In this BNI Education Slots session, Sauren Ghosh delivered a direct and practical reminder about the real value of our weekly meetings and how easily that value can be lost.

https://youtu.be/7xJXmbPrQYM

He began by asking a simple question. How long does it take you to earn £50 in your business? The point was clear. Between membership fees and subs, each meeting represents a meaningful investment. That investment is only worthwhile if you treat it with intention.

Sauren then turned to the topic of substitutes. Members cannot always attend every meeting, which is why the substitute system exists, yet many choose subs without much thought. His message was that your substitute becomes your brand for the day. If you would not send that person to a sales meeting on your behalf, they are not the right choice for BNI either.

He outlined the hierarchy of substitutes, starting with the most valuable. Eligible visitors sit at the top because they strengthen the room and may find value in the chapter themselves. After that come clients, suppliers and colleagues, each of whom can represent your business well and may find opportunities through other members. Current BNI members from other chapters also make strong substitutes. Ex-BNI members, however, should generally be avoided unless they plan to rejoin. Sauren stressed that former members should not receive the benefit of the room without contributing to it.

He also highlighted the opportunity that inviting a substitute creates. A well-chosen sub can bring new energy and, in some cases, new business to fellow members. He shared an example of a substitute who went on to spend money with chapter members, reinforcing the value of inviting someone who fits the room.

Finally, Sauren addressed the issue of “super subs” who appear too frequently. While well intentioned, they can dilute opportunity by taking up a space that could have been used to introduce someone new. His closing message was simple. Do not choose the easy option. Choose the best option. Strong substitutes protect your investment and support your chapter’s growth.

This week’s session served as a timely reminder that substitutes are not a formality. They are a strategic choice that carries real weight. Choosing wisely helps everyone make more money, together.

Video Transcript

[0:00]
50 pounds.

[0:01]
Well, Harry. Well done, Harry.

[0:07]
Thanks, guys.

[0:14]
[Music]

[0:20]
So, how long does it take for you to earn 50 pounds in your business?

[0:23]
It was, well, it was a rhetorical question, but thank you very much, Monica. Would you hold on to that very briefly for me. But just think about it. The training you had to get and go through to be as good as you are. The blood, the sweat, the tears and the frustrations.

[0:32]
So would you agree that £50 is of a high value to all of us in the room? I think we would, wouldn’t we? Every single meeting we attend costs us £50 with our weekly subs or monthly subs and our membership fee as well. Not a lot of people know that.

[0:49]
You wisely invest that money in a system that is tried and tested to make you more money. And yet so many of us throw away and waste that £50.

[1:06]
Oh, that is a real one. No, no, no, it is not.

[1:08]
That was funny in my mind.

[1:10]
So, what am I talking about? Well, what I am talking about is substitutes. Hot topic at the moment. We know that we cannot attend every single meeting and that is why we are allowed to have substitutes. Monica is very kindly subbing for Martha today. Thank you, Monica. And Neil for Zoe and I for Simon. So thank you guys, too.

[1:33]
But are you choosing the right person to represent you in your business? Who is a good sub for you? Who is a good sub for the chapter, for the members?

[1:40]
So here is a reminder. Number one, an eligible visitor. Thank you again, Monica, for coming.

[1:52]
A client is number two. You might want to write down some of the people that you think would be good subs for you moving forward.

[1:55]
A supplier. I know Brian has been trying to get one of his suppliers to come along.

[2:00]
Maybe it is number four, a colleague. Last week, Julie, you invited Sheree to come along and we got to meet him and find out what a wonderful guy he is. So thank you for doing that.

[2:16]
A BNI member, current member from another chapter.

[2:25]
Number five, an ex-BNI member. In fact, forget them unless they are looking to rejoin. Why should they benefit from what you have paid for? Fifty a week for free. We need to have a value of our membership. It is about your brand. So it is about bringing quality subs.

[2:40]
And there is more. Inviting a substitute is a great opportunity to invite somebody who might benefit from your fellow members.

[2:49]
So a few weeks ago, you might remember that Harry invited Nathaniel, and I know for a fact that Nathaniel has spent money with BNI members. That is good, isn’t it?

[3:06]
So well done. Well done, Harry. Yeah. Thank you. Thanks, guys.

[3:15]
So what a great advert. What a great advert.

[3:26]
And finally, super subs who come too often, I believe, are depriving opportunities for you and your fellow members.

[3:42]
When was the last time a sub gave you a referral? Some do, but when was the last time a sub gave you a referral?

[3:53]
So next time you need a sub, do not go for the lazy option. Go for the best option, and let us make more money together. Thank you.

[4:05]