©BNI 2016

Seems like a great idea, right? But it can take an enormous amount of time and effort. This

guide will give you the starting point for building a team of professional business people that

can pass referrals to each other. With perseverance, and the help of BNI, you too can enjoy

business growth through referrals.

For more information, email steve.black@bni.com

SO YOU WANT TO START A

NETWORKING GROUP!

©BNI 2016

1

SO YOU WANT TO

START A

NETWORKING

GROUP!

GETTING STARTED

THREE TYPES OF NETWORKING GROUPS

There are three main types of face-to-face networking groups and

each of them can be an important strategy for building your business

through Word-of-Mouth marketing. As with everything in life, you get

out what you put in. Your network needs to be wide as well as deep. If your networking efforts lack

diversity you can limit your success through referrals.

Service Organizations

Service organizations, such as Rotary International, are membership organizations that revolve around

service to the community or some other cause. These are an excellent way to grow your business

through referrals. With a lot of time and effort, in building relationships and getting to know people,

referrals will start to happen. Because the meetings are normally weekly, you can get to build

relationships more quickly than with Casual Contact Organizations (below), but as the focus is not aimed

at growing your business through referrals, it is something that happens because of the relationships, not

because of a focus on building businesses.

Casual Contact Organizations

A great example of a Casual Contact organization is your local Chamber of Commerce. I can highly

recommend joining a local Chamber to help you get exposure for your business. Chamber’s usually have

monthly mixers and other events where you can get to know your fellow members and referrals will

happen through chambers. Again, because the focus is not geared towards networking, but normally

towards community affairs, political issues and local business it can take a lot of work to generate

meaningful referrals. Remember, the only way to generate true quality referrals is to build relationships

You can get

everything in life

you want if you

will just help

enough other

people get what

they want.

ZIG

ZIGLAR

©BNI 2016

2

with people over time. Commit to helping on a committee, volunteer

as an ambassador and attend all the events, where possible.

Strong-Contact Networking Groups

The difference between the first two networking organizations and

strong-contact groups is normally the structure and purpose. Strong-

Contact networking groups are designed with one purpose in mind,

generating business by passing referrals. They usually meet on a

weekly basis and, unlike the other two organizations, only allow one

profession per seat (e.g. one plumber). When you have a referral for

plumber, you know exactly who to give the referral to. The structure

of the meeting is geared towards learning about each other’s

businesses so you can find qualified, quality referrals for each other.

WHY BNI?

BNI, the world’s largest business networking organization, was

founded by Dr. Ivan Misner in 1985 as a way for business people to

generate referrals in a structured professional environment. The

organization has thousands of chapters with over 210,000 members

worldwide and a system called BNI Connect that helps you connect

with those members. Since the organization’s inception, BNI

members have passed millions of referrals, generating billions of

dollars in business for the participants.

The primary purpose of the organization is to pass qualified business

referrals to its members. The philosophy of BNI can be summed up

in two simple words: Givers Gain®. If you give business to people, you will get business from them. BNI

only allows one person per profession to join a chapter. The program is designed to help business people

develop long-term relationships, thereby creating a basis for trust and inevitably, referrals. The mission

of BNI is to help members increase their business through a structured, positive and professional word-

of-mouth program that enables them to develop long-term meaningful relationships with quality business

professionals. *

*Networking Like A Pro, Ivan Misner, Ph.D.

98% of

businesses rely

on referrals to

gain new

business and

only 3% of

businesses have

a strategy for

referrals.

IVAN

MISNER

©BNI 2016

3

Core Values

The true foundation for success rests in an organization’s culture. Culture eats strategy for

breakfast. Culture AND Strategy is unbeatable. BNI’s core values helps to establish its culture and you

and your local BNI Director/s can create a strategy for a winning team.

