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Sam. Foreign. Welcome back to BNI the Power of One podcast. Back with your show. Submissions topics submitted@bnipowerofone.com as always, encourage everyone to go there, leave yours so that we can be of help. So today's comes from Nathan out in Utah. He says, I'm a personal trainer in my BNI chapter and for several months we have been we have been looking for a skilled massage therapist to join our group that would fit in my contact sphere of the chapter. I've reached out to several local massage therapists, even paying for personal sessions and extending invitations to our BNI meetings. While only one attended as a visitor, none have joined our chapter so far. The challenge I'm facing now is finding a massage therapist who's not only willing to visit, but is also a strong fit for our chapter and motivated to join. I want to make the process easier, more effective, saving money and efficient, but without making it transactional. I'm also using GRIP method of inviting these massage therapists, but it's not getting much success. I'd love to hear advice on strategies to attract the right professional, engage them meaningfully and encourage them to become an active BNI member, all while saving time, money, energy and resources. Okay, it's a really good question, especially now as we are in member extravaganza season and now is the growth opportunity for your chapter. And I've got a couple ideas on this that that I want to share, but I want to hit on one part where it's like all while saving time, money, energy and resources. Not all of those are possible. We cannot save all of those things. It's just like in sales, right? They say there there are three parts to a product that you can sell on. You can sell two of them, you can have two of them, but you can't have third. So it's price, speed, quality, you can't have all. You can't have something that's super cheap, super high quality and get it super fast. You got to pick two out of the three, right? So hey listen, this is going to be more expensive, but it's going to be high quality. I'm going to get to you fast. Oh, you want it high quality but cheaper. Great. Is going to take longer to get to you those kind of things. Same thing here. You can't save time, money, energy, time, money, energy and resources. You're going to have to use some of these in order to get what you want in anything in your business and in getting another member in your chapter. Strategic member is going to be no Different. Right. So we either need to invest time, maybe we need to invest money. If we want less time, we're definitely going to have to, you know, use some energy to do it. Like the way you're asking of save time, money to injury, resources all together. I'm not saying you're doing this, but just for everybody is like, I want this to magically happen and, and that's not going to be the case. So there are two distinct strategies here. One, I'm not a big user of the grip method. It's successful, a lot of people use it. I'm not saying you shouldn't. Right. That's the, hey, are you looking to grow your business? Would referrals really help you in your business? I'd like to invite you, blah, blah, blah. My method, which is in podcast, I think it's 566, I would encourage you to listen to that one. A little bit more vague, a little bit more confident and can be used in a variety of scenarios, meaning whether you know them, whether you don't know them, whether you're referred to them, whether it's a cold call, what have you. The language is basically the same and I find grip a little bit transactional, a little bit salesy compared to how I did it and how I would continue to do it. My method, just to give you real quick, is, hey, how's business going? How are things? Hey, listen, I'm working closely with a group of business people we were meeting the other day. People kept saying they'd like to be introduced to a physical therapist or a massage therapist in your case. And I thought of you. Do you want to meet these people? That's it, right? And again, now it's, if I know somebody, the opening is, hey, how are things? What's going on? How's business? If I got referred to him, I can't do that, but it could be like, hey, Sally, you know, Tim referred me as the best massage therapist he knows. I got a question for you. Are you looking, Are you looking to continue to expand? So I use the kind of the G in grip, right? Are you looking to grow? Are you looking to expand? Anyways, that whole language is in 566. I would encourage you to listen to it. So one of the reasons you might be struggling with this is you're getting. You're doing one off massage therapists at a time, right? One massage therapist visits, they decide to join or not. And so far they haven't. And so you're getting frustrated naturally and starting to look at like, well, how do I get this person who's going to be committed to us and da, da, da, da. You're not going to be able to do all of that on your own. Like you, you're not. Sometimes when we do inviting, we, we overly complicate it because we try to, you know, overqualify somebody on whether they're the right fit for the chapter, whether they're going to be committed to the chapter, whether all those things. And you can't really figure that out. Your only job and only goal is to get them to visit the chapter and then that visit will dictate whether they join or not, both based on the experience they have. If that's a really positive one, then you know, that gives a likelihood that they might join. But also where they are in their own business and where they are in their own lives and where they are with their time management and their stress level and like all these things that you can't predict or control. Your