Franchise Executive Summary

Table of Contents

WHY BNI®? 3

THE BNI® STORY 5 ORGANIZATIONAL CULTURE 7

REVENUE MODEL 9

MEMBERS SUCCESS STRATEGY 11

MEMBER PERSONA 13 FRANCHISEE COMPOSITE 15

BUILDING BUSINESS 17

FRANCHISEE SUPPORT STRUCTURE 20

FRANCHISEE FINANCIAL SUCCESS 22

STARTUP COSTS 23 WHAT ARE FRANCHISEES SAYING? 25

AVAILABLE TERRITORIES 26

MEET THE EXECUTIVE TEAM 27

NEXT STEPS 33

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WHY BNI®? BNI® is the World’s Leading Referral Organization.

BNI’s is uniquely positioned to help Since each BNI chapter can have only members increase their business one member from any given business through a structured, positive, and specialty — only one dentist, one results-driven referral program that plumber, one web designer, etc. — enables them to develop long-term, referrals can be passed around without meaningful relationships with driven competition. BNI brings people from professionals. different backgrounds together and helps them find ways they can help each Why BNI is Needed in other grow, often by bringing people in the Marketplace complementary professions together. A staffing company, for example, can meet One of the key challenges for small a payroll professional through a BNI businesses is finding clients and chapter. What’s more, similar services increasing sales. A BNI membership can band together to form a potent grows business through valuable business alliance by passing referrals referrals and word-of-mouth that back and forth to each other. For increases a member’s business profile in example, a general residential contractor the local community without investing a can pass a referral to a plumber, lot of money in advertising.

Instead, BNI members make a smart investment of time. Members meet weekly, and these regular face-to-face interactions mean members get to know each other and understand the type of service other members provide, which enables members to give qualified referrals to one another.

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landscaper, and electrician, all within the local chapter.

BNI members are trained in the art of finding and developing referrals, and the weekly meetings are rigorously organized to be efficient and procedure and are therefore trusted productive. Membership committees professionals. hold chapter members accountable for attending weekly meetings, bringing BNI has a Positive visitors (including potential members) to Economic Impact chapter meetings, setting up one-to-one meetings with other members to deepen In 2015 alone, BNI referrals around the relationships and knowledge of each world lead to $9.3 billion in sales others’ businesses, and passing along worldwide. referrals. An engaged chapter The BNI Northern and Southern Alabama membership maximizes business region generated $28.7 million dollars opportunities for everyone within the worth of business for members in just chapter, so BNI tracks the engagement Alabama in 2015. When you consider the of members as well as the results multiplier effect of economic activity — generated by referrals. each new dollar of spending generated While the heart and soul of BNI comes by a business generally generates more from bringing professionals together in spending elsewhere in the economy — the same room to discuss business, Meaghan Chitwood, the Executive BNI’s extensive global network means Director of the region, says the potential members can reach out to professionals economic impact is enormous. all over the world. BNI’s online portal, BNI Connect®, provides access to professionals worldwide who have passed BNI’s rigorous screening

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THE BNI® STORY How a Simple Idea Sparked an International Business

Over thirty years ago, Dr. Ivan Misner, the Founder and Chief Visionary Officer of BNI®, was a business consultant looking for referrals. He approached a few trusted friends for the favor and suggested that he in turn could help them. The group of professional colleagues began to meet and share Upon reflection, Dr. Misner realized he business referrals, augmenting each had something of value on his hands — others’ marketing efforts by introducing a way of driving sales that wasn’t their clients and friends to other trusted routinely taught at schools. BNI was professionals. officially formed.

The seed for BNI had been sown. With that start thirty years ago, growth Dr. Misner’s small group picked up has been organic and global. Today, BNI steam. Soon, Ivan was being asked if he serves over 200,000 members through could help others establish their own 797 regions in 65 countries around the groups. Initially he was wary of straying world. In 2015 alone, BNI registered 7.7 from his career path as a business million referrals worldwide and generated consultant. Then, it dawned on him that $9.3 billion in business. running referral networks was itself a powerful kind of business consulting.

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“BNI is a wonderful model that works What’s Next? and provides members with new BNI®’s goal is to increase membership to business opportunities and professional over half a million by 2020. BNI’s vision development and relationships and my is to keep looking forward and changing vision is to take BNI to a different level in the way the world does business on a terms of global significance, significantly expand the organization and increase much larger scale. The possibility of the value proposition for each and every even doubling the membership is real, says Meaghan Chitwood, Executive member,” says Dr. Misner. Director of the Northern and Southern Alabama region, “and that opens a world of possibilities for the future through a positive, wonderful process.”

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ORGANIZATIONAL CULTURE What are the Core Values that Guide BNI®?

