How can BNI members generate more referrals beyond their own chapter? Clay Morgan, BNI regional owner for Tennessee, Kentucky, and Southern Indiana, joins Jim McCarthy to discuss building cross-chapter relationships, making referrals easier, and getting more value from the wider BNI network. They also cover common mistakes new members make, how to visit other chapters respectfully, and which industries tend to thrive through referral-based business.

Timed highlights:
00:00 Ways to connect with BNI members across chapters, regions, and countries
02:17 Common mistakes new members can avoid—and how to define success
05:24 Finding cross-chapter connections for specific referral requests
08:56 Using LinkedIn, regional Facebook groups, and director one-to-ones to expand your network
10:00 Building a stronger chapter through accountability and strategic membership
11:50 Referral etiquette and how to visit another chapter respectfully
14:13 Industries that tend to thrive in BNI, including home and financial services, power washing, roofing, and mobile dog grooming

Podcast Production:
https://www.itsyourshow.co/

Find out more:
www.bnitennessee.com

In this BNI Advantage episode, podcasting expert Jim McCarthy shares practical ways small business owners can clarify their message, build stronger referral relationships, and choose marketing channels that fit their strengths. Learn how to shape a memorable soundbite, measure marketing ROI, turn presentations into social clips, and get started with content using frequently asked questions.

Timed highlights:

00:00 Jim’s background in radio, voiceover, and podcasting
01:00 Simplifying your message so people remember what you do
03:30 Setting metrics and thinking realistically about marketing ROI
05:00 Asking better questions to build referral relationships
06:15 Turning BNI presentations into social media content
08:00 Using client feedback to sharpen your message
09:30 Getting started with podcasting and finding a niche
11:30 Choosing a platform and building content from FAQs

Find out more:
www.bnitennessee.com

Produced by:
https://www.itsyourshow.co/

Jim McCarthy joins BNI leaders Ryan and Clay to break down how to run one‑to‑ones that build real connection, uncover powerful trigger words, and consistently turn conversations into quality referrals. From using the GAINS worksheet to job-site visits and smart use of timers, this episode is a practical roadmap for making every one‑to‑one a true business meeting, not just coffee.

Timed Highlights
[0:00] Welcome to BNI Advantage 9 and guest intros: Jim McCarthy & Clay Morgan
[0:30] Visibility vs. connection: why chapter meetings and one‑to‑ones are not the same
[1:48] Treating one‑to‑ones like interviews: journalistic questions that uncover real connection
[3:00] The GAINS worksheet explained: goals, accomplishments, interests, network, skills
[4:00] Aligning personal and professional goals to deepen relationships
[5:18] Hobbies, backgammon, and drumming: why personal interests turn cold intros warm
[5:44] The ideal talk/listen ratio: 70/30 mindset to land closer to 50/50
[6:10] Extroverts vs. introverts: how each can show up better in one‑to‑ones
[7:34] One‑to‑one vs. one‑on‑one: language, tone, and expectations
[8:04] Using a self‑timer without being weird: signaling respect for the other person’s time
[9:42] Timers as a professional tool, not a gimmick: co‑creating a “win‑win” meeting
[9:54] Why notes matter: “a short pencil is better than a long memory”
[11:28] Turning notes into action items and follow‑up that actually happens
[12:14] Phones, apps, and transparency: how to take digital notes without seeming rude
[12:47] The power of using people’s names and remembering details
[13:34] Referral trigger words: how to uncover phrases that signal “this is my prospect”
[14:35] Making trigger words the “ultimate hack” for more referrals in BNI
[15:14] Visiting job sites and offices: why you can’t refer what you don’t understand
[16:30] Brick‑and‑mortar, home offices, restaurants, and warehouses: reading the space
[19:08] Hosting one‑to‑ones in a studio or impressive space to create memorable experiences
[19:41] How every one‑to‑one should end: on time, with clear action items
[21:26] Coffee vs. business meeting: action items as the dividing line
[22:19] What not to do: making the one‑to‑one all about you
[22:30] Givers gain: walking in asking “How can I give referrals?”
[22:45] Final takeaway: chapter meetings build awareness; one‑to‑ones build connection

Find out more:
www.bnitennessee.com

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