THE PURPOSE OF PERIMETER INSIDERS
Our purpose is to provide weekly, in-depth business promotion among other professional business people in order to produce productive leads and referrals
The group is intended for success-oriented business people who are serious about increasing their business. Members are professionals who insist that the hours they devote to business development be spent effectively.
We are structured to provide each other with increased business with minimum time expended.
Professionals want a group where they feel secure in defining and expressing what they need to grow their business. It is appropriate and productive to say what referrals we want and what areas we want to break into, plus requesting inside information. We offer a strong network of success-oriented professionals. It is designed to enhance and supplement traditional avenues of advertising.
Perimeter Insiders’ method of spaced, timed repetition of information produces quality business referrals that increase the member’s business.
HISTORY
Since our inception in 1987, Perimeter Insiders was formed and is designed for professional business people.
After numerous requests from other business professionals, Perimeter Insiders opened its cap on membership in 1997, and now permits an ongoing membership drive. As a result, membership now stands at over 30 members and continues to grow.
ORGANIZATION
Members pay an initial enrollment fee of $150 and quarterly dues of $100.00 at the beginning of each quarter. Members are guaranteed non-competition within their business category.
Perimeter Insiders has an elected MANAGEMENT TEAM (OFFICERS) elected by the existing management team. Each team holds their position for a period of six months.
They are responsible for organizing functions, recruiting members, conducting meetings, collecting dues and fees, reporting to their members and following the direction of the GUIDELINES and supporting materials.
Meetings are scheduled each week and follow the GUIDELINES procedure of spaced, timed repetition of specific information concerning each member’s business and desired leads and referrals.
DUTIES AND RESPONSIBILITIES OF OFFICERS
When you agree to be an OFFICER of Perimeter Insiders you agree to:
- Make a commitment for six months on the management team.
- Be at each weekly meeting 15 minutes early to greet members and visitors, and to remain 15 minutes after the end of the program.
- Assist in recruiting members in order to maintain a solid membership.
In addition, your specific duties are listed below.
DIRECTOR
DUTIES AND RESPONSIBILITIES
- Conduct weekly leads group programs.
- Schedule weekly speakers from the membership.
- Confirm and instruct new members.
- Arrange replacement of Officers at the end of six months or other termination.
- Coordinate the efforts of the Officers to maintain full membership within the group.
- Monitor members lead results.
Detailed Duties of Director:
- Checklists of duties are provided.
- Master worksheets are found in pockets at back of Manual.
- Materials consist of files, contact card file box, and mixer folder.
Making a Commitment Six for Six Months:
You make this commitment by agreeing to meet the needs of the membership in accordance with the guidelines provided.
Schedule Weekly Speakers:
Speakers are members. They speak on a rotational schedule.
Schedule member speakers at least two months in advance at all times.
At the beginning of each program, announce the speakers for that meeting, and the next meeting.
It is the responsibility of the scheduled speaker to notify you if they will not be able to attend that meeting and arrange for a substitute speaker from within the membership. If the speaker does not do this, arrange for people who will be willing to substitute, that you
can call on.
RECRUITING MEMBER & VISITORS
IN ORDER TO MAINTAIN A GROWING, SOLID MEMBERSHIP
As Director, you will coordinate, gather and maintain a viable membership by directing the efforts of yourself and the other Officers and Members in contacting people with business categories open for club membership.
CONDUCT AND MANAGE WEEKLY MEETINGS
As Director, you are responsible for seeing that the networking group referral method is carried out at each meeting.
Historically, this method has been researched and tested, and has been successfully producing positive results for business people. NO CHANGES, SUBSTITUTIONS, OR ADDITIONS MAY BE MADE.
Our referral method uses SPACED TIMED REPETITION OF INFORMING IN SUCH A WAY THAT POSITIVE RESULTS ARE PRODUCED FOR THE MEMBERS.
Arrive at the program 15 minutes early. Make sure that all is organized and the team is prepared.
Welcome members and visitors as they arrive. Establish positive enthusiasm with your comments.
PROGRAM PROCEDURE
IT IS VITAL TO START EACH PROGRAM EXACTLY ON TIME.
Perimeter Insiders respects the time commitment made by each member. The program is designed to last exactly one hour and 15 minutes.
Follow the timed program procedure each week. The Assistant Director should use a timing device that sounds when each person has used their allotted time.
CHECK LIST
WHAT TO HAVE READY FOR MEETINGS.
Restaurant: Verify services with restaurant before meeting. Make sure coffee and cups are set-up.
Materials: Have all records, card files and lead slips on hand.
Speakers: Verify with scheduled speakers they will be prepared for
presentation.