BNI® is upending the dog-eat-dog BNI founder Dr. Ivan Misner says that competitive world of business by culture eats strategy for breakfast. As a changing the way people approach business consultant, he observed that solutions. By getting people to businesses that have a team full of collaborate and cooperate, BNI helps people committed to a common goal are stitch together new connections in the virtually unstoppable in the business business community, which weaves world. Strategy is important, but it’s communities together more tightly and nothing compared to the teamwork fosters friendships as well as growth. generated by people with a passion and BNI carefully tracks referral activity, and a clear-eyed vision for their purpose in members publicly acknowledge one the world. another’s contributions in a way that BNI’s mission is to help professionals helps members see their actions and communities thrive by bringing fostering real change in their people together and harnessing the communities. power of altruistic entrepreneurship. We This commitment to community is believe that when you bring exemplified by the work of the BNI entrepreneurs together and invite them Foundation, which extends the principle to help other professionals succeed, it of Givers Gain® by getting involved in generates a virtuous circle of economic charitable work in communities across growth that can transform lives — not the world. BNI’s Business Voices™ only for BNI members, for also for their program specifically helps struggling employees and communities. schools and other institutions at the local level, as a way of giving back. Core Values ® ‘Culture Eats Strategy Givers Gain for Breakfast’ Business networking often feels mercenary and opportunistic. A business

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owner sets their sight on a target — for — and obtained from — trusted someone they think can help their sources. business — and then they attempt to corner them for a one-on-one encounter Training and Education that feels like face-to-face cold calling. BNI is different. Networking is more BNI is very much about passion, people about farming than hunting, says Dr. Ivan and process. Training and education are Misner, Founder and Chief Visionary the cornerstones of process. Every BNI Officer. It’s about cultivating relationships member receives extensive training to with other business professionals, a help them give and receive referrals. model that BNI facilitates. Chapter leadership teams also undergo training in conducting meetings and The best way to build relationships is to evaluating members. help and support someone, to give to them and that in turn can yield Traditions + Innovation dividends. This idea anchors one of BNI’s cornerstone philosophies, Givers While BNI holds its core beliefs to heart, Gain the theory that if you give, you get it has consistently evolved over 30 years. back. If I give you business, you’ll give The company is committed to me business and we’ll all do better as a innovation, such as building robust result of it. online tools that expand the power of our Givers Gain is based on the social networking and referral networks. capital theory of the law of reciprocity, Positive Attitude that by working together we all support and help one another. BNI believes in having fun. Meeting new Building Relationships professionals in the community is an opportunity to build friendships, not just The Givers Gain philosophy leads to a referrals. It’s also an opportunity to vested interest in establishing meaningful create a meaningful positive social business relationships with fellow impact in the community. professionals so referrals can be found

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REVENUE MODEL BNI® Makes Money Through a Membership Model that Generates Recurring Revenue

Each BNI® member pays annual dues of more referrals by having more members, approximately $445. BNI Executive each member in a chapter also plays a Directors scale up their business by role in recruiting new members and filling chapters with more members and helping Executive Directors’ businesses opening additional chapters. Since BNI grow. chapters generate referral business for Since members benefit from recruiting members, each member has a significant other members, a BNI chapter is a self- incentive to remain in their chapter. In sustaining venture whose members have fact, since chapters tend to generate

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a vested interest in having their chapters — and your business — grow. When Accountant No. 3 Attends, the Process A typical BNI chapter has 25-40 members. Our chapters are set up to Begins, Again. encourage cooperation and eliminate This growth model allows BNI Executive conflicts of interest, which is why we Directors to grow their business largely only allow one professional per group to through word-of-mouth referrals. The represent a certain line of business. For Executive Director’s main responsibility instance, a BNI chapter would only have is to help open new chapters as they are one real estate agent, one accountant, needed, to help existing chapters grow one outsourced HR professional, one by adding new members and making the acupuncturist, one plumber, one small most of their networking and referral business banker, one life insurance opportunities, and to retain their existing agent. members. Since BNI chapters generate strong referral business, other professionals tend to seek out membership opportunities. When a second financial advisor wants to join an existing chapter and that professional slot is already taken, then they would be invited to become part of a new BNI chapter. The financial advisor, working with the Executive Director and the Executive Director’s staff, would then work together to recruit other professionals to fill the new BNI chapter. Once at least 10 people have expressed interest, we begin preliminary meetings and intensify recruitment efforts. Once a chapter hits critical mass, regular meetings and referrals begin.

