BNI Traffic Lights

BNI is a marketing program. Like every marketing program, measurement of results is integral. At the chapter level we measure internal and external referrals, numbers of visitors and referral revenue. At the franchise level we are measured on number of members, average chapter size, number of new chapters, and retention.

The BNI traffic lights management assessment tool is the assessment tool used to measure Key Success Factors (KSFs) for BNI franchises around the world. The system categorizes franchises as Black, Red, Amber and Green.

So, it makes sense to apply the same assessment tool at the chapter level because all levels of BNI are tied directly to each other. What is, or has, happened in your chapter, just multiply it by 29 and that’s what’s happening in the region. And that’s what BNI Canada and BNI Headquarters in California assesses.

The BNI Golden Horseshoe region has been assessed as Green in the past, but mostly we’re in Amber and have been in Red a couple of times. This assessment is done quarterly on a global basis. (I enjoy the Green phase more than the Red.)

So let’s have a look at the traffic lights for chapters.

The number of referral partners is the first measure because everything follows from that. If there is no one in the room, then activity really doesn’t matter. Once there are people in the room, then the team emphasis becomes dependant on how many are in the room.

Like this:

I’d like to be very clear as we begin to use the Traffic Lights system - at fewer than 20 members BNI still works. BNI statistics show that $9,500 will be generated per member per year (a 21 times return on investment).

BUT at 25+ IT’S SO MUCH EASIER and YOU MAKE MORE MONEY ($31,000 per member per year on average). With more than 25 members on the team, there are many more people to refer to; there are many more people to get referrals from; there are many more people to manage and support; and there are enough people to get Power Teams active and profitable. It just works with much greater ease.

Over the next few months, we’ll continue to implement the BNI Traffic Lights Agenda with every chapter. I think this is the most significant concept we’re ever shared in BNI. The feedback already has been absolutely positive. The future is wide open.

Building your Referral Team

Surrounding yourself with the right referral partners ensures a long term, sustainable referral network. In order to find the right referral partners we must be on the watch – all the time. Meeting good, solid, trustworthy business professionals is an ongoing activity. It never stops. It becomes a habit.

If you’re in a structured referral network like BNI, you’re always on the lookout for excellent business professionals. Those people who exemplify Givers Gain without even knowing it. Here’s the trick, though, the only way to find those people is to be consistently asking your contacts, and the people you meet, who they know.

That’s the only way.

Here’s the really good news…it’s easy.

Every time you’re on the phone

Ask the person you’re talking to “Who do you know who is a ____________?” I know that it feels awkward. If you phase the question exactly like that, you’ll get an answer. But you have to actually ask the question, and most importantly, you have to remember to ask the question. I put a post-it note on the phone to help me remember. Writing down the question will help you remember.

Every time you’re in a meeting

Ask the person you’re meeting with “Who do you know who _______________?” In a meeting this is a great question since the person will probably ask you why and you’ll be able to share your BNI members. Again, you must remember to do it. (I find writing it down helpsJ)

Every time you send an email (to someone you know)

Ask the recipient, “Who do you know who___________?” And you could let the recipient know that your referral network has business for that person. The hardest part? Remembering to do it.

Using these techniques allows you to easily leverage your contacts without investing additional time. And it benefits your referral network.

All it takes is remembering to do the activity.

Let us know how it worked.

Keep Your Referral Partners Top of Mind

Participation in a referral network means that you agree to do your best to recognize referral opportunities for your referral partners. And they will do the same for you. To work most effectively, this approach is best defined as Givers Gain. And more than just the slogan for your referral organization – it’s actually a business style.

Not everyone does business on the premise of “what goes around comes around”. It’s an unique attitude and those business people who have it are those who enjoy connecting two people who can offer mutual benefit to each others’ businesses. It’s kind of like being a matchmaker.

In order to be a successful matchmaker we must have our referral partners in mind all the time. Because you never know when an opportunity will arise.

