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June 3, 2020
Synopsis This week photographer and documentary filmmaker Antoine Didienne from the BNI Partners in Growth chapter in San Diego joins Dr. Misner to talk about how to look better on virtual meetings–including your BNI online™ meetings. Two of the most important factors in how you look on a video call are positioning your camera and lighting yourself. You can improve both of these without buying any special equipment. * Always face the light source. * Use “daylight white” (5,000K) light bulbs.* Position your camera at or above eye level. Using a laptop or tablet? Put it on a stack of books.* Natural light: sit facing the window at a 45-degree angle.* Artificial light: position the light source in front of and above you.* You can open a blank Word doc to use your screen as a source of light.* Position the conference window as close to the camera as you can, so you look into the camera. Learn more about Antoine and see his photography at https://www.147photos.com/ This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 658 Paste transcript here.
May 27, 2020
This episode is a rebroadcast of Episode 452. This is a Classic Podcast – Ivan is NOT traveling at this time. Synopsis Today’s question comes from Victor in Latvia. I know a person I’d like to invite as a visitor, and I’m pretty sure he would join as a member, but his category is already taken in our group. Since he can’t join our group, our group couldn’t benefit from inviting him? Should I still invite him? If he joins another chapter, how can our chapter benefit? The short answer is “Yes, absolutely you should invite him”–but first talk to the person in your group who represents that profession. Reassure that person that you are not bringing the visitor in as competition. How can your group benefit from inviting a visitor who can’t join your chapter? * Inviting this person is an investment in social capital. If you want to build a powerful personal network, you need to build relationships with many professions.* Building strong chapters near you helps to create a strong BNI brand. The better BNI looks overall, the more likely good people are to want to join your chapter.* If you help a group nearby, the more likely they are to help you.* Any visitor, whether or not they join your chapter, has a network and can refer members of your group to them. Send your questions to askivan@bni.com. Brought to you by Networking Now. Complete Transcript of Episode 452 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 today? Ivan:I am doing great today, Priscilla, and I have a really interesting question. It is a long one, so stick with me. It is kind of detailed. The question comes from Victor, A BNI member in BNI Wagoner in Riga, Latvia . Yes, we have chapters in Latvia, which I think is so cool. It is a long question so let me read it to everyone and then we will talk about it. He says, “I know a person who I would like to invite to BNI, and I am pretty sure that he would join as a member, but his category is already taken in our group. So inviting him to the meeting and introducing him to the BNI program, he may like the meeting, but he wouldn’t be able to join my chapter. He could possibly join another chapter in a nearby city where his category isn’t taken. But in that way, the whole group and I really couldn’t benefit from bringing him in.” So here is his question: “Should I be selfish and not invite him or should I invite him? And if I invite him and he joins another group, how can we as a chapter benefit from that? How can we benefit from bringing in somebody who we know can’t join?” That’s his question. Interesting question, don’t you think? Priscilla:Yeah. I can come up with a reason, at least one reason why he should invite that person. Ivan:Alright. Hold that reason because I have two and I would love to hear your reason. Priscilla:Okay. Ivan:So I have two comments anyway. One really good reason, but two comments for sure.
May 25, 2020
Synopsis This is an additional episode for the week. The regularly scheduled episode will post as usual, later this week. Dr. Misner returns with a fourth Special Episode to address BNI’s plan for transitioning back to holding in-person meetings. * The plan will not be a cookie cutter approach. * BNI Directors and members from all over the world have been giving input. * Chapters will need to follow specific guidelines in order to help insure the safety of their members. * Almost $1 billion (USD) was generated by members last month through referrals via BNI Online™. * Be safe. Be patient. We can do this together. Complete Transcript of Special Episode 4 Hi, this is Ivan and I am doing a very short, special podcast about the pandemic and what some of our thoughts are for the near future. Please share this with your fellow members. I know some restrictions are being relaxed in some areas of the world relating to the pandemic and I wanted to share some thoughts about our next steps in BNI. First and foremost, our number one objective is the safety of our members. At the same time, I understand that this is an organization made up of entrepreneurs and we all want to get back to doing business and doing it in person. I want to assure you that we will. We are working on a plan to help us do this as safely as possible. The plan we are working on will not be a cookie cutter approach. Different parts of the world are in different situations and the impact of the pandemic is still evolving. Many BNI Directors and members from all over the world have been giving input and our plan will take those local conditions into consideration. This is important… group meetings are a higher-risk environment and we want our members to be safe. When we do transition back to in-person meetings, we will need chapters to follow specific guidelines in order to help insure the safety of our members. The guidelines are only part of the plan that needs to be in place before groups start meeting in-person again. We’re working on this. It is a high priority but must be done right and we cannot rush into this. In the meantime, BNI online™ has been very effective at keeping us all connected in order to provide support and business for each other. Almost $1 billion (USD) was generated by members last month through referrals via our online platform. That is an amazing result in a world that has been put on pause for many weeks. I ask that everyone continue to be patient. I know that sometimes it doesn’t feel like this will ever pass. But it will. And when it does, I want us all to look back and be proud of how quickly we transitioned to BNI Online™ and equally important, how safely we transitioned back to our in-person meetings (or even possibly some hybrid of online and in-person in the future). I am proud of how members and Directors have rallied to implement an alternative to our in-person meetings. I want to look back and be equally proud as to how we transitioned back to in-person meetings in a way that was safe and fruitful for everyone. My last podcast was about hope. Hope is more powerful than fear. Hope plus action leaves fear in the dust. Hope is hearing that little voice inside you whispering about… what “can be” when everyone around you is shouting what “can’t be.”  Let me help that little voice and say – you’re going to get through this. It’s not easy but you have a network. A network of people who are there to help you. Your Leadership Team, your fellow members, your Directors and me.
May 20, 2020
Synopsis In this week’s podcast, Dr. Misner responds to two different critiques regarding some of his social media posts about “hope” during a crisis. One respondent was outraged that Dr. Misner was offering people “false hope.” The other was a BNI member who found it difficult to stay positive but was willing to keep an open mind. What is the positive in being locked down at home with your three children needing to be home-schooled?Daniel, a BNI Member Fear vs. Focus Even in a global pandemic, we are in charge of our attitude. Rather than get caught up in fear, focus on the solution. Almost all of us are stuck at home. We can choose to make the most of it and come out better and stronger, or we can choose to be overcome by it. False Hope? To the first critic, Dr. Misner replied that hope is hearing that little voice inside you whispering about what can be when everyone around you is shouting about what can’t be. Hope is more powerful than fear. Hope plus action leaves fear in the dust. Have hope, take action, and that’s the way you deal with situations in life. Read “Hope Is More Powerful Than Fear” and watch the video on IvanMisner.com. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 656 Priscilla: Hello, everybody, and welcome back to the Official BNI Podcast. 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 the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you today? Ivan: Hey, Priscilla, I am doing great. And I have a podcast today that I think is unique. It is hope is is more powerful than fear. And you probably know, I know you’ve seen a lot of my posts. I’ve been posting messages on my social media ever since the COVID virus and all of the resulting things because of that. I’ve been posting a lot of my social media about hope and focus when times are difficult. And as a result, I had someone give me a gift. His gift was a rather harsh critique. He said, basically, in part, “What are you thinking, giving people false hope with posts like this?” Now I call it a gift because it gave me an opportunity to do this podcast. I want to comment about that critique in a minute. But before I do, I want to talk about another message that I received from Daniel in Canada. He’s a BNI member and Daniel’s comment was much different. Now come back to the critique towards the end. Daniel said he appreciated my positive feedback. But he asked for help understanding what is the positive in not being able to work while being locked down at home with his three children needing to be homeschooled? Yeah. So I mean, I get that. And what I liked about Daniel’s comment was, he appreciated the positive approach, but he was unsure how he could apply it. But he was open minded, and I feel like I can work with that. You know, people don’t have to agree with my position. But you know, if they ask for how do you apply that? I get it. Well, first of all, I’ve talked about in the special episodes that I did, you know, the importance of making effective use of being online and online or in person.
May 13, 2020
Synopsis Jason Avery, author of Constructing Success and a member of BNI Referral Masters (Clearwater), joins Dr. Misner this week to talk about Power Teams. When Jason started meeting with his Trades Power Team, he discovered that BNI does not have a standard Power Team agenda. His Power Team (which now has 33 members) developed its own format; I Have, I Need, I Will. This format provides each member with specific actions to take to help other members grow their businesses. Other key factors in the group’s success are * Attendance policy: members must attend 2 consecutive meetings to participate in the shared advertising plan, and will be removed if they miss 3 consecutive meetings.* Shared Advertising: every quarter, the group has 5,000 rack cards printed with all the members’ businesses on it.* Consistency: meeting every two weeks at the same time, in the same place. (They are temporarily meeting on Zoom, at the same time as the regular meeting.) Ivan recommends that large, successful Power Teams invite at least one member who is part of another Power Team or is not yet in a Power Team to attend as an observer. This can help other Power Teams develop. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today!
May 6, 2020
Synopsis The Butterfly Effect is a concept in chaos theory where huge effects can be traced to small causes. Something as simple as the flapping of the wings of a butterfly in a tropical area makes some minor change in the environment, which changes something else, which changes something else, which changes something else, which changes the weather. In networking, the Butterfly Effect works like this. A BNI member called Ivan to ask a favor. Doing the favor led him to a speaking engagement, which led him to meet Jack Canfield, which led him to join an organization, which led him to meet someone who invited him to Necker Island, which led him to meet Sir Richard Branson. When you meet someone, you never know who they know–and you never know who those people know. A small interaction can have big effects down the line. Never hesitate to make new connections. They can take you places you never imagined. Read Dr. Misner’s 2007 blog post, “The Butterfly Effect of Networking.” This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 654 Transcript goes here.
April 29, 2020
Synopsis Mark Applebaum joins Dr. Misner on the podcast this week to share five money-making activities you can engage in to improve your results in BNI. * Show up at your BNI meeting–and be present when you do. Show up early and pay attention. Everything you do in the meeting sends a message about how you do business.* Invest your time in CEUs. The more you learn, the more you earn. You never know what you might hear in a podcast that will make you more successful in BNI. Spend at least 1 hour per week on CEUs.* Schedule multiple 1-2-1s every month. Listen to Episode 472: More 1-2-1s = More Referrals to learn how having four 1-2-1s each month doubles the number of referrals you get. (Episode 472 was rebroadcast as Episode 570.)* Bring at least one visitor per month. That means inviting at least one visitor per week. Listen to Episode 639: How to Bring a Visitor into the Room for more about how.* Program your brain to see referrals everywhere. If you’re doing all the other activities, you will have referrals on your mind, and it will be more natural to make referrals and more natural for your network to give you referrals. Ivan talks about this in Episode 404: Standing in the Middle of Referrals. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcription of Episode 653 Priscilla:Hello, everybody and welcome back to the Official BNI Podcast. I’m Priscilla Rice. And I’m coming to you from Live Oak Recording Studio in Berkeley, California. And 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 today? Ivan:I’m doing fantastic. Priscilla, thank you so much. I have another guest this week. Mark Applebaum. Mark is a friend and has been a BNI member for 15 years. He’s been a director for over five years. He’s with Engage Wellness Summit. He really has a passion for connecting people. Mark’s married to his amazing wife, Tiffany, for 19 years, they have two great kids, Ryan and Jenna and as a director for BNI. Mark loves to teach members how to give visitors a wow experience. I love that, Mark – a wow experience. Today we’re going to talk about five money making activities of BNI. So first of all, Mark, welcome to the podcast. Thank you either. Thanks for having me back. It’s my pleasure. How many times it’s been knows this the second third, this is the fourth, fourth fourth time I need to keep better count. That’s okay. You must have great content, but I keep bringing you back. Mark:Well, it’s an honor. And that’s a true statement because I get a lot of requests and I don’t take every request. And I don’t take every second or third requests. So Ivan:You’ve gotten really good content, and I appreciate it. Thank you. So it’s an interesting topic, five money making activities of BNI. And so let me start with the first question. And you set me up with this question. You can’t change the results in business, but you can change the activities – talk about that.
