2021 Leadership Team Manual

2021 Chapter Operations Manual
Effective Date: 16 August 2021

© 2021 BNI Global, LLC. All rights reserved.
This Leadership Team Manual is designed to provide an orientation regarding the basic policies,
procedures, premises and program of the BNI ® System. Throughout this document, references made to
a Director may refer to a Director, Director Consultant, Area Director, Sr. Director Consultant, Regional
Director Franchisee (Executive Director) or Master Franchisee (National Director). However, nothing
contained herein shall change or impact the relationship the Directors have with BNI® (where
applicable) or the Franchisee.
BNI®, BNI Connect®, Local Business - Global Network®, Changing the Way the World Does
Business®, Givers Gain®, International Networking Day®, International Networking Week® and the BNI®
logo(s) are trademarks of BNI Global, LLC. in the United States and/ or other countries. The absence of
a product or service, name or logo from this list does not constitute a waiver of BNI’s trademark or other
intellectual property rights concerning that name or logo. Other product and company names mentioned
herein may be the trademarks of their respective owners.
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Table of Contents
BNI Overview......................................................................................................................................... 6
How to Use this Leadership Team Manual ......................................................................................... 6
History of the Organization ................................................................................................................. 6
BNI Philosophy & Principles ............................................................................................................... 6
Philosophy ...................................................................................................................................... 6
Mission Statement .......................................................................................................................... 6
Vision.............................................................................................................................................. 6
BNI Core Values ............................................................................................................................. 6
BNI Code of Ethics ......................................................................................................................... 7
General Policies ............................................................................................................................. 8
Administrative Policies .................................................................................................................... 8
Non-Discrimination Policy ............................................................................................................... 9
No Harassment Policy .................................................................................................................... 9
BNI Weekly Chapter Meeting Agenda.................................................................................................. 10
Meeting Agenda Outline ................................................................................................................... 10
Meeting Agenda Detail ..................................................................................................................... 12
Large Chapter Agenda Adjustments................................................................................................. 22
Chapter Processes .............................................................................................................................. 23
Growth ............................................................................................................................................. 23
Member Development ...................................................................................................................... 24
Retention of Members ...................................................................................................................... 25
Monthly Chapter Success Meeting....................................................................................................... 26
Agenda and Instructions ................................................................................................................... 26
Attendees ..................................................................................................................................... 26
Preparation for the Meeting .......................................................................................................... 26
Agenda ......................................................................................................................................... 26
Chapter Organizational Chart .............................................................................................................. 29
President ............................................................................................................................................. 30
President Checklist of Responsibilities ............................................................................................. 30
Chapter Supplies.............................................................................................................................. 31
Weekly Follow-Up & Reminder Email Communication ..................................................................... 31
Chapter Meeting Venue ................................................................................................................... 32
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Meeting Themes .............................................................................................................................. 32
Annual Theme Calendar (Sample) ................................................................................................ 33
Vice President...................................................................................................................................... 34
Vice President Checklist of Responsibilities ..................................................................................... 34
Taking Attendance ........................................................................................................................... 35
Membership Committee ....................................................................................................................... 36
Membership Committee Specialists ................................................................................................. 36
Membership Committee Report ........................................................................................................ 36
Weekly Membership Committee Check-Ins ...................................................................................... 36
Quality Assurance Specialist ............................................................................................................ 37
Checklist of Responsibilities ......................................................................................................... 37
New Membership Application Review Process ............................................................................. 37
Reasons to Decline an Application ............................................................................................... 45
Transferring Members .................................................................................................................. 45
Member Engagement Specialist ....................................................................................................... 46
The Seven-Month Check-In .......................................................................................................... 46
Perform Coaching Moments ......................................................................................................... 47
Community Building Specialist ......................................................................................................... 48
Identify & Communicate the Top Ten BNI Classifications ............................................................. 48
Implementing the Attendance Policy ............................................................................................. 49
Certificate of Credit ....................................................................................................................... 50
Medical Leave of Absence ............................................................................................................ 50
Member Relations Specialist ............................................................................................................ 51
BNI Classification Concerns ......................................................................................................... 51
Evaluating Member Complaints .................................................................................................... 52
Dispute Resolution Options .......................................................................................................... 52
Member Complaint Processing Checklist ...................................................................................... 55
Accountability Letters ....................................................................................................................... 55
Secretary/Treasurer ............................................................................................................................. 57
Secretary/Treasurer Checklist of Responsibilities ............................................................................. 57
Monthly Membership Dues Report ................................................................................................... 58
Speaker Rotation Schedule .............................................................................................................. 58
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Bank Accounts for Non-BNI–Related Activities................................................................................. 59
Opening Non-BNI–related Activities Bank Accounts (USA) ........................................................... 60
Open a Non-Interest-Bearing Checking Account .......................................................................... 61
Visitor Hosts ........................................................................................................................................ 63
Visitor Host Team Checklist of Responsibilities ................................................................................ 63
Definitions ........................................................................................................................................ 64
Visitor ........................................................................................................................................... 64
Guest ............................................................................................................................................ 64
Substitute ..................................................................................................................................... 65
Candidate ..................................................................................................................................... 65
Visiting BNI Members (not Substituting) ........................................................................................ 65
Visitor Orientation ............................................................................................................................. 65
Visitor Host—Follow-Up Specialist ................................................................................................... 68
Education Coordinator ......................................................................................................................... 69
Education Coordinator Checklist of Responsibilities ......................................................................... 69
The Process ..................................................................................................................................... 70
Mentor Coordinator .............................................................................................................................. 72
Mentor Coordinator Checklist of Responsibilities .............................................................................. 72
Building the Mentoring Team ............................................................................................................ 74
Attributes of Good Member Mentors ............................................................................................. 74
Member Mentor Worksheet .......................................................................................................... 74
Training Member Mentors ............................................................................................................. 75
BNI Passport Instructions ................................................................................................................. 75
Mentor Coordinator Welcomes New Members .............................................................................. 75
Assign the Names of the Member Mentors ................................................................................... 75
Instructions for Using the Passport ............................................................................................... 75
Check-In and Follow-Up ............................................................................................................... 76
Appendix.............................................................................................................................................. 77
BNI Online Meeting Manual.............................................................................................................. 77
Renewal Process ............................................................................................................................. 77
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BNI Overview
How to Use this Leadership Team Manual

Welcome to the updated version of the BNI Leadership Team Manual. All your Leadership Team
Support material in one location! This PDF is searchable; you can also click links in the Table of
Contents as well as throughout the document to quickly take you to respective sections.
History of the Organization

Dr. Ivan Misner was a management consultant when he started
the organization in 1985. He worked with companies that
needed assistance in strategic planning and organizational
development. As a business consultant, he received most of his
business through referrals. However, he was not satisfied with
the types of business groups that existed and he put together a
networking group that was structured and focused on doing
business and had an emphasis on positive reinforcement and
support. That organization became BNI ®.
To learn the entire history of BNI globally and in the USA, you
can find an electronic copy of Givers Gain®: The BNI® Story on
BNI Business Builder under BNI U Training > Presentations.
BNI Philosophy & Principles

Philosophy
Success in BNI means being a positive and supportive Member of an organization based upon mutual
support. This requires a commitment to your fellow Members as well as to the philosophy of Givers
Gain®. By giving business to others, you will get business in return.
Mission Statement
The mission of BNI is to help BNI Members increase their business through a structured, positive and
professional referral marketing program that enables them to develop long-term, meaningful
relationships with quality business professionals.
Vision
BNI’s Vision statement is Changing the Way the World Does Business ®
BNI Core Values

1. Givers Gain®
Be willing to give first, before you expect to gain. Giving unconditionally creates a better world
for everyone and creates important opportunities and lasting relationships.
2. Building Relationships
Building strong relationships creates an environment of trust and support that yields happiness,
opportunity and meaning.
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3. Lifelong Learning
Invest in yourself to become the leader you want to be. Your value grows as you develop
your knowledge and skills. Lifelong Learning and lifelong happiness are intimately
connected.
4. Traditions + Innovation
We honor our traditions and look to a brighter future fueled by innovation, optimism, and
excitement.
5. Positive Attitude
We find the good in everything that happens to us and that propels our lives forward. Finding
the good in every person enables us to attract terrific people, opportunities, and wealth.
6. Accountability
We keep the promises we make, especially when it is hard to do so. This creates trust and
supports strong relationships.
7. Recognition
We appreciate that recognition fuels the growth of successful organizations. The person who
masters the art of recognition attracts success, meaning, and happiness.
BNI Code of Ethics

When evaluating Members, please apply the following BNI Code of Ethics to the various situations.
This is not meant to be a list of specifics but can be applied in principle to almost any conflict or
complaint.
Upon acceptance to BNI, I agree to abide by the following BNI Code of Ethics during the service of my
participation in the organization:
1. I will provide the quality of services at the price I have quoted.
2. I will be truthful with the Members and their referrals.
3. I will build goodwill and trust among Members and their referrals.
4. I will take responsibility for following up on the referrals I receive.
5. I will display a positive and supportive attitude.
6. I will live up to the ethical standards of my profession.*
*Professional standards outlined in a formal code of conduct for any profession supersede the
above standards.

General Policies
Membership Committees of each chapter have final authority related to BNI Policies. Membership
Committees may put a BNI Member on probation or open a Member’s classification for failure to
comply with the Member Policies, the Code of Ethics or BNI Core Values.
1. Only one person from each BNI classification can join a chapter of BNI. Each Member can
only hold one BNI classification in a BNI Chapter.
2. BNI Members must represent their primary professional focus.
3. BNI Members must arrive on time and stay for the entire published meeting time.
4. An individual can only be a Member of one BNI Chapter. A Member cannot be in any other
program that holds Members accountable to pass referrals.
5. A BNI Member is allowed three absences within a continuous six-month period. If a Member
cannot attend, they may send a substitute; this will not count as an absence.
6. Members are expected to be engaged in the BNI Chapter by bringing qualified referrals
and/or visitors.
7. Visitors may attend BNI Chapter meetings up to two times.
8. Only BNI Members who have completed the Member Success Program, and BNI
Directors/Director Consultants can do Feature Presentations during the BNI Meetings.
9. Leaves of absence are possible for certain extenuating circumstances (e.g., extended
medical issue that prevents member from working) at the discretion of the Membership
Committee.
10. Members who wish to change their BNI classification must submit a new membership
application for approval.
11. All BNI membership lists are for the purpose of giving referrals only. Before sending any
marketing or business solicitation communications to BNI Members outside your chapter or
Director/Director Consultants, the recipient must give their consent. Consent must be freely
given, specific, informed and unambiguous.
Policies are subject to change. All proposed policy changes need to be reviewed first by the
International Board of Advisors.
Administrative Policies
1. There is an initial application fee. Participation fees are paid annually or biennially. Contact
the local Secretary/Treasurer for amounts and payment instructions.
2. BNI may establish Chapters in every city or community with people interested in developing a
referral-based business. In addition, BNI reserves the right to open more than one Chapter
per community or city where demand of BNI’s services are requested.
3. Membership fees are payable 30 days prior to the due date. Members not paid by the first
day of the month they are due, are considered late and will be assessed a late charge. If
fees are not paid within 15 days, the Member will be officially dropped by BNI.

4. Fees are non-refundable. A Certificate of Credit will be given, upon request, to Members in
good standing for the unused portion of their time. This certificate of credit will be valid for a
duration of 2-years from the issue date.
5. Fees cannot be transferred from one person to another unless the fees are from the same
company.
6. BNI has a strict policy on returned checks. A Member has three working days in which to
contact their Regional BNI office and resolve the matter. Any returned checks not resolved
within this period will be turned over to collections. All returned checks will be assessed a
minimum $25 returned check fee. If a Member passes a second NSF check, that Member
will be subject to immediate termination.
7. BNI is a marketing service provided by BNI Global, LLC. BNI or any of its franchisees reserve
the right to discontinue a Member’s participation in this program.
8. A Member requesting a transfer from their current Chapter to a new Chapter will be required
to submit a completed new Member application to the Membership Committee of the new
Chapter. In addition, if the Member has less than 6 months of paid membership credit, they
must submit a renewal payment. Or, if the Member has more than 6 months of paid
membership credit, no additional investment is required. Upon acceptance into the new
Chapter, the credit from their previous Chapter will be added to their membership in the new
Chapter as well as the renewal time, if applicable.
Non-Discrimination Policy
BNI Global requires that Chapters review and select persons for membership in all classifications
based on qualifications without regard to race, color, gender, religion, national origin, marital status,
sexual orientation, age or disability. BNI will support no Chapter’s action when in violation of this non-
discrimination statement.
No Harassment Policy
BNI does not tolerate harassment of our Franchisees, regional teams, leadership teams or Members at
the hand of another. Any form of harassment on the basis of race, creed, color, age, sex, sexual
orientation, gender identity, national origin, ancestry, citizenship status, religion, marital status,
disability, military service or veteran status, genetic information or any other classification protected by
applicable federal, state, or local laws and ordinances is prohibited and will be treated as a disciplinary
matter. BNI is committed to freedom of harassment within our network. In addition, as BNI is a global
organization, we all need to be culturally sensitive so that we can best relate to each other.