PROGRAM BEGINS
Follow the format exactly. Explain briefly what is occurring in each step. Give examples.
I. Opening Remarks – Director:
Welcome members and visitors. Introduce the Officers. Tell the purpose of the group. “The purpose of Perimeter Insiders is for us to share business referrals that produce continuing and expanding business success. We are dedicated to maximizing the use of our time and resources to obtain good business referrals.”
II. 30-second for each member and visitor introduction: Say to the visitors. “In 30 seconds give your name, business and location, several comments about your business and the leads and referrals you want. The Assistant Director will alert you when your time is up.”
Begin with yourself, followed by the Assistant Director, Treasurer, and designate who is to be next. Go around the room with people seated beside the previous speaker speaking next.
III. Special Announcements by Officers, then ask members to offer same.
IV. Pass Leads:
Announce to all members what the lead is, the contact and any pertinent information that may be of value to others.
V. 10-minutes for social networking:
Explain: “This 10 minute session is a coffee break devoted to
exchanging referrals and future business.”
VI. Speakers of the Day:
Remember to time each speaker and remind he/she when two minutes remain.
VII. Closing Comments:
Director offers closing words and adjourns meeting.
CONFIRM AND INSTRUCT NEW MEMBERS
Confirming Members:
If the Director suspects a conflict of business categories with the application of a new member, follow this procedure:
- Make arrangements for the “suspected conflicting” people to meet before the next program.
- If a member feels there is a conflict, the applying member may not be a member of Perimeter Insiders.
- If the existing member and prospective member can come to an agreement that there will be no conflict, the existing member signifies by advising the Director who in turn advises the membership.
Application:
The applying member fills in the application completely. They must list their business category and complete the description of their business in the space provided. This latter portion can be vital in case a question arises, at a later time, as to what business they represent with their membership.
When a member joins they pay, by check, for the one-time membership and the first quarter’s dues.
Instructing New Members:
- Emphasize the information.
- Show how the Lead Slips are used and filed.
- Explain the use of the Business Card file.
- Explain how Dues are paid and when, what happens when they are delinquent.
- Explain the importance of weekly Attendance at the meetings and number of absences allowed before forfeiture of membership.
- Explain the use of substitutes to represent them in case they cannot attend and the corresponding attendance policy.
SUPPLIES
Order applications and Lead Slips by informing the Treasurer.
FORFEITURE OF MEMBERSHIP
- Members forfeit their membership after 8 unexcused absences (or 12 total absences) or after third week of non-payment of monthly dues:
They may send a substitute and they will not count as absences.
The Assistant Director is to notify you when a member’s absences are close to the maximum allowed. When a person has used up 8 unexcused or 12 total absences within 12 months, notify them by letter that their membership is no longer valid. See that their business cards are removed from the file.Cross off their name on your master sheet, and open the category to someone else to join. Check to be sure that the other members of your team have deleted their names from the member roster. Inform the membership that the person is no longer a member, and that Business Category is now open for another person. A member will forfeit his or her membership by becoming a regular attendee of a similar networking group.
A member who loses membership by forfeiture or dropping from the group can reinstate membership by submitting an application and paying the annual fee. - A Member will forfeit his or her membership, if, in the exclusive discretion of the Officers, after due inquiry, he or she has engaged in conduct during the term of his or her Membership, which is detrimental to the image and reputation of Perimeter
Insiders, or, while engaging in a business transaction with another Member or a referral from a Member, engages in conduct which reflects a level of professionalism below that which the Officers deem desirable for all Members, or which reflects negatively on Perimeter Insiders. - A Member will forfeit his or her Membership if he or she utters words or commits an act which constitutes sexual harassment of another Member, or that Member’s guest or business associate. Whether an act or words constitute sexual harassment shall be determined exclusively in private session by the Officers (after meeting with all involved parties). The Officers shall not reveal to the Members either the fact that a
complaint has been lodged, or the subject of the complaint.
BACK-UP FILE
All data should have a back-up file. This file contains:
- Copies of worksheets, updated at the end of each month.
- Attendance
- Lead Chart
- Schedule of Speakers
- Dues
- Special Events
- Receipts
ARRANGE REPLACEMENT OF OFFICERS
AT THE END OF YOUR TERM OR OTHER TERMINATION
Change of Officers is not open to debate or vote. No club time is permitted to discuss this with the members. This is your responsibility to arrange for (3) members who agree to take over the management of Perimeter Insiders for another (6) months.
ASSISTANT DIRECTOR
DUTIES AND RESPONSIBILITIES
- Member attendance records.
- Official timekeeper.
