BNI Prosperity New Member Mentorship Manual

BNI PROSPERITY MENTORSHIP GRADUATION PROGRAMME
WELCOME
TO
BNI PROSPERITY
CONGRATULATIONS and A VERY WARM WELCOME!
We are glad that you have decided to join our chapter. We are confident that you will find BNI
to be an enriching experience for both, your business as well as personally.
To help you get started, we have appointed a Mentor for you, who will take you through a
structured 7 weeks PMGP (Prosperity Mentorship Graduation Programme). The PMGP is
intended to take you through different concepts and tools of BNI, which will help you to
maximize your ROI in BNI. After the 7 weeks programme, you will have to take a Assessment,
post which you will be Certified PMGP Graduate and ready to perform like a pro.
Also please find below, a list of frequently used terms that you‘ll need to be familiar with as a
new member. Please review them and do let us know if you have any questions or concerns.
We look forward to working together with you while enjoying mutual success.
-Your BNI Chapter Leadership Team
Structure of the meeting:
1. Open Networking – 7am to 8am 9. 15 Sec Visitor Introduction
2. Meeting starts – 8am 10. 8 min. presentation by 2 members
3. Introduction of LT and Team 11. Passing of Referrals, Testimonials
4. Power of One 12. BNI Announcements if any
5. Education Slot 13. Door prize by 8 min. presenters
6. Network Leaders 14. Closing of meeting
7. Induction (if any) 15. Breakfast and Open Networking
8. 30 Sec Member Introduction
Frequently used terms:

1. LT – Leadership Team 13. Network Leaders
2. MC – Membership Committee 14. Weekly presentation
3. LVH – Lead visitor host 15. Feature presentation
4. VHT – Visitor host team 16. BNI Connect
5. Key coordinators 17. Referrals, Moneyslips, Testimonials
6. Mentor 18. 1-2-1
7. Mentee 19. Meeting Fees
8. Registration Desk 20. Membership Dues / Renewals
9. Attendance Sheet 21. Green Members / Traffic Lights
10. Roster sheet 22. Power Teams
11. Name badge and Lapel pin 23. Power Date / common client meeting
12. Name plate 24. MSP / other trainings
Module 1 - (Week One)
You're a Member … Now What?

You've committed to fill a member spot; you're excited and ready to network. But maybe you still have a
few questions about how to make your BNI experience the best possible. Below are tried-and-true tips
for making the BNI experience work for you.
1. Show up on time. Nothing sends a clearer message

to your sales force about your credibility than showing
up on time. It's a good idea to be ten minutes early.
2. Dress appropriately. If you are a business banker,

khaki shorts and flip flops won't land you a huge deal at
your branch. Why should BNI be any different? This is a
business meeting.
3. Meet your sales force. If you don't take time to meet

other members, they won't be able to help you. Learn
their names, and use them. "I'm sorry. I forgot your
name" doesn't always help your cause.
4. Listen. Dr. Ivan Misner, founder of BNI, says it best: "You have
two ears and one mouth; use them proportionately." The fastest
way to learn about BNI and your sales force is to listen.
5. Ask questions. If you don't understand something,

ask. This is a learning process. Asking questions gives you
visibility within your group and demonstrates your industry
knowledge. There's an old adage that says, "Ask and you
shall receive."
6. Get involved. Being new doesn't mean you can't contribute.

BNI statistics show that people on the leadership team get more
business. Join the leadership or support team, attend BNI
trainings, and be willing to be a substitute at another BNI
chapter in your area.
7. Communicate. Every organization has their own "unwritten"

rules on how things are done. Ask questions, learn the BNI lingo,
and use it. By communicating in our BNI language, you are
demonstrating your ability to learn, which shows commitment.
8. Avoid gossip. It's everywhere, even in BNI. You join BNI to

build your business. Use your time with members to build trust,
confidence, and relationships. Gossip does nothing for your wallet!
9. Stay late. One of the best ways to increase your exposure in BNI is
to stay after the meeting to continue networking, follow through on
referrals, or help clean up the room. This shows your commitment and
dedication to the group.
10. Stay upbeat. During the first few meetings, you might be
overwhelmed with timed commercials, learning everyone's
name, filling out referral slips, and remembering to stock the
business card box with business cards. Smile, have fun, be
positive, and don't be afraid to let your hair down! (Not too far,
though.)
Your „TO DO‟ list for your first week
1. Listen to the CD, ‗Your Orientation to BNI‘ by Dr.Ivan Misner. The CD will be in your BNI
Members Pack (Diary).
2. Check the schedule for the next MSP and register yourself and your substitute for the same.
3. Log in to your BNI connect Account and update your Profile.
4. Review Policies and Guidelines given in the BNI Members Pack.
5. Relax – We all felt overwhelmed in our first week.

Module 2 - (Week 2)
Creating your 30 sec presentation; your Info-commercial
7 Ways to Leverage
30Seconds
Presentation
People often look at networking as a tired term, but it can be your stepping stone to greater
influence, recognition, and ultimately, referrals. When meeting someone new, here are 7 proven
steps to improve your networking ability:
1. Introduce yourself clearly and concisely.

