That’s my job!

28/2/10

This is a phrase I hear a great deal from BNI category hogs. And, sadly it is usually from members of smaller chapters, who are vulnerable about their own ability in business, but who also don’t see the benefits of a great network.

There are many examples: the IFA who thinks that they can cover mortgages and insurance as well, the web designer who also wants SEO and Google business, the printer who of course does design (don’t we all), and the builder that covers every trade – including some that you have never heard of.

What these members don’t see is the damage that they are doing to their own business, their credibility and that of the chapter as a whole.

A good Power Team will give its members over 60% of the referrals that an individual member will receive from their chapter. For this to be really effective the Power Team needs to have at least six members: members that are in a related category. Again, there are many examples, but I will pick just one, the Financial. In this Power Team the most usual categories are: Accountant, Banker, Insurance Broker, IFA, Solicitor, Mortgage broker and book keeper.

Each of these members will have their own contacts; a good networker will have as many as one thousand (it doesn’t really matter what the number is, it’s the principle that matters). So, as a whole this group has seven thousand contacts. Now imagine what happens if the IFA category hogs and an insurance and mortgage broker don’t join the group. Suddenly the group only has five members and five thousand contacts. Imagine then what happens if the accountant category hogs and a book keeper doesn’t join.

In large, successful chapters there are often two solicitors, two insurance brokers, and another financial person. Ten members with ten thousand contacts. Whereas in the 'category hogs' chapter just four members with four thousand contacts. Which do you think does the most business?

So, my message to you? If you are a builder, don’t get up and in your 60 Seconds say you cover every trade going, but instead get every trade you can into your chapter. Networking is about having a great network of people you, know, like, and trust. It is not about having sole access to your chapter and the members that, at most, will give you 30% of your referrals.