A referral relationship is more than just doing business. You need to find common ground on a personal level.
One exercise that can help accomplish this in a BNI chapter is the GAINS Exchange, discussed in Episode 5 of this podcast.
Even though many members are reluctant to do this exercise, it has tremendous results.
Two guys who had barely spoken to each other in their first year in one chapter formed a relationship over their shared interest in soccer and began passing business to each other as a result.
See Business by Referral for more on this topic.
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