The Official BNI Podcast

By Dr. Ivan Misner

SHOW DESCRIPTION

Referral marketing tips from Dr. Ivan Misner

EPISODES LIST

Episode 588: Want Referrals? Don’t Bore Me To Tears

Synopsis Charlie Lawson, “unnatural networker” and BNI national director for the UK and Ireland, joins Dr. Misner this week to talk about storytelling, and tells a great story in the process. What sells your services is not listing what you offer. To give your networking contacts the tools to find you referrals, you need two things: * How does the client feel before you do the work? What’s the situation? * How does the client feel after you do the work? It’s not important to describe the process. Create an emotional connection between the person you’re talking about and the client. To get an engaging story, tell it from the client’s point of view. Facts tell; stories sell. To read more of Dr. Misner’s content, go to IvanMisner.com. Complete Transcript of Episode 588 – Priscilla: Hello everybody and welcome to the Official BNI Podcast. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio from Berkeley, CA. And I’m joined on the phone today by the Founder and Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you? Ivan: I am doing fantastic, Priscilla. I have a good friend that I’m interviewing with today, Charlie Lawson. Charlie is the Co-National Director of BNI in the UK and Ireland. He is really proud to be a part of developing people, businesses to change lives and enrich communities. But what I think is really interesting is that despite running BNI in the Untied Kingdom and Ireland, Charlie is by his own definition, an unnatural networker. He says that most experts talk about networking is easy and comfortable talking to strangers, but Charlie is uncomfortable talking to strangers. He helps other unnatural networkers gain confidence by putting networking in across the point of view of someone who would rather avoid it completely. Charlie,it is really a pleasure to have you on BNI Podcast. Charlie: Thanks for having me on. I am definitely an unnatural networker, and if I can avoid talking to strangers and talk to my mates instead, then that is much easier. But yeah, it is a nice angle. It is a elephant in the room but I deal with it. Ivan: Yeah, and you know with BNI it’s all about relationships so it is a little bit easier. Your topic for today is “want referrals- don’t bore me to tears.” And I love that title, it is a great title. It’s really about storytelling. So, tell us about storytelling. Why is it so important? It is one of the pieces that we don’t talk enough about, so I’m really happy to have you on. Charlie, go ahead. Charlie: I urge everyone to look back at their last chapter meeting and think back on their weekly presentation, we’re they all captivating and interesting? Did they grab your attention? Some of them I’m sure, but I would imagine not all of them were. If you think back to any networking convention, BNI meeting or somewhere else, how were the conversations there? Were they all engaging? Did they all grab you? Or did you actually find yourself asking, “really do I have to carry on this conversation? Or will I have to be bored to tears?” I think that for me, being an unnatural networker, it’s hard enough for me to talk to strangers in the first place. If I think that I’m boring them to tears, I am very conscious that I want them to be engaged in the conversation. I want to be liked. If a introvert wants to make it, you have got to make it as easy a possible. So, I want to know that people are really listening, and I found that stories are a much better way to do that. Since we are talking about storytelling, I will share a quick story about Dena. Debra was a BNI member in Yorkshire, and she got a call on a February afternoon at about 5 o’clock- if you have ever been...

12.12.2018

Episode 587: Imagine You Live in One Room

Synopsis In this week’s episode, Dr. Misner shares the concept behind his new book, Who’s in Your Room: The Secret to Creating Your Best Life. (Note that an earlier, BNI-specific version of this book appeared in Episode 358, back in 2014.) Imagine you live your entire life in one room. Inside are all the people who enter and all the relationships and obligations that come with them. You can update and expand your room to accommodate new possibilities in your life. But this room only has one door–and the door only lets people in. Whoever enters will be with you in your room for the rest of your life. The quality of your life depends on the people in your room. You may think this is a metaphor, but to quote Dr. Daniel Amen, any significant input that is received into your brain that cannot simply be erased or deleted as though it never happened. If people are still in your head, they’re in your room. The purpose of this book is to help you take your room, and your relationships, from dissonance to resonance. This is an action-oriented book: every chapter gives you specific things you need to do, both for yourself and for your BNI chapter. [To sign up for the free webinars, complete the information on this link: https://tinyurl.com/FreeRoomWebinars] If you’d like to hear more podcasts drawn from this book, let us know in the comments. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 587 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you today? I hear that you have a new book that you are going to talk about. Ivan: I do. I have to tell you, Priscilla. I am more excited about this book than any book I have ever done. I honestly feel this will make a bigger difference in people’s lives than any of the books that I have done because it is a self help book that is open to the public. It is I think of interest to anyone at any age, and at the same time, I think it is also perfect for BNI members. I talked about an original version of this four years ago. You can find it on BNI Podcast. The BNI edition of Who’s in Your Room? This is the shortest book I have ever written, the public version of Who’s in Your Room, and it took longer to write than any book I have ever written because we really condensed it down. We took the basic premise of the BNI edition, but we made a book that is incredibly actionable. What I would like to do with this podcast is share the concept, and if you like this and are listening to this podcast and love this concept and would like me to all more about it throughout the year, I am happy to do additional podcasts that will pull content from the book. We are going to talk about how you can go to webinars. I like to do podcasts that are evergreen, but this won’t be evergreen, but it will last a long time. There will be a link that we will embed in this podcast where you can actually go to webinars that I will be doing going deeper into the content of the book with my co-authors. You will have a chance to ask questions as part of this, so I am really excited about it. Are you ready for me to get started? Priscilla: Yeah, please. Ivan: Here it is. I am going to share some content right out of the first chapter of the book. Imagine that you live in one room.

12.05.2018

Episode 586: Achieving the Power of 1 (Classic Podcast)

This is a rebroadcast of Episode 517. Synopsis Graphic communicator Colin Horner joins Dr. Misner on the BNI Podcast today to talk about the Power of 1 drives chapter performance in BNI: * One chapter education unit per week * One chapter meeting per week * One 1-2-1 per week * One referral per week * One visitor per member per month All of these things are measurable. You achieve what you measure. Watch this case study of a chapter in Johannesburg to see The Power of 1 in action. You can find more of Colin’s videos on his YouTube channel. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 517 Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you ? Ivan: Hi Priscilla. I am at a Transformational Leadership Council meeting in Arizona this week. The Transformational Leadership Council is an organization put together by Jack Canfield, and I always get great content that I can use in BNI at these meetings. I am here for several days. It’s exciting. Priscilla: That sounds great. So who do you have on the line today? I know you have a guest. Ivan: Yeah, we have a guest. My guest today is Colin Horner. Colin is an almost 10 year member of BNI in Johannesburg, South Africa. I have been to Jo-burg, I think, twice. I love South Africa, and Colin has been a member for 10 years. He has a graphic recording and graphic facilitation [business]. He helps people sell their products and services through visual messages. He calls himself a graphic communicator. He helps people communicate their stories with pictures. The reason I invited him to be on the podcast today is that he has been giving and giving and giving to me and to BNI with these incredible graphics that he is doing about BNI and the processes that we use, like the GAINS Exchange and VCP. He always has these amazing graphics. I finally said, you know what? I need to give back a little to Colin here. Let’s bring him on the podcast so that we can give exposure to what he is doing [for] many people, particularly as it related to BNI. And for the educational content, we are using the power of one in today’s podcast. We will have a graphic here so if you are listening to this on your computer, you can see the graphic. If you are listening to this in your car or on a mobile device, take a look at the website so you can see the graphic. Colin, welcome to BNI Podcast, and talk to us a little bit about the power of one and how you visualize that. Colin: Thank you, Ivan, and it is great to join you on this podcast. Just as you say, I have been a member of BNI for 10 years and a very active member- in fact, a Director Consultant for the last three years. My passion is lifelong learning or education. I found a way of communicating educational content related to the BNI model through simple hand drawn pictures. To use one of your Ivan-isms, “Facts tell and stories sell.” So I sell educational content through simple pictures. Ivan: And we are going to be talking about the power of one today,

11.28.2018

Episode 585: My Approach to the No-Win Scenario

Synopsis Although we’re often confronted with what seems like a no-win situation in business, Ivan Misner believes there’s almost always a way to win without breaking the rules. As an undergraduate, Ivan found himself needing to take one more lab class in order to graduate. His advisor told him he’d have to take a math lab, and he hated math. He was determined to find another lab course he could use to meet the requirement. After hunting through the entire university catalog, he discovered an oenology lab in the hospitality division. The lab part of the course was tasting wine, and at 21, he hated wine—but not as much as he hated math. He persuaded his advisor to sign off on the course,because although it was unheard-of for a political science major to use an oenology lab to meet this requirement, it wasn’t prohibited. As a result of taking this course, Dr. Misner developed a lifelong passion for wine. His supposedly no-win situation turned into a win for everyone. If you apply this same persistence and creativity to conflicts in your BNI chapter, you’ll find a way to resolve them. It’s important not to give up too easily. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 585 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you today? Ivan: Hi Priscilla. I am doing great and I am actually back home in Austin, Texas. I have been traveling, but tomorrow is a big holiday in the United Sates called Thanksgiving for those of you around the world. It’s the third Thursday of every year. It is a holiday to give thanks for all of our blessings, so I want to be home and we have some family coming home tomorrow. Priscilla: It’s the third Thursday of November every year. Ivan: Yes, Good point. The third Thursday of November every year, which is tomorrow. Priscilla: Right. Okay, great. So tell us a little bit about what you have for us today. Ivan: Yeah, my approach to the no-win scenario. So in business, we are often confronted with problems that seem to be a no-win situation. While I acknowledge sometimes that they, in fact, exist, I really believe there are almost always alternatives that can be explored to find a good result. I recently thought back to where this started in my life and I realized that I really came to this conclusion when I was a university student. When I was an undergrad in college, I needed to take one more lab class. A lab class is a course that gives hands on experience related to a topic. I had taken lab classes in science and the only lab class left according to my counselor was a lab class in mathematics. Now, I did fine with basic mathematics, and I did actually pretty well in statistics, but the higher level courses in algebra and geometry were just not my passion. So okay, in full disclosure, I hated them. I really hated those courses. So when my counselor said that was the only choice left, I went on a quest. A quest to go through every single page of the course catalog – this was a state university and the catalog was huge. I went through every department of the entire university except the math department to find any other class with a lab that I hadn’t already taken. After a painstaking search through this catalog, I found one course that fit the bill. It was a course in hotel and restaurant manageme...

11.21.2018

Episode 584: Ethics vs. Etiquette

Synopsis Rod Kuncaitis, joins Dr. Misner on the podcast this week to talk about how ethics and etiquette affect BNI and how they’re different. Rod is the current president of the BNI Midday Profit Partners Chapter in Traverse City, Michigan The leadership team of BNI Grand Rapids set out to become one of the top chapters in Michigan, but when one member claimed a 60-second conversation in a parking lot as a One-to-One, Rod began to ask questions. Was this a breach of etiquette or a breach of ethics—and why make Rod a party to it? What kind of foundation were they building the chapter’s success on if members were stretching the truth this way? Rod and the leadership team didn’t want the chapter to cut corners and erode the foundations they’d already built. To address the problem, he * Led a discussion about ethics and etiquette—on the golf course and in a BNI meeting—during the education coordinator’s segment of the meeting. * Began repeating the phrase “It matters how you win” during meetings and in all his communications with chapter members. * Reminded the members that their children are watching them. To find out about Rod’s company, visit American Solutions for Business. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 584 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: Hi Priscilla. I am in Kuala Lumpur, Malaysia today. It is my third or fourth visit o Kuala Lumpur. Amazing country, amazing city and I am excited to be here with a lot of BNI members doing a big event. I have a guest on again today on today’s podcast. His name is Rod Kuncaitis. Rod is a member of BNI in Michigan. He has a great topic today, ethics, vs. etiquette. Rod is married to Kim. He has a daughter, Dana, a son-in-law, Connor. I love in his bio that he says he has a granddog. By the way, Rod, that is all I have is a granddog and I have learned that bringing up grandchildren is not a good idea, soI just focus on the granddogs. He has a granddog named Pansor, which I think is a great name for a German Shepherd, which it is. He has worked at American Solutions for Business for a number of years. That is the largest supplier of peso optional products. He has been a member of BNI for a cumulative number of four years. He was in two different chapters. We are going to talk about ethics and etiquette today. Rod, welcome to the BNI Podcast. Rod: Thank you very much. Thanks for the great intro. Ivan: It is great having you here. Talk a little bit about how ethics and etiquette affect BNI and how they are different. Rod: Well, what happened for us in our chapter is we were really striving to become one of the top chapters in the state ofMichigan, and we had some pretty lofty goals. We kind of started, I am going to just say, nailing it in where the example that I use is I was out in the parking lot and someone met up with me and started talking about just general information and as I get home, all of a sudden, it pops up on BNI that I had a 1-2-1 with this person out in the parking lot. That is not what I considered to be a 1-2-1.

11.14.2018

Episode 583: How Late Is Late?

Synopsis Hazel Walker joins Dr. Misner on the podcast this week to talk about the importance of arriving at your BNI meeting on time. Different BNI chapters start at different times, but no matter what time the meeting starts, you need to get there before the official start time of open networking. If the meeting starts at 7 AM, “late” starts at 7:01. The leadership team should get there by 6:45. Keep in mind that visitors often arrive early because they’re worried about getting lost. Someone needs to be there to greet them. Visitors are much more impressed by a room full of people talking energetically to each other. If you frequently arrive late, you become less referable, because not showing up on time makes you seem less reliable. People will assume that if you show up late to your BNI meeting, you’ll show up late to appointments and miss deadlines. Show up to your meeting on time. It’s your credibility and your reputation–and participating in open networking leads to more referrals. Complete Transcript of Episode 583 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: So this week, I am in Bangkok, Thailand for the International Convention of BNI, and we are expecting a little over 3,000 people at this convention, both Directors and members. That will make it by far the largest international convention in the history of the organization. Priscilla: Wow. That sounds great. Ivan: And I am joined today by a Director who really travels a lot. Her BNI region is in Indiana in Indianapolis. She just spent the last few weeks in Australia where she helps out with a number of regions. She is with me at the convention, Hazel Walker. Hazel, welcome to the BNI Podcast. I want to give a little bio, but let me just say welcome first. Hazel: Thank you very much. I am happy to be here. Ivan: So we are happy to have you. You have been on before. For those of you who don’t know Hazel, Hazel has been invited in BNI for 27 year. She started BNI when she was 19, I think—right Hazel? Hazel: About that. Ivan: She was a member for seven years. She has been a BNI Director for 20 years. She is the only Director that I know of in the world who has received an award for being in the top of her regional traffic lights for more than one year. She is the co-author with myself and Frank De Raffelle, on a little book called Business Networking and Sex: Not What You Think. It’s about the difference between men and women and how they network. I have to say, and I don’t say this about every guest I have on the podcast. Hazel is a good friend of my wife and I. Hazel, it is great to have you on the podcast today. Hazel: Thank you, Ivan. It is good to be your friend, and say hello to Beth. Ivan: I will. Hazel: I am excited to do this issue. Really, I have a lot of passion about this one. Ivan: Yes, so the topic is How Late Is Late? So I will set you up with an easy question. Have you ever arrived to a BNI meeting and found that you were the only one there? Hazel: Many times. As a matter of fact, I have arrived to meetings and thought they have moved and didn’t tell me. I have arrived to meetings where that has happened, where they have moved and didn’t tell me.

