BNI

Have you ever heard the slogan “Givers gain”? If you where a member of BNI you would live it. Members of BNI (Business Networking International) are like a click of their own. This group is open to businesses of all sizes. The goal of the group is to continue to grow, to have someone from each profession represented at each group. Each group can only have one business representing a particular profession. To be able to join this group you have to submit their written application along with the processing fees. If you are accepted as a member of this group you then need to attend a training class. At this training class you are given your handbook, some pamphlets, a leather business card holder that has BNI in gold lettering on the cover, and a name lanyard. BNI is taken very seriously you must be at each weekly meeting or have a substitute cover for your company. You can and will be asked to leave the group if you have too many unexcused absences. As a member of this group you are expected to pass referral as appropriate to the other members helping them build their business and in turn they pass referrals your way to help you grow yours. The other task that is expected of you is to have One-on-Ones. These are informal meetings that are set up for later times in the week, sometimes something as simple as coffee. This meeting is used to discuss what each other’s business is really about so that you are better able to generate referrals and leads for the business member you are meeting with.

The room is a bustle of chatter and plates clanging. As the group comes in they meet and greet, get breakfast and grab a seat. Because there are so many different professions that are represented in one group you get a wide range of styles and personalities. You have the banker dressed to the nines, with a suite and a smile. You have the carpenter in cargo pants a sweatshirt and a lumberjack style beard speaking when spoken to. The computer guy in the stereotypical khaki’s, button down shirt with a sweater vest over it, he completes the look with a pair of glasses. Though it is a mesh of people from all walks of life they get along well and seem to have a goodtime together.

This BNI is at a hotel so as part of their monthly dues the room and a light breakfast is provided. The room is a normal hotel conference room set up in a horse shoe shape with tables and chairs. The is one table near the main entrance that is home to the sign in sheet to make sure that you get counted as present you must sign in. There is a set schedule to each meeting. Like many other groups there is a president, treasurer, and secretary. The President then starts the meeting as the PALMS report is circulated. The palms report is the weekly report that includes your name, how many meetings you have been present and how many you have been absent. The number of one-on-ones you have had, the number of referrals you have received/given and the dollar amount that has been generated for your group from these referrals. At this point of the meeting any new business is discussed and announcements are made about upcoming outside networking events that might be of interest.

Now is the time the 60 seconds start, you stand and the rest is up to you. Some people in the room start with their name and the name of the company that they are representing then go into their dialog and others close with their name and company name. The 60 seconds for the most part are a free for all. You are allowed to do and say as you please during your time frame, though talking more than 60 seconds is not an option. There is a person at the back of the room stop watch in hand, that holds up a small sign to let you know when you are down to 10 seconds. Next to the time keeper is another man on his laptop. At first glance he doesn’t look like he is paying attention to anything going on around him but he is. It is his job to type a quick couple of sentences of each person’s 60 seconds to give the overall jest of it. This then gets emailed off to the members after the meeting. They can use this to remember what another company had spoke about or if they had a sub filling in for them it can bring them up to date on what the other companies are look for in the way of referrals.

Most are the same mundane speech week after week, what their company does and who they would like to get connected to this week which could lead to a referral if you know that business owner. My company is a little different we like to make people laugh, engage them in the speech and they will remember you and your company better. The most recent week my husband’s 60 second went something like this. How many people have pets in their home? How many people’s pets sit on the furniture? Does your dog or cat wear pants? What if your brother-in-law sat on your couch without pants? At least he showers daily and uses toilet paper. I have never had the dog ask me to spare a square, yet we think nothing of the dog sitting next to us on the couch. Good enough reason to have your furniture cleaned? I think so! Enviro Pro Clean is trained and certified in cleaning leather and upholstery now is the time to schedule your appointment.

The 60 seconds are done and now on to the 10 minute speech. On a rotating schedule each company provides the group with a 10 minute speech on their business concluded with questions. The next phase of the meeting is where they literally pass the referrals. The carpenter of the group also does random woodworking. This gentleman Bill has made a box for the group complete with the BNI letters on the front side, hinge on the top and a slot to put the slips of paper in. As this box is passed from member to member they stand put their slips in as they state what each slip is for. For each referral and one-on-one there is a slip that is completed (this is where they gather the numbers for the PALMS report). Before they pass the box to the next member some close with “Go BNI!” It seems a little awkward and this is probably why not all members do this. There is a short pause when this is finished as a designated person counts the one-on-one slips and the cash totals of the referrals received. As the meeting closes the president again addresses the group. He provides them with the totals that had been received for that week. The president then reminds them to keep their eyes and ears open for leads and closes with a “GO BNI!” Although this is the official close of the meeting the members linger behind. They discuss referrals that they had passed, giving the other person more information and scheduling this coming week one-on-ones.

Don’t forget “Givers gain”, what are you giving?