BNI San Diego Podcast

What can 20 years of business networking teach you about referrals, leadership, sales, and growing a successful business? A lot more than you might think. 
In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Miguel Contreras, residential Realtor and founding member of BNI Partners in Excellence, as he approaches an incredible milestone: 20 years in the same BNI chapter. 
But this conversation isn't about simply showing up for 20 years. It's about what happens when you refuse to become complacent. 
Miguel shares the lessons he's learned about building business relationships, generating referrals, becoming a better public speaker, developing leadership skills, and creating the momentum necessary to keep growing—even after decades in business. 
His message for seasoned entrepreneurs? Don't coast. 
🚀 In This Episode You'll Learn: 
✅ How Miguel helped build a BNI chapter from the ground up 
✅ Why their original launch attracted more than 100 people 
✅ Why experienced business owners should NEVER go into "cruise control" 
✅ How leadership roles can make you a better entrepreneur 
✅ Why public speaking is a skill every business owner should develop 
✅ How BNI became Miguel's training ground for communication and leadership 
✅ Why Feature Presentations can lead to more one-to-ones and referrals 
✅ How to make your networking presentation more memorable 
✅ Why repetition is one of Miguel's most effective referral strategies 
✅ How to create momentum instead of waiting for opportunities 
💡 “You’ve Got to Create Your Own Momentum” 
One of Miguel's biggest lessons after nearly 20 years in BNI is surprisingly simple: Momentum doesn't create itself. 
Think about pushing a stalled car. Getting it moving requires serious effort. But once the car has momentum, keeping it moving becomes much easier. Business works the same way. Networking works the same way. 
You don't stop pushing simply because you've become successful. You continue creating the relationships, conversations, referrals, presentations, and opportunities that keep your business moving forward. 
Or, as Miguel likes to say: “Momentum, mo' money.” 
🎤 The Business Skill Most Entrepreneurs Need to Practice 
Public speaking. 
Miguel admits that when Partners in Excellence launched, he didn't even want to become president. Speaking in front of the room intimidated him. Nearly 20 years later, he credits those experiences with helping him develop one of his most valuable professional skills: the ability to confidently communicate with a room. And he's STILL practicing. 
Miguel shares why he records his presentations, watches them back, identifies where he can improve, and continues working on his craft after more than two decades in real estate. 
His philosophy: Don't worry about being perfect. Practice getting better. 
🤝 Advice for New AND Experienced BNI Members 
For seasoned members: Stay engaged. 
Take leadership roles. Mentor newer members. Volunteer. Give presentations. Keep developing your skills. Remember that newer members are watching the example you set. 
For newer members: Get involved before you feel ready. 
Volunteer to speak. 
Become Education Coordinator. 
Give Feature Presentations. 
Practice your weekly referral request. 
Take opportunities to lead. 
You don't need to be perfect. 
You need repetitions. 
Because the skills you're practicing inside that networking room can eventually transform how you sell, communicate, lead, and grow your business outside of it. 
👇 JOIN THE CONVERSATION 
If you've been networking for several years, what's the biggest lesson you've learned? 
And if you're new to networking, what's the skill you're currently trying to improve? 
Tell us in the comments! 
👍 LIKE this episode if you're committed to becoming better at your craft. 
🔔 SUBSCRIBE for weekly conversations about business networking, referral marketing, entrepreneurship, leadership, sales, and professional growth. 
📤 SHARE this episode with a business owner who's starting to get a little too comfortable. 
Have a topic you’d like us to highlight? Please share with us via email at podcasts@bnisd.com.  
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