11.07.2018

Episode 582: The Leaky Bucket Syndrome (Classic Podcast)

This is a rebroadcast of Episode 510. Synopsis Education is a leaky bucket. You start out with a full bucket of information, but when you train someone else, some of that information leaks out. When they train someone, more information leaks out. By the time you’ve gone through two or three generations, you only have half a bucket. When the bucket is half-empty, people put their own information in–and it might not be good information. You need to plug the leaks. The best solution is to write everything down and develop a train-the-trainer program. Making training part of a replicable system is the best way to fill leaks. Never accept anyone onto your chapter’s leadership team who isn’t willing to go to the training. BNI has spent a lot of time making sure that the leadership team gets a good orientation. Without this training, members won’t understand why all the parts of the BNI system are important. If you keep this in mind as you train employees, your business is much more likely to be scalable. If you think there might be some leaks in your chapter, listening to this podcast is one way to help fill them. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 510 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you today? Ivan: I am doing great today, Priscilla, and I have an interesting topic for me. It is a concept that I have really discovered and developed many years ago. It is called the leaky bucket syndrome. It is about education and teaching lifelong learning. All of these things, teaching end education- it’s a leaky bucket process. You start with a whole bucket of information that you develop or acquire and then when you train someone else in how to do something, a little bit of that information leaked out. When they train someone else, when that information is taught to someone else, some of that information leaks out. The people being taught only get a limited version of the information based on their understanding and their ability to articulate the material so that by the time you are in the third or fourth generation of people passing along information, you only have about half a bucket of information remaining. You have lost half the information, and there is a sense that something is missing. When that happens, what do people do? Well, they start putting in their own stuff. They start adding stuff because so early something is missing. The problem is it might not be good content. Very rarely does the material improve over time with this process. Now, I learned this the hard way in BNI because when I started BNI, there really was no train the trainer – there was no training program per se other than I trained the first generation of leadership team people how to run a meeting. I just explained then, “Take good notes and then you train the next generation and then that generation will train the next generation. ” I think I talked about this with you on a podcast some time ago. I remember going to a BNI meeting. I watched the whole meeting and I would have had no idea it was a BNI meeting. I mean, they just changed so much stuff. I looked at it and the only reason I knew it was BNI was they were all wearing BNI badges and they kept calling me the Founder. Really,

10.31.2018

Episode 581: What a Brigadier General Taught Me about Communication

Synopsis This week Dr. Minser shares a story about a very important lesson about communication from the retired brigadier general who taught him management theory. The general asked the students to write a 10-page paper and bring it back in two weeks. When they did so, he sat down with them and skimmed through them right there in class. After he finished, he told them to cut out all the fluff and come back in a week with a five-page version of the same paper. When they did so, the general once again sat down and reviewed all the papers during class. He then told them to come back in a week with a two-page version of the paper. Incredulous, the students did so, only to be told to come back the next week with a one-page paper containing all the important information. The general then explained the importance of including an executive summary with every report sent to a superior, because no one has time to read 10 pages just to figure out what the main points are.This is even more true now that everyone gets hundreds of emails per day. Start with a summary that includes bullet points of the most important items and offer to provide more detail. What techniques for effective communication have you heard or learned over the years? Share them in the comments. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 581 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: Well, I just got back from BNI Florida. I have been traveling a lot this month. Poland, Germany, Florida. It is always fantastic meeting BNI members Priscilla: That’s great. So what do you have for us today? This is an interesting topic. Ivan: Yeah it is. Here is the deal. I received an email from someone I didn’t know. He sent me this email that could only be described as the book, War and Peace. The original printing of the book was 1,225 pages long. His message felt like that to me. It was long. It was so long I didn’t read it all. It was so long that I sent it back to him and I told him this story. One of the best lessons in communication I ever received as a young man was given to me by a retired brigadier general, taught in the Doctoral Program at USC where I did my graduate work. He was an amazing professor and he always shared the most incredible stories and taught the most valuable lessons. The lesson, of course, was on management theory. He asked us to write a 10 page paper on a specific topic relating to management and to turn it in within the next couple of weeks. There were only 12 students in the class, and we all beautifully showed up with the paper in hand two weeks later. We watched as he collected all of our papers and sat down at his desk in front of the class and started skimming through all of the submissions right there. He then stood up and handed them all back to us. He told us to come back next week with a five page paper on the same topic. He said, “Take out all of the fluff. Go to the heart of the issue and turn it in next week.” We were furious. We were absolutely furious, but we did it. Next week, we came back in with five page papers. Then he went through the same routine. He sat down, looked at them, stood back up, handed them all back to us and said, “You can cut more. Make it two pages and turn it in next week.” As you might guess, Priscilla, we were incredulous,

10.24.2018

Episode 580: Keeping the VCP Process ALIVE

Synopsis Dawn Lyons from BNI San Francisco Bay joins Dr. Misner this week to talk about how to keep the VCP process ALIVE. ALIVE is an acronym to help people keep the actions going and moving relationships forward. Let’s review the definition of VCP. Visibility means you know the person’s first name, last name, and company name. Credibility means you believe the person is an expert in their profession and will do what they say. Profitability results from being consistent, proactive, and reciprocal in your referrals. These are simple definitions, but it’s often difficult for BNI members to know how their referral relationships are going. Here are steps you can follow to keep them on track. * Acknowledge that you’ve received a referral from a new source. * List your referral sources in a spreadsheet by name, profession, the person referred to you, the time it took to close the sale, and whether the referral was reactive or proactive. * Identify where you are in the VCP process (and add it to your spreadsheet). * Verify that this is in fact where you think you are in your relationship with that person. * Elevate your relationship to the next level by asking your referral partner what s/he needs to move further in the VCP process. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 580 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: I just got back from one of my many visits to BNI Germany. They are on fire there. They have a fantastic group of regions in Germany, and they really had a fantastic event. It is good to be back home, though. Priscilla: Oh good. We are glad to have you. Ivan: Today, I have a guest who has been on BNI Podcast at least three times. I think this is her fourth visit to BNI Podcast. Her name is Dawn Lyons. Dawn is the owner of three franchieses of BNI in the San Francisco Bay Area. Her regions have 62 chapters. She has 62 chapters under her management. She has 40 Director Consultants on her team and 1,800 members as part of her organization. Dawn is in the Hall of Fame for BNI for opening 20 chapters in one calendar year. She is the only woman to ever do it, and I am really proud of her for that. There are only like four people who have ever done that and Dawn is one of them. In 2017, her members generated $132 million in thank you for closed business for each other. She is the contributing author to the New York Times Bestseller Masters of Sales and co-author of the Amazon.com bestseller A Roomful of Referrals. I heard one of your coauthors was a real pain on that one. Dawn: (Laughing) Well, I won’t mention any names, Ivan. Ivan: Okay, so I am one of her co-authors on a Roomful of Referrals. Dawn is going to talk today about the VCP process and how to keep it ALIVE. So, Dawn, the VCP process is in fact the process, but tell me what you mean by keeping it ALIVE, which is an acronym. Dawn: Yeah. So the one thing that I have been discovering lately, Ivan, is that people understand the VCP process. It has taken a while, there are legitimate definitions to VC and P, very simple definitions, but the catch is how are we actually moving the relationship? If something is moving, it has to be alive.

10.17.2018

Episode 579: Sub Abuse, or Is My Chapter Smaller Than It Looks?

Synopsis Tom Fleming from BNI West Central Florida joins Dr. Misner this week to talk about substitutes and what he calls “Effective Attendance.” If you have a 50-member chapter and 2 people are absent, the chapter is at 96% attendance. But if there are 2 absences and 8 substitutes, there are only 40 members present, so your effective attendance is only 80%. When effective attendance drops below 90%, chapters pass 10 fewer referrals per week. How to increase your effective attendance Here are some suggestions for making the best use of your substitutes. * Remember that your chapter accepted you as a member, not your substitute * Remember that your BNI chapter is your best customer * Choose a substitute who can represent you effectively (a client is a great choice) * Prepare your substitute with your weekly presentation, your referral slips, your TCYB and a review of what other chapter members do in case the substitute wants to pass referrals * Make sure the substitute can show up on time, stay for the whole meeting, and participate Do you have suggestions about how to tighten up the substitute program in BNI? Let us know in the comments. For more of Ivan’s content, go to IvanMisner.com. Complete TRanscript of Episode 579 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: Hi Priscilla. I am in Poland this week. It is my second visit to Poland, and what an amazing region this is. There are a ton of members. They have a big conference going on and they invited me to come speak. So I have a translator and I am talking about BNI. Priscilla: That’s great. Ivan: So today I have a guest on the show who has been on, I counted four times. Tom Fleming has been on the BNI Podcast, so this will make his fifth appearance on BNI Pocast. That tells you something about my opinion of his content. Tom is a really strong BNI Director. He has been a BNI member since 1996. He served as the Executive Director of BNI West Border Region since 2003 and his commentary on this topic today is really a result of his attending thousand of BNI meetings through the years and analyzing the statistics of BNI chapters over the last two decades. Tom, first of all, welcome to BNI Podcast again, Tom. It is great having you on. Tom: Yank you so much. Wow. Podcast number 579. Kudos to you, Dr. Misner. Ivan: It’s all the gray hair, you know, the longer you do this, the more gray hair you get, I think. You have a great topic. It is a topic that we have talked about a few times on the podcast, and my frustration with what I really felt was a good idea – and that is to allow people to have substitutes. But it is not working out quite as I had hoped because it has been abused a bit. That is really what you are talking about in this and I love the way you are framing this: Is the chapter smaller than it looks? In reading your notes, you were talking about effective attendance. What is the concept of effective attendance? Tom: We have been keeping our eye on this the past few years, especially during the summertime. By the way, I think the substitute concept is a good concept. It is just when it is abused. Effective attendance, just for easy numbers,

10.10.2018

Episode 578: Are Referrals Always Reciprocal? (Classic Podcast)

This is a rebroadcast of Episode 506. Synopsis Tiffanie Kellog joins Dr. Misner on the podcast today to talk about a different kind of referral: referrals to referral sources in your contact sphere. People in your contact sphere serve the same clients you do, but are not competitors. These are the people most likely to be able to pass you quality referrals. A referral to a contact sphere relationship can be more valuable than a referral to a single prospect over time. Once you go through the VCP process with this new person, s/he will introduce you to many qualified prospects. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 506 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, featuring Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you? Ivan: I am in Austria. Vienna, Austria this week at a BNI German-speaking conference. I have been here in Germany and Austria many times. They have some amazing members and Directors here, so I am really excited to be back. Priscilla: That sounds great. Ivan: So, today Priscilla, we have a guest someone who, I think we can say it’s official. She has been a guest on the BNI podcast more than any guest ever. That is Tiffanie Kellog. Tiffanie is a trainer with Ascentive in Tampla, Florida. She is a speaker and an author. She has done two books: The Four and a Half Networking Mistakes. I absolutely love that title. And Tiffanie has been on my podcast talking about that book, so if you are intrigued by that title, type “four and a half” in the BNI Podcast search engine and you can see my interview. She is also the author of a book called Knock the Socks Off Your Audience. That is s title that is really meaningful because Tiffanie has more crazy colored socks than anybody I know. That is sort of your thing, isn’t it, Tiffanie? Colored socks and – ? Tiffanie: Yeah. The crazier and more colorful the better. Ivan: So I don’t know if we talked about this last time. I think we did off-air. I don’t know what got into me but I had seen all these socks that she always has and I took a photograph of my sock drawer, which you have to understand is like all black socks with just one white sock. I sent it to Tiffanie and then after I sent it, I thought, this is actually kind of creepy of me to be sending her a picture of my black socks. But Tiffanie, thank you, you didn’t take it wrong. Tiffanie: No, I love pictures of socks. Anytime people see socks, sending me photos is totally fine. Ivan: Well good. Listen, it is great having you on again and we are going to talk about a topic that I don’t think we have ever talked about. I don’t think I have ever talked about it on any of my- we have never talked about it on the podcast and I have never talked about it in my presentation. That is really an interesting perspective on referrals. First question: are there other things you can have as a referral other than a referral to a specific prospect? I know the answer is yes. Explain it. Tiffanie: Yeah, so we are so used to in BNI “Here is the client I am looking for. Here is the prospect that I am looking for.” I think that is powerful,

10.03.2018

Episode 577: I Wasn’t Referrable!

Synopsis Meaghan Chitwood, Director of Global Training at BNI,  joins Dr. Misner to talk about being referrable. When Meaghan first joined a BNI chapter in Alabama, she’d just come out of the construction industry. Although she was now working as a business coach, she was still dressing to fit in on a construction site. She was focused on establishing credibility by knowing what she was talking about. One day, two of her fellow BNI members came to her and said “We want to help you, because right now you’re just not referrable.” Despite her dismay, Meaghan responded “Okay, so what are we going to do about it?” They explained that they believed she knew what she was doing, but the first impression people had of her was terrible. She didn’t look the part of a successful business coach. They connected her with other BNI members who helped her with her hair, makeup, and wardrobe. Four months later, a fellow member invested the money to help Meaghan buy the BNI franchise and become his business parter. If there’s someone in your chapter who isn’t referrable and you want to help, you can try saying “I really want to help you, and I have some suggestions on how you can be more referrable.” If you get feedback from your chapter members tell you that you’re not referrable, take a breath, ask yourself what part of it is true and what part of it you want to work on. That puts you in growth mode. If you’re open to feedback, you can achieve your dream referral. Always give feedback in a kind and compassionate way. Complete Transcript of Episode 577 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you today? Ivan: I am fantastic, Pricailla, and I am at home this week. I am in Austin, TX, looking at the beautiful lake and having the chance to talk to ou you and my guest today is Meaghan Chitwood. I love Meaghan. She is a fantastic BNI Director. She joined BNI in 2003 in the San Francisco Bay Area. Soon after she joined, her business really took off and allowed her to move back here she in now in Northern Alabama to be closer to her family. Within seven months of being back in Alabama, Meaghan became the Executive Director of Alabama North. She has been an Executive Director now for 14 years. Two years ago, she joined the Global Support Team at BNI Headquarters. She in involved with BNI Headquarters, although she is still working out of Alabama. She is the Driector of Global Training. She wouldn’t be where she is if she wasn’t open to feedback and willing to take action on the feedback, which is the topic that you are going to talk about today. THis is your first visit to BNI Podcast. Welcome, Meaghan. Meaghan: It is! Thank you so much I appreciate you having me. Ivan: I love this story that you are going to share. I think it is so powerful and every member needs to hear this, from both perspectives. Your perspective at the time that it happened as well as the perspective of the people that you were talking to. I think it is powerful perspective. You have a very specific story to share about being referrable. The floor is yours. The podcast is yours. Meaghan: Thank you so much. It was funny. I told this story a couple of years after it happened, and as I was telling the story, it felt like fiction,

09.26.2018

Episode 576: The Hardest Year of Membership

Synopsis Vickie Wacek, opera singer and executive director of BNI Vermont, joins Dr. Misner on the show this week to talk about why the first year in BNI is the hardest year of membership. The key to getting through that year successfully is setting expectations. Why the First Year Is the Hardest Year of BNI Membership * New members don’t know how to train referral partners. It takes repetition, feedback, and focus to perfect 1-minute and 10-mintue presentations. * It takes time to build trust with other members. Long-time members need to see that you’re going to stick around and show up before they refer business to you. The Member Success Program teaches you how to do that. * It takes a minimum of one year to start getting results from BNI. New members are often disappointed when they don’t see results after putting in so much time, but relationships take repetition to get results. You don’t expect oranges the first year you plant a tree. Share this podcast with the new members in your BNI chapter and encourage them to stick around for a second year. Complete Transcript of Episode 576 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you today? Ivan: I am doing fantastic and I have a guest on the podcast, Vickie Wacek. She has been involved in BNI since she was 24 years old. She started as a chapter member of one of the Burlington, Vermont chapters, The Champlain Connections, I think. Since 2012, she has been the Executive Director of BNI Vermont and I love this – she has taken the average membership of under $8000 per member each seat to over $36,000 per seat a year. When not leading and loving BNI, Vickie is a professional opera singer. I am going to come back to that. A teacher as well as a competitive ultimate frisbee player – that would be interesting- and an accordion trumpet player and an avid reader. That’s a lot, there, Vickie, but I want to talk about the opera singer thing. Absolutely true story. Vickie came out at the last BNI conference. She stood up, and oh my goodness. From this little person came out this amazing opera voice. Now, I was sitting way back and I heard you start to belt this song. I didn’t hear the introduction. I turned to my wife and David, “That’s not really Vickie Wacek is it? Yeah, that’s Vickie.” You have an amazing, amazing voice. Powerhouse voice. From such a small person, I am really impressed. Welcome to my podcast: Vickie: Good use of being an opera singer- you can make a lot of noise without a microphone. Ivan: Yes, you can. And you said something before we went on air about a little person with a big voice and how that applies to BNI. You said something about BNI to be sure. Vickie: Ivan, you are not the first person to say, “You are so tiny. How do you make so much sound?” I have been teaching people to sing opera for almond 17 years now, and I have several degrees in opera singing. Size does not matter when it comes to vocal chords. The chords do not care how big the body is. You could be 4’5″ and weigh 70 pounds and make a huge sound. Size or weight doesn’t matter, so yeah, I like to brag about that. You can be tiny and loud.

