If you’re in a business networking group like BNI and not using the GAINS Sheet, you’re leaving serious referrals on the table. This simple but powerful tool helps you go beyond small talk in one-to-ones and dive straight into what actually builds long-term referral relationships.
What is the G.A.I.N.S Sheet?
It’s a structured way to share and discover the five essentials that drive meaningful connections: Goals, Accomplishments, Interests, Networks, and Skills. When used right, it’s not just a form, it’s your referral strategy in action.
Here’s how to make it work for you.
1. Goals – Share What You’re Working Toward
Start with the big picture. Your goals tell people what matters to you, both professionally and personally. Are you trying to break into a new market? Hit a revenue milestone? Write a book?
When you share clear goals, you help your fellow members see how they can support you, and in turn, you learn how to support theirs. Mutual clarity is the first step to mutual referrals.
2. Accomplishments – Build Trust Through Proof
People want to refer those who deliver results. This is your chance to highlight recent wins or major milestones, projects you’ve completed, clients you’ve helped, or awards you’ve won.
These stories aren’t about bragging. They’re proof of value. They show what you’re capable of and give others confidence that referring you won’t damage their reputation, it will enhance it.
3. Interests – Find Human Connection
This part often gets overlooked, but it’s where trust is built fastest. Whether it’s hiking, cooking, football, or volunteering, your personal interests open the door to deeper, more memorable relationships.
People refer people they like and remember. And shared interests make you more relatable, more trustworthy, and more likely to come to mind when an opportunity pops up.
4. Networks – Leverage Who You Know
Your network is one of your biggest assets. Let others know which industries, communities, or types of professionals you regularly interact with. It adds credibility and opens up reciprocal value, someone may refer you because they want access to the circles you move in.
Also, be specific about the kinds of introductions you’re looking for. The clearer you are, the easier it is for others to help.
5. Skills – Show How You Can Help
Last but not least: What are you great at? Whether it’s strategic thinking, negotiation, branding, or public speaking, this section lets others know how you add value in ways that go beyond your title.
And when a member needs help or hears of a need, they’re more likely to remember your skills than your business card tagline.
Final Thoughts
The G.A.I.N.S Sheet isn’t just a checklist for a one-to-one. It’s a roadmap to building real business relationships. Use it to guide conversations, deepen understanding, and create an environment where referrals flow naturally.
In your next one-to-one, bring a completed G.A.I.N.S Sheet, and ask your partner to fill theirs. You’ll be amazed how quickly that single sheet can turn into multiple high-value referrals.