Though this may seem obvious, it is often overlooked or done poorly. First, say your name and
company, then ask for the same from your listener.
2. Be specific about your line of work.

Don't say, "I'm in computers," or, "I'm in travel." Instead, be specific. For example, ―My firm
specializes in local area networks for the real estate industry." Or, "We focus on the lowest possible
fares for law firms that fly their lawyers on short notice, and we can get them waivers and favors to
reduce their bottom lines."
3. Organize your introduction.

Prepare a 15-second opening statement that describes what you do. If your product or service is
technical or hard to explain, begin with a 15- to 20-second story that illustrates what you do. Stories
help create and maintain listener interest.
4. Inform, don't sell.

Don‘t come on with a sales pitch. When in doubt, remember a low-key introduction is always
better.
5. Be yourself.
Not being yourself can make you look silly, artificial, or worse. Learn what makes people receptive
and master that. There is no substitute for authenticity.
6. Be an avid listener.
When someone else is speaking, it‘s tempting to be thinking of your response. But careful
listening builds goodwill, trust, and confidence.
7. Follow-up.
Always send a personal note to follow-up your conversations. It is unlikely your listener will need your
product or service immediately. But don't be surprised when they make the call and say, "I really
appreciated your note when we met last."
You have only one chance at a first impression. An effective networker can't afford to waste
that opportunity.
Get Results With Your Weekly Commercial

One of the fundamental aspects of BNI is the 30-second commercial. The Commercial gives you
the opportunity to update your BNI sales force on your
sales and marketing focus for the week. When you
provide such specific information, you enable your BNI
sales staff to make an immediate referral to you on the
spot or to follow-up with you after the meeting with a
referral. Does it get any better than that?
Your 3 0 -Second Commercial in a nutshell:
(3 seconds) Introduction: Your Name and Company Name

(2 seconds) LCD1: State ―Today I‘m going to talk about…‖
(15 seconds) Body: Share the value or benefit, share a story
(5 seconds) Ask: Be specific
(5 seconds) Close: Your Name, Company, Memory Hook/Tagline
Tips to Remember:
 Stand and speak with energy and confidence. It keeps your sales staff awake and
interested in what you have to say.
 If your company name does not indicate clearly what your business does, spell it
out.
 Prepare and Practice your LCD, Body and Ask three times and you are good to go.
 In your Body, share the customer‘s pain and how you alleviated it, share the benefit
the customer received and why it was valuable to them.
 Avoid asking for ―anybody who‖ or asking for ―full service‖ referral.
 Be Specific with your Ask. This may seem counter-intuitive but it will get
your sales staff into their memory rolodex to look for a specific referral.
 Change your LCD, Body and Ask Weekly. Incorporate a little humor now and again; it
keeps your sales staff engaged while you speak.
Lowest Common Denominator – break down your business/profession to its critical parts
a. specific products or services,
b. selected “target markets,”

c. particular benefits,
d. qualifications in the industry, etc.

Sample 30 sec for your ready reference
(3 seconds) Introduction:
I am Dharmesh Dhami representing my firm AAGAM engineers.
(2 seconds) LCD1:
We are contractors for repairs of Existing building and new construction projects.
(15 seconds) Body:

Presently we are executing 11 REPAIR projects with 23 building at Mulund and surrounding,
2 CONSTRUCTION projects at Baroda. Credit goes to My team of 11 Engineers-Supervisor plus
135 in house workers.
Success story : appointed to survey for the repairs work of CORAL building - 15 storey through
reference of D Gopani
(5 seconds) Specific Ask:

Kindly connect us to :
Secretary of Oberoi Park society, located at Thakur village, Kandivali, for their Repairs and
Painting work.

Once again, I am Dharmesh Dhami representing AAGAM engineers.
Your peace of mind is our commitment
Your 30 sec Template
Date:- Topic:- 30-Second Commercial
(2 seconds) Introduction: Your Name and Company Name
(3 seconds) LCD: State ―Today I‘m going to talk about…‖
(15 seconds) Body: Share the value or benefit, share a story
(5 seconds) Ask: Be specific

Your „TO DO‟ list for the week
1. Make a list of all the possible Business LCDs you can think of.
2. Go through the weekly 30 sec theme for the month.
3. Prepare your 30sec as per the theme, for all the four weeks of the month.
4. Have a specific ask for all the four weeks.
5. Practice, Practice, Practice.
6. In any case do not read out your 30sec from a written paper or mobile. The best way is to
present your 30 sec by heart, maintaining your eye contact with the members.
Module M3 – (Week 3)
How to Give & Get Good Referrals
How to Give Good Referrals
The definition of a referral: The opportunity to do business with someone who is in the market to
buy your products or service. (It‘s not a guaranteed sale, but an open door to discuss your business.)
In giving a good referral there are six points to follow:
1. Listen for a need from someone you‘ve met. A good networker has two ears and one mouth and
uses them both proportionally.
2. Tell the individual you know someone who can provide that service.
3. If you‘ve done business with the member, tell about your experience.
4. Give out the business card of the person you are referring and ask for the individual‘s card.
5. Ask if it‘s okay to have the member call.
If the answer is yes, connect your chapter member and yes, do forget to follow up.
How to Get Good Referrals
3 steps to effective communication
Step 1-Be specific