April 22, 2020
Synopsis Debby Peters, founder of Connext Nation and a BNI member for the past 25 years, joins Dr. Misner on the podcast this week to talk about her new book, Tell Me Exactly What to Say. The concept of this book was born when a student asked her to demonstrate how to introduce two people in his network to each other. When she began to demonstrate, he asked her to slow down so he could write down exactly what she said. The book models 20 different conversations, from making introductions for how to connect to a speaker after a presentation. (Always have a specific point to compliment them on and a specific question that shows you paid attention.) This is a great book both for new BNI members but also for seasoned BNI members who may still run into networking situations where they don’t know what to say. You can order it on Amazon. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 652 Priscilla:Hello, everybody and welcome back to the official BNI podcast. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And 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 today? I am doing fantastic, Priscilla, and I have a good friend on the podcast today. I’ve known Debby for 25 years, Debby Peters. She has decades of experiences as salesperson sales manager and sales trainer. She was also a licensed trainer in the Certified Networker Program, which I developed man,y many years ago. In 2009, she founded the Connext Nation and wrote Referral Pursuit as a course that helps business people to hone their referral relationships. And she’s written a new book, which I love the title that’s called Tell Me Exactly What to Say, which I was very happy to endorse. She has been a BNI member for almost 25 years, and I’m really pleased to have her on BNI Podcast today. Debbie, welcome to the podcast. Debby:Thank you so much, Ivan. You really know a lot more about me than I thought that you did. Priscilla: I either have a good team or you gave people good information. I learned a long time and I knew much of this. You know, you must have joined BNIwhen you were 18. Ivan:Thank you. Yeah, it’s true this 25 years. Well, I love the book. I love the title, Tell Me Exactly What to Say. And it’s all about networking. And what could you share with the BNI members and listeners? So why did you write this book? Debby: Well, it’s really interesting because I have a couple business partners. Now my son and my daughter in law. We’ve merged our businesses in 2018. And my daughter in law is our CEO and her big vision is having us do content a lot more. And so she told my son, Greg, to write a second book and she looked at me and said, “All right, Debbie, write your first.” I dragged my heels for about a year and then I was teaching one of my classes and one of my students, Rick Atkins, asked me how do I get back in front of people that I’ve already met? And I said, “Well, do you have someone in your network that you need to introduce to that person? Simple. Yeah. I said, “Well, why don’t you introduce the two to each other? You know, it’s a win for everyone.” And he said,
April 15, 2020
This episode is a rebroadcast of Episode 543. Synopsis In business, if you really sit down and think about what you’re going to do and how you’re going to do it, you tend to be much more successful. Dr Misner came up with 9 different things to think about when preparing to listen to The Official BNI podcast, and Priscilla adds a suggestion. BNI Members * Listen in your office and take notes (or print the transcripts and highlight them). * Listen to the podcasts in your car. Anything you can listen to and learn when you’re in traffic is awesome. * Download the podcasts from iTunes and listen to them on your mobile device. * Listen to podcasts when you’re doing the dishes, walking the dog, or exercising. Education Coordinators * Education coordinators can provide short summaries of an episode or play a clip from one. * Hand out a transcript at a meeting and talk about it. * Assign specific podcasts based on what the group needs and discuss them at the next meeting. * Use the search function on the BNI Podcast website to find the episodes most relevant to you. * Assign podcasts to new members or those who are struggling with part of the BNI program. BNI Directors * BNI Directors should be assigning podcasts to people who are working on developing networking skills. Some Podcast Stats as of January 2nd, 2018 There are 538 published episodes, minus 78 rebroadcasts = 460 unique episodes. Each episode is approximately 10 minutes long. 460 x 10 = 4600 minutes, or 76 hours and 40 minutes of listening time–and that’s a conservative estimate. Listening to every single episode is a marathon task, but you can sort podcasts by category, tag, or series to find the ones that interest you most. If you have more ideas about how to listen to the BNI Podcast, let us know in the comments. And thank you for listening! Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 543 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, thank you. We have an interesting topic, I think, today, how to use a BNI Podcast, how to listen to BNI Podcast. I started thinking about it. Sallie Goetsch, the person who manages the BNI Podcast website, answered somebody’s question. She started throwing out some stats. I thought this is interesting. I started thinking about ways people could listen and how you could use the podcast as a result of it. I am going to share those stats with you at the end of this podcast. I came up with a list of eight different things to think about as you listen to the podcast and what you can do with the podcast. Priscilla, we haven’t talked about this much, but if you have something to add to it,
April 8, 2020
Synopsis This week, Dr. Misner wants to present some hard facts about gratitude and what the scientific research shows about its positive impact. * Harvard Medical School reports that people who express gratitude are more optimistic and feel better about themselves personally. * The Yale Center for Emotional Intelligence concluded that expressing gratitude completes a feeling of connection with other people. * Paul Zach, a professor at Claremont Graduate University, states that neuroscience shows that recognition has the largest effect on trust, especially when it’s tangible, unexpected, personal, and public. * UC Berkeley used fMRI scans to show that people who wrote gratitude letters had a better activation in the medial prefrontal cortex than those who did not write the letters. * Studies by the Cicero group, published in Forbes, found that people who are on the receiving end of gratitude have a 33% increase in their innovation and a 22% increase in work results. Gratitude improves attitude. It improves feelings of connection, and it improves results. It’s not New Age, it’s science. In BNI, if you don’t have a referral, you give a testimonial. Testimonials are about expressing gratitude in a specific and public way. Here’s how you can start to practice gratitude today. Many people have helped us during our lifetime. Have you acknowledged them? Have you thanked them? Have you recognized the difference that they’ve made for you? The gratitude effect doesn’t take much effort and it costs nothing, yet it makes a difference in yourself and the people around you. And when you acknowledge people in this way, people are drawn to you like a magnet because it accelerates the relationship process. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 651 Priscilla:Hello, everybody and welcome back to the Official BNI Podcast. I’m Priscilla Rice, and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And I’m joined on the phone today by the Founder and the Chief Visionary Officer of DNI Dr. Ivan Meisner. Hello, Ivan, how are you and where are you? Ivan: Thank you, Priscilla. This week,  I am at the US conference in Denver, Colorado, and it’s our annual conference with all of the U.S. Directors and a number of members from the greater Denver area. But I wanted to just say one quick thing about your opening line, which I love. And I do it because I want to show people that I’m not just sitting around in an office all the time, but I’m traveling and visiting a lot of chapters, more and more personal. And I think this is so cool. People just walk up to me wherever I’m at, and they just say, “Hello, Ivan, how are you and where are you?” And I absolutely love that because I know they’re listening to the podcast – and more and more people are using your line. And I’m grateful for you for using that line. Priscilla: Okay, that’s great. Well, it seems to work. So I get to find out where you are every week. That’s fine. Yes. Ivan: And today’s topic, I think is appropriate because it’s, it’s about the gratitude effect. And, you know, I recognize that when some people hear a phrase like, you know, we should have an attitude of gratitude. They’re thinking yeah, yeah, more New Age cycle, but we want hard facts. And so what I wanted to do with this podcast is to giv...
April 1, 2020
Synopsis In this third special episode, Dr. Misner shares comments from BNI members around the world about the new BNI Online platform. Complete Transcript of Special Episode 3 Hi, this is Ivan Misner, Founder & Chief Visionary Officer of BNI. This is a Special Episode of the Official BNI Podcast. I know many of you are struggling. Just to give you an update, we have invested massive resources to transition BNI to an online platform (think of 9,500 Zoom accounts for all of our groups, along with the training, and staffing resources to create manuals and processes in just a matter of weeks). We have invested heavily to make sure you, our members can continue to benefit from being part of BNI. Know that BNI has been impacted as well. To put this in perspective, we have had to lay off about a third of our global staff (hopefully on an interim basis). We hope to bring many of them back. ALL remaining BNI employees have taken an across the board 25% – 50% pay cut. BNI is a face-to-face networking company. Our entire business was predicated on in-person meetings. We are trying to turn-on-a-dime to continue offering services to you, our members through BNI Online. Transparency is important and I believe that sharing this information with you is the right thing to do. I also want to communicate another message. I truly believe we will prevail. You will prevail. We will prevail together. We will all get through this, and BNI intends to be right there with you. A message will go out soon as to what we can do for the members AND still stay in business ourselves. Be patient and be understanding. We are all in this together. All of us. In the meantime, I want to share with you some of the amazing stories that I have received regarding BNI Online. In a time of crisis, we are coming together to support one another, and I thought you might find some of these success stories to be inspiring. I know I have. Before I start with the stories sent in, last week, let me start with a question that I was asked about BNI Online. I recently had a chapter President say to me that she was having difficulty getting one of her long-time “seasoned members” (I think she meant Baby Boomers) to use the platform – the BNI Online platform. She said he barely used BNI Connect. What could she tell him to get him to participate? I told her this. I HATE change. No, seriously, I hate change. The one thing I hate more than change, is failure. I really hate failure. He can change or he can fail. The choice is his. Tell him you’re there to help him through this if, he too, hates failure more than change. You’re there for him. Change or failure. I want to talk about the change that has taken place with BNI Online and how it is leading to success for our members. Sit back for a while – I want to give you some good ones. Many of these have been edited down so I can cover more. Mario Zambrano a member and friend of mine in Austin said: “I have been blown away by the speed BNI pivoted to online. Today we had our first meeting and it was dynamic and productive. I know how much it takes to make it work and I have never seen it done in one week. Bravo.” [Now the amazing thing with this about comment this comment from Mario is that he is the Chief Technology Officer for a very successful technology company.]
March 25, 2020
Synopsis In this second special episode, Dr. Misner calls on BNI members to find the opportunities in the current crisis by finding focus amidst fear. * Focus on what you can do right now. * Reach out to your BNI network and ask how you can help. * It’s OK to ask for help from your fellow BNI members. * Pour your extra time into yourself and your business. * Read Seven Tips for Working from Home at IvanMisner.com. * Today, people need BNI more than ever. * BNI Online will help you get through this. * Everything’s Gonna be OK (See Episode 207). What will you be doing to cultivate your network in the coming weeks? Share your responses in the comments. Complete Transcript of Special Episode 2 Hi, this is Ivan Misner, Founder & Chief Visionary Officer of BNI. This is Special Episode #2 of the Official BNI Podcast. Please share this with your fellow BNI members. The world’s a crazy place right now. People don’t make good decisions based on fear or anger. There’s plenty of that going on all around the world today. Don’t succumb to it. I don’t know about you, but challenges like this give me an absolute singularity of focus. In the middle of a serious challenge, it’s hard sometimes to see through the fog that surrounds us. But there are opportunities. To see those opportunities, you need to have a singular focus on executing a plan. In BNI it’s to transition the organization to BNI Online (for at least the interim) and not get distracted by noise that doesn’t focus on solutions. In difficult times, what I’ve seen is one of two things that generally happen to groups of people. They either become frozen in fear or they become focused on solutions. Fear vs Focus. We cannot change what is going on around us, but we can change how we respond to it. Now is not the time to stop networking – it’s just the time to do it differently for a while. Keep doing the things you need to do to stay healthy. That’s important, but set aside your fear and focus on what you can do right now to work your way through this very difficult situation. If you’re like many people, you probably have some free time on your hands. Use it effectively. Activate your BNI network. Reach out to your fellow BNI members and see how they are doing. Find out if there is anything you can do for them. Yesterday, I heard John Maxwell say, “You can’t help everybody, but you can help somebody.” Use this time to help somebody. And don’t forget, it’s OK for you to ask for help also. The people in your BNI group are your colleagues. They are mostly people that you are at credibility with. It’s OK to share your needs with them. This is also a great time to pour into yourself. Work on the business plan you intend to execute when this is over. Read books that will stimulate and motivate you to do the things you need to do when this is done. Spend time learning on BNI University (it’s a great time to get some extra CEU’s in). Take a look at a recent blog I wrote on working from home at IvanMisner.com. I’ll include the link in the transcript of the podcast: https://ivanmisner.com/seven-tips-for-working-from-home/.
March 16, 2020
Hi, this is Ivan Misner, Founder and Chief Visionary Officer of BNI. This is the first ever Special Episode of the BNI Podcast. Special Episode Number One. Please make sure to tell your fellow BNI members about this episode. It’s an important one. Necessity is the mother of invention. Thirty-five years ago, I was going through a pretty tough business challenge. The result of that challenge was the creation of BNI. Many of us are experiencing some pretty difficult challenges today. Once again, I believe that necessity is the mother of invention. There is no higher priority than the safety and well-being of our members and leaders in BNI. We have been closely monitoring world events and preparing the organization to continue to provide support to you and to your business. We have committed significant resources and are investing in new tools to support you during this time. As a result, we have created a powerful new meeting platform called BNI Online. It’s a simple and effective way for you to stay connected to your network from the comfort of your home or office. It’s essentially the same as a traditional BNI meeting with the same structure and agenda, and all it takes is a few mouse clicks. We have successfully run trials of the BNI Online platform and it has proven to be effective in generating quality referrals and “Thank You for Closed Business.” Your Chapter President or BNI Director will be reaching out to you in the coming days with more information about this great new service that we have prepared to help you during this time. The strength of this organization has always been in the way members come together to help and support each other. I have seen this first-hand over the years. I’ve seen how members have come together after the earthquake in Northridge, California, the hurricanes like Katrina, the Tsunami in Japan, and the recent brush fires in Australia. When members share their needs with other members, I have seen magic happen. Over and over again, I have watched as members of this organization support one another in a way that I find both incredible and humbling. We have a chance to do this again today. I am so proud to see the members, directors, and global support team step up to find solutions to the current problem. Our mission, in BNI, remains the same: To help members increase their business through a structured, positive, and professional referral marketing program. The mission remains the same. Only the mechanism has changed. When the time is right, we can go back to our face-to-face meetings. But we will go back to them with a powerful awareness of what is possible for us in the future. When I was diagnosed with cancer eight years ago, the very first thing I did was write down a list of the Possible Positive Outcomes of this very serious situation. I came up with a list of many items. I have to tell you that every single one of those potential outcomes has come true for me. Every one. I ask you to do the same. Make a list of all the Possible Positive Outcomes that this interim transition can have for you. Here are four to help you get started: * Others may struggle during this time, but you’ll be in a position to continue to do referral business every week.* If there’s something you need, you’ll have access to your referral partners to help you with that need.* Your commute to your BNI meeting is as far away as ...
March 11, 2020
Synopsis The 12 x 12 x 12 Rule comes from Dr. Misner’s book Networking Like a Pro. You can pick up a copy of the book if you want to read about this rule in more detail. There are three parts to the rule How do you look from 12 feet away? You want to come across as professional, whether you’re going to a chamber of commerce function or a big event. Listen to Episode 577 with Meaghan Chitwood and Episode 632 with Tia Young for more about dress code and maintaining a professional appearance. How do you look from 12 inches away? Make sure that your body language and your attitude send the right message. Be trustworthy, friendly, open, and positive. No matter how bad the economy is, complaining won’t get you business. Look the other person in the eye and stay focused on what he or she is saying. What are the first 12 words out of your mouth? Start by asking about the other person. When someone asks what you do, be ready with a response that’s succinct but memorable. You want to pass the Eyebrow Test. If their eyebrows go up, you’ve got their attention. If their eyebrows go down, you’ve confused them. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 649 Priscilla:Hello everybody. Welcome back to the official BNI podcast. I’m Priscilla Rice, and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And I’m joined on the phone today by the Founder and the Chief Visionary Officer of BNI Dr. Ivan Meisner. Hello, Ivan, how are you doing today? Ivan:I am fantastic and I’m back from all my travels. I’m in Austin, Texas in my home office in Austin today and excited to be doing the podcast. Priscilla:Okay, great. I’m really curious about this title and what it means. Ivan: The 12 by 12 by 12 rules. So I talked about the 12 by 12 by 12 rule in a book, which you can see here on BNI Podcast by scrolling down and looking on the right hand side, you’ll see Networking Like a Pro second edition. If you’re interested in seeing the full description of the 12 by 12, by 12 rule, just pick up a copy of Networking Like a Pro. It’s available on Kindle. It’s also available as an Audible book, as well as a printed book. So take a look at it. But here’s what’s a 12 by 12 by 12 rule is all about. Let me review the three things and then I’ll dig into each one individually. The first 12 is how do you look from 12 feet away? Do you look the part? Do you look professional? The second is how do you come across 12 inches away? Now okay, you know, and I’m not going to get 12 inches to somebody, at least you shouldn’t. But the idea here is how do you look face to face? Up close? How do you come across? And, you know, does your attitude, does your body language reflect what people first saw? And then the third 12 is what are the first 12 words that you say when you start talking about yourself? So, what I’m talking here about is perception, and perception is people’s reality. And it’s very important that you create the right per...
