BNI & The Power of One — Episode 886

Weekly Presentation Coaching 154: Li-Mor Raviv – AI Coaching

Host: Tim Roberts
Date: March 20, 2026

Episode Overview

In this coaching episode, host Tim Roberts reviews a weekly BNI presentation submitted by Li-Mor Raviv of Brainstorm AI Consulting (Orlando, Florida). The episode focuses intently on how to structure a successful BNI weekly (45-second) presentation. Tim offers in-depth feedback designed to help BNI members craft presentations that generate more referrals by shifting the focus from selling directly to fellow members to effectively “training” them to find and refer the right connections from their networks.

Key Discussion Points & Insights

1. Submission Context & Initial Thoughts

• [00:36] Tim explains that Li-Mor's submission was prioritized because he's from Tim’s region.
• [01:05] Quick aside: Tim emphasizes that when someone subs for you at a BNI meeting, you should prepare an effective weekly presentation for them, following BNI training guidelines (Who, How, What).

2. Li-Mor’s Submitted Presentation (Read Aloud)

• [01:41] Li-Mor’s draft focuses on the evolution of AI over the last three years and how he helps business owners use AI to save time, lower costs, and generate more leads.

"Three years ago, if you had a question, you searched the Internet. Today you ask AI and get an answer instantly. ... AI is quietly shifting how we work, how we learn, and how we run our businesses. Now imagine three years from now, the question isn't if AI will be a part of your business. The question is who will help you use it effectively? That's where I help business owners turn AI into saved, lower cost and more leads."
— Li-Mor Raviv, read by Tim Roberts [01:41]

• Tim notes that his own read took 41 seconds, aligning well with the 45-second target.

3. The Critical Feedback

a) The Pitfalls of “Salesy” Presentations

• [02:40] Tim points out that Li-Mor’s presentation is written to “sell” directly to the room, addressing the listeners as the intended client (“you” statements).

"This is very salesy...You're really targeting the people you're talking to. This is written completely in the intent, the perceived attempt to get your fellow members, whoever's hearing this, to want to talk to you."
— Tim Roberts [02:55]

• [03:20] Tim argues that targeting members directly leads them to think about reasons why they don't need your services—even if they are ideal clients—which reduces direct referrals or sales.

b) Unintended Consequences of “You” Language

• [03:30] Advises avoiding “you” language in presentations, as it shifts the “target” onto BNI members rather than teaching them how to identify potential referrals within their networks.

"One word that we want to try to avoid to use at all times is ‘you’... You've put the entire target on the people in the room."
— Tim Roberts [03:10]

• This language reduces the effectiveness of referral training.

c) Importance of Specificity — Who, How, What

• [05:10] Challenges the broad “business owner” target as “way too vague.”

• Suggests breaking down the target market further:

  • Is it solopreneurs who need efficiency?
  • Business owners with sales teams who could use AI for more leads?
  • Owners with admin staff looking to reduce costs?

• Points out that each value proposition (saving time, reducing cost, increasing leads) could become its own focused presentation.

d) Effective Referral Training

• [07:50] Urges presenters to think about:
  • The specific target (“who”) — example: Business owners with sales teams of 20+ people, e.g., "Bill Anderson at XYZ Company."
  • How BNI members can identify that target (“how”) — give sample conversation starters.
    • “Next time you’re talking to Bill Anderson, ask if he’s started utilizing AI yet.”
  • How to bring up a referral (“what”).
    • “Tell them you work closely with someone helping business owners integrate AI—interested in an intro?”

4. The “Lowest Common Denominator” Approach

• [07:05] Advocates breaking the business and message down to the simplest, most specific level rather than casting a wide net.

"If you go way vague under the guise of like, I don't want to miss anything, you miss everything."
— Tim Roberts [07:17]

• Each specific aspect (save time, lower cost, more leads) is a potential weekly presentation with its own target and example.

5. Effectiveness of Indirect Selling

• Raise the odds of referral by making members “sell through people” instead of “to people.”
  • Members should be trained to recognize, engage, and refer their outside contacts with needs that intersect your offering.
  • Direct selling to members limits the network effect.

"The better we sell through people, the more tier one referrals we will get because our members will self-qualify themselves."
— Tim Roberts [10:45]

Notable Quotes & Memorable Moments

• “When people are targeted, they naturally will start thinking about why they don't need your services, even if they're the best candidate in the world for it.”
  — Tim Roberts [03:23]

• “If you go way vague under the guise of like, I don't want to miss anything, you miss everything.”
  — Tim Roberts [07:17]

• “The target is who do they know? And you have to teach them how to think about those people, how to see those people, how to get into the conversation with those people and how to bring that referral to you.”
  — Tim Roberts [12:45]

Actionable Takeaways

• Avoid using “you” language in weekly presentations.
• Pick one specific value proposition (e.g., “save time”) and one specific target audience for each weekly presentation; rotate focus each week if necessary.
• Give BNI members specific examples of who to look out for (“business owners with sales teams of 20+ people”).
• Equip your chapter members with conversation starters and ways to bring you up naturally.
• Remember: The goal isn’t selling to members; it’s empowering them to generate referrals by identifying ideal clients in their networks.

Key Timestamps

• [00:36] – Intro to Li-Mor's submission and subbing protocol
• [01:41] – Li-Mor’s original presentation (read by Tim)
• [02:40] – Issue with “salesy” presentations and “you” language
• [05:10] – Necessity for specificity in target audience and messaging
• [07:05] – Breaking message into lowest common denominator
• [07:50] – Ideal format: Who, How, What (with practical examples)
• [10:45] – The power of teaching members to “sell through people”
• [12:45] – The true target of BNI referrals: the contacts of fellow members

Tone & Language

Tim’s tone throughout is direct, practical, and encouraging. He emphasizes the importance of BNI best practices and gives frank but constructive criticism, always returning to actionable steps and the broader purpose of BNI networking.

Summary

A highly practical and actionable episode for anyone looking to increase the effectiveness of their BNI networking. Tim Roberts breaks down exactly why broad, salesy presentations are less effective, and gives a step-by-step blueprint for creating focused, referable 45-second presentations that maximize referrals—not by selling directly to members, but by equipping them to sell your service to others in their networks.