Many people object to being specific in their Sales
Manager minute (or commercial) because
they feel that it will limit their referrals. My experience
has been that you will get better and more profitable
referrals because they focus directly on the prospects
you want. I‘ve found that many times when you ask for
a specific person in a specific company, you may not
receive an introduction to that person, but you will
connect with someone else who is equally as good.
People also tend to make requests passively instead of asking directly. The person receiving the request
doesn‘t understand that they have been asked to take action. Then you get frustrated when nothing
happens, as in the above illustration.
This is what happens with many referral requests in chapters. You feel you are being specific with our
commercials. Yet, other members don‘t understand who they are looking for, or what they need to do
to bring that ideal referral to you.
Step 2-Be clear

Give your Sales Manager minute in plain English. Avoid
industry jargon that means little to your audience.
Remember you are training your sales team. Give them
the tools to promote you, which include phrases to
listen for, written information to distribute, and cues
prospects will give that will lead your fellow members
to start the conversation.
Step 3-Ask Questions and Get Feedback

Ensure that your sales team understands your message by
asking questions. One-on-one dance cards are the best
place to clarify your message since it is an informal setting
and allows for more give and take of ideas.
What Constitutes a Good Referral?

Educating Your Sales Force
1. The following describes the type of products or services that I offer:
2. Examples of qualified referrals for me would be:
3. Examples of referrals that are NOT what I am looking for:
4. The following scenario describes the perfect referral for me:
When you receive a referral slip, what would you like the referral to look like? Give
an example of your ideal referral as it relates to the Referral Slip Thermometer. For
example, if someone marks a 5, what level of referral would you like it to be?
5
4
3
2
1
Referral Tracking Sheet

INTEREST STATUS
CONTACTED SPIN-OFFS
• Hot MET FOLLOW-UP • Closed APPROX.
REFERRAL • No
DATE REFERRAL‟S NAME REFERRED BY ON • Warm REFERRAL MEETING(s) • Might VALUE
• Yes
• Tepid (Date) (Dates) Close (If Closed)
(Date) (How Many)
• Cold • No Close
Fantastic Five for Referrals
i) BNI Solution Pack (Name card Holder)

 Everywhere
 Keep It Current
 Table, facing ______
―Thank you for your time- I‘d like to return the favour….
These are people I know and trust and can vouch for. You may not need their products and
services today. Please have a look through and feel free to take any cards that may be of
interest to you. If you ever have a need, don‘t call them, call me and I‘ll be glad to arrange a
personal introduction so that you can be assured of the best possible service. It‘s probably a lot
safer than risking a call to a stranger in the „phone directory or internet!‖
ii) Lapel badge / Button
iii) A fabulous reception

The silent referral generator! Fill this display with your chapter members' business cards
and position it in your reception area to generate referrals for you.
iv) Framed Testimonials

a. Type the testimonial on your company letterhead
b. Frame the testimonial for display at the recipient‘s work place
c. Put a copy in your Chapter Testimonial File
v) Email signature
xxx is proud to be part of the Business Network International (BNI). This is a group of
quality businesses which meet regularly and has a strict code of conduct ensuring that
only the best businesses remain members. What this means to you is that each business
is carefully vetted and the level of service is monitored regularly, so you can be sure that
you are getting a first class service.
If you know of someone who might like to grow their business by connecting with us, do
have them contact xxx. Together with the BNI team, we look forward to helping
business people in growing their local business with global network.
"Connecting People, Adding Value" is our core value.

Creating a Great 4 Minute Launch Pad
1. Introduction and LCD
2. My Best 3 customers are:
3. Example of referrals that work best for me are:
4. My best contact sphere are:
5. New doors that I would like to open are:

Your „TO DO‟ list for the week
1. Fill up the worksheet on ‗What constitutes a good referral?‘
2. Fill up the worksheet on 4 minutes Launch Pad.
3. Fill up the referral tracking sheet.
4. Login to www.bniconnectglobal.com and pass referrals.
5. Every day spent 10mins with your Roster sheet and take action on connecting your chapter
members to your network.
6. Carry your BNI diary and card holder for all your client meetings.
Module M4 – (Week Four)
Inviting Guests - Visitors
1. Why do we invite Guests - Visitors?
Visitors are often the best referral sources and may result in multiple referrals
among chapter members.
- Guests are ―fresh blood‖ – they‘re the variable that guarantees every meeting is
a unique business opportunity
- Inviting many guests reflects well on us as being ―well connected‖
- Inviting guests is how we demonstrate the trust we GIVE our fellow members, &
remember: ”GIVER‟S GAIN”
- Inviting guests is the easiest way to build your credibility as a new member.
2. Who should we invite Guests - Visitors? The ideal guest:

- Requested - Was requested as a referral by a fellow member
- Well connected - Is a good source of referrals for the chapter
- No competition - Doesn‘t compete with any chapter members
- Member material - Could potentially join the chapter
Friends / Family / Neighbours / Clients / Suppliers / Social Contacts (sports,
interests etc) / who has done work for you at your home or office / mobile
phone lists
3. How do we invite Guests - Visitors?