So how do we do that? We all have hundreds of things going on in our lives all the time. How do we add “remember referral partners” to the list?

Here are a few techniques that might help.

Every Monday morning check your weekly schedule

Take just a couple of minutes to see who you’ll be meeting with this week. Can you connect any of those people to a referral partner? If you can, make a note to do so. This technique alone may provide 2 or 3 opportunities to promote a referral partner.

Take notes at your referral meeting this week.

At www.bnigh.com you can print a list of all your members with a space allocated to each for note taking. Print it and take notes. Not necessarily copious notes about every single member, but jot down a couple of things that you can do for a member based on what they’ve asked for in their infomercial. Then refer back to those notes when you get to your office and do what you jotted down.

Book BNI time.

Every successful marketing program takes implementation. Your BNI referral network is no different. Schedule 30 minutes every week (actually block the time on your calendar), look through your BNI card caddy and think about who you can help. Decide what you can do for that person – and then do it. A last tip is to transfer your weekly speaker’s business card to the first, top sleeve in your card caddy to help you think about that person in particular.

Referral opportunities don’t happen magically. (Boy, I wish they did!) They take planning and doing. But when you find them – they sure can create magic.

Share your best “how I think about my members” tip with us.

Letting Folks Know About Your Referral Partners

There are a number of great ways to let people know about your referral network. I’ve been working with referral groups for 15 years and these activities get results. They're designed to make it easy for you to open conversations about your referral partners. See if one, or two, might work for you.

If you have a retail/office/reception space:

Display your BNI colleagues’ business cards with an invitation to your clients or patients to have a look through them. The display could be a simple binder or an elaborate wall-mounted card holder – whichever is most appropriate in your space.

If you complete paperwork while your clients wait:

Give you client your BNI card caddy and invite them to look through it in case they need the services/products of any of your colleagues. Let them know you’d be pleased to make the connection.

If you send invoices to your clients:

Include a list of your referral partners with the invoice. You can print a simple listing from the website as http://www.bnigh.com/. With a note, let your clients know that this is a list of your preferred referral partners and you’d be happy to introduce them.

 If you communicate with your clients by email:

Add a link to your BNI chapter website or your chapter listing at http://www.bnigh.com/ to your signature. Let you clients know that you would be happy to connect them to your trusted referral partners.

If you have a website:

Set up a page highlighting your preferred referral partners, or link to their pages.

If you use online networking sites like LinkedIn or Facebook:

Share testimonials about your BNI referral partners. Link to their sites.

These are just a few examples of how you can keep your referral partners actively top of mind with your contacts. After all, success in any referral network relies on consistent, proactive word of mouth.

Let us know which one you’ll try.

Truly Effective Business Building Interviews (BBIs)

The biggest challenge with Business Building Interviews (besides actually getting both parties to show upJ) is the length of time they can take. I’ve heard stories about BBIs that have lasted 2 and 3 hours. No matter how enjoyable they may have been – that’s just too long. Let me explain.

BBIs are meant to be business meetings, but because BNIers know and like each other, BBIs can become very social. Social is fine, as long as the business aspect is dealt with because the business side is where you’ll find the referral opportunities.

There are a number of great guidelines for BBIs. I’ll share a few here.

If you’re having your first BBI with a BNI colleague, I recommend using:

1. the GAINS Profile and One-to-one BBI Worksheet (pgs. 15 and 16 in the MSP manual).
2. Also, the BBI guidelines, on page 13 of the MSP manual, offer terrific suggestions.
3. In preparation for the BBI ask your partner to bring her GAINS profile and BBI worksheet as well.

Using these tools makes it easier for you to stay on track and begin to get the information you need to recognize referrals.

If you’ve already had one BBI with a BNI colleague are you finished?

No. One BBI isn’t enough to learn what you need to know.

The BBI worksheet is an excellent tool for continuous BBIs.