09.19.2018

Episode 575: How to Become a Key Person of Influence

Synopsis Kevin Harrington, one of the original “sharks” on Shark Tank, joins Dr. Misner on the show today to talk about how to become the go-to person in an industry. When Dr. Misner started BNI, he wanted to be the go-to person–the person everyone thought of first. To become a key person of influence, you have to put yourself out there and build your personal brand. People need to see your name everywhere and know what you’ve accomplished. Publishing a book is a key part of this process, as are speaking engagements, press releases, social media–and your personal network. If you want to take your business to the next level, you need a dream team of experts. Your BNI chapter is part of that dream team. Kevin has partnered with the Zig Ziglar’s family to produce a free video series called Zig Secrets. If you go to zigsecrets.com, you can download a free cheat sheet with the secret 3-part process that Kevin has used in every successful sale to generate more than $5 billion. Complete Transcript of Episode 575 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief Visionary Officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you and where are you?? Ivan: I am in Charlotte at their global support this week, doing some presentations here at BNI. I love doing it. Priscilla: That’s great. Ivan: So, we have a special guest on the podcast today. He is an original on Shark Tank, the hit TV show in the United States. They have similar shows around the world. He is the creator of the infomercial. He is a pioneer of the As Seen on TV Brand and he is the co-founding Board Member of The Entrepreneurs Organization. That is Kevin Harrington. Kevin has pushed past all of the questions and excuses to enjoy immense success. His legendary work behind the scenes of business ventures has produced well over 5 billion dollars in global sales. He has launched more than 500 products, making a lot of people millionaires. 20 of his companies have topped 100 million dollars in revenue for their business. He is my guest today on BNI Podcast, Kevin Harrington. Kevin, welcome to the show. Kevin: Hey, thanks for than introduction. It is great to be here. It’s great to hang out and talk a little bit of business and entrepreneurship today. It’s exciting. Thanks for having me. Ivan: It’s fantastic to have you on. I am a fan of Shark Tank, I enjoyed watching you on the show. It’s a show that has done some amazing things. One of the things that you wanted to talk about today, which I think is fantastic, is how to become the go-to person in an industry. I think this is so important and it is what I wanted to do when I started BNI. I wanted to be the go-to person. It’s one of the reasons that I started BNI. So talk to my members about that a little. Kevin: I’ll go back. Pre-Shark Tank. I was an entrepreneur for 40 years, and I would build a business in a market and always try to become the number one in the business if I could. If I was in the heating business, I wanted people to think of me when they needed a furnace or air conditioning system. That was way back when I was in college. But then, as I got into the infomercial As Seen on TV space, when somebody cam out with a new gadget, I wanted to get that phone call so that they would come to me before anybody else.

09.12.2018

Episode 574: Knock the Socks off Your Audience (Classic Podcast)

This is a rebroadcast of Episode 489. Synopsis Tiffanie Kellog joins Dr. Misner this week to share some tips from her new book, Knock the Socks Off Your Audience. One of her favorite presentation formats for referral generation is called “Three, Three, and Three”. First Third of Presentation Tell people why you do what you do (your emotionally charged connection). Second Third of Presentation Share success stories about how you’ve helped your clients. Final Third of Presentation Conclude with your call to action. You can include more than one, for those not yet ready to refer you. Remember, you don’t want to sell to your fellow members: you want to sell through them. Be as specific as possible about the referrals you want. Always respect the time limit: your audience will stop listening when the bell sounds. Brought to you by Networking for Success YouTube Channel. Complete Transcript of Episode 489 – Priscilla: Hello everyone and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: I am in the San Diego area today, Priscilla. Thank you for asking. I understand Tiffanie, that you are up in northern California for the Ascentive Conference. Am I correct? Tiffanie: I am. Ivan: You have been a coach with Ascentive since 2006. It is great to have you back on mypodcast. We did a podcast last month, and we did it about inviting visitors to your featured presentation. You have a new book that has just come out this week, and I have invited you back to the podcast. I should also say that you are the author of Four and a Half Networking Mistakes, and you are on my Networking for Success Channel on YouTube, which Priscilla just mentioned is the sponsor for this podcast. So you are joining me on the Networking for Success Channel. You have done this book. You have been on my podcast several times, and today you are going to talk about knocking the socks off your audience. You use that phrase. You use that phrase often. But for you, that phrase has a special meaning, doesn’t it? Tiffanie: It does. I didn’t start off trying to start a sock collection. In the fall of 2015, my husband and I thought it would be kind of fun and a good marketing thing to see how long it would take me to wear every pair of socks I had in my closet. The rules were simple. They had to be fun or colorful. They couldn’t be just plain socks. And I could only wear them once and then I would have to move on. This started in October of 2015 and I am still going with wearing brand new socks. I actually have over 250 pairs of different socks that I wear and I have become known as kind of the gal with the crazy socks. Ivan: Crazy socks is an understatement. They are insanely crazy. Just go to Tiffanie’s website: TiffanieKellog.com. And you can see. Certainly, in the “About” section, there is a great picture of one of the pairs of socks. Tiffanie, we have known each other a long time, and I am going to share something with my audience. It could be creepy. I asked you and said, “This isn’t creepy, is it?” And you said, “No, no, no, it isn’t creepy.” So I have seen all of these socks that you have and I always laughed because they are so colorful.

09.05.2018

Episode 573: Dude, Where Are My Wheels?

Synopsis This week, Dr. Misner shares a story of an early lesson he learned on the value of networking. He was working at a hardware store in South Belmonte while getting his bachelor’s degree. One night after closing up, they found one of the employee’s cars on concrete blocks–someone had stolen all the wheels. One of the other employees, who lived locally, said “Calm down. Go back inside. Let me make some phone calls, and I’ll tell you when you can come back out.” When Dr. Misner and the owner of the car came back out of the store, all four wheels were back on the car, shiny rims and all. The local employee had friends in the gang that was known for stealing wheels. All it took to have the wheels returned was one phone call to a person this employee knew well. This experience brought home the lesson that it’s not what you know or who you know, but how well you know them. If you have a story about a real-life networking lesson you learned, share it in the comments. For more of Dr. Misner’s content, go to IvanMisner.com. Complete Transcript of Episode 573 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief Visionary Officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you today? Ivan: I am doing fantastic today, Priscilla, and. I have a topic that has a very unusual title. Would you not agree? Priscilla: I definitely agree and I am totally curious. Ivan: So I recently visited Los Angeles where I grew up and lived for many, many years. I was driving through an area where I grew up around and I was regaling my wife with a story about a job I had in a pretty tough neighborhood when I was in college. At the end of the story, Beth said to me, “You have got to tell this story in the podcast.” So here it is. It is sort of one of my early lessons on the value of networking. I grew up in a really working class environment early in life. It was roughly 1975 and I was working on my bachelors degree while I was employed at a hardware store in South Edmunde California. You have to understand that South Edmunde was a pretty tough neighborhood with a fair number of gangs that were active in the area. We closed the hardware store one evening at 7 pm and it took about 30 minutes to close all the resisters and leave the store. In that 30 minute period, a lot could happen, particularly in that neighborhood. So around 7:30, we walked around the store and we found one of the employee’s cars sitting in the parking lot literally propped up on blocks. Someone had stolen all four of the wheels and left the car on four concrete blocks where it sat in the parking lot. Basically, in the time it took us to get off work and walk out there. Clearly, my friend, the person whose car it was was apoplectic when he walked out. He went absolutely crazy. What’s amazing to me was that one of the other employees who lived locally said to the guy with the car with the missing wheels. He said, “Calm down. Relax. Let me make a call. Give me just a few minutes and let me see what I can do. You guys go back in the store and wait and I willlet you know when you can come back out.” I’m not kidding. Within an hour, he came into the store and said, “Okay. It’s alright. You can come back out.” We went back into the parking lot and lo and behold, there was this guy’s car with all of his wheels, bright shiny rims and all reinstalled back on his car good as new. It turned out that that the local employee had friends in the gang that was known for he...

08.29.2018

Episode 572: Focused Invite Days

Synopsis Charlie Teixera from BNI Hawaii joins Dr. Misner this week to talk about focused invite days. By using this approach, Charlie’s chapter had a 25% increase in membership and a 35% increase in Thank You for Closed Business. A focused invite day is a day each month where the whole chapter invites visitors who are in the featured presenter’s contact sphere. That means every member gets a day where the entire chapter is focused on bringing the most likely referral partners for that member to the meeting. Leading up to these focused invite days, the leadership team provides education to the chapter members about what contact spheres are and ways in which members should invite visitors. There are five key ingredients to the success of focused invite days: * Support from area and regional directors and your chapter’s leadership team with the education process and the invitations. * Asking all members to write down and share their reasons why growth is important and inviting visitors is advantageous. * Consistent and kind reminders to the members in advance of the focused invite days, including recognition for those who have invited visitors already. * Holding members accountable for following through with their invitations. It inspires everyone to see who has accepted invitations. Seeing your work pay off and how it helps your fellow members is a great motivator. * Focused invite days help with retention by re-focusing on contact spheres. The chapter helps existing members recognize who can help them grow their business and then invites those people as visitors. It takes a little time to build up momentum with focused invite days, but if you follow the process consistently every month, it will pay off. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 572 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief Visionary Officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: I am at Global Support in Charolette, North Carolina this week, Priscilla. It’s always great to visit headquarters. I have a special guest today on BNI Podcast. Her name is Charlie Teixeira. She is a BNI member in Hawaii and she is the owner of North Shore Embroidery which runs the Route 99 Hawaii line. She’s been a member of BNI for 7 years and a Director Consultant for 4 years. Charlie, welcome to BNI Podcast! Charlie: Hello, Ivan. Good to be here! Ivan: It’s great to have you on. We are going to talk today about a concept that you have been applying to you chapter called “Focused Invite Days”. Your director [Joan Shiree] loved it so much. She said that I had to bring you on to the podcast, and you and I had met so I was happy to do that. In the last year- in the last roughly around June to May 2017 to 2018, you had a 25% net growth in your membership by using this approach- which is awesome! And which is incredibly impressive to me, is that you had a 35% increase in your Thank you for closed business. So, well done! And well done to you chapter! You went from the grey to the green in 1 year by using the things that you’re talking about with the “Focused Invite Days.” So, your 5 key takeaways, let’s see if we can hit on as many of these as we can. First is “Support from your leadership.

08.22.2018

Episode 571: The BNI Foundation–What’s in It for Me?

Synopsis Kevin Barber joins Dr. Misner on the podcast this week to talk about why the BNI Foundation is relevant to the average BNI member. * Social consciousness is extremely important to younger generations of business professionals who may be considering BNI membership. * You can’t have an organization with the philosophy “Givers Gain” without wanting to support social causes. * Getting involved in your community makes your chapter and your business more visible and introduces you and BNI to people you would never have met otherwise. As a BNI member, you can contribute financially to the BNI Foundation, but you and your chapter can also get involved in your local community by offering your time and your talents through the Business Voices program. One of the most important things you can do is teach basic business skills and networking to students. Many chapters and BNI members are already doing work in their communities. Let your area director and the BNI Foundation know what your chapter is doing. Contact the BNI Foundation and tell them you heard about Business Voices on this podcast. For more of Dr. Misner’s content, go to IvanMisner.com. Complete Transcript of Episode 571   Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief Visionary Officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you today? Ivan: I am fantastic, Priscilla, and I have a special guest on today’s podcast, Kevin Barber. Kevin has been a BNI Director for 13 years. He manages 41 chapters. He has over 1260 members in his region. Here is the really important thing. Last year, he generated $100,000,000 in thank you for closed business, and since he started 13 years ago, more than a half a billion US dollars worth of business. Kevin is a BNI Director in Germany, although you won’t recognize it from his accent. He is the person who started the BNI Connect Five, so if you have ever seen any of the incredible videos called BNI Connect Five, he is that man, and you may recognize his voice from that. He was a really important contributor to helping support BNI Connect when it first came out, and Connect Five was a major part of that. Kevin is today the Chairman of the BNI Foundation. I count him as one of my personal friends. Kevin, welcome to the BNI Podcast. Kevin: Thank you, Ivan. It is a pleasure to be here. Ivan: So our topic today is the BNI Foundation. Obviously, you are a BNI Director. You have a lot of members. Referrals are extremely important to the organization. You have also been incredibly supporting of the organization through the foundation. And you are currently the chairman of the BNI Foundation globally. Why is the BNI Foundation relevant to the average BNI member or director? Kevin: Well, when I started BNI in early 2005, fairly quickly, we go to the point there other people were asking me, “What can I do for you?” I really wanted to tell them to do something for charities close to my heart. That was what I was interested in as a person. I just didn’t feel comfortable doing that because BNI is not about charity. BNI for me, was you joined BNI to get more business, not to ask people to give money to an organization. So for very many years, i was extremely cautious and never even mentioned a...

08.15.2018

Episode 570: More 1-2-1s = More Referrals (Classic Podcast)

This is a rebroadcast of Episode 472. Synopsis Because you give away a little bit of your reputation when you make a referral, trust is very important to the referral process. BNI can accelerate the process of developing trust between BNI members through regular 1-2-1s. To be effective, a 1-2-1 needs to be both structured and social. The more you can find overlapping areas of professional and personal interest, the more successful your 1-2-1 is going to be. The Gains Exchange form (see below) is an effective tool for discovering these common interests. As you can see from the graph below, there is a direct linear correlation between the number of 1-2-1s conducted and the number of referrals given and received. Those who do three or more 1-2-1s per month give and receive twice as many referrals as those who do one or fewer 1-2-1s in a month. Listen to Episode 191 for a great example of how this works. Do you have a story about how 1-2-1s have helped you get referrals? Share your story in the comments. Brought to you by Networking Now. Complete Transcript of Episode 570 – Priscilla: Hello everyone and welcome back to the Official BNI Podcast, brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: Well, I am actually home this week. I am in Austin, Texas trying to catch up on some of my writing. Today I am going to talk about, I think, a really interesting topic. It is based on some research that Beatrice Sparacino did recently. It is about 1-2-1s. When you give a referral to someone, we have talked about this in the podcast before- when you give a referral to someone, you give a little of your reputation away. If it is a good referral, it enhances your reputation. If you give a bad referral, it hurts your reputation. The referral process works most efficiently if you know, like and trust someone. Trust is particularly important. Therefore, referrals and trust tend to go hand in hand. Trust is important to the referral process. How do you expedite that within the context of networking? How can you move that along? BNI can be, I think, an accelerator of the proces, reducing the time required to build trust between individuals. One of the best ways to accelerate that trust is through regular 1-2-1s. Research involving hundreds of BNI members in Europe was recently concluded by Beatrice as part of her thesis in Milan, Italy. She had a really interesting thesis, and over the next few months, I am going to be sharing some of the results of that. I have co-authored an article with her in SuccessNet. That is what I am talking about today, material from that article. In here, there will be a graph. So if you are listening to this on iTunes, when you get a chance, go to bnipodcast.com so that you can see the graph that I am going to be talking about. I am going to post the graph up here. What is key in conducting an effective 1-2-1 is that it needs to be both structured and social. It’s kind of interesting. You want it structured but you also want it to be social- a combination of a business discussion with enough personal information to allow both parties to get to know one another better. If you continue the process, you will soon discover that this is the key to overlapping the areas of professional and personal interest. The more you can find overlapping areas of professional and perso...

