This section focuses on what your team needs from you in order to be your sales force.

Section 3: Success With MSF

Section 3: MSF 60 Second Presentation

SEC 1-4 Your name, the name of your company, your profession, and your tag line.
SEC 4-25 This week I am looking for. Be specific, say something that will trigger their memory, the more specific the better.
SEC 25-50 Tell a story of a similar referral you received, what the end result was, how you got the referral, how the person knew it was a good referral for you, what they said to get them to call you.
SEC 50-55 Call to action, ask your chapter members to specifically find you this week.
SEC 55-60 End with your name, the name of your company, your profession and tag line.

Section 3: MSF 60 Second Presentation Example

Within the first week or two(at most) of joining a chapter the Triggers and Responses should be completed, printed off, and handed out to everyone in your chapter. Five additional copies should be made so that visitors can have a copy and the team trainer can have an extra on hand. It is important to keep your responses short so that chapter members can more easily memorize them.
The next page will give an example of some Triggers & Responses.

Section 3: Triggers & Responses

1. Trigger: Someone who doesn’t want to work out at a big box gym, they might find it intimidating or feel it is too expensive.
Response: I know the most amazing trainer that works at a smaller more private gym, without the downers of a big box gym. There is no intimidation and Zach is great with his clients, can I give him your name and number?

2. Trigger: Someone who says I want to get in shape, but my gym membership and personal trainer are too expensive.
Response: I know a fantastic trainer who hosts dollar fit-camps throughout each week! He is so affordable and great at what he does. May I give him your name and number?

Section 3: Triggers & Responses Examples

The following pages are descriptions of different leadership roles, to get the most out of MSF you should know the responsibility of each leader.
Leadership will change February 1st of each year. Leadership may review positions on July 1st also to see if one or two positions need changed within the chapter. If a chapter kick off was less than 12 months prior to February 1st they may vote to keep all leadership positions the same for 1 more year. Although it is recommended all leadership change once a year, there is no limit on the term length of leadership as long as the majority of the chapter is in agreement. President, VP and Treasurer need to be members with good attendance, and they should be passing at least 2 referrals per month on average.

Section 3: Leadership Descriptions

Section 3: Leadership - President
Continued On Next Page
  • Keep the newsletter up to date. Changes are only required at month end, or when a new member joins they need added to the back page, the directory. Keep the speakers up to date on the newsletter and make sure everyone is getting their turn.
  • Enter the VP report in an excel spreadsheet weekly, track visitors, referrals, closed business, social media posts (SMP), and interviews.
  • Announce weekly how the chapter is doing on: referrals, social media posts, thank you for closed business, outside interviews, and visitors for the month.
  • Announce the chapter leaders from the previous month at the beginning of the next month.
  • Remind the chapter on how to fill out referral slips properly as needed.
  • Remind the chapter that a referral does not count unless they have already made contact with each other, or you give a name and phone number and that person is expecting a call from your chapter member.
  • Email the monthly chapter VP report and your most recent newsletter to VPreport@msfworks.com no later than the 5th of each month.
  • Keep track of who is not receiving referrals. Either announce that they need help or have the Network Education Person announce it. Ask the President to make time for them to give out their “Triggers and Responses”.

Section 3: Leadership - Vice President
  • Determine who the two ten-minute speakers are each week, let everyone know 4 weeks in advance and make sure the newsletter is up to date. Keep an ongoing list of who the speakers have been for the last 24 months and make sure everyone is being fairly and equally rotated in.
  • Call and send an email reminder to the speakers weekly, email should go something like this: “Dear, Per the voice mail (or phone call) earlier today, this is a reminder that you are the upcoming speaker in this week’s MSF meeting. Please be sure you fill out the attached bio sheet or update our current one and bring it with you tomorrow, remember to update your ‘something no one knows about you’ sections. Please remember to bring $20 for the door prize also. We are looking forward to your 10-minute presentation, see you soon.”
  • Send letters to members after their 2ndunexcused absence or 2ndtime being over 15 minutes late to a meeting, arriving after the President has started the actual agenda. Send all letters thereafter, if someone has missed enough to be kicked out call a leadership meeting and confirm they should be kicked out before sending the final letter to kick them out. This must be done to keep the chapter running smoothly, this is very important!
  • You are also the head of the membership committee and responsible for making sure everything is operating smoothly in that area and everyone is doing their job. Please read membership committee description.

Section 3: Leadership - Vice President (Cont.)
  • Keep track of quarterly chapter dues, if the chapter elects to have a chapter bank account.
  • Collect quarterly chapter dues, if the chapter elects to have a bank account.
  • Keep track of bank account, if the chapter elects to have a bank account.
  • Pay for Annual Christmas party with chapter account and annual MSF awards ceremony for members, if the chapter elects to have a bank account.
  • Announce speakers for the next 4 weeks at each meeting, new members must attend member success before they speak.
  • Introduce speakers each week.
  • Do the scheduling for speakers, making sure everyone is given equal times to speak.