In my opinion every BNI member should have at least one completed BBI worksheet for every one of their members. And that worksheet should be updated regularly. The only goal for BBIs is to find out how you can give referrals to your fellow member and vice versa. BBIs are where the referrals are. If you’re feeling that you’re not getting enough business, check out your BBI activity (you can track it easily online at http://www.bnigh.com/).

Another suggestion about BBIs. I’ve heard that sometimes it’s difficult to book BBIs with certain members. Either they won’t commit to a time and date, or when they do, they don’t show up. My advice is to give it a second chance (there may have been an acceptable reason) and if the same thing happens again – move on. I don’t have time to chase people in order to help them. If one person doesn’t want my help and support I move on to find someone who does. Don’t let one negative experience stop you from creating successful referral relationships

One last thought about BBIs – you’ll only remember to schedule them regularly if you make it a habit. The easiest way to make it a habit is to book one every week during the Open Networking part of the BNI meeting. You have 15 minutes every week to coordinate a one-to-one BBI with at least one member. You don’t have to book it for the next week, you can book it 2 to 3 weeks out – but at least you’ve got it on your calendar.

Start your new habit this week. And share some of your best BBI tips here.

Referrals For Life Day is Custom Made for Master Networkers

I was talking with Paula Hope, Referral Institute Peel-Halton, and she updated me on Referral for Life Day next week.

This is the third year Paula has developed, hosted and managed this event. The past 2 years have offered experts in referral marketing and this year offers even more.

There will be 2 powerful social media experts speaking at the conference. Lisa Kember from Constant Contact will present Strategic Follow-up Tactics and Catherine Saykaly-Stevens from The Networking Web will talk about Moving Relationships from Visibility to Credibility Through LinkedIn.

Paula shared the story of how she and Catherine connected.

“After my speech at the BNI national conference on May 6^th, I was delighted to be approached by Catherine Saykaly-Stevens of The Networking Web in Calgary”, said Paula.

“Catharine has a passion for referral marketing - and for social media. Catharine, a programmer by training, taught macromedia to the leading lights of technology in Los Angeles before, during and after the dotcom years. She owns her own consulting business in Calgary where she helps companies say “no” to cookie cutter solutions to their social media opportunities.”

Catharine and Paula clicked immediately and as a result Catherine will be speaking at the Creating Relationships for the Pocketbook and Soul: 3^rd Annual Referrals for Life Day. The topic is entirely new with completely fresh and original material- arming referral marketers with brand new tools.

“I want to say thank you to BNI” said Paula, “for the opportunity to speak to my BNI colleagues about referral marketing and for this valuable introduction to Catharine.”

You never know who you might meet at any event. And you never know what new, extraordinary opportunity might be just one introduction away. Just as it was for Paula and Catherine.

Referrals for Life Day presents an excellent venue to practice your referral skills, learn new referral skills and keep your referral marketing plan thriving and growing.

For full details about the day see www.e-spot.ca/referral_day.htm.

The event only comes around once a year. And if you miss it…..well…..you miss it.

This Week I’m Networking to the Extreme!

Since my last blog, I’ve started the Certified Networker Program at the Sun Life office in Hamilton. In the first session the participants talked about two foundations of a successful referral marketing plan; target market definition and developing an Emotional Based Marketing Theme. With those tools in place, we’ll be able to share our messages with those people in our networks who are connected to our target market.

I’ll keep you posted as to how we progress.

This week, too, is the BNI Canadian National Director/Member Conference. I’ll be in Toronto on Wednesday, Thursday and Friday. On Friday is the Member’s Conference. This conference is open to all BNI members. Registration is online at www.bnicanada.ca. Click on events and login in with your username and password.

There will be BNI Director’s from around the world sharing the most current and successful networking techniques. Don’t miss this opportunity - this conference is only in Toronto every 3 years.
Making the time to attend conferences is difficult for me. It’s not that I don’t like them, I like them (usually) very much. I almost always learn something that advances my business. I always learn something that helps me grow as a business person. And I often learn the most from the people I meet at conferences. I find that the folks who attend the conferences that I do, are like-minded. They are either in my industry or we share in interest. If I have a challenge, concern or question - this group of people are a priceless resource for me. The provide support, they challenge me, and they cheer for me.

