Don Morgan, National Director; BNI Canada

If you are breathing and living on this planet, you are always standing in the middle of referrals. The key is to recognize it. And once you recognize it, to act on it. We know that a referral is the opportunity to do business with someone who is, or will be, in the market to use our product or service. It’s not a guaranteed sale, it’s an invitation to discuss business. In order to recognize referrals, we have to listen for them. WE need to train ourselves to hear opportunities Any action or any change is an opportunity for a referral. People who complain are fantastic referral opportunities. When you hear the words, “The house is a mess,” “ My car’s acting up,” or “I have a twinge in my neck.” These are all opportunities to refer business. Remember, you’re not trying to sell anything, you’re offering help. People appreciate help, especially when it comes with a personal referral.