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MEMBERS SUCCESS STRATEGY A Weekly Workout for Your Business

Part of the magic of the BNI® organization is the accountability structure we have in place for members. The simplest way to explain it, if you’ve never been to a BNI meeting, is this: Think of an exercise gym. Some gyms have a wealth of equipment available for anybody to use. As a gym member at Gym A, you may show up occasionally to use the equipment, but nobody really cares whether you show up, or is watching to make sure Accountability and you do your stretches and use the equipment properly. As a member, you The Power of One have a roomful of equipment, but not a BNI stresses a philosophy — The Power lot else. At Gym B, you have a personal of One — to describe the impact of trainer who will call you and ask why taking small individual actions that can they haven’t seen you at the gym that make a big impact. Like any good week, who will make sure you’re using business, we track results. We task proper form to do sit-ups, and who will members with action items to complete. pair you up with workout buddies so you They’re simple, and if done on a have help and extra motivation. consistent basis, they yield results.

Traditional networking groups are like - BNI’s members are held accountable Gym A. BNI is like Gym B. Which gym do to attend one meeting every week so you think tends to keep members around members can get to know each other longer, and help them obtain better and figure out what fellow members results? are looking for in terms of referrals.

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- They’re encouraged to add in at least time allows for strong relationships one education unit a week — these based on trust and the referrals and can be in terms of podcasts or the business fall into place. trainings or reading BNI’s The Power of One is a set of simple SuccessNet™, an online portal for prescriptions that will have members members to share stories. achieve results for themselves and their - Members are asked to arrange for chapters. one-to-ones with fellow members, As the BNI brand grows, so does the informal meetings that allow for more need for more chapters, an organic direct contact and verbalization of process that builds self-sustaining business needs, and are encouraged revenue. “We find BNI to be a very to bring in one referral a week. compelling economic model that is - Members also bring in one visitor a based on three decades of refinement,” month. Establishing these connections says Graham Weihmiller, CEO for BNI. and forging a network one step at a

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MEMBER PERSONA BNI® Members Come from all Professional Backgrounds

BNI® chapters consist of all types of business owners and professionals. One of the great strengths of our organization is that we help world’s collide so that members can discover opportunities they otherwise would have missed. It’s the type of organization that encourages lawyers and plumbers to sit down for lunch and discover common ground between their businesses, and ways they can help each per profession is allowed. So if a real other grow. estate agent wants to join a chapter that BNI fulfills a universal need by providing already has one, he or she will have to businesses a cost-effective way of join another chapter in the area or might increasing sales. form the seed for a new one. What Types of Most chapters will include residential real estate agents, mortgage brokers, Businesses are insurance agents, and financial planners, Represented? and will have these four professions filled. The health and wellness categories Every BNI chapter is made up of are also strongly represented, with a members representing different chiropractor, acupuncturist, health and professions. In order to avoid wellness products salespeople, a competition between members, only one

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massage therapist and a dentist typically member. A chapter in the BNI Oregon being members of a BNI chapter. and Southwest Washington region serves as a great example: 15 people in In the business category chapters might the home services category call have a business coach, a marketing themselves the “Large and In-Charge representative, a payroll services Power Team” and pass over $1,000,000 provider, a print advertising in business between each other in a representative, a computer technician given year. and a website designer. No matter the profession, there is room Home services professionals in a chapter for everyone under the BNI umbrella. typically include plumbers, general Today, BNI serves over 200,000 contractors, electricians, landscapers, members in 65 countries around the painters and more. world. Sometimes professionals in one category can band together to steer clients to one another — providing trusted and valuable referrals to both customers and BNI peers. For example, a website designer might be able to pass referrals for copywriting to a fellow BNI

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FRANCHISEE COMPOSITE BNI® Franchisees Relish Meeting People and Building Connections in the Communities They Serve

BNI® franchisees enjoy helping people their style and they know how to form a connect, and doing work that makes a winning team.” major positive impact in their communities. That’s the common Teamwork Triumphs passion that binds everyone in our BNI can be run out of a home office, with organization together. low overhead and staffing needs. As the “Owning a BNI franchise is probably one business grows, Executive Directors of the most rewarding things I could ever build a team that helps them support imagine. It’s a way for me to give back to members. people in a huge way. It really fulfills my Much of the support team for BNI is values,” Patti Salvucci says. made up of members who either In terms of skills and backgrounds, volunteer or receive a small Executive Directors come from all walks reimbursement for their time. This is of life. Dr. Ivan Misner, BNI Founder and especially true on the chapter-level, Chairman, has seen people with many where a president, vice president, and different strengths make for outstanding secretary treasurer oversee membership franchisee Executive Directors. “I’ve committees, event coordinators, seen analytical people run very education coordinators, growth successful regions because they coordinators, mentors and visitor hosts surrounded themselves with very — a highly motivated professional staff outgoing people; I’ve seen promoters made up of volunteers eager to grow and go-getters who are really good their chapter. because they surround themselves with As Executive Directors begin to oversee analytical people. Successful franchisees multiple chapters, they begin to build a have confidence in their ability and know staff — part-time Director Consultants