That’s why I make time to attend conferences. I choose them every carefully and I make sure I have a plan to make the conference worthwhile for me. For those of us interested in networking more effectively and creating more profitable referral relationships, the conference in Toronto this week will provide the inspiration and education to accomplish those two objectives. I promise it will be worth the time.

Don’t miss it. I'll see you there.
　

Certified Networker Training begins Tuesday April 26, 2011

I don’t train the Certified Networker Program much anymore. As a Referral Institute Master Franchise Partner, my goal is to have Certified Networker trainers across the country offering the program regularly.

We do have a number of terrific trainers who offer the Program on a regular basis. Paula Hope in Oakville (www.referralinstituteph.ca), Cindy Mount in Toronto (www.referralinstitute.ca) and Francois Garon in Montreal (http://www.referralinstitutemtl.ca/)   always have a Certified Networker Program on their calendars.

I have been asked by a few people if I would offer the program in Hamilton. As we don’t have a trainer in Hamilton yet, I agreed to do it. We’ll offer the 10-week program as a lunch and learn starting on Tuesday April 26, 2011.

We’ve been very lucky to be able to offer the session from the training room at Sun Life Financial which is conveniently located at

120 King St. W.

in downtown Hamilton. I’d like to thank Ted Girard of Sun Life for making this possible. Ted is the Financial Centre Manager for Sun Life and a huge fan of both BNI and the Referral Institute. Since Ted moved to Hamilton from Ottawa last year, we’ve been able to collaborate to make this happen.

To tell you a bit about the Certified Networker Program – it’s been called “referrals on steroids”. People who have completed the program report from $50,000 - $70,000 in increased revenue within the next 12 months. That’s a pretty good return on investment.

You might consider looking into this program if you’d like to see a lot more referral activity in your business this year. We achieve success when education and opportunity meet. This is a good opportuntiy to make sure we have the referral education.

For details on the program go to http://www.referralinstitute.ca/ click on calendar and go to April 26.

International Networking Day (IND) is coming. What are your plans?

This is an initiative started by Dr. Ivan Misner 5 years ago. Dr. Misner is the founder of BNI. Have a look at the video to learn about International Networking Day. http://www.youtube.com/watch?v=nuhRnlki088

I’m honoured to be presenting at two IND events. One is being hosted by Jennifer Beale in Toronto; the other is hosted by Deborah Foster-Stahle in Collingwood. Both events represent what I love most about IND; business people networking.

This is the 5^th year Jennifer is hosting an IND event. Her events are extremely well-thought out and bring together an extensive group of experts. Have a look at www.BizNETWORKnews.com to see exactly who’s presenting. If you haven’t yet seen Donna Messer in action – you don’t want to miss her! She has one of the most unique, dynamic networking approaches I have ever seen.

Then I’m off to Osler Bluffs where BNI Executive Director Deborah Foster-Stahle is hosting NetSki Day. This is an incredibly innovative networking event. Skiing at a private club and honing your networking skills. What a great Canadian combination!

You can check out Deborah’s event at www.bnicanada.ca, click on events.

You may not be able to attend both events (even I’m a bit anxious about getting from one to the otherJ) but, I invite you to celebrate IND by joining me at one if you can.

If you can’t attend either event, celebrate the day by re-connecting with someone in your network who you think you can help. Strong business referrals come from strong relationships and strong relationships come from helping each other.

BNI Showcase 2011 was a huge success!

It was planned to be a unique networking event and that’s exactly how it turned out.

All 70 exhibitors had terrific looking display spaces and the 300 people who attended were incredibly impressed.

Here’s what I heard:

“It was fantastic”.

