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.