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who oversee a handful of chapters, and Area Director Consultants who may Training People, oversee a handful of Director Mastering Processes Consultants on behalf of an Executive A successful Executive Director at BNI Director as the territory grows to 30 and realizes that the recipe for growth lies in beyond chapters. recruiting the right people for the team Tim Roberts, Executive Director of BNI’s and empowering them with the right New Hampshire region also has a region tools, such as training, to succeed. An in Florida and is able to be completely Executive Director must have the ability invested in both by having capable to connect with people. BNI has clearly teams in charge of routine operations outlined processes to follow at every and having his ear close to the ground. stage of the business right from conducting weekly meetings to hosting visitor events. A BNI franchisee must either be detail-oriented or surround themselves with others who possess those skills.

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BUILDING BUSINESS BNI® is Powered by Organic Growth Thanks to Referrals

BNI® has thrived by living out our philosophy of “Givers Gain®” — our Chapter Makeup and belief that one of the best ways to grow Growth your business is to intentionally help your Each BNI chapter has members peers grow their businesses, too. We representing different professions: stand as living testament to the computer services, home contractors, effectiveness of Givers Gain business etc. Only one member in a chapter can practices. represent a specific profession. This BNI has enjoyed three decades of means that if a potential web design consistent organic growth. Once a BNI professional looks to join a chapter chapter has been established in a new which already has representation in that territory, and starts generating positive field, that member can be referred to results for its members, word quickly another group or become the nucleus for spreads about the benefits of our a new chapter. Growth snowballs from approach to building referral networks. there. Since BNI franchisees derive their Invested Members revenue from membership fees, the word-of-mouth nature of our growth Fuel Expansion mean that successful members become a magnet for new BNI members, which The larger a BNI chapter, the larger the helps Executive Directors start new referral network for the individual chapters and add to the roster of member. This means that members are existing chapters, creating a vibrant personally invested in chapter growth. ecosystem of professionals who get to For franchisees, this means that once know one another and learn to refer the groundwork is laid, the momentum business back-and-forth.

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for growth is often carried forward by Invested in Chapter members. Growth. Chapters that increase their size The first method is accountability. A correspondingly increase the number of chapter’s leadership team motivates referrals within their group. In fact, members and holds them accountable to chapters with fewer than 25 members their responsibilities. Each member must spend 80% of their time inviting and attend weekly meetings, bring in visitors, recruiting new members to keep the and pass along a certain number of chapter open and flourishing, while ones referrals — this exact number varies from with more than 25 members typically chapter to chapter. Members undertake spend 80% of their time looking for and specific training to meet each of these passing referrals. Another advantage of a goals. BNI provides extensive training large chapter is that one referral for a units to members and coaches them on large project can go to multiple people. how to make and receive qualified For example, a home reconstruction referrals, how to bring in visitors, and project can involve a plumber, more. electrician, general contractor and more — all professionals drawn from one large Each chapter’s members are encouraged BNI chapter pool. to bring guests weekly. Some join the group, while some only do business with So how do you get to this large number? the member. This is another way to Working Together deliver measurable growth to a chapter since visitors can be potential members. Toward a Common Each member invites professionals from Goal his or her personal network to expose them to his/her BNI network, which, with The Larger a BNI Chapter, follow-up, can be an effective recruiting the Larger the Referral tool.

Network for the Individual BNI’s Visitors’ Day Handbook has Member. This Means that specific procedures for planning and Members are Personally hosting a membership drive event with week-by-week instructions. Guidelines

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for location selection, a sample press a more tangible idea of the goals needed release, invitation letters and instructions to get there. for developing a list of prospects are all If a chapter does not get from 10 to 15 in part of the process, giving chapters and six weeks, it indicates that it is not the members guidance on achieving the right mix of people and it’s time go back best results. to the drawing board and recycle the Starting and Growing process. a New Chapter Once the chapter hits 15 members, it officially enters Phase 2 and members The core to building a BNI franchise have five weeks to get from 15 to 25, business is the 3+1 method: starting which marks Phase 3. BNI provides chapters, filling chapters, retaining detailed training materials and members and, the “+1” — telling stories. presentations to go along with each Professionals interested in starting a phase, and chapter leadership teams chapter first meet with the Executive and members are encouraged to stick to Director or Area Director Consultant to these easy-to-execute scripts to learn more about BNI, the advantages of facilitate success. BNI, how to form a chapter and develop “When you start with a group that is clear goals for enrollment. This support really good, the process is fantastic,” system helps a chapter grow to 10 says Meaghan Chitwood, Executive members. Director for Northern and Southern Alabama, “you end up with a strong Once a chapter reaches the number 10, it enters what is known as Phase 1. successful chapter in the end.” During Phase 1, a chapter meets every other week and BNI helps chapters identify who they want to invite to be part of the team. This Phase 1 chapter also attends BNI showcase meetings which are larger established chapter meetings to get a feel for what BNI is and does, so Phase 1 members can get