- Official keeper of “Leads and Referrals” records.
- Group Business Card File.
- Advertisements.
Detailed Duties of Assistant Directors:
- Checklist of duties is provided.
- Maintain master worksheets
- Retain a supply of materials and files, business card file, lead slips.
Making a Commitment for Six Months:
You make this commitment by agreeing to assume responsibilities herein.
Assist in Recruiting Members:
Make contacts in your assigned business categories, each week, until you have at least two reservations for future meetings. Clear all reservations with the Director to avoid duplications of business categories.
Weekly Attendance Records:
The attendance worksheet is in the file folder.
Perimeter Insiders relies on each member receiving the full impact of every member’s information and taking action on that information during the following week. The members rely on every other member to participate fully in this process. When a member is not at the meeting or at only part of a meeting, the rest of the members are not being treated fairly. Everyone loses when a member is absent.
Our policy states the maximum number of unexcused absences is 8 during a 12-month period. The maximum of excused and unexcused in such a period is 12. Sending a substitute DOES NOT constitute an absence, however there is a limit of 5 substitutes in a year. Subs appearing for an absent member after the accumulation of 5 are counted as an absence.
Attendance Policy:
INCOMPLETE MEETING ATTENDANCE: Members arriving 15 or more minutes late or leaving 15 or more minutes early are counted as absent.
LEAVE OF ABSENCE: Leaves of absence should not be granted. However, sabbaticals are granted in certain circumstances and can only be approved by the Director.
Circumstances for granting a sabbatical are: Serious illness or activities adversely affecting the group’s dynamics. Sabbaticals are limited to no more than (3) months. Dues must be kept current during any granted sabbatical.
Substitutes:
A substitute is a representative of a member who is unable to attend. It is the responsibility of the member to select a competent replacement, who is well versed in the member’s business and Perimeter Insiders.
Remind the member when they are close to their 8th absence, by letter. Following their 9th absence advise them of their forfeiture of membership, by letter.
Official Timekeeper:
Use a timing device, which should be in your supplies. Become familiar with its use so that you can time the 30-second talks, the 10-minute speeches and all other portions of the program procedure.
Time the program to see that it starts an ends on time. If a person continues to talk after the timer goes off, let it continue to buzz until they have stopped talking. Then turn it off. For the 10-minute talks, time for eight minutes and let it buzz for a short warning sound,
and then reset time for the remaining two minutes. Notify the speakers as to your process of timing, so they know what to expect.
Give the timer to someone else while you speak.
Official Keeper of Leads and Referral Records:
We define a lead as a referral to someone outside the membership. Using the services and products among members is to be acknowledged with a thank you.
Members conducting business with the other members are to be encouraged. These leads and referrals make a real difference in the increasing success of the members.
If a member has a lead for another member or members, they announce who they are for and very briefly, something about these leads. They then pass the white copies around the room until they reach the recipient, who keeps the white sheet. At the beginning of
this lead exchange, the Assistant Director puts the lead in front of the beginning lead giver, who then files the yellow copy.
The Assistant Director is to count the total number of leads given at each meeting. The Treasurer posts that number on the accounting journal above attendance. Announce the number of leads exchanged at the end of each meeting.
Encouraging Qualified Leads:
Different months will be designated for following special processes that are designed to stimulate the exchanging of high quality leads among members. Participation in these processes is encouraged. It is recognized that within your group, all members do not have the same access to persons and situations that produce quality leads. Yet, we want to give recognition to those members and show appreciation.
Business Card File:
When a member joins, put their name on a tab in the business card file, and ask them to place a supply of their business card there. They should also distribute cards to each member, and tell them to check the file periodically, to refill.
Place this file out prominently during each meeting. The members refill their folders from this file with member’s cards as needed.
When a member has dropped, pull their cards out of this file, rubber band them, and save them in your file bag for a reasonable period of time, in order to give them to the dropped member upon request. Also, remove their name from the roster in order to make room
for a new member.
TREASURER
DUTIES AND RESPONSIBILITIES
- Collect member fees.
- Official liaison with meeting place and in charge of food and beverage choice.
- Simple bookkeeping for the chapter.
- Responsible for maintaining all records and disburse all checks for payments of any expenses incurred by the club.
Detailed Duties of Treasurer:
- Checklists of duties are provided.
- Master worksheets are found in files.
- Maintain accurate accounting records.
Making a Commitment for Six Months:
You make this commitment by agreeing to participate and assuming responsibility.
Receipts:
- Record the date.
- Enter dollar amount received in appropriate space referring to transaction.
DO NOT USE X’S OR CHECK MARKS – ENTER ACTUAL $ AMOUNT. - Enter person’s name.
