Most new members don’t fully appreciate the difference between networking organizations and a referral organization such as IBC. Whereas there is always the temptation to sell to one another at any gathering, such practice is positively discouraged. Referrals take trust, confidence in the other person and this takes time. Next comes understanding. Referrals come from establishing a clear understanding of what someone else wants in the way of a referral or a business contact. This means that you are responsible for being clear about what you want. You need to educate your fellow members, not sell to them. Not easy, the temptation is to focus on what you actually do assuming that chapter members will automatically understand what you want. Some members get into the bad habit of turning up without preparing their 60 sec, so the temptation is to ‘think on your feet’ and tell everyone what you do, again. Come prepared each week.