BNI Weekly Chapter Meeting Agenda
Wasting time in unproductive meetings has become a common joke in business. To avoid wasting your
time, since 1985 every BNI Chapter meeting is run by an agenda. Each item on the agenda was an
innovation that generates more referrals for members.
The BNI Meeting Agenda is the core element that makes the BNI system work for each Member. With
the best of intentions, there have been chapters that have altered the agenda for their chapter. They felt
their innovation was better.
When comparing the number of referrals passed in the least amount of time, no agenda has beaten the
agenda below.
Only BNI Chapter Members get to use this agenda. It has been refined from millions of meetings to
work. Excitedly use the agenda to help members feel great about the agenda and you will generate
more referrals for your chapter.
BNI Online: Please refer to the BNI Online Agenda for BNI Online Meetings located in the BNI
Online Supplement.
Meeting Agenda Outline

1. Open Networking
2. Welcome Visitors and Introduce Leadership Team, Membership Committee, Visitor Hosts,
Education Coordinator, Event Coordinator, Growth Coordinator and Mentor Coordinator
3. Purpose and Overview of BNI
4. Networking Education
5. Announce BNI Network Leaders
6. Pass Business Card Binder
7. Welcome New and/or Renewing Members to the Organization
8. Members Introduce Themselves and Give their Weekly Presentation
9. Welcome Visitors to BNI and Have Members Introduce Them
10. Vice President’s Report
11. Membership Committee Report
12. Secretary/Treasurer Announces Speaker Rotation
13. Speaker(s) Give 5-12 Minute Feature Presentation(s), Including Questions and Answers
14. Referrals and Testimonials
15. Referral Quality Check
16. Secretary/Treasurer’s Report
17. Visitor Recognition and Visitor Orientation
18. BNI Announcements, Reminders and Special Reports
19. Door Prize Drawing(s) for Members Bringing Visitors or Referrals

20. Close Meeting

Meeting Agenda Detail
The Leadership Team and Visitor Hosts arrive a minimum of 15 minutes before the designated
meeting time to welcome visitors. Note: The Chapter Leaders will make or break the quality of most
meetings! Be positive, professional, and enthusiastic.
BNI Online: Please refer to the BNI Online Agenda Detail for BNI Online Meetings, located in the
BNI Online Supplement.
0:00 1.  Open Networking

Goal:
• The meeting begins punctually with 15 minutes of open time for Members to build
stronger relationships with each other and to meet visitors.
• Members should follow up on referrals given and set up One-to-Ones.
• Use this time to foster stronger relationships with Members you know and initiate
relationships with Members you haven’t connected with. Plus, make a point to
meet visitors and welcome them to your Chapter.
President Script: “Welcome to the BNI ____________________ Chapter! Members,
please take a moment to greet our Visitors this morning, exchange business cards and set
up One-to-Ones. We will begin the formal part of the BNI Meeting after Open Networking.”
0:15 2. Welcome Visitors & Introduce Leadership Team

Goal:
• The President welcomes everyone to the Chapter meeting, invites them to take
their seats.
• The President then welcomes visitors and introduces Chapter leadership.
President Script: “Please take your seat for the next part of the meeting. Take a moment
to silence your electronic devices. At this time, will the Leadership Team and Support
Leadership Team Members please stand and state your name and position.”
I’d also like to welcome our Visitors and Substitutes. Visitors, please stand and state your
name, business name and who invited you here today. Substitutes, please stand state
your name, business name and who you are substituting for today.”
After Visitor Introductions, “We are glad for each of our visitors today. We are interviewing
good businesspeople that we can give all our referrals to. Your goal today is to experience
a meeting, see that we are focused on helping each other grow. At the end of our meeting
today, [Visitor Host’s name] will meet with you briefly to discuss with you the meeting the
best way to move forward from there. Sound good?”
“I’d also like to introduce our visiting Director/Director Consultant and Ambassadors today.
President Note: Observers, including those from newly forming Chapters, should
designate one representative to speak on behalf of all observers.
Key Points:
• Allows extra visibility for Members who hold leadership positions
• Educates Visitors on Chapter roles and responsibilities
• Reminds Members who they can go to for assistance in a specific area
• Shows structure, support and Member involvement

0:16 3. Focus Core Value of the Week and What it Means to Them
Goal:
• Discussing a Core Value each week reinforce BNI’s Core Values to the Members.
President Optional Script: “Each week, it’s great to remember our Core Values and what
binds us together as Members of BNI. Today, I’d like to share <core value> and why that’s
important to me …”
0:17 4. Purpose and Overview of BNI

Goal:
• The President recognizes a Member to tell share the impact BNI has had on their
business.
• Consider if there’s someone you know who would appreciate hearing this story to
encourage them to visit your BNI Chapter.
Alternative Script: “Additionally, BNI is the most successful organization of its type in
the world. Currently, there are over ______________ Chapters and more than
_______________ Members worldwide. In the last 12 months, BNI Members passed
over _______________ referrals and this translates into over _______________ in
business being passed between Members. The BNI philosophy is Givers Gain ®: If I give
business to the Members of my Chapter, in return they will want to give business to me.”
Key Points:
• To get the most updated statistics, click here.
• Gives Visitors an opportunity to hear Members’ positive testimonials
about how BNI is effective
0:18 5. Networking Education
Goal:
• The Education Coordinator (or a Member assigned in advance by the Education
Coordinator) delivers a 3-5-minute presentation on networking.
• Always look for opportunities to improve one of the most important skills of Master
Connectors.
Key Points:
• Can be used to highlight those who have excelled in Member
participation (for example, inviting Visitors or passing referrals) by
having them share their techniques
• An opportunity for general coaching on Membership Committee
concerns delivered in a positive way
0:21 6.  Recognition
Goal:
• During the first meeting of the month, the Vice President recognizes Members
who made significant efforts in the previous month.

• Make a note to congratulate Members on their achievements to become Master
Connectors themselves.
• Study what successful Members do that make them so effective. Then make
plans to go beat them next month.
The example below is for the monthly recognition of high performing Members through
the awarding of Notable Networker Certificates. If there is more opportunity for
recognition outside of the Notable Networkers, this time can be used.
Vice President Script: “For the previous month, we’d like to acknowledge our top-
performing Members for …
• Most Chapter Education Units completed
• Most Visitors brought
• Most One-to-Ones conducted
• Most Referrals given
• Most Thank You for Closed Business generated
We encourage you to schedule a One-to-One with these Notable Networkers.”
Vice President Note:
• Consider framing the Notable Networker Certificates, in advance.
• Have recipients come to the front of the room to be recognized.
Key Points:
• Gives praise and appreciation to the Members
• Encourages Members to continually participate in the BNI program
• Creates an opportunity for additional visibility via social media
• Encourages Members to find additional referrals to thank the Notable
Networkers
0:24 7.  Welcome New and/or Renewing Members to the Chapter
Goal:
• A fun celebration of new Members and anniversaries.
• New and/or renewing Members (who have been approved by the Membership
Committee) come to the front of the room for a formal induction into the Chapter.
• The President explains the contents of the Member Success Kit via a sample to
display (if the kit is mailed to the new Member) to newly accepted Members
emphasizing the use of the name badge and lapel pin outside of the Chapter
meeting.
• Chapter Members stand and recite the BNI Code of Ethics with the new Member.
• The existing Members agree to support the new Member as they become a
contributing part of the team.
• Aim for making an impact and having fun!
• Welcome new and renewing Members warmly into the Chapter with a round of
applause.
President Script: “I’d like to welcome our new and renewing Members to the BNI
____________________ Chapter. Please come to the front of the room so we may
formally induct you. Members, please stand for the BNI Code of Ethics. New Members:
Please share why you applied for membership in our BNI Chapter. Renewing Members:

Please share why you chose to renew your membership in our BNI Chapter. New
Members, please stay after the meeting today for a New Member Orientation.”
Key Points:
• Celebrates Chapter growth
• Reconfirms commitment to the BNI Code of Ethics
• Demonstrates a warm welcome to the Chapter
• Asking Members and Visitors why they chose to (re)apply provides
positive feedback for the entire Chapter and good reasons for Visitors
to join.
President Note: Be sure to notify new and renewing Members in advance to be
prepared to briefly share why they applied for or renewed their BNI membership.
0:26 8.  Weekly Presentations

Goal:
• This is the second most important part of the meeting. Each Member introduces
themselves, explains to Members what they do and asks for connections to their
best target customers.
• Use your 30 to 60-second Weekly Presentation to educate your referral marketing
team on who you are, what you do, how you add value and how to find referrals
for you.
• While listening to each Member, consider whether over the last week you’ve
heard anyone using the language of referrals to signal the opportunity for
referrals.
President Script: “Members will now give their Weekly Presentations. This is your
opportunity to continue the process of educating your referral marketing team on who
you are, what you do, how you add value and how to find referrals for you. Please
include your name, business name and specific referral request. Substitutes, during
Member introductions, give the Weekly Presentation for the Member you are substituting
for. We will be timing our Weekly Presentations today, so keep your eyes on our
timekeeper.”
President Note:
• Include BNI Ambassadors and Directors with the Members, if in
attendance.
• When people exceed their time, please stand and say Thank You.
• When the Chapter membership exceeds 60 Members, it is important to
expand the meeting time from 90 minutes. Each Member needs to have
at least 30 seconds to complete their Weekly Presentations as a
Member benefit.
Secretary/Treasurer Note: The timekeeper may consider using the BNI Timer App or
flags for timing Weekly Presentations. For example, the yellow flag means you have 10
seconds, the red flag means time is up.
0:49 9. Welcome Visitors to BNI Chapter Meeting

(After all Members have presented) “Visitors, it is now time for you to introduce yourself.
Please educate us on your business and tell us how we can find referrals for you. You
will also be timed so keep your eyes on our timekeeper."
0:51 10. Vice President’s Report

Goal:
• To keep Members excited about generating referrals, the Vice President provides
the “PALMS Report” statistics: average number of monthly referrals, the average
number of monthly visitors and the total referrals to date.
• Identify where you are on the report and consider how you can pass more
referrals and sponsor more Members to practice Givers Gain and increase the
results of your Chapter.
• This weekly report is derived from the Summary PALMS Report in BNI Connect
and is no more than two minutes in length.
Vice President Script: “I’d like to share the results of our business activities …
• Average number of monthly referrals
• Average number of monthly visitors
• Total referrals to date
• Total Thank You for Closed Business last month
• Total Thank You for Closed Business to date
To ensure that our results remain up to date, please remember to submit your activities
online each week.”
Vice President Note: Please reference your Chapter Goal Boards, if utilized.

0:52 11. Membership Committee Report
Goal:
• Delivered by the Vice President or a Membership Committee Member, this report
updates Members regarding professions needed in the Chapter, pending
applications and policies and matters of interest from the Membership Committee.
• Fill in gaps within your referral network by inviting visitors and sponsoring new
Members.
Vice President Action: Ensure a Membership Committee Member is pre-selected for
this report each week.
Key Points:
Mention the professions of the visitors in the room as professions that the Chapter is
seeking to fill. This will make the Visitors feel welcome and important.
0:53 12. Introduction of Featured Speaker(s)

Goal:
• The Secretary/Treasurer announces the speakers for the next six weeks and
introduces this meeting’s speaker using the Member’s Biography Sheet (found in
the Member’s BNI Connect Profile.
• Customizing Member Presentations to address the needs of the Members will
result in a better presentation.
Secretary/Treasurer Action:
• Announce upcoming speakers for the next six weeks.
• Remind upcoming speakers to bring a door prize.
• Deliver an engaging, professional introduction for this week’s Featured
Speaker(s) using the Biography Sheet.
Secretary/Treasurer Note:
• Schedule your upcoming featured speakers for 8-12 weeks. Please
refer to the “Manage Feature Presentations” presentation on BNI
Business Builder for more information.
• Request a title for each speaker’s presentation.
• Enter next month’s upcoming speakers on BNI Connect, so Members
receive reminder emails.
Key Points:
• By entering your upcoming speakers on BNI Connect, your fellow
Members will be highlighted on your Chapter website.
• Members can invite visitors based on the Speaker’s topic of interest.
0:54 13. Speaker(s) Give 5-10 Minute Feature Presentation
Goal:
• One or two Members provide a presentation that gives Members greater clarity as
to the target market and business to help generate more referrals.
• Always listen with a “beginner’s mind.”

• Look for new ideas or for things you used to know but have recently forgotten. A 5
to 10 minute detailed business presentation.
President Script: “Now that we know more about ____________________, let’s do our
best to bring them a referral next week.”

1:04 14.  Referrals & Testimonials
Goal:
• All Members stand for this, the most important part of the meeting.
• Members report referrals given or provide a testimonial for any Member of the
Chapter.
• Make the decision to set aside the time throughout the week to ensure you
always have a referral to report or a testimonial to provide.
President Script: “This is the most important part of the meeting. All Members of this
Chapter stand and participate. Keep it brief and positive. Start with ‘I have ....’ Examples
include referrals, visitors or testimonials. All other activity should be recorded in the BNI
Connect Mobile App. Visitors, tell us briefly what impressed you most about the meeting.”
President Notes:
• Since all activity is entered into the BNI Connect mobile app, it is
important that the energy is main very high during this part of the
meeting. It is the most important part of the meeting. Consider the
following:
• Remind Members to be excited. They are helping a Member grow their business.
• Have each Member state how many referrals and visitors they have before naming
the Members. “I have 3 referrals, one for Robin for copywriting, one for Vince for
travel and one for Hazel for coaching.”
• At the end, give a summary of how many referrals and visitors were reported in the
meeting. “In summary, we had 3 visitors and passed 68 referrals this week. That is
68+ opportunities to close sales.”
Key Points:
• Members are encouraged to focus their testimonial time on one person
as well as submit it in writing.
• Starting with Members allows visitors an opportunity to observe then
comment on the power of the Referrals & Testimonials.
1:22 15. Referral Quality Check
Goal:
• The Vice President chooses two referrals from two weeks prior and asks the
Members who shared them to stand to report the outcome to the Chapter.
• Consider what makes a quality referral so you can strive to become the best
Master Connector you can be.
Definition: Vice President picks two referrals from two weeks prior. Ask the Members
who received the referrals to stand and share the status.
Vice President Script: “This is the quality control portion of our meeting. For the
Member who received the referral,
• Have you called the referral?
• Was the other person prepared to take your call?
• Was this an opportunity to do business?”

1:24 16.  Visitor Recognition
Goal:
• The President excuses visitors to another room to speak with the Visitor Host for
more information to consider applying for membership in the Chapter.
Definition: President acknowledges and thanks the Visitors for attending, directing them
toward the Visitor Orientation.
President Script: “Visitors, do you think your business could benefit from referrals from
Members of our BNI Chapter?
Only one person can become a Member from your BNI Classification. Positions tend to
fill up very quickly. While you are securing your position, upon acceptance by the
Membership Committee, will also lock out your competitors from the Chapter!
Will the Visitor Host Team please stand? Will our Visitors please stand? Thank you for
being here today. The Visitor Host Team will now meet with you to answer any questions
and to walk you through the next steps. You may leave your things here, as you may
come back and network after the brief orientation is complete. Thanks again for being
here today!”
President Notes:
• For recognition, ask Visitors and Visitor Host(s) to stand and stay
standing.
• The appropriate number of Visitors Hosts exit with the Visitors. For
example, 4 Visitor Hosts do not exit to conduct Visitor Orientation for
only 1 or 2 visitors.
• Pause to allow them to leave the meeting area (or proceed to
Announcements if Visitor Orientation is conducted after meeting).
1:26 17. Secretary/Treasurer’s Report:
Goal:
• Increase Member renewal rates by inviting expiring Members to renew.
• Each week, announce Members up for renewal as indicated on the Membership
Dues Report in BNI Connect.
Secretary/Treasurer Script: “The following Members are up for renewal in the next 90
days … ___________, ___________, ___________. To apply for renewal of your
membership, please submit your Renewal Application online in BNI Connect or see me
for details.”
Secretary/Treasurer Note: This statement is repeated each week for any Member
whose membership is already overdue or who has not yet submitted their renewal with
the appropriate participation fees.
1:28 18. BNI Announcements, Reminders and Special Reports

Goal:
• Deliver more value to Members and increase participation at other BNI
networking events, Member training programs and other regional activities.
Key Points:

• Use this as an opportunity to promote upcoming events. Have Members
share testimonials on their past experience attending these events.
1:29 19. Door Prize Drawing(s) for Members Bringing Visitors or Referrals
Goal:
• A celebration, a chance to have fun and build relationships among Chapter
Members. The Door Prize Drawing is recognition for Members bringing first-time
visitors or referrals.
• Each featured speaker brings a door prize.
• The Vice President conducts the drawings each week.
Vice President Notes:
• Before the meeting starts, ensure that today’s door prizes are present
and business-appropriate.
• Ensure the Chapter has a backup plan for a door prize.
1:30 20. Close Meeting
Definition: The President or a designated Member gives a positive quote for the week
and requests that Members focus on bringing referrals or visitors for the next meeting.
Additionally, the President ends the meeting with:
“We will see you all at next week’s meeting, which begins … right now!”
*Visitor Orientation is in progress.
Immediately following the meeting, the President or designee conducts a New Member
Orientation and informs new Members that they are required to attend the Member
Success Program.
Hidden Elements of the Meeting