08.08.2018

Episode 569: Body Language and Networking

Synopsis Body language can be a powerful attractant–or deterrent–in networking. Here are four questions that the media have asked Dr. Misner over the years about body language and networking. What can you do to increase your confidence and come off as a warm, friendly, knowledgeable person? People overthink this. It comes down to being more interested than interesting. Just practice being an interested interviewer and an active listener. What’s the latest reputable science saying about hand gestures and how they affect the way we’re perceived by other people? In 2015, analysis of hundreds of hours of TED talks found that the most popular speakers used twice as many hand gestures as the least popular speakers. Is it true that the so-called “power pose” may not be as effective as research originally showed? The “power pose” is great if you’re Wonder Woman or Superman, but for mere mortals, not so much. Just be your best self. Most importantly, maintain good eye contact. How close should you stand to people when you’re talking to them? “Personal space” varies a lot from culture to culture. In North American culture, you should stand roughly an arm’s length away from people. Stepping into someone’s cultural space can make them very uncomfortable–especially a member of the opposite sex. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 569 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief Visionary Officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you today? Ivan: I am doing fantastic. I am in Austin Texas where the heat is crazy this summer. It’s crazy. Priscilla: I bet. Ivan: Today, I want to talk about body language and how it can be a really powerful attractant or deterrent when it comes to building networking relationships with other people. People kind of assess you visually within the first few minutes of meeting you. Over the years I have been asked a lot of questions about body language by the media. Here are four questions I have been asked over the years and what the answers are. The first one is what can you do to increase your confidence and come across as a more warm person in terms of body language? The answer to that is that I think people over think this one. The answer is pretty straightforward. If you are having a conversation, be more interested than interesting. I have talked about that in a podcast before. If you are meeting people, practice being an interested interviewer and an active listener. Learn about them and during the process, make sure your expressions match that interest. Don’t look bored. Look engaged. Do that with a smile, an appropriate reaction to a comment, a few nods – not like a bobble head doll – and a few nods. Also, use your eyebrows to show your reaction to comments. Don’t do this unauthentically. If you show interest in other people, you will be amazed at some of the stories you hear and people that you meet. You know, be sure your eyebrows, if you are confused, that they scrunch down, and if you are interested or surprised by something, you raise your eyebrows. My friend Sam Warren calls this the eyebrow test to really show interest and con...

08.01.2018

Episode 568: Networking Up, Part 2

Synopsis In Episode 530, Dr. Misner talked to Mike Macedonio about “networking up.” That episode focused on hanging out where successful people are and how to connect with them. Today, Dr. Misner wants to share some additional suggestions about how to network above your weight class. * Embrace discomfort. If you’re not uncomfortable connecting with someone, you’re not aiming high enough. * Don’t sell to them. Nothing will shut down your chance for a real connection faster. * Don’t complain to them. You don’t want to be remembered for complaining. * Don’t be a sycophant. It’s fine to acknowledge their work, but don’t overdo the fandom. * Work within the context of the meeting. Connect what’s happening at the moment * Find out what they’re currently interested in. Do your homework before meeting them–or at least look them up on your phone at the event. * Add value. Offer help with something they care about. * Don’t assume they remember your name. They meet hundreds of people at every event. Remind them of your name and how they met you. * Don’t sell to them! It’s the biggest mistake if you’re networking up, and it’s worth repeating. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 568 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief Visionary Officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: I am in Montreal, Canada this week attending a TLC event and also speaking at a BNI event. Priscilla: Great! That is a beautiful part of the world right there. Ivan: It really is. It’s absolutely beautiful! I’ve been here several times. I love it. Today I’m talking about Networking Up part 2. So, we did a podcast- it’s podcast number 530, where I talked with Mike Macedonio about Networking Up. We’ve all heard the advise “you become the people who you hang out with,” which means that you not only need to surround yourself with successful people or however you define success, but you also need to continually network up and raise the bar for yourself over time. Now, Mike and I mostly talked about hanging out where successful people are and learning how to connect with those people. But what I want to do today is give you a number of points, about half a dozen or more, in addition to learning how to hangout where successful people are. I want to give you some other points that I think can really make a difference. You know, I’ve always believed that there’s generally plenty of room at the top, but it’s the bottom that’s really crowded. So, here are some suggestions on how you can network above your weight class and move up into networking with stronger people. In addition to hanging out where successful people’s relationships, the next thing is to embrace discomfort. If you’re not uncomfortable connecting with someone, then you’re not aiming high enough. I’ve been there and I understand this feeling. However, you need to get past that and go talk to them. So if you meet somebody or see someone at an event, it’s really important to go on up and talk to them. Your discomfort may be a sign that this is the exact person you really should be talking to.

07.25.2018

Episode 567: Find the Wow in Referral Passing

Synopsis Tony Kanak joins Dr. Misner this week to talk about an unintended consequence of the success of BNI Connect: BNI members are dialing back the “wow” in referrals passed during the BNI meeting. When Tony first came into BNI, he was blown away not only by the fact that people were passing business to each other, but by their excitement about doing so. Now when he visits BNI meetings, he often sees people saying “Oh, I put one in the system.” A visitor to BNI isn’t even going to know what that means, much less get excited about it. BNI Connect is a great thing, but it’s important to maintain the excitement of the referral part of the meeting every week. BNI is a referral marketing organization. Tell the group who the referrals are for and what the person you’re referring is looking for. “Specific is terrific” goes beyond asking for referrals: it also applies to passing them. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 567 – Priscilla: Hello and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the founder and chief visionary officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you today? Ivan: I am doing great, Priscilla. Thank you you so much! We hav a guest on today’s podcast. His name is Tony CONIC?* Tony is a sales coach and trainer. He’s and area director for BNI Delaware Value regions and he’s got a really interesting topic. It’s about finding the WOW in referral passing. It’s sort of a good and the bad of the BNI Connect system- and I wont say bad. It’s the good and the challenges in the use of BNI Connect system. So, Tony tell us what you have in mind here because I completely agree with what you are going to say next. Tony: Well, I’ve traveled a lot this last year for work, Ivan. And I always make it a habit to try to fly in early for a meeting, conference, or anything like that so I can go to a couple of BNI chapters and the local market- just to see things from there because we work all around the country. I noticed the difference, between when I came in BNI 15 years ago, and what I see today in a lot of ways but in one specific point- whic chi think is the most important point of the BNI meeting; when people stand up and give a referral or tell a great testimonial about one of their partners. And the only thing I can equate it too is, the progress we’ve made with BNI connect system over the years, its so good and people are relying on it so heavily, that they’ve dialed back what I call the, “Wow in BNI.” When I came into BNI, there was no BNI Connect system, as there wasn’t for many of our folks. I was a chamber expert. I was in 4 chambers before I came in, I was an ambassador of the chamber. I just remember running into a financial guy at a chamber function and saying to him, “Hey, we should add a piece to this chamber of commerce. Like a part at the end where we can either get each other into each other’s accounts or bring them in like we used to do when I was in Wilmington, Delaware.” It’s a really tight knit community. Everybody knows everybody. And everybody has everybody’s back and they try to get them in. Unfortunately for me, he was the financial advisor that had tried to get into BNI but couldn’t because all spots were filled. But he did sub for his partner and he knew what it was and he got me an introduction. When I came in, the thing that blew me away was, in a tiny little restaurant in a back room thats mostly dark- picture ju...

07.18.2018

Episode 566: Collaboration Using BNI Connect

Synopsis Lorrie Nicoles joins Dr. Misner this week to talk about using BNI Connect as a resource for collaboration. Lorrie is working on a book and was looking for other professional writers to interview. She searched BNI Connect and found 90 writers in the US–but only 40 of them had their email addresses listed. BNI Connect is an incredible resource. Not completing your BNI Connect profile is like taking out a full-page ad in the newspaper…and leaving it blank. BNI Connect isn’t just about getting business. It’s about being available. You can network for knowledge as well as for referrals. If you don’t complete your BNI Connect profile, you’ll miss out on all kinds of opportunities. If you haven’t done it yet, go to BNI Connect now and complete your profile. Make sure to include your photo and your email address. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 566 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: Hi, Priscilla. I’m in Galveston right now. I have a condo in Galveston and we have an event this weekend in Houston, so I’ll be speaking in the eastern region this week. Part of my travels visiting BNI. Priscilla: Okay, well that sounds good! I hear that you have a special guest today. Ivan: I do, indeed: Lorrie Nicoles. Lorrie is the founder of Tora Writing Services. She’s the written word consultant and content editor. She calls herself a “word nerd.” I love that, Lorrie. It’s funny! But what I thought what was most interesting about your bio was that you had a career as a Mind Planning Engineer. You basically translated other engineers for the rest of the population through software documentation. That must have been mind numbing and if anything, what you do now has got to be more fun than that. Lorrie, welcome to the BNI podcast show. Lorrie: Thank you, Ivan! Yeah I was not in engineering for very long, and the mind planning engineer does not get to live in the urban centers- which is where I grew up. So I left that field. I don’t like to think back and beyond, but living there just was not going to work for me. And yes, translating engineers can be mind numbingly boring. Ivan: I can imagine! So we are going to talk a little bit about BNI Connect and how it can be a resource for collaboration. I think this is so important, I’ve talked about it in previous podcasts but you have an interesting story that I wanted you to share. You searched BNI Connect for writing services, talk about that a little bit. What was the journey that you went through? Lorrie: Well I am in the process of finishing up my book called, “How To Be A Writer Without Writing A Book.” and what it talks about are different types of ways to make money as a writer without actually writing a story or worrying about publishing. There are lots of different types of writers. I know what I’m good at and I know what I’m not good at. And I wanted to have insight into some of those other specialties that I knew were not my strength. I knew I could’ve researched it, but I also wanted to have quotes and comments from the people who are actually doing that kind of writing. So I got on BNI Connect and I would see all the ot...

07.11.2018

Episode 565: LCDs in Your Weekly Presentation (Classic Podcast)

This is a rebroadcast of Episode 471. Synopsis The LCD in the title does not mean “liquid crystal display.” It stands for Least Common Denominator, a term from mathematics. If you can break your business down to its smallest components and focus on just one aspect of your business in your weekly presentations, it works much better than providing a laundry list of things you do, or a vague and meaningless term like “full-service.” For instance, a real estate agent might do 60-second presentations about first-time home buyers, condos, single-family-homes, investment properties, house flipping, downsizing your home for empty-nesters, buying a larger home for a growing family, the communities you focus your business on, and so forth. No matter what your business is, you know enough about it to break it down in the same way. If you do a whole series of LCDs over the course of a year, by the end of the year everyone in your chapter will know so much about your business that they can give you great referrals. Make up a quick list of ideas for LCD presentations right now. Share your list–and your stories of how LCDs worked for you–here in the comments. (Hear more about this topic in Episode 221: Your Business 101.) Brought to you by Networking Now. Complete Transcript of Episode 471 – Priscilla: Hello everyone and welcome back to the Official BNI Podcast, brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: I am in Charlotte, North Carolina today at BNI headquarters doing Director Orientation Training. BNI Directors from all over the world come to the global headquarters and get trained. So I am visiting. They go for three days of training, 24 hours. They get out there and hopefully help members worldwide grow their businesses. Priscilla: That’s great. So- Ivan: Today – oh go ahead. Priscilla: I was just going to ask you what this LCD episode is about. Ivan: You know, I just realized somebody was asking me about LCDs the other day because I talk about them in Givers Gain. I think it is in our orientation audio as well. In fact, I am sure it is. So they asked me about it and I said to look up a podcast on it and get more details. Then I looked up a podcast just to make sure it was there and I have never done a podcast where I do a deep dive into LCDs. So that is what today is, to give a little bit more description to people. LCD stands for least or lowest common denominator. It is actually part of algebra, where you take your least or lowest common denominator when you break a number down to its smallest increment. Believe it or not, this actually works in networking or doing presentations as well. If you can break your business to their smallest piece, it works so much better in BNI. So you talk about your business and really chunk it down and talk about just one aspect of your business, we have found that it works much more effectively than trying to say everything that you do. Now, I talk about this in a different variation in episode 221, so if you are listening to this one, go back and listen to 221, where I talk about Your Business 101, where you break it down. The usual term that I use with this is the least or lowest common denominator. You see,

07.04.2018

Episode 564: What’s in the Way Becomes the Way

Synopsis When Dr. Misner was a child, his teachers all had the same complaint: “Ivan talks too much.” What his teachers saw as a problem ended up being an advantage. Dr. Misner’s job is to talk to people, and he gets paid well to do it. The secret here is to take the thing that’s in the way and channel your efforts in a manner that makes that problem part of the solution. In 1985, Dr. Misner had a massive thing in his way. He’d lost a client and could hardly the mortgage, so he started a referral group to help himself and his friends generate more referrals in a structured way. That group became BNI, bringing success not just to Dr. Misner, but to thousands of business owners around the world. Successful people know how to focus on a roadblock and turn it into an overpass. What’s been in your way that you’ve turned into an advantage? If something is in your way now, how do you plan to channel it? Share your experiences in the comments. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 564 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you today? Ivan: I am doing fantastic, Priscilla, and I am in Austin, Texas. I have decided not to travel this week. I have spent so many years traveling during my birthday that I decided this year, I am going to stay in town. My birthday is in just a few days. It’s June 30, so I am in Austin, Texas, this week. I’ve got, I think, an interesting topic: what gets in the way becomes the at. You have no idea what I am about to talk about . Priscilla: No, I don’t. But first, can I say Happy Birthday? Ivan: Yeah. Absolutely. Thank you very much I appreciate it. When I was in elementary school, I generally received pretty good reports from my teachers. However, one thing came up time and time again, and it was a comment by almost every teacher I had: Ivan talks too much in class. That’s what they all said. Now, my other had numerous conversations with me about this, but really, it was to no avail. I figured that she through my grades were pretty good and she generally liked to pick and choose her battles about issues. So she didn’t’t really push the matter, and so I talked. And I talked and I talked and I talked in clase. It showed up on almost all of my report cards. My teachers felt that it was a problem for me in school. My mother, on the other hand, didn’t give me too much grief on the subject. While the teachers generally thought it was a roadblock to my learning, I think they may have been wrong on that. What my teachers saw as a problem ended up cutting an incredible passion: I talk. I talk a lot. I talk to individuals, small groups, middle sized groups, large groups and massive groups. Any way that you cut it, I am a talker. In fact, I get paid a crazy number to talk to companies, associations and organizations. I love to share ideas, I love to coach people, and most of all, I love to inspire other people. To do that, I talk. Over the years, I have learned that oftentimes, what is in the way becomes the way. My talking too much in class was thought of as a roadblock by my teachers. In fact, they almost had me convinced that it was a problem. My mother, not so much. She didn’t see my talking as a big issue and that gave me the freedom to really be myself. Sure,

06.27.2018

Episode 563: The Referral Part of the Meeting

Synopsis This week we’re revisiting a topic we covered in Episode 551, “Announcing One-to-Ones During Referrals”. Today’s guest, Kip Kint, Executive Director of BNI Utah South, joins Dr. Misner to talk some more about the referral part of the meeting. In his comment on Episode 551, Kip asked whether it would make sense to include the TCYB (Thank you for closed business) in this part of the meeting. The problem, however, is that it’s too easy to turn “Thank you for closed business” into “Thank you for giving ME business,” and there isn’t really time to give someone a proper thank-you. The referral part of the meeting–this 30 to 60 seconds per member–is the whole reason that Dr. Misner created BNI. This part of the meeting is what makes BNI a referral marketing organization. This is why it’s so important to maintain the integrity of this part of the meeting and not allow feature creep. This is not the “slips” part of the meeting. It’s not the “I have” part of the meeting. It’s the referral part of the meeting. If you don’t have a referral, give a specific, heartfelt and meaningful testimonial to another member. When you give the referral, include some information about how and why you gave this person this referral. When you’re very focused, you’re more likely to get results. Keep the referral part of the meeting focused on referrals. Brought to you by the Networking for Success Channel on YouTube.   Complete Transcript of Episode 563 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the founder and Chief Visionary Officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you today? Ivan: I am doing fantastic today, Priscilla! Today we’re revisiting a topic that we did some time ago. It was episode 551 Announcing 1-2-1’s During Referrals, I did that podcast. And our guest on today is Kip Kint. Kip and I were talking about this podcast and we came up with some ideas to add to that podcast- because this is such an important part of the meeting. So, I invited Kip to be on this podcast. Kip is the Executive Director at BNI Utah South. He’s been a member of BNI for 13 years. He is a trainer, speaker, and business coach for nearly 20 years. He’s the author of, “You Can If You Will – How to Succeed Through Commitment and Accountability.” He lives ins Saint George, Utah, with his wife and family. Kip, This is your first time on BNIpodcast.com, welcome! Kip: I’m excited! Thank you for the warm welcome and I’m excited to talk about this topic today! Ivan: W head an interesting. Conversation about the referral part of the meeting and this particular podcast. Do you want. To talk a little bit about that conversation and where it lead us in terms of what we should be doing? Kip: I don’t know if you recall, Ivan, but there’s a comment section on your podcast after you’ve posted them. I was one of those commenters from 551 because in my mind I’m thinking, “Okay, I think Ivan might have left something out here. What about announcing thank you for closed business during the referral part of the meeting?” Because I was mislabeling.