March 4, 2020
Synopsis Jack Canfield returns to the BNI Podcast to share some material from The Success Principles Workbook, which is coming out at the end of March. The Success Principles is a best seller, but a lot of people would read the book but not do what it says. The workbook takes you through 17 of the most important principles, with worksheets and journal prompts. It’s easy to talk about things like taking 100% responsibility and giving up blaming and complaining, but to actually do that requires some interaction with you and your thinking process. Example Exercise: Difficult & Troubling Experience * What’s a difficult or troubling experience you’re having? * What are you doing to create it? * What’s the payoff? * What’s the cost of keeping it like it is? * What would you rather be experiencing? * What actions would you need to take to create what you really want? * On a scale of 1 to 10, how likely are you to do that? More Success Principles Exercises * Getting clear about your life purpose * Creating a vision for seven different areas of your life * How to turn your vision into goals * How to create affirmations for your goals * How to create a mastermind group * How to work with a daily accountability partner There are also guided meditations you can access with your phone through QR codes. Work through one principle a week and you can radically change your life in a few months. Get your copy of The Success Principles Workbook today. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 648 Priscilla: Hello, everybody, and welcome back to the Official BNI Podcast. I’m Priscilla Rice, and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And 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 and where are you? Ivan: Well, I just got back from the founding region of BNI a few days ago, and that’s in Southern California. And it was incredible to see the founding chapter which is still around after 35 years to have a long term members. We still have two people from the original chapter that are still active and big and yeah –  it’s just amazing. It’s exciting to go back and to see how well that chapter in the in the region is doing so I’ve got a guest again today and I had him back in in January and I know Jack Canfield the really well. He’s known as America’s number one success coach. He’s a best selling author. He’s the Founder and CEO of the Canfield Training Group is co authored hundreds of books, including one to that I’m sure most of you know about the Success Principles, and definitely the Chicken Soup for the Soul series which has sold over 500 million copies. I always find that amazing. Jack’s been on lots and lots of shows and this is his second appearance here on BNI podcast. He’s the Founder of the Transformational Leadership Council where I’ve really gotten to know Jack very well. And as I said,
February 26, 2020
Synopsis Lorena Medina, National Director of BNI Mexico, joins Dr. Misner on the podcast this week to share a story that shows BNI is more than referrals. One of the biggest challenges that entrepreneurs have is that no one ever taught them how to run a business. They go to school to learn a profession, but only teaches them how to be a dentist or a doctor or a lawyer—not how to be a business owner. BNI is not a business school. The mission of BNI is to help members grow their businesses through referrals. But learning how to run a business can be a side effect of joining BNI. Lorena has seen this at work. A dentist named Lupita went to a BNI meeting as a visitor. As she listened to each member’s presentation, she realized that she didn’t have a business name, or a logo, or incorporation papers, or many other things that she needed. She knew what to do once the patient was sitting in the chair in front of her, but not how to get them there. That’s what Lupita saw she could learn in BNI, and she’s been a member for 10 years now. If you’ve experienced a positive “side effect” of joining BNI, share your story in the comments. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of BNI Podcast 647
February 19, 2020
Note: This is a rebroadcast of Episode 382. Synopsis Chances are your network is both deep and shallow. All networking connections start out shallow, and you often don’t know more about the people you meet at networking events than the superficial things you hear about them there. BNI is an opportunity to deepen your network, because you meet the same people week after week and can get to know them better. It’s the deep relationships, the ones where you know about people’s families, hobbies, and personal goals, that are the most powerful. To build a deep network, pay attention to what people say when you talk to them. The expert on this is Harvey Mackay, as exemplified in Dig Your Well Before You’re Thirsty. He makes notes, and when he meets a person for the second time, he remembers the names and ages of their children. We have a tool in BNI for turning a shallow network into a deep network: it’s the GAINS Exchange. This exercise can benefit you as a member and increase referrals even between members who have known each other for years. Brought to you by Networking Now. Complete Transcript of BNI Podcast Episode 382 – 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, 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 and where are you? Ivan:Hi Priscilla. I am in the LA area at BNI headquarters this week. We had our big conference last week and we are training national directors from around the world. We are getting close to 60 countries now and so we have a number of new countries that are here at BNI headquarters. Priscilla:How many members do you think there are in BNI? Ivan:I can tell you almost exactly 171,000 members. Priscilla:That is a lot! Ivan:It has been Mr. Toad’s Wild Ride. Priscilla:I bet. Ivan:Incredible growth in the organization. Today we are going to talk about the subject of is your network deep or is it shallow? Is your personal network and your professional network deep or shallow? Chances are it is a little bit of both. The questions are how strong is the deep part of your network? A shallow network is where all of the people meet and basically start out and where in my opinion, far too many of them, will remain. You meet and you learn a little bit about a lot of people, but you don’t do much deeper. BNI is a little bit of an exception because you are meeting people every single week and you are able to go deep with them. So BNI is a great way to take your network deep in many places. But you know, this goes beyond that because you are networking elsewhere, or you should be networking elsewhere, like chambers, service clubs, those kinds of organizations. You don’t know, oftentimes, much more about those people than the superficial things that you pick up as you meet them at the other networking events. A deep network is one that contains contacts who you know a lot more about and who usually know a whole lot more about you.
February 12, 2020
Today’s podcast comes from a new book Dr. Misner is working on, and it’s about why being humble makes for a great networker. Humility and success are not mutually exclusive. Humble people don’t think less of themselves; they just think of themselves less. What does humility look like? Here are nine ways people like Jack Canfield and Richard Branson demonstrate humility. * Their egos don’t enter the room before they do.* They’re approachable and easy to talk to.* They listen and ask questions during a conversation.* They maintain eye contact and show genuine interest.* They make people feel at ease and thank them when appropriate.* They focus on solutions rather than railing about problems.* They have situational awareness and strong emotional intelligence.* They don’t behave as if the world revolves around them.* They practice Givers Gain and strive to make a difference for others. At a large networking event, I know I’ve had a good day when people share with me that they’re surprised at how easy I was to talk to.Ivan Misner If you’ve witnessed or been on the receiving end of an incredible demonstration of humility, share that experience with us in the comments. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 645 Priscilla Rice Hello, everybody, and welcome back to The Official BNI Podcast. I’m Priscilla Rice, and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And 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 and where are you today? Ivan Misner  I just got back from Necker Island. A few days ago, I did International Networking Week—networking internationally, I had an opportunity to spend some time with Richard Branson. And another amazing experience there. So, a lot of fun. I’ll be writing about it. You’ll see more as time goes on. Priscilla Rice  Oh, great. Okay, tell us about this podcast. Ivan Misner  This podcast is based on some material I’m working on with a new book. And it’s got a section in it on humility. And so I want to talk about being humble and how I think it makes for a great networker. I really believe that humble people don’t think less of themselves. They just think of themselves less. Okay, so the best networkers I know are humble. In fact, many of the most successful people I’ve ever met have been remarkably humble. We just interviewed Jack Canfield a couple of weeks ago, and he’s a very, very humble person. The guy sold 500 million books, but I’ve been out to dinner with him. And you know, he never tells people who he is or, you know, his ego does not enter the room before him. And so I really believe that being humble and being successful don’t have to be mutually exclusive. I remember years ago, going to a political function in my late teens, and I had decided that I wanted to pour myself into a campaign for a particular individual whose platform I appreciated. Then I met him. Now, I was introduced to him by someone high up in his campaign, and as soon as he learned that I was a lowly college student,
February 5, 2020
Synopsis Graham Weihmiller, CEO of BNI and Director of the BNI Foundation, joins Dr. Misner on the podcast this week to talk about how to transform your organization or business with top talent. It’s more important than ever for every organization to stand for something simple and powerful. We’re finding that around the globe, the most talented people want their work to have a bigger purpose. You can’t just put what you stand for on the wall: your organization needs to live it. Here are some of Graham’s tips for hiring top talent. * Make sure there is a role, not just a task, that’s a good role for a new teammate.* Make sure your team and especially your hiring manager are clear on the job description and specification.* Find the people who seem most interested in that role by hosting a “getting to know the company” session.* Have a collaborative recruiting process. Involve your team and have multiple rounds of interviews. Watch for consistency in the way candidates behave.* Let candidates know very clearly what challenges and opportunities they can expect as members of the organization.* Talk to the candidate’s references in depth to find out what they’re like and how you can support them as team members. * Integrate your new team members with a new employee boot camp. BNI offers new employees 30 days to build relationships and work with a mentor to learn the job. Small business owners tend to underestimate the time it takes to build really winning teams. This process can require up to a third of a senior manager’s time. As much as 50% of a CEO’s time can go into supporting the existing team and recruiting new team members. But it’s the most transformative thing that business leaders can spend time on. You will never scale a business unless you build a team. These same principles can apply to building a better BNI chapter by choosing your members carefully. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 644 Priscilla: Hello, everybody, and welcome back to the official BNI podcast. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And I’m joined on the phone today by the founder and the Chief Visionary visionary Officer of BNI Dr. Ivan Meisner. Hello, Ivan, how are you today? Ivan: I am doing fantastic and you didn’t ask where I am. I am in Necker Island this week in the Caribbean having an opportunity to spend some time with Richard Branson, my wife and I. So it’s, it’s a fun week this week. And of course, it’s part of international Networking Week. So I’m doing some international networking week activities here here on Necker and I have a guest today who I have not had on the podcast since Episode 388. And we can’t wait that long to do another podcast together. And that is Graham Wehmiller, who’s the CEO of big a position that he’s held since 2014. Graham also serves as the director of the BNF Foundation, which focuses on children and education prior to be an i Graham was the CEO of a 35 year old home care services company with 250 locations throughout the US. And prior to that, he worked at the American franchise company Bank of America Merrill Lynch. Graham received his MBA from Harvard Business School and his ba...
January 29, 2020
Synopsis Jack Canfield—yes, that Jack Canfield—joins Dr. Misner on the podcast this week to talk about his book The Success Principles and his proven system of success. A system is something that provides a consistent result every time, all the time. If you want to build a business that expresses your purpose, here’s what you have to do. * Take 100% responsibility for your life.* Clarify your values and the vision that would allow you to fulfill your purpose.* Create specific goals and action steps you can take to reach that goal.* Ask for what you want and never give up.* Address your limiting beliefs. Your inner six-year-old should not be making decisions for you.* Ask for feedback: “On a scale of 1-10, how would you rate me? What would it take to make it a 10?” Sign up for Jack’s free Success Principles 10-day transformation or buy the 10th anniversary edition of Success Principles on Amazon or wherever fine books are sold. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 643 Priscilla: Hello, everybody, and welcome back to the official BMI podcast. I’m Priscilla rice and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And I’m joined on the phone today by the founder and the chief visionary Officer of big Dr. Ivan Meisner. Hello, Ivan. How are you and where are you? Ivan: Hi, Priscilla. I am doing great and I just got back from Panama a couple of days ago and was there with my guest today, who is Jack Canfield. Let me tell you a little bit about Jack, if you don’t know him already most most of you probably know Jack or know of Jack. He’s known as America’s #1 success coach. He’s a best selling author, professional speaker, trainer, entrepreneur and is the Founder and CEO of Canfield Training Group and has conducted live trainings from more than a million people in more than 50 countries around the world. He holds two Guinness World Record titles, I didn’t know that. And as a member of the National Speakers Association Hall of Fame, he’s a co author of more than 200 books including The Success Principles: How To Get From Where You Are To Where You Want To Be, and the Chicken Soup For The Soul series which includes 40 New York Times bestsellers and has sold more than 500 million copies in 47 languages around the world. Jack’s appeared on more than 1000 radio and TV shows including The Oprah Winfrey Show, The Today Show, Fox and Friends, Larry King Live- so many different shows. He’s also the Founder and Chairman of the Transformational Leadership Council, an international organization of top transformational leaders in the world. And that’s where I was last week with Jack. On a personal note, I love Jack. He’s not only incredibly successful, he’s an individual who walks his talk. His ego does not enter the room before him. I really enjoy his company immensely. He’s the one that invited me till TLC and so many things have happened because of that. I want to thank you, Jack. And I want to thank you for being on the podcast today. Jack: Well, you’re very welcome.
