Today 13-year BNI member Shawn Yesner joins Dr. Misner to talk about Leadership Team training and why every member of your chapter should attend. Shawn recommends that anyone going to training do so with three goals in mind.
- Learn the position you’re going to serve in and learn the position you want to be in next.
- Connect with members of other chapters across the region. Find referral partners, substitutes, members of your contact sphere.
- Apply what you learn at the training to make your business more successful.
Having more people attend leadership team training helps the BNI chapter as a whole by ensuring that all the members are using the same playbook. Not only that, but members who attend leadership training dramatically increase referrals passed and thank-you-for-close-of-business.
Holding a leadership position boosts your own business. Visitor hosts learns sales skills. Education coordinators learn how to create a continuing education plan to get to the top of their industry.
Shawn’s Leadership Training Presentation
Listen to the Yesner Law Podcast to hear more from Shawn.
Brought to you by the Networking for Success YouTube Channel.
Complete Transcript of Episode 494 –
Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, featuring Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you today?
I am doing great, Priscilla, thank you very much. I have a guest here on today’s show, Shawn Yesner. Shawn is an attorney. He has been an attorney for 13 years and he has been a member of BNI for 13 years. He has served in every single position on the Leadership Team and what totally and completely blew me away in the pre-interview discussion with him is he said he loved being VP. He loved being VP! So I definitely want to talk about that. Shawn’s goal is that 100% of the members in his chapter attend the Leadership Team training.
So Shawn, welcome to the BNI Podcast. It’s great to have it on. I appreciate it.
Thank you. I appreciate the opportunity and I have been a loyal listener of the podcast all the way back to episode number one. So I am really excited about being on the podcast. Thank you.
Episode number one. I am truly impressed with someone who listened to every single podcast. Those of you listening today, you know you can get it at BNIpodcast.com. It is also available on iTunes. Shawn, I know you have a show as well on iTunes. We will make sure to share it at the end.
So people can pick it up on iTunes and on BNIpodcast.com.
Shawn, you have listened to every episode and your goal is to have 100% of your members going to Leadership Team training. I have talked about Leadership Team training. Why in the world do you think everyone in a chapter- I love the idea but explain to the listeners, explain to BNI members why you think everyone should go to Leadership Team training.
I think it is the whole concept of we are all rowing the boat in the same direction. We are all doing the same things. We are all speaking the same language. When I talk to members about why they should go to training, I try to tell them to go with three goals in mind. First, learn the position you are going to serve in. If you are going to be a support member and you are not necessarily in a named position, learn for the one you want to be in or learn for the one you might want to be in the following year. So learn your roll first.
But second, it’s a tremendous opportunity region wide because we have all the chapters in attendance. You can find somebody who is in your contact sphere. You can find somebody who you can collaborate with. You can find somebody who could be a fantastic referral source for you. And you can also find people who could be your substitute if you ever had to miss a meeting or somebody that you could substitute for if you want to meet another chapter.
The third thing that really, for me, hits home is the biggest appeal of BNI for me is not only using to generate the referrals – I have done that. BNI is about 40% of my overall revenue year after year. But how can I use what we learn in BNI to make my business better? How can we learn what we use in BNI to make my business more efficient, more profitable?
That is why I think everyone should go to training.
I completely get it on the individual basis. People are going there and pick up a lot of great ideas. Having everyone rowing in the same direction, I think, is really powerful. When I first started thinking about doing Leadership Team training, I will be honest. I really didn’t think that everyone would go but I am seeing this happen more and more and more. Maybe not everyone but many people from a chapter go so that they can all be rowing in the same direction.
When a football team- you can’t just go out there on the field and say, “Okay. Everybody just go out long. I will throw the ball. You have to have a play. Everybody has to be reading the play book and knowing what is next. This is kind of a way of finding what’s next. Just with the Leadership Team alone, President, Vice President, Secretary, Treasurer.
We do lever 200,000 person hours a year in training. Not counting everyone else. Over 200,000 person hours a year. I think this is one of the reasons why BNI is the largest networking organization in the world- because of all the training that we do.
So how do you think this helps the chapter overall? You talked about how it can help an individual. But overall, how does this help the chapter? What has it done for your chapter.
So I will give you an example. I will give you an example. One chapter that I was working with, I did this presentation on why everyone would want to go to Leadership Team Training.
All but two decided to go, so we have 26 of 28 attend. One year later, those two people were gone. They had level for whatever reason they decided to leave. The 26 that decided to go, they were all still there. They had nearly doubled the chapter in size. They had more than doubled the thank you for closed business that they were generating.