06.20.2018

Episode 562: How to Get Referrals

Synopsis Tiffanie Kellog, who holds the record for most frequent BNI Podcast guest, joins Dr. Misner on the show today to share a specific, proactive referral-generation strategy. Here are the steps you need to follow. * Schedule a one-to-one with someone in your chapter that you’re at high credibility or even profitability with, someone you’re willing to share your database with. (If you’re new in the chapter, schedule one-to-ones with everyone in your chapter to establish credibility.) * Go through every person in your database, describe them briefly, and ask whether that contact would be a good referral for the person you are meeting with (e.g. “This is a dentist with two offices in this town,” or “This is a mother with two children under 5”). Select a small number of top choices to introduce to this person. Then switch places and go through your referral partner’s database. * Strategize on the best way to make the introductions. Do you want to send a letter? An email? Hold an open house? Invite the person to your BNI meeting? If there are a lot of potential referrals, spread the introductions out over several weeks. * Start making introductions and check in with each other on how well the process is working. If this referral-generation strategy works for you, let us know in the comments. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 562 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CAlifornia. I’m joined on the phone today by the founder and chief visionary officer of BNI, Dr Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: I am in Los Angeles at the founding region of BNI this week. I’m going to be doing an Ask A Founder session in the Claremont area, which is in San Gabriel Valley -the founding region of the organization. Priscilla: Oh, that sounds great! Ivan: Yeah! It’s good to be in my old stomping ground. Priscilla: Who is our guest today? Ivan: Well we have a guest today, who has been on a number of times; Tiffanie Kellog. She has been a BNI member since 2005. She’s a reoccurring guest on the BNI podcast. This is her seventh guest appearance on the BNI podcast. I believe she now officially holds the record for the most requested guest back on the BNI podcast. Tiffanie, congratulations! You are also the author of Four and a Half Networking Mistakes and Knock the Socks Off Your Audience. She is one of the top assentive facilitators in the world and she has her own podcast, Brunette Business. It’s found online at TiffanieKellog.com. Tiffanie, welcome to BNI podcast for the seventh time! Tiffanie: Thanks for having me back! Ivan: You bet! We are going to talk here about how to get referrals, and particularly a proactive process that you’re recommending. Now, if you listen to this podcast, you’re listening to somebody who has not only been a member for more than a decade, she’s also a trainer on networking. She knows what she’s talking about here. So tell us a little bit about how people can get more referrals in BNI. Tiffanie: So I want to share a specific proactive referral generation strategy. I know that we’ve got lots of opportunities in BNI to kind of let the referrals come to us, but I think if we had the opportunity to focus and create those referrals, we’ll see amazing results.

06.13.2018

Episode 561: Is a Facebook Endorsement Really a Referral? (Classic Podcast)

This is a rebroadcast of Episode 467. Synopsis This post is part of the Ask Ivan series. If you have a question for Ivan Misner, email AskIvan@bni.com. Michelle asked this question after discussions with fellow BNI directors and members. If I stand up as a member and give my weekly presentation and say that my referral request is that you “Like” my business Facebook page, can my fellow members “Like” my business and submit a referral? To answer this question, we have to return to the definition of a referral. A referral is the opportunity to do business with someone who is in the market to buy your product or service. As a BNI member, you can redefine “referral” as it applies to you only. For some people, a referral to an unpaid speaking engagement can lead to a lot of business. So is it a good idea to count a Facebook “Like” as a referral? * Is it really an opportunity to do business? * How would the VP perform the referral reality test? * Is it going to generate a “Thank you for close of business”? Dr. Misner believes a Facebook “Like” is an endorsement, but not a referral. Your group can ask members to “Like” each other’s pages and recognize them for doing so without counting them as referrals. Brought to you by Networking Now. Complete Transcript of Episode 467 – Priscilla: Hello everyone and welcome back to the Official BNI Podcast, brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you and where are you? Ivan: I am on the road still. I am in northern California at the Transformational Leadership Council meeting. I have mentioned it a number of times here on the podcast. I am a member of TLC, which is the organization which was founded by Jack Canfield, who wrote this book series, Chicken Soup for the Soul. We do these events twice a year. I really learn a lot and come back to BNI with a lot of great concepts from it. Priscilla: Great. Well, what is this topic that you have about Facebook? Ivan: There is a broader topic in here. That is what constitutes a real referral. The question, as it was asked- it was asked by Michelle. Michelle is a BNI Director. The question is pretty straightforward. It also has an addendum. I will read the whole thing. Michelle says she has been having some interesting discussions with a few Directors and members regarding referral requests for Facebook page “Likes”. A member is standing up in a chapter and requesting a “Like” for their Facebook page and saying it would be a referral. “So if I stand up as a member and give my weekly presentation and say my referral request today is that you ‘Like’ my company’s Facebook page, can my fellow members that go to Facebook, ‘Like’ my business, and submit a referral?” That is the question. I am going to give you the pros and cons to this answer. Many of these were suggested by Michelle and I am going to give you some of those. Let’s first start with talking about the definition of a referral. A referral is the opportunity to do business with someone in the market to buy your product or service. I will repeat that. A referral is the opportunity to work with someone, to do business with someone who is in the market to buy your product or service.

06.06.2018

Episode 560: I Hit HIDWAL

Synopsis In the book Good to Great, Jim Collins opened up a whole new paradigm by explaining that bad is not the enemy of great: good is the enemy of great. People who want to be more successful but aren’t committed to making a change in their circumstances become victims of metastatic mediocrity. This is “I Hit HIDWAL” syndrome: I’m Happy in this Hole, and I Don’t Want A Ladder. If you offer someone a referral to a person who could help them or an idea about how they could grow their business, and they start telling you all the reasons that couldn’t work, envision a great big sticker on that person’s forehead that reads “I Hit HIDWAL.” You can’t help people who don’t want help–or who don’t know they need help. But you–and BNI–can help the people who are ready and willing to be helped. When you meet a propsect, find out whether they want that ladder before you try to offer it to them. If you’re in a hole and want to get out, find a mentor, even if that mentor is a book or a course. Don’t accept mediocrity when excellence is an option. Keep looking for ladders. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 560 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you today? Ivan: I am doing fantastic, Priscilla. I bet you are very confused about the title of this topic. Priscilla: I have no idea what HIDWAL is. Ivan: I promise everybody it is not violent. It is absolutely not violent. It is an acronym, so let me explain a little bit. In the book Good to Great, Jim Collins opened a whole more paradigm for many people. He showed us that bad is not the enemy of great. It is good that is the enemy of great. Everyone can recognize when something is really horrible. It is in fact good that is the enemy of great performance. You’ve all heard the expression, “It’s good enough. Things are okay. Hey, it’s not bad, doing alright.” I call this metastatic mediocrity at work. Priscilla, I love what I do. I am passionate about helping people improve their business, networking efforts, and be successful. While doing this, I sometimes run across people who want to be successful but they aren’t really committed to making a change in their circumstance. They have what I call a success disconnect. They want to be more successful but for some incomprehensible reason, they don’t see a connection between their desire for success and the behavior they are embracing. On one hand they say they would like to be making more money and then a few months later, they will say things which will indicate that they are uncomfortable making the necessary changes to make that happen. This is my absolute favorite success disconnect statement, Priscilla: “You don’t understand. This won’t work here because,” and then fill in the excuse de jour. Over the years I have found that good enough eventually leads to metastatic mediocrity. So I call this condition “I hit HIDWAL” syndrome or “I am happy in this hole and I don’t want a ladder.” Like that, PRisiclla? Priscilla: Yeah. Ivan: I’m (happy in this hole) and I don’t want a ladder. Now, you may be listening to this podcast and you may be thinking this ...

05.30.2018

Episode 559: Don’t Thank the Speaker (Instead of Making a Referral)

Synopsis Frank De Raffele, Executive Director of BNI Hudson Valley and one of the co-authors of Business Networking and Sex, joins Dr. Misner on the podcast this week to talk about who should thank the speaker who gives the feature presentation, and when. In the BNI Agenda, it says that the president of the chapter thanks the speaker at the end of the feature presentation. Some chapter presidents go one step further and highlight something they learned during the presentation when thanking the speaker, which is a great thing to do. Thanking the speaker is a good thing to do. The problem, Frank explains, is when thanking the speaker creeps into the referral part of the meeting. As Dr. Misner said in Episode 552, the referral and testimonial part of the meeting is for passing referrals. This is the time during the meeting when we celebrate our members’ achievement in passing referrals. If you’ve referred the speaker or used her services and want to give a testimonial, that’s fine. But don’t miss the chance to tell your chapter that you’ve been passing referrals, even if you’ve done them on BNI Connect. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 559 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you? Ivan: I am in Austin, Texas this week, Priscilla. I am not traveling for a change. I have a guest today who is a really good friend, Frank De Raffele. He is a New York Times bestselling author, video talk show host, professional speaker and he is an Executive Director of BNI Mid-Hudson Valley. He has been a member and Director of BNI for over 25 years. Frank and I co-wrote along with Hazel Walker, that title called Business Networking and Sex: Not What You Think, about the difference between men and women in how they network. We are working on a new book together, which I am sure we will be talking about as time goes on. Frank, welcome to the BNI Podcast. Frank: Well, thank you. It is great to be here. You know, it is so funny. My favorite number is 559, and look, I am on the 559th podcast. Go figure. Ivan: Perfect. We have a controversial sounding topic. It might actually be controversial, but it’s “Don’t thank the speaker.” Let’s first begin with who should be thanking the speaker because we do believe the speaker should be thanked after they do their featured presentation. In the agenda, it says that the President, when the speaker or speakers are done, should thank the speakers for speaking that day. We even take a step further, which I don’t think is done enough, where they pick something that the speaker said that they didn’t know and they highlight that. They may say maybe you knew that about the the speaker. Think about something that you didn’t know so that you could refer them. It should be the President. Now, just a few weeks ago, I did podcast 552, about not reporting thank you for closed business during the referral part of the meeting. Frank, you want to talk about something else that has creeped into the most important part of the meeting – the referral part of the meeting...

05.23.2018

Episode 558: BNI—The Ultimate Referral Source

Synopsis Vickie Wacek, Executive Director of BNI Vermont, joins Dr. Misner on the podcast today to talk about how everyone can use BNI, even those who aren’t members. Why trust an algorithm to refer you to a service provider when BNI already vets its members and holds them accountable to BNI’s core values? BNI is the relationship version of Angie’s List, the ultimate referral source for everyone. When you tell people in your community about BNI and your BNI chapter, don’t just talk about the benefits of BNI membership. Talk about how they can find qualified professionals for any job by going to the regional BNI website. Not everyone you meet would make a good member of BNI, but everyone you meet can benefit from knowing about BNI. Take the opportunity to be the connector. Thanks to BNI Connect, you can refer people to BNI members anywhere in the world. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 558 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you? Ivan: I am doing fantastic, Priscilla, thank you. I have a guest on the podcast today, Vickie Wacek. Vickie has been involved in BNI since she was 24 years old. She is a charter member of one of the first chapters in Vermont. Since 2012, she has been the Executive Director of BNI Vermont, and she has taken the average membership from under $8,000 per seat to over $36,000 per seat in Vermont. Vickie is a professional opera singer. Priscilla, I saw Vickie sing at the US Conference less than a month ago. Vickie, you are amazing! You are amazing. When I heard them announce your name and you went up there and started to sing, and you sang the Star Spangled Banner, I had goosebumps. I looked to my right and said to somebody, “Is that Vickie? Vickie Wacek? Seriously, is that her?” You are an amazing singer. You did a better job than almost any professional singer I have seen do the national anthem. I am in awe of your singing ability and I just know that has nothing to do with what we are going to be talking about today, but I just wanted to tell you that publicly, that you are an amazing singer. Vickie: Thank you very much! Ivan: My pleasure, I did have goosebumps. And you are also a great BNI Executive Director, and you have a topic that you recommended. It is a little different than other topics that we have done on the podcast, and that is using BNI as a referral service and recommending it not just for members to give referrals, but telling the public to use BNI to generate referrals. I think it is important to teach our communities that BNI is not just to join but you can use BNI to find referrals for your business. Talk a little bit about that, what you had in mind for this. Vickie: Well, I figured this out when I was in my 20s and had a membership. I remember a fellow BNI person saying to me, “BNI is for everybody. Everybody can have a membership.” I remember thinking no, that’s not right. Over the years, what I developed both through my membership and being an executive, is that treating everybody the same way when they talk about BNI is doing a disservice to the organization because not everybody is going to use it for a membership. What I have learned over the years is when somebody ...