What happens when a retired police sergeant becomes a private investigator—and walks into his first business networking meeting? Five days later, he lands a major client. 
In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Marc Garza, a San Diego private investigator and retired law enforcement officer, to talk about his transition from nearly 25 years in policing to entrepreneurship—and how relationships became one of the biggest drivers of his new business. 
Marc originally joined BNI looking for referrals and a community of like-minded entrepreneurs. What he found was much bigger. 
Today, approximately 35–40% of his business comes through BNI, while roughly 95% of his overall cases come through referrals. 
And his first major BNI referral? It happened during his very first meeting. 
🔎 In This Episode You'll Learn: 
✅ How Marc transitioned from 25 years in law enforcement to private investigation 
✅ What private investigators actually do versus what Hollywood shows you 
✅ How Marc landed a major investigation within days of his first BNI meeting 
✅ Why approximately 95% of his business comes from referrals 
✅ How private investigators work with attorneys and business owners 
✅ What happens during corporate fraud and embezzlement investigations 
✅ How private investigators assist with civil litigation and family law cases 
✅ Why business owners need relationships outside their own industries 
✅ How surrounding yourself with other entrepreneurs improves your business acumen 
✅ Why responding quickly to a referral can determine whether you receive another one 
🚨 What Does a Private Investigator REALLY Do? 
Forget the trench coat, binoculars, Ferrari, and Hollywood surveillance scenes. 
Marc explains that modern private investigation is largely about fact-finding, gathering evidence, locating and interviewing witnesses, researching assets, conducting corporate investigations, assisting attorneys, and building cases that clients can use to make informed legal decisions. 
His work can include: 
• Corporate fraud and suspected embezzlement 
• Civil litigation investigations 
• Family law and asset investigations 
• Witness location and interviews 
• Identity theft investigations 
• Criminal defense investigations 
• Surveillance 
• Evidence gathering for attorneys and businesses 
Marc even shares how private investigators can sometimes uncover evidence that law enforcement simply doesn't have the resources to pursue—and package that information for attorneys or law enforcement to evaluate. 
🤝 The Business Lesson Every Entrepreneur Should Hear 
One of the most interesting parts of Marc's story isn't actually about investigations. It's about who you surround yourself with. 
During his law enforcement career, Marc naturally spent much of his time around other people in law enforcement. After becoming an entrepreneur, he realized he needed a different kind of circle. 
Accountants. 
Attorneys. 
Insurance professionals. 
Healthcare providers. 
Contractors. 
Marketing professionals. 
And other business owners facing many of the same challenges he was. 
That network didn't just generate referrals—it helped him become a better business owner. 
💡 The Referral Rule Marc Lives By - When someone refers business to you: Respond immediately. 
Marc explains that when a BNI referral comes through, he makes contact as quickly as possible and then keeps the person who made the introduction updated. 
Why? 
Because when someone refers you, their reputation is on the line too. 
Taking great care of a referral builds trust not only with the new client—but with the person who trusted you enough to make the introduction. 
And that's how one referral can turn into many more. 
Think Your Business Is Too Unusual for Networking? 
Marc's private investigator classification is what BNI San Diego calls a "unicorn"—a profession you rarely see represented in a networking chapter. 
Yet networking has become one of the largest sources of business for his company. 
His advice to other entrepreneurs with unusual or highly specialized businesses is simple: Go visit. Meet the people. Build relationships. See what happens. 
You may discover opportunities you never knew existed. 
👇 QUESTION FOR YOU: 
What's the most unexpected profession you've ever received a valuable referral from? 
Tell us in the comments! 
👍 LIKE this episode if you believe relationships are still one of the most powerful ways to grow a business. 
🔔 SUBSCRIBE for more conversations about business networking, entrepreneurship, referrals, leadership, and small business growth. 
📤 SHARE this episode with a business owner—or someone transitioning from a career into entrepreneurship—who needs to hear Marc's story. 
Have a topic you’d like us to highlight? Please share with us via email at podcasts@bnisd.com.  
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

Can following someone else's system actually make you more successful? Or does success come from doing things your own way? 
In this episode of the BNI San Diego Podcast, Executive Director Ed Wilson sits down with fellow Executive Director Chrisie Ballard of BNI Southern Arizona to explore one of the most misunderstood concepts in business and networking: why proven systems outperform constant reinvention. 
Whether you're a BNI member, franchise owner, entrepreneur, business leader, or someone building a team, this conversation reveals why the most successful organizations balance consistency with creativity—and why trying to reinvent a proven process often slows your growth. 
This isn't about blind compliance. It's about understanding why the system exists before trying to improve it. 
🚀 In This Episode You'll Learn: 
✅ What "Pure BNI" really means (and what it doesn't)
✅ Why consistency creates predictable business results
✅ How successful franchises protect their brand while allowing local personality
✅ The difference between following a system and making it your own 
✅ Why leadership isn't about controlling everything 
✅ How empowering your team creates stronger businesses 
✅ The biggest mistakes new leadership teams make 
✅ Why BNI's proven agenda has helped businesses grow for more than 40 years 
✅ How to create chapter culture without sacrificing the BNI experience 
✅ Why viewing BNI as part of your business changes everything 
💡 Key Takeaway: Success doesn't happen because people constantly reinvent the process. 
Success happens because they master the fundamentals first. 
Whether you're running a business, leading a networking chapter, or building a team, proven systems exist for a reason. Learn them, trust them, and then bring your own personality and leadership style to the experience. 
As Chrisie explains, BNI isn't something you simply "have to do"—it's a marketing system that becomes an integral part of your business when you fully embrace it. 
 