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FRANCHISEE SUPPORT STRUCTURE BNI® Franchisees Benefit From an Unusual Combination: a Deep Bench of Professional Help and Low Labor Costs

BNI®’s Core Value is Givers Gain®, and that philosophy plays out in every BNI The Structure of the chapter around the world, where Organization members volunteer to take leadership Every Executive Director is in charge of a positions within their chapters in order to region, which comprises many chapters. support the growth and success of their For example, Meaghan Chitwood, the group. Executive Director for the Northern and For an Executive Director, this means Southern Alabama regions has dozens they have a ton of help organizing local chapters and about 1,000 members chapters. Some members also ask to be under her purview. ambassadors who help organize multiple BNI chapters. Executive Directors also The BNI Chapter are able to hire a mix of part-time and Every BNI chapter is comprised of a full-time help to manage the chapters leadership team, with a President, Vice within their territories. The combined President and Secretary, selected from effect of this organization structure is the membership base. These members that Executive Directors enjoy the serve a one-year term and attend two assistance of many professionals (whose leadership training sessions, one before efforts Executive Directors support) while taking on their new role, and the other, maintaining a lean payroll. halfway through the term.

In addition to this core team, each chapter has the following volunteer positions that may or may not be filled

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depending on chapter size and member interest and availability: The Regional Level Each chapter will be assigned an Membership Committee: ambassador who supports the chapter Responsibilities include screening and by helping the visitor host team, the interviewing potential new members, mentor coordinator and in general checking category classifications for serving as ambassador of the chapter to conflict, evaluating any member the larger region. complaints and evaluating member participation and chapter growth. A group of chapters is under the supervision of a Director Consultant who Visitor Hosts: Guide and welcome would be the go-to resource for a visitors to meetings, introduce them to chapter in case questions or issues arise the rest of the chapter, and provides that can’t be resolved at the chapter them with information about how they level. Each Director Consultant typically can join BNI. has 2-3 chapters under his or her Education Coordinator: Works with the purview. President to present weekly networking An Area Director Consultant, who is likely tips and strategies and education units a salaried employee, typically supervises to members. These education tools are 5-8 Director Consultants. Finally, a from the BNI curriculum. Senior Director Consultant supervises all Mentoring Coordinator: Assigns the Director Consultants in a region, in mentors (who are fellow members) to close consultation with the BNI new members and tracks progress of Executive Director. both mentor and mentee. BNI franchise owners typically hire all staff above the chapter level. Event Coordinator: Responsible for coordinating Visitor Days, holiday BNI’s organization pyramid places the outings and team-building events. members on top in keeping with the philosophy of serving members first.

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FRANCHISEE FINANCIAL SUCCESS What Determines Financial Performance for BNI® Franchisees?

BNI® does not publish information about average franchise performance. Averages can mask a wide range of outcomes, and we prefer to direct candidates to existing franchisees, who can answer questions about their individual financial performance. We encourage franchise candidates to interview a wide range of existing Executive Directors — varied by their location, years with BNI, and size of operation, in order to learn the revenue and earnings potential of BNI’s membership-based business model. Key items to consider include: - How our membership model creates a recurring revenue stream for Executive Directors.

- How the business scales up as you add and fill chapters

- The staffing needs of the business and how those needs change as the business grows

- The amount of time Executive Directors need to commit to the business in the first 1-5 years, and how that time commitment changes as the business matures.

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STARTUP COSTS BNI® is a Franchise with Low Startup Costs

Thanks to the nature of BNI®’s business, Executive Directors are able to scale up operations gradually as they increase their membership rolls. The business model greatly reduces overhead expenses, which allows new business owners to hit break- even on their investment more quickly.

Likewise, our labor model, which encourages and rewards members who take a leadership position within BNI chapters, further reduces operating costs by enlisting the help of members to manage many chapter functions. On the next page, take a look at the investment, as outlined in the Item 7 section of our 2016 Franchise Disclosure Document:

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Your Initial Estimated Investment

Type of Lowest Highest Method of When Due To Whom expenditure Estimated Estimated Payment Payment is to Amount Amount Be Made

Initial Franchise $45,000.00 $45,000.00 Details in FDD Details in FDD Us Fee

Existing Chapter $1,000.00 $1,000.00 Details in FDD Details in FDD US Fee

Orientation and $2,000.00 $4,000.00 As Arranged As Incurred Independent Conference and Carrier Travel Expenses