- Stress their benefits
Who they‘ll meet, What‘s the potential for their business
- Provide all the information
Purpose, Place, Time (– a great memory hook)
- Multiple “touches”
Invite your guests as early as possible & remind them a day or two before the
meeting
- Practice makes perfect
The more guests you invite, the easier it gets…
4. Taking care of guests before & during meetings

- Arrive BEFORE your guests
- Greet them as they enter
- Make sure they‘re properly registered
- Introduce them to fellow members
- Seat them near members they‘ll connect with
- Make them feel ―at home‖
5. How do we follow up as a Chapter?
Ensure visitor hosts have your guests‘ details & are providing them with registration
forms.
6. How do we follow up? As individuals

“What were the benefits for you? How can we improve?”
Request feedback. Ask for general impressions as well as points that can be improved.
Focus on the benefits
How to Successfully Invite Visitors
Ravi, I am working with a group of local business people who are looking for a (change to
more appropriate for india category) to pass business to.
Are you able to handle any more business?
If they say NO – leave, don‘t waste any time.
If they say YES, then...
Great – I‘d like to invite you to meet the group. We are meeting for breakfast next
Wednesday morning _____ insert location _____ from 7.45 am to 9.30 am. The reason
we meet over breakfast is that like you, we are all successful business professionals,
with busy work schedules. By meeting over breakfast it doesn‘t cut into our work day.
Can I get your details, and I will send you the invitation?
Thanks very much. I look forward to seeing you next week.

Sr. Business
Name Company Name ADDRESS1 Email Id Mobile No.
No. Type
Mutual Fund Sources Solutions India Private

1 Sandeep Shah 402 Lotus Plaza SS@SSDirect,In +919930091912
Advisor Limited
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
Your TO Do for the week

1. Fill up the above worksheet and invite at least first 5 contacts for the next meeting.
2. Show the filled worksheet to your mentor in the next meeting.

Module M5 – (Week 5)
Maximizing Your Return on Relationships
Successful BNI members will tell you that strong relationships equal results. BNI is the one
place where you can earn the best return on relationships.
One-on-one meetings are like exercise: hard work but worth it! Joining a BNI chapter and not
doing consistent one-on-ones is like becoming a member of a health club, but not going to the
gym to exercise! It won't do any good. You will not get the results you want.
Productive, results-oriented BNI members realize that one-on-one meetings with other
BNI members are one of the best exercises you can do to maximize your BNI
membership.
You can schedule your 1-2-1s in the following order:

- First 1-2-1 With your Mentor
- Next, schedule it with the Leadership Team Members
- After that, schedule it with your Power Team Members
- Finally with all the remaining members.
Essentials of a Structured 1-2-1:
Set Time and Date
- Pick a time to meet! It is better if you meet at your dance partner‘s office
because you can learn more about their business.
- Set and share a google Calendar with your 121 partner.
Prepare Your Worksheets
- Bio Sheet
- GAINS Worksheet
- Last 10 Customers Worksheet
- Contact Sphere Planning Sheet
Take the time to prepare your Dance Card Worksheets. The worksheets will help you
share important information with your dance partner about your business and how to
find referrals for you. Also ask you partner to share all his worksheets.
Exchange Information Before the Meeting

Email your four worksheets to your dance partner before your meeting. If you are
meeting with many members of your chapter, keep the originals handy, and fax or
email them to the next person on your list a week ahead of time.
Bring Worksheets to One-on-One
Bring the same materials to your one-on- one meeting that you faxed or emailed earlier. You
can also bring other materials that will help you help each other. For example, you can bring
testimonials from your customers or your rolodex to share if appropriate.
Meet with Your Dance (1-2-1) Partner

Meet with your dance partner and learn as much as possible about how to find
referrals for them. Use the worksheets as a way to get started.
Commit and Agree on Goal

- One short-term referral (Transactional Referral)
- One long-term referral (Relationship Referral_
- Meet again
When you go to a Member for a 1-2-1:
Following are the important questions you may ask, when you are visiting
a member for a 121.
1. How did you get start in the widget business?

People like to be the Movie of the Week in someone else‘s mind. ―I worked my way through
college, then started in the mail room, then blah, blah, blah and finally began the fascinating
career of selling widgets.‖ Let them share their story with you while you actively listen.
2. What do you enjoy most about your profession?

Again, it‘s a question that elicits a good, positive feeling. And it should get you the positive
response you‘re seeking. By this time you‘ve got him on a roll.
3. What separates you and your company from the competition?

I call this permission-to-brag question. All our lives we‘re taught not to brag about ourselves
and our accomplishments, yet you‘ve just given this person carte blanches to let it all hang
out.
4. What advice would you give someone just starting in the widget business?
This is my mentor question. Don‘t we all like to feel like a mentor to feel that our answer
matters? Give your new networking prospect a chance to feel like a mentor by asking this
question.
5. What one thing would you do with your business if you knew you could not fail?
This is a paraphrase of a question from noted theologian and author Dr.Robert Schuller,
who asks, ―What one thing would you do with your life if you knew you could not fail?‖ we
all have a dream, don‘t we? What is this person‘s dream? The question gives her a chance
to fantasize. She‘ll appreciate the fact that you cared enough to ask. And you‘ll notice that
people always take a few moments to really ponder this one before they answer.
6. What significant changes have you seen take place in your profession through
the years?
Asking people who are a little bit more mature in years can be perfect because they love
answering this question. They‘ve gone through the takeover of fax machines, the advent of
PCs and then the Internet, and the transition from a time when service really seemed to
matter.
7. What do you see as the coming trends in the widget business?

