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Looking for More Referrals?

Remembering the GAINS Exchange

By Dr. Ivan Misner, Founder of BNI

So often, I see BNI members who are frustrated about not getting more business referred to them-especially in the beginning as they build relationships with chapter members.

If your chapter members aren't passing on the number of referrals you'd like, take a look at yourself first. Before you can expect to have business referred to you by your chapter members, you may need to actively share more information about yourself.

The fact is it's not enough that you're great at what you do and can offer a lot of value to new clients. To win referrals from your chapter members, you need to ensure that your contacts have all the necessary information about you and your skills so they can persuade third parties to come and purchase your product or service. It's amazing how many people fail to recognize this.

There are five essential areas for the members of your network to get acquainted with before you can expect them to refer business your way. Equally, you need to know these same five things about them so you can reciprocate. I call this process of reciprocal sharing of information the GAINS exchange, based on the first letter of each of the five essential informational points: Goals, Accomplishments, Interests, Networks, and Skills (first discussed in my book, Business by Referral).

Goals: What are the objectives that are important to you? What are the problems you want to solve? Not just financial and business goals, but also personal and educational objectives.

Accomplishments: What big projects have you completed in business or as an employee? What are your accomplishments as a student or parent?

Interests: What are the things you really enjoy doing? The music you like to listen to, the hobbies you spend time on, the sports you like to play or watch? People are more willing to spend time with people they share interests with.

Networks: Each of your contacts is a part of many networks. Do you know what these are, how big they are? Each of us has the potential to connect with hundreds or thousands of people if we cultivate these resources.

Skills: What do you do especially well? What are the professional areas in which you excel? Don't be afraid to share this information with your contacts, and learn about the talents and abilities of the people in your network as well.

These are not mysterious pieces of information. They are facts we are exposed to every day, if we look for them.

By remembering the GAINS exchange, you can make sure you don't overlook this essential information about your networking contacts.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the Founder and Chairman of BNI, the world’s largest business networking organization. His latest #1 bestseller, The 29% Solution can be viewed at www.29PercentSolution.com. Dr. Misner is also the Senior Partner for the Referral Institute, an international referral training company. He can be reached at misner@bni.com. Visit www.iLearningGlobal.tv/Networking for downloadable content by Dr. Misner.

Tags: GAINS, Ivan Misner, July 2009 Edition

22 Responses to “Looking for More Referrals?”

Gina Says:
July 1st, 2009 at 12:22 pm
GAINS profiles work. I joined BNI 3 months ago and it really works. I made many, many so-called friends through our chapter and I also got few referrals.
Jordan McClements Says:
July 1st, 2009 at 12:26 pm
I guess that even if you do put a lot of effort into doing one to ones properly – you still cannot expects loads of referrals to roll in during your first few weeks!
Evelyn Vincent Says:
July 1st, 2009 at 12:42 pm
The first and only BNI I ever visited was absolutely amazing, meaning the members of the chapter, so amazing were they that I didn’t visit any other chapters in the area and I immediately joined. It wasn’t until about 6 months later that I visited and substituted at other chapters, and what I saw was the exact opposite of what my chapter was doing.

What I realized is that the chapter I had joined was in fact a showcase chapter, a model for all others, extremely successful and highly functional. The members of that chapter took “their” membership seriously, they were outgoing, and conducted themselves as if our chapter WAS their business – something I never once saw or felt in any of the other chapters.

As a matter of fact, while subbing and/or visiting other chapters I was actually quite concerned by the “lack” of attention I got from members, for instance there was one where not a single member greeted me – and none of them had ever met me. I was signed in and very briefly told what to do – that was the only verbal contact. No one at all was interested in introducing themselves to me or learning more about me. Furthermore, members appeared to ‘huddle’ into their own little clickish groups. Noticing that the chapter was odd, I pretty much just observed and made myself available/receptive for members to come to me, it didn’t happen.

It was on that day that I realized my group was unique. Then, upon visiting/subbing at other groups I realized my chapter was rare. In the meantime, I had been raving about BNI to everyone, some of those people actually joined a chapter. After months of them being in their chosen chapters we would talk and I’d hear that ‘they’ had not gotten a single referral. Upon my visiting their chapters I discovered that they were rather dysfunctional (compared to mine).

What I concluded, besides the fact that I REALLY lucked out, is that a lot of the reason why a chapter functions amazing has a lot to do with the leadership within the chapter and the “attitude” of its members. So, with that in mind I would like to add to your GAINS…

Take your chapter and make sure it has these professional qualities for its success: attitude (open and outgoing always), care about each member as if they were part of your own beloved family, think of each others business as if it is an “extension” of your own that you want to foster, keep meetings interesting and lively, and always well visitors with open arms and an open-mind.

