This document provides guidance on conducting effective 121 meetings in BNI (Business Network International). Some key points: 1. 121 meetings are an important tool for building business relationships with fellow BNI members through trust and referrals. 2. Effective 121s require preparation, asking the right questions to understand a member's business and clients, and setting goals for referrals to pass and business to close. 3. Structured 121s should allocate time for each member to discuss their business and identify potential referrals, with a plan to follow up on connections made.

1. Networking
121

3. 1. ONE OF THE
MOST EFFECTIVE
TOOL OF BNI
2. IS THE BASE FOR
BUSINESS
RELATIONSHIP
WITH FELLOW
BNITES
3. ATTENDING
WEEKLY MEETINGS
ONLY WILL NOT GET
YOU MORE BUSINESS,
121s WILL
4. BETTER
UNDERSTANDING OF
MEMBER’S BUSINESS
5.DEVELOPS
CONFIDENCE TO
REFER
6.RESULTS IN
REFERRALS FOR BOTH
MEMBERS
7.NET RESULT
INCREASES BUSINESS
#WHY

4. BUSINESS ! BUSINESS ! BUSINESS !
SET 121 TARGETS FOR THE MONTH
TARGETS FOR GIVING & GETTING REFERRALS
WORK ON REFERRALS RECEIVED.
CLOSE BUSINESS
SET UP MORE 121s
#MINDSET

5. #REREFFALS
DO YOU WANT REFERRALS
OR
DO YOU WANT REFERRALS
YOU WANT

6. ESSENCE OF
121s
TO BUILD TRUST AND GET RELATIONSHIP REFERRALS !
● DOES YOUR FELLOW MEMBER KNOW W
H
#
A
R
T
E
Y
R
O
E
U
F
D
F
O
A
?
L
S
YOUR USP ?
● WHAT ABOUT YOUR ASKS?
● MOST IMPORTANT DOES HE/SHE TRUST YOU TO REFER
YOU?
A 121 TAKES CARE OF ALL THESE QUESTIONS. BUILDS TRUST TO
GET YOU RELATIONSHIP REFERRALS.

7. #SUCCESSFUL #121

8. ● WHAT ARE THE DIFFERENT
SHEETS YOU NEED TO
PREPARE
● BNI GAINS SHEET
● BNI BIO DATA SHEET
5
SPECIFIC
ASK GIVE
#BEPREPARED
THE MOST IMPORTANT SHEET
● BNI CONTACT SPHERE
PLANNING WORKSHEET

9. Member name : Sudarshan Mundra
Category : Wedding Planner

10. STRUCTURED 121 MUST
TIME DETAILS
5 MINUTES WARM UP
15 MINUTES 1ST MEMBER SPEAKS OF THEIR BUSINESS
15 MINUTES 2ND MEMBER SPEAKS OF THEIR BUSINESS
10 MINUTES WORK ON PASSING REFERRALS TO 1st MEM.
10 MINUTES WORK ON PASSING REFERRALS TO 2nd MEM.
5 MINUTES DISCUSS FOLLOW UP ACTION PLAN BY EACH
60 MINUTES TOTAL TIME

11. ASK THE
RIGHT
QUESTIONS
• WHO ARE YOUR CLIENTS AND
WHAT DO YOU DO FOR THEM ?
• DESCRIBE YOUR
IDEAL CLIENT ?
• WHAT ARE YOUR BEST
REFERRAL SOURCES ?
• WHAT IS YOUR USP ?
• HOW DO I REFER YOU ?
• THESE ARE MY 5 BEST
CONNECTS , CAN THEY BE OF
HELP TO YOU?

12. Mobile 121 Details
● 1ST MEMBER STARTS SCROLLING THE CONTACT LIST AND GIVES
THE NAME TO THE SECOND MEMBER WITH THE CONTACT’S
BACKGROUND.
● 2ND MEMBER CONFIRMS IF THIS CONTACT WILL BE OF USE
● IF YES THE 1st MEMBER CALLS THE CONTACT RIGHT THEN AND
INTRODUCES THE 2ND MEMBER.
● POST WHICH THE 2ND MEMBER TAKES IT FORWARD EXPLAINING
HIS/HER BUSINESS.
● IF WORKABLE A MEETING IS FIXED
● THE WHOLE PROCESS IS REPEATED FOR THE 1ST MEMBER.
● MULTIPLE CONNECTS CAN BE DONE IN 1 MOBILE 121.
A FAST PACED 121 BASED ON YOU PHONE CONTACT LIST

13. THE DO’S OF 121
● DO TRY AND MEET AT BUSINESS PREMISES.
● DO SHARE THE CONTACT SPHERE LIST
● DO ATLEAST ONE 121 IN A WEEK.
● DO 121’s WITH MEMBERS HAVING SIMILAR CONTACT
SPHERE
● DO PREPARE YOUR 5 SPECIFIC ASKS & 5 GIVES
● DO BE ON TIME FOR 121s. RESPECT FELLOW MEMBER’S TIME
● DO PUT YOUR PHONE ON SILENT MODE.

14. MISCONCEPTIONS ABOUT 121
● AVOID DOING MORE THAN TWO - 121S IN A WEEK. THIS
WILL ENSURE CLOSURE OF REFERRALS PASSED.
● AVOID TALKS ABOUT BNI OR CHAPTER OR REGIONAL
GOSSIP DURING 121.
● AVOID PASSING DOUBLE ENTRIES ON CONNECT
● NO TL POINTS FOR 121.
● SO AVOID PASSING 121 SLIP FOR A CHANCE MEETING
OVER COFFEE OR OTHERWISE.

15. 121 C0.OD/BD/LT DUTIES
1. ORGANIZE 1 CONCLAVE EVERY ALTERNATE MONTH -
HENCE 3 CONCLAVES IN 6 MONTHS
2. ENSURE SETUP POST WEEKLY MEETINGS FOR 121S
FOR MEMBERS.
3. TEACH MEMBERS ABOUT MOBILE 121.
4. PAIR NEW WITH OLD & OLD WITH OLD MEMBERS FOR
121 POST MEETING.
5. QUALIFIED REFERRALS TO BE PASSED POST 121
6. TRACK AND MENTOR MEMBERS DOING LESS THEN
TWO 121S IN A MONTH.