BNI is a Global Referral Marketing organization. It is built on one simple yet powerful principle: Givers Gain®. But to truly benefit from BNI, you need more than just weekly meetings—you need strong, trusted relationships.
Think about it: Would you refer someone you barely know? Probably not. The same goes for your fellow members. The deeper your relationships, the more willing they are to refer you.
Why Relationships Matter
In BNI, referrals aren’t just transactions; they’re built on trust. The more people trust you, the more likely they are to introduce you to their network. And trust isn’t built overnight—it’s developed through consistent and meaningful interactions.
But here’s the key: Not everyone builds trust the same way. This is where elevating the Golden Rule to the Platinum Rule makes all the difference. Instead of treating others the way you want to be treated, treat them the way they want to be treated.
This is where the DISC networking styles come in, as described in Networking Like a Pro (The book authored by BNI Founder, Dr. Ivan Misner) :
Go-Getter (D) – Values efficiency and results. Be direct, respect their time, and focus on outcomes.
Promoter (I) – Loves energy and connection. Engage in lively conversations and share enthusiasm.
Nurturer (S) – Builds deep relationships based on trust. Be warm, listen attentively, and show reliability.
Examiner (C) – Detail-oriented and methodical. Provide precise information and respect their need for accuracy.
By recognizing and adapting to these styles, you can build trust faster and create stronger, more meaningful business relationships.
Practical Ways to Build Relationships
Here’s how you can apply these principles to build stronger BNI relationships:
1. One-to-Ones – Schedule regular meetings with your chapter members. Focus on understanding their business, their ideal clients, and how you can help. Adapt your communication style based on their DISC networking type:
- Go-Getters appreciate a structured, goal-oriented discussion.
- Promoters enjoy a fun, engaging conversation.
- Nurturers prefer a warm, relationship-driven approach.
- Examiners value a detailed, well-prepared meeting.
2. Give Referrals – One of the fastest ways to build relationships is by giving referrals first. Each DISC networking type values referrals differently:
- Go-Getters appreciate high-impact introductions.
- Promoters love exciting new opportunities.
- Nurturers prefer warm, trust-based referrals.
- Examiners want well-researched, precise connections.
3. Show Genuine Interest – Don’t just talk about yourself. Ask about their challenges and successes in a way that aligns with their style:
- Nurturers appreciate heartfelt conversations.
- Go-Getters prefer quick, results-driven discussions.
4. Be a Connector – Introduce members to potential clients or referral partners in a way that suits their communication style:
- Promoters love dynamic networking opportunities.
- Examiners prefer well-thought-out, strategic introductions.
5. Engage Consistently – Participate in meetings, be active in your chapter’s group chats, and attend social events. The more visible you are, the more top-of-mind you become. Adapt your engagement style based on the DISC networking tendencies of your members.
6. Deliver on Your Promises – Trust is built through action. If you say you’ll make an introduction or provide a referral, follow through—especially with Nurturers and Examiners, who highly value reliability and follow-through.
BNI isn’t just about getting referrals—it’s about building meaningful, lasting relationships that lead to sustainable business growth. And one of the best ways to build those relationships is by applying the Platinum Rule: treat people how they want to be treated.
So, take the time to connect, adapt to different networking styles, invest in your relationships—and watch your business thrive!
Now, what have you learned about BNI and how can you adopt the DISC Networking style within your organization?
For more information about BNI, please visit BNI Philippines.
If you plan to visit a Chapter, you can register here.
