Part 1

Your Name, Your Company Name and What you do. 

Feel free to mention one area of specialty in your industry. What makes you unique? Change it next week.

Practice:

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Part 2

Briefly describe ONE of the products/services you offer. (Get specific!!) BNI calls this your LCD or Lowest Common Denominator. What you want to do is break down your service or product into its most basic form (LCD).

A plumber might talk about replacing old piping in the house, a financial planner could mention

potential tax savings, Real Estate Agents may talk about how they work with first time home buyers.

Want to get really granular? Name a geographic area, or type of person, or even name a specific

Company.

Practice:

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Part 3

Describe here the benefit of your product or service.

Telling a brief story is often very helpful.  This is your opportunity to give a VERY BRIEF story to help

paint a picture. This will make the referral opportunity more memorable should your Member find

themselves in that scenario. Keep it brief & don’t give too much detail! 8-10 seconds (depending

on commercial length).

Practice:

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Part 4

Do the Ask!: “The referral/introduction I’m looking for today is…” What to look for; be extra-specific.

Tell your sales force what action to take for you. Give them a “conversation starter” What to say for

you – this could be a magic question. The idea here is to ask for the contact at a specific company you

are trying to meet or when someone is at a party with friends you want them to know what to listen

for which may lead to the referral.

• Cal Campbell owner of Cal’s Plumbing, Inc. said to listen for people complaining about lack of

hot water.

• Gretchen Seitz, L.Ac. owner of Seitz Acupuncture told the group to listen for people who are

suffering from migraines.

• Dr. Rhonda Lilien a Chiropractor with La Jolla Integrative Health asked the group to look for

people who had difficulty turning their head.

• John Naviaux, Registered Investment Advisor Representative with Western Financial

Advisors offered the group a, “I HAVE a financial advisor that has access to a lot of investment

options”. – use “have” instead of “know”, this suggest a greater trust, and is more convincing.

Practice:

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Part 5

Repeat Your Name, Your Company Name & “And Remember… (memory hook)

A memory hook is something you say at the end of your Presentation that helps people remember

who you are. Most times these are catchy phrases that relate to what you do. Here are some

examples:

• Promotional Products: If you want them to remember you, then remember me!

• Plumber: If your pipes don’t flow, you know where to go

• Caterer: Big or small, we cater them all

• Chiropractor: When your spine’s in line, you will feel fine!

• Financial Planner: Doctors save lives, I save lifestyles

Practice:

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Why not take a moment and schedule a weekly time (set a reminder in your calendar!) to review your

30 or 60 second presentation to insure you are covering all these parts. A successful Weekly

Presentation can easily double your referrals in your networking group. This process will increase the

number of referrals you are receiving as well as make your networking group far more dynamic.