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Education

Networking group • The recognition or "I Have" section. Each member
stands and announces the referrals he or she has
do's and don'ts • Closing
that week. Time depends upon number of members
and number of referrals.

BNI also has Dance Cards or One on Ones that facilitate
deeper understanding among two or three members. BNK
encourages scheduling and completing as many of these
as possible to get a full understanding of how to help other
members' businesses and vice versa.

Understand going in that getting a good footing in network
marketing for financial and insurance services is difficult.
You risk your reputation every time you refer a friend or
client to someone. Be generous and help other members'
businesses, knowing you will also get opportunities.

One complaint about BNI and similar groups is that some
groups require activity each week, and some members
By Bill Pirtle reap referrals but give only marginal leads or contact
Clearent LLC information that result in cold calls. Search for a group
where members actively promote others and give higher
usiness Networking International and similar quality referrals.
networking groups use reciprocal prospecting Five referral levels
methods whereby members will willingly send
B you business if you are willing to send busi- BNI founder Ivan Misner says that there are five levels of
ness to them. My native Michigan has a Local Business referrals. The fifth level is practically closed and will just
Network, which also has a few groups in Texas, but I will need a few questions answered to close it. The levels are
limit discussion in this to BNI because it is found all over based on the amount of work needed to close as follows:
the country. 1. Name and contact info. This is a step above a cold
call, as the referral is expecting your call and gave
BNI groups range in size from 20 to 40 members. Groups permission to your referring partner for you to call.
with more or fewer members are possible but not
recommended. They meet each week on the same day, 2. Supplementary material. Prospect was given
typically at 7 a.m. material by referring partner and has had chance to
The meeting is typically an hour after the official start. view your site prior to your call.
The format is: 3. Share experience. The prospect has been informed
• Arrive approximately 15 minutes early to meet of customers known to the referring partner that have
visitors and socialize enjoyed your services.
• President addresses the group and covers focus, 4. Introductory call and/or arranged meeting. The
about 1 minute referral partner either got you on the phone with the
• Vice-president discusses recruiting efforts and new merchant prospect or scheduled time for you to meet
the merchant.
members, two to four minutes
• Treasurer advises on group funds and collects 5. In person introduction and promotion. Your BNI
teammate met with you and his or her connection and
renewals and miscellaneous fees for coffee, meeting promoted your service to the prospect. This is a hot
room, etc., one to two minutes. lead. The business owner knows you offer credit card
• President begins the weekly training session. Each processing, is meeting with you and a friend that he
member stands and, for training purposes, gives a trusts who referred you. This kind of lead should be
one-minute speech on his or her business. There are closed 95 percent of the time.
documents available in Word that help you prepare
a one-minute speech. Exact time allowed depends In May of 2011, a fellow member of a high-end Detroit-
on number of members. based group called ION asked me to "ask for the
• Ten minute presentation. One member on a moon." I asked for an introduction to BNI founder Ivan
scheduled rotation gives a deeper dive into his or Misner and received a call from Ivan the next day. I
her business,10 to 11 minutes scheduled an interview using a new service I had found

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