BNIReferralDesk

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Folio 04One-to-one cards and agenda

Better questions, better introductions

One-to-one conversation cards

A one-to-one goes well when each person leaves able to describe the other in a sentence. These cards are questions that get you there. Draw one, ask it, and listen for the answer that is under the answer.

The deck

Twenty-eight original questions in four decks. Use the buttons, or the keyboard: left and right arrows to move, Enter or Space on the card to turn it over, S to shuffle, P to pin.

Card 1 of 28

My hand 0 of 5

    Nothing pinned. Pin up to five cards you want in your pocket for the next meeting; they are kept in this browser.

    The forty-five minute agenda

    Five parts that add up to forty-five minutes. The timer does not move you on by itself. When a part runs out it says so, and you decide when to turn the page.

    1. 0–5

      Settle in 5 min

      Say why you are glad to be here. Agree the plan for the hour and who goes first. Put phones face down.

    2. 5–20

      Their turn 15 min

      Ask about their road in, how the work really happens and who they most want to meet. Take two lines of notes, no more. Ask one follow-up for every answer.

    3. 20–35

      Your turn 15 min

      Swap. Tell your story in your own words and answer the same kind of questions. Be as specific as you asked them to be.

    4. 35–42

      Referral work 7 min

      Say back what a good referral looks like for each of you, in one sentence. Name any person or business that comes to mind right now.

    5. 42–45

      Commit 3 min

      Each of you promises one small action before the next meeting. Book the next conversation before you stand up.

    Meeting timer

    Part 1 of 5: Settle in

    Press start when you sit down.

    Total 0:00 of 45:00

    Before, during and after

    Before

    • Read what you know about them. Write one question you are curious about.
    • Rehearse your pitch once, aloud.
    • Pick a place where you can both hear. Be there early.
    • Leave the sales material at home. Bring a pen.

    During

    • Ask, then wait. Silence is not a failure; it is thinking.
    • Write down their words, not your summary of them.
    • Listen for the problem they hear most often from customers.
    • Say what you heard before you move on. It shows you listened.

    After

    • Send a short note the same day with the one thing you promised.
    • Log any referral in the ledger while it is fresh.
    • Describe them to yourself in a single sentence. If you cannot, ask a better question next time.

    Your follow-up notes

    A scratch page for what you promised and what you heard. It saves to this browser as you type and nowhere else.

    Nothing saved yet.