Business Relationship

• Relationship, is a strong, deep, or close

association or acquaintance between two or
more people.
• I would be telling more on
– Referral relation
– Relation Capital
– Starter to New Relation
– Anxiety in networking
– When you are not cutting with Axe sharpen It
Is Referral Relationship like
friendsip?
In a study by the Journal of Social and Personal Relationships (2018), it
was found that:
It takes From To become
50 Hrs Acquaintance Casual friend
90 Hrs Casual friend Close friend
200 Hrs Close friend Real friend

When BNI members hit the 90-hour mark of participation they almost
always begin receiving more and more referrals. 

When an individuals cross the 200-hour mark, they generate over

five times the number of referrals they did in their first year.
Relation capital is like financial
capital?
Financial capital you invest and grow your assets and then
withdraw.

Relation Capital you must really invest in the relationship if you

ever expect to make a referral withdrawal.

When someone is giving a referral, he is giving a little bit of his

reputation along with his referral. People want to give referrals to
people they trust.

Therefore it takes time to build credibility with people for them to

feel comfortable referring you to their best clients.

My Instance: Dharmendra Damani gave me his best client referral

of SBI Life for tax support after more than 18 months and believe
me 4 months after we remained in LT for 6 months together.
Questions to ask when meeting for
first time

1. What do u do?
2. What is your target market?
3. What is your current clientele?
4. What do u like the most of your business?
– This will open them up
5. What is the challenges in your business –
Don’t use this as sales opportunity and
find someone who can help them to build
a relationship and will lay a ground work
for the second or third connection. This
will lead to conversion.

Source: The 29% Solutions, by Dr Ivan Misner

 Anxious networker
Who is an Anxious networker :
• starts sale pitch without knowing other person
• does not give space to another
• tries to become the new bestie to early.

Lets keep in mind:

• Anxiety signal financial stress
• People want to do business with successful people
who are positive about their businesses.

Relationships at BNI need to be a two-way street – by

completing 1-to-1’s you need to find common ground
and more easily refer each other.
 Best time to network
• Sharpen your relationship axe

• All are sailing in the same boat, give that comfort to

your client (remember Be positive)

• Engage audience by asking what are his plans

• Do not forget to ask about his challenges

• This axe sharpening relationship may cut through

business once situation is normalized
Building Relationship is
one of the
core values of BNI
THANK YOU