January 22, 2020
Note: This is a rebroadcast of Episode 526. Synopsis If you’re going to succeed at networking, you need to play well with others. Just as you couldn’t always choose who came to the playground when you were a child, you don’t always get a say in who your fellow BNI members are. You don’t have to like everybody in BNI. Almost every chapter contains a “jerk,” but that’s not a reason to leave. Don’t let other people control your success. Tolerance is a highly-used word and an under-used practice. Here are 5 things to consider when you’re talking to someone you think is a jerk. (We’ll call him or her “J” for short.) * Listen without arguing.* Ask questions that will give you more insight.* Show interest in their point of view. You don’t have to agree in order to show interest.* If you can, get them to focus on solutions. Problems are easy. It takes real smarts to identify realistic solutions.* Clear, open, and honest communication is the best way to deal with “J.” Here are 6 things to be aware of when there’s a “J” in your group: * Make yourself invaluable to the group by focusing on solutions.* Stay clear of chapter drama and rise above the situation.* Don’t complain; be positive.* Stay aware of your emotions.* Use your support team.* Be a leader, not a leaver. Dysfunctional people are really challenging. Dr. Misner recommends reading The Triangle of Truth: The Surprisingly Simple Secret to Resolving Conflicts Large and Small by Lisa Earle McLeod. Lisa explains the secret to dealing with crazy people without letting them make you crazy. Don’t just walk away because somebody else is a “J”. This is your group and your success. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 526 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, and I have a topic today that will take every bit of my time, so I am just going to jump right in if that is okay. I was talking to a really good Executive Director recently and he said he had a member who left because – and these were her exact words, Priscilla – “because there is a member in our chapter that is a jerk.” That is why she left the chapter. So that is what I want to talk about today. Here is the primary message. Don’t let other people control your success. Networking is a marathon. It is not a sprint. It’s a long game. I don’t know if you remember, Priscilla, in elementary school in North America- I have a lot of listeners from around the world. I would love to hear if other countries had the same kind of thing in their elementary school. In elementary school in North America, we would get a thing in our report card where they would grade you on your ability to play well with others. Do you remember that? Priscilla:Yes,
January 15, 2020
Synopsis For an expanded version of the material in this episode, check out the two one-hour webinars for Module 18 of Ivan’s Inner Circle. BNI has had 35 years of consecutive growth. This was partly because they have a great concept, but also because of the strategies Dr. Misner used to take BNI from Garage to Global®. In this week’s episode, Dr. Misner shares 12 lessons he’s learned on this path. * Learn to work on your business, not just in your business. (Read The E-Myth by Michael Gerber if you’re not familiar with this concept.)* Create systems, write everything down, and teach people what you’ve written down.* Reverse-engineer your goals. If you have a goal for the end of the year, where do you need to be at the end of each month between January and December.* Delegate. You have to delegate both responsibility and authority. Everyone you delegate should have 95% authority in that position.* Know your numbers. Get daily reports on your key success factors, and get as granular as possible.* Do six things a thousand times, not a thousand things six times. For BNI, it’s adding members, adding chapters, filling chapters, and telling stories. Be a dog with a bone. Persistence is a superpower.* Surround yourself with great people. Pick up the book Who’s In Your Room?* Ignorance on fire is better than knowledge on ice. As a new business, you can’t afford to hire knowledge on fire. Hire people with a great attitude and teach them.* Culture eats strategy for breakfast. Create an amazing vision statement, know your core values, and create a great company culture. Start with your first employee.* Know your mission. * Work in your flame, not in your wax. Do the things you’re passionate about, and hire people to the stuff you hate doing.* Share a vision that everyone is striving towards. BNI has dominated its industry in almost every market for decades because of a shared vision and a shared implementation of that vision. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 641 Priscilla Rice Hello, everybody and welcome back to the official BNI podcast. I’m Priscilla Rice and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And I’m joined on the phone today by founder and the Chief Visionary Officer of BNI, Dr. Ivan Misner. Hello, Ivan, how are you doing today? Ivan Misner I am doing fantastic. It’s a great start of the year and I’m excited about what the this year will hold for us. Priscilla Rice Great. Tell me a little bit about this episode title. “Garage to Global®.” What is that? Ivan Misner Last week we talked about the big origin story, how BNI got started. And I mentioned that in December of 1985–I started BNI in January of 1985, and in December I reflected on the year and how it went. And I was really surprised at how BNI had really struck a chord in the business community. And that was the point at which I sat down and created a plan to scale BNI. And so what I want to do today, I actually have a webinar and you mentioned that Ivan’s Inner Circle is the sponsor for the podcast and by the way, 100% of the proceeds from Ivan’s inner circle goes to the BNI Foundation–100% of the proceeds I receive go ...
January 8, 2020
Synopsis On January 8th, 1985, Dr. Misner started BNI. That makes this the 35th anniversary for the organization, which now has more than 9,300 chapters in more than 70 countries around the world. Dr. Misner started a management consulting business in 1983. At the end of 1984, his largest client didn’t renew his contract. He needed to bring in a lot of new business—fast! Since all his business came from speaking engagements and referrals, he had to find a way to generate more referrals. He was involved in some networking groups, but wasn’t happy with them. Either they were purely social, or everyone spent the time selling. Neither one generated very much business, so he decided to start his own group. The members would be people he knew and trusted and wanted to refer business to. Dr. Misner’s friends loved the idea of group that merged business with relationships, held together by a philosophy of giving first. They held their first meeting on January 8th. After about 3 months of referrals, someone came to him and asked if would be possible to open a second group because there was already a member representing her profession. By the end of the first year, there were 20 groups. At that point, Dr. Misner began to realize that he had struck a chord in the business community that he hadn’t anticipated. In 1986, he started to plan for scale. Next week, Dr. Misner will share some of what he thought about to take BNI from Garage to Global®. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 640 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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 today? Ivan: I’m doing great. I’m back come in Austin, Tx after the new year. I had a great new year and looking forward to a great 2020. Today is a special day. On January 8, 1985 I started BNI. This is the 35th for the organization. We now have over 9300 chapters in more than 70 countries around the world. It blows me away. I’m always humbled by what this has become. I thought it might be a good opportunity to share on the BNI Podcast the origin story of BNI. I’ve talked about it briefly in some podcasts and it’s in the [ inaudible ] I want to give a short tighter version that people can share because I’m often asked, “I’ve read it/heard about it, but can you share it so that I can get an official version of BNI origin short.” Around the end of 1983 I started a consulting practice full time and I did it for a year up until 1984 as a management consultant. I had a number of clients but I hand a really large client that represented half of my business or more. We were doing a great job and I assumed that it would get renewed but I wasn’t involved with their finance. So when it came up for renewal at the end of 1984, they didn’t renew their contract and I was so surprised by that. I had just bought a house, Priscilla. I had a mortgage that looked gigantic to me. I needed to get referrals and build my business to replace that client. At that time, I received 100% of all my business as a consultant from speaking engagements and referrals. I had to ramp up the number of speaking engagements I did and I had to figure out what...
December 18, 2019
Synopsis Madeleine Dechy from BNI Greater Livonia joins Dr. Misner on the podcast this week. She has brought a visitor to BNI every week for the past 3.5 years, which has resulted in 43 new members in 42 months. Here’s how she does it. Extending Your Eyes and Ears There are people all around us who are looking to grow their businesses. (Listen to Episode 404 to hear more about this.) Bring someone you know to the BNI meeting: your therapist, your office manager, your spouse. Teach them to ask the people they meet whether they want to grow their businesses. Accept cold calls. Tell the people who call offering services to meet you at the BNI meeting and bring business cards. Go to Other Networking Events Chamber of commerce meetings and trade shows are especially good because everyone there is already looking for business. Social Media: Stack Day on a Platter Join neighborhood groups on Facebook and LinkedIn and ask for recommendations for professions your BNI chapter needs. Send private messages to each of the people who were recommended and invite them to come to the BNI meeting on the same day. Your chapter gets its choice of new members, and you can send the others to neighboring BNI chapters. Before I Hang Up Finish every conversation by asking “Can you recommend a great __________ (profession the chapter is looking for)”? If they say yes, call that person and say “So and so highly recommended you. Would you be my guest at a business meeting? I’d like to introduce you to some local people.” Follow Up Not everyone is ready to join right away, but they might still be interested. Follow up with every visitor. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 639 Paste transcript here.
December 11, 2019
This is a rebroadcast of Episode 495. Synopsis People have been asking Dr. Misner what his position, or BNI’s position on current political events. What Dr. Misner has discovered over time is that talking politics or religion in BNI is not a good idea. Our mission in BNI is to help people increase their business through a structured, positive, and professional referral marketing program that enables them to develop long-term, meaningful relationships with quality business professionals. Dr. Misner has always been active both politically and spiritually–but neither of these is pertinent to BNI. Political and religious issues can be extremely divisive. There are many great venues for expressing political and religious beliefs. BNI is not one of them. BNI is an international organization with chapters all around the world and members who belong to every religion. It can only succeed if it focuses on its mission. That isn’t to say that BNI members shouldn’t have strong political or religious views. We just need to keep them out of BNI meetings. Brought to you by the Networking for Success YouTube Channel. Complete Transcript of Episode 638 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 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:I am in Houston, Texas today. On my way to Houston. I am speaking at a coaching conference this week. I am excited to be there. I do presentations all over the world. If you are part of a big company and looking to being in an outside speaker, let us know. I am always happy to go speak at these events. Priscilla:That would be a good referral for you. Ivan:Yeah. That’s a great referral for me. It needs to be an organization that has a budget. With as much travel as I do, I don’t do free presentations anymore. But if they have a budget, reach out. I will put them in touch with somebody. So that is where I am this week. I am in Houston speaking in an organization that is very active in BNI. So today is an interesting topic. Politics, religion and BNI. Priscilla:Yeah. Ivan:You know, I decided to do this topic right now because of all the things that are going on in the world. More than ever, I am getting asked about my position or BNI’s position on people elected to office or things that are going on the world like the European Union and what is going on with the UK. So I am asked what our opinion is. I think it is really important to say that talking politics and religion in BNI is not a good idea. The topic has been for many years brought up to me occasionally but it has been brought up a lot lately. So I thought it would be time to to a podcast on it. Before I did my graduate work, not a lot of people know this. I did my graduate work in organizational behavior. I received a bachelor’s degree in political science. As a political science graduate, I was really interested in politics. And I still am. But I don’t discuss it in BNI. Why? Because it gets our eyes off the ball.
December 4, 2019
Synopsis In this week’s podcast episode, Dr. Misner talks about his new book, The Networking Mentor. This is a great book for BNI members who want to mentor new members and for new BNI members who want to be mentored. Unlike most of Dr. Misner’s books, The Networking Mentor is told as a parable of a mentor (Jim) and mentee (Ken). Jim sees that Ken is struggling and shows him how he can build his business through networking. Chapter Outline of The Networking Mentor * Struggling* The Meeting* The Decision* The Committee* The Naysayer* The VCP Process* The Friendship Factor* Leads vs. Referrals* Putting It All Together* A Culture of Referrals* What Goes Around Comes Around Pick up your copy today and learn how mentoring a new BNI member can help build both your businesses. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 637 Transcript goes here.
November 27, 2019
Synopsis In most settings, anyone who shows up is eligible to win the door prize. In BNI, you need to do more than just show up: you need to give a referral or bring a visitor before you can win. Since the door prize is always provided by a BNI member, members often ask Dr. Misner what makes a good door prize. He decided to put that question out to the members on his Facebook page. The members told him that a good door prize * Should have recall value (remind the recipient of the giver).* Has intention behind it and shows you thought about your choice.* Showcases the giver and the giver’s company.* Is related to your business (like spot cleaner from a carpet cleaning business)* Helps the recipient be more successful (e.g. leadership books, especially if they are autographed)* Is something you make yourself (cookies or a thumb drive containing all the BNI podcast episodes).* Comes from another business in the BNI chapter. In general, personal gifts are better than impersonal ones. A gift certificate from a fellow BNI member is better than a gift card from a big chain. Alcohol is not a good choice when you don’t know who will be getting the gift. What are some great door prizes you have given or received? Let us know in the comments. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 636
November 20, 2019
Synopsis Steve Farber, president of Extreme Leadership, Inc. and former vice-president of legendary management guru Tom Peters, joins Dr. Misner on the podcast today to talk about his new book, Love Is Just Damn Good Business. Love is at the core of what makes great leaders great and at the heart of what makes great businesses great. Your business will not have a competitive advantage unless you, your employees, and your customers all love what you do. Be overt in your intention to create a culture of love. Instead of asking “How can we improve our customer service?” ask “How can we better show our customers that we love them?” You’ll get a different quality of answer, and you’ll show everyone on your team that we all need to love our customers. But your employees can’t create a a great customer experience unless they have a great experience as employees. This applies to your BNI chapter as well. Visitors have to have a great experience in order to join, and they can only have that if the members of the chapter love BNI. “Givers Gain” is an expression of love. It’s a challenge to us to demonstrate what we can give. BNI loves Steve’s content so much, it’s coming to BNI University. Visit https://bniedge.mentored.com/ for a free module of The Extreme Leadership Edge, and get your own copy of Love Is Just Damn Good Business. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 635 Priscilla: Hello and welcome back to The Official BNI Podcast. I’m Priscilla Rice and 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 doing today? Ivan: I’m doing fantastic, Priscilla. I have a guest here today who I’m really honored to have on the BNI Podcast. Today’s guest is Steve Farber. He is the former Vice President of the legendary management guru, Tom Peters. Now Steve says that you have to be 50 years old or older to have to know Tom, I’m not sure that’s true, but I know Tom. Tom Peters and his book, In Search of Excellence was a seminal book for me in starting BNI and developing BNI. It’s an incredible book and he is an incredible consultant and to have this opportunities to meet and get to know Steve who was Vice President of that organization. It’s truly fantastic. I met Steve in the Transformational Leadership Council, which I’ve talked about on my podcasts. I went to an event that he did at TLC and the presentation was called, “Love is Damn Good Business.” I remember thinking, “Should I go to this?” I wasn’t so sure but I went and I am so glad I did because Steve has come out with a book now called, Love Is Just Damn Good Business and he was also a speaker at our convention last year, which was incredible. Steve, I am honored to have you on BNI Podcast. Steve: Thank you, Ivan. I’ve really been looking forward to this! Ivan: It’s great to have you here. I love your book, it’s incredible.