Large Chapter Agenda Adjustments
• All times listed assume a 7:00 am start time. Please adjust your times accordingly, if necessary.
Chapters with 50+ Members may collectively agree to facilitate the BNI Weekly Meeting Agenda
beyond 90 minutes with Executive Director/Regional Director approval.
Up to 50 Members 51-70 Members 71+ Members
Open Networking
7:00 am or earlier 6:45 am or earlier 6:30 am or earlier
Begins
Structured Agenda
7:15 am 7:00 am 6:45 am
Begins
Name and Name and

Visitor Introductions business name business name Name and business name only
only only
Networking Education 3-5 minutes 3 minutes 3 minutes
Weekly Presentations Up to 60 seconds Up to 45 seconds Up to 30 seconds
Up to 2 speakers; Up to 2 speakers;
Up to 2 speakers;
Feature Presentations Up to 10 minutes Up to 10 minutes
Up to 10 minutes total
total total
Member
Up to 30 seconds Up to 25 seconds Up to 20 seconds
Referral/Testimonial
Select two Visitors to share

Visitor Weekly
Up to 15 Seconds Up to 15 Seconds positive feedback; Up to 15
Contributions
Seconds

Chapter Processes
Growth
Growth happens when the Chapter is healthy. The whole Leadership Team works to set and review the
goals of the Chapter at each Chapter Success Meeting. The Membership Committee Community
Builder helps develop the top ten lists. All Leadership Team Members encourage Members to invite
and engage visitors with the Membership Committee being the accountability arm ensuring all
Members are engaged. Ultimately, it is the Visitor Host and follow-up efforts from the Regional Team
that support overcoming objections and converting visitors into Members. If this process is working, a
Chapter will grow without any specific growth mechanisms.
Set and Measure Growth Goals
Identify &
Encourage Converting
Communicate Engage Overcome
Members to Visitors to
Top Ten Visitors Objections
Invite Visitors Members
Classifications
Communicate the Value to BNI Members

Member Development
To maximize the potential for your success, the goal is to learn how to use the BNI system efficiently
and effectively. This begins with the Passport to Success Program that is administered to the new
Members by the Mentor Coordinator and trained Member Mentors.
Coordinators provide continuous learning opportunities for all Members. Through strong leadership and
productive conversations in the Chapter Success Meeting, the Membership Committee will be able to
hold Members accountable, recognize good performance and perform coaching moments as needed.
Provide
The Relevant
Passport Education
Program Moments
Leadership
Perform that Develops Hold
Coaching Members
Moments Great Accountable
Members
Recognize
Good
Performance

Retention of Members
In addition to the Member Development processes, the following are key to the retention of Members.
All Members are responsible for creating an inclusive environment, engaging new Members and
celebrating successes. It is part of leadership. Ensuring there is cooperation amongst all Members in
the Chapter through the selection of BNI Classifications is a key responsibility of the Quality Assurance
Membership Committee Member. Many conflicts can be avoided if this process is thoughtful. Gathering
feedback, through the Seven-Month review and other surveys, informs the Leadership Team of
adjustments that need to be made to ensure Members are happy and successful. This is driven by the
Member Engagement Membership Committee Member and other participants of the Chapter Success
Meeting.
Celebrate
Successes
Create an Gather
Inclusive Member
Environment Feedback
Engage New
Members
Professional Perform
Classification Seven Month
Selection Review

Monthly Chapter Success Meeting
The Chapter Success Meeting is the former Leadership Team Meeting and Membership Committee
Meeting wrapped into one. For best results, schedule the same week (first or second week) of each
month of the year to align when the Director Consultant visits the Chapter.
Agenda and Instructions

Attendees
• The Vice President and Membership Committee are present for the entire meeting.
• The President, Secretary/Treasurer and Visitor Host Coordinator (optional) will attend through the
Passport to Success Progress agenda item.
• The Mentor Coordinator will attend through the Power of One Report review.
Preparation for the Meeting

In preparation for the meeting, copies of the following reports should be available during the meeting:
• Chapter Success Meeting Report – blank • Chapter Traffic Lights – BNI Connect
• Chapter Success Meeting Report – • Member Traffic Lights Report
previous month • Membership Dues Report – BNI Connect
• Chapter Visitor Report – BNI Connect • Seven-Month Review (as many as needed)
• Chapter Roster Report – BNI Connect
As the Meeting Begins
• Enter the Chapter name, your name and date
• Enter the names of the people in attendance
Agenda
The President facilitates the first half of the meeting.
1. Review action items from the last meeting
a. The Vice President reads from the previous month’s Chapter Success Meeting Report any
action items documented.
b. Each person who received an action item from the previous meeting reports on the status.
2. Review visitor attendance
a. The Secretary/Treasurer or Visitor Host Coordinator reports the number of visitors in
attendance last month.
b. The Secretary/Treasurer or Visitor Host Coordinator states, by name and category, the
visitors who submitted applications.
c. The Secretary/Treasurer or Visitor Host Coordinator states, by name and category, the
visitors who could convert to Members with some additional follow-up.

3. Membership Review – This information can be pulled from the Roster Sheet dated the previous
month.
a. The Vice President or assigned Membership Committee Member reports the number of
new Members last month and mentions them by name.
b. The Vice President or assigned Membership Committee Member reports the number of
dropped Members last month and mentions them by name.
c. The Vice President or assigned Membership Committee Member discusses with the
attendees the net growth for the previous month. The goal of the Chapter should be net
one if the Chapter wants to remain the same size and net two or more if the Chapter
wants to be on a growth path.
4. Reports Review – Reports needed include the Chapter Roster Report and Chapter Traffic
Lights.
a. Review the Chapter Roster Report to determine if the Chapter has a complete
Leadership Team. If not, the Leadership Team Members with open roles should fill those
roles within the next month.
b. Review the Chapter Roster Report to determine how the Chapter performed in the three-
month PALMS. It is important to look at this trend compared to the Chapter Traffic Lights
to see if there is a change in performance. The Chapter Traffic Lights shows the last six
months which makes it hard to see recent trends.
c. Review the Chapter Traffic Lights. The Chapter should have the goal of being in the top
percentage bracket in all areas if possible. Depending on the size of the Chapter and the
goal for inviting visitors, it may be acceptable for the visitor conversion rate to be lower
than the maximum point value.
5. Other topics as needed
a. Secretary/Treasurer reports on Chapter finances.
b. Should the Chapter be looking for another venue? How are venue relations?
c. How can concerns be addressed before they become written complaints?
d. How did the weekly meeting look to the Director Consultant?
6. Passport to Success
a. Discuss each Member by name and their progress through the program generally.
b. Discuss in detail new Members who are not on track. Brainstorm ideas to help them get
back on track.
At this point, the President, Secretary/Treasurer and Visitors Host may leave the meeting.
The Vice President facilitates the rest of the meeting.

7. Member Traffic Lights based on the Power of One
a. Look at the distribution of green, yellow, red and gray. The goal is to have as many
people as possible in the green. What can be done to move people from yellow to green,
red to yellow, and gray to red? How can the Education Moments be used to improve
Member performance?

b. For the Members in the bottom three positions. What can be done to help them improve
performance? Note: There is a misconception that new Members can be in the gray
without alarm. If the new Members are actively involved in the Passport to Success
Program, they will be in the yellow (completing Member Success Program for CEUs,
completing one to two One-to-Ones per week and attending meetings regularly achieves
60 points).
c. Discuss how the Mentor Coordinator can help support getting these Members more
engaged.
At this point, the Mentor Coordinator may leave the meeting. Only the Vice President, Membership
Committee and Director Consultant should be in attendance for the remainder.
8. Seven-Month Review – This information can be found on the Membership Dues Report.
a. Who is up for renewal in five months?
b. Who is the best person on the Membership Committee to have a one-to-one
conversation with the Member? This person needs to have a relationship but not be so
close that the conversation can’t be constructive.
c. Complete the top portion of the Seven-Month Review for each person up for renewal in
five months.
9. Approving Renewals – This information can be found on the Membership Dues Report.
a. Who is up for renewal in the next 60 days?
b. If the person is going to be renewed, it can be communicated immediately.
c. If a person is not going to be renewed, it should not be a surprise. Therefore, it’s
important their Seven-Month Review reflects that the Member had many development
opportunities. If it would be a surprise to the person, a coaching conversation must be
had in the next 30 days to explain the situation. The final decision on non-renewal
should happen on or around the Member’s renewal date.
d. It is important that the BNI Regional Office knows the person is not going to be renewed
so that administrative processes like reminders can be stopped. Please communicate
non-renewals to the BNI Regional Office in the way they have been prescribed.
10. Progress of Written Complaints (if applicable).
a. All written complaints should be handled upon receipt. This is the time for the
Membership Committee to review status and determine the next steps to urgently
complete review processes.
b. Has the Secretary/Treasurer had any issues with people paying Chapter Dues that need
to be addressed?
11. Recommendations for the Chapter President – Add any action items for the President here.
Ensure they are communicated to them immediately after the meeting.
12. Recommendations for the Director Consultant – Add any action items for the Director
Consultant here. Ensure they are communicated to them immediately after the meeting.

Chapter Organizational Chart
President
Education
Vice President Secretary/ Treasurer
Coordinator
Membership Membership
Visitor Host
Committee-- Committee--Quality Visitor Host--Greeter
Coordinator
Community Builder Assurance
Membership
MC--Member Visitor Host--Follow-
Committee--Member Visitor Host--Closer
Engagement Up Specialist
Relations
Mentor
Coordinator

President
The President facilitates a smooth, timely meeting by following the BNI Weekly Meeting Agenda
focused on educating the visitors about BNI; facilitates monthly Leadership Team Meetings; ensures all
leaders are fulfilling their responsibilities; provides direction and motivation for the Chapter to meet its
goals; communicates weekly with the Director Consultant.
President Checklist of Responsibilities

To be on the Leadership Team, the President agrees to:
 Fulfill the responsibilities listed below;
 Have one or more months in remaining dues;
 Sign the BNI Leadership Team Non-Disclosure, Non-Solicitation and Non-Compete Agreement;
 Complete Leadership Team Training (eLearning and Instructor-Led Training).
BEFORE the Chapter Meeting each Week
 After Membership Committee approval, call to welcome accepted applicants to the Chapter
 Arrive 15 minutes early to the meeting
 Check on room/meeting setup
 Appropriate signage at main entrances
 Confirm Visitor Host & Member Resource Tables are set up
 Prepare for a successful meeting
 Business Card Binder on table
 BNI Weekly Chapter Meeting Agenda on table
 Door Prize at front of the room
 Member Success Kits ready to induct new Members
 Length of Membership Ribbons ready for re-induction of renewed Members
 Purpose and Overview assigned to a Member
 Know who is prepared to deliver the Membership Committee Report
 Positive quote prepared for the end of the meeting
DURING the Chapter Meeting Each Week
 Flash the lights/Get Members’ attention at 3 minutes prior to starting formal agenda (0:12)
 Proceed with the formal part of the agenda (0:15)
 Run the Chapter Meeting according to the BNI Weekly Chapter Meeting Agenda
 Ensure all Leadership Team Members are fulfilling their roles/reports during the meeting
AFTER the Chapter Meeting Each Week
 Participate in the Weekly Chapter Success Call with your Director (along with your Vice
President and Secretary/Treasurer) Send a weekly follow-up and reminder email to all Members

 Send a weekly follow-up and reminder email to all Members. Recap meeting happenings,
announce upcoming speakers, Meeting Stimulants, events and reminders.
 Call visitors within three days of your weekly meeting to thank them and answer any questions
AS NEEDED
 Conduct One-to-Ones with new Members as part of the Passport to Success Mentor Program

 Participate in the Leadership Team Selection Process as guided by your Director.
MONTHLY
 Facilitate the first half of the Chapter Success Meeting
 If present, your Director Consultant may attend
 Review monthly reports and records
 Attend monthly support and training opportunities as offered by the BNI Regional Office
 Order supplies
 Select one meeting theme to use during one Chapter meeting per month
 Attend the monthly Leadership Roundtable or you just have a Chapter leader attend in your
place.
REPORTS
 Verify that the Vice President has sent in the Chapter Success Meeting Report to your Chapter
Support Director or the BNI Regional Office monthly and has entered all Chapter records in BNI
Connect on a weekly basis
Chapter Supplies
Be sure your Chapter is supplied with all the materials you need to run your Chapter efficiently and
effectively. Consider the impact to the Visitor Experience if Chapters are out of pertinent informational
materials.
Weekly Follow-Up & Reminder Email Communication

Weekly follow-up and reminder emails are essential to ongoing communication between Chapter
Members about Chapter happenings. Here is an example of an outline to develop your weekly email
reminders:
• Weekly Presentation Topic
• Weekly Stats / VP Report
• Last week we passed ___ referrals, had ___ One-to-Ones and reported $_______ in business
• Upcoming Speakers
• Purpose & Overview
• Networking Education
• Feature Presentation
• Closing Quote
• Welcome New & Renewing Members
• Chapter Facebook Page, Chapter Website
• Chapter Goals

• Top Five Professions Wanted
• Upcoming Events
Chapter Meeting Venue

• Is the location easy to find with ample signage?
• Is there adequate and easy to find parking?
• Is the room available at least 30 minutes prior and 30 minutes after meeting time for set up,
networking and clean up?
• Who is responsible for opening the doors?
• Can the room be set in a horseshoe, square or boardroom seating arrangement?
• Is there at least 10+ extra chairs beyond those used by your Members and visitors?
• Does the venue portray a high-quality, professional business image?
All venue changes are subject to the approval of the Regional or Area Director BEFORE making a
change. Please contact your Chapter Director as soon as a venue change becomes necessary. The
Director’s role is to ensure all Chapters meet in high-quality venues that display a high level of
professionalism.
Do you have a backup plan? What happens when the venue calls you the night before your Chapter
meeting and says that your room won’t be available in the morning? Prepare for the unexpected by
having a backup venue in mind that may work at the last minute. Develop a communication system that
will ensure all Members get the message at the last minute. Put up a sign at your normal venue to
indicate the last-minute venue change. Don’t let someone else’s actions interfere with your Chapter’s
opportunity to do business!
Meeting Themes
Historically, Meeting Stimulants were recommendations for making Weekly Presentations fun and
interesting. The Chapters that have grown the membership and closed business significantly for their
Chapter and Members took this idea a step forward. The Chapter Leadership Team chooses a theme
for one week, once a month or less. The theme may be:
• Business Owners/CEOs
• Homeowners
• Substitutes
• Getting Healthy
• Visitors Day (also known as Open Business Days)
• Bring Your Best Client Day
• Stack Days
• Contact Sphere Days, etc.
Once the theme is selected in advance, Members should invite people who would be interested in the
theme. Members should contour their Weekly Presentations.

