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Introduction (30 seconds)

Good morning/afternoon, fellow BNI Members! Today, I want to discuss one of the most critical aspects of our BNI meetings: the Referrals and Testimonials section. This part of the meeting is where we truly embody our core value of Givers Gain®. It’s all about helping others, which, in turn, benefits ourselves. So, let’s dive into the why and how of this essential component and explore how we can still add value to the meeting even if we haven’t generated a referral for another member this week.

What is BNI’s Leading Core Value? (1 minute)

As you all know, our most well-known and leading Core Value is Givers Gain®. And guess what? We get to showcase this value during the Referrals and Testimonials section of the meeting. It’s not about what we ask for or what we gain for ourselves; it’s about sharing what we’ve done for other members. This part is often called the “business” section because it demonstrates our engagement, efforts, and the business being passed. It’s an opportunity to be visible and credible while supporting each other.

The Structure of Referrals and Testimonials (1 minute)

BNI provides a proven structure for this part of the meeting, and it goes as follows:

1. Plan your announcement: Make the most of your time and use it wisely.
2. Referrals first: Announce the referrals you’ve made and recorded in the App. If you have multiple referrals, highlight one you particularly enjoyed giving. This shows you are actively giving to others, enhancing your credibility.
3. Testimonials: If you have no referrals to announce, give a short, meaningful testimonial for a Member who recently did work for you or for someone you referred to them.

Anything but Nothing (1 minute)

We all need to stand and contribute during this section of the meeting, even if we feel we don’t have anything to announce. Whether you were on holiday, unwell, or extremely busy, here’s what you can do:

1. Never apologize for not having a referral.
2. If you can’t think of a testimonial, mention a valuable insight from a recent one-to-one that could help that member receive a referral.
3. Avoid simply announcing “Thank You for Closed Business” (TYFCB) as it’s more about your gain than your giving. Instead, update the referral status in the App or communicate directly with the referring Member.
4. If all else fails, highlight what BNI has meant to your business and how it has helped you grow, bringing value to newer Members and especially to your VISITORS!

Summary (30 seconds)

In conclusion, the Referrals and Testimonials section is the heartbeat of our BNI meetings. Let’s remember and follow the proven structure, ensuring we focus on giving to others and contributing to the success of our fellow members. By doing so, we maintain the true spirit of Givers Gain® while also having fun and enjoying our networking journey together.

Thank you for your time, and let’s continue to support and uplift each other in our amazing BNI Family!