In this BNI Education Slot, Gail Biddulph explores a common misunderstanding among BNI members: the reason for attending training.

Many members track training attendance primarily for the recognition points it brings. However, Gail emphasises that this mindset misses the real value of training within BNI.

https://youtu.be/7dD7TWKvxXc

According to Gail, the true purpose of training is simple: profit.

When members attend training, learn a new skill, and implement that skill in their networking activities, the ultimate outcome should be increased referrals and business growth. Training is therefore not a box-ticking exercise, but a strategic investment in improving business performance.

To help members identify the most valuable training for their situation, Gail introduces a simple five-question self-audit.

The first statement she presents is: “People like me but they don’t refer me.”
This situation often indicates that while goodwill exists within the chapter, the member may not be communicating their ideal client clearly during their weekly presentations. Training focused on refining the 60-second presentation or clarifying referral language could help address this.

The second scenario is receiving referrals that are not the right fit. In this case, the issue may lie in positioning and qualification. Members may benefit from training that helps them better define their target market, explain their expertise and structure effective one-to-one meetings.

Another common experience is receiving good referrals but in an inconsistent pattern. Gail compares this to a roller coaster. She suggests that this often indicates a lack of a repeatable system. Training focused on follow-up strategies and referral pathways can help create a more predictable flow of business.

Some members, however, feel almost invisible within their chapters. Despite attending meetings, they struggle to gain attention or engagement. Gail explains that visibility and prominence are key factors here. Taking on chapter roles, improving feature presentations and becoming more active in meetings can dramatically increase visibility.

The final challenge Gail addresses is the discomfort some members feel when asking for referrals. While they enjoy helping others, they struggle to advocate for themselves. Gail points out that this is often linked to mindset and communication style. Training that focuses on language and confidence can help members ask for referrals more naturally and effectively.

By reflecting on these five statements, members can identify the specific areas where training will have the greatest impact.

Gail’s talk concludes with a clear message: BNI training should never be about accumulating points. Instead, it should always be viewed as an opportunity to learn, implement new strategies and ultimately generate greater profit for the business.

Full Transcript

00:12

Why do we go on training?

Is it for points?
Is it to learn?

No, no, no, no.

We go on training for profit.

00:15
That’s all we go on training for. When we cut to the chase, we learn something, we implement it, and then we generate money in our business — which is what we’re here in BNI to do anyway, isn’t it? To grow our businesses.

00:30
But how do we know what training to go on?

We know that BNI is a process, but which part of the process isn’t working for us? Or which part of the process could we make even better so that we get more referrals and more profit in our business?

00:50
So I thought what we’d do today is a mini audit — right here, right now — of what you are getting from BNI and how good the training is for each and every one of us.

You don’t have to mark it or hand it in or anything like that. I just thought I’d ask you a few — I think it’s five — questions for you to reflect on, so you can identify which training is going to be best for you.

01:31
Are you ready?

Oh, thank you. Thank you for the interaction. It makes it so much better.

So, five statements — see which one resonates with you.

01:43

“People like me, but they don’t refer me.”

If there’s something inside you that says, “Hmm… yes,” then perhaps you’ve actually got great goodwill in your chapter, but in your 60-seconds you haven’t quite got the clarity that people need to refer you.

02:05
So your training target could be learning how to ask for your ideal client.

It could be giving examples of great clients and improving the language you use when describing referrals.

So hunt for training that helps with that.

02:19

“I get referrals, but they’re not really what I want.”

I hear that quite a lot actually.

02:33
This is about quality.

So the training you should look for is about positioning — how to filter people, how to talk about your qualifications, and also improving your one-to-one structure.

02:48

“I get great referrals, but it’s like a roller coaster.”

There’s just no consistency whatsoever.

03:09
For me, that indicates you haven’t got a repeatable system in place — possibly within your business, but certainly within your BNI journey.

So with that, look for training on follow-up.

How do you follow up? What does that pathway look like?

03:22
Think about it like your sales funnel. I call it a sales map.

You have a one-to-one, perhaps you get a referral — then what happens?

That’s the training you should consider.

03:37

“I’m just invisible in my chapter.”

I just don’t seem to get any attention. People don’t really talk to me.

03:49
That’s about prominence.

You’re here, but you might not be visible.

04:02
So consider training on chapter roles.

Think about how you can deliver an even better feature presentation.

And maybe consider increasing your visibility by taking on a role within the chapter.

04:16

“I feel really awkward asking.”

I love helping other people, but I can’t ask for referrals for myself.

04:27
This awkwardness isn’t really part of the system — it’s what’s going on inside of you.

But there’s fantastic training you can explore within the BNI system that focuses on language and communication.

04:40
You can learn how to change your language so that you project more confidence when asking.

04:47 – Closing Message

So those are just some thoughts for you when deciding:

Which training should I really go on?

Because remember…

Training is not about points. It’s about profit.