BNI Tennessee & Kentucky-So. Indiana Regions Substitute Program
Our regions allow BNI members to serve as ”Substitutes” only within the guidelines below.
If you would like to be a substitute, edit your member record. If you are looking for a substitute, go to the Member Search page and select YES for the Is A Substitute field.
Sometimes you need a substitute when you can't attend your meeting.
► It is best if you have a non-BNI member stand in for you. People to consider for substitutes include: partner, customer, client, patient, family member, employees or other business colleague.
► If that isn't possible, some BNI members have offered to substitute for other members. Members may not be “regular” substitutes in any chapter.
► Members (just like visitors) are allowed a maximum of two visits to another chapter…whether as a visitor or a substitute.
► Members who violate these guidelines will not be permitted to substitute in other chapters.
Here are some guidelines for using another BNI member as your substitute:
· You must be in different chapters.
· The person requesting the sub should pay for breakfast/lunch.
· The requestor should give their commercial to the substitute.
· The commercial is for the person you are subbing for, not your own commercial. Here's an example of a substitute's commercial: Good morning. I am Beth Anderson of OrgTrack.com and today I am substituting for Nancy Smith. Nancy is a realtor with Executive Realty Company and she helps people buy and sell homes....
BNI's current Program Guidelines state that If there is no conflict with a member, the substitute can mention their business understanding, however, that their primary purpose is to represent the member.
PURPOSE AND BENEFITS OF A SUBSTITUTE – think GIVER’S GAIN:
· A substitute is a “chapter visitor” and therefore a potential customer, client, or patient for other chapter members.
· Your absent member is still represented and doesn’t lose momentum.
· The attendance is maintained at the meeting – the chapter doesn’t lose momentum and this helps when visitors are present.
· Members are given a different perspective of the member – in other words the person you select to sub for you will directly reflect directly your professionalism.
· The chapter is given an opportunity to meet someone in your sphere of influence.
· The true substitute could be a potential member.
· The substitute could bring potential referrals for the chapter.
· This person could be a great contact for a member of the chapter.
WHO CAN BE A SUB?
See BNI Member Policy Guidelines. It does NOT say BNI members. Our regional office permits members to serve as substitutes within our limited guidelines. Members not conforming to the spirit of the policy as well as the specifics of the substitute policies will not be allowed to participate as substitutes. BNI policy does say former members may substitute, however it does a disservice to the chapter if they become a perma-sub. With former members as subs, the chapter is less likely to fill that category – it hinders the chapter’s growth and referral potential.
RISKS OF MEMBERS AND FORMER MEMBERS AS SUBS- think GIVER’S GAIN:
A non-BNI sub, in most cases, has a greater potential to need or refer the services of the members. Members from other chapters already have relationships with members of their own chapter and cannot refer to the conflicting categories.
In the BNI agenda Subs can briefly introduce themselves only. The sub is there to represent the member. (See Policy brochure guidelines.)
SEVEN TIPS FOR SUBSTITUTE SUCCESS
1. Use subs only when you are away. Save your absences for emergencies.
2. Have several substitutes who know you.
3. Plan ahead. Take your substitutes with you to the meeting before you need them.
4. Give substitutes a written 60-second commercial several days in advance – after all they are advertising for you. Don’t throw away your advertising dollars.
5. Give your substitute something specific to say during the referral portion of the meeting, either a referral to pass for you or a written testimonial for someone in the group. Also the sub can give a testimonial FOR YOU!
6. Have someone from your chapter call the sub the day before the meeting. This reinforces the invitation and makes the sub feel more welcomed. (This will also prevent the excuse of “I invited someone but they didn’t show up.”)
7. Tell your sub that you have perfect attendance. Confirm that they will maintain your perfect record!
Remember: Attendance is the critical #1 factor of a highly successful chapter. Success and referrals are linked to chapters with stellar attendance.
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