Annual Theme Calendar (Sample)
Chapter Name: ________________________________ Term Date: _________________________
Begin End Outcome

Month Marketing Strategy Goal
Date Date Result
OCT Networking Mixer
NOV Real Estate Day
DEC Toy Donation
JAN Construction Day
International Networking Week

FEB
Bring Your Best Client Day
MAR CEO/Business Owner Day
# Invitations Per
Member: _______.
APR Visitors Day Program # Invitations for
Chapter: _______.
# New Members:
MAY Visitors Day Program
________
JUN Bring a New Substitute Day
JUL Begin BNI Game
AUG End BNI Game
SEP Health & Beauty Day

Vice President
The Vice President is the manager of the Membership Committee; conducts monthly and brief weekly
Membership Committee meetings to ensure all Membership Applications are being reviewed and
issues are being handled promptly; keeps accurate records of attendance, referrals given and received,
visitors, One-to-Ones and closed business; enforces the attendance policy by monitoring the
automated attendance emails and assigning Membership Committee Members to make follow-up
phone calls; helps motivate the Chapter to achieve its goals.
Vice President Checklist of Responsibilities

To be on the Leadership Team, the Vice President agrees to:
 Have one or more months in remaining membership dues;
 Display Chapter Goal Board on Member Resource Table
 Have Chapter statistics available to report to Chapter during Vice President’s Report
 Print blank PALMS Report from BNI Connect before each meeting for recording PALMS
data at the meeting
 Assign Membership Committee Member to give a complete Monthly Membership Committee
Report
 Assign Membership Committee Member to provide the Referral Quality Check
 Ensure all Membership Committee Specialists can fulfill this week’s responsibilities. If not, re-
assign or ensure tasks get completed.
 Run the BNI Weekly Chapter Meeting Agenda if President is absent
 Provide a complete Vice President’s Report
 Report on Chapter Goals monthly
 Reward Members using the Notable Networker Certificates or other awards
 Report average number of monthly referrals and visitors
 Report referrals passed last month and the total number of referrals to date
 Report Thank You for Closed Business statistics for last month and to date
 Conduct the Door Prize Drawing
 Record Attendance (P=Present; A=Absent; L=Late or Leave Early; M=Medical Leave;
S=Substitute)

 Participate in the Weekly Chapter Success Call with your Director (along with your President
and Secretary/Treasurer)
 Conduct a brief Membership Committee Check-In
 Ensure Quality Assurance Specialist:
 Reviews new Membership Applications submitted
 Submits top portion of Membership Application and payment to the Secretary/Treasurer
 Assigns application due diligence responsibilities to Membership Committee Members
 Assigns a completion date and conference call to discuss and vote
 Ensure Community Building Specialist:
 Calls Members who have missed second, third and fourth meetings in a six-month period
 Encourages Members to invite visitors
 Maintains a top ten list of most wanted BNI Classifications filled
 Enter Chapter statistics in BNI Connect within two business days of your Chapter meeting
AS NEEDED
MONTHLY
 Attend and facilitate the second half of the Chapter Success Meeting
 Attend monthly support and training opportunities as offered by the BNI Regional Office
REPORTS
 Complete Chapter Success Meeting and email to your Chapter Support Director or the Regional
Office monthly
 Verify that the Secretary/Treasurer has submitted information to the BNI Regional Office when
any membership changes have been made
Taking Attendance
When taking attendance, we use the PALMS system: Present, Absent, Late, Medical and Substitute. It
is important that the PALMS Report is completed in BNI Connect within two business days after every
Chapter meeting. Printing out a blank PALMS Report before the meeting makes it easy to record this
information at the meeting. Not entering PALMS promptly can negatively affect your Chapter Traffic
Lights Report and Power of One Report.

Membership Committee
Each Chapter must establish a Membership Committee. There should always be an odd number of
members on this committee, including the Vice President. The Membership Committee is a volunteer
service commitment that coincides with the Leadership Team’s term. The Membership Committee is
chaired by the Vice President, who is a voting member of the committee.
Membership Committee Specialists

Delegating the workload for Vice Presidents helps Membership Committee Members take more
ownership and responsibility for the best interest of the entire Chapter. Please remember that while
delegating these important roles/tasks to a Membership Committee Member, the Vice Present of each
Chapter is still responsible for making sure each task is completed promptly. Assign one Membership
Committee to each of these four roles:
• Community Building Specialist
• Quality Assurance Specialist
• Member Engagement Specialist
• Member Relations Specialist
Membership Committee Report

This will be a brief weekly report in the BNI Weekly Chapter Meeting Agenda regarding membership-
related Chapter matters. You may wish to report on any of the following items. Delegate a Membership
Committee Member to deliver the report, and the Vice President approves the report in advance:
• Notify the Chapter when an individual is no longer a Member and when the category is opened.
For example: “We currently have an opening for a financial planner.”
• Remind Members of the value or importance of one of the membership policies or guidelines.
• Explain the roles of the Membership Committee and who is responsible for each. Ensure new
Members are briefed on the Membership Committee’s responsibilities.
• Allow a Mentor Program Report (contact your Chapter’s Mentor Coordinator for more information).
• Give tips about how to find quality referrals or bring visitors. Explain that one referral or guest
equals one unit of participation; every visitor represents a potential new customer for our
Members!
• Provide direction or instruction on a special BNI program.
This information, although brief, is very important to a well-functioning Chapter. Successful Chapters
exhibit keen and consistent administration. BNI Members appreciate being reminded and informed
about how the Chapter operations are being administered.
Weekly Membership Committee Check-Ins

• 10- to 15-minute check-in at the end of each Chapter meeting
• Meetings are open only to the Vice President, Membership Committee members and the
Director/Director Consultant
• Review new Membership Applications and assign responsibilities to process applications
• Discuss immediate Chapter issues that need to be addressed

Quality Assurance Specialist
The Membership Committee Quality Assurance Specialist ensures all new Members are high-quality
business professionals before they are accepted into the Chapter and have a strategic fit (BNI
Classification) within the Chapter.
Checklist of Responsibilities
To be on the Leadership Team, the Membership Committee Quality Assurance Specialist must agree
to:
 Sign the BNI Support Leadership Team Non-Disclosure, Non-Solicitation and Non-Compete
Agreement;
AS NEEDED
 Ensure all new Members are high-quality business professionals and have a strategic fit (BNI
Classification) within the Chapter before being accepted for membership.
 Identifies the level of due diligence needed for each new application.
 Identifies and tracks Membership Committee assignments for new applications
 Keeps Vice President apprised of the process.
New Membership Application Review Process

Upon receiving an application, take the following steps to ensure the applicant is a high-quality
business professional before accepting them as a Member.
Internet Search
Online Application Review
Reference Check
The Interview
Professional Classification

Internet Search
To maintain a high standard of applicants that are accepted into a BNI Chapter, please use the
provided list of resources for the Membership Committee to conduct additional research for certain
professions, as well as general resources for all businesses.
General Resources
• Member’s Business Website
o Is it professional?
o Is it accurate and up to date?
o Is it a good representation of their business?
• Google, www.google.com
o What kudos, awards or achievements have they accomplished?
o What other organizations are they involved in?
o If negative information is found, please confirm with photo identification.
• Social Media Networks
o What image is the applicant portraying on various social media networks?
o Facebook, www.facebook.com
o LinkedIn, www.linkedin.com
o Twitter, www.twitter.com
• Better Business Bureau, http://www.bbb.org/
• Chambers of Commerce
• Secretary of State
• Licenses, Permits & Registrations
Industry Specific Resources
• Attorneys
o National Lawyer Regulatory Data Bank
o Select the Directory of Lawyer Disciplinary Agencies
• Building Contractors, General Contractors, Sub Contractors
o Search for local, state, national licenses
• Certified Public Accountants (CPAs)
o National Association of State Boards of Accountancy
• Financial Planners
o Financial Industry Regulatory Authority
• Insurance
• Medical/Health Professionals
• Mortgage
o National Mortgage Lenders Search
• Real Estate Agents
Supplemental Resources
• Department of Motor Vehicles
o May be used to verify licensing for industries that require a specific type of driver’s license
• National Sex Offenders Public Registry
o Lists registered sexual offenders by zip code; search by name

o http://www.nsopw.gov
Notes
• All information and research are done at the Membership Committee’s discretion.
• If you find negative information regarding an applicant, it is imperative that you verify the relevancy
with photo identification.
• Any fees incurred as a result of your research are the responsibility of the Chapter.
• Ultimately, you will use your judgment on what research you believe to be true and reasonable.
Online Application Review

The application can give the Membership Committee insight into the likelihood of success in the BNI
Chapter for the applicant. Consider the following when reviewing the application:
1. Personal Information: The way the applicant’s entire name, business name and address on
their application is how their information will appear on their BNI Connect Member Profile and
respective Chapter reports.
o Website, Email, Business and Mobile: At first, no Member contact information is available
on the regional website; Members will need to access their profile to indicate which
information will be viewable. For the Leadership Team and BNI Regional Team to
communicate with the Member, all boxes must be completed.
o Industry and Special Instructions: The BNI Classification chosen by the applicant is
provided by BNI Connect. These two sections need to be reviewed very carefully. If there
are any potential overlaps, resolve them before acceptance. If the applicant has a wide
range of business activities, ensure that their application states clearly which single
category they are applying to represent in the Chapter using the BNI Classification List. If
the applicant’s category has been revised to reflect BNI guidelines, correct this on the
application and have the applicant initial to designate approval.
2. Membership Term: Applicants may choose between a 1 year and a 2-year term. They are also
asked to indicate if Company paid, the name of the person or company paying the membership
and whether or not they have a BNI Certificate of Credit.
3. Experience & Credentials: Is the applicant’s experience and education relevant to the
category in which they are applying?
o Experience and Length of time in BNI Classification: Length of time in their industry is
a key consideration. Are they well-established? Or are they green and newer to their
business/industry? How well will they be able to bring referrals to the Chapter? How well
will current Members be able to refer to them just based on how “new or seasoned” they
are in their business?
o Educational Background, Licenses, Credentials: What is needed for their industry and
professional classification? Can they provide the needed insurance, business license or
other needed documents to practice in your state?
o Is the BNI Classification under which you are applying for membership your primary
professional focus? Reference Member Policy #2 … “BNI Members must represent their
primary professional focus.” Is the applicant able and willing to be available for business
during normal operating business hours? Are they available to conduct One-to-Ones to
build relationships that allow for the development of referrals? How committed are they to
their business?
4. Standard and Expectations: This section allows us to set Member expectations up front! The
more an applicant knows now, the more successful Member they will become!

o Are you able and willing to make the commitment to arrive at our weekly meetings on time
and stay throughout the published time, attend the Member Success Program training and
do you agree to abide by BNI Member Policies, Guidelines & Code of Ethics? This
question helps to set the expectation of the new Member before they apply. By discussing
these commitments to the applicant, they fully understand what they are getting into before
being accepted as a Member.
o Are you willing and able to send a substitute if you are unable to attend a meeting?
This question creates conversation around the attendance policy and substitution
guidelines. If they don’t have someone in their company, help them to identify other
potential candidates who would make great substitutes should the need arise, such as a
client, co-worker or business colleague.
o Have you ever been a Member of a BNI Chapter? If yes, please provide details Please
remember that just because someone is a previous Member of BNI does not mean that
they are a perfect fit for your Chapter. Each new applicant to YOUR Chapter must
complete a new application. If they indicate that they are a previous Member, first, find out
if it is an immediate transfer. If yes, please reference the Transferring Members section
and the Request to Transfer Form. With both immediate transfers and previous Members,
due diligence is still warranted.
o Do you belong to other networking organizations? If yes, please list … Do they
belong to other networking organizations that are either complementary to or in
competition with BNI? Complementary organizations include soft contact networks such
as Chambers of Commerce or civic organizations such as Rotary, Kiwanis, Lions or
Toastmasters where the purpose is public service and education. Organizations that have
only one person per professional specialty and its purpose is to pass business are
considered to dilute Members’ referral efforts, and therefore would not be acceptable.
Reference Member Policy #4 … “An individual can only be a Member of one BNI Chapter.
A Member cannot be in any other program that holds Members accountable to pass
referrals.”
o Have you ever been convicted of a felony? If they select yes, this DOES NOT preclude
them from membership. As the Membership Committee reviewing this application, the only
question that can be asked is “Would knowledge of this felony prohibit others from referring
you?” With this information, the Membership Committee can either research further or
continue with processing the application.
5. Business References: Look for two clients, customers, patients or other people who can vouch
for their professionalism and how they conduct themselves. As long as the applicant has
permission to use their name and contact information as a reference, then the Membership
Committee is permitted to call them. The applicant’s signature on the bottom front of the
application permits you to contact the references listed.

Reference Check Questions
To assure the quality of new Members to our organization, the Membership Committee must check two
business references that can vouch for the individual’s business excellence.
1. How long have you known the applicant in a business capacity?
2. What is your business relationship with the applicant?
3. Overall, describe HOW the applicant conducts business regarding their products or services offered?
4. Are you aware of any grievances by anyone regarding the products/services offered by the
applicant?
5. Does the applicant keep and follow up on commitments?
6. Would hire/work with the applicant again? Why?
7. Do you have anything to add on behalf of the applicant?
The Interview
Let’s help to set the expectations of membership when interviewing an applicant. Keep in mind that this
is just a place to start the conversation. You can add any questions you feel are pertinent or applicable
to your Chapter’s needs.
1. Why did you decide to apply to BNI, specifically our Chapter?
2. What would you say are the strengths you bring to BNI and our Chapter?
3. What do you expect to receive from BNI and from our Chapter?
4. Will the [7:00 am] start time pose any problems with your schedule? Are you able to stay for the full
duration of the meeting each week?

5. BNI has a clearly defined attendance policy. I’d like to review it with you now, so you have a clear
understanding of the policy. You are allowed up to three absences within a rolling six-month period.
If you have four absences during that time, you will be asked to leave the Chapter. If you have a
substitute, you are not considered absent. A substitute does not have to be from your
office/business. They can be anyone willing to attend the meeting and speak on your behalf at the
meeting. Do you have questions about this attendance policy? Are you willing and able to commit to
this?
6. If you cannot attend a meeting, will you be able to have a substitute present?
7. Annually, our Chapter holds a special event that focuses on increasing referrals for our Members.
Are you willing to send invitations to people you believe would benefit from an increase in referrals?
[Mandatory for new forming Chapters and Chapters that have an upcoming Visitors’ Day.]
8. In reviewing your application, we want to make sure we understand what niche you will be
representing in our Chapter. What specific products and services do you offer in your industry? Is
there an area in which you specialize?
9. Is a license required to practice your profession in this state (or any neighboring states)? If so, what
is your license number? Are you also bonded and insured, if required for your profession?
10. What do you like most about what you do regarding your profession?
11. Have you ever applied to another BNI Chapter? What was your experience?
12. Do you belong to other networking organizations? What was your experience? Do you understand
BNI’s Policy of not belonging to other programs that hold members accountable to pass referrals?
13. All new Members are required to complete Member Success Program within the first 60 days of
membership. This will be assigned to you to complete online. Will you be able to complete it?
14. All Members participate in our Passport to Success Mentor Program. Are you willing to dedicate
time outside the weekly meeting to conduct One-to-Ones with your fellow Members as part of this
business-building activity?
15. In the next six to 12 months you will be asked to be in a leadership role. Are you willing to consider
which role may be appropriate for you and step into a leadership role when the time comes?
16. Are you aware that this Chapter has additional dues to cover our venue/meal/coffee? The amount is
$____ per week/month/quarter and it is payable to the Secretary/Treasurer upon acceptance of
your Membership Application.
17. You may have noticed on your application that upon your acceptance to BNI, fees are non-
refundable without exception. Your application has not yet been accepted. Is there any part of the
application review process that has made you aware that this organization may not be a good fit for
you or your business?
18. What reservations do you have about membership in BNI?
19. Do you have any questions for me about BNI or our Chapter?
“Please let your references know that we will be calling them. This helps to expedite the application
process. Thank you for your time today. The Membership Committee will let you know the status of
your application before the next meeting.”