November 13, 2019
This episode is a rebroadcast of Episode 362. Synopsis Dr. Misner has recommended getting involved in service organizations since he wrote his very first book. Involvement in these groups expands the depth and breadth of your networking. In this episode, he thought he’d get more specific about how to decide which groups to get involved with. People who volunteer demonstrate their commitment to a cause without concern for personal gain, so you should be volunteering with organizations that you have genuine interest in and concern about. Volunteering is not a recreational activity: it’s a serious commitment. Here are 9 points to consider. * What do you enjoy doing in your spare time, and is there any connection to serving the community?* What hobbies do you enjoy, and do they provide any opportunities for volunteering?* What sports do you know well enough to coach or teach?* What brings you joy and satisfaction?* What social, political, or health issue are you passionate about?* What are three organizations that you can identify that appeal to you? Choose the one that most appeals to you and research the group online.* Will that group give you the opportunity to meet one of your professional or personal goals? Will you have an opportunity to connect with other people who will be supportive of your business?* After visiting the group, do you still want to make a final commitment of your time?* Are other group members satisfied with the organization? Brought to you by Networking Now. Complete Transcript of Episode 362/635 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 and where are you? Ivan:Hi Priscilla. I am doing great and as you know, I have been touring much of Europe for BNI. This week I am in beautiful Paris. I brought my wife and we are taking a little bit of time for ourselves as well as pulling away to do these very important podcasts. Priscilla:Oh that sound wonderful. I wish I was with you. Ivan:It’s part of our 25th wedding anniversary, so it is, you know, probably just us. Priscilla:Okay, well I won’t tag on to your trip. Ivan:Today we are going to talk about something I haven’t talked a lot about in podcasts. That is visibility through volunteering. Starting with my very first book – which most people don’t realize that The World’s Best Known Marketing Secret was actually my second book. My first book was Networking for Success. I think it sold 20 copies. Nobody knows about it. But even in that book, I talked about the importance of diversifying your networks. Social organizations, I should say, were one of the kinds of groups that I recommended. In other words, volunteering. I have been pretty consistent with that over the years. I think volunteering is a great way to get visibility in the communities. So I recommend it. What I thought I would do here for BNI members is kind of give some ideas on what kind of groups and what should you think about when you are volunteering for a service organization. One of the first steps toward networking your business is to be more visible in your community.
November 6, 2019
Synopsis An update on our sponsor, Ivan’s Inner Circle: the program has raised $4974.23 for the BNI Foundation. Way back in Episode 11, Dr. Misner touched on where to find new members and how to invite people to meetings. In today’s podcast, he takes a look at three obvious but often-overlooked places to find potential visitors. In the early days of BNI, when there were still only 20 chapters, Dr. Misner was responsible for inviting people to all the chapters. One day he was talking to another member and said “I’ve invited everybody I know. I got nobody else.” The response was skeptical—and you can tell by the member’s questions just how long ago this was. * Have you gone through your Rolodex, name by name?* Have you gone through your business card box, card by card?* Have you gone through your checkbook register? Today, you might not have a Rolodex or a checkbook. Instead, go through all the contacts in your email client and your CRM. Go through your online banking register. People you’ve already met and done business with are the best people to invite to BNI. What unexpected places have you found people to invite to your BNI meeting? Let us know in the comments. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 633 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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, Dr. Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: This week I’m at the BNI International Convention in Warsaw, Poland. These international conventions are just amazing, Priscilla. If you’re listening to this podcast, make a note of the next convention because you’ve got to come. It’s like being at a United . There are people from all over the world. The back of the room has all of those cubicle with people that are translating different languages and there’s flags from more than 70 countries around the world, it’s an incredible experience. It’s truly a humbling experience and it really gives you a great idea of what BNI really is around the world. It’s fantastic!  Priscilla: I went to it once and I felt the same way. I just loved it, it was amazing. Ivan: Yeah, it really is amazing! So today I’m going to be talking about “I invited everyone I know”, but before I do, I just want to share something with everyone; you’ve been mentioning that we have a new sponsor called Ivan’s Inner Circle (IvansInnerCircle.com) and I have said this and it’s up on Ivan’s Inner Circle website. It’s a website where I’m just really pouring into members of the Inner Circle on topics like networking, how to scale a business, on time management and many other topics. I mentioned that I am donating all of the proceeds to the BNI Foundation and in the future to other charities. So I got my first check, Priscilla! Priscilla: Yay! How much? Ivan:
October 30, 2019
Synopsis Image and etiquette consultant Tia Young from the BNI Overachievers (Land O’ Lakes) chapter joins Dr. Misner to share her tips for maximizing your professional image in BNI. * Dress as if you’re meeting with your best client. (Listen to Episode 577 to find out what happens when you don’t.) Dress at or slightly above the level of your audience.* The way you behave at the meeting is the way others believe you behave in your business. Focus during the meeting and be approachable and friendly during open networking.* Be authentic and professional. Don’t tell inappropriate jokes.* Always consider your Dress, Behavior, and Attitudes (DBA). If Dr. Misner were to visit your chapter tomorrow, would you still dress the same and act the same? Don’t give other members unsolicited advice about how their Dress, Behavior, and Attitudes are affecting their professional image, especially during a meeting. If another member asks, or you’ve reached a stage of trust, be tactful. For more tips on etiquette and image, visit Tia’s website at https://www.tampaetiquette.com/. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 632 Paste transcript here
October 23, 2019
Synopsis Graham Southwell, National Director of BNI New Zealand, joins Dr. Misner this week to talk about weekly workshops, otherwise known as education moments. Graham has collected 72 weekly workshops for education coordinators to use. The workshops provide training in the BNI basics directly from the source, to avoid Leaky Bucket Syndrome. Leaky Bucket drawing by Ivan Misner, bought at a charity auction by Graham Southwell The slides are sent to education coordinators in BNI New Zealand every week, shared on social media, and posted to the BNI New Zealand blog. They’re also being added to BNI University. Education Moment Topics The education moments include topics like “Are you too busy for BNI?” and “Why bring a door prize?” You can get the complete list of topics (including links to the blog posts) by downloading the Excel document below. BNI Networking Education MomentsDownload You can find the slides for the education moments on BNI University under Courses > Education Moments. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 631 Transcript goes here.
October 16, 2019
Synopsis An elevator pitch is not the same thing as your weekly presentation. Your weekly presentation should be laser-specific and focus on a different product or service every week. An elevator pitch needs to tell people who you are and what you do in more general terms. If you’re doing an elevator pitch in your weekly presentation, you’re wasting your time. Here are seven tips to help you create an effective elevator pitch. * Don’t do your pitch in an elevator.* Make it tight. * Keep it simple. * Don’t use jargon. * Share your USP.* Start with the “afters” (benefits).* Pass the “eyebrow test.” This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 630 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. I’m Priscilla Rice and I’m going 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 on my way to Cincinnati to do a BNI event and to go to my daughters wedding. Priscilla: Oh, wow! That’s so great! You must be so excited. Ivan: We are really excited for her. Priscilla: So what is this podcast about today? What’s the elevator pitch? Ivan: I used to hate the expression “elevator pitch.” It just drove me crazy. But everyone is using it all over the world, so I officially give up and I’m going to go with expression developed out of the idea that you’re literally in an elevator with only a minute or less,  to say who you are and what you do. What would you say? I want you to keep in mind that your elevator pitch is not a sales pitch. It’s got to be creative and succinct. It’s a way to share who you are what you do to generate interest in the listener. This is a little different than the weekly presentation that we do in BNI. The weekly presentation should be laser specific every and you should talk about a different product or a different service. That is different than a elevator pitch which is going to be more general and it tells people who you are and what you do in general terms. If you do a basic elevator pitch every week in BNI you are wasting your time. Don’t do that. Listen to some of the podcasts that I’ve done about effective weekly presentations and being laser specific.  With that in mind, here are the rules for creating an engaging elevator pitch to just tell somebody you don’t know who you are and what you do: #1) Don’t do your pitch in an elevator. An unsolicited pitch in a elevator is basically face to face cold calling. I’ve been a victim of that. Don’t be a perpetrator. Unless someone asks you what you do in a elevator, just say “good day” to them. The elevator pitch is meant to be taken out of the elevator and into the right environment. #2) Make it tight. It needs to be short. This is a quick pitch, not reading from “War And Peace.” The pitch should be more like a work of art instead of a science project. It should be succinct and expressive. It’s something you must practice carefully to be able to present yourself cohesively and professionally. You also need it to be natural.
October 9, 2019
Synopsis For many years, the largest referral given to anyone in BNI came from a cosmetics consultant. When the husband of one of her clients said he needed a new graphic designer right away, she was able to refer him to the graphic designer in her chapter–who got the design contracts for two major films as a result of that referral. Priscilla shares a story from Brian Buffini, whose all-time top referrer was a waitress at a diner, because she knew everyone. You never know who people know. Even if other members of your BNI chapter don’t work with the clients you’re looking for, they might still know people who are: friends, family members, members of their religious organization or service club. Instead of assuming that people in certain kinds of businesses won’t be able to refer any business to you, have 1-2-1s with everyone in your chapter and teach them what to listen for. You might be surprised where your best referrals come from. Listen to Episode 206: You Never Know Who They Know. Listen to Episode 404: Standing in the Middle of Referrals. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 628 Put transcript here.
October 2, 2019
Listener Shout-Out Carl Hackney in Austin sent this photo to Ivan. He listens to the BNI Podcast in the car. When he hears something he wants to go back to, he writes the episode number on the windshield. Synopsis On today’s podcast, Dr. Misner answers three “Ask Ivan” questions. The first question comes from a member outside the United States who wishes to remain anonymous. In many chapters in my country, the regions require that testimonials be in writing. Is that really required in the testimonial portion of the meeting, that you can’t give a testimonial unless it’s in writing? Anonymous BNI member This is an example of feature creep. Whoever came up with the idea that you can’t give a testimonial unless it’s in writing must have been in the sales prevention department. The testimonials can absolutely be verbal. If you want to back it up by writing it down, you can do that during the referral part of the meeting if you don’t have a referral. Can you talk about name tags? Members of my chapter haven’t been wearing them at the meetings. David Name tags are Networking 101. You’re crazy if you’re not wearing a name tag. If you’re at a networking event, you should wear a name tag, and it should have your name and your business name or profession on it. There are always people at a meeting that don’t know you. If you wear your BNI name tag to other business meetings, people will ask you about BNI and you’ll get visitors. Dr. Misner’s wife used to wear her BNI name tag to the grocery store. Wear your BNI name tag and BNI lapel pin everywhere. We recently had a realtor leave our chapter and there were six more applicants for the position. And the membership committee worked really hard to decide who should fill that position. When the new member was introduced, that membership committee said this was a really hard decision, because there were some very qualified applicants. Several of the members were really angry that their choice wasn’t selected. And the new member told me that he felt like several people were angry with him because because he was picked. John It’s really difficult being on the membership committee, and it’s important to be a team player and engage the new member as part of your team. When someone is picked, even if it’s not your choice, be receptive and accepting of the new member and make them feel welcome. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 628 Priscilla Rice Hello, everybody, and welcome back to the official BNI podcast. I’m Priscilla Rice. And I’m coming to you from Live Oak Recording Studio in Berkeley, California. And 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? And where are you? Ivan Misner I am on my way to Florida this week for the US membership drive winners. We’re doing a little Caribbean trip for three or four days, so I’ll be hanging out with a couple hundred of my best friends in BNI, people who won the membership drive in the United States. Priscilla Rice Wow, that sounds great.
