The Top 10 BNI Myths exposed!
Julian Lewis is Managing Director of Berkshire based IT and telephony company Positive Computing Ltd in Reading. He has worked in the IT sector for over 20 years and has a wide breath of knowledge in both corporate and SME companies. Julian has been a member of Business Network International (BNI) for seven years and is also a BNI assistant Director.
Outside of his business interests Julian is Chairman of Newbury Rugby club which is a community rugby club in West Berkshire providing Rugby for All. A member of the Rugby Club’s management committee for eight years, Julian has also played for the club for 20 years from under 12 to 1st XV.
For BNI Julian is currently setting up two new groups one based in Reading and another in Thatcham. BNI sceptic Nigel Morgan invited Julian to contribute this guest post after he asserted many so-called truths about BNI were actually myths.
- You have to pass a referral every week
This is often quoted to me but in reality the truth is quite the opposite. Members of BNI work to a common philosophy of givers gain, if I give you business you will want to give me business in return. In effect this is not a direct cause and effect but what goes around does come around. Each week members are looking to pass genuine opportunities to do business where the person with the requirement is expecting a call. Members do not appreciate referrals that do not meet that criteria, it is not a numbers game.
BNI member are expect to make a contribution each week, because we don’t want to be part of a group where others are not contributing. A contribution could be a referral, but could also be bringing a visitor, or giving a testimonial. In addition BNI looks for business people that want to help other and the group as a whole.
- Only business start-ups join BNI
The facts show otherwise. 55% of BNI members have been in business more than 5 years 24% more than 2 years (less than 5) and only 10% are less than one year. BNI is for all businesses.
- BNI does not work
Members of BNI gave 659,066 referrals last year. Your share in this is guaranteed provided you embrace the system that is followed by BNI members worldwide. The BNI system has been developed over 25 years in 64 countries and is designed and proven to maximise the amount of business passed in the groups.
- You have to attend every meeting
BNI ask its members to make 3 commitments one is to be present at every meeting or to send a substitute. This policy ensures that your business is represented each week and this is one of the elements that makes the system work.
The key think in dispelling this myth is the substitute program which means you can send almost anybody in your place, this gives them the opportunity to represent their business as well as yours.
BNI members get organised in either attending or in send in a substitute, this approach maximises the business that is passed. Ultimately life happens and things happen at short notice meaning you miss a meeting with no sub, we understand that.
- BNI is just about getting more business for you
As well as getting business BNI has a comprehensive education program. As an example 86% of members agree that BNI has helped them with public speaking. BNI is not ashamed about the fact that we are all there to get more business, but we do it by giving first before we expect to receive and by building credibility.
- BNI is expensive
Cost is totally relative to everybody but some people believe that BNI is expensive. In our recent survey 81% of BNI members said that the organisation is value for money and 92% said that they would recommend BNI to family and friends. Asking people who have paid the BNI fees if BNI represents good value seems to me to be the best gauge of the value BNI delivers.
- BNI is a fashion and will not be around soon
BNI is 25 years old this year it is still growing and is the largest and most successful referral organisation in the world today.
- BNI groups are desperate for members
BNI members understand that being a member of BNI is a privilege and we realise that BNI is not right for everybody. If you want to join a group then you will go through an application process to see if the fit is right for both parties. BNI groups want to grow to 40+ members and we look constantly for likeminded local businesses to put in an application to join a local group.
- You have to join to get anything from BNI
BNI welcomes visitors at all meetings and we also run open networking meetings where non-members are welcome.
- You only meet the same group of people each week.
BNI members can visit other BNI groups, we also hold local, regional, national and International members days. The people in the room are constantly inviting others to the group and of course they are meeting more and more people each week. BNI members understand that they are not selling to those in the room but to who they know.