PODCAST 161 - PLANIFICAR, QUEJARSE, ALAGARSE Y REFERENCIAS

Summary

In 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.