BNI Chapter Start-Up Program: It All Begins with the Right People

The first step in creating a long lasting, high quality referral network is choosing the right people. Not everyone is interested in referral marketing as a system. Some people are happy when they receive a good referral from time to time. And that’s OK. But in BNI we want to create a long term sustainable referral network for our members.

When you’re looking for potential referral partners to be part of your referral network, it’s important they have a few characteristics in common, like:

1. A desire for more referred business                                                                    
2. A helpful attitude (demonstrates Givers Gain)      
3. An interest in learning about others
4. A network of business contacts   
5. The time to invest in profitable relationships
6. Appreciate structure
7. The financial resources to participate in the program

An easy way to find folks who may want to participate in your referral network is to first determine who your clients are. Once you define your target market – the characteristics of your preferred clientele – then you can find those non-competitive business people who serve the same target market as you.

For example, if you are a residential realtor, you are looking for clients who are buying or selling a home. You might further define your target market as first time buyers, empty nesters or seniors. Once you’ve done that give some thought to who else would be doing business with those folks. Perhaps a mortgage broker, a renovator, a home stager? Maybe an investment advisor (for empty nesters) or life insurance advisor (for seniors)? These are the collaborators you’d like to have participating in your referral network. They serve a similar target market as you which makes referral exchange much easier.

Make a list of the business people you’d like to have in your referral network. There is no limit to the number of businesses that can benefit from a strong referral network.

You're welcome to the list of the Most Popular Professions currently in BNI to help you get started in creating your unique referral network.