Growing WLV Plumbing Through BNI: Referrals, Relationships and Going All In

In this episode of The BNI UK Podcast, Ed Nell and UK National Director Ollie Turpie welcome Scott Irving of WLV Plumbing & Heating and BNI St Paul’s in Birmingham.

Scott shares how BNI has played a fundamental role in the growth of WLV, helping the business move from three directors working on the tools to a growing team with employees, larger projects and new commercial opportunities. He explains why 1-2-1s are so important, how chapter members effectively become your extended sales team, and why getting fully involved in BNI has delivered far more than just referrals.

Key Takeaways

Your chapter can become an extended sales team.

Scott believes one of the biggest benefits of BNI is having a group of people actively looking for opportunities on your behalf. From tagging WLV in social media posts to recommending the business to friends, family and clients, chapter members create a much wider reach than Scott and his business partners could achieve alone.

1-2-1s build the trust behind good referrals.

For Scott, 1-2-1s are one of the most important parts of BNI. They allow members to understand each other’s businesses, values and standards. That trust matters because every referral reflects on the person making the introduction, so members need confidence that the businesses they recommend will look after their contacts properly.

Personal development can be as valuable as the referrals.

One of the reasons Scott eventually joined BNI himself was seeing the development of his business partner David. Through weekly presentations, conversations and exposure to experienced business owners, Scott saw David grow in confidence and ability. That demonstrated that BNI could help them develop as business owners as well as generate work.

One referral can open doors you never expected.

A standout moment for Scott was receiving an introduction that resulted in WLV carrying out plumbing work at ITV Studios. For a business that only a few years earlier consisted of Scott and his business partners working on the tools, standing inside ITV Studios was a genuine “pinch me” moment and demonstrated where trusted introductions can lead.

Attendance matters because you never know who will walk through the door.

Scott highlights the importance of consistently turning up. A visitor at any given meeting could manage hundreds or thousands of properties or have another valuable connection. By being present and following the process, members give themselves more opportunities to build the relationships that ultimately generate business.

Key Moments

“One-to-ones are so important to being able to grow your business.”

(On why understanding another member’s values and business is essential before making trusted referrals.)

“BNI has been fundamental. Fundamental. Absolutely. To our growth.”

(On the importance Scott places on BNI in the development of the business.)

“You never know who’s visiting.”

(On why consistent attendance matters and how one visitor could potentially create a major opportunity.)

“Without BNI we wouldn’t have done what we’ve done, and that’s for certain.”

(On Scott’s view of the role the network has played in helping WLV scale.)

“The biggest kick I do get is when you get a referral for somebody.”

(On why helping other members win business is also an important part of Scott’s BNI experience.)

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 Lichfield Podcast Studio

https://lichfieldpodcast.studio/

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