You joined BNI to get more referrals, to grow your business. That is the purpose and being of BNI.
Unfortunately, a number of BNI members and even chapters get lazy, get familiar, lose focus… it becomes acceptable to stand up week in and week out and say ‘I don’t have any referrals’.
It was a refreshing moment for me this week when a chapter president asked me: “What can I do about members who are not performing on the referral front?”
Yes, unfortunately BNI does expect you and your chapter to perform on the referral front.
There are some BNI rip-off groups around at the moment, and all of them are happy to eat breakfast, do their so-called 60 seconds, and hope for referrals by inference. Some BNI chapters are guilty of this too. Is yours one of them?
Such activity is virtually a complete waste of time for people who are serious about business.
It is also not the BNI way. BNI is a business hub, a hive of activity – not a club — and we make no excuse for it. We want members who are prepared to perform. Anybody can do it, with the right focus and commitment.
We also make no excuse for wanting members who are driven, motivated and who actively apply themselves to building business through referrals.
That doesn’t mean heartless, by the way. Members should still vigorously pursue “Givers Gain” and the “farming” concept of networking.
Of course you’re not expected to have a referral or two or three every single week, but you should be aiming for it.
If some people in your chapter are not performing. If they are content to stand up week in and week out and say “I have no referrals”, then it’s up to the leadership team to approach them and both mentor and coach them to a level where they are performing.
If that expectation is too much for them, then perhaps BNI is not for them.
If you’re serious about business, then it’s time to re-discover your referral focus.
Colin is the Marketing Director of BNI New Zealand, a director of Iron Road Ltd and a professional speaker and copywriter.
3 comments
Yes! you need to focus to success in business. glad BNI is here
Colin-I went to a few BNI meeting and never joined.
If you have to pay $100 appl. fee
If you have to pay $400 membership fee (yearly)
To get business for yourself and totally rely on BNI for referrals GET THE HELL-OUT OF BNI
People that join BNI groups have low esteem–someone is getting rich on your business money–do not be STUPID DO NOT JOIN ANY BNI GROUP–PERIOD………….
Thanks Bill – It is actually $500 pa to belong to BNI :-). If you would like to talk to me about your concerns I would be happy to receive your call. Sorry to hear that you are so opposed to what we are doing.
Wishing you all the best in whatever you do 🙂
Graham Southwell
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