3. Agenda
1. Why do we invite visitors?
2. Who should we invite?
3. How do we invite them?
4. Taking care of guests/visitors
before and during meetings
5. How do we follow up
4. “…Visitors are often the best referral sources and may result in multiple
referrals among chapter members …”
12 weeks of BNI Fundamentals
1. Guests are “fresh brains” – they’re the variable that guarantees
every meeting is a unique business opportunity
2. Inviting many guests reflects well on us as being “well connected”
6. The ideal guest:
• Requested as Ask - Was requested as a ask by a fellow member
• Well connected - Is a good source of referrals for the chapter
• No competition - Doesn’t compete with any chapter members
• Member potential - Could potentially join the chapter and add value
8. How do we invite guests?
• Stress their benefits
Who they’ll meet, What’s the potential for their business
• Provide all the information
Purpose, Place, Time
• Multiple “touches”
Invite your guests as early as possible & remind them a day or two before the meeting
• Practice makes perfect
“The more guests you invite, the easier it gets…”
9. Taking care of guests before meetings
Set expectations
• Introduce your guest via email or social network to chapter members you think they will
benefit from meeting
• Inform them about the structure of the meeting. After all BNI is cultish…
10. Taking care of guests before & during meetings
• Arrive BEFORE your guests
• Greet them as they enter
• Make sure they’re properly registered
• Introduce them to fellow members
• Seat them near members they’ll connect with
• Make them feel “at home”
11. How do we follow up?
As a Chapter
Ensure visitor hosts have your guests’ details & are providing them with registration forms…
As individuals
“What were the benefits for you? How can we improve?”
Request feedback
Ask for general impressions as well as points that can be improved. Focus on the benefits