I call this the speculator question. Aren‘t people who are asked to speculate usually
important, hot-shot types on television? You are therefore giving this person a chance to
speculate and share his knowledge with you-to be an expert! You‘re making him feel good
about himself.
8. Describe the strangest or funniest incident you‟ve experienced in your business.

Give people the opportunity to share their war stories. After all, isn‘t that something
practically everyone likes to do? Don‘t we all have stories we like to share from when we
began in business? Something very embarrassing happened that certainly wasn‘t funny then
but is now. The problem is, most people rarely or never get the chance to share these
stories. And here you are, actually volunteering to be this person‘s audience!
9. What ways have you found to be the most effective for promoting your business?
Again, you are accentuating the positive in this person‘s mind, whole finding out something
about the way he thinks. However, if you happen to be in the advertising field, absolutely do
not ask this question. Why? Because right now, it would be a probing question, and would
be perceived as such by your networking prospect. Eventually you will get to ask that
question, but not now.
10. What one sentence would you like people to use in describing the way you do
business?
Almost always, the person will stop and think really hard before answering this
question. What a compliment you‘ve paid her. You‘ve asked a question that, quite
possibly, the people who are closest to her have never thought to ask.
Questions you can ask, to understand the right kind of referral / connect
for your 121 partner. (Please Note down the answers)
1. I need more information about who you‘re looking for.
2. Who was your last client? Why did they come to you?
3. How will I know if someone needs your service? (something they say, do, look like?)
4. How would I know if someone I am speaking to is an ideal customer for you?
5. How should I start a conversation (what should I say) if I know I am talking to the right
person?
When a Member comes to your office for a 1-2-1:

Following are the most important things you should tell your 1-2-1 partner
so that he can generate a good referral for you:
1. This week I would like you to look/listen/watch for_______________________.
2. Who do you know who _______________________?
3. Please ask everyone you meet this week if ______________________.
4. Check your client list to see if you have a _______________________.
5. Does anyone have a contact (name position, if applicable) in ABC Company?
6. If you hear someone say _________ , please answer with _______________.

Member Biography Sheet
Business Information
Business Name:
Profession:
Location: Years in this Business:
Previous Types of Jobs:
Personal Information
Family Information: Spouse
Children
Animals
Hobbies:
Other Interests:
Home Town: How Long:
My burning desire is to …
Miscellaneous
Something no one knows about me…
My key to success…
G.A.I.N.S. Worksheet
Name of contact:
Date of meeting: Time of meeting:
Start Time: Finish Time:
Meeting Location:
Goals:
 1
Goals are the business or personal  2
 3
objectives you want or need to meet foryourself or  4
the people who are important to you. You need to
 5
define your goals and have a clear picture of the other
person¶s goals. The best way to build a relationship
 6
with someone is to help them achieve their goals!  7

Accomplishments:
1
 2
 3
 4
People like to talk about the things they are proud of.  5
Remember, some of your best insight into others  6
comes from knowing what goals they have already
achieved. Your knowledge, skills, experiences and
 7
values can be surmised from your achievements. Be
ready to share your accomplishments with the people
you meet

Interests:
1
 2
 3
 4
Your interests can help you connect with others.  5
Interests are things like playing sports, reading books  6
and listening to music. People like to spend time with  7
those who share their interests. When you and your
network source share the same interests, it will
strengthen your relationship.
 1
Networks: 

2
3
 4
You have many networks, both formal and informal.  5
A network can be an  6
 7
organization, institution, company or individual you
associate with.

S
1
 2
kills: The more you know about the  3
talents and abilities of the people in yournetwork,  4
the better equipped you are to find (and refer!)  5
competent affordable products and services when  6
the need arises. And when you¶re trying to  7
roundup business opportunities, the more people
know about your skills, the better your chances!
BNI Contact Sphere Planning Worksheet

Contact Sphere
1.
2.
3.
What 3 professions will help you to round
4. out you contact sphere:
5. 1.
6. 2.
7. 3.
8.
9.
10.
BNI Last 10 Customers Worksheet
1.
Include Notes on Referrals
 What are other referral sources?

2.
 What are good referrals?
 What are “bad” referrals?

3.
4.
Notes on Customers
 Where did they come from?

