Points:
The point system the Vice President will use for determining leaders every Thursday is derived from what goes in the basket the previous 4 weeks. Points are awarded as follows:
Referral Given = 3 pts
Dance Cards (1 to 1’s) = 1 pt
Bring a new visitor = 2 pts – Only awarded once for the first time they visited
New member joins = 5 pts. (for the sponsoring member)
Notable Networker Dollars = Dollars/1000x5 = Pts earned. Example: 1500.00 NN$ turned in = 1500/1000x5 = 7.5pts
Late = (- 3) pts
Absence = (- 5) pts
Referrals:
Ranking Chart:
1 – This is not a good referral. Hold it and make it a more qualified referral. An example of this would be the realtor in the group asks for someone selling their home on their own. A member is driving and sees a “for sale by owner” sign in a yard so that member comes to the meeting and turns in a slip with the address of the property. This may be something that could benefit the realtor but instead of turning in the slip give the address to them outside of the meeting and see if a meeting comes out of it. If it does then turn in the referral.
2 – This means that the referral does not have much chance of becoming business and should not be passed yet in the meeting. There should be follow-up with the potential member to see if this can become a qualified referral.
3 –This means that the person/company that a member is referring has stated they have a need for service or product and that member has advised them they have someone they need to talk to. They have indicated they would like to have that member contact them. Does not mean it will become business but there is a need and a desire. From this point on this should be a “Qualified Referral”. A member should not mark a 3 or better unless they have had a discussion with the individual/company they are referring.
4 – This level of referral indicates the person/company a member wants to refer has a more immediate need for product or service and wants contacted quickly by the member in the group. This also may not become business but a very good chance it will. Example would be furnace on a neighbor’s home went out and they want someone to call them right away. They have an immediate need but they have not decided on an individual or company yet.
5 – This referral level is a “Done Deal” meaning the referral has already been contacted and is doing business with the member in the group. Often these are member to member (inside referrals). Another way to see this is a “5” is an order was placed for service or product.
Complete the slip with as much detail as possible.
Press hard enough so the Vice President can read the pink copy
Turn in the PINK copy in the basket, WHITE copy goes to the member that is being referred and YELLOW stays with the referring member.
Best Practices – Referral Giving:
Try and complete the slips before meeting so take some home and complete when you give the referral. This will keep members more focused on the meeting instead of distracted by completing slips at the meeting. Obviously... some come about because of things said at the meeting but majority should be known in advance.
“Qualify” your referrals. Meaning you have contacted the person you are referring ahead of time and have explained to them that they will be contacted by the referred member.
Follow up with both the member and the referred individual to see if contact was made and to see how things are going. This shows both parties you care.
If you think that the referral will probably not turn into a sale then DO NOT turn in the referral yet. Keep working it until you know it can become a sale and then turn in the referral. This keeps us from just “Passing Paper” and will also make you more “Credible” with your referrals.
Some members will not pass as many referrals as others but when they do they are GOOD referrals that results in closed business. In other words don’t just pass a referral to pass a referral. Make sure they are pretty good so “3” or better on the ranking chart of 1 to 5. A good practice is to fill out a slip in the meeting and then keep it with you until you can qualify it and make it at least a “3”. Good practice to keep that on your desk or somewhere it can remind you to follow up and turn that into a good referral.
Dance Cards (AKA – One to One’s):
Designed to learn more about the business of a member in the group. NOTICE>>> It does not say designed to TELL a member about you! That is a key point when doing a good “one to one”. Come into your “one to one” with the intentions of learning more about that person and their business first and foremost. If you come in “guns a blazing” to tell your story and sell your product/service more than likely your results will not be beneficial for you. During a “one to one” it is very natural for a back and forth discussion to occur that will give you ample opportunities to explain what you do and who you are. However, there have been “one to one’s” that one member was never asked “How can I help you?”... That obviously does not bode well for the other member and will probably result in not getting business from them. That is how we are wound... if you don’t want to help me why should I help you? Right? Keep this in mind when doing a “one to one”.
The goal is to come out feeling like you would want to do business with that person. Ask the right questions to give yourself a good comfort level that you would want to refer yourself, your family, your friends and your colleagues to that member.
