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 [email protected].
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