Professional Fees $2,000.00 $10,000.00 As Arranged As Incurred Independent Carrier

Supplies, Equipment $5,000.00 $6,000.00 Details in FDD Details in FDD Us or Our and Software Affiliate

Computer $500.00 $1,500.00 As Arranged When Arranged Independent Carrier Advertising $500.00 $1,000.00 As Arranged As Incurred Independent Expenses Carrier

Deposits $500.00 $1,000.00 As Arranged As Incurred Independent Carrier

Insurance $250.00 $2,000.00 As Arranged When Arranged Independent Carrier

Additional Funds - $1,000.00 $5,000.00 Cash As Incurred Various Payees 3 Months

Total $57,750 $76,500

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WHAT ARE FRANCHISEES SAYING? BNI® Franchise Reviews from Executive Directors

“I have regular debates with my husband “Being a BNI Executive Director was not about what I’m doing with my world something I had in mind, I kind of tripped because he is an engineer and I too have into it backwards. When I got in, I found an engineering degree. He says I could out I was pretty good at getting people be an engineer but I wouldn’t be making together and helping them be the impact that I’m making now as a successful. It was my passion and when franchisee at BNI®. My team members I found out I could have a good career are amazing, the people in our chapters from it, it’s been the greatest thing ever. I are amazing and that’s why I do this. It’s have traveled all around the world and it a labor of love. Plus it is a really fun way doesn’t matter where I go, I know there’s to make an income on top of that. a BNI there that will welcome me.” There’s no question I would 100 percent — TIM PAULIN, LOUISIANA AND SOUTHERN do it again if asked.” MISSISSIPPI — MEAGHAN CHITWOOD, EXECUTIVE “The bottom line is that with all the DIRECTOR, NORTHERN AND SOUTHERN systems in place and what BNI has ALABAMA figured out over the last three decades, if “We have so many businesses that want you plug into it and follow the recipe it’s to be placed that we can’t open chapters amazing. I’ve never seen a business that fast enough. That’s how exciting it is. is so self-propelling. It kind of builds Doing this business is probably one of upon itself. You get it started and people the most rewarding things I could ever get so excited and passionate. They imagine. It’s a way for me to give back to want to help and they want to make it people in a huge way and help them work. And then the margins are great, realize their dreams. I believe we are here the revenue is great and the people are to give back, it really fulfills my values. unbelievable.” There is no doubt in my mind that this — MARK STOUGH, EXECUTIVE DIRECTOR, was the right path for me.” SOUTHWEST FLORIDA — PATTI SALVUCCI, EXECUTIVE DIRECTOR, MASSACHUSETTS

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AVAILABLE TERRITORIES What BNI® Territories are Available for Me to Purchase and Grow?

BNI® franchises flourish all over the world because everyone speaks the Available Territories language of referrals. The following territories are available within the United States: The franchises are especially effective in areas where the number and variety of - Central Alabama different professionals is high. Since a - chapter can have only one North Dakota representation from each of many - Northern Virginia professions, additional professionals serve as the nucleus for more chapters. - El Paso, TX The Greater Houston area for example, has thousands of insurance agents, each Resale Opportunities potentially serving as a starter for a BNI BNI has been operating in the United chapter. States for three decades, and many of our Executive Directors have been in While a BNI franchise has the potential business with us since the early days. Of for success in areas with a high density course, no matter how much they love of professionals, it can also be healthy their business, most people will by covering large geographical swaths of eventually choose to retire. a region. In more sparsely populated areas, a chapter may draw from an entire county.

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MEET THE EXECUTIVE TEAM management at several universities Dr. Ivan Misner, throughout the United States. In Founder & Chief addition, he is the Senior Partner for the Referral Institute, a referral training Visionary Officer company with trainers around the world.

Called the “Father of Modern Networking” by CNN and one of the “Top Networking Experts to Watch” by Forbes, Dr. Misner is considered one of the world’s leading experts on business networking and has been a keynote speaker for major corporations and associations throughout the world. He has been featured in the L.A. Times, Wall Dr. Ivan Misner is the Founder & Chief Street Journal, and New York Times, as ® Visionary Officer of BNI , the world’s well as numerous TV and radio shows leading referral organization. BNI was including CNN, CNBC, the BBC and The founded in 1985. The organization now Today Show on NBC. has over 7,000 chapters throughout every populated continent of the world, Dr. Misner is also the Co-Founder of the generating millions of referrals that lead BNI Foundation® and has been named to billions of US dollars worth of “Humanitarian of the Year” by the Red business each year for BNI members. Dr. Cross. He and his wife, Elisabeth, are Misner’s Ph.D. is from the University of now “empty nesters” with three adult Southern California. He is a New York children. Oh, and in his spare time he is Times bestselling author who has written also an amateur magician and a black 20 books including his latest release, belt in karate. Who’s In Your Room? He is a columnist for Entrepreneur.com and Fox Business News and has taught business Graham Weihmiller,