There is no rule on taking notes during a “one to one”. Some do this and some do not. Good practice to just ask “Do you mind if I take notes while we talk?” Just a courtesy as some people can be offended by this.
Both members should turn in a “one to one” slip for the meeting.
Notable Networker Dollars:
This “Green” Slip is turned in by the member whom benefited financially from the referral and not the member who gave the business.
The member who gave the business should be recognized on the line labeled Thank you to:________________
Make sure you put the dollar amount that was derived from that sale (see attached addendum “How to report your Notable Dollars”.
Make sure you mark repeat or new business and inside or outside referral.
Comment section is for describing the service or product that generated this money if you wish but not required. Could also be used to denote a second, third, etc. generation referral described below.
If the dollars resulted from a referral passed by a sub or guest of the group then put sub or guest on the Thank you to line. You may want to put the sub or guest name along with the product or service that was done in the comment section but not required.
If the dollars resulted in direct payment from Notable Networkers Group then put Notable Networkers in the Thank you to line and add comment on what the group paid for.
If the dollars resulted from a past member of the group then put “Past Member” in the Thank you to line. You may want to add comment with their name and the product or service provided but not required.
Generational referrals are those that were initially referred by a member in the group and then that referral referred you again. All generational referrals should come back to the original referring member whether current member, past member, guest, sub etc. This is who will be listed in the Thank you to line.
Why track dollars passed:
As a Thank You and appreciation to the member that passed a referral resulting in generated income.
It provides a way for each member to measure how they are doing in the group and are they a contributing member by passing “Quality” referrals that results in closed business.
We do not track how much a member profits from being in the group but we highly encourage every member to have a pulse on their ROI or return on investment and turning in closed business can assist in doing your own tracking and analysis.
Showing prospective members the amount of business being passed in the group is important to future growth of the group.
Membership Committee will look at the full body of work when renewing a member. This is one factor they will consider in the renewal process whether that renewing member is referring closed business.
Attendance:
It is imperative that the commitment and pledge we have all taken to attend the meetings not be taken lightly. We are all striving to build our businesses as well as each other’s businesses. When members are not in attendance it hinders the ability for business to be passed. It is crucial to the success of the group that all members abide by the attendance policy as follows:
Members are allowed 3 absences in a 6 month period. Periods run from January 1st through June 30th and July 1st through December 31st.
First absence - a phone call from the VP advising the member they are missed at the meeting and reminder of getting a sub if they are going to miss.
Second absence - a letter from Mentorship will be sent via email or mail reminding the absent member of the attendance policy as well as to see how the mentors can help in getting them to the meetings or finding subs.
Third absence - a letter from Membership Committee Chair is sent via email or mail requesting a meeting with membership committee where the purpose will be to assist in finding ways that further absences will not occur.
Fourth absence – The offending member’s “seat/category” will be opened up unless Membership Committee requests an extension of absences to Leadership. There are cases where this occurs and as long as there is good communication and some good faith given from the member then extensions of the policy can be granted. This is case by case and Membership Committee’s decision.
Attendance – Continued:
If a member is over 30 minutes late to the meeting they are considered absent.
If a member is removed from the group by membership committee for violation of the absence policy then that member will forfeit any and all monies paid to Notable Networkers for their membership. There will be NO proration of monies returned to the violating member.
Once removed from the group that individual may sub for other members but may not visit the group. This is done so that the current membership can focus on replacing that position in the group.
Once the 6 month period, that the violations occurred in, has passed the individual may return and re-apply for their position if that category is still open. They will be required to pay full dues the same as any new member joining the group.
Lates:
Notable Networkers believes that “promptness” is an important element in business and this should be the same with regards to your commitment to the group. Visitors and subs coming to our meetings will have a better feeling of the group if members are not arriving whenever they wish. Show your professionalism and be on time.
A member will be considered “Late” if they arrive after the meeting is called to order by the president. Open networking begins at 7 am and meeting is scheduled to start at 7:15 am but in bad weather the president may delay starting the meeting to give members more time to arrive.
A member will receive and absence for every 3 “lates”. 3 Lates = 1 Absence.
Cancellations:
Notable Networkers will follow Webster School District with regards to cancellations due to bad weather. It is each member’s responsibility to check the school closings. If the meeting is being cancelled for any other reason the leadership team will notify you of the cancellation.