BNI Elevate is a million dollar a month, networking community organized to help our members make more money through structured collaboration and referrals.
Remember, Elevate is all about relationship marketing.
That means your fellow members need to get to know you, like you and trust you, and only after that occurs will you get referrals.
And the best method we have for building relationships at Elevate are 121s, so here’s some foundational info on 121s.
First, what is the etiquette of who should be asking for the 121? The simple answer is … you.
If you want to have a 121 with someone, ask them.
Next, what’s the etiquette of responding to a 121 request?
On most summer Friday’s I have a long drive to the beach, so I send out a general 121 request to the group for my weekly email, and a response to that email is not necessary.
However, if an elevate member reaches out to you for a 121 on an individual basis, a response is absolutely required, but the meeting can be deferred.
For example, if I’m in a very busy period, I’ll let you know that I’m at 100%, and that we should touch base in a couple of weeks to schedule at that point.
The next question is who should you be having a 121 with?
If you’re a newer member, I would prioritize having 121 with all of the members of your primary power team because they speak to the same target client as you, and quite often they’ll need to pull you in to complete a deal.
And while you’ll have a lot of 121s with people on your power team, don’t ignore the rest of the membership.
The rationale for this is you don’t know who your fellow member knows.
For example, their sister might be the CEO of the company that is your perfect prospect.
In fact, we encourage members to have at least one 121 with every other member in the chapter once per year, and then do it all again next year.
Over the coming weeks, I’m going to discuss all the gold I’ve been extracting from my 121s recently.
And now that we know that building relationships is critical to our success at Elevate, if you have a lot of 121s, I guarantee that you’ll make more money.