It’s never too late to be thinking about your core values. Here below are BNI’s 7 core values and why

they are so important:

1. Givers Gain. This is the core philosophy of BNI. It’s incredible that so many people in BNI understand and practice this value. The idea of ‘what goes around comes around’ is intuitive and a key part of successful networking. Remember – it’s a standard to apply to yourself, rather than a sword by which to cut others.

2. Building Relationships. This was the foundation of BNI when it was first set up and is what BNI

is all about today. Networking is about building positive, strong relationships where you know, like and trust the people you are referring to.

3. Lifelong learning. The more we see members, leadership teams and director consultants

immersed in a culture of learning, the more successful the chapters are. More education and

learning leads to greater engagement and more successful networking.

4. Traditions + innovation. This value may at first seem counterintuitive but as the Apple example

proves, it is the secret to success for contemporary businesses. BNIs traditions lay the foundation

to what BNI is by showing where BNI came from. However, BNI will always be leading with

innovation to stay current. This means that new advancements in technology and thinking will be

absorbed into the process. Don’t lose touch with new changes in business and don’t be afraid to

try new things at BNI.

5. A positive and supportive attitude. Survey after survey has shown that this is the top criteria

that people look for in someone to network with. Life is too short to surround yourself with

negative, unhappy people. Instead, surround yourself with people who want you to succeed;

positive people who will uplift you.

6. Recognition. Recognition is something that BNI really believes in. BNI, Directors and members

want to recognize members who’ve done a good job and celebrate their achievements. This starts

at the chapter level. If members see something that deserves recognition, they let others know

including BNI Support so that they can help spread the word!

7. Accountability. This is such an important value in the contemporary business world. A

networking group without accountability is a coffee club. It’s like playing a game of football with

no rules. Accountability is a key value at every level of the BNI organization.

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Structure

The agenda for a BNI meeting is the same wherever you are in the world. Though timings of individual

sections may vary depending on the size of the chapter, each chapter follows an agenda that is designed

to create a positive and professional meeting for creating business referrals. Each meeting has a 20-

point agenda, but for the purposes of this document, the main ones to know are:

1. Open networking

This part of the meeting is 15 minutes and gives members an opportunity to discuss possible

referrals, connections they are working on and share stories that help them know, like and trust

each other. Great BNI chapters set an Open Networking topic before members arrive to aim the

topic of conversation at generating business referrals and opportunities.

2. Weekly Presentation

Every week, each member gives a 30-45 second presentation (depending on the size of the

chapter), to educate the members on their business and ask for a specific referral. Knowing how

to give a great Weekly Presentation is part of the training and education BNI offers to its members.

The Member Success Program helps you create a Weekly Presentation that can generate

referrals for you on a regular basis.

3. Feature Presentation

One or two members, depending on the size of the chapter, will give a Feature Presentation

lasting 8 – 10 minutes. This allows the selected member/s that week to give more information

about their business and ask for more referrals. They are the focus of that week’s meeting.

4. I Have

The reason that every member is at the BNI meeting every week. Based on your weekly

presentations, and activities outside the meeting, if you educate your members well enough you

will begin to generate referrals. The better you know, like and trust your members, and they know,

like and trust you, the more likely you are to get those referrals during the I Have portion of the

meeting. In 2015, BNI Members worldwide passed $9.3 Billion in business to each other.

Support

Each BNI Region has Executive Directors with a team of Director Consultants that are trained to help you

with building your networking group. BNI doesn’t just give you the information and leave you to it. During

the chapter building process a Director Consultant will be with you at every meeting, explaining what BNI

is, how BNI works, and how your visitors can lock out their competition in your new referral group.

BNI has been building referral groups for over 30 years and that expertise and experience is available

when using BNI to build a networking group. Why reinvent the wheel when it’s been tried and tested for

over 30 years?

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5

WAIT! THERE’S MORE!

Following your successful launch, a Director continues to visit the chapter every 4 to 6 weeks so they can

continually support and educate your chapter and members moving forward.

Other forms of support for your new chapter include a chapter webpage, the materials and systems to

record referrals and closed business, new member packs and information to educate and inform.