September 25, 2019
This is a rebroadcast of Episode 437. Synopsis Today’s topic comes from Dr. Misner’s new book, Avoiding the Networking Disconnect, co-authored with Brennan Scanlon. To succeed at networking, you need to be self-aware, selfless, and selfish. Don’t feel too guilty if you’re networking to get business. Everyone is. But you need to be self-aware. Know what you want from the meeting and what you want from the relationships. Understand your product or service and be able to communicate it clearly. Know whether the people you’re talking to are in or have connections to your target market. The only way you’re going to motivate anyone to refer business to you is to be selfless. Be genuinely interested in the people you’re talking to. Focus on them when talking to them. Ask “How can I help you?” If you’ve given a lot to someone and received nothing in return, you need to have a conversation with them. Ask “How can I help you get referrals for me?” You need to be selfless first, but it’s okay to be a little bit selfish. People will be willing to help you if you have helped them. The Official BNI Podcast will be on winter break December 23rd and 30th, and will return the first week in January. Meanwhile, you can order the book from Amazon. Brought to you by Networking Now. Complete Transcript of Episode 437 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 today? Ivan:I am doing great, and I gave you a tongue twister for a topic today, didn’t I? Priscilla:You sure did. What is that about? Tell us. Ivan:This is some material out of my new book. It just came out within the last month. It is called Avoiding the Networking Disconnect and it is co-written with a BNI Director- a great guy- Brennan Scanlon. I will include a link here on this podcast where, if you are interested, you can go and check out the book. This is some material from the book that I think BNI members might be interested in. And though it is a tongue twister, it is a great way of looking at your networking efforts because you really need to do three different things. You need to be self-aware. You need to understand what you want to get out of your networking activities. You need to be selfless. We had a podcast recently with Bob Burg talking about the Go-Giver. That is a certain amount of selflessness. Givers gain is about selflessness. It is okay to be a little bit selfish, but first you need to be self aware and selfless. Let’s talk about this a little more. Most people, a lot of people- and I think BNI members are certainly better than most- think networking is all about them. That is why we called the book, Avoiding the Networking Disconnect, because everybody shows up at networking events wanting to sell and hardly anyone is there to buy. That is the networking disconnect. They are just a little selfish. They are there to get business. But look,
September 18, 2019
Synopsis One of the biggest mistakes that people make when networking is thinking that it’s just about running around the room collecting as many business cards as possible. Collecting cards in a networking event is not networking. Networking is about having conversations with people and making good enough connections that you can actually follow up with people. Over the years, Dr. Misner has received many business cards. The ones he keeps fall into three categories: * People he needs to follow up with.* People who have promised to follow up with him.* People in an industry he thinks he may need to have a contact in someday. Those are the people whose contact information goes into Outlook so he can follow up by email. If you don’t make a meaningful connection, you might as well still be cold calling, no matter how many business cards you collect. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 626 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. I’m Priscilla Rice and I’m coming to you fro 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 Minneapolis, MN this week doing a BNI event and I’m doing a keynote presentation to a private organization that is made up of mostly bankers. So I’ll be talking to them about networking. I don’t know if you know this, Priscilla, but I do keynotes for private organizations quite often throughout the year.  Priscilla: That’s great! Well, tell us about this, Ivan. I am sure that you collect a lot of business cards, so what is this topic about? Ivan: It’s about the fact that it’s not just about collecting cards. I think one of the biggest mistakes that people make when networking is thinking that it’s just about running around the room collecting as many business cards as possible. I found that many times that people who do this often don’t really like networking or don’t really kenos how to network but they know they have to do it and they think the best way to do it is just collect business cards. I tried telling people like that in particular, that’s not networking. That’s basically face to face cold calling or worse yet, it’s simply card collecting. You’re basically a card dealing collecting cards.  Years ago I ran into a couple of business partners that make a competition of collecting cards at a networking event- I think i may have mentioned this in a podcast in the past, but the person that collected the least number of cards had to buy the other partner dinner that’s week. They were really proud of this networking strategy. They seriously bragged about it to me! I tried to tell them that this is really not a good networking strategy at all, but I don’t think they every got it. So unfortunately, I still find myself running into people who think that this is a great approach to networking effectively. So my co-author of Networking Like A Pro, Brian Hilliard, has given me the solution to dealing with people who believe this. Here’s what it is; Brian has a dog who’s name is Barley- a 55 pound Shiba Inu,
September 11, 2019
Synopsis Elisabeth Misner, co-founder of the BNI Foundation (and Dr. Misner’s wife of 30 years) joins the podcast this week to talk about cause networking. Cause marketing is a strategy that companies use to market themselves and create their brand awareness by their own social activism. Cause networking is identifying needs in your community and tapping into your network to help meet those needs. BNI’s Business Voices program provides an umbrella for BNI members to engage in cause networking and create a heightened awareness of BNI in the local community. Working together on projects for Business Voices also brings members closer together and increases member retention for BNI chapters. If you’d like to get your chapter involved in Business Voices, go to bnifoundation.org/programs/business-voices/ and follow the instructions to complete the activation process. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 625 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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 doing today? Ivan: I am fantastic, Priscilla. And I’m really pleased to say that my beautiful bride of 30 years is my guest today, Elizabeth Misner. Elizabeth is the Co-Founder of the BNI Foundation and she travels with me all over the world speaking to audiences in BNI and other audiences about Cause Networking and the BNI Foundation’s Business Voices program. A lot of people don’t know this about Elizabeth, but first of all, she was a BNI member and joined BNI in 1986. It was the best referral I ever got. We’ve been married, as I mentioned, for 30 years but in the early days of BNI she was really active in the organization in terms of helping to create our manuals and at one point she ran the largest BNI region for the organization. She was our first Director of Marketing. So she knows the history of this organization well and better than anyone else other than possibly me. It’s really great to have her on. We started the BNI Foundation together 21 years ago. Elizabeth, welcome to the BNI Podcast! Elizabeth: Yes, thank you so much, Ivan. Hi, Priscilla!  Priscilla: Hi, Beth! How are you? Elizabeth: I’m excellent. Thank you. Ivan: So, Elizabeth, most people know Cause Marketing is, but talk about Cause Marketing and Cause Networking. What’s the difference? Elizabeth: Cause Marketing is a strategy that companies use to market themselves and create their brand awareness by their own social activism by adopting a particular cause and becoming known in the community, whatever their community is- whether it’s locally or internationally or online by focusing on serving in that area. It’s very well known and most companies have some type of Cause Marketing that they are involved with and they let you know about it. For example,
September 4, 2019
Synopsis Daniel Haverman from the Palm Beach Business Exchange chapter joins Dr. Misner on the podcast this week to explain what a referral is and isn’t–and how to increase your chances of turning referrals into business. In baseball, an “at bat” is the opportunity to get a hit. It’s not a guarantee of a home run. A referral in BNI is the opportunity to do business, but it’s not a guarantee of a sale. BNI members have to go through their regular sales process before the referral turns into closed business. If you’re not getting good referrals, you need to educate your fellow members about what’s a good referral. If you get good referrals and they aren’t turning into business, go back to the person who gave you the referral and ask for help “heating up” that cold connection. Here are some of the ways to increase your likelihood of hitting the ball out of the park. * Ask the person referring you to set up a three-way phone call or an in-person meeting with the prospective.* Tell your fellow BNI members not only what makes a good referral, but where to find those people.* Find out as much as you can about the person you’ve been referred to. Ask the person who gave you the referral about them. Check their LinkedIn profile and their website so you understand what they do and what matters to them.* Don’t promise anything you can’t deliver. * Remember to turn in your TYFCB on BNI Connect. That motivates people to give you more referrals. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 624
August 28, 2019
This is a rebroadcast of Episode 448. Synopsis Today’s topic comes from Dr. Misner’s book Avoiding the Networking Disconnect. Dr. Misner’s co-author Brennan Scanlon came up with this system for following up with new contacts after meeting them at networking events. It’s called the 24/7/30 Follow-up System. * When you meet someone at an event, drop them a note within 24 hours after meeting them. Handwritten notes are the best, but using email is better than not doing it.* Within 7 days, connect and engage with them on the social media platform they use the most. Do not sell to them.* Within 30 days, set up a face-to-face meeting (in person or by video conference). Do not make this a sales call. Make it a relationship-building opportunity. Yes, it’s difficult to make time for a lot of face-to-face meetings, but without them, you’re never going to take the relationship to the next step. Do you have suggestions for improving follow-up? Share them in the comments. Brought to you by Networking Now. Complete Transcript of Episode 448 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 today? Ivan:I am doing great, Priscilla, and I have a topic that is really out of a new book that I have written. I have mentioned it a couple of times on the podcast, Avoiding the Networking Disconnect. If you are listening to the podcast, you can get it on amazon.com. Avoiding the Networking Disconnect. A lot of the stuff in this book that BNI members might find valuable. I want to talk about a piece of it because I am often asked by people, “What is a good follow up system?” My co author came up with this concept. His name is Brennan Scanlon. He is an Executive Director there in Ohio, a great BNI Director. He and I wrote this book together, but this concept was originated by Brennan. You know, I often see people make the mistake of meeting a lot of new people at networking events but then not having a system in place to follow up with the new contact afterwards. So they ask me what is a great way to follow up? So here is a simple follow up formula that we call the 24-7-30 follow up system. When you meet someone at a networking event, drop them a note within the first 24 hours. It can be a personal hand written note or an email. Use whatever approach you do consistently. Let them know that it was a pleasure meeting them and you hope your paths cross again. The key is you have to do this consistently. People ask me which is better, an email or a handwritten note? Generally, a handwritten note, I think is the best. Nobody does it anymore. The problem is, Priscilla, I know I have talked about this in a podcast. I don’t do them. I have horrible handwriting. And you know, I have not found a card yet that has spellcheck. Now, we do have BNI members with Send Out Cards. That is a great program. I love that and programs like that where you can do it online and send out a personal card.
August 21, 2019
Synopsis A BNI member once told his BNI director that he wasn’t going to renew his membership because he wasn’t getting enough business. The director was surprised, because he had attended this chapter’s meetings and seen people give this members referrals. “Yeah,” the member said, “But it hasn’t turned into business, so I’m not renewing.” The vice president of that very same chapter then called the BNI director to say that they weren’t going to renew that member because there were so many complaints that he didn’t follow up on referrals. Suggestions for Following Up * Follow up on the same day you get the referral. If you wait, the prospect may hire someone else. * Ask your referral partner for information about the prospect and their relationship. * When you reach the prospect, start by talking about the person who referred you. What if you get a referral that doesn’t seem like a good referral? You still need to follow up—but this time, with the person who gave you the referral, to explain how they can turn a lead into a great referral for you. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 622 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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, Dr. Ivan Misner. Hello, Ivan! How are you today? Ivan: I am doing fantastic today, Priscilla, and today’s topic – unusual title, “Don’t Be This Guy” is about not following up on referrals. I am going to tell you a true story. You are going to think I am making this up. I am not. It is an absolutely true story. I had a BNI Director who once told me about a member who called him and said he was going to be leaving his group. He was coming up for renewal in about a month and he was not going to renew because he wasn’t getting enough business.  The Director said, “I am a little confused because I have been to the meetings and saw that you have gotten referrals.” He said, “Yes, it’s just not turning into business for me. I am not going to be renewing.” So the Director said, “Okay, I understand. I understand. I am sorry that it hasn’t worked out.” It’s a sad story but it gets worse. That very same day,  the Director received a call from the membership committee of that very same chapter. It was the Vice President, and the Vice President told the Director that they were not going to renew a particular member and they wanted to tell the Director because the Director knew the member. The Director said, “Okay, who is it?” And it was the guy who called in the morning! The Director said, “That’s interesting because he said he wasn’t getting any business and he wasn’t going to renew because he wasn’t getting any business.” The Vice President said, “Are you kidding me? We are not renewing because there have been too many. Complaints about him not following up on the referrals he has been given by the members.” Can you believe that? So here is a member who is complaining he is not getting enough business but he is not following up on the referrals to the point where members have gone to the membership committee to complain that this guy is not following up on referrals. I think it’s really important to reiterate something I have been teaching for a long time and that is when you give a referral,
August 14, 2019
Synopsis Jared Yellin, co-host of Ivan’s Inner Circle, joins Dr. Misner on the podcast this week to talk about why your company needs an annual marketing plan and how to create one. The Annual Marketing Plan Formula This formula provides your marketing with the most important ingredient for success: consistency. Each year, you need to provide * 12 Free Webinars. Offer a 30-45 minute educational webinar each month on a topic that falls within your zone of genius. Hosting regular webinars builds expert status faster than anything else. * 4 In-Person Workshops. Host a free in-person workshop every quarter. Having a live audience helps you see where the audience is fully engaged and where you need to dial it up. * 2 Appreciation Experiences. Twice a year, host an event to show your clients and customers to thank them for making your business possible. Retaining your existing clients is just as important as * 2 Referral Initiatives. This is when you and your team go all-in on generating referrals for 30 consecutive days. Make it fun and offer prizes for the most referrals. * 2 Online Challenges. Fourteen-day challenges are the greatest way to create a sense of community on Facebook. Challenge your clients and prospects to join a private Facebook group and help each other achieve a goal over 14 days. If you plan these activities out a year in advance, you’ll be amazed at the way your business grows. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 621 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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, Dr. Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: I am finally back home from a very long trip to San Diego, Mumbai and Bangalore, so it is good to be back in my home office in Austin, Texas.  Priscilla: Oh great. Ivan: So I have a guest on this week, Jared Yelling. Jared is a serial entrepreneur. He has consistently started companies to support small business owners and fellow members. His mission, Sinduit, is to implement one million annual plans with one million change maker entrepreneurs. He has already supported over 100,000 small business owners over the last ten years. Outside of his role as the Founder of Sinduit, Jared prides himself on his number one value, which is family, which consists of his wife, Lindsay, their precious daughter Tailey, and these are Jared’s words not mine, their stud muffin of a son Riker. I love it, Jared. Welcome to BNI Podcast. Jared: It’s my honor to be here I am. Very excited to share some information on a topic that I am very passionate about.  Ivan:  I love this topic. You and I did a webinar on this. Just so everyone knows, Jared is actually the host of my Ivan’s Inner Circle platform which is now the sponsor for BNI Podcast. Jared is the person who produces the material with me for Ivan’s Inner Circle, so you will hear his voice a lot if you go to IvansInnerCircle.com and sign up on that. As I have mentioned in the past, 100% of the royalties that I get on that go to the BNI Foundation. Jared, I thank you so much for everything you have done for IvansInnerCircle. I personally appreciate it.  Jared: It has been fun.
August 7, 2019
Synopsis Jennie Edwards joins Dr. Misner this week to share tips for Education Coordinators. Jennie uses characters, songs, and costumes to liven up education moments and keep the fun in the fundamentals. Implementing Imagination into Education Storytelling is an important part of education moments because we remember stories we hear. Think about how you can present the information you find in this podcast or on Ivan’s blog in a memorable way. If you’re talking about the Classification Cowboy, try wearing a cowboy hat. Involve Members in Experiential Learning Interactive exercises increase memorability. Can you turn your education moment into a game or contest? How about turning the lesson into a song? You may not be an actor or a singer, but think about what you can do to turn your presentation into an experience. Take baby steps toward expanding your comfort zone around creating experiences. Watch inspirational videos (Jennie’s are a good example) to get some ideas about what’s possible in a presentation. Storytelling Empowers BNI Members As you practice using storytelling and expand your comfort zone, you start to stand out from the competition and become more memorable. Your fellow members will start sharing your story with their contact sphere. Listen to Episode 588 for more about keeping all your BNI presentations exciting. Check out Jennie’s YouTube channel to see some examples of short, engaging presentations. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 620 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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, Dr. Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: I am in Bangalore, India this week. This is my third visit to Bangalore. We’ve always had amazing turnouts here in India. The Indian members are on fire, especially for the top that we are talking about today, which is education. My wife has an opportunity to visit a Blue Bell school, which is a school here in Bangalore that we have supported for many years and is part of the BNI Foundation, and actually from the Ivan MIsner Foundation we too have supported it as well. Today’s topic is about education moments. I thought I would briefly mention how the the Education Coordinator got started, because we didn’t have it when I first started BNI, it started probably about 10 years later when I had started writing books and members would say to me, “How do we share this at our chapter?” And so we tested it out in Phoenix, Arizona. Yes, Phoenix, you were the first region in the world to test it out. It worked so well that we opened it up to a few more regions and it has worked there well. We now have it globally. Every chapter around the world should have an Education Coordinator and today we are talking to a fantastic one; her name is Jennie Edwards. She happens to be a photographer and videographer...