I hope this helps to bring about more caring and togetherness so more chapters can be referred to as a “Showcase Chapter.”
Brendan Walsh Says:
July 1st, 2009 at 1:36 pm
Seems logical. It’s a wonder everyone doesn’t grasp this. But then, the simplest answers are often overlooked.

Thanks.
Jessica Walden Says:
July 1st, 2009 at 3:05 pm
Thank you for the great information. Your tools help me and my clients abundantly.

Jessica Walden
Molecular Hydration Specialist
Brent Hallam Says:
July 1st, 2009 at 4:54 pm
My First few weeks at BNI were encouraging but things really happened as soon as I realised that dances and getting to know my fellow member one on one was the the true key to making referals happening. Spending time talking, getting to know their skills and back ground forms both friendship and respect, you feel you can trust them with your most important business asset, your clients. In return they form the same trust with you. BNI is fantastic!
Bob DeGange Says:
July 1st, 2009 at 6:08 pm
I think we all go at our own pace. When I first got involved with BNI I started doing one on ones immediately, and briskly. I didn’t even know what to listen for. The real inspiration came from being with the members of my group, as a whole, and now that I have settled in, the one on ones will be more revealing not only into their businesses, getting to know them as individuals in a better way.
Rick Powell Says:
July 1st, 2009 at 6:28 pm
I recognised from day 1 in my local BNI that it would take time for me to receive referrals from my fellow members. You must build a level of trust with them to gain referrals. Trust is gained by giving out referrals and by constantly talking to the members in your own chapter, ensuring you participate in as many dances as possible and building PROFESSIONAL relationships as opposed to being ‘friends’.

I am fortunate that the chapter I belong to is full of exciting pro-active members who I know I can rely on to be a part of ‘my support network’. This actually came as a revelation compared to other networking groups I had visited over the years. It allows me to make referrals with the utmost confidence. BNI is the ultimate referral group!
Darren Osborne Says:
July 1st, 2009 at 6:52 pm
I agree with this article, it is also important for people to remember that relationships in business as in life don’t happen in 5 mintes. I have seen people come to BNI for 2 weeks get no referrals and say BNI has not worked for me. Well as the ink is still wet on your application and people still do not know you that well I can see why. It takes a good 6-12months to build solid relationships in BNI from my experience. Eevry one who joins BNI shpould committ to be a member for at least 1 year to give BNI a fair go. they should also comitt to do dance cards at least one per week as there is a direct link between dance cards and referrals. Why?. If you know more about other members busineses you are more likely to refer to them when you know exaclty what it is that they can do.
Nick Tebbey Says:
July 1st, 2009 at 7:25 pm
I did a GAINS worksheet in a one-to-one last week with someone I’ve known for years… well, at least I thought I had known them for years!

The GAINS was so illuminating we both felt we understood each other much better after completing it. It has certainly empowered us both in terms of hunting out referrals for each other.

Thanks!
Mark Appelbaum Says:
July 2nd, 2009 at 12:29 am
I’ve been part of BNI for around 5 years and one of the things I love about it which is similar to the message my company sends out “Am I sending out to “GET” or to “GIVE” and as an author once wrote “life is for-giving not for-getting.”
When taken to my referral network I know when I’m not getting…I’m not giving much either. Life takes care of life when you take care of it. That’s enough wooey-wooey for ya.
agnes kamiri Says:
July 2nd, 2009 at 12:39 am
I was inducted into BNI last week and i’m really enthuthiastic about it. I agree completely with the statement that it’s only in getting to know your fellow chapter members that you can develop the trust to comfortably refer them to your own clients.
I’ve got my first one-on-one today and i’m looking forward to using the GAINS method to appreciate them proffessionally.
Ursula Theuner Says:
July 2nd, 2009 at 3:48 am
It is my fourth year of membership, I have had several jobs in my chapter and learned a lot in the workshops and in general. I am still fascinated by the personal development of every single new member and also by the intelligent platform of important rules that make BNI so successful. And: I love it!
Naresh Patel Says:
July 2nd, 2009 at 5:06 pm
For BNI to work you have to have get into an attitude that it is my business to get to know my fellow BNI Members business. As a result I am able to bring most referrals and turn in the most one to one dance cards slips every week.

