Podcast Summary:
BNI & The Power of One
Episode: BNI 868 - Weekly Presentation Coaching 149 – Greg de Mello
Host: Tim Roberts
Date: December 5, 2025
Overview
In this episode, host Tim Roberts returns with the popular "Weekly Presentation Coaching" series, focusing on listener-submitted BNI weekly presentations. Today’s session features Greg de Mello from Derby, United Kingdom, whose 60-second pitch centers on securing referrals by helping electric vehicle (EV) drivers save on charging costs through Utility Warehouse. Tim dissects Greg’s pitch, offering practical, actionable coaching aimed at maximizing referral results—perfect listening for BNI members looking to sharpen their presentation skills entering the new year.
Key Discussion Points & Insights
The Purpose of a Weekly BNI Presentation (00:40–01:40)
- The weekly presentation isn't about selling, it's about training your chapter—educate them to recognize and refer the right opportunities:
- Who are you looking for?
- How do they find those people?
- What should they say to them?
- Tim reminds listeners: “Our job is to train the brain to see what we’re looking for, or to be able to narrow its focus.” (04:04)
Breakdown of Greg’s Submitted Pitch (02:15–02:59)
- Greg’s pitch summary:
- Targeting EV drivers who may be overpaying for charging due to the wrong tariff.
- Utility Warehouse (UW) offers one of the cheapest overnight EV charging rates in the UK.
- When bundling other services (energy, broadband, mobiles, insurance), customers see average savings of 300–400 (currency).
- Call to Action: Think of an EV driver you know, write down their name, and ask them two questions:
- Who provides your energy?
- Would you like to save on your bills?
- “You should speak to Greg. I’m Greg from Utility Warehouse, helping families save more and stress less.” (02:53)
Tim’s Constructive Critique & Coaching
1. Sharpening the Target: Specificity Matters (03:00–04:00)
- Asking “Who do you know?” is too vague; specificity gets results.
- Recommendation: Use sharper wording—e.g., “I want to speak to your brother who drives an electric vehicle.”
- Quote: “When we start vague, we get vague results… Our job is to train the brain…” (04:04)
2. Understanding the Brain’s Filters: The Power of Focused Requests (03:51–05:47)
- When people hear general requests, they “filter them out” due to cognitive overload and pre-existing priorities.
- Tim notes: “They have certain filters turned on based on what they’re looking for, both consciously and subconsciously.” (04:20)
- Takeaway: The more focused and personal the ask, the more likely it will stick and yield referrals.
3. Staying in Your Lane & Avoiding Cross-Category Overlap (05:48–06:15)
- Warning: Mentioning services like insurance and mobile may tread on other BNI members’ toes and dilute effectiveness.
- “You’re muddying the waters a little bit… I think you’re going to potentially really ruffle some feathers in your chapter.” (06:03)
- Advice: Stay laser-focused on the core ask—in this case, EV charging.
4. The Power of Storytelling (06:16–07:25)
- Using a client success story makes the benefits tangible and memorable:
- Instead of just stating savings, share a real example: “I have a client…they were paying X, now they’re paying Y, and that equals hundreds of dollars/euros/pounds a year.”
- Also, suggest looking for referral “triggers,” like seeing a charging station or plugged-in car at someone’s home.
5. Crafting a Concrete Call-to-Action (07:26–09:40)
- Praise for Greg’s call-to-action: “Think of that EV driver, you know, and write down their name right now.”
- Improvement: Make action immediate and proactive, not passive:
- “I would love for you to reach out to them and simply ask: ‘Who provides your energy?’”
- Reframe the referral request: “Would you be interested in an introduction?” vs. “You should speak to Greg.”
- “It’s a little salesy and very passive… I’d rather them be proactive.” (08:49)
6. Summary of Key Recommendations (09:41–10:30)
- Paint a specific picture (“your best friend who’s an EV driver…”).
- Remove cross-service mentions to avoid overstepping and confusion.
- Add a quick, memorable customer story and explicit triggers for when to think of the referral.
- Make the call-to-action direct and actionable: “Call them this week and ask…”
- Ensure referral request is conversational and proactive.
Notable Quotes & Memorable Moments
- On Specificity and the Brain:
“When we start vague, we get vague results… Our job is to train the brain to see what we’re looking for, or to be able to narrow its focus.” — Tim Roberts [04:04] - On Cognitive Filters in Referrals:
“Everybody in your chapter has a million things going on and they have their own kind of reality compared to ours...They have certain filters turned on based on what they’re looking for, both consciously and subconsciously.” — Tim Roberts [04:20] - On Staying Focused:
“You’re muddying the waters a little bit… I think you’re going to potentially really ruffle some feathers in your chapter.” — Tim Roberts [06:03] - Improving Proactiveness:
“It’s a little salesy and very passive… I’d rather them be proactive.” — Tim Roberts [08:49]
Timestamps for Important Segments
- [00:40] Purpose and structure of BNI weekly presentations
- [02:15] Greg de Mello’s original 60-second pitch
- [03:51] The importance of specificity and how brains filter information
- [05:48] Staying in your lane and avoiding overstepping
- [06:16] The value of storytelling in pitches
- [07:26] Call-to-action critique and improvements
- [08:46] Importance of a proactive referral process
- [09:41] Summary of recommendations for a stronger pitch
Final Thoughts
Tim concludes by reiterating the importance of specificity, focus, and actionable calls-to-action in BNI presentations. By making your “ask” crystal clear, backed by relatable stories and explicit referral triggers, you empower your BNI team to spot and facilitate the right introductions—growing your business and theirs synergistically. Listeners are encouraged to submit their own weekly presentations for coaching to accelerate their own learning.