July 31, 2019
This is a rebroadcast of Episode 507. Synopsis One of the reasons for Dr. Misner’s success is his persistence. Like a dog with a bone, he never gives up. While you do need to let things go sometimes, determination gets you a long way in business. The World’s Best Known Marketing Secret went through 44 rejections before Dr. Misner found a publisher. It’s now been through four editions and sold more than 200,000 copies worldwide. Excellence is not a single act. It’s a habit. If you want to be successful, think things through and then act on that like a dog with a bone. Often times, the more successful you are, the more failures you’ve had. If you believe in your objective, keep going. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 507 – 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 Charlotte, North Carolina this week for the the U.S. Conference. That is where BNI Headquarters has moved to. Although I live in Austin, our global headquarters has moved to Charlotte. That is where we are doing our conference. I am meeting lots of members and Directors from all over the U.S. Priscilla:That sounds a really good and interesting. Ivan:Yeah. The conferences are always fun. They are really good. Priscilla:So are you a dog with a bone? Ivan:I am absolutely a dog with a bone. This is part of kind of what I call the “Ivanisms Series.” I have been doing videos, a couple that I call Ivanisms. This is one of them. I am thinking about doing a book with all of these phrases and why they have worked for me. So I am absolutely a dog with a bone. The lesson here is I never give up. Be like a dog with a bone. I have built a global company that operates in more than 70 countries. One of the reasons for my success is my persistence, tenacity and doggedness in dealing with challenges. Priscilla, I can tell you I may not be the smartest man in a room or I may not be the most talented man in a room, but I am almost always the most determined man in a room. As part of a commencement speech, Winston Churchill is believed to have once said, “Never, never, never ever give up.” I love this quote. Now, to be honest, though, the left side of my brain says when it comes to business, that is just not logical and people need to know when the time has come to give up. Fortunately, my right brain generally wins the battle on this issue. You see, I may not, as I say, be the smartest guy in a room, but that determinedness, that doggedness has served me well in business. So as long as you can kind of get a sense of when it is time to let something go. There are things that I have let go, but when I feel certain, when I have great information and feel confident in my vision and my goals,
July 24, 2019
Synopsis In a recent conversation about networking, Dr Misner’s friend and colleague (and frequent podcast guest) Dr. Mark Goulston said “People should always introduce themselves to the wallflower in the room.” No one attends a networking event wanting to stay in a corner and be alone. They’re in that corner because the most technically skilled people are often socially shy. You never know when you’re going to meet the next Bill Gates. About 10 years ago, Dr. Misner attended a party hosted by Virgin Galactic. He noticed a man standing outside by the pool, looking very uncomfortable–and then realized this was Burt Rutan of Scaled Composites, the man whose work the party was celebrating. Dr Misner walked up and introduced himself, and had one of the most interesting conversations he has ever had at a networking event. Not every wallflower you meet will be Burt Rutan, but the chance to talk to someone with a different perspective is well worth your while. Listen to Episode 97 to hear about Dr. Misner’s discovery that he’s actually an introvert. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 618 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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’s Officer, Dr. Ivan Misner. How are you and where are you. Ivan? Ivan: Hi Priscilla. So this week I am at a Transformational Leadership Conference event at San Diego, California. I am there and next week–I think is going to be a classic podcast episode–but next week I leave straight from San Diego to Mumbai and Bangalore, India, so I will be in India next week.  Priscilla: Oh wow, you are such a traveler.  Ivan: You know, I try to visit as many BNI regions as possible and meet as many BNI members as possible. India is just on fire for BNI. They have been doing an amazing job, so I am happy to go back. Priscilla: Wow. That is great.  Ivan: So this week is an unusual topic: talk to the wallflowers.  Priscilla: Tell me about it. Ivan: Yeah, so I was recently talking about networking with a really good friend of mine, Dr. Mark Goulston, who I am pretty sure has been on a podcast or two. Mark is a psychiatrist consultant. He has been on my podcast before. He said something to me when we were talking that intrigued me. He said that people should always introduce themselves to the wallflower in the room.  I was thinking about that, saying nobody every attends a networking event wanting to stay in a corner and be left alone. They are in that corner because the most technically skilled people are often socially shy. I started thinking you know, you never know when you are going to meet the next Bill Gates. I just thought that conversation with Mark was really interesting and I started wondering have I experienced that myself? I realized that Mark’s comment really resonated with me because it reminded me of a time a number of years ago, probably about ten years ago when I was at a party put on by Richard Brandon’s Virgin Galactic and because I had been to the island a couple of times,
July 17, 2019
Synopsis Mark Applebaum joins Dr. Misner on the podcast to talk about building credibility both as a giver and a receiver of referrals. Tips for Giving Good Referrals * Make sure it’s a qualified referral. The person you refer should be expecting a call from your referral partner. * Follow up with your referral partner. Check in to see how the referral is going and what else you can do to facilitate the relationship. Tips for Receiving Referrals * Follow up within 24 hours. If you can follow up within 2 hours, your chances of closing business increase. * Ask the referral how that person knows the BNI member who referred you. Talking up your fellow BNI members is a good thing, and it helps start a conversation. * Provide a status report to the person who gave you the referral. Let them know what you’ve done to follow up. * If it turns out not to be a good referral, thank the giver and explain why this person was not a good referral for you. (If you can refer that person to someone else in your chapter, even better!) Episodes 281 and 439 talk about how to deal with bad referrals. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 617 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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’s Officer, Dr. Ivan Misner. Hello, Ivan! How are you and where are you? Ivan: Hi, Priscilla. I am fantastic. This week I am in Charolette, NC at BNI Headquarters. I go a few times a year so I am there this week. On my podcast today, I have someone who is back for his third visit to being a guest on BNI Podcast. His name is Mark Applebomb. Mark has been a ember of BNI for 14 years and he’s been a BNI Director for 4 years. Mark has been married to his wife, Tiffany, of 18 years and he has 2 children, Ryan and Jenna. Mark’s passion when it comes to BNI is teaching members on how to give visitors a “WOW” experience. I think that’s a great thing to teach. Mark is the Marketing Director for Hepworth and Associates Law Firm. Mark, welcome back to BNI Podcast! Mark: Thank you so much, Ivan! Thanks for having me. Ivan: So, we’re talking today about “You’ve given a referral, now what?” I think there are two different topics related to this that you want to cover. One is how do you build credibility as the giver and how do you build credibility also as the receiver in the referral process? So, lets start with the first one. How do you build credibility as the giver? Mark: You know when members join BNI, they join to build their business. But once they join, the number one thing they have to build is their credibility. Obviously this podcast is about building credibility, but we are going to start with being a giver and giving a referral to a receiver and what they need to do. The first thing they need to do is obviously first make sure that referral is a qualified referral, not just a name on a slip of paper. A name on a slip of paper is what we call a lead and I jokingly share with my chapters, “I’m from New York, you can say any four letter word to me and it doesn’t ...
July 10, 2019
Synopsis Jeremy Walsh joins Dr. Misner to explain a change in the way BNI Connect handles TYFCB (Thank You for Closed Business) across BNI chapters. For many years, BNI did not allow referrals across chapters, because there was no way to know they were legitimate referrals. Today, with BNI Connect, it’s possible to track referrals and closed business across chapters, anywhere in the world. TYFCB is the celebration piece of receiving a referral. It’s our responsibility as members to recognize our fellow BNI members for sending us new business. Your TYFCB stats measure your “Giver” status in “Givers Gain.” You can find the TYFCB Worksheet that explains how to calculate the value of the referral in Episode 289. With the BNI Connect app, you can submit your TYFCB right away–you don’t have to wait until the meeting. Just be aware that your numbers won’t change until your Vice President takes attendance and updates the numbers for the chapter. If you have any questions about how to submit a Thank You for Closed Business, contact your regional director. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Complete Transcript of Episode 616 Priscilla: Hello everybody and welcome back to the official BNI Podcast. 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. Hi, Ivan. How are you today? Ivan: I am doing fantastic today, Priscilla, and I have a guest who has been on BNI Podcast a number of times and I am bringing him back because we have made a change on BNI Connect. Change always makes people a little nervous, but I think this is a great change and I am bringing on Jeremy Walsh who has been on the podcast before and will tell us how this is all going to work. Jeremy has been on the podcast before and Jeremy is in charge of important documentation for BNI worldwide. He helps to keep the BNI Connect project focused. The tech support team provides support 24 hours a day 5 days a week support for issues globally. The team is a global team and 99% of the inquiries are responded to within one business day. It is truly amazing to me. He has helped to help the online help forums which get 52,000 hits a month on BNI Connect, and we have a YouTube Channel which has logged 195,000 views.  In his spare time, Jeremy owns The Right Click, an IT consulting business with 17 employees and he is a BNI member. Jeremy, welcome back to the BNI Podcast. Jeremy: Thank you so much, Dr. Misner. it is always great to be here with you. Ivan: It’s great to her here with you, and Jeremy, call me Ivan. Let’s talk about Thank You for Closed Business, this is such a powerful thing to know and members. If you haven’t been around here a long time, ten years ago, we calculated thank you for closed business based on my doctoral dissertation and we had a formula. Now we can track actual closed business. For many years, we did not allow referrals across chapters because we had no way to manage them or know they were true. By the way,
July 3, 2019
Synopsis This week Dr. Misner introduces Ivan’s Inner Circle. For at least 10 years he’s wanted to go deep on topics he’s expert in, but back in the days of Networking Now, the technology wasn’t there. Jared Yellin of Synduit collaborated with Dr. Misner to produce 22 one-hour webinars (so far) that go deep into the material from Dr. Misner’s books–and these podcasts–with live Q&A sessions for members only. All proceeds go to the BNI Foundation. There’s also a private Facebook group with live videos for members of Ivan’s Inner Circle, and the webinar platform allows interaction with other members. Modules already recorded include * Who’s In Your Network? * Networking Like A Pro * List Building 101 * Santa Claus and Six Degrees * What’s Your Verb * Storytelling * Your Vision, Mission, and Core Values Head over to the Ivan’s Inner Circle website to see the complete list and become a founding member. This episode is sponsored by Ivan’s Inner Circle. Become a founding member today! Priscilla: Hello everybody and welcome back to the official BNI Podcast. 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. Hi, Ivan. How are you and where are you? Ivan: I am excited to tell you that I am in Brazil this week.  It is the first visit that I have had in Brazil and I will be speaking to many, many hundreds of members and directors at their annual conference. So I am really excited to be here.  Priscilla: What city are are you in? Ivan: It is outside San Paulo.  Priscilla: Oh yeah, okay. I wish I could go to Brazil. I am jealous. Ivan: I am excited to be here.  Priscilla: Yeah, so what do you have to share with us? Ivan: We have an unusual topic. We have a new sponsor in BNI Podcast. That is Ivan’s Inner Circle. You and I were talking about this before we went on air, and the reason that I did this is that I had someone come to me a few months ago. His name is Jared Yellin, and Jared is the founder of Synduit, which is an online platform that does a lot of email development and also webinars and other things, a virtual marketing system. He came to me. A good friend of his is also a member of TLC, Patty Aubrey, who I know from Transformational Leadership Council. Patty referred me. Jared said, “Is there anything that you have been wanting to do for a long time that you haven’t done?”  I said, “Yeah, you know, I have had this concept for at least 10 years.” Now, I am going to really put your memory through the test here, Priscilla. Do you remember when the sponsor used to be NetworkingNow.com? Priscilla: Yeah, definitely. Ivan: That was a long time ago. That was my original intent. The thing is the technology didn’t exist to do what I wanted it to do. NetworkingNow kind of faded away but technology exists today to do exactly what I had in mind. But I don’t have the time to do it. So Jared came to me. I don’t have the time to handle the platform. Jared came to me and said “ I can handle the platform. I’ve got that. What is it that you wanted to do?” I said, “ I wanted to do something called Ivan’s Inner Circle.
June 26, 2019
Dr. Misner is a firm believer in the power of the Law of Reciprocity: the deep-rooted psychological urge to do something nice for someone who did something nice for you. There are several scientific theories that support the Law of Reciprocity, such as Nash’s Equilibrium Theory, which states that the best result comes when everyone in the group is doing what is best for themselves and the group. Reciprocal Altruism involves an equitable balance between collective altruism and personal need. Enlightened Self-Interest is another concept that aligns with the Law of Reciprocity. This idea, that you can do well by doing good, underlies Givers Gain. Social cooperation is rewarding to our brains. No matter what you call it, reciprocity is about serving others. That kind of networking is where individuals enter and communities emerge. For more of Ivan’s content, go to IvanMisner.com. Priscilla: Hello everybody and welcome back to the official BNI Podcast. 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, PRisilla, and I have a topic today. My PhD might be slipping out a little bit because it is a little academic but I think people will find it interesting. Priscilla:: Okay. Tell us about it. Ivan: People who know me would tell you that I am not much of a new age kind of guy but as an author and businessman who started BNI, and we are in 70 countries around the world, I really believe in the immense power in the law of reciprocity. This is a part of networking theory, social capital theory. It is a concept that touches upon the deep rooted psychological urge to do something nice for someone who did something nice for you. So for people like me who understand the value of soft skills but who would also like to have some evidence behind why those soft skills work, I can tell you there is actually a lot out there to support the law of reciprocity, beginning with a concept called Nash’s Equilibrium Theory.  Ironically,  Nash’s Equilibrium Theory uses the acronym NET, which I think is funny, but it basically states that the best result will come when everyone in the group is doing what is best for themselves and the group. It is a form of reciprocity and the optimal outcome of the situation is one where no individual has an incentive to deviate from their chosen strategy after considering the other participants’ choice. If this sounds at all familiar, you may have seen it in the movie Beautiful Mind. That is Nash and his theory is the Equilibrium Theory and he won a Nobel Prize off of this concept, but there are others, other theories that help support the Law of Reciprocity.  One is Burrell Altruism. It’s another form of reciprocity. It involves an equitable balance between collective altruism and personal need. Collective altruism looks at the needs of the group but doesn’t give strong consideration to the needs of the individual, whereas reciprocal altruism attempts to consider both the needs of the group and the needs of the individual.  Even in early writings by Socrates and Tocqueville about ethics and government, the concept of enlightened self-interest was all about reciprocity. Enlightened self-interest is a philosophy which states people who act to further the interest of other or a group or groups that they belong to, ultimately serve their own self-interest. In other words, it is possible to do well by doing good. Let me repeat that: it is possible to do well by doing good.  In BNI,
June 19, 2019
This is a rebroadcast of Episode 522. Synopsis David Clegg joins Dr. Misner this week to talk about the value of visitors in BNI. Visitors pass referrals to BNI members, whether or not they join. The average Thank You for Closed Business for a visitor in BNI is $1000. If everyone in every BNI chapter brought one visitor per month, the average chapter would experience a bump in TYCB of $330,480. (Numbers come from BNI Connect.) The average member would experience an average of $12,000 in additional thank-you-for-closed-business from visitors. If you follow the Power of One, as discussed in Episode 517, you’ll increase your bottom line considerably. One of the easiest ways to invite visitors is to use the acronym GRIP: Do you want to GROW your business? Would REFERRALS help? Are you INTERESTED in …? Here’s the PLACE we meet. If you invite visitors on a regular basis, your chapter will grow and thrive, and so will your own business. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 522 – Priscilla: Hello everyone, and welcome back to the official BNI podcast. Brought to you by The Networking Success channel on YouTube. Which features Dr. Ivan Misner and other key 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 oh BNI, Dr. Ivan Misner.Hello, Ivan! How are you and where are you? Ivan: I am in Galveston. I’ve got a little vacation getaway condo in Galveston. So I am working this week and will be taking vacation next week, but I will still have a podcast next week.Today, I have a guest. It’s a very interesting story. My guest today is David Clegg. David had]s been with BNI for seven years, and he manages 6 chapters for BNI- He and I launched a chapter this year. David is going to talk about the value of a visitor and the power of one really impacts the amount of business being generated in a chapter. But, before you jump into that, David, welcome to my podcast! David: Thank you! Ivan: You have a great story as to what you do. Do you want to share that with everyone? I love the way you put it. David: Well, thank you. I tell people all the time that I work for my 18 year old daughter. My daughter when she was nine years old- of course she just graduated from high school this year, but when she was nine she asked me for spending money, and I told her no. I said I’ll never give you spending money, but I will teach you how to earn it! So we went around the neighborhood looking for dogs to walk, knocked on every door, and someone is going to pay you to walk their dog – which she was surprised by. So she started walking dogs through the neighborhood, then we started watching dogs in the house, and about eight years after that, we now have- well what’s  been 10 year fully, we have a 12,000 square foot facility and we do doggy day care, boarding, grooming, training, and pet photography. It is called, appropriately, Alley’s Walkabout. That’s the name of my daughter, and she has 27 employees.
