BNI Best Practices: Making the Most of Your Chapter Meetings

Business Network International (BNI) is one of the largest and most structured networking organisations in the world. With chapters across New Zealand and around the globe, BNI helps small business owners grow through referrals, collaboration, and accountability.

However, attending a weekly meeting isn’t enough to yield results—you need to know how to maximise your membership benefits. Here are some best practices to help you succeed.

What Is BNI?

BNI is a global networking organisation where members meet weekly to build trusted relationships and pass business referrals. Each chapter only allows one member per profession, which means there’s no internal competition. Members give regular presentations, share referrals, and support each other’s business growth.

The philosophy of BNI is simple: “Givers Gain.” By helping others succeed, you open the door for business opportunities in return.

1. Prepare a Strong 60-Second Introduction

At every BNI meeting, members give a short presentation—usually around 60 seconds—about their business. This is your chance to teach others how to find referrals for you. To make your introduction effective:

• Be specific: Instead of saying “I’m looking for homeowners,” say “I’d like to meet homeowners in Christchurch planning a renovation.”
• Include a story: Share a quick client example to bring your work to life.
• Rotate your focus: Each week, highlight a different product, service, or target client.

A well-prepared 60-second spot makes it easier for other members to remember you when opportunities arise.

2. Book 1-1 Meetings with Members

Some of the most valuable BNI connections happen outside the weekly meeting. One-on-one meetings provide an opportunity to foster deeper relationships with members. Use this time to:

• Learn more about each other’s businesses.
• Identify specific referral opportunities.
• Discuss how you can support one another.

Could you try to schedule at least one 1-1 each week? Over time, these meetings foster strong referral partnerships founded on trust and mutual understanding.

3. Track and Share Referrals

Referrals are the heart of BNI. Bringing referrals to meetings shows your commitment to the group. These don’t always have to be significant sales opportunities; introductions to potential partners, suppliers, or even resources count. The key is to keep giving.

Make a habit of writing down referrals during the week and entering them into the BNI system (BNI Connect). Tracking helps you stay accountable and allows the chapter to celebrate the business you’re contributing.

4. Arrive Prepared and On Time

Punctuality and professionalism make a big difference. Arrive a few minutes early to network informally before the meeting starts. Bring plenty of business cards, brochures, or materials to share.  If you are in an online chapter like me, have this material available as a pdf or link to send to anyone who asks you for it in the meeting.

Consistency builds credibility, and your fellow members will see you as reliable—making them more likely to refer you.

5. Be an Active Listener

Networking isn’t just about talking—it’s about listening. Please pay close attention to what others share in their 60-second presentations. Jot down notes about their ideal referrals. By listening attentively, you can connect people in your network with one another, thereby strengthening your role as a valuable connector.

6. Embrace the “Givers Gain” Mindset

The more you give in BNI, the more you gain. Look for ways to help other members: share their posts on social media, introduce them to potential clients, or invite guests who might benefit from joining the chapter.

Generosity builds goodwill, and in BNI, it almost always comes back around.

7. Leverage BNI Tools and Training

BNI provides online tools, resources, and training sessions to help members improve their networking skills. Take advantage of these opportunities.

The more you invest in learning how to network effectively, the more results you’ll see.

Case Example: Turning Membership into Results

One small business owner joined BNI and initially struggled to get referrals. After improving their 60-second pitch, booking regular 1-1s, and consistently passing referrals to others, their results transformed. Within a year, over 30% of their new business came directly from BNI connections.

How I Can Help

As an active BNI member, I’ve seen first hand how structured networking can help small businesses grow. I can provide guidance on crafting effective introductions, planning referral strategies, and maximising the benefits of your membership. If you’re considering joining BNI or want to improve your results, I’d be happy to share more tips.

Conclusion

BNI is more than just weekly meetings—it’s a proven system for generating referrals and building lasting business relationships. By preparing well, engaging with members, and embracing the “Givers Gain” philosophy, you can turn your chapter membership into a reliable source of growth for your business.