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Make More Money Being a Substitute

Visitors and members, 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 last week at our 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 and get ready to write 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 Marty Cunningham, the coolest guy in town and our HVAC professional, as an example.

Marty 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 HVAC pros. So how can Marty meet more GCs?

Imagine Marty 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 Marty 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 Marty 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, Marty will do them a favor and sub for them at their chapter, and now they owe Marty a favor in return.

And then maybe Marty will ask Tom if he could take him to lunch so they could have a 121. Chances are, given the favor, that Marty did, that Tom will accept.

A few months later in the storyline, Marty is now Tom’s go-to HVAC pro.

Please keep in mind that Marty 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 HVAC professional.

And there is another bonus here, and that is by subbing at another BNI chapter, Marty 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!

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