PODCAST 161 - PLANIFICAR, QUEJARSE, ALAGARSE Y REFERENCIAS

Somos BNI Podcast

18 Jan 202408:14

Summary

TLDRIn this BNI Spain podcast, Tiago Enríquez Acuña, the National Director, discusses strategies for generating referrals within BNI. He highlights three key scenarios to identify opportunities for referrals: when people are planning, complaining, or praising. Tiago emphasizes the importance of being attentive to these moments to provide or receive valuable referrals. He also stresses the value of a diverse group with various professions represented to maximize networking opportunities. The podcast concludes with a call to action for BNI members to expand their network and actively seek more referral partners.

Takeaways

📅 The podcast episode is titled 'Planning, Complaining, and Praising,' and focuses on identifying opportunities to generate business referrals.
📖 The episode draws inspiration from the book 'The Connector Effect' by Ivan Misner, offering practical insights on generating referrals in everyday conversations.
🗣️ One key opportunity for referrals comes when people are planning something, such as a new house, event, or business. These situations often require professional services.
🤔 Complaints are another source of referral opportunities. When someone is dissatisfied with their service provider, it's an opportunity to recommend a better one.
😊 Praising or celebrating achievements also opens the door for referrals, as people often seek to expand their business or services during positive milestones.
👥 The size of your networking group matters; larger groups offer more opportunities for referrals since there are more professionals to cover diverse needs.
🔄 The importance of 'contact spheres' is emphasized, ensuring all professions are represented to maximize business opportunities within the group.
🌍 The podcast highlights the value of having a close network, as it's easier to refer trusted professionals whom you meet regularly.
🏆 Networking groups are encouraged to grow in size, as more members mean more opportunities to pass referrals and help each other succeed.
🎧 Listeners are reminded to stay alert for situations involving planning, complaints, or praise, as these often signal opportunities for business referrals.

Q & A

What are the three key opportunities to generate a referral according to the podcast?
-The three key opportunities are when people are planning, complaining, or giving praise.
How can planning lead to generating referrals?
-When someone is planning something, they often need help from professionals. For example, planning a house, a trip, or a business opens up opportunities to refer relevant professionals who can assist with those plans.
What does Tiago mean by 'socio de referencias'?
-'Socio de referencias' refers to a member of a networking group who is available to receive or provide referrals. Tiago suggests that this term explains the role of a member better than simply calling them a 'member.'
How does someone complaining create an opportunity for referrals?
-When people complain about a product or service, it’s an opportunity to refer them to someone who could provide a better solution, whether it’s a new accountant, designer, or service provider.
Why does Tiago emphasize the importance of having a large group of professionals in a networking group?
-A larger group ensures that there are more professionals from different fields available to fulfill various needs, increasing the chances of passing and receiving referrals.
What is the role of 'contact spheres' in networking?
-Contact spheres are groups where different professions are represented, which expands the opportunities to generate referrals both for oneself and for fellow members of the group.
Why is praising or celebrating achievements a good moment for generating referrals?
-When people praise or celebrate their successes, they are often in a mindset to expand or improve their situation, creating opportunities to refer professionals who can help them grow or celebrate their success.
What is the downside of having a small networking group according to Tiago?
-In a small group, there may not always be someone available to fulfill certain referral opportunities, limiting the potential for both giving and receiving business.
How does Tiago suggest members can maximize their referrals in a networking group?
-Tiago suggests expanding the group to include more professionals and strengthening connections within the group by regularly interacting and attending meetings, which improves the chances of generating more referrals.
What is Tiago's personal experience with group size and referrals?
-Tiago's group grew from 25 to 41 members, and he found it much easier to give referrals as the group expanded. His goal is to further increase the group's size to 50 or even 75 members.

Outlines

00:00

🎙️ Networking Opportunities: Planning, Complaining, and Complimenting

The podcast begins by discussing three key moments to generate business referrals: when people are planning, complaining, or complimenting others. Tiago Enríquez shares insights from Ivan Misner's book 'The Connector Effect,' emphasizing that opportunities arise in these situations. The segment highlights how individuals planning things like trips, home renovations, or new ventures often require services, creating openings for referrals to trusted professionals in one's network. However, a small networking group can limit these opportunities due to the lack of specialists in certain fields.

05:01

💬 Complaints as Referral Opportunities

The second paragraph focuses on complaints as valuable chances for networking. When someone expresses dissatisfaction with their accountant, lawyer, or other service providers, it’s a great time to offer an alternative—someone from your networking group. Complaints about personal or professional services are prime moments to recommend reliable contacts. The discussion highlights the importance of having a diverse group of professionals available to meet the varied needs of potential clients. Again, the downside of a small group is noted, as it limits the ability to seize these opportunities.