👍 If this episode challenged your perspective, give it a like. 
🔔 Subscribe for weekly conversations on business networking, leadership, entrepreneurship, and professional growth. 
📤 Share this episode with a business owner, manager, or BNI member who wants to build a stronger business through better systems and leadership. 
Have a topic you’d like us to highlight? Please share with us via email at podcasts@bnisd.com.  
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

You've built relationships. 
People know you. 
They like you. 
They trust you. 
So... why aren't you getting more referrals? 
In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Richard Isom, Co-Executive Director of BNI Utah South, to uncover one of the most common mistakes BNI members—and business professionals in general—make when asking for referrals. 
The problem isn't that people don't want to refer you. 
The problem is they often don't know HOW to. 
Richard shares a simple but powerful shift in thinking that can completely transform your weekly presentations, feature presentations, and referral results by teaching your network exactly who your ideal client is, what problems they have, and how to recognize referral opportunities in everyday conversations. 
Whether you're a BNI member, entrepreneur, salesperson, business owner, or networking professional, this episode will change the way you communicate your value. 
 
🚀 In This Episode You'll Learn: 
✅ Why "Know, Like & Trust" isn't enough to generate referrals 
✅ The biggest mistake members make during Feature Presentations 
✅ How to teach your referral partners to recognize ideal clients 
✅ Why stories outperform product descriptions every time 
✅ How to identify your three best customers 
✅ The difference between educating and selling 
✅ How referral language can improve your marketing outside of BNI 
✅ Why your presentations should focus on customer problems—not your resume 
✅ How to make your referral requests memorable and actionable 
✅ Why the best networking is built on education, not promotion 
 
💡 Key Takeaway 
People don't refer what they don't recognize. 
If your referral partners can't picture your ideal client, understand the problem they solve, and know what conversation to listen for, they'll miss referral opportunities—even if they genuinely want to help you. 
Your job isn't to sell your business. 
Your job is to train your referral team how to spot opportunities for you. 
 
🤝 Why This Episode Matters 
The lessons Richard shares apply far beyond BNI. 
Whether you're giving a networking presentation, introducing yourself at a Chamber event, speaking on stage, or simply explaining your business to a friend, learning how to communicate through customer stories instead of product descriptions makes your message dramatically more memorable—and far more likely to generate referrals. 
 
👇 Join the Conversation 
What's the best referral you've ever received? 
And what made that referral so successful? 
Tell us in the comments below! 
👍 Like this video if you're committed to becoming a better referral partner. 
🔔 Subscribe for weekly conversations on business networking, referral marketing, entrepreneurship, leadership, and professional growth. 
📤 Share this episode with a fellow BNI member or business owner who's ready to receive more qualified referrals. 
 
 
Have a topic you’d like us to highlight? Please share with us via email at podcasts@bnisd.com.  
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

What if the biggest obstacle to your success... wasn't your competition? What if it was the conversation happening inside your own mind?
In this episode of the BNI San Diego Podcast, Andy Cruz sits down with Crystal Privett—business trainer, mindset coach, BNI Director, and President of BNI Escondido—to explore the science behind mindset, subconscious programming, resilience, and high performance.
Whether you're an entrepreneur, business owner, sales professional, leader, or someone simply feeling overwhelmed by life, this conversation offers practical tools to help you reset your thinking, reduce stress, and unlock your next level of growth.
This isn't about "positive thinking."
It's about understanding how your brain works—and learning how to work with it instead of against it.

🚀 In This Episode You'll Learn:
✅ Why 90% of your daily thoughts are subconscious
✅ The surprising reason 80% of our thoughts tend to be negative
✅ How your internal dialogue shapes your business and your life
✅ Why entrepreneurs often struggle with overwhelm and burnout
✅ The importance of setting healthy boundaries
✅ How visualization can help reprogram your subconscious mind
✅ Why celebrating progress is more powerful than focusing on what isn't finished
✅ The connection between mindset, leadership, and business growth
✅ How serving others helps develop stronger leaders
✅ Practical techniques to improve resilience, confidence, and emotional well-being
Key Takeaway
Success doesn't begin with your business. It begins with your beliefs. The way you speak to yourself, the stories you repeat every day, and the thoughts you choose to reinforce all influence the decisions you make, the opportunities you notice, and the life you create.
As Crystal shares, your subconscious mind is constantly processing your experiences, making it critical to intentionally feed it thoughts that move you toward the future you want—not the fears that keep you where you are.

👇 Join the Conversation
What's one belief you've changed that transformed your life or business?
Share your answer in the comments—we'd love to hear your story.
👍 Like this video if you believe mindset matters.
🔔 Subscribe for weekly conversations on entrepreneurship, leadership, networking, business growth, and personal development.
📤 Share this episode with someone who could use a mindset reset today.
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Have a topic you’d like us to highlight? Please share with us via email at podcasts@bnisd.com. 
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter