Episode 6 - Building a National Network Through BNI: Trust, Scale, and Saying Yes

In this episode of The BNI UK Podcast, Ed Nell and National Director Mike Holman welcome Andrew Payne of UK Property Service SW Ltd and BNI Spirit in Devon. Andrew shares how, in less than a year, he has used BNI not just to generate direct business, but to build a trusted national contractor network that helps him service commercial properties and student accommodation across the UK. He explains how BNI Connect, leadership, visibility and relationship-building have enabled him to say “yes” to clients more often and grow with confidence.

Key Takeaways

Andrew joined BNI with a clear goal: to create a reliable network of trusted contractors across the country. For his business, the value is not only in direct referrals but in being able to quickly source dependable people to help fulfil client needs nationwide.

Trust makes speed possible.

Before BNI, finding contractors meant lengthy checks, references and onboarding. Through BNI, Andrew has been able to fast-track that process because the network already carries a level of trust and credibility, helping him respond to urgent client requests far more quickly.

BNI Connect can become a national business tool.

Andrew has used BNI Connect strategically to find members across the UK, including as far afield as Northern Ireland. Rather than limiting his focus to his local chapter, he has treated the wider BNI network as an extension of his business infrastructure.

Leadership in BNI strengthens leadership in business.

Serving as Vice President has helped Andrew identify weaknesses in his own organisation, improve preparation, and sharpen his leadership skills. He highlights how much of what is learned in BNI is transferable into day-to-day business.

Be present if you want people to trust you.

Andrew credits trust-building to regular visibility: weekly meetings, leadership involvement, member days, socials and ongoing conversations. His view is simple – if you are not building relationships, you are missing the real value of BNI.

Problem-solving creates referrals.

Andrew’s approach is to be a “yes person”. When clients ask for something, he focuses on finding a solution rather than saying no. Because he knows the network is there to support him, he can confidently help clients solve problems beyond his in-house team’s direct capabilities.

A strong chapter vision drives momentum.

Andrew is ambitious not only for his own business but for his chapter. He wants BNI Spirit to become the biggest chapter in Devon and top the regional traffic lights, while also helping launch another chapter in the west of Devon as part of the legacy he wants to create in BNI.

Key Moments

“I knew that I could go straight onto the BNI Connect app… and I could fulfil those services within an hour.”

(On using the wider BNI network to respond quickly to client needs.)

“With BNI being BNI, it already has that trust value in it.”

(On why the network helped remove friction from sourcing reliable contractors.)

“I’m a yes person… no doesn’t enter my mind.”

(On his problem-solving mindset and how BNI supports it.)

“If you’re not building those relationships, I must admit, you may as well look at the Yellow Pages.”

(On the importance of conversations, trust and real relationship-building in referral networking.)

“I’d like to be the biggest chapter in Devon and I’d like to be top of the regional traffic lights.”

(On his vision for growing BNI Spirit and creating chapter-wide success.)

About BNI

BNI is the world’s largest referral networking organisation. Local chapters meet weekly with a proven agenda based on Givers Gain®, helping members build credibility, share qualified referrals and grow revenue. With training, 1-2-1s and clear metrics, BNI turns business networking into predictable results for SMEs and professionals. Visit as a guest to experience the format.

Find Out More: https://bni.co.uk/en-GB/index

The BNI UK Podcast is produced by The Media Insiders

https://www.themediainsiders.co.uk/

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