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Mr. Weihmiller is trained in Lean CEO Enterprise, Process Excellence, Design for Six Sigma, and is a Six Sigma Black Belt. He is an active member of the Young Presidents Organization (YPO), the Harvard Business School Club of Philadelphia, the Harvard Club of Delaware, and is a former president of the Harvard Business School Club of Charlotte. Graham received his MBA from Harvard Business School and his BNI’s Chief Executive Officer, Graham BBA from the College of William & Mary. Weihmiller, is passionate about BNI’s When he’s not focused on business, remarkable value proposition and Graham has completed two Ironman positive social impact. Prior to joining triathlons, seven marathons, and BNI, Graham was the CEO of a thirty- summited Mount Kilimanjaro in Tanzania. two year old homecare services Originally from Virginia, he has traveled company with over 250 locations across to thirty-seven countries and is an active the United States. While there, he was a member of the Presbyterian Church. He founding director of a foundation that has done mission work in Biloxi, provides homecare to those who cannot Mississippi, in the wake of Hurricane otherwise afford it. Katrina, Costa Rica, and Haiti. Graham Graham’s previous experience includes and his wife, Sarah, a pediatric roles with Pioneer Equity Partners, emergency room doctor, enjoy time with Financial Health Services, American their three children, camping, reading, Franchise Company, Bank of America, watching movies, and traveling Booz Allen, and JP Morgan. He speaks throughout the world. frequently on entrepreneurship and operational excellence and has recently been on panels at Harvard Business Michael Walchonski, School, Stanford University, and Georgetown University. CFO

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Michael Walchonski, CPA has served as BNI’s Chief Financial Officer since Andy Hart, December of 2014. Based out of President of Global Philadelphia, Pennsylvania, Michael oversees all accounting and financial Development & operations of the organization and Operations supports the ongoing initiatives of the Andy Hart is the President of Global National Directors in over 65 countries Development & Operations for BNI, around the world. responsible for managing franchises Michael has previously worked with across the world. Prior to joining BNI, other franchisors in the healthcare Andy led a large team with BP Oil and laundry and non-medical home ran his own business coaching sales healthcare industries. Michael graduated teams. He has been involved in BNI for from Drexel University and is an active over 13 years, first as a member, then member in the American Institute of franchisee before becoming involved Certified Public Accountants, as well as with the Global Support Team, where he the Pennsylvania Institute of Certified has held a number of positions, including Public Accountants. He currently serves Interim CEO. on the BNI Foundation Board of Andy is a graduate of Trinity College Directors. Dublin and lives in the west of Ireland Michael and his wife Natalie have five with his wife, Sandra, and their two children. children. He is passionate about military history, archery and strategy games.

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Office Products at XPIENT Solutions, Elyse Wilson, U.S. located in Charlotte, North Carolina, and National Director as Chief Information Officer at Long John Silvers, LLC. Mr. Schwartz served in Elyse Wilson joined BNI in March of various roles at Yum! Brands from 2015. As the US National Director, Elyse October 1999 until March 2012. supports US Executive Directors and oversees a US Support Team dedicated Marcel Portmann, to marketing, training, process, and member services to ensure they receive Director of Global the resources needed to grow their Franchise business. Development Elyse is a graduate of Wilkes University. She currently serves on several Marcel Portmann joined BNI in April of committees in her hometown including 2016. As Director of Global Franchise United Way and Women in Business. In Development, Marcel partners with her free time, she competes in Olympic existing National Directors to expand distance triathlons, half marathons, their franchise efforts, and works with competitive tennis and golf, and BNI’s Global Support Team to open new recreational skiing. Elyse and her markets worldwide. husband, Ed, have 3 children. With over twenty years of experience in Stephen Schwartz, global franchising, Marcel was Director of Operations for Cartridge World, and Director of Global also served as Vice President of Technology International Development for the International Franchise Association (IFA), Stephen Schwartz joined BNI in June the world’s oldest and largest 2015 and is overseeing large technology organization representing franchising. In investments to further develop BNI’s this role, he was elected to serve as online platform and systems. He Secretary General of the World Franchise previously served as Senior Vice Council, an organization of over forty President and General Manager of Back national franchise associations.