- Enter total amount received from each person posted.
****** AT THE END OF EACH MEETING, MAIL OR DELIVER ALL RECEIPT SLIPS (TOP COPY) PLACED ON THE TOP OF EACH CORRESPONDING CHECK, TOGETHER WITH NEW MEMBER APPLICATIONS AND REQUESTS FOR SUPPLIES TO THE BANK IN YOUR AREA. ******
MASTER DUES AND FEES CHART
A dues and fees worksheet is found in the file. This chart has spaces for six months of activity. Write information on chart in pencil. Record each member as they join.
Dropped members: cross off name, and write ending date in month member became inactive.
Notify the Director, IMMEDIATELY, of delinquent member dues. Send out appropriate letter. Non-payment of dues is grounds for forfeiture of membership. A $5.00 late fee is assessed when a member is delinquent with their dues. A grace period of two meetings may occur before forfeiture of membership. Dues not received at the first meeting of each month are assessed the $5.00 late fee. FORFEITURE OF MEMBERSHIP OCCURS AFTER THE SECOND MEETING WITH NONPAYMENT OF DUES.
Discourage cash. If you do accept cash, this amount is to be covered by you with your check, be sure to place corresponding receipts with your check.
DO NOT MAIL CASH
Keep the Journal Sheet up to date each week. Get the necessary information from your team. Remind your team to get the following information to you before they leave each week, so that you can post it on the Journal Sheet.
- Director:
- Supplies needed, bi-weekly expenses and receipts for same.
- New Member’s applications and checks, names of dropped members.
- Assistant Director:
- List of absentees.
- End of month copy of Master Attendance List, Lead Chart and Schedule of Speakers.
MEMBERSHIP DIRECTOR
DUTIES AND RESPONSIBILITIES
This position is a volunteer who has been appointed by the Director whose sole purpose is to gather the initial responses from prospective members. The Membership Director is preferably a past Director and will make recommendations to the Assistant Director and assist same with qualifications.
MEMBERSHIP
Conditions of Membership:
Presently, there is no maximum membership for Perimeter Insiders.
There may not be any supplication of business categories represented with the group. Each member is guaranteed the exclusive position in their particular industry. Example: one lawyer, one accountant, one mover, etc.
In the event of a possible duplication of business categories, the Director is to consult with the current member. If the current member is not sure, arrange a meeting between the two.
- · If the current member finds no conflict, have them agree and make an announcement at the next meeting.
- If the current member does find a conflict, the applying member may not join.
Any businessperson may be considered for membership. They need not be the owner of that business. Employees, people working on commission, home-based businesses, managers, and owners are eligible for membership.
Member Responsibilities:
Weekly, attend the entire meeting, or send a substitute.
Present a 10-minute promotion of their business, on a rotational schedule (approximately once every two months), and present a 30 second promotional at the beginning of each meeting.
Promote ONLY their business during the meeting. Any other businesses that they are affiliated with or causes they support are not given time nor permitted during the program. In addition, it is considered unethical to promote these during the “captive time” before and after the program in the general area of the meeting place.
Pay dues and fees on time, with a check.
The reputation of the person giving the LEAD is at risk when giving a lead. We assume that members will use good business ethics at all times, and give out only high quality leads.
VISITORS
Visitors are an important part of Perimeter Insiders method of getting leads and referrals.
Inform the visitors, before they come to the meeting, to prepare a 30-second promotional and bring cards to hand out. We don’t want them to have any surprises or misunderstandings.
Visitors are to be greeted by the Director or Assistant Director when they arrive. Set them close to someone on the Management Team or a member who has agreed to handle visitors. Introduce them to the persons seated on either side of them.
A visitor may come no more than three times without joining. We encourage “shopping around” between various Leads Clubs by the visitor.
Visitors may not attend if there is a conflict with the business of a member.
Visitors, regardless of joining, are a source for leads and referrals for the members. They are a significant part of this system for getting quality leads and referrals.
Introducing visitors: Whoever has arranged for the visitor to attend should introduce them at the beginning of the meeting. The Director should make notice of the visitors and welcome them at the beginning of the program.
Invite the visitor to pass their cards and materials around the room so that the members can receive these.
Greeting the Members and Visitors:
Beginning time is not optional.
Meetings begin at 7:00 a.m.
CONCLUSION
The Perimeter Insiders leads club has existed since 1987 and has been an effective method for people to increase their business through quality leads and referrals. As members become aware that their success depends, to a great extent, on the success and growth of other members they develop a commitment to their own success as well as a commitment to the success of the members in their chapter.