I also visit many chapters and at first, in some chapters I did feel I didn’t belong there. Instead of waiting for them to come to me I go to them, this resulted in a $16000.00 referral from my competitor’s marketing director.

As I GIVE referrals to many BNI Members I do GAIN lots of $$$$
Wendy DeWitt Says:
July 2nd, 2009 at 8:24 pm
Add in the value of helping your BNI partners on projects and small favors. This is a great way to get to know people better and creates incredible good will – and if you have fun doing it people will talk. Good news does travel, and what better context to have folks talking about your work?
Looking for More Referrals? « Critical Thinking Says:
July 5th, 2009 at 11:37 pm
[...] By remembering the GAINS exchange, you can make sure you don’t overlook this essential information about your networking contacts. Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the Founder and Chairman of BNI, the world’s largest business networking organization. His latest #1 bestseller, The 29% Solution can be viewed at http://www.29PercentSolution.com. Dr. Misner is also the Senior Partner for the Referral Institute, an international referral training company. He can be reached at misner@bni.com. Visit http://www.iLearningGlobal.tv/Networking for downloadable content by Dr. Misner. Original Article (click here) [...]
Norb Hoppe Says:
July 6th, 2009 at 9:28 am
I’ve been active in BNI for 5 years now in two different states. The very first thing I did upon relocating 3 years ago was to find a strong chapter to join. My chapter is my business, suppling at least 70% of todays business which is amazing in the economy we are in. I am in the construction business and in 23 years of business, last year was one of our biggest. Thank you BNI!

One to one’s are the key. Not just for new members but also for those of us who get caught up being one of the old dogs on the porch who believe they have it all figured out. I have had dance cards with some members over 5 times and still learn more with every visit as do they (I hope).

Also one thing that I didn’t see mentioned in the above comments and most important with new members and attrition. Mentoring!!!!!!! We work so hard to get these visitors to come in and then to join but after that I think too many people feel the work is done and just expect the added the referrals to come in that a new member brings. They need help “getting it”. This goes beyond the required “MSP Training”. They need mentoring. We need to lead them to the water. If you take the time with this new member they will soon become part of the groups foundation and will than bring in quality referrals, visitors and new members.

Someone asked me a short while ago, “How are you so lucky?”. My reply, “The harder I work, the luckier I get”. Truth is I have over thirty highly experienced salespeople in BNI working for me.

Again, Thank You BNI.
Alper Behar Says:
July 6th, 2009 at 2:41 pm
I am in my second year with BNI. So far my biggest customers came through BNI referrals.
Julian Tan Says:
July 6th, 2009 at 5:48 pm
I am very please that I saw the press editorial on my local paper citing how a certain chapter of members call BNI met regularly and were very passionate about their members.
It immediately hit me that I needed to join such a group. Less than 2 weeks later, I attended my 1st breakfast meeting and I have never stopped since. I am now into my 11th week with my chapter and I must add that it has been the highlight of my weekly events.
I started learning everything I could about BNI and every single methodology of its system has wow me. I am so stupid not to have understood this system sooner.
Referrals from my fellow members started pouring in from my 4th week onwards. I am a true believer of this system and I am looking forward to many more years contributing to my chapters growth. Givers Gains, I am totally sold on this motto! I salute & thank you from the bottom of my heart, Dr.Misner.
Roofers in MA Says:
July 6th, 2009 at 10:42 pm
I’m sure most chapters see as much turn over as we do’ It’s inevitable that the people who don’t get it are missing one or all of these points. As the educational coordinator I’m trying to get these sentiments across to our group especially the newer and less established members.
Rita Wilhelm Says:
August 5th, 2009 at 2:37 pm
It’s definitely true that the more you put into it, the greater likelihood that you will give and receive referrals. One-to-ones are key to establishing the trust and relationships necessary to help your BNI sales force and allow them to help you!
Eli Deutsch Says:
August 6th, 2009 at 9:56 am
A key observation was made on this post concerning chapter turn over. From my vantage point, I believe this is due solely to not really communicating to the guests we bring to our meetings, and to new members, what it will take to achieve their goals with BNI. There are some people I have brought to my meetings as guests. When I follow up with them, I ask what questions they have for me. Most only ask questions about the investment. I immediately get them to think about goals they want to achieve and what committment they will make with respect to the discipline of attending all meetings and strategies to get to know their fellow chapter members.
Most visitors see the program structure, and referrals being given and stop there. Setting realistic expectations needs to be emphasized so that the potential of BNI in their businesses is seen as a job in itself.

22 Responses to “Looking for More Referrals?”

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