Member Mentor Programme - PDF Free Download

Member Mentor Programme As a new member of BNI, a whole world of networking opportunities opens up for you. Your BNI Director, BNI Ambassador, Chapter Leadership Team and fellow members want to help you get the most from your membership right from the start. Our Member Mentor Programme is an essential part of that support, helping you to develop your networking skills and showing you how a Givers Gain mindset builds positive and successful businesses. Your Mentor is a respected and knowledgeable member of the Chapter who will work through the Programme with you in the early weeks of your membership to give you a flying start. However, it s likely that your Mentor will also become one of your most important BNI contacts someone you can always turn to for information and guidance whenever you need them. Use the Mentor Programme well and you ll be on track for lasting success! Your Details Name : Category : Your Mentor is : Mentor Telephone : Mentor Email : Your BNI Director is : Directors Telephone : Directors Email : Your BNI Ambassador is : Ambassador Telephone : Ambassador Email : BNI Chapter : Meeting Day / Time: / 6:30 9:00am 11:45 2:15pm Delete as applicable Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 1 of 12

The Chapter s Current Leadership Team Members Chapter Director : Membership Co-ordinator : Secretary / Treasurer : Membership Committee Members : Mentor Co-ordinator : Education Co-ordinator : Events Co-ordinator : Power Team Co-ordinator : Visitor Hosts : Your Power Team A Power Team comprises members who work with similar clients and can therefore more easily find referrals for each other. The larger your Power Team, the more referrals you are likely to share. Your Power Team Is : Power Team Members : Ideal Power Team Visitors i.e. categories that would be good to have add to your Power Team Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 2 of 12

Getting Started The steps below will guide you through the initial processes that will help you maximise the value of your membership. The first set of steps should be completed before you attend BNI s Member Success Programme (MSP), while the second set should be completed after attending MSP. For booking details see page 11. Before MSP Key Success Steps Book your Member Success Programme (your Mentor may well attend with you) Prepare your name badge showing your category, company and logo (don t use a business card) and wear it on your right Date Completed Place your business cards in the Business Card Box Ensure your contact details are added to Referrals to Look For sheet Fill your personal cardholder with the cards of all the members Place your company literature on the Members Table Understand why your lapel pin is important and wear it! Discuss which of your contacts to invite, and fill in the Visitor Postcard and Follow-up Sheet (see pages 4 & 5) bring this sheet with you to MSP Listen to your Orientation CD featuring our founder Dr Ivan Misner Log in to BNI Connect (www.bniconnect.com) and update your profile, and then check your details appear correctly on the Chapter website Create your memory hook (www.memoryhooks.com) After MSP Key Success Steps Deliver your four-minute Launch Pad Presentation (see page 6) Date Completed Bring five visitor postcards as part of your contribution (week 1) Bring five visitor postcards as part of your contribution (week 2) Bring five visitor postcards as part of your contribution (week 3) Bring five visitor postcards as part of your contribution (week 4) Hand Visitor Postcard and Follow-up Sheet to Mentor when 20 cards are completed (see pages 4 & 5) Discuss, choose and book workshops (see page 9) Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 3 of 12

Visitor Postcard and Follow-Up Sheet Who should you invite? Provided their category is vacant you can invite friends, family, neighbours, clients, Suppliers, social contacts (e.g. fellow members of sports/ social clubs or interest Groups), people who have done good work for you at your home or office, etc. Week 1 1 2 3 4 5 Week 2 6 7 8 9 10 Week 3 11 12 13 14 15 Week 4 16 17 18 19 20 Visitor s name Phone number Category/ Occupation Please do not contact the person you are inviting prior to sending the postcard - Contact them after the cards have been sent out by your Chapter Director. Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 4 of 12

How to Bring Guests Many BNI members make it very difficult for themselves when they try to bring guests to a BNI Chapter Meeting because they start by thinking Who do I know who would like to join BNI? This will mean that you pre-judge whether any potential guest will want to join, whereas that decision should be left to them alone. All you need to do is get them to the meeting, at which point they can decide whether BNI is right for them. So, make sure you understand which question to ask yourself: Who do I know who wants to join BNI? Who do I know who wants more business? Impossible to sustain inviting! Easy to sustain inviting! Remember: You are inviting them to come to a meeting, not to join BNI! Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 6 of 12

How to create a great four-minute Launch Pad Presentation Educate them well and your fellow members will become your personal word of mouth marketing team. They need to know the following information right from the start, and your four-minute Launch Pad Presentation is the perfect opportunity to hit the ground running. 1. My 3 best customers are: 2. Examples of referrals that work well for me are: 3. The professions that make ideal clients and/or referrers for me are: 4. New doors that I would like to open are: Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 7 of 12

Making the Most of Your Membership Successful members whose businesses grow and thrive most spectacularly in BNI have certain characteristics in common and these characteristics are achievable by everyone! Key Success Factors Attendance Date Discussed BNI networking is founded on strong, trusting relationships. It is therefore essential to attend at least 90% of the weekly meetings. That way, more referrals are passed and stronger relationships are built. Substitutes Never be absent without a substitute! Prepare the best substitutes possible for the rare occasion when you cannot attend a chapter meeting. Clients, friends and business colleagues make ideal substitutes. Arrival The most successful members arrive for the weekly meeting between 6.00am and 6.30am or 11.15am and 11.45am for lunchtime chapters as they get more time to build relationships with their fellow members. Open Networking Make the most of your meeting and use the time before and after the structured meeting for relationship building with other chapter members. Giving and receiving referrals depends on building good relationships with fellow members, visitors, substitutes and BNI Directors: before and after your weekly meeting is the perfect time for quality networking and relationship building.the BNI Networking Skills Workshop will help you to develop your confidence to walk into a room of strangers (or your BNI meeting) and to network effectively. 60 Second Presentations Prepare well, be specific and educate your fellow members how to refer you. Don t sell your services to the room if any of your fellow members needs the services of someone in your profession, they re going to come to you anyway! The BNI Presentation Skills Workshop will build your confidence and teach you to present and communicate successfully. Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 8 of 12