Selecting the BNI Classification
Advertising & Marketing
Car & Motorcycle (continued) Consulting
 Copywriter/Writer  Driving Instructor  Business Broker
 Digital Marketing  Gas Station  Business Consultant -
 Embroidery  Tire Sales/Replacement Management
 Graphic Designer  Specialist:  Business Consultant - Quality
 Marketing Consultant Management
 Media Services Computer & Programming
 Business Consultant - Small
 Photographer  App Developer Business
 Print Advertising  Computer Retailer  Specialist:
 Printer  Computer Software
 IT & Networks Employment Activities
 Promotional Products
 IT Consultants  Administrative Services
 Public Relations
 Programmer  Employment Agency
 Publisher
 Specialist:  Human Resources
 Radio Advertising
 Recruiter
 Relationship Marketing Construction  Specialist:
 Sign Company  Bricklayer/Stonemason
 Television Advertising  Builder/General Contractor Event & Business Service
 Videographer/Film Producer  Cabinet Maker  Event Manager/Marketer
 Web Design  Carpenter  Event Planner
 Specialist:  Commercial Builder  Event Venue/Room Rental
 Demolition Contractor  Hotel
Agriculture
 Electrician  Office Services
 Specialist:
 Energy Services  Technicians - Audio, Video
Animals  Environmental Services  Translator/Language Services
 Veterinarian  Specialist:
 Fireplace & Oven Builder
 Specialist:
 Flooring Finance & Insurance
Architecture & Engineering  Furniture Repair/Upholstery  Banking Services
 Architect  Glass  Business Financing
 Civil / Structural Engineer  Handyman  Collections
 Garden & Landscape Architect  HVAC - Heating & Air  Commercial Insurance
 Interior Architecture  Interior Decorator  Credit Card/Merchant Services
 Landscape Services  Metal Work  Financial Advisor
 Surveyor  Painter  Financial Trustee
 Tree Services  Pest Control  Group Benefits
 Specialist:  Plasterer  Health Insurance
Art & Entertainment  Plumbing  Insurance Adjuster
 Pools, Spas & Saunas  Life & Disability Insurance
 Artist
 Disc Jockey (DJ)  Power Washing  Pensions
 Entertainer  Renovations/Remodeling  Property & Casualty Insurance
 Musicians  Restoration  Residential Mortgages
 Specialist:  Roofing & Gutters  Supplemental Insurance
 Septic Systems  Specialist:
Car & Motorcycle  Shutters & Awnings
 Auto/Car Body Shop Food & Beverage
 Solar
 Auto/Car Detailing  Baker
 Tile Worker
 Auto/Car Parts & Accessories  Cater
 Window Treatments
 Auto/Car Rental/Leasing  Restaurant
 Windows & Doors
 Auto/Car Repair  Wine Merchant/Wine
 Specialist:
 Auto/Car Sales  Specialist:
 Commercial Vehicle Dealers

Health & Wellness Organizations & Others  Office Supplies
 Acupuncture  Chambers/Associations  Sports Retailer
 Alternative Wellness  Non-Profits/Fundraising  Uniforms
 Chiropractor Organizations  Water Systems
 Counselor/Psychotherapist  Specialist:  Wood Merchants
 Doctor/Physician Personal Services  Specialist:
 Eye Care  Color & Style Consultant Security & Investigation
 General Dentist  Cosmetics/Skin Care  Fire Protection
 Health Facility/Gym/Club  Dry Cleaning/Laundry  Investigative Services/Detective
 Hypnotherapist  Funeral Planning/Services  Locksmith
 Massage Therapist  Salon/Spa  Occupational Safety
 Naturopaths  Senior Service Provider  Security Personnel
 Nutritional Supplements  Specialist:  Security Systems
 Nutritionist
Real Estate Services  Specialist:
 Orthodontist
 Osteopath  Carpet, Upholstery Cleaner Sports & Leisure
 Personal Trainer - Fitness  Cleaning Service  Martial Arts
 Pharmacist  Commercial Real Estate  Yoga/Pilates/Qi-gong Trainer
 Physical Therapist  Electricity & Gas Dealers  Specialist:
 Specialist:  Home Staging
Telecommunications
 Property Management
Legal & Accounting  Mobile Telecommunications
 Real Estate Appraisal
 Accounting Services  Telecommunications
 Real Estate Inspector Products/Services
 Bankruptcy Law  Real Estate Investments
 Bookkeeping  Specialist:
 Real Estate Maintenance
 Business Law  Residential Real Estate Agent Training & Coaching
 Certified Public Accountant  Title Services  Business Training/Coach
(CPA)  Waste Disposal  Communication Coach
 Civil Law  Education Services/Tutor
 Specialist:
 Criminal Defense Law  Leadership Coach
 Employment/Labor Law Retail  Life Coach
 Estate Planning Law  Appliances  Management Coach
 Family Law  Art Dealer/Gallery Owner
 Specialist:
 Immigration Law  Book Dealers
 Intellectual Property Law  Building Materials Transport & Shipping
 Lawyer  Cleaning Products  Courier
 Legal Service Plan  Clothing & Accessories Retailer  Freight Service
 Mediator  Custom Clothing/Tailor  Mailing Service
 Electrical Equipment  Moving Company
 Notary
 Payroll Service  Electronics Retailer  Shuttle/Limousine Service
 Personal Injury Law  Environmental Products  Specialist:
 Real Estate Law  Fashion Jewelry Travel
 Tax Advisor  Fine Jewelry  Tours/Tour Guide
 Tax Law  Florist  Travel Agent
 Specialist:  Furniture Retailer  Specialist
 Gifts
Manufacturing  Lighting Retailers
 Specialist:  Office Equipment/Machines

Reasons to Decline an Application
The following are several suggested guidelines for declining an application. This list is not meant to
be either exhaustive or binding.
1. There is an unacceptable overlap in BNI Classification between a prospective Member and a
current Member (as determined by the Membership Committee).
2. The profession of the prospective Member listed on the application is not his/her primary focus.
3. One or more objections have been filed by Members regarding the prospective Member’s type
of service, quality of product or service, business ethics or professionalism.
4. The prospective Member does not possess the proper credentials for his/her profession (where
applicable), i.e., required licensing or other certification.
5. The prospective Member is also a Member of another competing organization that has only one
person per profession and its primary goal is to pass referrals.
6. The prospective Member-provided incomplete or inaccurate information on the membership
application, i.e., no references or failed to answer the questions listed.
7. The prospective Member is unable to service and/or provide referrals in the community where
the Chapter is located.
8. Poor attitude; wrong dynamics for the Chapter.
Transferring Members
The strength of BNI is in the relationships that we build. Those relationships take time and commitment
to one another to build and maintain. When someone joins a Chapter, they commit the Chapter and its
Members. That commitment should be taken very seriously both by the Membership Committee and
the applicant.
On occasion, that commitment changes and a person may need or want to transfer to a different
Chapter. Reasons for transferring include relocating to another city; the territory has been reassigned;
changing jobs to a new classification that is filled in the current Chapter. The transfer process is a2- to
3-week process.
A Member requesting a transfer from their current Chapter to a new Chapter will be required to submit
a completed new Member application to the Membership Committee of the new Chapter. In addition, if
the Member has less than 6 months of paid membership credit, they must submit a renewal payment.
Or, if the Member has more than 6 months of paid membership credit, no additional investment is
required. Upon acceptance into the new Chapter, the credit from their previous Chapter will be added to
their membership in the new Chapter as well as the renewal time, if applicable.
If a Member of another Chapter approaches your Chapter about transferring, please contact your
Director/Director Consultant so that he/she can walk you through the process. The Member can get
started with the transfer process.

Member Engagement Specialist
The Membership Committee Member Engagement Specialist focuses on creating a game plan for
Members who need additional support to be successful and ensures all renewals are
approved/declined promptly.
To be on the Leadership Team, the Membership Committee Member Engagement Specialist must
agree to:
Agreement;
ONGOING
 Keeps track of upcoming Seven-Month Reviews
 Assigns Seven-Month Review to a Membership Committee member
 Supports Members in the online renewal process in BNI Connect
 Review the Member Traffic Lights based on the Power of One to identify the three Members
who need support and coaching
 Perform Coaching Moments as needed
The Seven-Month Check-In
The Goal of the Seven-Month Check-In is to:

• Provide clarity for the Member about their development in the Chapter from a personal point of
view and from the point of view of the Membership Committee
• Provide clarity for the Member about their strengths and development potential
• Outlining the corrective changes before the membership renewal date (if applicable)
• Terms and conditions for membership renewal are clarified
• Increased the renewal rate in your Chapter
The Seven-Month Check-In Process includes:

1. Discussion of the Members that are due to renew in the following six months in the monthly
Chapter Success Meeting:
o Membership Committee determines strengths and development potential based on the
PALMS Report, Member Training Report and observable attitude and performance.
o If needed, the Membership Committee appoints a mentor to support the needed
development of the Member.
o The comments of the Membership Committee are the basis for discussion and will be
noted in the Seven-Month Check-in Form.
o A member of the Membership Committee who has a good rapport with the Member is
going to conduct the feedback session.

2. Setting a date for the One-to-One with the Member – The Membership Committee member
forwards the Member Traffic Lights based on the Power of One to the Member before the
conversation.
3. Questions during the conversation:
o How are you feeling in the Chapter?
o How would you evaluate your benefits from your BNI membership?
o To what extent have you reached your goals concerning GIVING and RECEIVING in the
last six months?
o Discussion of the comments of the Membership Committee (see above)!
o Possible suggestion of a mentor.
o What suggestions do you have?
o What other topics you would like to discuss?
o Final question: If you had to decide today whether you will apply for your membership to
be renewed, what is the likelihood (in %) that you will renew?
4. At the Chapter Success Meeting, the Membership Committee member gives a brief report about
the results of the discussion for the other Members. From this discussion, the following can be
discussed:
o Creating a game plan to incorporate feedback and other action items from the feedback
o Decide if the Member should be put on probation for performance for the remaining time
of his/her membership
o Decide if the Member should be declined upon the next renewal
Perform Coaching Moments

BNI has adopted the GROW coaching model to help Members develop and improve. GROW stands for
Goal, Reality, Options and Way Forward. Below are some questions that can be used as you coach a
Member.
GOAL – What are the goals set forth by the Chapter and why.
• What does the Chapter need from the Member?
• Why is change necessary by the Member to meet the goals that have been set?
• What does the Member want?
• What will accomplishing the goals get the Member?
• What does success look like?
REALITY – How is the Member performing today?
• How are things going right now?
• What is wrong with performance/goal attainment today?
• How do you feel?
• What barriers do you face in meeting goals?
• Is the Member resistant to change?

OPTIONS – What plan can be set in place going forward for the Member to succeed and meet the
goals of the Chapter?
• What are the options? Mentoring? Training?
• What are some ways you can approach the issue and improve?
• What are some of the advantages and disadvantages of each option?
• What will happen if change doesn’t happen?
WAY FORWARD – How will the Member proceed on their path to improving?
• What option is your best choice?
• When will you get started? What is the first step of action?
• What else do you need to do?
• On a scale of 1-10 (10 being high), how committed are you to this plan?
• What would it take you to be a ten?
• What accountability structures would help you?
• How will we celebrate the success?
Community Building Specialist

The Membership Committee Community Building Specialist maintains and communicates growth
initiatives including the top 10 list of most wanted BNI Classifications and calling any Members who
need support around attendance.
To be on the Leadership Team, the Membership Committee Community Building Specialist must agree
to:
Agreement;
As Needed
 Identify and communicate the top ten BNI Classifications wanted in the Chapter
 Consistently educate Members on the importance of attendance policy to the success of the
Chapter.
 Uphold the attendance policy by making phone calls to Members who were absent each week.
 Get approval from Vice President and Director/Director Consultant before sending the Open
Classification Letter and making the fourth absence phone call – timing is very important!
Identify & Communicate the Top Ten BNI Classifications

The most successful Members are typically in the most balanced Chapters. Did you know that if we
could build Chapters with eight Members in each of the six major Contact Spheres, Chapters would be
48 thriving Members? Fifty to sixty percent of your referrals come from people in your Contact Sphere.
The best way to identify what classifications are needed in the Chapter, examine the existing Members
by contact sphere. To do this easily and effectively, follow the steps outlined below.

1. Using the resource, “Identifying Top 10 Classifications by Contact Sphere” or Contact Sphere
List 8 in 6 found in the Resources section of BNI Business Builder, fill in the names of the
Members holding that classification/specialty*. This shows how many Members exist in each
Contact Sphere to understand your starting point. *Classifications/specialties were developed
using the number of Members in each category globally. If the classifications need to be edited
for your Chapter, you may take the PowerPoint version from BNI Business Builder of the
document and edit the classifications.
2. Start creating the top ten list by looking at Contact Spheres that have one or two Members in
them. It is important to start supporting your existing Members before you start building a
Contact Sphere that doesn’t exist in the Chapter.
3. Then focus on building each Contact Sphere equally. Use stack days or theme days discussed
in the “Encourage Members to Invite Visitors” course to build out each Contact Sphere. The
goal is to get at least eight Members into each of the major Contact Spheres.
4. As the Chapter grows, consider adding Contact Spheres not represented on this list as they are
identified by Members.
Implementing the Attendance Policy

Attendance is one of the most critical aspects of BNI. If a Member is not in attendance at your meeting,
how can they learn what it is you need to build your business? And how will you be able to help them
build their business if they are not there to educate and train you? Experience has shown that the more
successful Chapters have very good attendance and the less successful Chapters have poor
attendance. The BNI attendance policy is:
BNI General Policy #5: “A BNI Member is allowed three absences within a continuous six-month
period. If a Member cannot attend, they may send a substitute; this will not count as an
absence.”
When a Member misses a meeting, an automated email is sent (based on PALMS submission) as a
courtesy. In addition, when a Member loses an absence over time, a congratulatory email is sent. A
Member may be terminated by letter after their fourth absence within any six-month period. If you do
not follow this policy, it will weaken your Chapter! Always notify your BNI Director/Director Consultant
when it becomes necessary to open a Member’s classification.
To build the community through the attendance policy, it is recommended the Community Building
Specialists make a phone call after the second and third absence and before the fourth absence in
which the Member’s seat is opened. Each call should include: “We missed you today! Is everything
okay? What can we do to help? We value your participation in the Chapter!”
Substitutes
Remind the Members a substitute is a great solution to staying within the attendance policy. Potential
substitutes include customers, friends, family, and/or employees. Help the Member identify one or two
substitutes they can use in the event they must miss a meeting. Keep in mind the absences are for the
last-minute situation. Substitutes are for planned absences. It is a best practice to alert the Chapter of a
substitute so that the Visitor Host can be there to greet them.
Late/Leaving Early
To build meaningful relationships, reliability is very important and is supported by policy #3, “BNI
Members must arrive on time and stay for the entire published meeting time”.