Leadership and Support Team training 2x per year for chapter members to ensure the best possible

member and visitor experience. Advanced referral and networking workshops to maximize your

experience and results in BNI.

And… an online social site called BNI Connect that has the potential to connect you with over 210,000

members worldwide with a member webpage profiling you, your business and your ideal referrals for the

world to see.

Code of Ethics

How many networking organizations do you know that have a code of ethics? Within BNI, we wanted to

make sure there was a benchmark for members to ensure quality, and accountability.

1. I will provide the quality of services at the price I have quoted.

2. I will be truthful with the members and their referrals.

3. I will build goodwill and trust among members and their referrals.

4. I will take responsibility for following up on the referrals I receive.

5. I will display a positive and supportive attitude.

6. I will live up to the ethical standards of my profession

(Professional standards outlined in a formal code of conduct for any profession supersede the above

standards.)

©BNI 2016

6

FINDING YOUR TEAM (THE STRATEGY)

Attitude, Attitude, Attitude

Do you have a go-getter attitude? Do you have the motivation and desire to succeed? Do you want to

help others succeed in business? Do you have a positive and supportive mindset? Do you want to grow

your business? What are your growth goals for the next five years? Are you willing to spend more time

networking to grow your business? Are you willing to attend a weekly meeting to train and educate 40+

business professionals about your business and your ideal referral? Are you connected with like-minded

business professionals?

These, and many others, are the traits of someone that can successfully build a BNI Chapter. A BNI

Director will normally sit down with you to review aspects of building a BNI Chapter to determine if it’s

something that’s right for you now.

It’s not Net-Sit or Net-Eat, it’s Network… it will take work, but the rewards can be great!

Top Professions in BNI

There are several professions that seem to gravitate towards BNI and remain in BNI long-term. They

realize the power of networking and understand that a team of referral partners is the key to their success.

Below we have listed the top 20 professions that can make ideal members in BNI:

Residential Realtor CPA

Financial Advisor Personal Lines Insurance

Residential Mortgages HVAC Contractors

Payroll Services Pest Control

Life Insurance Printing Services

Electrician Flooring Company

Cosmetics/Skin-Care Commercial Insurance

Estate Planning Attorney Title Agency

Security Systems Plumber

Roofer Restoration Cleaning

Do not let this list limit the people you want to invite. This is merely the starting point to building an

effective and professional referral base from which you can grow. In the early stages of building your

BNI Chapter these can be professions that you target initially to get the momentum going. The BNI

Director will have more detailed lists and worksheets that can help you get from 20 to 45 members in a

matter of weeks.

©BNI 2016

7

Current Referral Sources Worksheet

The easiest people to get to the first meeting your BNI Director will hold is to invite those professions and

people that you already give referrals to and receive referrals to from. Start by completing the form below

and make these people the first ones you contact.

People I Pass Referrals To People I Get Referrals From

Contact Spheres*

A Contact Sphere is a group of business professionals who have a symbiotic relationship. They are in

compatible, non-competitive professions. For example, a lawyer, CPA, financial planner, and a banker.

If you put those four people in a room for an hour they are going to do business together. Each of them

are working with clients that have similar needs but require differing services. Hence, they are working

that symbiotic relationship.

My favorite example of a Contact Sphere is the caterer, florist, photographer, and travel agent. I call this

the "wedding mafia"! If one gets a referral to a wedding - they all get a referral to the wedding. These

professions, more than most, have truly learned how to work their Contact Sphere.

TO GET THE MOST OUT OF YOUR CONTACT SPHERE:

1. Identify as many professions as possible that fit within your own company’s Contact Sphere. Look at what professions your industry tends to work with to get “repetitive” and “reciprocal” referrals. Create a list of these professions.

2. Identify specific individuals who could fit into your Contact Sphere by going to various networking groups, consulting your business card file, and database.

