BNI Elevate is a networking community organized to help our members make more money through structured collaboration and referrals.
Recently, we found out that we were sitting on a gold mine here at Elevate, but at our last PHD session, we revisited the fact that BNI operated a lot of gold mines and that we should occasionally dig for gold at other mines.
So pay close attention because this week I’m going to help you make more money by being a substitute.
As we all know we pay an annual fee to BNI to be a part of their global organization, so this tactic will help you get a better return on that investment.
Let’s use Matt Long, our custom cabinetry and woodworking professional, as an example.
Matt loves working for General Contractors because they are a solid upstream partner for him, and BNI has a lot of GCs but not a lot of woodworking pros. So how can Matt meet more GCs?
Imagine Matt went to the Manhattan BNI website and looked up all of the GCs in other chapters.
And then he sent each of them a note: “Hey Tom, I’m Matt from BNI Elevate. If you are ever desperate for a sub, please reach out to me, and I’ll help you out.”
After a while Matt has reached out to 20 GCs and offered to do them a favor, and now he can wait for them to contact him.
When one of them does, Matt will do them a favor and sub for them at their chapter, and now they owe Matt a favor in return.
And then maybe Matt will ask Tom if he could take him to lunch so they could have a 121. Chances are, given the favor that Matt did, that Tom will accept.
A few months later in the storyline, Matt is now Tom’s go-to woodworking pro.
Please keep in mind that Matt is not gaming the system. He is legitimately building relationships, and by doing that he’s given himself the opportunity to prove that he’s the best custom cabinetry and woodworking professional in the city.
And there is another bonus here, and that is by subbing at another BNI chapter, Matt also had the chance to pitch his services to another audience of 30 or 40 people.
To wrap it up, if you think about who your strategic upstream partners are at other BNI groups, and then offer to sub for them, I guarantee that you will build relationships with them and I guarantee that you will make more money!