The Membership Committee tracks and coaches Members who are consistently late and/or leave early.
Use the Absence Report from BNI Connect each week for reviewing attendance and timekeeping
records and do any necessary coaching with Members needing additional support. Waiting until the
monthly Chapter Success Meeting to act may lead to a missed opportunity to retain a Member.
Certificate of Credit
If a Member is unable to continue attending their Chapter meetings for an extended period, a credit will
be issued by the local BNI Director/Director Consultant. The credit is for the unused portion of a
Member’s membership, providing that Member is leaving the Chapter in good standing, e.g. he/she has
not been asked to leave the Chapter for breach of any of BNI’s policies, such as attendance, etc.
The Certificate of Credit is held in BNI Connect and a physical certificate will not be issued.
If a Member cannot get back into their original Chapter because their former position is no longer
available in that Chapter, the credit will be accepted as payment to join any other Chapter where there
is an opening and the Membership Committee has accepted the Membership Application. It is not
necessary to pay another registration fee when joining a Chapter this way. Credit can also be issued if
a Member is relocating his/her business. Please note that a credit will never be issued to facilitate a
transfer to a nearby Chapter.
When you receive a request for a Certificate of Credit, please contact your Director/Director Consultant
to walk you through the process.
Medical Leave of Absence

Legitimate personal leaves of absence are allowed by BNI General Policy #9.
The BNI Medical Leave of Absence Policy states:
BNI General Policy #9: “Leaves of absence are possible for certain extenuating circumstances
(e.g., extended medical issue that prevents the Member from working) at the discretion of the
Membership Committee.
Leave can be used for personal health and family members if the Member is the primary caregiver.
However, no two medical situations are alike, and there are extenuating circumstances beyond a
medical condition that might warrant a leave of absence. The Membership Committee should
collaborate with the Member and decide what is best for the Chapter and the Member requesting the
leave.
Questions that should be asked when a person requests leave:
1. How long do you need to be away? Generally, leaves of absence have an 8-week limit,
although longer leave may be granted at the discretion of the Membership Committee. A
Member may take a medical leave of absence with the Membership Committee’s prior approval
if their participation fees are pre-paid for that time since their membership will continue to run.
The Vice President will mark him/her “M” (for Medical Leave) in the PALMS report weekly.
2. Are you keeping your business open? If the answer is no, and it is the best option under the
circumstances for the Member and the Chapter, then a Certificate of Credit may be issued for
the unused time. Let the Member know you want them back in the Chapter when the time is
right. Offer to call them if someone in their BNI Classification visits and is interested in joining.
The Member can always come back and apply if they are well enough to do so.
3. If the Member is keeping their business open, who is going to be running your business?
Could they substitute for you? If they provide a substitute, list the attendance as a ‘Medical’
not as a ‘Substitute’. Alternatively, ask if that person could assume the role of BNI Member in

the current Member’s absence. Fees cannot be transferred from one person to another unless
the fees are from the same company.
Compassion should be used in any medical situation impacting Members. Membership Committee
should consider how the absence is going to impact the other Members in the Chapter. They should
also consider how important that classification is to the Chapter. Work to find a win-win-win between
the Member requesting leave, the individual Members impacted by the Member’s absence and the
Chapter’s overall performance.
When you receive a request for medical leave, please contact your Director/Director Consultant to walk
you through the process.
Member Relations Specialist

The Membership Committee Member Relations Specialist handles any constructive facilitation between
Members as needed and identifies any leading indicators that might cause concern.
To be on the Leadership Team, the Membership Committee Member Relations Specialist must agree
to:
Agreement;
As Needed
 Receives incoming concerns and complaints, verbal and written
 Contacts Vice President and Director/Director Consultant as soon as a written complaint is
submitted
 Helps make arrangements to follow the process when a written complaint is in process using
Member Complaint Processing Checklist
 Helps coach or arranges for a mentor or other Membership Committee Member to coach
Members as needed using the GROW Coaching Model
 Brings Member Complaint Processing Checklist to monthly Chapter Success Meeting, when a
complaint is in process
BNI Classification Concerns

Members agree to only represent the one BNI classification approved by the Membership Committee.
BNI Policy #1 states, “Only one person from each BNI classification can join a chapter of BNI ®. Each
Member can only hold one classification in a BNI Chapter.”
One of the most common concerns that can often lead to a complaint is BNI classification creep. BNI
Classification creep usually starts with a simple mention of another classification in the Weekly
Presentation and can lead to a Member being resented by other Members or trying to block a Visitor
from joining because they claim ownership of multiple classifications.

Members of BNI® who represent multi-level marketing organizations should represent their products
and services in BNI® and not the business opportunity element of their business. This keeps them from
overlapping with people in the employment BNI ® classifications.
Evaluating Member Complaints

Please keep in mind that a complaint doesn’t exist until the Membership Committee has received
knowledge of the problem through either first-hand experience or written documentation from other
Chapter Members.
When the Membership Committee observes conflicts or receives written complaints about a Member’s
poor-quality referrals, poor attendance, policy violation or failure to uphold the Code of Ethics, the
Membership Committee must take action. If the quality of a Member’s service or professionalism is in
serious question, the following steps are to be followed before opening the Member’s classification. The
Membership Committee may, however, open a Member’s classification without probation, if warranted,
with Director/Director Consultant and Executive Director/Regional Director approval.
Most complaints are the result of a miscommunication or misunderstanding. First, encourage the
Member with the complaint to try to work it out with the other Member. Encourage a One-to-One to
open the lines of communication, share their concerns and clear up the misunderstanding. If this does
not clear up the misunderstanding, or the Member is unable or unwilling to work it out, the Membership
Committee follows the complaint process:
1. Member submits a complaint in writing to the Membership Committee. This must happen before
the Membership Committee proceeds to the next step.
2. Vice President contacts the Director/Director Consultant for support BEFORE proceeding.
3. Membership Committee interviews both parties involved
o Each party is interviewed individually
o Interview the person filing the complaint to find out missing information
o Interview the Member at issue to allow them to give their version of the story
o One or two Membership Committee members interview each party
o Take notes and document the conversations (date, key points, Member’s reactions)
o Complaint letters are not shown to parties at issue, however, key points may be shared
4. Full Membership Committee, including the Vice President, meets to discuss the interviews
o Determine if there is a violation in a BNI Policy or Code of Ethics
o Determine the severity of the violation
5. Determine a Resolution
o Decision is made by a majority vote of a complete and fully trained Membership
Committee. The goal is to seek consensus of a resolution that is in the best interest of the
Chapter.
o Contact involved Members to notify them of the outcome/resolution.
Dispute Resolution Options
Coaching
1. Ask, "How can we help you resolve this issue?" and get the parties involved in coming to a
resolution.
2. If the concern at hand is a Chapter-wide topic, encourage the Education Coordinator to address
it through a Networking Education Moment.

3. Encourage the Member’s Mentor to have a One-to-One and work with them on a specific area.
4. Assign appropriate BNI Business Builder coursework for completion by Member.
5. If the concern at hand is a Chapter-wide topic, ask the Director/Director Consultant to conduct a
Feature Presentation to address the issue.
Probation (See Progressive Coaching Program)

1. Only a majority vote is needed from the Membership Committee (including the Vice President)
to pursue probation; however, attempt to seek consensus.
2. Confirmation from the Director/Director Consultant that the process was followed is required.
3. Length of probation time is determined by the Membership Committee.
4. Use the appropriate BNI Accountability Letter
o Add Member’s name, date, Code of Ethics or Policy violation reference, and length of
probation
o No other details are to be added
o Email the letter with a read receipt if possible.
5. Ideally, two Membership Committee members meet(s) with the challenged Member.
o Explain reasons for probation
o Provide an example of the types of behaviors that could be considered a violation of
probation and result in opening the classification to another qualified professional
o Measurable courses of action that allow for accountability, such as retaking the Member
Success Program or bringing a certain number or qualified referrals or visitors, are to be
addressed in this conversation
o Vice President documents this conversation for Chapter records
6. If, at the end of the probation, the problem has not been rectified, the Membership Committee
meets to consider opening the classification. Always involve and get approval from your
Director/Director Consultant that the process was followed BEFORE opening a Member’s
classification.
Open Classification
1. The Membership Committee may open the Member’s classification without probation if
warranted. Always involve and get approval from your Director/Director Consultant that the
process was followed BEFORE opening a Member’s classification.
2. If the Membership Committee determines that the challenged Member is too toxic for the
Chapter or the challenged Member has lost credibility and referability to have further success in
the Chapter, they may open the Member’s classification to a more qualified reliable
professional, with Director/Director Consultant and Executive Director approval.
3. Use appropriate BNI Accountability Letter
o Add Member’s name, date, and Code of Ethics or Policy violation reference
o No other details are to be added
o Email the letter with a read receipt if possible.
4. One Membership Committee Member calls challenged Member to notify them and briefly
explain the decision.

In the event a dispute arises involving a Membership Committee member, the Member will be removed
from their duties during the dispute processing and the vacancy filled as described earlier in this
Membership Committee section. The Vice President may call on other Members as deemed necessary.
For instance, in the case of a dispute investigation, it may be necessary to have both men and women
involved to keep the process gender-neutral.

Member Complaint Processing Checklist
Use the following guideline in processing a Member’s complaint, in the order each item appears below.
Initial and date each item as they are completed. Once complete, submit a copy to the BNI Regional
Office.
1. Make Sure the Complaint Is:
 In Writing
 Based on Firsthand Experience
 From a BNI Member (this Chapter or any other)
2. Contact your Director before proceeding with the complaint process
3. Assign a Fully Trained Membership Committee
4. Vice President Assigns Two Membership Committee Members to Interview:
 The party who filed the complaint
 The party against who the complaint is filed
5. Meet to Discuss the Findings
The full Membership Committee meets to discuss the findings. Was there a violation of the BNI
Policies or BNI Code of Ethics? Determine the appropriate course of action toward a resolution.
 Coaching
 Probation
 Open Classification
6. Issue the Appropriate BNI Accountability Letter
Create the appropriate BNI Accountability Letter; Have Director/Director Consultant approve before
distributing letter.
7. Notify Both Parties of the Decisions
Accountability Letters
• Accountability Letters can be downloaded in Word form documents from BNI Business Builder.
• These letters must be sent out fairly and consistently to all Members, without exceptions.
• Do not alter the BNI Accountability Letters. They have been approved by BNI attorneys.
• Date the letter; use the date in which it will be sent.
• Always sign the letters from “The Membership Committee”; never use an individual name.
• Always get your Director/Director Consultant’s approval before sending an Open Classification or
Probation letter.
• In all cases, these letters should be emailed to your Director/Director Consultant and the BNI
Regional Office at the time it is sent to the applicant/Member.
Timing Is Everything!
When a Member misses a meeting, an automated email is sent (based on PALMS submission) as a
courtesy. In addition, when a Member loses an absence over time, a congratulatory email is sent. It is
imperative the Vice President submits the PALMS report within 48 hours (or fewer) from the conclusion
of each weekly meeting.

Letters for Probation
• Accountability Letter #05 Probation: BNI Code of Ethics Violation
• Accountability Letter #06 Probation: BNI General or Administrative Policies Violation
• Accountability Letter #07 Probation: Lack of Participation
• Accountability Letter #08 Probation: Timekeeping
• Accountability Letter #09 Probation: Disruptive Behavior in the Chapter
Letter for Opening a Classification
• Accountability Letter #10 Opening a Classification for BNI Policy, Code of Ethics or
Member Activity Violation

Secretary/Treasurer
The Secretary/Treasurer tracks, announces and collects new and renewal application and participation
fees; maintains speaker rotation for presentations on BNI Connect; announces the speakers; tracks
and collects venue fees, if applicable; provides direction to the Chapter.
Secretary/Treasurer Checklist of Responsibilities

To be on the Leadership Team, the Secretary/Treasurer agrees to:
 Have one or more months in remaining dues;
BEFORE the Chapter Meeting Each Week
 Have Speaker Rotation List ready to announce upcoming speakers
 Have Biography Sheets ready for today’s speakers
 Have Monthly Membership Dues Report available to remind Members who are upcoming on
their dues
 Time the Member Weekly Presentations and Visitor Introductions
 Consider using the BNI Timer App found at iTunes App Store/Play Store for Android
 Announce upcoming speakers for the next four weeks
 Reminder: $15-$20 value door prize should be brought by the Featured Speaker(s) each
week
 Introduce each speaker thoroughly and quickly using their Biography Sheets
 Announce which Members’ fees will expire in the next 60 days
 Announce which Members are late
 Remind Members to pay their Chapter fees
 Participate in the Weekly Chapter Success Call with your Director (along with your President
and Vice President)
 Make bank deposits of monies received during the meeting from meal payments and room fees
only.
 Continue to rotate Members on the speaker rotation list; Enter Member’s speaking topic and
date in BNI Connect

 Ensure you received your Director/Director Consultant’s Feature Presentation schedule; add
dates to your speaker rotation list
AS NEEDED
 Pay bills with the approval of the President
MONTHLY
 Attend monthly Chapter Success Meetings
 Report on Chapter Roster, Membership Dues Report and Chapter bank account
 At the last Chapter meeting each month, connect with Participation & Renewals Specialist to
ensure upcoming approved Membership Renewal Applications have been processed
 Print a current Chapter Roster from BNI Connect and place on Member Resource Table
 Balance the Chapter checkbook
ANNUALLY
 Create a budget for your BNI Chapter
 Help facilitate the Leadership Team Training Registration process for the following year's
Incoming Leadership Team
 Participate in the Leadership Team Selection Process as guided by your Director/Director
Consultant.
Monthly Membership Dues Report

Use this report to announce upcoming dues to your Chapter membership weekly.
Each week, in BNI Connect, go to Reports >> Chapter >> Membership Dues Report, select today’s
date, then Go.
1. Check for the following:
o Check the report against who is attending your meetings as a Member. Is anyone missing?
o Check the late list to see who still needs to submit their online Membership Renewal
Application with the automatic late fee.
o Check to see who shows as dropped from the Chapter. If this is accurate, no action is
necessary. If not accurate, collect renewal dues immediately and forward to the BNI
Regional Office. Please note: Members who are more than 31 days late must submit full
registration fees and application fees to reinstate their membership.
2. Drop any Members who are no longer with the Chapter.
3. Communicate with the BNI Regional Office that your roster is up to date
Speaker Rotation Schedule

The Feature Presentation is a benefit of membership that is very important in the relationship-building
process with the BNI Chapter. According to Policy #8: Only BNI Members who have completed the
Member Success Program, and BNI Directors/Director Consultants can do Feature Presentations
during the BNI Meetings. It is critical each Member has access to this membership privilege. New
Members must also have access to deliver their Feature Presentation but must complete Member
Success Program before being added to the rotation.

