Cupertino BNI -- Business Builder's Chapter

We are delighted that you are considering applying for membership. Since BNI is most likely new to you, we want to ensure you understand what you can expect from us and what we expect from you. The following FAQs may help you in making your decision.

How often can I substitute for one of your members or be a guest?

You are allowed to visit ANY BNI chapter only twice. After that, you will be asked to submit an application. During the application process our membership team will contact your references and verify that business licenses, bonds, or insurance and the like are current (if applicable to your profession). The process takes 1-2 weeks. You will be required to attend our meeting twice so that we can get to know you and your business better and for you to be certain that you are making the right decision for yourself as well. You are allowed to keep on attending unless you hear otherwise and will be kept appraised of the status of your application. Once it has been determined that you are a good fit for our chapter, you will be inducted at the next meeting.

I'm new to networking, and I'm concerned about my ability to find referrals for my fellow members. How can I do this effectively if I don't know how?

BNI differs from "leads" groups in that we offer education & support. This includes:

A Weekly "educational moment" pertaining to networking and referrals
30-second infomercials to help you learn what types of referrals members are looking for
Periodic 10-minute member presentations offering in-depth information
One-to-one meetings or "dance cards" to develop professional relationships
Mentoring by seasoned members is available
Member Success Program -- an orientation to BNI that teaches you how to get the most out of your investment as a chapter member
Advanced Training Workshops

Are there "quotas"?

Many new members bring referrals right away and others need to develop trust and hear testimonials before referring to chapter members. Below are the guidelines.

Goal: one referral per week.
Grace period: 6 months, though many new members actively refer after a month or two.
Minimum: two referrals per month or a total of 12 per 6-month term. Some weeks you may have no referrals and other weeks you might bring several referrals.
Bringing guests that are clients or other business owners that might be able to use a chapter member�s services can be an easy way to get referrals.

Where do I meet people to get referrals?

Below are some ideas on sources of referrals.

Your existing clients may be a good referral source, especially if you let them know you are associated with business professionals whose services and products you can recommend.
Local chamber events or other networking functions
Friends, family members, church organizations and neighbors

I'm new in business, don't have a lot of time to waste and want to grow my business quickly. How much of my business will come from BNI during my first year?

It does take time to develop relationships, and the time you spend is an investment that will pay off if you are patient. Some chapter members have experienced tremendous growth in the first year and others have had moderate growth. Most marketing programs must be cultivated before realizing results, so it helps to have reasonable expectations.

I'm concerned I'll spend lots of time and energy and won't get referrals.

Each of us puts our own reputation on the line when we refer a chapter member. You will need to demonstrate to chapter members that you are referable. How will you do this? Participating fully in the above areas will help you develop business relationships. Also know that there is a direct correlation between those who give (referrals, make time for dance cards, etc.) and those who gain, thus the "Givers Gain" philosophy of BNI.

Some professions take longer than others to build that trust. It may take you and a chapter member similar time to get to trust and get to know each other. Seasoned members often try out services before referring to their contact sphere, depending on the profession, and you may feel more comfortable doing the same. Once members start giving testimonials about your services, you will see an increase in the number of referrals you receive.

Not everyone has this experience, but here is one example: A handyman from another BNI group was worried about not getting referrals after several months and was thinking of leaving the chapter. Fortunately, he stayed with it, and his referrals took off so much that he made over $100,000 in his second year with more than 80% of his business coming from BNI referrals.

Do I really have to be at meetings EVERY week -- what about vacations?

You are allowed to miss 6 times during a 6-month term

3 times with a sub (for a planned vacation, business meeting or travel)
3 times without (usually due to unexpected life events or illness)

A sub, for example, can be a friend, family member, co-worker, client, a member of another BNI chapter, or -- even better -- a potential member.

Statistics show that the average number of referrals received by chapter members who attend 100% of the time is 6 per month.
Missing even once a month can decrease the number of referrals to only 2 per month.

The more chapter members have an opportunity to hear from you, the better. It's about developing relationships. People are more likely to refer you when they come to like, know, and trust you.

What does it cost to be a member?

All of these are business expenses that should be tax deductible on your Schedule C, but check with your accountant.

Corporate Fees:

One time registration fee is $100, payable by check or credit card.
BNI's corporate fee is $330 per year, payable by check or credit card. These fees are not refundable but if you need to leave the chapter (and if you are in good standing) BNI offers a letter of credit.
Member Success Program training is $25 and is to be completed within 60 days of induction to the chapter.

Chapter Fees:

Quarterly meeting room fees are currently $110, payable by cash or check.

You may want to look at how many referrals you need to recapture your cost and make it "worth it" to you. Just like other marketing programs, many members weigh the cost/benefits of participation on a regular basis.

We want people who want to be here and will actively participate in the chapter. BNI is not right for everyone, but if you feel hesitant and are not sure if it's a good fit for you, we hope that you'll come a second time before making your final decision.

BNI Code of Ethics

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 with BNI members.
6. I will live up to the ethical standards of my profession.