Helping Others as a Networking Guide

In the world of business networking, the concept of a guide can have a very important meaning. This idea was brought to me by BNI USA Director, Kamryn Reynolds, who is in the Tampa, Florida region. He shared two experiences that converged in a powerful way for him. (In this blog, the names of the other people have been changed.)

One of these experiences was a nine-day family whitewater rafting trip in the Grand Canyon. Imagine navigating 12-foot rapids, enduring 100-degree (F) air temperatures, and then getting smacked in the face with 50-degree (F) water. It’s a thrilling yet daunting adventure, filled with huge rocks and unpredictable currents. Their river guide, Sean McCormack, a third-generation river guide, was there to ensure they had fun and, most importantly, to keep them safe. Kamyrn said, “Without Sean, there was no way my family or I could have navigated the river and canyon safely. This is where the idea of a guide truly resonated with me.”

The Role of a Guide in Business Networking

Just as a river guide is essential for navigating the waters of the Grand Canyon, a guide in business networking can be helpful for navigating the complexities of building meaningful connections and establishing professional credibility. This brings us to the story of Jacob Kenroy, a young man who joined BNI_® (Business Network International) at the age of 19. Jacob was the first to admit that he was a terrible member initially. Six months into his membership, he had only received $2,000 in closed business and had given nothing in return. He was a taker, entering the room with a mindset of taking, taking, taking.

Jacob’s turning point came when his chapter president, Jerry Wilson, confronted him. Jerry bluntly said, “You have no credibility.” This statement flipped Jacob’s world upside down. He realized that despite his confidence in his own abilities, he had not established credibility with his fellow members. He asked Jerry what he needed to do, and Jerry responded, “Let me show you.”

Building Credibility and Trust

For years, I have emphasized that it is not your confidence that counts; it is someone else’s confidence in your ability to provide a quality product or service that matters. This was the situation Jacob found himself in. He needed to build credibility and trust within his networking group. Jerry, although not officially his mentor, became Jacob’s guide. He took him under his wing, showing him how to begin to establish credibility. He accompanied him to trainings and introduced him to key people in other chapters who could benefit his business. Jerry introduced Jacob to the Givers Gain_® philosophy, which emphasizes giving to others first.

The Transformation

When Kamryn met Jacob a few months later, Jacob was embracing the Givers Gain philosophy and becoming a true giver. Today, he is a Director Consultant in the BNI Tampa region. He has given referrals that have resulted in tens of thousands of dollars for chapter members in the region. He has also received referrals that have led to six-figure sales for his own business. Jacob has become a productive member with the heart of a giver, but he didn’t know how to do it at first. It took a guide like Jerry to help him realize the potential of his membership.

The Importance of Guidance in Networking

Networking is not something we inherently know how to do, and it is not taught in colleges or universities. When we join a BNI chapter or any business networking group, we often focus solely on getting business without understanding the importance of giving. This is where the concept of a guide comes in. Whether it is the chapter president, a membership committee member, or any other successful member, it is crucial to care about struggling members and offer to help them. Say, “Let me show you how,” and follow through with genuine support.

We all have people in our story however, I believe that the real measure of a life is whose story we are in. Jerry’s effort to guide Jacob resulted in the chapter generating significantly more business. It’s a win-win situation. Jacob has brought in many new members and become a highly productive part of the group. Jerry’s guidance provided the opportunity for Jacob to learn from, and implement, the recommendations and training he received.

Guide vs. Mentor

The concept of a guide differs from that of a mentor in the traditional sense. It is about caring enough to help someone without having a formal role or requirement to do so.  A guide can also be a mentor, using the mentor program to provide support and additional guidance.

If you see someone in your networking group with the heart of a giver and a great attitude who just doesn’t know what to do, take the initiative to guide them. Offer coaching and support by asking, “How can I help?” The beauty of being a guide is that it not only helps the individual, it can also strengthen the entire chapter.

Just as a river guide is essential for navigating the Grand Canyon, a networking guide is crucial for navigating the complexities of business networking. By offering guidance and support, we can help others build credibility, establish meaningful connections, and ultimately achieve greater success. So, be a guide, and make a positive impact on someone’s networking journey.