05.16.2018

Episode 557: Making a Good Living While Serving the Greater Good (Classic Podcast)

This is a rebroadcast of Episode 400. Synopsis In honor of the 400th episode of The Official BNI Podcast, Dr. Misner chose to discuss BNI’s core values. We’re all in business to make a profit, but business should serve a greater need. Business can be honorable and noble and make a difference in communities and individual lives. The true foundation for success rests in an organization’s culture. Culture eats strategy for breakfast. BNI’s core values help to establish its culture. It’s never too late to be thinking about your core values—or too early. There are 5 established core values in BNI: * Givers Gain * Building Meaningful Relationships * Lifelong Learning * Traditions + Innovation * Positive Attitude There are two additional values that BNI is considering adding: * Accountability * Recognition BNI serves a greater good by helping businesses around the world to create a culture of collaboration. Dr. Misner’s Big Hairy Audacious Goal for BNI is to change the way the world does business by incorporating these core values. Brought to you by Networking Now. Complete Transcript of Episode 400 – Priscilla: Hello everyone and welcome back to the Official BNI Podcast, brought to you by the NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, coming to you from from Live Oak Recording Studio in Berkeley, CA. I am joined on the phone today by the Founder of BNI, Dr. Ivan Misner. Hello, Ivan. How are you, and where are you? Ivan: Hi Priscilla. I am doing great and I am working at the office this week. This week’s topic is- I wanted to make something that was kind of related to the fact that we are at episode 400. Can you believe that? 400. I think you have done 350 of those 400 with me? Priscilla: Something. At least that much. Ivan: It’s really a huge number. I wanted something that is really kind of focused on sort of the big picture for BNI because this is our episode number 400, so the topic is make a good living while serving a greater good. It is really about, I think, in part the values that BNI has as an organization. You know, all of us are in business to make a profit. That is what we are in business for. That is what entrepreneurism is about. But if it is the primary driving force in a business, we really become, I think, mercenaries to that process and I believe that I as a business professional should serve a greater need than simply making a profit. I think that business can be honorable. I think that business can be noble. It can make a difference in individual lives as well as in communities. Small business is really an engine that drives many of the economies around the world. Small business doesn’t have the resources of large corporations. However, as small businesses network together, I think the sum of the whole becomes greater than those individual parts. Well designed collaboration based on an effective system and strategy can lead to, really, small business success. In the final analysis, the true foundation for success rests in an organization’s culture, whether you are talking about an individual small business or whether you are talking about an organization like BNI. You have heard me say this before, Priscilla. I really believe that culture eats strategy for business. An organization needs a sound strategy to succeed, but it needs a great culture to excel. For me, that approach has been about creating core values around a corporate collaboration in BNI. Our core values help establish,

05.09.2018

Episode 556: Don’t Show Off, Show Interest

Synopsis When Dr. Misner goes to networking events, he frequently observes people engaging in dueling monologues, even though no one really wants to listen to anyone else’s sales monlogue at a networking event. How do you avoid dueling monologue syndrome? Don’t show off, show interest. A good networker, like a good talk show interviewer, asks questions and lets people talk. Here are some questions you can start with. Rather than ask all of them in sequence, follow the thread of the conversation to ask more. * What do you like best about what you do? Why? What are some examples? * What got you started in your industry? * What’s your target market? What’s an example of a great client? * What are some of the challenges you have in your business? * Where else do you network? If the questions sound familiar, it’s because Dr. Misner has mentioned them in previous podcasts (144, 167, 183, 544). But even if you’ve heard them before, they will be new to someone you’ve just met. If you hear this new contact describe a problem or a need of any kind, have someone in your personal network that you can refer them to. Nothing expedites a relationship faster than helping someone you’ve met by referring another person. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 556 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the founder and chief visionary officer of BNI, Dr Ivan Misner. Hello Ivan, how are you today? Ivan: I am doing fantastic, Priscilla, and I have kind of a fun topic today: Don’t show off, show interest. Sometimes when I go to networking events, I observe people engaging in what I like to call dueling monologues. Now Dueling Banjos, that’s a great song. Dueling pianos, that’s a great music venue. We have a fantastic one here in Austin. But dueling monologues, which are basically prolonged dueling talks by one person at a time, well, that’s just not so exciting. Frankly, I don’t think most people if any, if you really ask them, are interested in participating in a dueling monologue. The problem is there are a lot of people winging it when it comes to networking, and they tend to go straight into sales mode. They do this with someone who is also winging it. It leads to a dueling monologue syndrome. This whole scenario would be pretty funny if it werent actually true. I have seen it many times. Unfortunately, it is true, so the question is how do we avoid the dueling monologue syndrome? The answer, I believe, is don’t show off, show interest. What is the goal for our networking? It is to build our business. So if that is the case, then it is about building a relationship with people. When you go to networking events, keep your eeye on the ball. Don’t try to dazzle people with your brilliance. You can do that anytime, you can certainly do that later. Stand out from the crowd and impress them with your genuine interest- just for the record, your interest in them, not your interest in selling to them but your genuine interest in them. I understand that feels counterintuitive to people but it is a bit of a paradox.

05.02.2018

Episode 555: The Go-Giver Influencer

Synopsis Bob Burg joins Dr. Misner this week to talk about his new book, The Go-Giver Influencer. The concepts “Go-Giver” and “Givers Gain” are perfectly aligned in terms of the way we network and do business. An “influencer” is someone who can move a person or persons to a desired action. The essence of influence is “pull”–as opposed to “push.” Influence is an attraction. Great influencers attract people to their ideas through their focus on bringing value to others. In this book, Bob and his co-author John David Mann share five secrets of genuine influence. Here are three of them. * Master your emotions. It’s the key to turning a negative situation into a win for everyone involved. * Set the frame. Set a productive frame when you go into any situation, and learn to re-frame situations to turn adversaries into allies. * Communicate with tact and empathy. When we speak tactfully, it opens the other person up to our ideas. The premise of the Go-Giver philosophy is that shifting from getting to giving is the most profitable way to do business. If you go to thegogiver.com, you can get the first two chapters of the book for free. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 555 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the founder and chief visionary officer of BNI, Dr Ivan Misner. Hello Ivan, how are you and where are you? Ivan: I am doing fantastic, Priscilla. Thank you so much. I am in Las Vegas this week for the US BNI Conference. We have been doing these conferences since 1990, so many, many years. And we are in Las Vegas, so second time back around after a couple of decades. It is great to be meeting the BNI members here in Las Vegas again.  Priscilla: That sounds great. Ivan: I am really excited to tell everyone that I have a great guest on today’s podcast. He has been on a couple of our podcasts. His name is Bob Burg. Bob has written a number of books including Endless Referrals and The Go Giver. Today, we are going to talk about his latest book, The Go Giver Influencer. You can’t miss it. It is a beautiful purple covered book. It is a great color. Let me say something about Bob. There are literally only about two or three other people that I have ever recommend if I can’t do a speaking engagement. If I am not available, there are only two or three other people I ever suggest as a possibility to speak on networking, and Bob is one of them. Bob is one of them. Bob is incredibly knowledgable but more importantly, I truly believe that Bob walks the talk. Bob is a fantastic networker in that he is all about building relationships. I would like to think I have a great relationship with Bob. Hopefully, Bob, you think I have a great relationship with you. I really respect you a lot. It is a pleasure to have you on the BNI Podcast today. Thanks. Bob: Well, you know, Dr. Ivan, hearing one of your mentors and one of your heroes speak that way about you the way you just spoke about me- you already made my day. As far as I am concerned, the interview is over. I am done. This is it. Thank you so much. Ivan: My pleasure. People that listen to my podcast – I have been doing it for more than 10 years....

04.25.2018

Episode 554: The Introvert’s Edge

Synopsis This week Dr. Misner interviews Matthew Pollard about his new book, The Introvert’s Edge. Dr. Misner is an introvert himself, and thinks it’s fantastic to talk about how introverts actually have a little bit of an edge in the way they do business. In BNI’s survey of about 3400 business people last year, introverts really shone because networking is all about building relationships. Introverts who are successful in business and in networking develop a system for themselves. That system, combined with the ability to listen and empathize, increases their ability to deliver what the customer really wants. The Introvert’s Edge outlines a natural step-by-step process for making a sale without aggressive techniques. Three key elements of the process are being able to utilize story, asking questions, and the trial close. Get Matthew’s book for yourself at theintrovertsedge.com. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 554 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast which is brought to you by The Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the founder and chief visionary officer of BNI, Dr Ivan Misner. Hello Ivan, how are you today? Ivan: I am doing fantastic, Priscilla. And by the way, I have just had somebody maybe a week ago say to me, “Hi Ivan. How are you and where are you today?” They said they listen to all of the podcasts and always listen for Priscilla to ask where I am today and how I am doing. I am doing great. This particular week, I happen to be in Austin, Texas at home. I am interviewing a new friend of mine, Matthew Pollard, who has written a book called The Introvert’s Edge. I really love the content that he has got and the whole spin he has. I think introverts have gotten a bad rap for many years, and I think it is fantastic to talk about how introverts actually have a little bit of an edge in the way they do business. They have an advantage as Matthew says in the way they do business. Matthew Pollard is really known as the Rapid Growth Guy. The Introvert’s Edge is a bestselling book. If you want to get information on the book, I will have that at the end of the podcast. He is also the Executive Director of the Small Business Festival: smallbusinessfestival.org. Matthew had me on one of his videos. He does a whole series of videos on The Introvert’s Edge. He got me coming up on another one really soon, and I am really excited to have him here on this particular podcast. Matthew, welcome to the bnipodcast.com site. Matthew: Thank you very much, mate. I am very happy to be here. I have to say, episode 554, I think you said. That is amazing, how many episodes you have managed to get out in 8 years. (Editor’s note: it’s actually 11 years.) Ivan: Yeah, if nothing else, I am very consistent, Matthew. I tell people I may not be as smartest guy in the room. I may not be the most talented guy in the room, but I am almost always the most persistent guy in the room. We have over 500 episodes of the BNI Podcast. It’s fantastic to have you on this show. I appreciate it. You know,

04.18.2018

Episode 553: Vince Lombardi Got It Right (Classic Podcast)

This is a rebroadcast of Episode 343. Synopsis This week Glenn Warner from the Referral Paradise Chapter of BNI in Northern Kentucky joins Dr. Misner to share a story about coach Vince Lombardi, who got frustrated one day and said to his team “This is a football. This is a yard line. You’re the players. I’m the coach.” Sometimes it’s important to get back to the basics, even when you’re an experienced pro. We don’t always think about how important the basics are to our fellow BNI members. Some of the basics of BNI are to give each other great referrals, teach each other what we do with our commercial, open network with meaningful conversation about our companies, do our CEUs every week to better inform us as members, use BNI Connect, keep up with our Thank You for Closed Business, have One to Ones with other members to build relationships, and give great testimonials for other members. And remember to complete your profile on BNI Connect. If you don’t follow up on referrals, pretty soon you won’t get any! Share an idea that you learned from a sport or hobby that you  can apply to BNI. Brought to you by Networking Now. Complete Transcript of BNI Podcast Episode 343- Priscilla: Hello everyone and welcome back to The Official BNI Podcast brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio, in Berkeley, CA. I am joined on the phone today by the Founder and Chairman of BNI, Dr. Ivan Misner. Hello Ivan. How are you today? Ivan: I am doing great, Priscilla. Thank you very much. I have a guest on my podcast today. His name is Glenn Warner, and I met Glenn some time ago in St. Louis. He is a member of BNI in Kentucky, a new employee with American Computer Solutions. He has only owned the company for 32 years. 32 years with American Computer Solutions. Glenn, it is great to have you on the podcast. You are are with the BNI Referral Paradise Chapter in Florence, Kentucky. Is that correct? Glenn: Yes, sir. Ivan: 32 years with the computer solutions company. We were reminiscing before we went live about the computer industry and how much it has changed in the last 32 years. We had one thing in common, and that was we both knew Kpro computers. Most people are going, what? But we remember those. one So listen, the reason that I have invited Glenn on the podcast today- and for those of you who don’t know, Florence, Kentucky is near Cincinnati. The reason I invited Glenn on is because he had this really great concept that he sent to me about Vince Lombardi and how Vince Lombardi and BNI actually have a few things in common. Now, for those of you listening to the podcast and you don’t know who Vince Lombardi is- and we are a global organization so not everybody will know. Vince Lombardi is one of the classing American football coaches. He is probably the quintessential American football coach. The Super Bowl trophy is called the Lombardi trophy because he was an amazing coach. What is also interesting about Lombardi is that he did a lot of speaking engagements for business organizations, and the things that he taught as a coach are things that transcended into the business community. Business organizations would bring him in to teach. So this jumped out at me when Glenn was kind enough to send me a copy of what he was doing as Education Coordinator for a BNI ...

04.11.2018

Episode 552: Not Reporting “Thank You For Closed Business”

Synopsis This week, Dr. Misner addresses an Ask Ivan question from Charles in the US. My chapter is fairly robust (45 members) and we’ve been there for quite some time. Because of this, our membership committee doesn’t renew everyone who comes up for renewals. One of the metrics they use is Thank You For Closed Business. I know for a fact that I have given several thousand dollars worth of business to other members, but they have never logged it. What is the polite way to ask members to log the closed business I have given them? Before you ask someone to do something, talk about the why. When people understand the why, they’re much more likely to comply. Here are some of the reasons why it’s important to log TCYB. * It benefits the chapter. If the chapter doesn’t know how much business is being generated, they don’t know how well they’re doing and can’t achieve goals. * One of our core values in BNI is recognition. Knowing how much business has been generated can be a time of celebration. * It demonstrates that you’re a contributing member to the group. Explain that you want your membership renewed and that TYCBs are one way the membership committee makes that decision. Beth Misner suggests bribery in the case of resistance. Offer a $5 Starbucks gift card…after they hand in the TYCBs. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 552 – Priscilla: Hello everybody and welcome back to The Official BNI podcast brought to you by the Networking For Success Channel on YouTube, which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief Visionary officer of BNI, Dr Ivan Misner. Hello Ivan, how are you today and where are you? Ivan: I am at home in Austin, Texas, and I am meeting with a long time friend, Norm Dominguez, who is the Vice Chair Emeritus of BNI and the retired CEO of the organization. He is the first CEO of BNI after I stepped down as CEO. It is great to spend some time here with Norm and reminisce. He has been involved in the organization. He is still active in what we call the “Senators” which are people who have been involved in the organization for a long time. He has been in. BNI for 30 years. Priscilla: Wow. That is fantastic. Ivan: It really is. Today, I am addressing a question from Charles in the US. Charles says, “My chapter is fairly robust, about 45 members.” Charles, awesome. 45 members, that’s great. He said, “We have been there for quite some time. Because of this, our membership committee doesn’t renew everyone who comes up for renewal.” That’s good. Doing it for the right reasons is really good. You want to make sure that you have good people who are committed. He says, “One of the metrics they use to make their decision is thank you for closed business that we have given to other members. I know for a fact that I have given several thousand dollars in closed business to other members but they have never logged it. What is the polite way to ask members to log the closed business I have given them?” Great question, Charles. I don’t think anybody has ever asked me that. I have a longer answer, but here is my short answer. Ask politely. So I cant do a ten minute podcast with two words, so I will expand on that a little bit. I do have some other suggestions, but that is where it begins. Ask politely. Clear, open, honest and direct communication is always the best way to address any kind of challenges with people. So the longer answer includes when you are talking to peo...