chapter can run a perfect meeting and show high value and somebody still can't convince themselves to do it for a variety of reasons that are out of your control that you cannot figure out in the inviting part. So your strategy is to flood it with massage therapists. Right. If I really wanted a massage therapist, I'd be going to Google and I'd be going to LinkedIn and I'd be going to Facebook and Google. I'd Google all the massage therapists in a 30 mile radius of my chapter. I would do the same thing for LinkedIn and then I would go somewhere like Facebook and say, hey, who knows a really great massage therapist in this area? And I take those three lists that I get and I do a little bit of research on reviews, those kind of things. Narrow that list to about 20 people and I'd invite every single one of them and I'd invite every single one of them to the same meeting. Now, out of those 20 invites, you might get seven or eight of them to say yes, depending on your skill and language you use. And of those eight, you might get four or five to show up. But now you got four or five massage therapists in the room. Now there's even more value because now you've introduced the competition. So there's a difference between saying, hey, if you join our chapter, you lock out your competition who's not in the room compared to, hey, if you join, you get the one seat we have when there's five of them looking at that one seat. And you will get multiple applications and then entrust that your membership committee is going to do the right things, go through the right questions, do the right interviews, all of that. Knowing the executive directors in Utah, I full confidence your chapter would do the right thing and they'll pick the best massage therapist. So one strategy is don't try to do it one at a time. That's going to take way more time, that's going to take way more energy. It's going to lead to a lot more frustration. Right. I just said of 20 you invite, you might get three applications. So if you're looking for the three applications one off at a time, you gotta do that 20 times or maybe 15 times before you get the one. You never know which one those are. So you could be more strategic in hyper focusing on one meeting. The other thing is, if you're like, hey, I'm out of luck here, a massage therapist, go to the next profession you need that would also want to target massage therapists. Get that profession in. Now there's two of you, they might know a massage therapist you don't know. They might be able to bring in that person that you're looking for based on their relationships. They might even be able to start inviting massage therapists themselves, which increases the value as more people are looking for. So if you're really striking out, you don't know who else to invite. You've done the 20 lists, you kind of, you just feel like you're stuck, move on to the next one because those people will bring in their own contacts and their own resources and their own energy and their own things. And now you're getting the cumulative effort of doing that together. So if you're really stuck, I would, I would move past and okay, what's the profession that also is missing that also would want to work with a massage therapist because they bring just as much value. That means they're in your contact sphere, they're targeting the same people you would be targeting. And now you can expand your team and eventually that massage therapist will come into play. So either way, I'd be hyper focused on a profession and I would. In order to save time, it's going to be more time upfront than you're currently spending, but less time overall to get it is make that list, get 20, 30, as many as you can, invite all of them to the same meeting, get a group of them to show up, which gets you a group of them to apply, which guarantees you're going to get what you want. And again, as I say in the Growth series podcast, imagine if every Member in your chapter just did that one exercise, right? Member extravaganza goes to the end of May. Now imagine if just in that two months, you all did that simple exercise. What's the one profession you want? Go to those three places, make a list of 20 people, invite them all to that one meeting. What happens to your chapter? It doubles. It doubles. The beauty of a visitor day is you should all be inviting for that one day, right? So imagine your chapter's 20, 30 people each getting three visitors. You know, it's 90 visitors in the room. You want to tell me you're going to fail at that? You will not fail it. That will be an unbelievable visitor day for you. And your chapter will reap those benefits for years and years and years to come from doing that. And it doesn't take a ton of effort and a ton of time. It does take time, I think, you know, maybe a couple hours to do that each. But when you each do a couple hours, you know, a group of 30, every member is putting in, let's say most three hours. That's 90 hours worth of work that's happening in a short period of time. The results will be outstanding. It just takes the discipline to do that part. So that's my feedback. I would hyper focus some more on it. Do a bigger invite instead of one off, and if you're really stuck, move on to that next profession. It's going to help you find it once you get them in. It's a great question and great timing and I really appreciate and appreciate every everybody who continues to submit questions and topics. Continue to do so. Go to bnipowerofone.com if you are finding value out of this. Leave a review, share it with your fellow members. That's ultimately what we'd like to see is just if I can get more members engaged with it, we're making an impact on more people. That's what we ultimately want. Have a great day. Sat.