Key Success Factors Referrals to Look For Sheet Date Discussed Note down on this sheet the referrals your fellow member s request. Remember that your colleagues will be recording what you want too! Use the sheet as a tool throughout the week to remind you of what to look for. 10 Minute Presentation Every week a different member has the opportunity to give a 10 Minute presentation on their business. This is your best chance to educate your fellow members on how to find you business, so it is strongly recommended that you attend the Presentation Skills Workshop before you make your first presentation. Positive Contribution There are only three recognised positive contributions at your chapter meeting: (1) Referrals (2) Visitors (3) Written testimonials Remember that in BNI, Givers Gain : don t ever say I have nothing this week. Referrals You have committed to bring bona fide referrals. The definition of a referral is that the person on the other end of the line is in the market for your fellow member s business and is expecting their call. When you find a referral, fill in a referral slip and present it at the next chapter meeting (white to recipient, pink for the Membership Coordinator, yellow for your records). The BNI Referral Skills Workshop will help you to recognise and generate referrals, as well as showing you how to receive more of them! Visitors Large chapters (i.e. 45+ members) open up greater opportunities for referrals and generate far more business than smaller chapters. Make sure you contribute to your chapter s growth by regularly bringing visitors to your chapter meetings. The BNI Chapter Development Skills Workshop will help you with techniques for growing your business, how to invite, who to invite and how to effectively follow up. Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 9 of 12

Key Success Factors Written Testimonials Date Discussed If a fellow member has done an excellent job for you or your contacts, prepare a written testimonial on headed paper. It s a great way to enhance the credibility of a fellow member and gain free advertising for your business too. Give your Leadership Team a copy to display in the Chapter s Testimonial Folder. Power Teams 67% of your referrals will come from your Power Team (businesses that share the same clients/target market). To maximise your return from BNI, make sure you ve got a strong Power Team around you i.e. more than 6 businesses. The BNI Power Team Workshop will show you how meeting as a Power Team outside the chapter meeting will maximise the effectiveness of your Power Team. Thank You For The Business Box When a referral converts into confirmed business, complete an anonymous Thank You For The Business card and place it in the box passed around at your weekly meeting. These cards acknowledge the referral giver and allow chapter business to be tracked. 1-1 meetings with your fellow chapter members Arrange regular 1-1s to build and update your knowledge and understanding of what your fellow members do, how they add value and how to refer them. They will also do the same for you. The BNI 1-1 Relationship Building Skills Workshop will give you an agenda and focus that will increase the number and value of referrals you give and receive. BNI Connect Now that you have joined BNI, you don t just have the chance to build relationships with the members of your Chapter you can network online with members across your region, across the whole country, and even across the whole world. Log in to www.bniconnect.com to get started. Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 10 of 12

BNI Training Workshops and Resources Member Success Programme (MSP) Learn how to make the most of your BNI membership and start to grow your business as quickly as possible through word of mouth marketing. You must attend your first MSP within the first six weeks of your membership but you would be well advised to get there as soon as you can. You can book a session now by clicking on to your home page on BNI Connect, then under the heading Events click onto the Member Success Programme event that you would like to attend. Advanced Skills Workshops BNI offers a variety of valuable workshops, including: Referral Skills Chapter Development Skills Relationship Building Skills Presentation Skills Networking Skills Power Team Development Your Chapter Events Co-ordinator will give you all the information you need and book workshops for you. Alternatively you can visit BNI Connect (www.bniconnect.com) or the BNI website (www.bni.eu). Although there will be a nominal charge to cover the cost of the venue hire and refreshments, most training workshops are included within your BNI membership fee. Be sure to attend and re-attend training workshops frequently as every single one will be different. You will also meet other like minded networkers from other chapters and many excellent business relationships emerge from these events. All BNI training workshops also include specific business generation activities. Other BNI Resources BNI Connect BNI Websites Podcasts SuccessNet Online Social Networking Links www.bniconnect.com Connect online with BNI members worldwide www.bni.eu & www.bni.com Local, regional and global information www.bnipodcast.com Top tips from Dr. Ivan Misner, BNI Founder www.bnisuccessnet.com Networking tips and ideas from BNI around the world Twitter @BNI_National @CH_Lawson Blog www.business networking.co.uk Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 11 of 12

Remember! Follow all of the above advice, tips and suggestions and you will be very successful in your BNI membership. This is a proven marketing tool that works: you simply need to follow the system. If you need any further information or advice on getting more from your membership at any time, please don t hesitate to speak to your Mentor, a member of your Leadership Team or your BNI Director. Mentor Mentor/Mentee Agreement To be signed by both the Mentor and the Mentee as a record of the Member s participation in the BNI Member Mentor Programme I confirm that I have met with and fully explained the BNI Member Mentor Programme. I will mentor for at least the first two months of their membership. Mentee I confirm that I have met with who has explained the BNI Member Mentor Programme to my satisfaction. I look forward to becoming a fully participating member of the Chapter. Mentor s signature: Mentee s signature: Date: Copyright BNI - 2011 All Rights Reserved Member Mentor Programme Page 12 of 12