👏 Compliments Lead to Growth

The third section discusses how compliments and positive feedback can also lead to referrals. When people are proud of their accomplishments or in a celebratory mood, they are often looking to invest in their growth. Whether it’s a business expansion, a personal achievement like weight loss, or a desire to celebrate success, these are great moments to introduce networking group members who can assist in these efforts. The speaker shares a personal example of his group growing from 25 to 41 members, making it easier to offer more referrals.

🔑 Summary: Key Moments to Listen for Referrals

The final section recaps the three key situations to listen for when trying to generate business referrals: when people are planning, complaining, or complimenting. The speaker emphasizes the importance of paying close attention in these moments to offer valuable connections from your network. A growing network is essential to capitalizing on these opportunities, and the speaker encourages members to actively expand their groups to increase the range of available services.

Mindmap

Keywords

💡Planification

Planification refers to the process of organizing or making decisions about future actions, whether personal or professional. In the context of the video, the speaker explains that people who are planning things, such as a new house or a business, need help, creating opportunities for referrals to professionals in a BNI group. This emphasizes the idea that planification often requires assistance from others, making it a key moment to generate business referrals.

💡Complaints

Complaints occur when someone expresses dissatisfaction with a service, product, or situation. In the video, the speaker highlights how complaints from clients or contacts about their current service providers create opportunities to introduce a new professional from one’s referral group. This concept is critical as it turns a negative situation (a complaint) into a potential business opportunity.

💡Compliments

Compliments are expressions of praise or admiration. The speaker notes that when people compliment themselves or others on successes, like business growth or personal achievements, they are often open to new business ventures or improvements. This provides a chance to refer professionals who can help them expand or celebrate their success. It showcases a positive emotional state as an opportunity for generating referrals.

💡Referral

A referral is a recommendation of a person or service to someone who may need it. In BNI, the whole networking structure revolves around providing referrals to group members, thus generating business. The speaker describes how being attentive to planification, complaints, and compliments can lead to finding referral opportunities for fellow group members.

💡BNI Group

BNI stands for Business Network International, a global networking organization where professionals meet to exchange referrals and grow their businesses. The speaker discusses the importance of having a large and diverse BNI group, as it increases the chances of finding the right professional to refer when opportunities arise. A smaller group limits referral potential.

💡Networking

Networking refers to building professional relationships that can lead to business opportunities. The video’s theme is centered around maximizing networking within BNI to generate referrals by listening for key signals like planification, complaints, and compliments. Networking is positioned as an essential tool for business growth in this context.

💡Professional diversity

Professional diversity refers to having a wide range of professions represented in a BNI group. The speaker emphasizes how a diverse group increases the chances of finding professionals who can meet the needs of others, particularly when people are planning something or expressing dissatisfaction with their current service providers.

💡Sphere of contact

A sphere of contact refers to the circle of people with whom one interacts regularly in a professional context. The speaker explains that expanding one's sphere by growing the BNI group ensures that more professionals are available for referrals. This concept is central to improving networking and generating business.

💡Member growth

Member growth refers to increasing the number of members within a BNI group. The speaker talks about how his group has grown from 25 to 41 members and the benefits this brings, such as being able to give more referrals due to the wider range of professions represented. Growth is seen as essential for increasing referral opportunities.

💡Opportunities

Opportunities in this context are moments where one can make a referral based on what they hear from others. The speaker identifies three main types of opportunities: when someone is planning, complaining, or complimenting themselves. These are key signals that someone may need professional help, and recognizing these moments is crucial for networking success.

Highlights

Opportunities for generating references arise when people are planning, complaining, or praising.

When people are planning something, they often need help from various professionals, which creates many reference opportunities.

Small groups may struggle to leverage all available reference opportunities due to a limited pool of professionals.

The expression 'reference partner' can sometimes explain a BNI member's role better than the term 'member.'

People complaining about services, products, or personal issues present an opportunity to refer them to a professional who can help.

When someone complains about their accountant, lawyer, or graphic designer, it’s a chance to refer another member in your group.

A larger BNI group allows for more opportunities to pass references, as more professionals are available to address various needs.

People who are praising themselves or their business may be looking to grow, celebrate, or invest, providing opportunities for references.

Praising often correlates with expansion; individuals may need new services like a venue, tailor, or designer to support their success.

It's important to listen carefully to people talking about their successes, as it might signal an opportunity to introduce a reference partner.

Groups should aim to have professionals from all sectors to maximize business generation and support each other effectively.

The value of contact spheres in BNI lies in having diverse professions represented to capture more reference opportunities.

Hearing someone complain or praise provides a real-time opportunity to connect them with a trusted professional.

Members should regularly work on expanding their group to increase the ease of giving and receiving references.

Close, frequent interactions between BNI members make it easier to refer each other effectively and grow their businesses together.