Map Referral Flow Activity 1

Instructions: Complete this activity with your business and your professional classification in mind.
Think of all the possible scenarios that people would find themselves picking up the phone to call you for the
service that you offer.

In addition to someone reaching out to you for your services, think of the people that you want to target in the
proactive referral process.

Who are you looking for amongst your contacts that would fit the entry points for your Power Team?

How are you getting the introduction to people in your target market?

Changing the Way the World Does Business®

© 2018 BNI Global, LLC
Map Referral Flow Activity 2
Instructions: Read the story about Renee who is seeking flooring renovation in her home. Using this example,
identify all the areas of the home that Renee may want to have renovated, in addition to her floors. Highlight or
underline the areas in the story that you identify as potential referrals for other professional classifications.
The Story
Renee just purchased a home in a neighborhood that is going through revitalization. It is an amazing location.
All the homes around hers will probably be remodeled or torn down and rebuilt in the next two to three years.
Renee wants to refinish her amazing originally hardwood floors and calls Jacob, a flooring professional to give
her an estimate. She really wants to restore the home while adding some modern amenities that make life a
little easier.
As the flooring professional, Jacob, enters her home, he asks, “When was this home built?” It was built in 1960
but had only two owners. She had bought the house from the second generation in the family. He then asks if
she know much about the history of the home.
The roof had been replaced in the last 10 years, but it doesn’t really capture the essence of the vintage of the
house. The exterior is brick, but Jacob noticed there were some bricks coming loose. He also noticed paint
chipping in the trim.
Renee mentions the home had its original electrical wiring and plumbing. Renee is excited about the house so
when Jacob shows interest in the history of the home Renee gives him a complete tour. The home has many
of the original details of the home. Jacob could tell that the trim had been painted many times and guessed that
the original installation was stained wood instead of the many layers of paint he was not seeing. The color was
currently white. The walls were painted various colors of pastels. Jacob asked, “Do you like the colors?”
Renee laughed, “Not quite. I am thinking about going with soft white tones because my furniture has enough
color, and I don’t want to have to repaint any time soon.
As they continued the tour, Renee takes Jacob to a second floor with carpeting. The bathrooms had powder
blue subway tile or mauve subway tile. Renee had plans of keeping the aesthetic but changing to a white, gray
or black pattern tile in each of the bathrooms.
In the basement, Jacob noticed it was unfinished and had a damp smell. He asked Renee what her thoughts
were on the basement. Renee answered, “I really want to have a workout space and game area for recreation.
I have always wanted a billiard table and think I have room for it for sure.
After Jacob gathered all the information he needed to give Renee a quote, he asked if he could take a look
around the exterior of the house. As he looked around the house, he noticed there was water puddled around
the foundation. He took a look at the heating and air system(s) and noticed they looked mighty old.
What professional classifications did you identify referrals for?

Changing the Way the World Does Business®

© 2018 BNI Global, LLC
 Referral Hub
Name your top perspective customers based on your triggers and target markets. Brainstorm other
professions who also do business with those prospects. Write the professions on the lines. Plan to
invite the professions you identified.

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Changing the Way the World Does Business®

© 2017 BNI Global, LLC