DNA-02 · Build the Growth Engine

Trust Before Transactions: One-to-Ones That Matter

Turn one-to-ones from calendar activity into the knowledge and trust required for confident referrals.

01 · Purpose / End Goal

Why this presentation matters

Help Members turn one-to-ones from calendar activity into the understanding and trust required for confident referrals.

OUTCOME 01

Every Member identifies someone outside their usual one-to-one circle.

OUTCOME 02

Every Member schedules—or commits to schedule—one intentional one-to-one.

OUTCOME 03

Members know how to use the 2-2-2 formula and prepare with current TOPS and GAINS information.

Core line

People cannot refer what they do not understand, and they will not risk their reputation on a relationship they do not trust.

02 · Required whole-room exercise

Activity

Find the Person and Schedule It

TIME · 3:30–7:00WHOLE ROOMUSEFUL OUTPUT

Materials: Each Member’s calendar or phone; online Members also need a way to record three names.

In person

Identify someone in the Chapter with whom you have never had a one-to-one. In a small Chapter, choose someone you have not met with recently or intentionally.
Stand, find that person, compare calendars, and schedule the one-to-one for a date during the next six weeks.
Return to the room and confirm that a date was set.

Online

Write three names of Chapter Members with whom you have not had a one-to-one—or not had an intentional one recently.
Choose at least one person to contact today.
Schedule that one-to-one for a date during the next six weeks.

Output: Every Member leaves with a specific relationship to deepen and a scheduled meeting or same-day scheduling commitment.

03 · Content

The ideas to master

VCP is a trust process

Visibility, Credibility, and Profitability describe the referral confidence curve. Use a 20-second refresher to connect VCP to trust, not to reteach the full lesson.

The 2-2-2 formula creates a shared outcome

Both partners agree that each person should leave with at least two referrals, then schedule a short follow-up call two weeks later to check quality, warm up introductions, and follow through.

Preparation makes opportunity visible

Current TOPS and GAINS information helps a referral partner understand the ideal referral, ideal partner, top product, and top problem solved before and during the one-to-one.

Six-week Chapter challenge

Every Member completes one purposeful one-to-one outside their usual circle, prepares with current TOPS and GAINS information, uses the 2-2-2 formula, and follows up two weeks later.

One message, three action levels

install

Pair Members who have never completed a one-to-one and schedule the meeting.

strengthen

Prepare with current TOPS and GAINS information, open with the 2-2-2 formula, and complete the two-week follow-up.

multiply

Make intentional preparation and follow-up the Chapter standard, then turn useful discoveries into introductions, Power Team opportunities, or invitations.

04 · Minute-by-minute script

Delivery guide & coaching notes

Time	What the DC says or does	Coaching notes
0:00–1:00	Open in your own voice and connect one timely event, Chapter moment, or personal experience to trust. Tell the room this will be interactive.	Start centered and empty-handed. Online, stand when possible and look into the camera.
1:00–2:00	Ask for V, C, and P, then land that VCP is the referral confidence curve. Deliver the core truth.	Keep VCP to about 20 seconds. Use inclusive language: we protect our reputations and extend our credibility.
2:00–3:30	Tell one specific one-to-one story that produced an unexpected result. Name the detail that made the opportunity visible.	Use one story and one person. Include enough business detail to make the lesson memorable.
3:30–7:00	Run the in-person scheduling activity or the online three-name activity.	Give all instructions first. Online, use gentle prompts without crowding the thinking time.
7:00–8:30	Ask: ‘What is one action that has made your one-to-ones more valuable?’ Take two to four answers.	Validate every contribution. Call on specific people online if the room is quiet.
8:30–10:30	Teach the 2-2-2 formula and model the agreement: two referrals for each partner and a two-week follow-up.	Present it as a shared outcome, not a forced transaction. Teach it from personal use.
10:30–14:00	Have Members open BNI Connect. Introduce TOPS, review its four elements, and connect it to an updated GAINS exchange and pre-meeting research.	Slow down. Do not assume Members know the acronym or can immediately find the screen.
14:00–15:00	Contrast lower-trust and higher-trust referrals. Explain that every referral extends our credibility.	Use one clear example. Avoid judgmental or superior language.
15:00–16:00	Return to the core truth. Ask Members to complete their scheduling action and close by connecting the BNI process to trust, credibility, and profitability.	Pause after the challenge. Finish cleanly and add nothing after the closing line.

05 · After the presentation

Ten-minute Leadership Huddle

Time	Huddle action
0:00–2:00	Name one way the Chapter’s current one-to-ones already create value.
2:00–4:00	Identify the biggest present gap: scheduling outside familiar circles, preparation, referral clarity, or follow-up.
4:00–7:00	Choose one observable behavior the Chapter will repeat for the next six weeks.
7:00–9:00	Assign one owner, one completion date, and one simple proof.
9:00–10:00	Repeat the commitment aloud and record it for the next Director visit.

06 · One week before the visit

Chapter preview email

Subject: BNI Tampa Bay: Who in Your Chapter Could Unlock Your Next Best Opportunity?

Hello [Chapter Name] Family,

Some of the most valuable referrals begin with a one-to-one that did not seem obvious at first.

Next week, we are bringing an interactive Director Presentation called “Trust Before Transactions: One-to-Ones That Matter.”

We will look at how better preparation, better questions, and intentional follow-up help Members understand one another well enough to refer with confidence.

Before next week’s meeting

Think of one Member you have never had a one-to-one with—or one person you have not met with intentionally in a long time. You do not need to contact them yet; just bring the name and your calendar.

Please also make sure you can open the BNI Connect app on your phone during the meeting.

Regional Resource
BNI Tampa Bay Annual Summit 2026 — Monday, September 14 at Harborside Christian Church. Confirm the current event details and registration path before sending.

See you next week!

[Director Name]
Director Consultant
BNI Tampa Bay

Cycle launch plan

Ready, rehearsed, and improved before scale.

STARTSeptember 7, 2026

ENDOctober 18, 2026

Full 16-minute Director guide

Complete

In-person and online activities

Complete

Leadership Huddle and preview email

Complete

Team pilot and coaching feedback

Complete

Presentation MindMap

Review and coach

Approved rehearsal recording

Complete

Regional Bridge

BNI Tampa Bay Annual Summit 2026

Monday, September 14, 2026 · Harborside Christian Church

Featuring Mary Kennedy Thompson, CEO of BNI Global, and international speaker Mike Rayburn.

Open the BNI Tampa event calendar →

Rehearsal resources

Assets & recording

Director resource

Presentation outline

The condensed six-part guide for rehearsal, coaching, and delivery preparation.

Rehearsal only

Presentation MindMap

Use this to learn the flow. It is never displayed or held during the Chapter presentation.

Coming during this cycle

Recorded rehearsal

Trust Before Transactions — Team rehearsal

Recorded August 31, 2026. Review this as a Team, capture coaching notes, and preserve the approved model here.

Open original ↗

Version history

How this presentation evolved

Version	Date	Change	Status
1.1	Sep 8, 2026	Approved YouTube rehearsal recording embedded directly on the presentation page.	Current
1.0	Aug 31, 2026	Rebuilt from Kamryn’s approved outline, Joshua Davidson’s pilot, and Team coaching at TBTB.	Archived
0.1	July 16, 2026	Initial curriculum concept and six-week challenge established.	Archived