5.
 What did you do for them?
 Are these average clients?

6.
7.
8.
9.
10.
Sample - Power 1-2-1 Sheet

Name of contact:
TAPAN GOSAR
Date of meeting: Time of meeting:

Start Time: Finish Time:
Meeting Location:
Company Name NELTAS
Profession English Language – Testing, Assessment & Training
1) Skill based analytical test in English Language

Unique Selling Point (USP) 2) Various analytical and comparison reports School reports
3) Detailed Performance Assessment Report for students
4) Comprehensive study material (Books and online test portal)
5) Focus on application and usage of English Language
Who Would be a Good 1) Coordinators / Principals of CBSE and ICSE Schools INDIA – MIDDLE EAST- EAST AFRICA – SOUTH
Client? EAST ASIA

2) Group Schools
3) People or Companies providing services to schools like: trainers, uniform, furniture, computer, school
mgt software, vehicle tracking, sports company, CCTV, stationery, publication.
How Would I Start a 1) Does your school have a tool to measure and compare the performance of students across different
Conversation About You? grades or different divisions of a particular grade.
2) Would you like to know the exact areas or skills where students and teachers require training?
(Training need analysis)
3) Would you like to have the above done through free English Language assessment for students
Your To Do for the week
1. Fill up the Bio Sheet
2. Fill up the GAINS sheet
3. Fill up the Contact Sphere Sheet
4. Schedule 1-2-1s for the week (With your Mentor)
5. Invite a member to do a 1-2-1 with you (Your Sponsor)
6. After completing your 1-2-1 pass it on www.bniconnecglobal.com
7. Share your Bio-Gain sheet with your 1-2-1 partner.

Module M6 – (Week Six)

Five Ways to Train Your BNI "Sales Team"
1. The business cards

- They are often the first impression, a prospective customer gets of you and your business.
- Use a graphic designer if you are not skilled
in this area.
- Have them professionally printed in colour.
Avoid the 'do it yourself' cards.
- Include a photo if possible.
- Use the back for details of your services.
- Avoid folded cards. (They don't fit very well
in the BNI card folder either!)
- The largest font items should be your name and telephone number, not your business
name or logo.
- Make sure your first and last name and address are on the card. (You will be surprised how
many cards we see at BNI that do not contain this basic information!)
- When you update your card make sure you announce to members to replace the
superseded cards in their folders.
- Take the business card folder everywhere. Place it on the desk when interviewing people or
having a meeting. It often 'creeps' into the conversation and a referral may result.
2. The 30-second 'info-commercial'

- Follow the recommended BNI format.
- Make it slightly different each week.
- Tell a story about a recent experience with a client
or prospect.
- Announce any weekly 'specials'.
- Mention the type of referral you are seeking this
week.
- Practice and make sure it takes 25-30 seconds. If
you take only 15 seconds you are not
getting your money's worth!
- Do not walk around passing out brochures. Leave them on the Trade Table.
- Target member's contacts, not the members themselves. Use the words, "if you know
person or business that requires . . ." not, "if you require . . ."
- Start with a 'one liner', if appropriate.
- End with your 'memory hook'
3. The Presentation
- Give an overview of your business. Make sure it is in line with your BNI Category.
- Go into detail or specifics on 1 or 2 topics only.
- Make it different from earlier presentations, if you are giving more than one a year.
- Give members a hand-out or flyer on your
business.
- Hand-out your 'Ideal Referral sheet‘.
- Hand-out product brochures or samples, if
appropriate.
- Use the overhead or data projector as an aid.
- Show product samples. An audience
remembers 75% of what they see, but only
11% of they hear.
- Attend a 'Basic Presentation Skills' training to further enhance your skills. This is really
worth-while and will be useful when promoting your business with clients also.
4. The display folder

- Keep hand-outs from members in an A4 display folder. (They have clear plastic pockets and
come in the dark red BNI color.)
- Use the folder when discussing a member's services with a prospective client. Give the
client the member's brochure and 'Ideal Referral' sheet. (You can always ask for a
replacement at the next Chapter meeting.) The folder is also handy to keep spare copies of
your brochures and a printout of your 30-second 'info-commercial'.
5. The 'Dance'
- Schedule at least one per week.
- Visit the other member's office or place of work. Avoid having them on 'neutral territory'.
- Provide refreshments.
- Prepare a list of questions about things you need to know so you can promote the other
member's business.
- Collect brochures, samples, 'Ideal Referral'
sheet, etc.
- Ask to see typical examples of their work.
- Ask to see a client list so you can gauge the
type of organizations they do business with.
- Do a 'Dual Dance', if appropriate. i.e. Once
the original 'dance' is over and you now
have an idea of what the member does, and
if you provide a service to organizations similar to the member's, then perform that service
(either in full or in part) for the member. In this way they will really get to know what you
do and have a sample of your work- as applied to their business. This gives them a far
better appreciation of the products and/or services you offer. They can also show
prospective customers a real live example of what you do. "I recommend this person. Look
what they did for me."
Here are some additional tips from Australia's first lady of networking, Robyn
Henderson: How to be remembered positively when attending a networking
function . . .
- Remember your business cards. Have at least 25 cards on you at any one time.
Additional cards may be kept in your car, briefcase, wallet or coat pocket. Most
importantly, women often change handbags or switch briefcases as they go from one
function to another. The ideal situation is to have business cards in every bag.
- Carry blank cards in case you meet people who do not have business cards with them.
Then when you meet someone, who is not carrying their business card, you can ask
them to give you their details on a blank card. You may also offer a couple of extra blank
cards to them in case they meet others they want to network with post event.
- Always carry your diary. At networking functions, you are often invited to other
functions. You can often miss this opportunity, purely because you cannot give
a "yes" or "no" answer on the spot.
- Look out for first-timers, that is, people who look a little uncomfortable and
out of place. Befriend these people and remember every best friend was once
a perfect stranger.
- Book and prepay any functions you plan to attend. If you cannot attend on
the day, try to send a replacement. Most organizers charge for no-shows and
most will send you an invoice for your non-attendance. Act like the host not
the guest.
- Turn off your mobile phone during the function. There is nothing worse than
listening to a great speaker only to be interrupted by a beep. It is even worse
when the person answers the call and starts to have a loud conversation. This
is a really quick way to turn the whole group against you.
- Decide prior to booking what you want to get from attending. If you just want
a meal then go to a restaurant. Don't waste the time of serious networkers
who are looking to grow their business.
- Read the daily paper or listen to the latest news on the day of the event.
Select one or two topics that will feel confident introducing into the
conversation.
- Follow up if you say you will. Most people miss out on sales because they
don't follow up.
- By the end of the function, if you are thinking it has been a perfect waste of time and
you have not generated any business for yourself, find someone you can give some
business to. With the law of reciprocity, what you give is what you get back. As Ivan
Misner always says, great networkers give without remembering and receive without
forgetting.
Module M7 – (Week Seven)

