Why is it that some people seem to be able to give far more referrals than anyone else in your chapter? Is it because they simply come into contact with more people every week? Is their business more suited to networking than yours? Or is it that they are better communicators than you, more able to talk about others business's than you can? While all of those things may well be true, it is unlikely that any one of those reasons are responsible for that person's superior referral giving performance.

Invariably you will find that those who find the most referrals for others are the people who diligently work the BNI system. They attend every week and send substitutes when they don't. They carry the BNI card file almost everywhere they go. They have put themselves in a referral mindset that essentially says "Almost every conversation I have can result in a referral for someone. I have to match the opportunities I come across with the services provided by members of my chapter" Many, many conversations you will have with people contain "latent" referral opportunities. You have to be thinking about referrals on almost a second nature basis to become a top referral giver.

It's these "givers" that stand to gain in the long run because every referral given is a referral to be received sometime in the future. The recipient of any referral will always feel a debt of gratitude to the giver. So by giving more referrals you are if you like, sowing the seed for a return referral in the future.