BNI 761: Are These Referrals?
Released on November 14, 2024
Host: Tim Roberts
Podcast: BNI & The Power of One
Introduction
In episode 761 of the BNI & The Power of One podcast, host Tim Roberts delves into a thought-provoking question submitted by a listener: “If I ask for a quote from multiple BNI members but don’t end up using their services, does that count as a referral?” This episode explores the nuances of what constitutes a referral within the BNI network, offering valuable insights for members aiming to maximize their networking effectiveness.
Host's Background and Engagement with BNI
Tim Roberts begins by sharing his longstanding relationship with BNI, highlighting his two-decade tenure as an executive director and his experience as a franchisor and former managing director. Despite not being an active member for over 20 years, Tim emphasizes his continuous learning and engagement with the evolving dynamics of BNI membership.
Quote:
"I continue to learn and over the years, different things pop up. Some of them, a lot of it doesn't, a lot of it's very, very much the same from when I was a member but different things are popping up."
— Tim Roberts [00:39]
Tim expresses gratitude towards listeners who contribute questions and feedback, reinforcing the podcast’s interactive nature and its role in fostering a engaged BNI community.
The Global Nature of BNI
Tim touches upon the expansive reach of BNI, mentioning recent international conventions held in locations like Melbourne, Australia, and Hawaii. He encourages members to leverage these global opportunities for networking and growth.
Quote:
"BNI being global to be able to hear from speak with help whatever members globally. If you're not tapping into that you should, you should be making sure connect you're using connect and networking and going to great opportunity."
— Tim Roberts [00:39]
He underscores the importance of participating in national and international conferences to broaden one’s professional network and enhance business opportunities.
Main Discussion: Are These Referrals?
The core of the episode revolves around dissecting whether obtaining quotes from multiple BNI member service providers qualifies as referrals. Tim approaches the question by first defining what a referral entails within the BNI framework.
a. Definition of a Referral
Quote:
"A referral is to someone who's in the market for your product and service. They know they are, and if I'm setting it up, they expect your call."
— Tim Roberts [00:39]
Tim clarifies that a genuine referral involves a prospective client who is actively seeking a specific product or service, with an expectation that the service provider will be contacted.
b. Controversy on Multiple Referrals
The scenario posed involves requesting quotes from multiple BNI members for a plumbing job but not selecting any of them. Tim acknowledges the technicality that each plumber has an opportunity, but he cautions against labeling all as referrals.
Quote:
"By that definition, yes, technically it's a referral to each plumber because they have the opportunity. Now, having said that, I would not do that."
— Tim Roberts [00:39]
He points out that categorizing all quote requests as referrals can lead to negative repercussions, such as strained relationships or perceived insincerity among members.
c. Recommended Approach
Tim advises a more selective approach to referrals:
- Provide Quotes Transparently: Inform all plumbers that you are seeking quotes and will choose the most suitable one.
- Assign Referrals to Chosen Provider Only: After selecting a plumber, officially refer only that individual to maintain integrity within the network.
- Avoid Multiple Referrals for the Same Job: This prevents potential conflicts and maintains trust among BNI members.
Quote:
"I just think it's a. Again, the cons, the negative consequences to that are far greater than the positive. Then just put in the referral for whichever one you choose and then you'll have the thank you for closed business because you chose them and then they did the job and you paid them and there you go."
— Tim Roberts [00:39]
Tim emphasizes honesty and transparency, suggesting that if your primary goal is to obtain the best quote, communicate this openly with your network to manage expectations and preserve professional relationships.
Conclusion
Tim wraps up the episode by reiterating the importance of thoughtful and strategic referral practices within BNI. He encourages members to continue submitting questions and engaging with the podcast to enhance their BNI experience.
Quote:
"Keep them coming. Go to bnipowerof1.com leave them there if you're finding value. If there's a podcast that stands out, leave a review, leave a comment, let me know."
— Tim Roberts [00:39]
He closes with a heartfelt thank you to listeners worldwide, reinforcing the community-centric ethos of BNI.
Key Takeaways
- Understand Referrals vs. Leads: Recognize the difference between a warm referral (actively seeking services) and a lead (potential client in the initial stages).
- Quality Over Quantity: Focus on providing genuine referrals to maintain trust and effectiveness within the BNI network.
- Transparency is Crucial: Be open about your intentions when seeking services to foster clear and honest professional relationships.
- Leverage Global Opportunities: Utilize BNI’s international platforms to expand your network and explore diverse business prospects.
This episode provides a nuanced exploration of referral practices within BNI, offering actionable advice for members to enhance their networking strategies and uphold the integrity of their professional relationships.