Mastering the Art of Referrals at BNI Meetings with Kieran Toner

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Networking is the lifeblood of business growth, particularly within Business Network International (BNI), where passing referrals is not just a courtesy but a cornerstone of the organization’s ethos. At a recent BNI meeting, Kieran Toner from KIEBA Property delivered an insightful presentation on how members can more effectively pass referrals to their fellow members. His talk, structured around three distinct types of referrals—Reactor, Promoter, and Creator—provides a clear roadmap for BNI members aiming to maximize their networking success.

The Importance of Referrals in BNI

Kieran Toner’s presentation opens with a direct and engaging question that sets the tone for the session: “Who would like to give more referrals to the room?” His approach immediately highlights the universal appeal of generating more business through active networking. He taps into the audience’s collective desire to not only receive thanks for referrals but to genuinely contribute to the success of their peers. Kieran states, “That’s what generates a lot of business for people,” underscoring the mutual benefits of a well-maintained referral system.

Three Types of Referrals Explained

Kieran expertly breaks down the referral process into three categories, making it accessible and actionable for members of all experience levels. Each type offers a strategy to recognize and utilize everyday interactions as potential referral opportunities.

  1. The Reactor The Reactor is someone who responds to opportunities presented by others’ needs as they arise. Kieran uses relatable examples to illustrate how simple conversations about common problems can turn into referral opportunities. He advises, “It might be oh energy bills gone through the roof… you could follow up with… let me introduce you to Shaan, he takes care of all our bills.” The key takeaway for Reactors is to listen actively and transform routine dialogues into actionable referrals.
  2. The Promoter Promoters actively seek out opportunities to suggest the services of their BNI colleagues. Kieran encourages thinking ahead while on the job: “You might be on site… laying cables at the start of a home extension… think about who else in the chapter you could introduce.” This proactive approach not only helps in completing the project more comprehensively but also in embedding one’s business into a wider network of services.
  3. The Creator The most proactive of all, Creators forge new pathways and introductions that can significantly change the trajectory of someone’s business. Kieran emphasizes the transformative potential of this role: “One introduction could change someone’s business to the right person.” He suggests using existing relationships to introduce BNI members to new, valuable contacts, thus expanding the network’s reach and impact.

Practical Advice for Effective Networking

Throughout his presentation, Kieran provides actionable advice that can be immediately implemented by attendees. He encourages BNI members to not just passively participate in meetings but to actively think about how they can contribute to the success of others. “Can you promote people more and can you find a few minutes each week to make those connections?” he asks, prompting members to evaluate their current networking efforts and seek improvement.

Summary and Conclusion

Kieran Toner’s talk at the BNI meeting is more than just a guide to passing referrals; it’s a call to action for all members to deepen their engagement with their network. By categorizing referrals into three types—Reactor, Promoter, and Creator—Kieran provides a clear framework that members can follow to enhance their referral activity. Each type is designed to not only improve the quantity of referrals passed but also the quality of those referrals, ensuring that every member can contribute to and benefit from the network’s success.

In conclusion, mastering the art of referrals is essential for anyone looking to thrive in a BNI environment. Kieran Toner’s approach teaches members to convert everyday interactions into opportunities for themselves and others. As Kieran eloquently puts it, “if you can do a lot of that and get good at that, that’s what generates a lot of business for people.” This presentation is a valuable resource for any BNI member eager to make a meaningful impact within their chapter and develop a thriving business network.

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