SuccessNet Online » Blog Archive » When a Chapter Speaks the Same Language

When a Chapter Speaks the Same Language

How members became aligned through “Networking Secrets.”

Imagine every member in your group boasting the title “Fast Tracker.” It’s a reality for Bertrand McHenry, president of the Strategic Alliance chapter in BNI Houston East with 42 members. Each member has listened to their copy of BNI Networking Secrets CD, passed the test, and received their Fast Track ribbon. We caught up with Bertrand recently to find out more about the challenges and benefits to getting every member listening and applying what they learn.

SuccessNet Online: Was it a challenge asking every member to get their own copy of “BNI Networking Secrets”?

Bertrand: We really didn’t ask. We mandated it--in a fun way. We said, “Going forward we are going to invest in you and give you something free.” And as with everything that is free, there are strings attached. So we had each member sign a contract that said, “I will agree to listen to the CD set, take the test, and become a Fast Tracker in the next 14 days. If I fail to do this, I will pay the chapter back for the CD set.”

What happened?

We had 98% compliance.

What did you notice after everyone listened?

One-to-ones, referrals, and visitors increased.

Tell us about the referrals.

The first three months of 2009 our monthly average number of referrals was 254. Since we have all become Fast Trackers, our average monthly referrals are at 329. In July we passed 420 referrals. When we begin the curriculum that accompanies the CDs we believe our referrals will continue to increase.

And visitors?

New members are bringing as many as 12 a month. Before we didn’t have that.

What other benefits have you noticed?

The intangibles are at the heart of the reason why we are seeing an increase in referrals and visitors. As a chapter, we have moved from conscious and incompetent to conscious and competent.

What do you mean by that?

Before the CDs we knew what we were supposed to do, but we weren’t all on the same page on how to do it. Now, we all speak the same language. And when a team speaks the same language, they have the same intent. Now we are much more competent at applying the fundamentals.

We have a new level of accountability that wasn’t there before.

Why is that?

We all know what we heard on the CDs and how we need to hold each other accountable. Now, I can look at all my fellow chapter members and understand what needs to be done. On the CDs Ivan sets the expectation, gives us the plan, and coaches us on how and why to do it. It’s like we’ve all been to the BNI FUNdamentals with Ivan. Whether we are new or seasoned, we’re now all at the same level– with the same intent.

What else have you noticed?

People have become much more verbal, especially those who weren’t before. People who felt they weren’t great performers now have a much better handle on how to contribute.

Can you give me an example of what you mean?

We have members who, before they listened to the CDs, were doing about 3 – 5 referrals a month. Now they are doing as many 15 a month—and staying there. It’s all about setting expectations and knowing how to apply the fundamentals; that’s what we get from Ivan through the CDs.

BNI offers so much education and support. How do the CDs support MSP?

MSP is usually offered once a month and you can listen to the CDs every day and listen on your schedule when it works for you. So the CDs totally support MSP.

Tell us about the curriculum that accompanies “BNI Networking Secrets.”

The curriculum is the icing on the cake for the CD set. It’s a 12-week program for education coordinators to use once everyone has listened to the CDs. It continues the learning and reinforces how to apply the fundamentals.

You are a new president, so what has the Fast Track program done for you as the new guy?

When I became president, I was concerned about how to make the transition easy. The Fast Tracker program has made it so we don’t have to invent a direction to go. All of us are Fast Trackers; this means the process each of us went through to get the ribbon was a mission for the group – listen, take the test, and benefit from our work.

Bertrand is also the owner of Q.O.L. Elite Bodywrx – A Sports and Orthopedic Physiotherapy Clinic. He is a BNI Fast Track coach and can be reached at bpmchenry@prodigy.net

Tags: Fast Track, Networking Secrets, October 2009 Edition

2 Responses to “When a Chapter Speaks the Same Language”

Christina Currie Says:
October 7th, 2009 at 7:20 pm
I am so excited to see this resource and feel it will be useful to our new chapter in Lahaina, HI.
Hopefully after our Visitors Day on Oct 20th we will be able to jump from pre-core to full fledged Chapter.
I will definitely introduce this Fast Track Program.
Thanks so much. Or as we say in Hawaiian, Many Mahalos!
Christina
Peter Roberts Says:
October 8th, 2009 at 4:54 am
I am a relatively new member of BNI but have been a salesman for the past 20 years. I feel confident I can introduce leads but not everyone has had the same sales training. This is one way to ensure success.

2 Responses to “When a Chapter Speaks the Same Language”

Leave a Reply