Tips for Creating the Speaker Rotation Schedule
1. When creating the speaker rotation, use the Chapter Roster Report on BNI Connect. The roster
is in alphabetical order, which can become the order of the speaker rotation.
2. Once you have the first draft, you may ask Members with cyclical businesses if they would like
to speak during a certain part of the year (i.e. landscaper in February to get ready for spring
planting or a florist just before Valentine’s Day).
3. Enter your final draft into BNI Connect by going to Operations >> Meeting Management >>
View/Edit Speakers. By entering your upcoming Featured Speakers here, Members
automatically receive an email reminding them of their presentation date. It also reminds them
to complete their Member Biography Sheet online.
4. Additionally, by entering your speakers online in BNI Connect, your Chapter’s web page will
display your upcoming speakers and their respective topics.
5. Be sure to include your Director/Director Consultant’s speaking schedule, if provided to you in
advance.
6. Enter eight weeks and leave two weeks open. These slots will be for new Members completing
the Member Success Program and your BNI Director/Director Consultant. When you have an
opening six weeks out, you can insert someone in from another part of the list.
Bank Accounts for Non-BNI–Related Activities

The BNI Weekly Chapter Meeting Agenda contains all the elements needed to conduct a BNI Chapter
meeting. Additionally, there are other aspects of operating a BNI Chapter (Membership Extravaganza,
for example) that are also BNI-related activities. Meetings of the Membership Committee are BNI-
related activities as well.
Chapters meet at various times of the day, sometimes convenient to the eating of a meal. Chapters
may meet in facilities that have a rental fee or other charges. From time to time, Chapters may wish to
buy flowers for a sick or grieving Member or contribute to a local or other charity in the name of the
Chapter. These, however, are not BNI-related activities; they are not required for the conduct of BNI
Meetings or ongoing Chapter activities, are not coordinated by a Director/Director Consultant and are
solely at the discretion of the individual Members.
Some Chapters have decided that, for the convenience of the Members, it is useful to have a non- BNI–
related activities bank account to handle these non- BNI–related activities. This may be used to
aggregate payments for meals, make gifts to Members and others, have holiday parties for the
Chapter, etc. Since these are not official or required BNI-related activities, this is at the sole discretion
of the Members of the Chapter, and they take sole responsibility for the operation of the bank account.
If you choose to have an account for such purposes, we highly recommend never accumulating more
than your current needs or at most two months’ worth of aggregation of expenses to be paid for non-
BNI–related activities.
Over the years, BNI Global LLC has been asked to provide information on best practices for opening
and operating such accounts. While we provide such information, please bear in mind that having a
bank account for non-BNI-related activities of the Chapter is completely voluntary. It does not mean that
you have formed a separate business entity. Again, we emphasize that you should only collect enough
money to meet the cash outlay needs of your non- BNI–related activities for a maximum of a month or
two in advance.

Opening Non-BNI–related Activities Bank Accounts (USA)
Note: Neither BNI Global LLC nor the BNI Franchisee will be liable for non-BNI–related activity bank
accounts. Individual Chapter checking accounts are not required. All BNI participation fees are to be
sent to the BNI Regional Office to process. BNI does not authorize Chapters to process participation
fees through these or any other accounts.
To the extent a Chapter wishes to have a non-BNI–related activity bank account, the following example
is a sample of how this may be accomplished. Accounts should be opened by a minimum of two
Members who will be signatories on the account. These Members do not necessarily have to be
Leadership Team Members. Remember, Secretary/Treasurers do not deposit membership and
application payments; these are sent to the BNI Regional Office for further processing.
There should be two signatures required on checks for added protection. Whenever one of the
signatories is no longer responsible for the account, a replacement should be selected by the Members.
The first step to opening the account is to obtain a federal Employer Identification Number (EIN) for
banking purposes only. This may be done online, there is no charge for the EIN application, and you
will receive your number immediately. Remember, you will fill out the form “for banking purposes only.”
The IRS makes this option available because banks usually require an EIN for opening a bank account,
even if it is a casual group of people not forming a new business entity but rather opening a bank
account for their convenience. Other examples include a bridge club or a church league ball team.
Please note that the irs.gov website changes regularly! This information is valid as of IRS
revisions effective March 2014. Always check the website for the most current form.
How to Apply:
Online (recommended method): http://www.irs.gov
Type “Apply for EIN Online” in the search box. Select the “Search” button next to the box.
The top recommendation from the search should be “How to Apply for an EIN.” Select this link. On the
resulting page, click the link “Internet EIN” in the paragraph entitled “Apply Online,”
At the bottom of the page that follows, click the link “APPLY ONLINE NOW.” On the resulting page
toward the bottom, click on “Begin Application.”
On the first part of the online application, you are asked to identify the type of legal structure applying
for the EIN. Choose “View Additional Types” toward the bottom of the page. Select “Continue.”
On the “Additional Types” page, choose “Community or Volunteer Group.” Select “Continue.” On the
next page, you will see a description of such a group—and that they generally need a bank account
only for banking purposes. Choose “Continue”.
On the next page, you will be asked for your name and Social Security number. As noted on the top of
the page, this is for identification purposes only. It is also so that the IRS can make sure that you only
make one EIN application per day and that you are authorized to apply for this EIN. It will have no effect
otherwise. Often, this page is filled out by lawyers and accountants authorized to apply for EINs on
behalf of their clients. Be sure to check the button for “I am a responsible and duly authorized officer or
Member of this organization. Choose “Continue.”
Continue through the rest of the application process. During the process, you will be asked “What does
your business or organization do?” Select “Other,” then “Continue.” On the resulting page, select
“Other—Please specify your primary business activity” and fill in the form with an appropriate
description, such as “Networking meetings” or “Breakfast meetings” or similar. Select “Continue.”
You will be prompted to receive your letter online or by mail; make your choice and select “Continue.”

Telephone: Call 1-267-941-1099 to apply over the phone between 6:00 am to 11:00 pm EST
The person making the call must be authorized to sign the form or be an authorized designee. We
recommend that you download a copy and complete Form SS-4 before the call, as these are the
questions the IRS representative will use during the conversation. The IRS representative will also ask
you to fax the completed and signed form. Please be advised the IRS representative will only speak
with the designee who signed the form. Always check the website for the most current form.
Form SS-4: Application for Employer Identification Number
Note: Do not use any punctuation or characters other than alphanumeric. You will complete only lines
1, 4a-4b, 8a, 9a, 10 and 18.
Line 1—Name: Enter the Chapter Name
Lines 4a-4b—Mailing Address and County: Enter the address where statements will be mailed
Line 8a—Enter “no”
Line 9a—Type of Entity: Check “other” and enter “Breakfast club” (or other as appropriate)
Line 10—Reason for applying:
Check “Banking purpose (specify purpose)”
Enter specific purpose: “Aggregate meal and other expenses”
Line 18—Prior Application: Check the “No” box
Third-Party Designee: Enter the name of the primary signatory on the account and his/her phone
number at the bottom. A signature will be needed only if you are faxing or mailing this form in.
Remember, if obtaining the EIN by phone, this form will need to be ready for faxing.
Remember, this process does not result in creating a new “entity.” The Chapter itself belongs to either
BNI Global LLC or the BNI Franchisee. All non-BNI–related activities that are run through the Chapter
bank account are voluntary, not required by BNI, and are solely for the convenience of the Members in
paying restaurant, facilities and other incidental expenses for non-BNI–related activities of the Members
of the Chapter.
Open a Non-Interest-Bearing Checking Account

1. If you choose to open a Chapter checking account, it must be a non-interest-bearing bank
account. (Interest-bearing accounts would require tax filings by the Chapter.) Banking fees, if
applicable, are paid by the Chapter.
2. The name of your organization is the Chapter name (not Business Network Int’l or BNI); for
example, The Emerald Valley Professionals Chapter or The Progressive Connections Chapter.
In this case, BNI should NOT be part of the checking account name. This prevents confusion at
the bank if the same bank holds accounts for several different Chapters.
3. Two signatures to sign checks are strongly recommended, typically the President and
Secretary/Treasurer. When the Leadership Team changes the signatures change on the
account.
4. Contact your banker to inquire about the bank’s process of changing signatories.
o They may simply allow the account to be transferred between people, or
o They may prefer that the current account be closed, and a new account is opened with
the new signatories.

5. Some banks also require your Chapter to file for a business license with the State. You can do
this online. Any fees are at the Chapter’s expense.
6. It is recommended that bank statements are reconciled and audited before transferring to a new
incoming Secretary/Treasurer. It is recommended that the bank balances be kept at a minimum.
7. Chapters should purchase carbon copy receipt books and provide a receipt for each payment
accepted.

Visitor Hosts
Visitor Hosts make a positive first impression on the visitors and substitutes of the Chapter by greeting
them with a friendly face, introducing them to Members and giving a brief overview of what to expect
during the meeting and conduct an orientation for all visitors after the meeting; record visitors and
substitutes in BNI Connect; follow up with the visitors after the meeting.
Visitor Host Team Checklist of Responsibilities

To be on the Leadership Team, the Visitor Host(s) agrees to:
Fulfill the responsibilities listed below;
Sign the BNI Support Leadership Team Non-Disclosure, Non-Solicitation and Non-Compete
Agreement;
Complete Leadership Team Training (eLearning and Instructor-Led Training).
BEFORE the Chapter Meeting each Week—Greeter
 Put up Chapter signs in lobby/hallway/outside door to create visibility for visitors
 Setup up the Welcome Table near the entrance to the meeting room
 Visitor Name Badges
 Visitor Sign-In Sheets, in case a visitor doesn’t have a business card
 Member Sign-In Sheets
 Pens and markers
 Chapter & BNI Brochures
 BNI Books
 Legal Notice
 Greet visitors as they arrive
 Collect two business cards from each visitor
 Write who invited them on the back of each card
 Give one copy of all business cards to the President before the meeting starts
 Explain any special pronunciations or circumstances to the President
 Give one set of visitor business cards along with the Visitor Sign-In Sheet to the Visitor
Host—Follow-Up Specialist to enter the visitor contacts into BNI Connect and mail a Thank
You Card after the meeting
DURING the Chapter Meeting each Week—Open Networker
 Set Visitor Expectations
 Let them know they will have an opportunity to pass around their business cards during the
meeting

 Let them know they will have the opportunity to give a brief introduction of their business
during the Visitor portion of the introductions if time allows
 Introduce the visitors to the Members in their Contact Sphere
AFTER the Chapter Meeting Each Week—Orientation Facilitator
 Conduct the Visitor Orientation after the meeting
 Review Visitor Orientation Sheet with visitors
 Review the Member Policies Brochure BNI Membership Application and Online Payment
Instructions
 Walkthrough the application process
 Answer any questions they may have
AFTER the Chapter Meeting Each Week—Follow-Up Specialist
 Enter the visitor contacts into BNI Connect using one set of business cards from the Welcome
Table each week
 Mail a Thank You Card to each first-time, qualified visitor
 Call each qualified visitor within two business days of the meeting
 Ask their impressions of the meeting
 Answer questions they may have
 If you think they’d be a good fit but are still unsure, invite them back to visit next week
AS NEEDED
 Coordinate new Members’ participation on the Visitor Host Team as part of the Passport to
Success Mentor Program.
MONTHLY—Visitor Host Coordinator
 Attend Monthly Leadership Team Meetings on behalf of the Visitor Host Team
 Report on number of visitors, number of applications, closing ratio and visitor feedback
 Order Visitor Host supplies through the Chapter President
Definitions
Visitor
A visitor is a business professional who would benefit from an increase in referrals and would benefit
from belonging to and participating in a BNI Chapter. This person is seeking information about BNI and
your Chapter to decide whether BNI is a good fit for them and their business. If the fit is right and the
person is impressed with and sees value in belonging to your Chapter, they may apply for membership.
***Please enter them as visitors into BNI Connect to enable the automatic email campaign from BNI
Global.
Guest
A guest is a person visiting the Chapter meeting who is not a viable candidate to become a Member.
Examples of guests are:

• A person who works full-time for a company that does not rely on referrals, sales or commissions
for their job
• A person who is retired and intends to remain retired
• A person who is not employed and/or does not want to be employed
• A family member of a BNI Member who is visiting town and has no intentions of becoming a
Member
• A person who lives out of the area and is not moving to the area
• A person who is already a Member of another BNI Chapter or a new forming Chapter
While guests can be a great source of referrals and business to the Members, they will not become
Members of your Chapter. They should be warmly welcomed by the Visitor Host Team. All Members
should make a point of getting to know all visitors and guests.
***Please do not enter these guests into BNI Connect as visitors.
Substitute
A substitute is a person who is attending to substitute for a specific Member. This person could be a
visitor or a guest. The goal is to have all substitutes be visitors and not guests.
***If the substitute qualifies as a visitor, please enter them into BNI Connect.
Candidate
Someone who wants to join a BNI Chapter and is not already involved in a forming chapter, but their
classification is filled in the chapter they are visiting. Please alert your Chapter Director so they assist
with their BNI interest.
***Please enter them as a visitor into BNI Connect to enable automatic email campaigns from BNI
Global.
Visiting BNI Members (not Substituting)

Members visiting other Chapters should announce that they are from another Chapter. Visiting
Members must not do or say anything that competes with a Member’s BNI classification in the Chapter.
Visiting Members should pay venue/meal fees.
Before visiting another Chapter, the visiting Member should register to attend through the BNI Connect
Mobile App to let the Leadership Team know they are coming. Visiting Members follow the same
visiting policies as non-members; no more than two visits are allowed.
Visitor Orientation
The Visitor Orientation process includes recognition of the visitors before the end of the meeting and
escorting them to another room to formally invite them to submit an application. By formally conducting
a Visitor Orientation, Chapters have seen an increase in converting visitors to Members. The visitors
now have all their questions answered and they fully know the process of applying for membership.
This process is not high pressure, rather an educational tool to get the visitors the information they
need to add 45+ people to their referral network!
Use the following infographic to talk with the Visitor about BNI benefits. Just walk through each section
of the infographic.

Visitor Host—Follow-Up Specialist
After each meeting, the Visitor Host—Follow-Up Specialist follows up with each Visitor. This needs to
be within 1-2 business days of your meeting to have an impact.
1. Contact the Visitor Host—Orientation Facilitator, if possible, to get feedback regarding the
respective behavioral style of each first-time, qualified visitor or substitute: Fast Decision Maker
or Reserved Decision Maker.
2. Before leaving the meeting, the Visitor Host—Follow-Up Specialist uses the second set of
business cards gathered at the Welcome Table to write and address a Thank You Card to all
first-time, qualified visitors and substitutes, thanking them for attending the meeting.
3. Immediately after the meeting, the Visitor Host—Follow-Up Specialist uses the second set of
business cards to enter the Visitor contact information into BNI Connect (Operations >> Chapter
>> Manage Visitors >> Add Visitor). Immediately upon entering a visitor’s contact information,
an automatic email is sent to the first-time, qualified visitor or substitute thanking them for
attending your meeting that day.
4. Enter the contact information for all first-time, qualified visitors and substitutes who are possible
Members for your Chapter.
o Do NOT enter Members of other BNI Chapters.
o Do NOT enter second-time visitors, guests or substitutes.
o Do NOT enter guests who are not eligible for membership in your Chapter (i.e. guests who
are unemployed, visiting relatives, or guests who live out-of-state).
5. The Visitor Host—Follow-Up Specialist then personally calls all qualified Visitors no later than
two business days after their visit to thank them for coming (and invite them back if they didn’t
apply for membership). During the follow-up phone call, consider scheduling a One-to-One with
each visitor; this is a great way to make a personal connection with the visitor and provides
excellent business exposure for the Visitor Host—Follow-Up Specialist!
• During this follow-up phone call, ask:
o What were your impressions of our meeting this week?
o Do you believe it will be a productive use of your marketing time?
o Did you get a chance to fill out a Membership Application, or do you need the website
address?
• Remind them that we meet at the same time and place and you look forward to seeing them next
week.

