In "Swim with the Sharks without being eaten alive", Harvey McKay says that for success in generating sales, you must know your customer. He says

"Armed with the right knowledge, we can outsell, outmanage, outmotivate and
outnegotiate our comptetors".

In BNI we belive that for success in generating referrals, it is just as critical to know your referral sources - the members of your BNI chapter.

If you have not booked up a "Dance Card" session with one of your fellow members this week - why don't you book one now and spend some time outside of the weekly meeting getting to know one of your referral sources.