In this BNI Education Slot, Sauren Ghosh addresses a common area of confusion within BNI chapters: what actually constitutes a referral.

https://youtu.be/5nq9jG_L2dU

He begins with a humorous but familiar example, passing along a LinkedIn profile of someone you haven’t spoken to in 10 years. Sauren makes it clear: that is not a referral.

According to Sauren, a referral is not merely a name or contact detail. It is a genuine opportunity to quote. More specifically, it is an opportunity where:

• The individual has a real and present need

• A decision is likely to be made

• Money is expected to change hands

• The referral aligns with what the member has requested

He provides simple, practical examples to illustrate the point. If someone says they need a new accountant, are gathering quotes for solar panels, or are unhappy with their broadband provider, those are clear buying signals. These situations present immediate opportunities for introduction.

By contrast, vague future possibilities, such as “you should meet my mate, they might need you one day”, do not qualify as referrals and should not be logged as such.

In this talk, Sauren emphasises that members should listen for problems, not job titles. People rarely say, “I need a plumber.” Instead, they mention having a leaky pipe or boiler issue. Recognising these cues is essential.

He also highlights the importance of asking simple qualifying questions:

• Do you already have someone you trust?

• Are you looking to resolve this soon?

• Would you like an introduction?

Finally, Sauren stresses the importance of setting expectations before making the introduction. A warm, well-managed introduction increases the likelihood of a productive conversation and real business outcome.

He concludes by reminding members that referrals are not about being pushy, they are about being helpful and adding value. When intent is present, act quickly. That is how meaningful referrals are generated within BNI.

Full Transcript

(00:10)
Good morning, everyone. Good morning.

(00:14)
I’ll just take a moment to grab a seat there. Brian, thank you very much for giving me that comfortable chair. Thank you.

(00:24)
So, I can’t sit still, so I’m going to stand up again.

What I’d love to talk about today is what actually counts as a referral.

A referral isn’t just a name. It’s a genuine opportunity to quote — a genuine opportunity to get business. And a little caveat there: it’s whatever the member asks for.

(00:47)
The person who you’re going to get referred to will have a genuine need. Right now, a decision has to be made whether to buy or not.

I heard a little story outside of someone who didn’t think they were going to need Colin’s services straight away and paid the deposit about half an hour later. Is that right, Colin? Great.

So that happened very, very quickly.

It might be something as simple as, “My friend needs a new accountant.” That’s your cue for an introduction to Zoe.

Or, “We’re getting quotes for solar panels.” Speak to Dave Bundy.

Or, “My client isn’t happy with their broadband.” You need to speak to Shaun.

(01:24)
These are simple ones, aren’t they? Simple ones because they need action fairly immediately.

What a referral isn’t:

“You need to meet my mate Richard. They might need you one day in the future.” Putting that through as a referral is not an option.

Or, “Here’s a LinkedIn contact. You asked for a mortgage broker. Speak to Charlie, but my mate does that as well down south. I’ve not spoken to him for 10 years, but here’s his LinkedIn profile.”

That is not a referral.

(02:14)
So, when should you pass a referral?

As soon as you hear someone complain about a service — that’s the cue to get in there straight away.

Or if somebody asks, “Do you know someone who does fantastic photography?” That’s the cue to introduce Ray.

When money is likely to change hands, they need to speak with you as soon as possible.

You listen for problems, not for job titles. That is key.

People don’t say, “I need a plumber.” They talk about having a leaky pipe. Speak to Steve.

(02:35)
You can ask some simple questions:

“Have you already got somebody you trust?”

We know “know, like, and trust” are core values of BNI.

“Are you looking to sort that out soon?”

“Would you like me to introduce you to my great friend Darren, who does fantastic websites?”

Set expectations before passing it on.

(02:56)
A very nice email introduction might say, “This person is expecting your call.” There’s been a bit of banter via email. You know it’s going to be a good conversation and it’s a genuine opportunity to do business.

(03:13)
And finally, referrals are not about being pushy. They’re about being helpful and adding value.

Listen to those problems and pass the referral as soon as you can when there’s intent.

And that is how we generate referrals in BNI.

Thank you.