On Friday, January 29, 2010, I conducted a training specifically for my BNI chapter, Circle of Success. The training was 1 hour long. It's focus was on "How to give and receive referrals in BNI"
I explained "Referrals - Referrals - Referrals" is based on what strategy you implement and the process you follow. The strategy was implementing the 1 to 1 meetings with fellow members of our chapter. The process involves asking and giving referrals the same time you meet.
The strategy of implementing one to one meetings with members of our chapter is simple: you call a member of the chapter and ask them to have a 1 to 1 meeting.
A 1 to 1 meeting is face to face and takes place anywhere with any length of time. There are two types of 1 to 1 meetings.
The first one is called the relationship 1 to 1. The focus is on developing and cultivating the personal/professional relationship. The second type of 1 to 1 meeting is referral 1 to 1. The focus is to give each other referrals.
The relationship 1 to 1 meeting is very easy to conduct. In this meeting, you discuss each other's goals, interests, networks, accomplishments, and skills. This type of 1 to 1 meeting can take up to 1 hour to a couple of hours. It is ongoing and very rewarding.
The referral 1 to 1 meeting is totally different. At the end of the meeting, each person should have received referrals from one another. The focus is on getting referrals for each other.
In order to achieve the results of giving each other referrals, you must follow the RISEE Process. This process was developed by Dr. Ivan Misner, Founder and Chairman of BNI. Let me share the process.
The RISEE Process:
R = Relationship
I = Identify
S = Strategize
E = Execute
E = Evaluate
The RISEE Process is a very effective process in giving and receiving referrals. I know many successful BNI members who use this process and have increased their referrals from their chapter and made money.
They take the same process and apply it to their clients, family, strategic alliances, and friends. As a result, business comes not only from BNI but from many different sources
Remember, if you desire referrals, referrals, referrals, implement the 1 to 1 meeting and follow the RISEE process. You will always be successful in receiving and asking for referrals.
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