Being part of the leadership team in a BNI chapter is a privilege and a responsibility. As the President, Vice President, or Secretary/Treasurer, you’re seen as a key figure in shaping the success and culture of your chapter. However, leadership in BNI often comes with an unintended consequence: a reduction in the number of referrals you receive. Why is that? When you’re in a position of authority, members tend to perceive you differently—not as a business owner in need of referrals but as someone already thriving and, perhaps, someone who doesn’t need additional business.

This is a significant issue many BNI leaders face, but the good news is that it’s entirely solvable. In this blog, Darren Jamieson from Engage Web shares four practical tips for leadership teams to boost their visibility as business owners, improve engagement, and—most importantly—receive more referrals. Whether you’re a seasoned BNI leader or stepping into your first role, these strategies can help you get back on track and ensure your leadership role enhances, rather than diminishes, your business opportunities.

Tip 1: Eliminate the “Top Table” Setup

BNI chapters frequently meet in venues that are used for weddings or formal events, often resulting in a seating arrangement that mirrors a wedding setup, with a “top table” for the leadership team. In these setups, the President, Vice President, and Secretary/Treasurer are seated separately from the rest of the group, creating a sense of division. While this layout may seem practical, it unintentionally creates a perception of elitism and distance between the leadership team and the other chapter members.

This separation can make the leadership team appear unapproachable, and worse, it reinforces the idea that the President or Vice President is “above” the group, rather than being an equal participant in need of business referrals. This type of arrangement can seriously hinder your visibility as a business owner.

Solution: Break down these physical and psychological barriers by doing away with the top table arrangement. Instead, distribute the leadership team members across the room, sitting among the general membership. This small change can create a more cohesive and collaborative atmosphere, where leadership team members are seen as part of the collective, rather than isolated authority figures.

By integrating the leadership team into the group, you’re sending the message that you’re just like everyone else—business owners working hard to grow their business through referrals. When your chapter members and visitors see you as an approachable and equal member, they’ll be more likely to think of you when a referral opportunity arises.

Tip 2: Delegate Responsibilities to Other Members

One of the common challenges for BNI leadership teams, particularly the President, is the overwhelming amount of visibility they have during meetings. As the President, you’re responsible for running the meeting, introducing segments, welcoming visitors, and delivering the educational content. While this visibility is essential for fulfilling your leadership duties, it also has a downside: it makes you the “voice of BNI” rather than a member in need of referrals.

When you’re the person speaking throughout the entire meeting, members and visitors alike tend to associate you solely with your role in BNI, not with your actual business. This can make it harder for people to remember what you do, or even consider you for referrals.

Solution: Start delegating responsibilities throughout the meeting to different members. For example, instead of doing all the talking yourself, assign roles such as the referral reality check, timekeeping for presentations, or even the Vice President’s report to other members. This not only lightens the burden on leadership team members but also increases the engagement of other members.

Delegating these roles has two important benefits. First, it encourages wider member participation, making everyone feel like an active contributor to the success of the chapter. Second, and most importantly for the leadership team, it shifts the focus away from you as a BNI leader and allows others to see you more clearly as a business owner who is actively seeking referrals.

By making the meeting a shared responsibility, you’re no longer viewed as “just the President” but as a fellow business professional whose growth depends on referrals—just like everyone else.

Tip 3: Get Rid of the Ribbons on Your Badge

BNI badges often feature ribbons underneath them, indicating the various roles or accolades a member holds within the chapter. You might have a ribbon denoting that you’re part of the leadership team, or a ribbon recognizing the number of years you’ve been a BNI member. While these ribbons are meant to honor your contributions, they may have an unintended side effect: they can distance you from your fellow members.

When a badge starts to resemble that of a military general, with several ribbons hanging down, it signals to others that you’re important within BNI. However, it can also signal that you may not need the help, support, or referrals that a new or lower-profile member might require.

Solution: As difficult as it may be, ditch the ribbons. This might seem controversial, especially if you’re proud of the roles you’ve held or the years you’ve been a member, but the ribbons create an unintentional hierarchy that can make members think twice about referring business to you. Instead of focusing on your position within BNI, members should be focusing on the value you bring as a business professional.

By removing the ribbons, you present yourself as a business owner on equal footing with everyone else. Your authority within the chapter should come from your contributions and expertise, not the decorations on your badge. This subtle shift can help other members view you as someone who still needs business referrals, just like they do.

Tip 4: Get Rid of the Projector and Slides

For many BNI chapters, the use of projectors and slides has become a standard part of running the weekly meeting. These tools were especially useful during the pandemic when meetings moved online, and slides helped maintain structure. However, now that most BNI chapters have returned to in-person meetings, the reliance on projectors and slides can create an unintended dynamic where the leadership team, especially the President, comes across as a teacher or lecturer rather than a fellow business owner.

When the President is standing at the front of the room, clicking through slides and presenting information, it reinforces the idea that they are there to “teach” the group rather than be an active participant who is also seeking referrals. This dynamic can reduce engagement and hinder the referral flow for leadership team members.

Solution: Lose the projector. Focus on fostering engagement and interaction instead of relying on slides. By turning off the projector, you encourage members to focus on each other and the discussion at hand, rather than what’s on the screen. This simple adjustment makes the meeting more dynamic and personal, helping to build stronger connections among members.

Additionally, when leadership team members aren’t standing at the front of the room with a projector clicker in hand, they’re seen as equals—fellow business owners who are there to network and receive referrals. This approach not only boosts the energy of the meeting but also helps leadership team members be viewed as participants rather than educators.

Conclusion

Serving as a BNI leader is an honor, but it comes with challenges—one of the biggest being the perception that you don’t need referrals because you’re in a position of authority. However, by making some small but impactful changes, you can reverse this perception and increase your referrals.

Start by eliminating the top table setup, allowing your leadership team to sit among the members and foster a sense of equality. Delegate roles throughout the meeting to increase engagement and shift the focus away from just a few key individuals. Get rid of the ribbons on your badge to avoid creating unnecessary hierarchies. And finally, ditch the projector and slides to make meetings more engaging and ensure you’re seen as a business owner, not just a leader.

By implementing these strategies, you can change the way your chapter perceives its leadership team and, in turn, boost your referrals. Remember, BNI is about relationships and trust. When your fellow members see you as an active participant in need of referrals, they’ll be more inclined to send business your way. Try these tips in your chapter and see the difference they can make!