Maximize Your 'ROI' with Networking Thoughts
In the 21st century, networking is one of the three most important areas small business
owners should focus on, along with employing technology and developing strategic
alliances. My definition of networking is "actively making professional relationships,
developing and maintaining those relationships and leveraging them for the benefit of all
parties." A Chinese proverb says the longest journey must begin with the first step. So
before you can develop a relationship, you first have to meet the other person and
establish a basis for future contact. Examples of networking opportunities are everywhere
you turn—at Chamber of Commerce events or any venue likely to be attended by business
people and community leaders. But before you enter a networking environment it's
important to understand that successful networking is an acquired skill, like playing golf. In
fact, we could actually take a lesson from those who seek the little white ball.
Good golfers address each shot with what are called "swing thoughts." They orient their
pre-shot routine, and sometimes the actual swing, around these golf fundamentals, which
they believe will help them to make a successful shot. Inspired by the work of my friend,
Andrea Nierenberg, author of "Nonstop Networking," I've created a few "Networking
Thoughts," or NT for short, which should help you increase your networking return-on-
investment (ROI). See what you think.
Networking Thoughts
NT #1 - Make eye contact.

It's a terrible mistake to not look into the eyes of
the person with whom you are talking. Andrea
says we should be able to remember the color of
the person's eyes whom we just met.
NT #2 - More ears, less mouth.

This is an old adage, but it's an essential networking
thought for most of us. We are more
likely to impress someone by our interest in them
rather than how interested we think they should be
in us.
NT #3 - Smile.
Women are usually better at this than men.
But the smile must be genuine, which can be
best accomplished with NT #1.
NT #4 - Deliver a firm handshake.

But don't turn a handshake into a wrestling match.
And guys, when you're shaking the hand of a lady,
your networking thought is that it's the opposite of
dancing: let the lady lead. Ladies, that means you
should offer your hand first—and give 'em a good
squeeze.
NT #5 - Do some research.
If there is someone you want to get to know whom
you think you might be seeing soon, go
to their web site and look around. If you have a
mutual friend, ask her about the person to get a little
better understanding of what makes this person tick.
But be careful to use what you've learned very subtly;

you don't want to come across like a stalker. By
combining this research with NT #2, you'll have an excellent chance of developing a basis for
future contact.
NT #6 - Have your elevator speech ready.

Imagine that you get on an elevator with someone who asks you what you do before you
ask him. Can you deliver a short, concise and intuitive response before either of you gets off
the elevator? Wherever or whenever you're asked this question, make sure you're ready. And
then, follow your little speech with a sincere inquiry about him, with NT# 2 in mind.
NT #7 - Successful networking benefits all

parties.
Reread my definition of networking, with
emphasis on the last clause. If you enter any
networking opportunity with this attitude,
instead of a "What's in it for me?" attitude, your
networking ROI will increase exponentially.
Here's another way to think of NT #7. It's from, Ivan Misner. Ivan says simply,
"Givers gain."
Write this on a rock - For maximum return on the time you invest in your business,
practice and employ your NTs, especially NT# 7.
BNI Member Rate Yourself Sheet – 7 weeks review

