If you’re part of the leadership team and a member isn’t participating in some way, approach them and say “How can we help you (give more referrals, bring in visitors, etc.)?” The person will respond with either a “can’t do” or a “won’t do” answer.
“Can’t do” answers come from people who want to participate, but don’t know how. The solution is to educate them.
“Won’t do” answers come from people who don’t want to participate. They want to receive referrals, but not to give them. Give these people the opportunity to step down.
If they want to stay because they’re getting referrals, then insist that they contribute.
How has your BNI chapter handled the “can’t do” and “won’t do” members? How well did it work? Do you have suggestions for other listeners?
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