What is the Secret?

Everyday I talk to members about BNI, and networking. Many have wonderful success stories to tell me. Members tell me how they have increased their business by 25%, 35%, and 60%. Then I speak to another member who tells me how they have been a member for an entire year and it is just not working for them. They have gotten NO business from their chapter.

I find myself asking why? What makes the real difference between those whom are doing well, and those who are not, here are some of the things I have found.

Education – Those people in life and business, who are extremely successful, never stop learning. They are always trying to find new ways of doing things. They understand that even when they think they know it all, there is always something new to learn and try. They not only learn it, they implement it. They also understand that they are responsible for educating their fellow members as well as being educated during one on one’s.

Time – the highly successful members have a very clear understanding that it takes time and commitment to build trust and understanding with fellow members that will lead to the high level of referrals. They understand that Trust cannot be rushed, and that dollar for dollar the longer they are a member of their chapter, the higher the return on their membership. Most members don’t put in the time that it takes to build those relationships.

Gratitude – don’t forget to thank one another, no matter how many referrals that you get from When was the last time that you got a referral from a fellow member, closed the deal, and the very most you did was drop a “Thank You” slip into the chapter basket? Did you send a little gift? Did you write a note? Remembering to say thank you will inspire members to refer you again. I have a referral partner who always gives me a Starbucks Card when I refer her, even when the deal does not close. I love referring her and always have my ear open for her. Are you fun to refer?

The next time that you think, “My BNI chapter is not working for me” ask yourself,“Is there any other educational opportunities that I can take advantage of? Have I spent enough time developing my relationships? Have I said “Thank You” ?

Are You Receiving Enough Referrals?

In his latest article for Entrepreneur.com, Dr. Misner says that one of the problems people often have when they establish a referral network is that once they feel unsatisfied with their referrals, they blame people in the network for not doing their jobs.

“But the truth,” says Dr. Misner, “is that if your referral network isn’t working the way you expect, it’s your fault. When you find yourself pointing out other people’s problems, it’s time to ask if you’re the reason your network isn’t delivering.”

Dr. Misner instructs that it’s your obligation to teach your fellow networkers how to refer you. If they’re not doing so, then you’re not teaching them effectively. You’re responsible for many of the actions people take on your behalf. It’s up to you to choose the right people, set the tone for your business, educate your referral partners, demonstrate competence and integrity for those representing you and maintain the effectiveness and strength of your referral relationships. If there’s a breakdown in your referral system, you’ve probably overlooked something.