So in the chapter, almost everyone went, almost doubled in size and more than doubled in closed business. And the only two who didn’t go weren’t there a year later. Is that a good summary?
So based on results, getting everyone engaged in the process is rally important. I read a survey not long ago on Psychology Today that said that organizations that have their members of an organization – really talking about the corporate world – are 46% more productive if they are engaged in the business.
I think that directly applies with BNI, that when you are more engaged in the organization, you are much more productive. That seems to be what you have seen.
Yeah. I think it’s easier because instead of saying, “Do it that way because I said so, they understand why the agenda is set up the way it is. Why does the President do what he or she does in the order? Why are some of those things in place? It is a lot easier to get people to conceptualize it and work as a team toward a common goal.
You bring up a really good point. I have always thought that people don’t care how much you know until they understand why. If we can explain to people why we do the things we do, they are much more likely to go along with it because there ar a lot of reasons why we do what we do.
You know, over 32 years, we have kind of figured out what works and what doesn’t. There is a way behind almost everything. It is really important.
So I want to ask you how does this help business? You know individual businesses, not just individual members but individual members in this community.
But, before I do, I have to ask you. You said you loved being Vice President, I jokingly say, I shake their hands and I jokingly say, “Condolences.” They get it because the VP is a little bit harder role, I think, than some others.
I think I love it because it is one of the harder roles but what I love about it is goal setting, member setting. Mangling the team. Managing the membership committee. Being VP helped me figure out for my company, for my late first, what are the goals? What are my success drivers? What do I need to hit? What do I need to measure? How do I measure it?
All of those things that the VP does for the chapter, I do for my business. I always say if I am the VP, I want to have a lot of input as to who the membership committee is because If I can’t work with them, then I am not going to enjoy the roll very much. So I want to make sure I have a really good membership committee if I am the Vice President.
I think the VP is sort of the unsung hero of a chapter. It is the role that really I believe can have the most significant difference. Certainly behind the scenes in managing the membership committee. It is an extremely important role and it is very good to have committed people in that role.
You know, one of our core values is accountability. This is where the VP really comes in. You are right about the membership committe. That will absolutely make or break a chapter every time. Thank you for being willing to do VP. We need more people like you worldwide.
I am sure I will be VP again at some point here, and I will do it gladly.
Last question for you. We have about a minute or so left. What is in it for you as a business person and other people. What is in it for you individually to go to this leadership team training when you don’t have to go to training?
I broke the presentation down and actually analogized each one of the Leadership Team positions. Obviously, we don’t have time to go through all of them. I actually asked the Secretary-Treasurer for a feature presentation slot to do this presentation for my chapter. I will hit on a couple of the highlights.
The educational coordinator – I went at the beginning of the month and went to a continuing education seminar because I needed to stay licensed. I lot of time I will say, “Who here has an educational requirement do keep their license? Those that don’t raise their hands, how many of you would be at the top of your profession if you were the best educated within your profession?
And then what is your company’s plan to make sure that you hit those educational goals? Would it help to learn how the Educational Coordinator creates that plan for the future. Analogized it and help creat that plan for your business.
Right. That is a good one. What else?
Post meeting visitor hosts, thank you for allowing me to be post meeting visitor host. I got to practice on your time, overcoming objections and helping people fill out an application to join that chapter or apply for membership in my chapter.
Doing that gave me 52 weeks of sales experience. That year that I was the visitor host handling the post meeting obligations, my sales sent up because I was better at practicing being in post meeting, overcoming objections, convincing people why they should sign my retainer letter using a lot of the same concepts at to why they should sign up to be interviewed by the membership committee.
These are good. I know you have done it for every one of the positions. Maybe if you are okay with it, we can share it on this podcast as a PDF.
I think that would be great. Let everyone see exactly what you have done.
I know you have got your own podcast that you do. It is called CrushingDebt podcast. If people are interested in going to listen to your podcast, they can do it on iTunes and just do a search on “Yesner Law Firm” or on “Shawn Yesner”. Correct?
So just search on Shawn Yesner or Yesner Law Firm and you can catch Shawn regularly on his podcast, the Crushing Debt podcast.
Shawn, thank you so much for being on my podcast and for sharing this information. I think it was great information on why everyone should go to Leadership Team training. Thank you so much for being here.
Thank you. I appreciate it.
Alright. Back to you, Priscilla.
Thank you, Ivan and Shawn. That was great information. I would just like to remind the listeners that this podcast has been brought to you by The Networking for Success Channel on YouTube. Thank you so much for listening. This is Priscilla Rice and we look forward to having you join us again next week for another exciting episode of the Official BNI Podcast.