“I’ve been here2 hours and I still have people I’d like to talk to.”

“People were not just chatting; they were talking about real business opportunities.”

“I was introduced to folks I’ve been trying to connect with for months.”

I was very proud to be part of this event.

Here’s the next event I’m looking forward to – International Networking Day. Jennifer Beale, Unleash PR, is hosting this annual event on Tuesday February 8, 2011. Check it out at www.BizNETWORKnews.com. There are still tickets available. I’ll be presenting with Referral Institute trainer Cindy Mount, mid-morning.

Cindy and I had a great time last year and this year looks to be even bigger.

Come join us!

Cory will help you get money back; Mike will help you have more in 2011.

I’ve had the privilege of seeing both these gentlemen present in the past. The value they deliver is outstanding. Don’t miss them.
Cory Haynes’ goal is to simplify the claim SR&ED process for his clients. His value proposition is simple; maximize your SR&ED and technology tax credits, and minimize your resource cost and risk.

The Alma team has successfully delivered thousands of technology tax credit claims and client consultations. With a proven track record spanning over a decade, Alma Consulting Group Canada has a credible reputation with the Canada Revenue Agency (CRA) and is a recognized technical leader in the industry. In fact, our firm has worked closely with the CRA and industry leaders to assist in creating various SR&ED technical guidelines.

Mike Draper, Partner Growth Advisors, is going to talk about How to Effectively Grow Your Business.

  

In his session we’ll learn about the "5 Ways Formula" to massively grow your business; cost effective lead generation strategies and how to convert more leads to sales. If you want to increase your sales, don't have enough customers and are working too many hours you should see Mike’s presentation.

The BNI Showcase 2011 at Glen Abby Golf Course in Oakville on January 20^th it starts at 2:00 pm and goes ‘til 7:00 pm. If you want to go, register yourself (and your guests) at click on the corporate connections link above. Attendance is free if you pre-register.

Time       Presenter                                                                             

3:00         Tanya Staples, ExecuCorp Canada www.execucorpcanada.ca 

3:30         Paula Hope, Referral Institute www.referralinstitute.ca

                Cory Haynes, Alma Consulting www.almacg.ca 

4:00         Renée Brisson-Khan, RBK Artworks www.rbkartworks.com 

4:30         Judi Johnstone, First Vancouver Finance www.fvf.ca 

                Mike Draper, Growth Advisors www.growthadvisors.com       

5:00         Paula Hope, Referral Institute www.referralinstitute.ca

Looking for more referrals in 2011? Paula will show you how...

This Showcase is also a networking event, so bring your business cards. Networking is one of the first steps to creating profitable referral relationships. Paula’s going to let us know about the rest of the process.

Paula Hope, President of the Referral Institute - Peel-Halton, will speak about “Creating Referrals for Life”. Paula’s mission is to ensure that all business professionals develop an effective Word-Of-Mouth marketing plan in order that they may generate a personal system for creating referrals for life. With a Word-of-Mouth plan and their own diligence, business professionals will find that the 34% closing rate generated by referrals can result in doubling their business within a year.

Don’t miss Paula’s sessions.

And visit the outstanding companies exhibiting at the BNI Showcase 2011 at Glen Abby Golf Course in Oakville on January 20^th. The showcase starts at 2:00 pm and goes ‘til 7:00 pm. If you want to go, register yourself (and your guests) at click on the corporate connections link above. Attendance is free if you pre-register. Check out the story about the Showcase in the January issue of SNAP Milton and SNAP Oakville.

Looking forward to seeing you on the 20^th.

