One with a member in your chapter.
  2. Share your GAINS profile and discuss referral opportunities.
  3. Login to BNI Connect.  If you have not yet registered for BNI Connect, go to BNI Connect and click on the “New to BNI Connect? Register Now” link and follow the directions provided.
  4. Go to “My BNI® Business”
  5. Click on “Enter One-to-Ones”
  6. Select that member from the drop down list
  7. Type in the location where you met
  8. Type in what you discussed
  9. Select the date on which you met
  10. Click Submit or “Save and New” to enter another One-to-One

Here is a link to a video and step by step screenshots to the instructions above:

http://support.bniconnect.com/entries/22104328-Entering-One-to-One-Slips-Online

Now you’re ready to Get Connected – Stay Connected! After your chapter Vice President submits their weekly PALMS Report, the One-to-Ones you just entered will appear on your My BNI® Business page! Set a weekly reminder to enter your One-to-Ones online!

Remember to visit Educational-Moments to find monthly campaigns.

Happy Connecting!

Cys Bronner

Cys Bronner

In networking: The more memorable (positive and helpful) you are, the better the results. Questions? Feel free to call BNI Executive Director Cys Bronner 866-889-3466 or email her at Cys.Bronner@BNI4success.com
Her motto: BNI, Making word of mouth marketing work for you

Click for more information or to join a BNI chapter in the Los Angeles area