This Week's Presenter Is...

Ian Scott, BNI Managing Director British Columbia

Ian's characteristically lively and informative presentation addressed the ways in which BNI chapter members and their guests can mutually benefit from networking meetings. We learned that BNI members receive an average of 30% of their referrals from visitors. But what's in it for the visitors?



Most people familiar with BNI realize that its members are trustworthy business people, but they may not know that if a referral to a BNI member went wrong in some way, they have the option of contacting the chapter's Membership Committee to discuss the problem.


Another fact visitors may not be aware of is that there's absolutely no pressure to join. Individuals are welcome to attend as guests a couple of times to get to know the chapter and what if has to offer. And what we most enjoy offering is business.

BNI Connections and other chapter members strategically seek out people whose services or products are needed in the group. Our chapter, for example, has an excellent health services component - we have an acupuncturist, a chiropractor and a personal trainer - and these individuals frequently need to refer their clients to a massage therapist, who for obvious reasons would be a great fit with the group.


Ian also shared an anecdote that perfectly illustrates the BNI philosophy, givers gain. Some time ago, Ian, who owns an auto-body repair shop, met a woman called Sylvia who'd initially attended as a visitor but soon joined his chapter. Sylvia owns a fabric store, where she routinely gives out fellow BNI members' business cards to her customers. Ian received an impressive amount of business through Sylvia's referrals but felt badly because auto repair clientele typically aren't in the market for floral pattern silks, so he wasn't in the best position to reciprocate. When he told his friend how he felt, she replied "It doesn't matter if you can't give to me. Give to who you can." And that's givers gain in action. What comes around really does go around.