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Born in Mexico to Swiss & Chilean parents, Marcel has lived in seven Michelle Midkiff, countries and visited over sixty-five Director of Global nations. He enjoys both playing and watching soccer, and spending time with Marketing his daughter. Michelle Midkiff joined BNI in 2016 as the Director of Global Marketing. In this Daniel Tangeman, role, Michelle leads global marketing and General Counsel communication initiatives to enhance membership growth and increase Daniel Tangeman joined BNI in June of awareness of BNI worldwide. 2016. As the General Counsel, Dan is primarily responsible for protecting Prior to joining BNI, Michelle served as intellectual property, franchising law, Vice President of Marketing for certain HR matters, as well as vendor Thinkgate, and directed global marketing contract negotiations. efforts for Global Compliance Services, Siemens Power Generation, and CEM Daniel is a graduate of Wheaton College Corporation. and Harvard Law School. He also served in the military as an ARMY Captain flying In Michelle’s free time, she enjoys attack helicopters. He spent time in swimming, biking, hiking, making jewelry, working with major law firms before and traveling with her husband and graduating to in-house practice working daughter. for biotechnology and high technology firms.

In his free time, Daniel enjoys traveling, handcrafting beer, fishing, playing guitar (or at least attempting), motorcycling, weight-lifting and spin-cycling.

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Meaghan Chitwood, Robin Schuckmann, Director of Global Director of Global Operations Training Meaghan Chitwood joined BNI in 2004 Robin Schuckmann joined BNI in 2002 as an Executive Director, after being a as an Executive Director. In 2016, Robin chapter member and business coach for joined the Global Support Team as 11 months. As Director of Global Director of Global Training, where she Operations, Meaghan leads a range of leads global training initiatives and new and existing initiatives to ensure programs to support franchisees. they’re executed in a timely and Robin is heavily involved in the BNI impactful way. organization at many levels. She is an Meaghan started her career working for international speaker and trainer, where big oil as an engineer, where she learned she teaches other business to work with many types of people and professionals about team building, team the importance of processes. Taking this communication, time management, and experience into the small business world accountability. gives Meaghan a unique set of skills she Robin lives with her husband and two applies to small business marketing and children, Connor and Madeleine, on 9 operations. She is a Lean Six Sigma acres of forestland with Mt. St. Helens at Green Belt and holds a Civil Engineering her front door, which she has climbed degree from Auburn University. twice. She enjoys reading, wine tasting, Meaghan lives in Alabama with her yoga, racquetball and downhill skiing. engineer husband, Shawn, and children, Robin’s key to success is realizing that Elin and Keegan. In her spare time, she everything happens for a reason. And, enjoys boating and water skiing, snow that there is always a positive solution to skiing, and volleyball. every challenge!

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NEXT STEPS What Happens After I Fill Out a Form on The Site? Step 1: Introduce Yourself The first step to becoming a BNI® Executive Director is to fill out a form on our site, provide your contact information and tell us about yourself. When you fill out the form, you’ll also receive a link to a Free Executive Report that outlines the BNI franchise opportunity in detail. You can download it as a PDF to study and to share with friends, family members and advisors. Step 2: Pre-Qualification After you fill out the form, you’ll receive a call within 1 business day to see if you meet the qualifications to become a franchisee. To qualify as a franchise candidate, you need at least $75,000 in liquid capital that can be invested in a new business (this can come from bank accounts as well as 401k accounts), as well as a net worth of $100,000. Assuming you meet the minimum financial requirements needed to start the business, we’ll schedule an hour for you to speak with one of our recruiters. Step 3: Getting to Know Each Other Next, a BNI recruiter will interview you to learn about your background and your goals, and will provide an overview of the franchise opportunity. If you decide to learn more, we will schedule another meeting to share insights about our competitive advantages and what makes BNI a strong business. Step 4: Franchise Application If you have not already filled out a franchise application, you will be asked to fill it out now. The application provides a financial picture of candidates, and also allows us to run background checks. It’s a critical step to protect the brand and safeguard the investments of BNI and its Executive Directors. One you have turned in your

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application, we will schedule a call to review the latest Franchise Disclosure Document, which provides a wealth of information about BNI. Step 5: Franchisee Validation and Securing Financing Your recruiter will facilitate interviews between you and BNI franchisees. You are free to interview any franchisees, past and present. We may offer suggestions about franchisees who have a similar background to you, who operate in a region in which you intend to start your business, or who are well-positioned to answer your specific questions about the brand. Step 6: Discovery Day Once you’ve heard all the feedback you desire from franchisees, the next step is to visit our headquarters in Charlotte to meet the leadership and support team. Expect a full day of presentations about the brand’s direction and vision. You’ll get a great feel for the culture of the organization and the quality of the people who will be supporting your business. Step 7: Approval The process described above is designed to help you thoroughly investigate BNI, and for BNI to understand your background, needs and goals. Once we reach this point, it’s time to make a decision about whether we are a good fit. To us, this means:

- You have determined your objectives can be met with a high degree of probability, and

- You fit the profile of a successful BNI Executive Director

- We share the same core values

Fill out the form on our site to get started!

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