1. Name, rank and serial number. This probably constitutes most referrals given in BNI. You give the contact details, maybe some details of the project, and perhaps remember to mention that "Joe" will be contacting them. Temperature 100 degrees.
2. Here's a brochure. In addition to #1, you give the referral some marketing material. Temperature 110 degrees.
3. He/she does amazing work. OK, you're starting to cultivate the referral now. You share a strong written or verbal testimonial with the referral - what they did for you and how it affected you. Temperature 160 degrees
4. Let me set up a meeting. At this level you're really starting to cook. You call your source while you're with the referral and arrange a meeting between
