In this engaging and practical Education Slot, Jo Finnerty delivers a clear and direct message: the primary reason for being in BNI is to make money. Speaking from over 14 years of experience, she outlines the behaviours and systems that drive real financial results within a chapter.

The talk begins with a simple but revealing exercise, asking members why they attend meetings. While answers vary from enjoying the company to building relationships, the underlying theme quickly becomes clear: business growth and profitability.

https://youtu.be/_OpON2gPSPg

Jo then reflects on her early days in BNI, where she sought clarity on how the organisation actually generates income for its members. She was given four key principles that would shape her success.

The first is to “get into the green,” referring to the top-performing members who consistently give referrals. These individuals are not only active but also highly engaged in the network.

The second principle is committing to weekly one-to-one meetings. Jo emphasises that these meetings should always lead to referrals, using tools like the GAINS sheet to structure conversations and uncover opportunities.

A major focus of the talk is the importance of preparation. By sharing GAINS sheets in advance and identifying ideal clients, members can make their networking far more targeted and effective.

Jo also highlights the power of specificity. She explains that when members clearly define who they want to work with, even naming specific individuals or companies, it becomes significantly easier for others to connect them.

This approach proved transformative in her previous chapter. By encouraging all 50 members to be specific in their weekly presentations, the group saw referrals double, increasing overall business from £2 million to nearly £4 million.

Finally, Jo encourages members to analyse their past business to identify patterns. Understanding where referrals come from allows members to refine their targeting and generate even more opportunities.

The talk concludes with a simple formula: get into the green, hold weekly one-to-ones, give referrals consistently and use the GAINS sheet effectively. By following these steps, members can maximise their BNI experience and achieve measurable financial growth.

Full Transcript

0:22
Yik, why are you here this morning?

0:24
“I enjoy the company — and obviously for breakfast as well.”

0:27
Mike, why are you here?
“Money, to be honest with you. It’s all about money — to make connections.”

0:36
Brian?
“Still trying to work it out.”

0:38
Julia?
“To get referrals that bring more leads into the business and increase my profitability.”

0:46
Dave?
“I’m here to grow my business.”

0:49
“And build relationships with the members.”

0:52
Gorgeous.

0:59
When I started in BNI about 14 years ago — when I started as a member — I could see there were companies in the room I wanted to do business with and who could use my recruitment services.

1:15
I went to the Executive Director and said, “What’s this all about? How do we make money from this?”

1:29
He said, “Right, there are four things you need to know. Number one: get into the green.”

1:37
I didn’t even know what that meant at the time. But he said, “Just get into the green — you’ll find out later.”

1:45
All the greens are the top members — the big givers of referrals. That’s where you want to be.

2:06
Then he said, “You need to have a one-to-one every week, and you need to give at least one referral from each one-to-one.”

2:17
The way you do that is from your GAINS sheet.

2:28
I always send my GAINS sheet before the meeting, and they send me theirs.

2:37
This gives you an overview of the business — but more importantly, the back page shows your top 10 clients.

2:55
That’s where I’ve researched who I want to do business with and who I want referrals from.

3:03
I sat down with a member recently, and they said, “Great — I know them, I know them, I know them.”
Referrals done. Sorted. Quick ways of making money.

3:20
We’re all here to get referrals and to show others how to refer us.

3:34
Once you’ve done that, you need to research who you want. I can reel off my top 10 without even looking.

4:04
In my last chapter, all 50 members became specific every week.

4:13
When I joined, only about a third were specific — but we pushed it.

4:21
Referrals doubled. The chapter went from £2 million to around £3.5–£4 million.

4:29
Just because everybody was specific.

4:44
If you look at your last 10 invoices, you’ll see patterns — certain industries or people who regularly refer you.

4:55
So: get into the green, have one-to-ones every week, give referrals, and use your GAINS sheet.

5:02
Make more money. There you go.