Podcast Summary: BNI & The Power of One
Episode: BNI 806: BM 117 - Putting Employees Into Other BNI Chapters
Release Date: April 9, 2025
Host: Tim Roberts
Guest: Michael Martin
Introduction
In episode BNI 806: BM 117 of the BNI & The Power of One podcast, hosts Tim Roberts and Michael Martin delve into a strategic question submitted by Scott from Colorado Springs. The episode focuses on leveraging BNI (Business Network International) to amplify business growth by strategically placing employees into different BNI chapters. This comprehensive discussion provides valuable insights for BNI members seeking to maximize referrals and enhance their networking efforts.
Listener’s Question: Strategically Placing Employees into BNI Chapters
Scott, a physical therapist, inquires about the benefits and challenges of placing his employees into other successful BNI groups within his region. His primary concerns revolve around:
- Selection Criteria: How to choose which employees to place in different BNI chapters.
- Motivation and Ownership: Ensuring employees remain motivated and fully engage with BNI to maximize referral benefits.
- Role Suitability: Whether to assign physical therapists or office staff to these chapters, considering the potential reduction in billable hours.
Notable Quote:
“My question is a bit broad in that I would like some insight on how to handle this decision of who to place in a group and how to keep the employees motivated to go all in on the benefits for BNI.”
— Scott [04:05]
Hosts’ Response: Strategic Considerations for Employee Placement
1. Selecting the Right Employee
Tim and Michael emphasize the importance of selecting employees who are not only adept at networking but also possess intrinsic motivation to drive success through BNI participation.
Key Points:
- Motivation is Paramount: Employees should have personal incentives, such as a percentage of generated referrals or bonuses, to ensure active participation beyond the minimum requirements.
- Avoid General Assignments: Instead of randomly placing multiple employees into various chapters, start with one or a few motivated individuals to test and measure effectiveness.
Notable Quote:
“No one can network for you. They have to be networking for themselves in that there has to be some kind of external motive.”
— Tim Roberts [05:23]
2. Ownership and Incentives
To maintain high levels of engagement, it’s crucial to provide employees with a sense of ownership over their BNI activities.
Strategies Include:
- Incentive Programs: Implement rewards such as higher commission rates for referrals, bonuses, or additional vacation time.
- Clear Communication: Clearly convey how BNI participation aligns with both company growth and individual success.
Notable Quote:
“You have to reward that participation somehow, some way. It has to be worth their time to actually go and do it.”
— Michael Martin [06:00]
3. Role Suitability: PTs vs. Office Staff
The hosts discuss whether physical therapists or office staff should represent the business in BNI chapters.
Considerations:
- Expert Representation: Having a PT attend can enhance credibility and generate quality referrals, as they can directly address potential clients’ needs.
- Balancing Productivity: While PTs have valuable billable hours, the long-term referral benefits can outweigh the short-term reduction in service time.
Notable Quote:
“I would rather have a PT... because they're the ones actually doing the service, to talk about that in a BNI setting.”
— Michael Martin [12:13]
Managing the Trade-Off: Networking Time vs. Billable Hours
A common concern is the impact of networking activities on employees’ billable hours. The hosts provide a balanced perspective on this issue.
Insights:
- Short-Term Investment for Long-Term Gains: Time spent in BNI can lead to increased referrals that compensate for any temporary dip in billable hours.
- Optimizing Meeting Schedules: By integrating BNI meetings efficiently, employees can minimize disruptions to their primary roles.
Notable Quote:
“How many billable hours are you willing to walk away from or can you say, well, I'm willing to walk away from this for a couple of months to try it out...”
— Michael Martin [13:27]
Case Studies and Real-World Examples
The hosts share anecdotes to illustrate successful employee placement in BNI chapters.
Example:
- Specialized Networking Role: Michael recounts a professional networker employed by a law firm who attended multiple networking events, effectively representing his company and generating valuable connections. This role underscores the benefits of having dedicated professionals for networking purposes.
Notable Quote:
“This guy worked a room like nobody's business and they paid him handsomely.”
— Michael Martin [07:23]
Key Strategies and Recommendations
Tim and Michael outline actionable strategies for effectively placing employees into BNI chapters:
- Start Small: Begin with one motivated employee to pilot the strategy, reducing risk and allowing for measurable outcomes.
- Provide Comprehensive Training: Equip selected employees with the necessary training, messaging consistency, and autonomy to represent the company effectively.
- Ensure Clear Communication and Goals: Align BNI participation with broader business objectives and communicate the importance of networking for business growth.
- Monitor and Adjust: Continuously assess the performance and impact of employee participation in BNI, making adjustments as needed.
Notable Quote:
“Start small... you lower your risk of that not working out.”
— Tim Roberts [16:12]
Conclusion and Key Takeaways
The episode concludes with a reinforcement of the importance of strategic employee placement in BNI chapters to drive business growth through increased referrals. The hosts encourage listeners to:
- Assess Employee Motivation: Choose individuals who are intrinsically motivated and can take ownership of their networking roles.
- Implement Incentive Structures: Provide meaningful rewards to ensure active and sustained participation.
- Prioritize Expert Representation: Utilize subject matter experts, such as physical therapists, to enhance credibility and generate quality referrals.
- Start with a Pilot Program: Test the strategy with a single employee before scaling to minimize risks and refine the approach.
Closing Quote:
“There has to be that kind of passion behind it because everybody in that room will immediately be able to sense like, oh, this person's here because they were told they have to be here.”
— Michael Martin [17:24]
The discussion underscores that while placing employees into BNI chapters requires careful planning and investment, the potential rewards in terms of business growth and networking benefits make it a worthwhile strategy for committed businesses.
For more insights and strategies on maximizing your BNI membership, subscribe to the BNI & The Power of One podcast on Apple Podcasts, Spotify, or your preferred podcast platform. Share your thoughts and questions at BNIpowerof1.com to join the conversation.