Steve Kincheloe, CMPS
Chapter President, BNI Mid-Missouri Business Network-Columbia
Primary Residential Mortgage
2001 Corona Rd., Ste. 305
Columbia, MO. 65203
(573) 445-7767
steve@prmimo.com
www.prmimo.com

What is your primary product/ and or service?
Currently one of the only Certified Mortgage Planning Specialist (CMPS®) in mid-Missouri. As a CMPS® we specialize in mortgage planning and financing of the purchase or refinance of residential homes, second homes or investment properties. I assist clients with identifying their short and long term financial goals and help put together best scenarios to help clients get to where they want to be. The presentation tools we utilize is truly unique in our industry.

What part of Missouri-Southern Illinois do you service?
My primary practice is located in Columbia, Missouri. However, I do service the entire state of Missouri as well as Arizona, Florida and a few other vacation home locations.

What are good referrals for you?
Some of the most rewarding referrals are First Time homebuyers. The process is new to them so they like to be informed and involved. In the end, their excitement of having their first home is the rewarding part. One great fact about first time homebuyers is that they usually become 2nd and 3rd time homebuyers as their family grows or their employment status increases … If I’ve exceeded their expectations the first time, I will generally get that business again.

What is the best referral you have ever received as a result of your BNI chapter?
I received a tier 2 referral that became two tier 3 referrals. Suzanne Wiss, who represents the Residence Inn in our Columbia chapter, referred an insurance agent that was relocating and staying at her hotel. The insurance agents husband was employed as the new head football coach at a local university (not Mizzou). That university was bringing in a whole new coaching staff and as a result of that referral, I did the loans for 3 of the football coaches brought on staff! The first loan closed and that couple referred me to the next two coaches! Close to $600,000 in show-me-the-money in three months!!

What is the best referral you have given in BNI?
I believe the best referral that anyone can give is that of a family member. Mark Richardson, CFP is the Financial Planner in our chapter. Mark has managed my families personal assets for a long time. I referred my parents to Mark and they switched all their assets over to Mark and have been extremely pleased with Mark’s level of competence. The fact that I would not only trust Mark with my personal assets, but also that of my inheritance, I think that is a great referral. I’ve since referred my in-laws to Mark as well, who happened to just move to the area and used as a realtor Bev Curtis, whom I referred from our chapter.

How long have you been a member of BNI?
Just over a year. I was not involved in BNI long when I was asked to serve on the Leadership team. I began serving as the VP and was elected to President shortly there-after.

What kind of positive changes have you seen in BNI/ and/or your chapter?
We have seen significant changes in the level of professionals that we have added to our chapter. As a result, we have seen our referral numbers and closed business climb! We no longer look for warm bodies to fill seats and are being much more selective in who we accept into the chapter. We broke the top 20 last month for the first time since I've been in the chapter.

What do you like best about BNI?
The SYSTEM! I’ve seen people leave our chapter and make an attempt to replicate the BNI system and they’ve become nothing more than a social network. Tony Boussad, Mid-America Wireless, in our chapter says it best … "I can’t personally pay one person to work on my sales team for the same price it cost to have 20 people on my sales team" …

Has it been profitable to you and your company?
BNI has been a significant part of my practice. I truly believe the law of reciprocity and you will get out of BNI what you put into it. Yes, BNI has been profitable for my practice and I am working toward making BNI a more significant aspect for everyone’s business in our chapter.

Are there any hidden benefits you see above and beyond the closed business opportunity?
Yes, the opportunity to have 16 plus other businesses be a professional extension of me! I know when I refer a client to any member in my chapter, the service will be top notch and that makes me look good. Another hidden benefit are the resources provided on the local website. The document library is filled with tools to help make BNI work.

What would you say to someone in your business considering either joining a chapter or starting a new chapter?
Mike, this is the toughest time for people in my industry. There are mortgage brokers closing their doors daily. In this tough market, my practice is growing and thriving and I attribute a lot of that growth to BNI. The financial investment will pay for itself quickly. The true investment is your time. We have such awesome members in our chapter that it makes the time investment pleasurable and worth it! I not only suggest someone join but get involved! Get excited! Show enthusiasm! And your practice will thrive as well.