3. Invite these people to participate in networking groups with you so you can formalize your relationship and have a way to stay in regular contact. Maintaining the relationship is key. A good way to do that is to participate in groups that put you together on a regular basis.

4. Evaluate the professionals in your Contact Sphere that you are presently referring. If they are not reciprocating, you may have the wrong profession or, the wrong person. Fill the spot with someone that is willing to reciprocate.

*The World’s Best Known Marketing Secret, Ivan Misner, Ph.D.

©BNI 2016

8

WHAT NOW?

Location, Location, Location

The right location can make or break a networking group. Remember, you are trying to organize a

business meeting between like-minded professionals to pass referrals to each other. Avoid small rooms

with excessive noise, or disturbances.

In the early days, you can meet with prospective members at lunch, coffee or in someone's conference

room, but as the participation in your group grows you should look for a meeting room that will ultimately

hold 40-50 people. Many hotels, country clubs and events venues have space that will be more than

suitable. If you’re working with a BNI Director, they will be able to guide you on the best location.

Remember, it’s not net-sit or net-eat, it's Network.

Timeline

Building a referral group takes some time and effort and what better time to start than now. Reach out

to your local BNI Director as soon as possible to start the process.

When your working with a BNI Director, he or she will first sit down with you and others that are interested

to explain the process and systems BNI has developed from over 30 years of experience. After that,

regular meetings will be scheduled to invite your prospective candidates to and encourage them to be

part of your team. In the early stages, with less than 10, this will probably be monthly. Once you get

over 10, you will begin to meet weekly. The more people you invite, the more will attend and the quicker

your team will build.

I have seen the right people build professional referral teams in a few weeks and you should aim to do

the same. Try to get 30-40 people at the first Information meeting and you’ll be well on your way.

The more visitors at the Information Meetings, the quicker it will happen.

Contact Information

You can reach Steve at:

Steve.black@bni.com

Alternatively, visit one of the websites at www.bniwesttexas.com or www.bnistx.com and complete the

form on the left side of the web page.

Steve can also be reached on his cell phone at 512.481.8685 but don't worry if he doesn't pick up. Just

leave a message and he will get back to you as quickly as possible.

©BNI 2016

9

About the Author

Like you, referral marketing expert and entrepreneur, Steve was told that Word of Mouth marketing was the most important thing you could do for your business. But, how do you develop that program? Through great customer service? By asking for referrals? Paying a referral fee? Or, is it something that should happen naturally with good business people? Referral Marketing is not taught in any of our schools or universities but 98% of businesses rely on referrals to gain new business and only 3% of businesses have a strategy for referrals. * With over two decades of training, coaching and building several businesses, his view is markedly different. Steve appreciates that all businesses, both small and large, don’t always have the time and knowledge to understand that referrals are not automatic. The system for generating referrals can be understood by anyone with the knowledge on how to do it, what to say, and when to say it. It's most definitely how we should be doing business. Steve's fusion of real-life stories and conversational techniques connect with his audience at an intense and individual level. His energetic and focused training style puts him in front of people from some of the largest companies in the country such as State Farm Insurance, Edward Jones Investments, Aflac, Rodan + Fields, and Mary Kay. Steve has served as a Director Consultant and Executive Director for the world's largest referral marketing organization for several years, helping professionals build teams of referral partners. His last business, prior to BNI, developed a referral base that contributed to over 40% of its revenue. At home, Steve enjoys reading, especially science fiction and thrillers, and spends an enormous amount of time trying to herd cats. You can connect with Steve in the following ways: Email: steve.black@bni.com LinkedIn: www.linkedin.com/in/referralnetworkcoach Facebook: www.facebook.com/ReferralNetworkCoach Twitter: www.twitter.com/ReferralsCoach

Good luck! I wish you all the success in building your very own networking group.

*Source, Ivan Misner, Ph.D.,

Ivan Misner is the founder of BNI and called the “Father of Modern Networking” by CNN