A new tool to help you gauge your success in BNI.
This exercise is designed to help you determine if you are doing everything to ensure your
success within BNI. Take a few moments and find out how you are doing. Answer each
question using the point system below. Then review the key located at the end of the exercise
for reference.
Rate yourself using this scale: never (1), seldom (2), often (3), almost always (4), always (5)
______ 1. Do I write out my referral slips and closing slips for that day's meeting in advance?
______ 2. Do I arrive early and work to make visitors feel welcome?
______ 3. Do I bring guests/visitors to the chapter meetings on a monthly basis?
______ 4. Do I remember to wear my name badge to every meeting?
______ 5. Do I arrive at the meeting on-time every time?
______ 6. Do I do the networking exercises (not net-sit or net-eat) the first 15 minutes?
______ 7. Have I ever suggested a topic or volunteered to present an educational moment?
______ 8. Do I make sure that the business card box is replenished with my cards each week?
______ 9. During my Infomercial, do I give a new bit of information each week about my
business or product, case studies, specials, or examples of good referrals (in other words,
breaking my business down to its Lowest Common Denominators)?
______ 10.Do I attend at least one MSP or advanced BNI training event (Chapter Team
Training, Referral Success 101, etc.) every year?
______ 11. Do I do a 121 with a member at least once a week?
______ 12. Do I do a 121 with everyone within my contact sphere or power team at least
once every six months?
______ 13. Do I ACTIVELY look for referrals and referral sources for other members every
week?
______ 14. Do I receive the number of referrals I expect in a six-month period?
______ 15. Do I ever ask a Mentor Coordinator or LT Member for help to maximize my
investment in BNI?
______ 16. Am I always prepared for my presentation?
______ 17. When presenting, do I always bring a door prize that is not self-serving and shows
some forethought?
______ 18. During the referrals portion of the meeting, do I give a referral, a testimonial, or a
thank you and begin my presentation with "I have..."?
______ 19. When I cannot be at a meeting, do I always have a substitute?
______ 20. Do I check out the International and/or Regional BNI websites on a weekly basis?
______ 21. Do I regularly track the referrals I receive and give and also track my closings?
______ 22. Whenever one of my chapter members has an open house or a booth at a trade
show, do I make it a point to visit?
______ 23. Do I always stay until the end of the meeting, never sneaking out of meetings
early?
______ 24. Am I positive and supportive toward the chapter?
______ Total Points

BNI Member Rate Yourself Sheet – 3 months review

for reference.
week?
investment in BNI?
some forethought?
early?
______ Total Points

BNI Member Rate Yourself Sheet – 6 months review

for reference.
week?
investment in BNI?
some forethought?
early?
_____ Total Points

BNI Member Rate Yourself Sheet – 9 Months review

for reference.
week?
investment in BNI?
some forethought?
early?
______ Total Points

Mentor/Mentee Agreement
Chapter‘s Copy
Mentor Name______________________ Mentee Name_____________________
Topics Mentor Mentee

Date Module
(To be filled by Mentor) signature Signature
Module 1
Module 2
Module 3
Module 4
Module 5
Module 6
Module 7
Mentor/Mentee Agreement
Mentee‘s Copy
Mentor Name______________________ Mentee Name_____________________
Topics Mentor Mentee

Date Module
(To be filled by Mentor) signature Signature
Module 1
Module 2
Module 3
Module 4
Module 5
Module 6
Module 7
NOTES – Module 1
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NOTES – Module 2
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NOTES – Module 3
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NOTES – Module 5
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NOTES – Module 6
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BNI PROSPERITY MENTORSHIP GRADUATION PROGRAMME

Frequently used terms:

Module 1 - (Week One)

You're a Member … Now What?

1. Show up on time. Nothing sends a clearer message

2. Dress appropriately. If you are a business banker,

3. Meet your sales force. If you don't take time to meet

5. Ask questions. If you don't understand something,

6. Get involved. Being new doesn't mean you can't contribute.

7. Communicate. Every organization has their own "unwritten"

8. Avoid gossip. It's everywhere, even in BNI. You join BNI to

Your „TO DO‟ list for your first week

3. Log in to your BNI connect Account and update your Profile.

4. Review Policies and Guidelines given in the BNI Members Pack.

5. Relax – We all felt overwhelmed in our first week.

1. Introduce yourself clearly and concisely.

2. Be specific about your line of work.

3. Organize your introduction.

4. Inform, don't sell.

Get Results With Your Weekly Commercial

Your 3 0 -Second Commercial in a nutshell:

(3 seconds) Introduction: Your Name and Company Name

b. selected “target markets,”

d. qualifications in the industry, etc.

(15 seconds) Body:

(5 seconds) Specific Ask:

(5 seconds) Close: Your Name, Company, Memory Hook/Tagline

Your 30 sec Template

Date:- Topic:- 30-Second Commercial

(2 seconds) Introduction: Your Name and Company Name

(3 seconds) LCD: State ―Today I‘m going to talk about…‖

(15 seconds) Body: Share the value or benefit, share a story

(5 seconds) Ask: Be specific

(5 seconds) Close: Your Name, Company, Memory Hook/Tagline

Your „TO DO‟ list for the week

2. Go through the weekly 30 sec theme for the month.

4. Have a specific ask for all the four weeks.

5. Practice, Practice, Practice.

How to Give & Get Good Referrals

How to Give Good Referrals

In giving a good referral there are six points to follow:

3 steps to effective communication

Step 1-Be specific

Step 2-Be clear

Step 3-Ask Questions and Get Feedback

What Constitutes a Good Referral?

2. Examples of qualified referrals for me would be:

3. Examples of referrals that are NOT what I am looking for:

4. The following scenario describes the perfect referral for me:

Referral Tracking Sheet

Fantastic Five for Referrals

i) BNI Solution Pack (Name card Holder)

ii) Lapel badge / Button

iii) A fabulous reception

iv) Framed Testimonials

"Connecting People, Adding Value" is our core value.

Creating a Great 4 Minute Launch Pad

1. Introduction and LCD

2. My Best 3 customers are:

3. Example of referrals that work best for me are:

6. If you hear someone say _ , please answer with _______.