Podcast Summary:

BNI & The Power of One
Host: Tim Roberts
Episode: BNI 851: Weekly Presentation Coaching 144 – Eric Entwistle – Appliances
Date: August 22, 2025

Episode Overview

This episode is part of the “Weekly Presentation Coaching” series where host Tim Roberts reviews BNI members’ submitted presentations and offers actionable feedback. The featured presentation is from Eric Entwistle of Townsville, Queensland, Australia, who occupies the “appliances” classification. Tim walks through Eric’s submission, evaluates the strengths and weaknesses, and shares strategies for making weekly BNI presentations more effective.

Key Discussion Points & Insights

1. Submission Format and Initial Impressions (00:00–02:40)

• Tim introduces Eric’s submission, noting it uses a BNI worksheet called “Map It Out.”
• The worksheet focuses on four steps: introduction, professional classification, a brief story, and a referral request.
• Tim appreciates worksheets for helping members focus but notes their limitations:
  “I am a fan of these types of worksheets… But we’ll see if we can touch if it touches all the points.” [00:55]

2. Eric’s Presentation Review (02:41–04:50)

• Eric’s 44-second presentation is read aloud:
  • He introduces himself and role
  • Tells a story about helping Selectability furnish accommodations for 30 FIFO nurses
  • Makes a referral request to meet another accommodation GM, with Brent Clark as an example

3. Positive Aspects Identified (04:51–06:20)

• Tim praises Eric’s specificity in his referral request:
  • “Who are we specific on who we're looking for? You are…that is a very specific referral.” [05:01]
• Being specific makes it easier for members to act.

4. Areas for Improvement (06:21–13:25)

a. Missing "How" and "What to Say"

• The referral request doesn't teach members how to open a conversation or what to say.
  • “How do we find them and what do we say? That part I think you left out.” [06:30]
• Members may be uncomfortable or unsure how to engage a target contact.

b. Story Clarity and Relevance

• The example/story contains unnecessary detail:
  • “Too much information in the story that's not helpful for you.” [06:45]
• Suggests paring down to highlight only the relevant value-add and scenario.

c. Structure: Move the Referral Request Up

• Advocates presenting the referral request before the story:
  • “I think we need to be hitting the referral request early and then teaching around the referral request.” [07:15]
• Notes that worksheet formats often put the referral last, which isn’t strategic for listener attention or action.

d. Rethinking the Introduction

• Questions the need for stating the “classification”:
  • “Your members should know that, your visitors don't care or shouldn't really matter to them … I would be cutting that.” [07:45]
• Focus on quickly stating the main benefit and who you help.

e. Teaching Your Network – Training, Not Just Telling

• Emphasizes that members need training, not just information:
  • “Don't ever assume your members just know how to do those things. They don't.” [11:40]
  • "I'm training these people ... on all three parts: Who's the referral, how do they know they're in the market, and what do I say to them?" [12:15]
• Break down all three:
  1. Who you want to meet
  2. What scenario or need triggers the referral
  3. What your member should say

f. Critique of Worksheet Tools

• While helpful for brainstorming, many worksheets don’t foster natural flow or strategic order:
  • “I don't love a lot of them ... I don't find them to really be designed—this one in particular—in an effective flow.” [13:00]
  • Points out that unless you're trained, you may not know to add the missing steps.

Memorable Quotes & Moments

• On Referral Request Placement:
  “I think we need to be hitting the referral request early and then teaching around the referral request.” [07:15]

• On Training Chapter Members:
  “Remember, the mindset is, I'm training these people...” [12:09]

• On Worksheets’ Limitations:
  “I just find them to be kind of ineffective, generally speaking. But hey, Eric, thank you so much for submitting.” [14:00]

Actionable Recommendations (From Tim Roberts)

• Cut unnecessary intro and classification lines to save time.
• State who you want a referral to right up front.
• Teach your chapter how and when to spot a referral for you:
  • Give scenarios and triggers ("If you hear a GM say they’re renovating or moving...")
  • Provide specific language ("Ask, ‘How do you handle appliance and furniture purchasing? I know someone who can help.’")
• Refine your story to focus only on the relevant value you provide.

Key Timestamps

• 00:00–02:40: Introduction to episode and worksheet method
• 02:41–04:50: Eric's 44-second presentation read and initial feedback
• 04:51–06:20: Praise for specificity in referral request
• 06:21–13:25: Critique: Missing elements, structure, how to phrase referral asks
• 13:26–15:15: Final thoughts on worksheets and thank-yous

Conclusion

Tim Roberts offers a practical, insight-rich coaching session centered on maximizing the effectiveness of BNI weekly presentations. He commends Eric’s specificity but urges all members to rework the typical structure: place the referral request first, reduce unnecessary info, and explicitly train fellow members how to recognize and refer opportunities.

To have your own presentation reviewed, visit BNIPowerOfOne.com.