When I opened my landscape design firm back in 2003, my BNI chapter was my primary source of business that kept me afloat. I stayed active in the chapter for nearly three years and I give the group much of the credit in helping me build my business.

Each chapter consists of professionals from different industries. One chapter may have a landscape designer, a landscape contractor, a lawn care provider and a tree care specialist. But the chapter cannot have two of any profession, such as two landscape designers. This exclusivity is what makes BNI so valuable.

The group's sole purpose is to supply members with qualified referrals. A BNI meeting is not a social function like many other referral and networking groups tend to be. It's all business! This common focus is why I enjoyed being a member of BNI.

In my opinion, BNI would be valuable to all types of Green Industry companies, from one person outfits like mine to large multi-million dollar "do everything" firms. Any size firm can make this work and make it worth the small investment. As a member, you pay an annual fee to BNI as well as monthly dues to your chapter to cover your meeting space costs.

I really enjoyed being a part of my chapter and had a lot of success in it. Here are a few reasons why I highly recommend joining a BNI chapter:

• Earn more referrals--duh :-)
• Meetings are highly structured which makes for a very effective use of time.
• BNI is a great way to expand your sphere of influence by meeting new professionals in your community.
• Build a trusted network of professionals who can help your business. Many group members helped me get my business started--an attorney, accountant, web designer and others.
• Build a trusted network of professionals whom you can refer to others.
• For the weekly camaraderie and support

Being a part of a BNI group for many years I picked up some definite keys to success. Here they are:

1. Show up!

To get the most of BNI you have to attend every week. In fact, if you want to remain in the chapter you can only miss two weeks every six months. That's a commitment!

Members want to help other members who are committed to the chapter. You're not committed if you don't show up.

2. Be prepared

Make sure you prepare for each meeting ahead of time. Know what you are going to say in your "60 second commercial". Have a referral in hand ready to pass to another member.

Other members will notice that you are prepared each and every week which will give you greater credibility. To earn referrals, you need to first earn the trust of other members. you do that by being prepared and by showing up each week.

3. Dance Cards

"Dance Cards" are a one-on-one meeting with another member outside of the normal chapter meeting time. Aside from the dumb name, dance cards are a great way to get to know individual chapter members and discuss various ways you can help each other.

I tried to schedule a dance card each week with a different member after every meeting.

4. Giver's Gain

Only give qualified referrals. There is a big difference between a "lead" and a "referral". Nobody wants a lead, the purpose of the group is to generate qualified referrals.

Bringing qualified referrals will boost your credibility in the chapter. It's better to bring one great referral than bring 10 crappy leads.

5. Follow up

Make sure you follow up on all of the referrals you receive and keep the referral source updated. Don't make members work to get you referrals and then not follow up on them.

You really need to be candid with other members. If a referral was really more of a lead or just not a good fit for your business, be sure to tell the referral source. Which leads to #6...

6. Educate

You need to educate members of the chapter about what is and what is not a good referral for your business. If you're not getting good referrals, chances are you're not doing a good enough job educating other members about how they can help you.

The best strategy is to be very specific when you are asking for a referral. Don't stand up and say, "I'm looking for landscape jobs". Say something like, "I would like to meet residential home builders who are building homes in such and such area in the $500K + range."

Members can't help you if they don't know exactly what you want.

7. Recruit others

The largest BNI chapters are typically (but not always) the most successful because there are more opportunities to give and get referrals. As a member you should actively recruit professionals who would benefit from the group as well as provide referrals to you.

For example, a landscape designer may want to invite a swimming pool contractor, irrigation contractor, decorative concrete contractor, etc.

8. 10 Minute Presentations

During each meeting one chapter member gets to do a "10 minute presentation". You can do one presentation every six months. Take advantage of this!

You get 10 minutes to educate members about your business and how they can help you. This is very valuable.

Before joining a BNI chapter, do your homework first by visiting a couple of chapters. I recommend looking for two things. First, what is the dynamic of the group? Is there an obvious synergy and collaborative spirit between members? You will recognize this if you visit multiple chapters. Some chapters have it, other's don't.

Second, are there any "influencers" or "connectors" in the chapter? Are there specific members of the chapter who are likely to provide qualified referrals to you?

Joining a BNI chapter is a big investment in time and money (to a lesser extent)--it's a real commitment. But, it's a commitment that can really lead to big things for your business. Being involved in a BNI chapter is a great way to earn more referrals and expand your sphere of influence.

You can locate a chapter in your area by visiting this link.

Have you participated in a BNI chapter? Have you visited a chapter? What was your experience like? Please share in the comments below (click that "like" button too :-)