04.04.2018

Episode 551: Announcing One to Ones During Referrals

Synopsis A BNI member who wishes to remain anonymous asked about One to Ones during the referral portion of the BNI meeting: I’m a proud member of BNI. I’m also proud to have been chosen as the VP of this chapter. Recently we were told that the “I Have” process, which happens during the referral part of the meeting, should only include referrals and experiences of members, such as testimonials. That’s great, but we can no longer stand up and tell who we can have a One to One with? I feel it’s a part of our Traffic Light report that One to Ones should be included in the “I Have” portion, as it’s a key element in BNI’s growth of gaining trust with other members. Also, from experience of all other chapter members visiting us, when we did mention the One to Ones, all of them said that when they get back to their chapters, they’ll tell our efforts in nurturing a strong bond that we’ve created. To stand up and say “Pass” is disheartening. I hope I’ve explained the situation well. The “I Have” process was created about 5 years into BNI to get people to not pass and stop apologizing if they had a testimonial instead of a referral. That is what this part of the meeting is about. The first time you stand at a BNI meeting, it’s to talk about you. The second time you stand up is to give something specific to another member. If you don’t have a referral, give a testimonial. Adding One to Ones to the “I Have” portion of the meeting is the poster child for feature creep. It minimizes the power and the focus of giving. So when do you talk about One to Ones you’ve had with other members? After you gave them a referral and they did a fantastic job. You say “I learned about what they did at a One to One and I gave them a referral–and wow, they did a fantastic job.” Always think about the unintended consequences of a seemingly good idea. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 551 – Priscilla: Hello everybody and welcome back to The Official BNI podcast brought to you by the Networking For Success Channel on YouTube which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the founder and chief visionary officer of BNI, Dr Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: I am at the Charlotte Global Support office in Charlotte, NC. A few years ago, we moved BNI headquarters to Charlotte. I am visiting this week, meeting all the staff, people I’ve never met before and just meeting with some of the team here to help do strategic planning. Priscilla: That sounds great! Ivan: It’s exciting to be here! Priscilla: Yeah. What do you have to share with us? Ivan: So I was asked recently by a BNI member, he asked me to keep his name anonymous – as did the last person from last week, and he asking about 1-2-1’s during the refferal portion of the meeting. So here is his question to me: “I’m a proud member of BNI. I am also a proud to have been chosen to be VP of this chapter. Recently, we were told that the I Have process, which happens during the referral part of the meeting, should only include referral and experiences of members such as testimonials. That’s great, but we can no longer stand up and tell who we have a 1-2-1’s with? I feel that it’s a part of our traffic light report, that 1-2-1’s should be included in the I Have portion as it’s a key element in BNI’s growth of gaining trust with other members. Also, from experience,

03.28.2018

Episode 550: Monopolizing a One to One (Ask Ivan)

Synopsis Dr. Misner answers a question from a member who prefers to remain anonymous. I’m writing to ask about a situation I have noticed in several one to ones. The other person talks non-stop about their business and themselves and doesn’t ask me anything and doesn’t let me talk. After one hour or more, they say they have to run, and the meeting’s over. This has happened to me several times. I’m happy to know all about them so I can have a better idea about their business and how I can help them, but how do I let them know a little about me. I want to talk about myself. If you have any advice, please share it. Why do people do this? Oftentimes people are so focused on doing their work and trying to get referrals that they’re not thinking what their behavior is doing to others. If you’ve been encountering this problem, remember that the person that controls the agenda controls the meeting. To control the agenda, base your one to one on the GAINS exchange. * Tell the other person in advance that you’re going to bring a copy of your completed GAINS exchange and ask them to complete their GAINS exchange and bring a copy for you. * Bring a timer to the meeting, put it on the desk, and say that you want to make sure that you both get time to review the GAINS Exchange, so you’re going to you’re going to set up 30 minutes each. * Ask them whether they want to go first. Whoever starts, say “When the timer goes off, we’ll switch places.” If you do this tactfully, you look professional, you look organized, you look efficient—and it ensures you get time to talk. If the other person still manages to monopolize your one to one, ask them to make another appointment so you can talk about your business. If you’re not familiar with the GAINS Exchange, start by listening to Episode 5 and Episode 208. We talk about the GAINS Exchange a lot on this podcast. Need a copy of the GAINS Exchange form? Here you go. If you have a question for Dr. Misner, fill out the Ask Ivan form below. (If you just want to leave a comment, scroll down to the comment form.) Brought to you by the Networking for Success Channel on YouTube.   Complete Transcript of Episode 550 – Priscilla: Hello everybody and welcome back to The Official BNI podcast brought to you by the Networking For Success Channel on YouTube. Which Features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, California. I’m joined on the phone today by the Founder and Chief Visionary Officer, Dr. Ivan Misner. Hello Ivan. How are you doing today? Ivan: I am fantastic, Priscilla. I appreciate it. I’ve got a question today that I’m going to be answering. I get a lot of questions from members and I try to answer as many as I can. This question was a really interesting one, she wanted to be anonymous; she didn’t want people to know who she was. But she wrote a really nice message. This is what she wrote: “Dr. Misner, I would like to thank you for creating this amazing organization. Being a part of BNI has changed my life! I feel empowered having this great network of professionals  I can refer my clients and friends and listen to your podcast everyday. I’m writing to ask about a situation I have noticed in several 1-2-1s.

03.21.2018

Episode 549: Boost Your Referrals with Power Teams (Classic Podcast)

This is a rebroadcast of Episode 237. Synopsis A power team is a group of professionals in BNI who work in non-competing, related fields and have developed relationships so they can refer customers to each other. Here are ten questions you should ask potential members of your power team to strengthen your connections and make it easier to pass referrals. * How did you get started in your business? * What do you enjoy most about what you do? * What separates you and your company from the competition? * What advice would you give someone starting out in your business? * What are the coming trends in your business or industry? * What strategies have you found to be the most effective in promoting your business? * If there were anything about your business or industry you could change, what would that be? * What is the next big event coming up for you? * What’s your biggest challenge at the moment? * What type of customers are you looking for? How will I recognize a good prospect for you? What kind of situations are your prospects facing? Brought to you by Networking Now. Complete Transcript of BNI Podcast Episode 237 – Priscilla: Hello everyone and welcome back to The Official BNI Podcast brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, CA. I am joined on the phone today by the Founder and Chairman of BNI, Dr. Ivan Misner. Hello Ivan, and happy new year to you. Ivan: Thank you, Priscilla. I appreciate it. Priscilla: So you have something to share with us about power teams. What might that be? Ivan: I do. I think with the new year and the beginning of the new year around the world, it is a great topic to start the BNI year with. That’s power teams. Power teams can really make a difference in a BNI chapter in terms of the success of that chapter. We have found that several strong power teams tend to generate more business within the group. A power team is a group of people that are in complimentary professions. They work with the same client but they don’t take business away from each other. Great examples of these are found in the real estate and wedding industries. A realtor, a mortgage broker, a building inspector, title agency, real estate attorney. All service clients looking to purchase property. Now, a wedding planner, a photographer, and a florist all cater to the bride to be. If these professionals form a power team, when one person in the team gets business, then he or she can refer the client to every other member in the team. Now, many people have heard me talk about power teams and contact spheres. A contact sphere is like a concentric circle. The contact sphere is all of the professions that are symbiotic to you. They are compatible, noncompetitive professions. The power team is the group of people that you actually have the relationship with, So contact spheres are basically a list of professionals that you may have that are symbiotic to you. The power team is the list of professionals who you have a relationship with, you are in a referral relationship with them. Successful members in BNI have the ability to select and cultivate those mutually beneficial relationships with high quality strategically important business categories. I think it’s an important core competency for success for many members in a BNI group. The question is how do you cultivate those relationships? It’s really important that you find out as much as possible about those referral partners so that you can send the the right kind of busines...

03.14.2018

Episode 549: Boost Your Referrals with Power Teams (Classic Podcast)

This is a rebroadcast of Episode 237. Synopsis A power team is a group of professionals in BNI who work in non-competing, related fields and have developed relationships so they can refer customers to each other. Here are ten questions you should ask potential members of your power team to strengthen your connections and make it easier to pass referrals. * How did you get started in your business? * What do you enjoy most about what you do? * What separates you and your company from the competition? * What advice would you give someone starting out in your business? * What are the coming trends in your business or industry? * What strategies have you found to be the most effective in promoting your business? * If there were anything about your business or industry you could change, what would that be? * What is the next big event coming up for you? * What’s your biggest challenge at the moment? * What type of customers are you looking for? How will I recognize a good prospect for you? What kind of situations are your prospects facing? Brought to you by Networking Now. Complete Transcript of BNI Podcast Episode 237 – Priscilla: Hello everyone and welcome back to The Official BNI Podcast brought to you by NetworkingNow.com, which is the leading site on the net for networking downloadables. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, CA. I am joined on the phone today by the Founder and Chairman of BNI, Dr. Ivan Misner. Hello Ivan, and happy new year to you. Ivan: Thank you, Priscilla. I appreciate it. Priscilla: So you have something to share with us about power teams. What might that be? Ivan: I do. I think with the new year and the beginning of the new year around the world, it is a great topic to start the BNI year with. That’s power teams. Power teams can really make a difference in a BNI chapter in terms of the success of that chapter. We have found that several strong power teams tend to generate more business within the group. A power team is a group of people that are in complimentary professions. They work with the same client but they don’t take business away from each other. Great examples of these are found in the real estate and wedding industries. A realtor, a mortgage broker, a building inspector, title agency, real estate attorney. All service clients looking to purchase property. Now, a wedding planner, a photographer, and a florist all cater to the bride to be. If these professionals form a power team, when one person in the team gets business, then he or she can refer the client to every other member in the team. Now, many people have heard me talk about power teams and contact spheres. A contact sphere is like a concentric circle. The contact sphere is all of the professions that are symbiotic to you. They are compatible, noncompetitive professions. The power team is the group of people that you actually have the relationship with, So contact spheres are basically a list of professionals that you may have that are symbiotic to you. The power team is the list of professionals who you have a relationship with, you are in a referral relationship with them. Successful members in BNI have the ability to select and cultivate those mutually beneficial relationships with high quality strategically important business categories. I think it’s an important core competency for success for many members in a BNI group. The question is how do you cultivate those relationships? It’s really important that you find out as much as possible about those referral partners so that you can send the the right kind of busines...

03.14.2018

Episode 548: The 5 Levels of a Referral

Synopsis At one point, Dr. Misner outlined 16 levels of a referral. But while writing the second edition of Networking Like a Pro, he realized that his levels should match the 5 levels on most BNI referral slips around the world. These 5 levels of a referral are cumulative, and laid out in detail in the book. * You share the contact information of someone who expects to be contacted by your referral partner. * You’ve also shared additional information (business card, marketing materials, website) about the person you’re referring with the prospect. * You give the prospect a personal testimonial about the person you’re referring. * You make a personal phone call and arrange a meeting between the propsect and the person you’re referring. * You make an in-person introduction between the propsect and the person you’re referring. The lower the level of referral, the higher the level of difficulty in turning it into business. Your goal should be to give referrals that are at least a level 3. The 5 levels of a referral are in Chapter 36 of Networking Like a Pro: Second Edition. You can also read more about them on Dr. Misner’s blog. Brought to you by the Networking for Success Channel on YouTube. Transcript of Episode 548 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you? Ivan: Hi Priscilla. I am doing great and I am in Charlotte NC at the new global support team headquarters, at the global headquarters at BNI, which moved there about a year or so ago and that is where I am at this week. Priscilla: Great. Tell me about the five levels of a referral. Ivan: Five levels of a referral- for many years I have had, you know, books that I had written that talk about the various levels of a referral. I had broken it down at one point, I think it was 16 levels of a referral in Business by Referral. I narrowed that down in the first edition of Networking Like a Pro. But in the second edition, I had BFO. Have I ever told you what a BFO is? It’s not bad. It’s a blinding flash of the obvious. The blinding flash of the obvious was why aren’t my levels of referrals matching the BNI levels of a referral? You know, instead of twelve or ten or whatever, why not match the five levels of referral (of BNI)? Most referral slips around the world have five different levels. So in Networking Like a Pro, I laid out in detail the five levels of a referral. I am going to give a summary of them to you today on this podcast. This is right out to the Second Edition of Networking Like a Pro. It has already hit a best sellers list. it is like a mandatory manual for chapters. It’s a great book. I really recommend it for individuals or for chapters. There is a section on the five levels levels of a referral and I am going to give you a summary of that here. The details are in the book. Understand that all five levels are mostly cumulative so that when you give a level two referral, it includes what is in level one plus what is in level two. Does that make sense? It’s not standalone. Three is cumulative of one and two, etc. So a level one referral- oh and by the way,

03.07.2018

Episode 548: The 5 Levels of a Referral

Synopsis At one point, Dr. Misner outlined 16 levels of a referral. But while writing the second edition of Networking Like a Pro, he realized that his levels should match the 5 levels on most BNI referral slips around the world. These 5 levels of a referral are cumulative, and laid out in detail in the book. * You share the contact information of someone who expects to be contacted by your referral partner. * You’ve also shared additional information (business card, marketing materials, website) about the person you’re referring with the prospect. * You give the prospect a personal testimonial about the person you’re referring. * You make a personal phone call and arrange a meeting between the propsect and the person you’re referring. * You make an in-person introduction between the propsect and the person you’re referring. The lower the level of referral, the higher the level of difficulty in turning it into business. Your goal should be to give referrals that are at least a level 3. The 5 levels of a referral are in Chapter 36 of Networking Like a Pro: Second Edition. You can also read more about them on Dr. Misner’s blog. Brought to you by the Networking for Success Channel on YouTube. Transcript of Episode 548 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you? Ivan: Hi Priscilla. I am doing great and I am in Charlotte NC at the new global support team headquarters, at the global headquarters at BNI, which moved there about a year or so ago and that is where I am at this week. Priscilla: Great. Tell me about the five levels of a referral. Ivan: Five levels of a referral- for many years I have had, you know, books that I had written that talk about the various levels of a referral. I had broken it down at one point, I think it was 16 levels of a referral in Business by Referral. I narrowed that down in the first edition of Networking Like a Pro. But in the second edition, I had BFO. Have I ever told you what a BFO is? It’s not bad. It’s a blinding flash of the obvious. The blinding flash of the obvious was why aren’t my levels of referrals matching the BNI levels of a referral? You know, instead of twelve or ten or whatever, why not match the five levels of referral (of BNI)? Most referral slips around the world have five different levels. So in Networking Like a Pro, I laid out in detail the five levels of a referral. I am going to give a summary of them to you today on this podcast. This is right out to the Second Edition of Networking Like a Pro. It has already hit a best sellers list. it is like a mandatory manual for chapters. It’s a great book. I really recommend it for individuals or for chapters. There is a section on the five levels levels of a referral and I am going to give you a summary of that here. The details are in the book. Understand that all five levels are mostly cumulative so that when you give a level two referral, it includes what is in level one plus what is in level two. Does that make sense? It’s not standalone. Three is cumulative of one and two, etc. So a level one referral- oh and by the way,

03.07.2018

Episode 547: Interviewing Prospective Members

Synopsis This episode goes hand in hand with Episode 541, “Inviting Visitors.” That episode explains that the best way to invite a prospective member to BNI is to say “I’m in a referral group. We’re interviewing people from your profession to find the best person from that profession that we can give all our business to.” Once that person visits, you have to conduct an interview. Remember, this is an interview, not an interrogation. Keep it conversational, and choose just a few of these questions. Start with questions based on the BNI membership application. * How did you get to where you are in business? * How have you progressed over the years you’ve been in business? * Has your education helped you in business in some way? * Are you willing and able to arrive at the weekly meetings on time and stay for the 90 minutes? * What are your thoughts about our Code of Ethics? * Who would you send as a substitute if you’re not able to make it to a meeting? Here are more questions, suggested by BNI members: * What about BNI appeals to you? * Where do you see your business going a year from now? * Where are you currently networking? * Why would BNI be good for your business? * How do you think you can help the group? * How is it the group can help you? * Would you be open to having a mentor work with you? * How would you implement the Givers Gain philosophy in your business? * Are you prepared for the success that can come with referrals? * Do you consider yourself a team player? * Of all your marketing efforts, what has the best ROI? * What percentage of your clients/customers/patients refer business to you now? * If you could wave a magic wand and grow your business in an incredible manner, what would that look like? * How important is referral marketing in your business today? Don’t ask all these questions. Stop when you feel like you have enough information about whether the visitor is a good fit for your chapter. If you interview applicants like this consistently, you’ll build an incredibly successful chapter. If you have a question that isn’t in the PDF, leave it here in the comments. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 547 – Priscilla: Hello everybody, and welcome back to the official BNI podcast brought to you by The Networking For Success channel on YouTube. Which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from LiveOak Recording Studio in Berkeley, California. I’m joined on the phone today by the founder and the chief visionary officer of BNI, Dr. Ivan Misner. Hello, Ivan! How are you? Ivan: I am doing fantastic! I am sitting in my library in Austin, looking over at Lake Austin, doing the podcast. So all is good! Priscilla: Well, good! What is today’s podcast about? Ivan: Well, this is a podcast that goes hand-in-hand with episode 541 “Inviting Visitors.” That was a classic podcast that we did earlier. And we broadcast it as episode 541, so after you are done listening to this, go back and listen to it. But right now, I’m going to give you the summary quickly. It is what I believe is the best technique to invite visitors to BNI: I’m in a referral group and we get together regularly. We interview people from your profession to find the best person in that profession that we can give all of our business to.