Section 3: Leadership - Treasurer
  • Set up a Facebook page, or maintain current FB page, for the chapter and give all of the Leadership Team the log in and password.
  • Make sure everyone in the chapter has liked the chapter Facebook page.
  • Keep the Facebook page updated with who the upcoming speakers are, post upcoming events such as visitor’s days or all city MSF events and anything else pertinent to the chapter. Post weekly about your chapter speakers and ask everyone to share and like the post.
  • Every week email a posting about 2 members for everyone to copy and paste onto all of their social media. BE SURE TO #MSF. Make sure to take turns so everyone in the chapter gets a turn. Most chapters post about the speakers. The best time to post is either before work, during lunch time, or right after work. Email this to everyone in your chapter.
  • This position is open to your creative ability. Facebook live videos work well.
  • Set up a Groupme app for the chapter and have everyone download it.
  • Each week Ask everyone to rate the 10 minute speakers with 5 stars on Google and Yelp, if applicable. Do this by posting a short cut on groupme and have them do this during the meeting.

Section 3: Leadership - Social Media Advisor
  • Give a 2-5 minute educational training at the beginning of each meeting. Read one of the members “Triggers and Responses”. Try to pick someone who is giving a lot but not receiving a lot of referrals. Keep track of who you have done this for and make sure everyone gets equal time when possible. Double up on “Triggers and Responses” when time permits. Give a paper copy and an email copy to everyone of whom ever you read.
  • Keep a book of everyone’s Triggers and Responses and give everyone a copy of whoever is giving referrals but not receiving as much, read it out loud during training. Make sure new members do these and everyone gets a copy and make sure new members get a copy.
  • Train on any area the chapter needs help with, remind people of things such as:
    a) The importance of sending a sub if they cannot make meeting.
    b) Never say anything negative during the meeting, especially something like, “I do not have any referrals this week” Always say something positive when the referral box is passed around. Say something like I am working on a referral for _______, or great presentations.

Section 3: Leadership - Team Trainer
Continued On Next Page
  • Announce at the meetings the top 3 professions your chapter is looking for and any applications you have turned in to call references on.
  • Meet with visitors and explain how to fill out an application.
  • Go over applications for completeness, make sure they are signed, credit card information 100% complete, or a check for a full year is attached, all of the code of ethics section is initialed, and references are completed with contact information. If paying by check, make sure the application fee and the annual dues are paid in full. We cannot take a check if they are going with monthly billing. They may write a check for the application fee but we must have the monthly dues paid up for a year or have a credit/debit card to bill them and make sure all of the credit card information is legible and complete. Make sure the applicant knows they are free to keep attending meetings while their application is being processed.
  • Call references and ask if the potential member is good in their field and if they feel they would be a good fit in a business referral chapter. This needs to be done the same day an application is turned in.

Section 3: Leadership - Membership (VP Is The Head Of)
  • Recommend applicants for acceptance or denial into chapter. Email the entire chapter regarding anyone you are about to recommend for membership. For example, “I am excited to say we received an application from Jane Doe, a Mary Kay Dealer, who was referred to the chapter by Rex. I am processing the application now. If anyone feels like she may conflict with your profession or for any other reason feels that she may not be a good fit in our chapter, please let me know via email within 24 hours.” Note: if someone does not want them in the chapter, they need to give a good reason why and they need to have met with them one on one to discuss their concerns. Anyone who objects has to give a reason and has to have met with them one on one, unless they have had a personal experience with them that went bad. If this comes up, it should be discussed at the leadership meeting.
  • Once the application is approved, email it to application@msfworks.com. Then email and call the member giving congratulations and let them know when they will be inducted into the chapter. Also email the President and VP letting them know to induct them during the next meeting.

Section 3: Leadership - Membership (Cont.)
  • Keep the chapter supplies up to date by looking through the box weekly and emailing supplies@msfworks.com a supply order monthly, as supplies are needed. Make sure you never run out of any supplies.
  • Arrive to the meeting 15 to 30 minutes early, greet all visitors with a smile, introduce yourself then introduce them to members of the chapter as they arrive. Have all visitors neatly complete the visitor sign in sheet and make them a name badge. Give all visitors a visitor packet and let them know you will go over it with them at the end of the meeting.
  • Scan the visitor sign in sheet to everyone in the chapter so they may follow up with them.
  • This person attends all of the planning sessions for citywide MSF events.
  • This person plans the annual Christmas party and any other events the chapter decides to have.

Section 3: Leadership - Event Coordinator
  • This person times everyone’s Sales Manager minute, and the 10 minute presentations. They should have a timer that is loud enough to be heard but not offensive to anyone. This position is VERY important to the success of each meeting.

Section 3: Leadership - Timer