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Rowing in the Same Direction
3 unique perspectives on the Fast Track.
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First, every successful team has a committed flag-waver at the helm, and for Inner Circle that’s Tim Kanter with Get Benefits Insurance Services, who is the chapter president and was the EC during the Fast Track program. Under Tim’s leadership the chapter grew by four, tripled its 1-to-1s, doubled the number of referrals, and did more booked business in the 18 weeks of Fast Track than their average per year for their 4-year history. Inspiring leadership and committed rowers equals a thriving business team all rowing in the same direction.
The first “rower” we want you to hear from is Trisha Perez with Keller Williams Realty who has been in BNI for four years and in Inner Circle from the beginning. “Seeing the revenue and growth goals we all set at the beginning motivated me to do more productive 1-to-1s. I felt like I had credibility with the members but I wasn’t as good as I could be developing the relationships and really helping the members in my chapter become more profitable.
“I absolutely love this program because I got back to the basics. I changed the format of my 1-to-1s with the GAINS worksheet; it’s a much better use of our time. It’s a great feeling to be able to say, “Now we are taking each other to profitability. We were already friends but we needed to be better business partners, and that’s what Fast Track did.”
The next “rower” is Carol Gibbons with Mary Kay, who joined Inner Circle at Week 15 of Fast Track. “Even though I came to the chapter toward the end of the program, it really helped me in my business in a short amount of time. The CDs and the discussions in our chapter meetings taught me to listen more to my clients and talk less. I learned how to be more focused and prepared in my 60-second commercial. I’m really happy we are going to do the program again. Right now I’m enjoying going back to the beginning of my Memory Jogger and listening to the CDs again. It’s like continuing education. Each time you do it you get new information from what you learned before.”
Our third “rower” is Cindy Costly with Premiere College Guidance, who joined Inner Circle the first week of Fast Track. “For me, Fast Track is all I knew. I was instantly committed to doing two 1-to-1s per week. When I joined people told me it may take a while to get referrals but I started getting referrals right away and converting those into sales. Fast Track helped me learn how to establish trust. Following the Fast Track process helped me to get to know the members--and it was fun. When we do the program again, I have volunteered to be the Education Coordinator because I believe in our team and what we are doing.”
Pictured from left to right: Carol Gibbons, Tim Kanter, and Trisha Perez.
You can hear more from Tim, Trisha, Carol, and Cindy on the recorded Fast Track Friday call from November 4, 2011, at http://www.delfuego.com/bni/ftc_11_04_2011_00.wax.
Learn more about Fast Track at www.delfuego.com/bni or email flynnandsara@delfuego.com.
Tags: 1-to-1s, 60-Second Commercial, December 2011 Edition, education, Fast Track, fundamentals, referrals, VCP
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6 Responses to “Rowing in the Same Direction”
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December 12th, 2011 at 1:39 pm
Excellent article! Fast Track training should be required of every member.
December 12th, 2011 at 5:12 pm
Great article! Fast Track really does help to get a chapter thinking like a team. And when you train together and start working together, it does make a difference. As an individual, you can grow your skills thru BNI, however, it is when you start growing together as a team, that the monumental changes become apparent!
December 14th, 2011 at 12:21 am
We currently have five chapters (13 in our region)using the Fast Track program. We are seeing major positive things happen in these chapters. Plan to have our others chapters begin the program as well. Having Ivan Misner as their teacher, without the filter of others not including all the distinctives of BNI, is a great training through Fast Track. This is getting back to the basics members think they are doing but come to realize they need refreshed.
December 14th, 2011 at 12:29 pm
We’re just wrapping up Fast Track this week, and it’s amazing the difference we’ve charted. We’re a new chapter – we’ll hit our year mark in February – and we had hit that 6-month wall, where the original surge of excitement had started to taper off, and some of the original group were dropping out because they’d realized they weren’t a great fit for BNI. Shortly after I joined the chapter, we had a leadership change, and I found myself taking over as the EC just as we started Fast Track.
Long story short: Just under 58% of our closed business for the year was closed during the last 16 weeks. We’ve added 10 new chapter members, and seen our number of referrals per week more than double.
Here’s a hint: It wasn’t the experience of the EC that did it.
December 14th, 2011 at 4:28 pm
As Executive Directors of the Ventura County, Ca. region of BNI, we have seen positive and dramatic results from the chapters in our area who have been using the Fast Track program! Many of our other chapters are now starting to hear the message and have expressed interest. Want to triple your referrals in your chapter? Get on board with Fast Track now! This is a fun and educational program and Flynn and Sara provide tons of support!
We are very proud to be the EDs for the Conejo Valley and Inner Circle chapters of BNI- kudos to them!
Shawn and Linda McCarthy
December 14th, 2011 at 8:43 pm
The San Bernardino Business Elite chapter is set to start the Fast Track program at the beginning of January 2012. The support we have received while we were evaluating the program and ‘kicking the tires’ has been world class. The disks arrived today, and we’re gearing up for a terrific 2012!! Much thanks to Sara, Flynn & KT!