You might think that passing a referral to a Visitor or Perspective Member may be a good thing but think again.

Have they been screened? Have their references been checked? No! Are you taking a risk at your reputation and that of your BNI Chapter when you refer to someone you don't know? Yes!

Isn't it one of the exclusive rights of your BNI Membership to get and receive referrals? You've committed time money and energy to get these referrals. How do you feel abut giving them away to someone who hasn't yet made that commitment back?

Here's another way you could handle it. Say "I have a referral for a prospective member today, which I will give once you have been approved for membership in our chapter. You have just shown the visitor your willingness to to share business but you have made it clear that you need commitment in turn from them. After all, why buy the cow when you can get the milk for free?

Try it out and I'll bet your closing percentage on your Visitors will absolutely increase and your Visitors will respect that fact the the referrals passed by your members are quality referrals.