Education Coordinator
The Education Coordinator prepares a two to three-minute Networking Education Moment dedicated to
reminding Members about BNI Policies, goals, successes, etc.; and works closely with the President
and other leaders to address in a timely fashion issues specific to the Chapter (i.e. inviting more visitors
or the attendance policy).
Education Coordinator Checklist of Responsibilities

To be on the Leadership Team, the Education Coordinator agrees to:
Agreement;
 Bring complete Chapter Library and check-out system to each meeting
 Prepare a 3- to 5-minute Networking Education Moment from BNI material
 May assign Members to provide the Networking Education Moment each week
DURING the Chapter Meeting each Week
 Provide the 3- to 5-minute Networking Education Moment
 Caution: Although handouts are good, they often take up too much time if the exercise
requires a response from each Member during the meeting
AFTER the Chapter Meeting each Week
 Schedule upcoming Networking Education speakers, if applicable
 Communicate with Chapter President weekly to ensure the upcoming Networking Education
Moments are in line with Chapter goals
AS NEEDED
MONTHLY
 Attend Monthly Leadership Team Meetings
 Plan topics for the next month’s Networking Education Moments that can assist the Chapter to
reach any short- or long-term goals and objectives
 Maintain a Chapter Library
 Display Chapter Library at meetings
 Create a checkout system for Members to borrow items
 Suggestion: It is strongly recommended that you require a cash or check deposit on books
or audio borrowed from the Chapter Library. This will enable you to replace unreturned
items.

 Coordinate with Leadership Teams and/or Membership Committee on Chapter goals and
education necessary for Chapter growth and development
 Keep and update the Networking Education Tracking Sheet on completed and upcoming topics
The Process
Identify the Topic Research Create Your

Education Moment
• From the Chapter • Delegate the • Use the "How to

Success Meeting presentation to Create a Great
• Reviewing the someone with a Networking
Chapter Traffic proven track Education
Lights Report record of results Moment" process
• Search BNI below.
Business Builder
for resources
• Search BNI
Business Builder
for ready made
Education
Moments
Education Moment Sample Outline

I. Relate it to business first
Provide an example or a story to help illustrate what you’re talking about. Example: “As business
professionals we often set appointments. But what happens if you don’t show up, are late or have to
leave early? Does it make a difference to the client? Of course, we all know life happens, so we’ll often
forgive someone. But what if it became a habit? What if you had a business professional you were
trying to meet with who consistently arrived late without calling or simply didn’t show up? Would it
impact your relationship with that person?”
II. Let the audience know WHY this topic is important
Example: “In a way, it’s a promise we make to another person to be somewhere on a particular day at a
particular time, right? That other person has set aside the time to meet with us and is probably looking
forward to learning more about you. When you arrive when you said you would, what are you building?
Trust. What does trust build? The relationship. What does a professional relationship build? Business.”
III. Relate the topic to BNI
Example: “In BNI, our goal is to build quality professional relationships that make it easy to pass
referrals. Open Networking is a great time to get a question answered, set up a One-to-One, or find out
one more thing that you can do to help generate a referral to someone. During the meeting, we get the
opportunity to train one another about our businesses through the Weekly Presentations as well as the
Feature Presentations. If we’re not here for these important pieces, it becomes more difficult to build
the trust we need that leads to business.”
IV. Provide additional resources (if applicable) / Wrap Up

“If you have questions about BNI’s attendance policy, or need help finding a substitute, please contact
someone on the Membership Committee (list Membership Committee Members’ names, including the
Vice President). They’ll be happy to support you in any way they can. Thank you.”
Additionally, you can contact your BNI Regional Office for Networking Education Moment ideas.

Mentor Coordinator
The Mentor Coordinator makes sure each new Chapter Member completes the Mentor Program by
helping the new Member set up One-to-Ones with specific Members who can help them with specific
mentoring topics; ensures each mentor has the one-page guide to the mentoring topic they are to cover
with the new Member; follows up with the new Member weekly to ensure progress is being made.
Mentor Coordinator Checklist of Responsibilities

To be on the Leadership Team, the Mentor Coordinator agrees to:
Agreement;
 Greet and network with new Members and Mentors as they arrive
 Introduce yourself to new Members; Ask them to stay after the meeting for a short New Member
Orientation
 Ask the Vice President for a 30-second announcement during the Membership Committee
Report to recognize Members who have completed the Passport to Success Mentor Program,
as needed
DURING the Chapter Meeting each Week
 Award Notable Networker Certificates to Mentor Program Graduates, if applicable
AFTER the Chapter Meeting each Week
 Conduct the Passport to Success meeting on weeks when a new Member is inducted
 Answer any questions
WEEKLY
 Follow up with new Members weekly to see if they need assistance in progressing through the
program
MONTHLY
 Attend monthly Chapter Success Meetings
 Discuss ways that the Mentor Coordinator can assist the Chapter to reach any short- or long-
term goals and objectives
 Coordinate with the Leadership Team and Education Coordinator on Chapter goals and
education that can be addressed during the mentoring process
 Order Passports through the Chapter President, as needed
ONGOING

 Ensure there are adequate Members in good standing to fill all Mentor positions in the Passport
to Success Mentor Program using the Member Mentor Worksheet

Building the Mentoring Team
Attributes of Good Member Mentors
Use the following criteria as a guideline for selection:
• Positive attitude
• Rank high in the Power of One Report
• Value building relationships through One-to-Ones
• Take the responsibility seriously
• Willing to be a Member Mentor for an extended period
• Good BNI attendance
Member Mentor Worksheet

Current Trained Member
Topics Position
Mentors
Roles, Agenda, •
President
1 Expectations & Weekly •
Past President
Commitment
Vice President or Trained •
Rules of the Game,
2 Membership Committee •
PALMS, Power of One
Member
Biography Sheet, Speaker •
Secretary/Treasurer,
3 Rotation, Chapter Fees, •
Past Secretary/Treasurer
Renewal Payments
•
Attendance, Substitute Trained Membership
4 •
Program Committee Member
•
Referrals vs Leads,
5 Education Coordinator •
Chapter Education Units
•
One-to-One Etiquette, Member Who Conducts
6 •
GAINS Exchange Quality One-to-Ones
Chapter Tools: BNI •

Member Who Effectively
7 Connect Profile, Record •
Uses BNI Connect®
Activity
•
Gold Club Badge, Bringing
8 Gold Club Badge Member •
People, Value of a Visitor
•
9 Visitor Host Experience Visitor Host Team Member •
Local Trainings, Events •

Member Who Regularly
10 Calendar, Online •
Attends Trainings
Registration

Training Member Mentors
Once the Mentor Coordinator and the Membership Committee have identified Member Mentor
candidates it is important for them to be trained. This can be done using The Passport to Success for
Member Mentors eLearning on BNI Business Builder. Mentor Coordinators can assign and track the
training completion by clicking the assign button and enter the names of the Member Mentors.
BNI Passport Instructions

Once a new Member is inducted into the Chapter the Mentor Coordinator’s job begins. Every new
Member will be given a Passport to Success and instructed that they are to meet with the Mentor
Coordinator immediately following the meeting to conduct the New Member Orientation.
Mentor Coordinator Welcomes New Members

Once a new Member is inducted into the Chapter, the Mentor Coordinator will meet with the new
Member right after the meeting to review the Passport to Success. The Mentor Coordinator may need
to set a time and location to meet with the new Member and explain the proper use of the Passport
outside of the regular meeting.
The Mentor Coordinator will be the new Member’s first One-to-One. Remind them to bring the Passport
and you will assign the names of the Member Mentors they are to meet with as well as review the
Passport and other programs available.
Things to Cover in the First Meeting
• Review the Passport – Complete the Welcome Page

• Review How to Use Your Passport
• Discuss the importance of the BNI Core Values & BNI Code of Ethics
• Review My BNI Checklist
o Once you have reviewed the Passport, it is now time to move to the next step
Assign the Names of the Member Mentors

This is the most important part of Passport to Success. When new Members are engaged with
seasoned Members, retention increases. This is the start of the engagement process so that the
Chapter and the new Member both win. New Members will learn best when they are supported and
helped by current positive seasoned Members.
• Note: Avoid assigning one person to multiple roles. The goal is to get as many current Members
to interact with new Members as possible. Engagement and relationship development are keys
to renewing Members. The more people that new Members can interact with on a One-to-One
basis, the more likely they will experience success and, therefore, renew their membership!
Instructions for Using the Passport

• Assign the name of each Member Mentor using the Member Mentor Worksheet. Have the new
Member write the names in the Passport or hand them a copy of the worksheet.
• Briefly explain to the new Member what each person will cover as outlined in the Member Mentors
and Topics section.

• Explain the process for scheduling a One-to-One with each Member Mentor. The Member Mentor
should be expecting the new Member to request a One-to-One. The Member Mentors should also
be prepared to reach out to the new Member to schedule a One-to-One.
• Explain the process if they are having trouble getting a return call or appointment. The Mentor
Coordinator will help the new Member set them up during Open Networking or just after the
meeting each week.
• Remind them the expectation is only one One-to-One meeting per week though they are
encouraged to do as many One-to-Ones as possible. The fastest way to trust (and ultimately
receive referrals) is through effective One-to-Ones, though they are not expected to complete the
Passport quickly.
• The order in which they conduct their One-to-Ones is not important.
• Explain that you will be checking in with them weekly to help them get the Passport to Success
completed.
• Remind them they will be doing One-to-Ones with the Chapter's Ambassador or Director/Director
Consultant.
• It is the Mentor Coordinator's responsibility to ensure that the new Member understands the
importance of completing their Passport over the next 8 to 10 weeks.
• Answer all of their questions and give them your contact information should they have questions
later.
Check-In and Follow-Up

Every two weeks, check in with the new Member to make sure they are on track to complete their
Passport. Look at the new Member’s Passport to Success:
• Check for signatures from Member Mentors – Are they on target to get this completed within the
first 12 weeks?
• Review the My BNI Checklist – Are they on target to get this completed within the first 12 weeks?
• Check for signature from the Ambassador or Director/Director Consultant – Have they been
introduced to their Chapter Ambassador or Director/Director Consultant? Have they had their first
One-to-One with the Ambassador or Director/Director Consultant?
Ask if they need help and remind them, they can always call you if they are having challenges.

Appendix
BNI Online Meeting Manual

Click here.
Renewal Process
The Vice President is the overall manager of the renewal process, but the Secretary/Treasurer and
Membership Committee Members are also involved in each Member’s renewal. Please be aware that if
you have known this process previously, it has been updated and streamlined to make it easier for the
Membership Committee and Members to include an automatic system approval.
Process Overview:
1. In BNI Connect, Member is tentatively approved 60 days before their renewal date.
a. Member is moved to the Pending Application page in BNI Connect.
b. VP can then approve or deny the Member (proactively before Member starts the
application).
2. Member and LT are notified via email.
3. Members can choose to renew using one of two methods:
a. Use the link in the renewal announcement email or
b. Log into BNI Connect, web/computer version and click the ‘renew now’ link.
If the Member completes and submits their renewal application, the VP is notified and can approve or
decline.
a. If no action occurs by VP by 14 days BEFORE the renewal date, the Member is
automatically approved.
b. An automatic or manual approval triggers a payment email to the Member.
a. Member can pay for their renewal using the link in the renewal approval
announcement email or the payment page on the renewal application process if
pre-approved.
c. If Membership Committee decides not to renew the Member and the VP denies the
renewal in BNI Connect, the emails to the member stop. VP calls Member.
If Member takes no action on their renewal application:
a. At 29 days of the renewal date, Member is reminded to submit their application via email
several times until application is submitted.
a. Secretary/Treasurer is sent alert emails
b. VP and Director are sent alert emails
b. If no action occurs by VP 14 days before the renewal date, Member is automatically
approved.
c. The Member can now pay for their renewal.
Approving Renewal and New Applications in BNI Connect

Vice Presidents monitor the Pending Applications Screen for New and Renewing Applications statuses.
In BNI Connect web/computer version > Operations > Chapter > Manage Memberships > View
Pending Applicants.

You will see all new and renewal applications that have been submitted with and without payment.
There are several status indicators listed in the Status Column.
Renewal Status Column Meaning Action Needed
No Application – Member has not yet acted on their Member to apply for renewal.
Tentatively Approved pending renewal; it was tentatively VP to approve or decline.
(up to 60 days from approved by the system.
renewal date)
Draft Application – Draft indicated Member has started but Member to complete and submit a
Tentatively Approved not completed their renewal application, renewal application.
(between 60 to 14 days it was tentatively approved by the
VP to approve or decline.
from renewal date) system.
Application Submitted – Renewal Application has been VP to approve or decline to allow

Tentatively Approved submitted by the Member; it was Members to PAY ON TIME.
(between 60 to 14 days tentatively approved by the system.
from renewal date)
Draft Application - Member started the application, and the Member to complete and submit the
Approved VP has approved. application and payment.
No Application - Member has not yet started their Member to complete and submit
Approved renewal application, VP has approved application and payment.

Application Submitted – Member submitted, VP approved, no Member to complete payment.
Approved payment has been initiated
Payment Selected – Member submitted application and VP or ST contact BNI Regional Office
Approved payment BUT payment was
unsuccessful
(region to Confirm)
Payment Selected – Renewal Application has been All steps have been completed by
Approved submitted, approved and successfully Chapter, BNI Regional Office will
paid. reconcile within 24 business hours of
(Region to Reconcile)
payment.
To review and approve or decline a submitted renewal application, the VP accesses the Pending
Applications Screen and clicks the red arrow in the “Approve” Column. The next screen allows review
of information along with the approve or decline button.
The Member can only pay after the VP has approved or the auto-approval occurs on a completed
submitted renewal application. Thus, timely submission of the renewal application by the Member and a
timely approval by the VP (in BNI Connect) assures the Member has enough time to pay before
accruing a late fee.
Once the renewal date occurs, please refer to the explanation below:
• Late = Member did not renew by renewal date i.e. November 1, Member can still renew using BNI
Connect. Late Fee applies.
• Expired = Member did not renew as of day 16 i.e. November 16 and now has no access to BNI
Connect and Mobile App. Secretary/Treasurer contacts Regional Office to assist Member with the
renewal process. A late fee applies.
• Dropped = Member did not renew one month following Renewal Date i.e. December 1. Member
must reapply as a new applicant and Application Fee applies or member voluntarily resigned.

After the renewal process is complete, the President is notified via email.

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2021 Chapter Operations Manual

Effective Date: 16 August 2021

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How to Use this Leadership Team Manual

History of the Organization

BNI Philosophy & Principles

BNI Core Values

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BNI Code of Ethics

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Meeting Agenda Outline

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0:00 1.  Open Networking

0:15 2. Welcome Visitors & Introduce Leadership Team

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0:17 4. Purpose and Overview of BNI

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0:26 8.  Weekly Presentations

0:49 9. Welcome Visitors to BNI Chapter Meeting

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0:51 10. Vice President’s Report

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0:53 12. Introduction of Featured Speaker(s)

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1:28 18. BNI Announcements, Reminders and Special Reports

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*Visitor Orientation is in progress.

Hidden Elements of the Meeting

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Up to 50 Members 51-70 Members 71+ Members

Name and Name and

Networking Education 3-5 minutes 3 minutes 3 minutes

Weekly Presentations Up to 60 seconds Up to 45 seconds Up to 30 seconds

Select two Visitors to share

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Set and Measure Growth Goals

Communicate the Value to BNI Members

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Agenda and Instructions

Preparation for the Meeting

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The Vice President facilitates the rest of the meeting.

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President Checklist of Responsibilities

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Weekly Follow-Up & Reminder Email Communication

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