At a recent BNI Education Slot, Sauren Ghosh delivered a talk that struck a chord with every member in the room. Titled “The True Power of Relationships,” his message was clear: while Power Teams have their place in BNI, it’s the quality of your personal relationships—the Power People in your network—that truly move the needle.

https://youtu.be/LDwYobtQxvI

Sauren opened by reinforcing a principle many in the room had already heard that morning: people don’t buy services—they buy people. It’s a mantra often repeated, but rarely unpacked the way Sauren did. His presentation used personal stories and real member interactions to make the point.

He began by explaining the standard concept of a Power Team—a group of professionals whose services naturally complement each other. Using members Daniel and Richard as an example, he highlighted how those in the same referral zone can and should meet regularly, identify overlapping clients, and pass business fluidly. It’s structured, it’s logical, and it works.

But that’s only half the story

Sauren then pivoted to what he sees as a far more powerful dynamic: personal relationships built on trust, mutual respect, and friendship. He shared how a 15-year friendship with Darren, a fellow BNI member, led to a seamless referral—not because of shared industries (Sauren works in utilities, Darren in web design), but because of the strength of their bond.

That relationship didn’t need a Power Team meeting. It didn’t require aligned services or industry overlap. It just needed trust. That trust led Sauren to confidently refer Darren to a friend in need of a website. As he explained, “Our businesses are totally separate. But I know Darren. I know what drives him. I trust him. And that makes the referral effortless.”

Sauren encouraged members to look around the room and think differently about networking. Not just, “Who fits into my Power Team?” but “Who do I like? Who do I connect with on a personal level? Who do I want to see succeed?”

That’s where the idea of Power People comes in. These are the individuals you build a deeper relationship with—often outside your professional bubble—where referrals flow naturally because of trust and emotional investment, not strategy or structure.

He finished with a powerful call to action: “One great relationship can unlock a dozen referrals, partnerships, and opportunities.” His advice? Go beyond the expected. Seek out the people you genuinely resonate with, and prioritise building those relationships. Business will follow.

It was a reminder that in BNI—and in business in general—success isn’t just about systems and categories. It’s about people. The right people.

Full Video Transcript:

(00:00)
Sauren: I’m glad I wrote that down here because we’ve seen that theme throughout the morning already. We’ve only just started because people don’t just buy services. People buy people. People buy people.

(00:13)
[Music]

(00:15)
Sauren: Morning all. Morning. So my title for this slot is “The True Power of Relationships.”

It’s almost like we planned today around that theme.

(00:27)
Now in BNI, we often talk about Power Teams—groups of professionals with a natural affinity to refer business to one another.

So, just stand up if you’re working in a Power Team at the moment.

(00:47)
I know we’re still developing this idea, so it won’t be everybody. This is the participation bit. If you don’t stand up…

I’ve got two people in mind, so I’ll go with that instead. Daniel and Richard, could you stand up?

(01:07)
You’d be in what we might call the Finance Power Team, yeah?

Richard: Correct.

Sauren: Brilliant. Just explain how that works.

(01:14)
Richard: The idea is we meet as regularly as possible. We tend to share the same kind of end clients. Whoever I meet is likely a good client for Daniel or Zoe. So we pass business, talk about who we’re seeing, why we’re seeing them, and how others might help.

(01:30)
Sauren: Perfect. Thanks for that. You can both sit down. Daniel, well done on not saying anything—sorry about that.

(01:38)
So Power Teams make sense. We encourage new members to connect with theirs. It’s a quick way to start passing referrals.

(01:47)
But let’s not forget one thing. We’ve already said it. This business is about building relationships.

(02:06)
People don’t just buy services. People buy people. Thank you.

(02:13)
So how does this work? Darren mentioned earlier that he’s had referrals come through years later because of deep trust-based relationships within the group.

(02:33)
And in my opinion, Power People are more important than Power Teams.

(02:39)
Who here thinks Darren and I are friends? There’s no doubt, right?

(02:45)
I’ve known Darren for about 15 years. That relationship has become a deep and meaningful friendship. Darren might disagree—but that’s how I see it.

(02:59)
When a friend of mine needed a website, I immediately referred Darren. Not because we work in the same industry—my business is utilities, his is web design—but because I trust him. We’re friends. I know he does good work.

(03:17)
Our businesses are unrelated, but the emotional connection, the understanding, the trust between us makes the referral easy.

(03:27)
I know what drives Darren. I know what his goals are. That makes me want to help.

(03:38)
So today, I invite you to look beyond the obvious. Forget just the Power Team. Ask yourself: who do you like?

(03:47)
Because odds are, you won’t like everyone in the room. But who do you want to support?

(03:57)
Whose story inspires you? Who do you want to help move forward in life?
Business is just the vehicle. Relationships are the engine.

(04:07)
Focus on Power People. I’ve got a one-to-one with Brian later. Kitchens and utilities—maybe there’s synergy, maybe not. But a relationship is forming. That’s what matters.

(04:21)
One strong relationship can unlock a dozen referrals, partnerships, and opportunities.

(04:28)
My name is Sauren from Utility Warehouse. Power to the people.

(04:32)
[Music]