02.28.2018

Episode 547: Interviewing Prospective Members

Synopsis This episode goes hand in hand with Episode 541, “Inviting Visitors.” That episode explains that the best way to invite a prospective member to BNI is to say “I’m in a referral group. We’re interviewing people from your profession to find the best person from that profession that we can give all our business to.” Once that person visits, you have to conduct an interview. Remember, this is an interview, not an interrogation. Keep it conversational, and choose just a few of these questions. Start with questions based on the BNI membership application. * How did you get to where you are in business? * How have you progressed over the years you’ve been in business? * Has your education helped you in business in some way? * Are you willing and able to arrive at the weekly meetings on time and stay for the 90 minutes? * What are your thoughts about our Code of Ethics? * Who would you send as a substitute if you’re not able to make it to a meeting? Here are more questions, suggested by BNI members: * What about BNI appeals to you? * Where do you see your business going a year from now? * Where are you currently networking? * Why would BNI be good for your business? * How do you think you can help the group? * How is it the group can help you? * Would you be open to having a mentor work with you? * How would you implement the Givers Gain philosophy in your business? * Are you prepared for the success that can come with referrals? * Do you consider yourself a team player? * Of all your marketing efforts, what has the best ROI? * What percentage of your clients/customers/patients refer business to you now? * If you could wave a magic wand and grow your business in an incredible manner, what would that look like? * How important is referral marketing in your business today? Don’t ask all these questions. Stop when you feel like you have enough information about whether the visitor is a good fit for your chapter. If you interview applicants like this consistently, you’ll build an incredibly successful chapter. If you have a question that isn’t in the PDF, leave it here in the comments. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 547 – Priscilla: Hello everybody, and welcome back to the official BNI podcast brought to you by The Networking For Success channel on YouTube. Which features Dr. Ivan Misner and many other networking experts. I’m Priscilla Rice and I’m coming to you from LiveOak Recording Studio in Berkeley, California. I’m joined on the phone today by the founder and the chief visionary officer of BNI, Dr. Ivan Misner. Hello, Ivan! How are you? Ivan: I am doing fantastic! I am sitting in my library in Austin, looking over at Lake Austin, doing the podcast. So all is good! Priscilla: Well, good! What is today’s podcast about? Ivan: Well, this is a podcast that goes hand-in-hand with episode 541 “Inviting Visitors.” That was a classic podcast that we did earlier. And we broadcast it as episode 541, so after you are done listening to this, go back and listen to it. But right now, I’m going to give you the summary quickly. It is what I believe is the best technique to invite visitors to BNI: I’m in a referral group and we get together regularly. We interview people from your profession to find the best person in that profession that we can give all of our business to.

02.28.2018

Episode 546: Networking Scorecard

Synopsis A lot of us pay more attention to tracking our recreational activities than to building our business. People who are successful keep track of their business activities. The Networking Scorecard is a tool for keeping track of the things you do in the course of your week to build the effectiveness of your referral network. Here are some of the activities the scorecard tracks. You get points for each activity. * Sending thank-you cards or gifts * Calling a referral source * Arranging a one-to-one meeting * Attending networking events * Bringing someone with you to a networking event * Setting up an activity with multiple referral sources * Sharing or sending out an article of interest * Displaying another person’s brochure in your office * Sharing something a connection posts on social media * Arranging a speaking engagement * Giving a referral You can also add your own activities and assign points to them. The Networking Scorecard gives you a baseline of what it takes to get the amount of business you need. Your target should be to get 75-100 points every week. You can find Dr. Misner’s Networking Scorecard on page 259 in the second edition of Networking Like a Pro. You don’t have to re-create this as an Excel spreadsheet, though: you can download a free app for your smartphone from Dr. Misner’s blog. Share your experience using the app, and any suggestions for additions to it, in the comments. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 546 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you? Ivan: I am in Florida this week meeting with John Maxwell to do some videos for BNI and for the John Maxwell Leadership Training Program. So really excited to be meeting with John again. He is an amazing guy. Priscilla: That sounds great. Well, what are you planning to share with us today? Ivan: I have, I think, an interesting topic, the networking score card. I want to give the history on it and then I will explain what it is. Years ago, many years ago, before I started BNI, I had worked with sales divisions of companies. In the insurance industry, there was and it is probably still out, called the one card system, where they would track the number of cold calls that people would make and determine how many sales they are going to make based on the number of cold calls. So many cold calls turn into appointments. So many appointments turn into sales. I remember years ago thinking there has got to be a way to measure activity in networking to determine how much business you are going to get. So quite a long time ago, as past of the Certified Networker Training Program I developed, I did a written, manual score card where you could keep track of the amount of business generated. I ended up putting a variation of the in Networking Like a Pro and it is in the second edition of Networking Like a Pro. The second edition. I don’t think I have talked about this on the podcast. Second edition of Networking Like a Pro is now available on Amazon and in most major bookstores. The Networking Score Card, if you get a copy of the book,

02.21.2018

Episode 546: Networking Scorecard

Synopsis A lot of us pay more attention to tracking our recreational activities than to building our business. People who are successful keep track of their business activities. The Networking Scorecard is a tool for keeping track of the things you do in the course of your week to build the effectiveness of your referral network. Here are some of the activities the scorecard tracks. You get points for each activity. * Sending thank-you cards or gifts * Calling a referral source * Arranging a one-to-one meeting * Attending networking events * Bringing someone with you to a networking event * Setting up an activity with multiple referral sources * Sharing or sending out an article of interest * Displaying another person’s brochure in your office * Sharing something a connection posts on social media * Arranging a speaking engagement * Giving a referral You can also add your own activities and assign points to them. The Networking Scorecard gives you a baseline of what it takes to get the amount of business you need. Your target should be to get 75-100 points every week. You can find Dr. Misner’s Networking Scorecard on page 259 in the second edition of Networking Like a Pro. You don’t have to re-create this as an Excel spreadsheet, though: you can download a free app for your smartphone from Dr. Misner’s blog. Share your experience using the app, and any suggestions for additions to it, in the comments. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 546 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you and where are you? Ivan: I am in Florida this week meeting with John Maxwell to do some videos for BNI and for the John Maxwell Leadership Training Program. So really excited to be meeting with John again. He is an amazing guy. Priscilla: That sounds great. Well, what are you planning to share with us today? Ivan: I have, I think, an interesting topic, the networking score card. I want to give the history on it and then I will explain what it is. Years ago, many years ago, before I started BNI, I had worked with sales divisions of companies. In the insurance industry, there was and it is probably still out, called the one card system, where they would track the number of cold calls that people would make and determine how many sales they are going to make based on the number of cold calls. So many cold calls turn into appointments. So many appointments turn into sales. I remember years ago thinking there has got to be a way to measure activity in networking to determine how much business you are going to get. So quite a long time ago, as past of the Certified Networker Training Program I developed, I did a written, manual score card where you could keep track of the amount of business generated. I ended up putting a variation of the in Networking Like a Pro and it is in the second edition of Networking Like a Pro. The second edition. I don’t think I have talked about this on the podcast. Second edition of Networking Like a Pro is now available on Amazon and in most major bookstores. The Networking Score Card, if you get a copy of the book,

02.21.2018

Episode 545: Full Participation in BNI (Classic Podcast)

This is a rebroadcast of Episode 116. Synopsis In week two of BNI Fundamentals, Dr. Misner addresses “Full Participation in BNI.” (Remember, Education Coordinators can download all this material in advance from BNI.com.) * Be there every week. Out of sight, out of mind. And if you show up late for BNI, we assume you’ll show up late with clients. * Participate in the networking time that starts each meeting. Don’t sit down until the president calls the meeting to order. Pay special attention to visit. * Participate 100% in the meeting. Treat whoever is speaking as if they were the biggest client you could possibly land. * Attend the BNI trainings and embrace a culture of learning. All four of these practices demonstrate the Givers Gain mentality. The more you put into BNI, the more you’ll get out of it. Brought to you by Networking Now. Complete Transcription of BNI Podcast Episode 116 – Priscilla: Hello everyone, and welcome back to The Official BNI Podcast brought to you by NetworkingNow.com, which is the leading site on the Net for networking downloadables. I’m Priscilla Rice, and I’m coming to you from Live Oak Recording Studio in Berkeley, California, and I am joined on the phone today by the founder and the chairman of BNI, Dr. Ivan Misner. Hello, Ivan and how are you? Ivan: I’m doing great, Priscilla. This week I’m still up at Big Bear. We’re doing master trainer meetings with the Referral Institute people. One of the companies I run is called The Referral Institute. For BNI members, if you have a chance, go to ReferralInstitute.com, and it’s a great program to help teach people to go really deep in learning how to create referrals for life. I’m meeting with the key master trainers this week in Big Bear for the referrals. Priscilla: That sounds great. Well, what would you like to share with us this week? Ivan: Well, last week I started the 12 weeks of BNI Fundamentals, and this is week number 2, which is called Full Participation in BNI. If you’re an education coordinator, you can download these 12 weeks ahead of time by going to BNI.com and putting your user name and password for education coordinators. If you don’t have that, go to you local BNI director and get that information. And you can get this ahead of time and then follow along with us and help train and support members on these podcasts as we do them. Last week we made the point that success in BNI comes when the rest of the chapter members trust you enough to open up their best referrals to you. You have to remember that until we’ve experienced your work, you have to earn that trust by showing us how professional you are and by treating us like prized clients. So we talked about the things not to do to be a good member in BNI. This week the subject is how to really play full out, full participation in BNI for fun and for profit. The first simply is showing up each week at our meetings. That means be there every week; be there on time; actually participate. Why? Two reasons. First, if you’re not there, you’re not fresh in everyone’s mind, and you’re not in the minds of the members each and every week. We won’t think of you when we’re standing smack in the middle of a great referral for you. The second reason is if you don’t show up or you show up late, we assume that’s just your style. This is really important. If you don’t show up or you show up late, we assume that’s just your style and that that’s the way that you’ll operate in a referral that we give you, that you’ll do the same thing with people we might refer to you. Remember, your actions here are all we have to go on to judge your professionalism with our referrals.

02.14.2018

Episode 545: Full Participation in BNI (Classic Podcast)

This is a rebroadcast of Episode 116. Synopsis In week two of BNI Fundamentals, Dr. Misner addresses “Full Participation in BNI.” (Remember, Education Coordinators can download all this material in advance from BNI.com.) * Be there every week. Out of sight, out of mind. And if you show up late for BNI, we assume you’ll show up late with clients. * Participate in the networking time that starts each meeting. Don’t sit down until the president calls the meeting to order. Pay special attention to visit. * Participate 100% in the meeting. Treat whoever is speaking as if they were the biggest client you could possibly land. * Attend the BNI trainings and embrace a culture of learning. All four of these practices demonstrate the Givers Gain mentality. The more you put into BNI, the more you’ll get out of it. Brought to you by Networking Now. Complete Transcription of BNI Podcast Episode 116 – Priscilla: Hello everyone, and welcome back to The Official BNI Podcast brought to you by NetworkingNow.com, which is the leading site on the Net for networking downloadables. I’m Priscilla Rice, and I’m coming to you from Live Oak Recording Studio in Berkeley, California, and I am joined on the phone today by the founder and the chairman of BNI, Dr. Ivan Misner. Hello, Ivan and how are you? Ivan: I’m doing great, Priscilla. This week I’m still up at Big Bear. We’re doing master trainer meetings with the Referral Institute people. One of the companies I run is called The Referral Institute. For BNI members, if you have a chance, go to ReferralInstitute.com, and it’s a great program to help teach people to go really deep in learning how to create referrals for life. I’m meeting with the key master trainers this week in Big Bear for the referrals. Priscilla: That sounds great. Well, what would you like to share with us this week? Ivan: Well, last week I started the 12 weeks of BNI Fundamentals, and this is week number 2, which is called Full Participation in BNI. If you’re an education coordinator, you can download these 12 weeks ahead of time by going to BNI.com and putting your user name and password for education coordinators. If you don’t have that, go to you local BNI director and get that information. And you can get this ahead of time and then follow along with us and help train and support members on these podcasts as we do them. Last week we made the point that success in BNI comes when the rest of the chapter members trust you enough to open up their best referrals to you. You have to remember that until we’ve experienced your work, you have to earn that trust by showing us how professional you are and by treating us like prized clients. So we talked about the things not to do to be a good member in BNI. This week the subject is how to really play full out, full participation in BNI for fun and for profit. The first simply is showing up each week at our meetings. That means be there every week; be there on time; actually participate. Why? Two reasons. First, if you’re not there, you’re not fresh in everyone’s mind, and you’re not in the minds of the members each and every week. We won’t think of you when we’re standing smack in the middle of a great referral for you. The second reason is if you don’t show up or you show up late, we assume that’s just your style. This is really important. If you don’t show up or you show up late, we assume that’s just your style and that that’s the way that you’ll operate in a referral that we give you, that you’ll do the same thing with people we might refer to you. Remember, your actions here are all we have to go on to judge your professionalism with our referrals.

02.14.2018

Episode 544: 5 Great Questions to Ask at a Networking Event

Synopsis The easiest way to be seen as a bore is to talk about yourself. Your goal at a networking event is to make yourself memorable by not talking about yourself. In honor of International Networking Week, Dr. Misner shares 5 good questions to ask at a networking event. * What do you like best about what you do? * What got you started in this profession? * Where else do you usually network? * What are some of your biggest challenges? * How can I help you? (Don’t ask this unless you mean it and plan to follow through.) Everyone has a story. It’s your job to find out what that story is. Listen to Episode 83 and Episode 183 for more great networking questions. Do you have favorite questions to ask at networking events? Share them in the comments. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 544 – Priscilla: Hello everybody and welcome back to the Official BNI Podcast, brought to you by the Networking for Success Channel on YouTube, which features Dr. Ivan Miser and many other networking experts. I am Priscilla Rice, and I am coming to you from Live Oak Recording Studio in Berkeley, California. I am joined on the phone today by the Founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you today? Ivan: I am doing fantastic and I would like to wish you and everyone listening a Happy International Networking Week. It is the first week of February every year, International Networking Week. So this is International Networking Week. If you get a chance, go to internationalnetworkingweek.com or to my blog IvanMisner.com and just check out a very short video. It’s only about four minutes long about International Networking Week. I talk about diversity. I have been doing this now for 10 years, I think 11 years, International Networking Week. I have a lot of content to do today so let me jump into that. It’s an interesting topic, as you told me offline, five great questions to ask at a networking event. So here we go. What is the easiest way to be seen as a bore? Talk about yourself. That is probably the easiest way. So why would anyone thing that successful networking means cornering as many people as possible and telling them all about your business? That is a bad idea. The best way to entertain a new contact and potential future referral partner is to get them to talk about themselves. So your goal at a networking event is to make yourself memorable without talking about yourself. Now, that sounds paradoxical, but it really works. If you know how to do it, you will stand out in people’s minds when they look back on the event. The secret really is to ask people about themselves and their business. A lot of people you run into at networking event are so busy talking about themselves, their products and all the great things that they can do for you that they never take a breath and ask about you. Instead of competing with these folks, imagine the result of asking questions that encourage them to freely share that information. You can really create a networking environment in which they are talking and you are listening. A good networker has two ears and one mouth and uses them both proportionately. People are feeling heard. This all begins with your opening conversation, so if you lead off by asking the right questions, and you demonstrate a genuine interest, cultivate an attitude of trust and rapport from the start. So here are five good questions to ask at a networking event.

02.07.2018
The Official BNI Podcast Podcast

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