Time       Presenter                                                                             

3:00         Tanya Staples, ExecuCorp Canada www.execucorpcanada.ca 

3:30         Paula Hope, Referral Institute www.referralinstitute.ca

                Cory Haynes, Alma Consulting www.almacg.ca 

4:00         Renée Brisson-Khan, RBK Artworks www.rbkartworks.com 

4:30         Judi Johnstone, First Vancouver Finance www.fvf.ca 

                Mike Draper, Growth Advisors www.growthadvisors.com       

5:00         Paula Hope, Referral Institute www.referralinstitute.ca

This will be a great (and scary) presentation to see…

Here’s one of the breakout sessions I’m looking forward to, especially since we’re at the beginning of 2011 and most people give a bit of though to their health and wellness for the coming year. Companies do as well

Tanya Staples of ExecuCorp Canada is going to show us some frightening wellness statistics (and believe me, you’ll remember them!), shed some light on why wellness is so important, and share some tips and tools that we can apply to our own life, or the lives of our employees.

ExecuCorp Canada is a leading edge company in the corporate wellness development field. If your colleagues, clients or suppliers manage or own companies where people are the greatest asset – invite them to Tanya’s breakout session. They will probably never have seen this material before and it will be an eye-opener. It will also leave them with a huge understanding as to how easy it is to make corporate wellness part of a corporation’s culture.

There are outstanding companies exhibiting at the BNI Showcase 2011 at Glen Abby Golf Course in Oakville on January 20^th. The showcase starts at 2:00 pm and goes ‘til 7:00 pm. If you want to go, register yourself (and your guests) at click on the corporate connections link above. By the way, attendance is free if you pre-register. Check out the story about the Showcase in SNAP Milton and SNAP Oakville

The presenters are listed here. I hope we’ll see you on the 20^th.

Time       Presenter                                                                             

3:00         Tanya Staples, ExecuCorp Canada www.execucorpcanada.ca 

3:30         Paula Hope, Referral Institute www.referralinstitute.ca

                Cory Haynes, Alma Consulting www.almacg.ca 

4:00         Renée Brisson-Khan, RBK Artworks www.rbkartworks.com 

4:30         Judi Johnstone, First Vancouver Finance www.fvf.ca 

                Mike Draper, Growth Advisors www.growthadvisors.com       

5:00         Paula Hope, Referral Institute www.referralinstitute.ca

The BNI Showcase 2011 is Heating Up!

It’s official… the BNI Showcase 2011 is sold out. Sixty-eight businesses from across the Golden Horseshoe Region will exhibit at Glen Abby Golf Course in Oakville on January 20^th. It starts at 2:00 pm and goes ‘til 7:00 pm. If you want to go, register yourself (and your guests) at http://www.bnicorporateconnections.com (click on the link above).

What’s going to make this really interesting is not only the phenomenal networking opportunities, but a number of businesspeople are offering breakout sessions, too. I’ve listed the sessions below and linked to each business’s website.

I had a chance to talk with Renée Brisson-Khan of RBK Artworks about her presentation. Renée’s a terrific graphic designer with a specialty in trade show design, which she’s going to talk about on the 20^th.

When working with clients, Renée asks “Who are you?”, “Where are you positioned?” and “Where do you want to be?” With a different approach from many graphic designers, she believes design is not just about clever visuals, but also that the pieces must tie into company identity and are authentic. 

Renee's breakout session "Trade Show Tips to Stand Out In a Crowd" will focus on getting value from trade shows.

If your friends, colleagues, clients or suppliers exhibit at trade shows – invite them to Renée’s breakout session. Trust me, they’ll thank you.

The presenters are listed here. I hope we’ll see you on the 20^th.
Time     Presenter                                                        

3:00      Tanya Staples, ExecuCorp Canada, http://www.execucorpcanada.ca/ 

3:30       Paula Hope, Referral Institute, www.referralinstitute.ca

             Cory Haynes, Alma Consulting, www.almacg.ca 

4:00        Renée Brisson-Khan, RBK Artworks, www.rbkartworks.com 

4:30        Judi Johnstone, First Vancouver Finance, http://www.fvf.ca/ 

               Mike Draper, Growth Advisors, http://www.growthadvisors.com/                                      

5:00        Paula Hope, Referral Institute, www.referralinstitute.ca