Planning for Success in 2007

Some people in 2007 will get another year of BNI experience. Others will simply repeat last year's experience with different people. Your choice.

I recommend BNI members do some kind of planning for the year. In MSP, we walk very quickly through an exercise that might help.

1) How much money do you want to make from BNI referrals this year? (think "gross")
2) What is your average dollar amount per sale? (also think "gross")
3) What is your closing percentage on referrals?
4) How many referrals will it take this year to reach your goal? (divide your answer to #1 by your answer to #2, then divide again by your answer to #3)
5) How many referrals will it take each week to reach your goal? (divide your answer to #4 by 52)

This little math formula will give you the number of referrals you need to RECEIVE each week to reach your goal for question #1. Since the game we are playing is called GIVERS GAIN, that same number reveals the number of referrals or visitors you should probably try to GIVE each to jump start the mechanism of reciprocity. Share your goals with the members of your chapter...after all, they are the ones who, with your training, are going to help you reach your goals.

Target your MOM's strategically with those you feel are in the best position to GIVE and RECEIVE your referrals.

This is the WORK part of "networking", which is why it is so often overlooked. But the potential payoff is huge. Accidental success happens much less frequently then planned success, and this is where planned success starts.