In this insightful keynote, Darren Jamieson explores one of the most powerful tools in the world of referrals: specificity. As an experienced member of Business Network International (BNI), Darren shares valuable strategies on how being specific with referral requests can lead to stronger, more meaningful business connections.

https://youtu.be/3Mp7w6VPPl8

Through his engaging presentation, Darren sheds light on the challenges that many professionals face when asking for introductions or referrals. He explains how asking for a specific name or company during networking meetings can dramatically increase the likelihood of receiving those coveted referrals. By using real-life examples and practical advice, Darren demonstrates how networking can be more effective when we focus on clear, actionable goals instead of vague or general requests.

A key takeaway from Darren’s talk is the importance of helping others with their referral requests. He explains how offering to make introductions for others is often easier than asking for help for yourself—and how doing so can position you as a go-to person in your network, ultimately benefiting everyone involved.

Darren’s talk is not just about asking for referrals; it’s also about cultivating a mindset of mutual success and generosity in business networking. He offers concrete tips on how to take action after the meeting, from writing down names and following up to using tools like LinkedIn to make connections happen. With his blend of humor and actionable advice, Darren leaves the audience with practical tools that can be used immediately to enhance networking efforts and grow businesses.

Video Transcript

Darren Jamieson:

I’ve been asked this week to talk about why being specific within BNI is important. For those of you who’ve never been to a BNI meeting before, in a moment, you’re going to get the opportunity to stand up and deliver a 60-second presentation on what it is you do within your business and what you’re looking for—specifically, the introductions that you’re hoping to receive. In BNI, we teach members that specificity is key. If you have a specific company or a specific name that you’d like an introduction to, you’re much more likely to get that introduction. Over the years, we’ve seen many examples where this has happened.

Paul Murray, who’s not here today, often shares a story about someone who stood up in a BNI meeting and asked for an introduction to Paul O’Grady, before he passed, to have him become a patron of their animal charity. Interestingly, this person happened to live next door to Paul O’Grady’s sister. So, they had a conversation over the fence and, as a result, were able to make that introduction happen. Had they not specifically asked for that name, they never would have received that introduction. This is just one example of how being specific can lead to success.

I’ve given examples before on how you can be specific using tools like ChatGPT to help you come up with a specific name, but that’s not what we need to cover today. I know some of you prefer not to be specific in your asks—and that’s okay. You don’t have to be specific every week. I myself am not being specific this week. However, I want to help those of you who do have a specific name today. When you ask for it, though, sometimes you don’t always get it. So, what I want to do is help those of you who are specific, who do have a name today, get that introduction.

Now, when someone stands up in a moment and asks for a specific name, if they’ve taken the time to figure out exactly who they want an introduction to, how many times can we say ‘specific’ in the next three minutes? Don’t just sit there with your arms folded, nodding your head, thinking “Yeah, I heard that name, but I’m not going to do anything about it.”

Don’t check your phone. Don’t type on your computer. Don’t check your emails. Write that name down. If you’re old school and you use pen and paper, write it down on that. If you use a phone to take notes, like I sometimes do, write it down on that. Even if you don’t know that person, write it down. The fact is, if you write something down, you’re more likely to remember it later. It’s a memory trick. Even if you never look at it again, writing it down helps trigger your memory because of muscle memory.

Now, here’s the second part. If you do write it down, make sure you look back at it later. Go back to your office, your van, your ‘sandcastle,’ wherever you’re headed, and think, ‘Do I know this person?’ Check your contact book. Check your LinkedIn. Check your Facebook. Are you connected to them? If you are, can you reach out to them and ask for the introduction that Dave Bundy has been asking for the past seven weeks?

Do you know Dundas? I think someone knows Dundas. If you don’t, do you have a mutual connection on LinkedIn? If you, like me, have thousands of connections on LinkedIn, there’s a good chance you have mutual connections who might know Dundas. How well do you know that mutual connection? Can you reach out to them and ask for the introduction?

You see, it’s much easier to ask for an introduction for someone else than it is for yourself. Because when you’re doing it for yourself, it feels selfish. It sounds salesy. But when you’re doing it for someone else, it feels like you’re being the nicest person in the world because you’re helping someone else.

So, when someone stands up and gives you a specific name in a meeting today, what should you do? Write it down. Write it down. Check it later. Don’t just sit there and think, ‘I don’t know them, so I’m not going to bother.’ Write it down. See if you can make the introduction happen.

Thank you very much.