Podcast Summary: The Official BNI Podcast – Episode 907: GAINS Profile Updated
Release Date: April 23, 2025
Host: Dr. Ivan Misner, Founder and Chief Visionary Officer of BNI
Guest: Priscilla Rice
Introduction
In Episode 907 of The Official BNI Podcast, Dr. Ivan Misner delves into the updated GAINS Profile, a fundamental tool in BNI’s referral marketing strategy. Joined by Priscilla Rice from Live Oak Recording Studio in Berkeley, California, Dr. Misner discusses the evolution of the GAINS Profile, its components, and its significant impact on generating referrals within networking groups.
The GAINS Profile: An Overview
Dr. Misner begins by revisiting the origins of the GAINS Profile, initially introduced in his now out-of-print book, Business by Referral. The GAINS Profile, also known as the GAINS Exchange on platforms like BNI Connect, is an acronym that stands for Goals, Accomplishments, Interests, Networks, and Skills. This tool is designed to foster deeper connections between members by sharing comprehensive personal and professional information.
Dr. Misner [01:00]: “GAINS stands for Goals, Accomplishments, Interests, Networks, and Skills... it was first discussed in episode number five.”
Components of the GAINS Profile
1. Goals
Goals encompass both business and personal objectives. Members are encouraged to articulate their aspirations clearly and discuss how building relationships can help achieve these goals.
Dr. Misner [03:00]: “Define your goals. You need to have a clear picture of those goals and talk about how you want to build relationships with people to help achieve them.”
2. Accomplishments
This section highlights personal achievements, such as degrees, awards, and significant milestones. Sharing accomplishments not only showcases expertise but also builds credibility within the group.
Dr. Misner [04:30]: “Talk about the things that you're proud of... know the things that you've actually achieved.”
3. Interests
Personal interests, including hobbies and passions, are crucial for building rapport. Discovering shared interests can lead to stronger, more meaningful connections.
Dr. Misner [05:30]: “I love to go out on my boat on Lake Austin... these are interests of mine.”
4. Networks
This component details the formal and informal networks members belong to, such as organizations or associations. Understanding each other’s networks can uncover common affiliations and potential referral sources.
Dr. Misner [06:30]: “Talk about the networks that you belong to, both formal and informal... it can be an organization, an institution, a company.”
5. Skills
Highlighting specific skills and talents allows members to understand each other's capabilities, facilitating effective referrals based on expertise.
Dr. Misner [07:30]: “The more you know about the talents and abilities of the people in your network, the better equipped you are to find and refer competent, affordable products and services.”
The Power of the GAINS Profile: A Success Story
Dr. Misner shares a compelling story from Episode 005, where two members initially hesitant to engage with the GAINS Profile found common ground through coaching their sons’ soccer teams. This unexpected connection led to a surge in referrals between them, demonstrating the profound impact of finding overlapping interests.
Dr. Misner [02:30]: “They made such a great connection over the sport... they never finished the profile, but after connecting, they started giving each other referrals.”
Updating the GAINS Profile Process
Originally, the GAINS Profile involved one member sharing all five components before the other member took their turn. However, Dr. Misner now recommends an alternating approach to ensure each participant has equal opportunity to share.
Dr. Misner [08:30]: “I now recommend that you go one at a time with each... otherwise, one person inevitably gets the majority of time.”
This adjustment addresses the previous issue where lengthy sharing by one member limited the time available for the other, thereby enhancing the overall effectiveness of the profile exchange.
One-to-One Meetings: Doubling Your Referrals
Dr. Misner emphasizes the significance of regular one-to-one meetings in boosting referral numbers. Referencing a European university study, he highlights that members who engage in weekly one-to-one meetings generate nearly twice as many referrals compared to those who meet monthly.
Dr. Misner [10:00]: “People who do one a week instead of one a month give almost exactly 100% more referrals. The most amazing part is they receive almost exactly 100% more referrals, almost double.”
He advocates for incorporating the GAINS Profile into these one-to-one meetings to maximize their potential in fostering meaningful connections and increasing referral flow.
Recommendations for Maximizing the GAINS Profile
Dr. Misner advises members to utilize the GAINS Profile not only within BNI but also in other networking contexts. Whether it's a first-time meeting or a follow-up session, the GAINS Profile serves as a versatile tool for building and maintaining strong professional relationships.
Dr. Misner [11:30]: “Start using it certainly with BNI members and potentially with other people as well.”
Conclusion and Key Takeaways
Episode 907 of The Official BNI Podcast underscores the transformative power of the GAINS Profile in networking and referral marketing. By systematically sharing Goals, Accomplishments, Interests, Networks, and Skills, members can forge deeper connections, uncover mutual interests, and significantly enhance their referral generation capabilities. Dr. Misner's updated approach to the GAINS Profile ensures balanced participation, fostering a more equitable and effective networking environment.
Dr. Misner [12:15]: “It does both relational topics as well as transactional kinds of topics... it works both very, very well with men and women who are trying to network.”
For members looking to elevate their networking strategy, integrating the GAINS Profile into regular one-to-one meetings is a proven method to double referral output and build a robust professional network.
Resources Mentioned:
- The Official BNI Podcast Episode 575 and 570 for further insights on one-to-one meetings and referral strategies.
- GAINS Profile PDF available through the podcast platform.