Making connections that pay

Thanks to a business connection made at a Carson City networking group, Jim Bryant Jr. got his assets in line and is planning to retire.

"And then I can take over the company," said his son, 27-year-old Jim Bryant III. That should happen in about a year.

The Bryants are among about 32 members of the Business Network International group that meets at Grandma Hattie's for breakfast every Thursday. They're charismatic and energetic, taking business networking almost to the level of a religious commitment. Through this networking group, the Bryant family found its financial counselor.

The Carson City networking group starts the morning meeting with each business owner voicing a "30-second commercial." It ends with the passing around of a basket - into which they drop the referral slips - each deposit is followed by applause.

One of the group's catch phrases is that membership is like having dozens of salespeople working for you. Most members have no problem remembering to refer during their workweek.

"There are little tricks we do, memory hooks," said Roger Kirkland, a past president and life insurance agent. "It's almost that referral networking becomes a way of life.

"When I interview clients, I'm always looking to see if they have a will or a 401(k). I need to know that to advise someone how much life insurance they need. If they don't have a 401(k), there is a natural referral to my friend Pat Gaskill, at Waddell & Reed."

Members match their business clients, friends or family with other networkers. They try to be loyal to one another.

That could mean passing a carbon-copy referral slip to a Geeks of Nevada member for a daughter's laptop computer that is on the fritz. It could mean recommending a real estate client to the home inspector, or a builder to the electrical contractor.

Bryant & Sons Electrical has operated in Carson City for about five years. Prior to that, Jim Bryant Jr. was a general contractor. The group's policy is that a representative from the business must be present every week. This week, Jim Bryant sat in for his dad. He was the youngest member in the room that morning.

"It helps us network throughout the community, and we get to know other small- and mid-size business owners," he said. "We help each other out and help each other grow."

Members have their own lingo and supplies, such as the "notable network badge" and the "BNI books," which can be large or small portfolios full of other members' business cards ready for easy distribution. They have a national and local Web site and various leadership-training classes.

Then there's something called the "one-to-one dance cards."

"The one-to-one dance cards are for members to get together just one-on-one and go into detail about what each other does," said member Chris Utley, of Geeks of Nevada.

That's a recommended weekly meeting. The time requirement for all this networking may seem like a lot, but Kirkland, who also sits on the membership committee, is content.

"That hour and a half everybody commits to on Thursday is the most productive I have in my workweek," he said. "I would not sell that membership for $10,000."

That membership could be worth money, considering the group's policy is to only allow one business owner from each organization, craft or trade.

"It avoids the issue of little cliques and people favoring certain businesses," Kirkland said.

He's the only life and health insurance agent, so he gets all those referrals.

Each week, two members give short business presentations to the group. That week, it was Karen McGee's turn. She's a home inspector who works out of Gardnerville.

"The networking aspect of BNI is phenomenal," she said. "I don't do any advertising outside of BNI, and I'd say 85 percent of my business has been generated through it."

McGee averages about $10,000 annually from her business, so that makes BNI connections worth about $8,500.

• Contact reporter Becky Bosshart at bbosshart@nevadaappeal.com or 881-1212.

Is networking your thing?

What: Business Network International weekly meeting

Where: Grandma Hattie's restaurant, 2811 S. Carson St.

When: 7 a.m. Thursday; a Wednesday group is forming

Contact: Roger Kirkland at 888-0902

Cost: The registration fee is $75, in addition to the two-year membership for $455 or the one-year membership of $295. Membership is limited to one representative from each profession.

On the Net: www.bni.com