June 12, 2019
After recording Episode 610, with its emphasis on timed repetition as one of the keys to being successful, Priscilla wondered where creativity comes in. Ivan had a strong response to this question, and decided to share it with the listeners. Businesses do need innovation as well as repetition for success, but most small businesses try to skip the repetition. If you encourage BNI chapters to innovate, they try things random—often things that have already been tried, and failed. Innovation has to be planned. Boredom is not a reason to change. BNI does innovate, but they test their changes one at a time, one chapter at a time, before making that change worldwide. There’s plenty of room for innovation and creativity in your BNI meeting. Get creative with your weekly presentation and feature presentation. Change them frequently, but don’t change the process. If you have an idea that you think is going to change the BNI meeting, talk to your BNI director. Work out a system where it gets tested. Change for the sake of change is not innovation. It’s just bad business. For more of Ivan’s content, go to IvanMisner.com. Priscilla: Hello everybody and welcome back to the official BNI Podcast. 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. I am on my way to San Antonio. It is my wife’s birthday tomorrow. And I promised to take her to San Antonio. I have never taken her there, so we will be leaving today for San Antonio’s Texas.  Priscilla: Great. Have a wonderful time. Would you like to introduce this topic? Ivan: I would like you to introduce it, but I will preface it a little. You said something at the end of one of our podcasts and I went on a rant. We have never done a podcast where it is completely unprepared. I am just going to do a rift based on a comment that you made and a discussion that we started to have because I have a lot of energy on this. I would love for you to share what you brought up and then I will jump in. Priscilla: Okay. I will be happy to do that. We did a podcast recently and the guest brought up a concept of repetition, doing things the same for long periods of time because he is very much into simplicity and he feels that repetition is a very important part of being successful. I was thinking where does innovation fit into that? If you are always doing the same thing over and over again, where does creativity come in and how do you make more products and become better at what you do? You had a strong response to that. Ivan: Yes I did, didn’t I? I had a very strong response to that. I will try to tone it down for this podcast. But I did have a strong response, and here is where I am coming from. I think that you need both repetition and innovation, but here is the rub: as soon as you say that you need innovation, what I find in BNI is that people just start changing stuff. “Oh, Ivan says innovate.” And they start changing things. They change things that we did before, stupid things that didn’t work and don’t make any sense at all. I said I wouldn’t get too excited, but I am getting excited. They start doing things that we have done, and it is just a bad idea.  Innovation has to be done with a plan, and it has to be planned innovation. That seems counterintuitive, but you can’t just innovate willy-nilly,
June 5, 2019
David Kauffman of BNI Delaware Valley joins Dr. Misner on the podcast this week to talk about the Referral Confidence Curve. It isn’t just your behavior in BNI meetings that affects your referrability. Your behavior in every arena affects your credibility with referral partners and prospective customers. Little details can make a big difference in people’s impression of you. What does your outgoing voicemail message say? Do you use profanity or mention politics on social media? These things can drive prospects away. If you have employees, their behavior can affect your referrability. And above all, the way you respond when something goes wrong determines whether you’ll get any repeat business. Be willing to listen to feedback, and to ask for it, especially if you are not getting as many referrals as you used to. For more of Ivan’s content, go to IvanMisner.com. Priscilla: Hello everybody and welcome back to the Official BNI Podcast. 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! It’s good to be back home. I’ve been traveling so much, so I’m happy to be back home for a little while. I’ve got a guest here today, his name is David Kauffman. David is the Managing Director for five BNI regions collectively known as the BNI Delaware Valley Region. He is also Vice Chairman of the BNI Foundation and the Founder of ‘Your Business Basics’ that he’s developed and runs a adoptive aquatics program for the YMCA in his area, which I think is really cool. He’s been in BNI for 18 years, he’s married and has four kids and three grandchildren. I’m jealous, all I have is grand-dogs. And I found that bringing that up to your children is not a great idea, they don’t like that. David is also the author of a book called “Your Message” which deals with today’s topic, and I was happy to do an endorsement for that book. David, welcome to BNI Podcast! David: Thank you, I appreciate it very much! Ivan: So, the topic today is about the referral confidence curve. BNI members are probably aware of the referral confidence curve, but you say it’s broader than just the confidence that someone has in them personally, it’s also about their business. Talk about that. David: Over the years dealing with a lot of business owners and BNI members, they go to the member success program and they learn about the referral confidence curve and they think it stops there. They think it’s just about how they act in the meeting and how they act when they are doing a 1-2-1 it’s really a lot bigger than that. It really transforms from BNI into their business. What they don’t often think about is that people are constantly judging them and how they act in their businesses. A direct reflection on whether or not someone will use their products/services or will recommend them or will use them again and again, which is their goal: repeat business. It’s always a challenge because business owners often tend to look at themselves through their own eyes. They don’t think about the voicemails that they leave or how they use social media that will reflect on whether or not I can refer them.  A lot of times they get in trouble especially with social media. A lot of times they post things and all of the sudden it comes back to haunt them.  Ivan: You’ve got so much in with just those few words you said there.
May 29, 2019
Synopsis Rick Sapio, one of the co-authors of Who’s in Your Room?, joins Dr. Misner on the podcast this week to talk about making business decisions. Rick uses a decision-making lens to help him get the desired results. Yes/no decisions come faster when you use a lens. To use the lens effectively, you have to be conscious about your decisions. Rick’s operating values, the lens he uses to make his decisions, are simplicity, probability, and leverage. Simplicity means not making things more complicated than they have to be. Buy a house 5 miles from your office instead of building one 30 miles from your office. Probability means taking the actions that increase the probability of achieving your goals. If your stated objective is to sell your business in 5 years, you don’t hire your out-of-work brother-in-law who doesn’t have experience. You hire the best process person for your office manager that you could possibly find. Leverage is getting more done with the same investment of time and/or money by using calendaring and technology. Successful BNI chapters do things the same way, week after week, month after month, year after year. The final concept that drives Rick is eternalism. Consider every decision as if you were going to live with it for 100 years. Learn more about how to operationalize simplicity, probability and leverage at Rick’s Business Finishing School. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 610 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: Hi Priscilla, I am on my way back from France. I just spent a few days with my bride of 30 years on the beaches of Normandy in France. it’s good to be coming back. Priscilla: Congratulations on 30 years. Ivan: Thank you. It both seems long in some ways and short in others. It’s amazing. I am really excited because I have a good friend on this week’s podcast. His name is Rick Sapio. You might recognize that name because Rick is a co-author of the book Who’s in Your Room, which I have talked about a fair amount on my podcast and a lot on my blog. Rick is a lifelong entrepreneur. He started his business of a bicycle repair show when he was 13 years old. Since then, he has started almost two dozen companies. He is the seventh of nine children and  he was raised by a mother that had some serious health issues. We talked a little bit about her in Who’s in Your Room? He is the cofounder and six time chairman of the Gathering of Titans Program which is a annual CEO events that aid held up at MIT in Boston. Rick is a good friend and a co-author of Who’s in Your Room? I am really excited to have him on the podcast today. Rick, welcome. Rick: Thank you Ivan. I am excited to be here.
May 22, 2019
This is a rebroadcast of Episode 511. Synopsis Today’s Ask Ivan question comes from Christina, who works for a nonprofit organization in the United States. I was advised to reach out to you to get guidance on how to be more effective as a public charity in BNI. At first, I didn’t know where I fit because I don’t have a tangible product or service that would directly benefit others in the chapter. Could you please provide some guidance on how I can be more effective in using BNI to support our mission? Nonprofits can be very effective and very successful in BNI. Here are ten benefits of BNI membership for nonprofits. * Referrals to other companies doing charitable work to create strategic alliances.* Referrals to the charity’s thrift shop or other product or service (if there is one).* Invitations to special events.* Volunteers for special projects.* Referrals for possible board members.* Referrals for speaking engagements.* Don’t just look for donations.* Referrals for good employees.* Fine-tune your message.* Introductions to local leaders. Read Dr. Misner’s article about difficult-to-refer businesses on Entrepreneur.com. Add your own suggestions for how nonprofits can use BNI in the comments below. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 609 – 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:I am in the New England area on business. I have a very interesting topic today. It is part of the Ask Ivan series. It is a question that was asked to me recently by Christina. Christina is with a nonprofit organization in the United States. Here is her question for me, “I have been with BNI for almost two years now and I was advised to reach out to you by multiple members to get guidance on how to be more effective as a public charity in BNI. At first, I didn’t know where I fit because I didn’t have a tangible product or service that would directly benefit the others in the chapter. Could you please provide some guidance on how I can be more effective in using BNI as part of our mission?” Christina does work with community outreach, community services, family services. You know, the title of this is, “Do Nonprofits Work in BNI?” so the short answer to the title is absolutely, positively. Nonprofits can be very effective and very successful in BNI, but that doesn’t answer Christina’s question. Let me give you some suggestions, Christina, and for everyone out there who is in a nonprofit organization, take notes. Listen to this and if you have ideas that I don’t come up with, please post them here on my podcast of some things that have worked for you. So I gave it some thought. I knew that nonprofits could work extremely well in BNI. I game some thought to it, but I asked our resident expert and my personal resident expert o...
May 15, 2019
Synopsis Dr. Misner realized recently that there’s a story he’s been telling for decades but had never done a podcast on. In 1986, a year after he started BNI, Dr. Misner was determined to follow Michael Gerber’s advice in The E-Myth and work on his business and not just in it. He asked himself where he wanted to be map out his vision for where he wanted BNI to be for the next 5-10. How many states would they be in? What additional support could they provide members? All these questions came down to the need for a more comprehensive organizational structure. He sat down to draft an organization chart for the business he envisioned. Based on everything he and his part-time employees were doing, there were 15 boxes in the chart. His employee’s names were in four of them. His name was in the rest. This amounts to a list of things that Ivan needed to get off his plate. It took seven years, but he eventually replaced himself in every role but founder and CEO. BNI now employs more than 12,000 people. Wherever you are in your business, this is a great exercise. Write out where you want to be and create your org chart. If you’ve ever done anything like this, let us know about it in the comments. Read more about this topic in Dr. Misner’s article on Entrepreneur.com. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 608 Priscilla Rice Hello, everybody and welcome back to the official BNI podcast. I’m Priscilla rice, and I’m coming to you from Live Oak Recording Studio in Berkeley, California. And I’m joined on the phone today by the founder and the chief visionary officer of the and I Dr. Ivan Meisner. Hello Ivan, how are you? And where are you? Ivan Misner I am happy to say I am in Italy this week for the Italian conference be and I and I love my visits to Italy, the middle here are amazing. And of course the food is incredible. And and they have pretty good wine to which as you know, I’m a fan of. Priscilla Rice Yeah. Oh, that sounds like so much fun. So tell us a little bit about this topic that you’ve had. Ivan Misner So I realized just recently that there’s a story I’ve been telling for many decades, that I’ve never done a podcast on. And so I decided, I wrote an article on it. And I decided to do this podcast on it. And little company, big vision. It was 1986. I had just started being i a year earlier. And the concept of working on my business, not just in my business really resonated with me, I read a book by Michael Gerber, who I’ve talked about a couple of times on the podcast, and he wrote a book called The E myth. And in that book, he he talks about working in your business, working on your business versus in your business. I wanted to work as much as possible on my business and I and I wanted to do some vision making for my business. And think ahead for where I want BNI to be for the next five to 10 years. How many members did I foresee how many states? Would I be operating in it? At that point? I wasn’t even thinking countries, but how many states would I be operating in? What additional support could we provide members, all of these objectives came down to the need for a more comprehensive organization...
May 8, 2019
Synopsis This week Dr. Misner shares more material from his book Who’s in Your Room? Whenever possible, you want to say yes to opportunities, but sometimes you do have to say no. Here are 7 points to help you do it without sounding like a jerk. * Know the difference between an opportunity and a distraction. * “If I say yes, I’m afraid I’d let you down.” * Refer them to someone more qualified. * “I don’t do that.” * Propose something else. * Don’t Seinfeld it. Be honest. Be direct. * When you say it, mean it. Repeat yourself if you have to. And always remember, “No” is a complete sentence. Do you have a favorite technique for saying no without burning bridges? Share it in the comments. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 607 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: Hi Priscilla. It is great to talk to you. This week I am in Bordeaux France. I will be meeting some chapters here and taking a few days off with a good friend of mine Stewart Emery, who co-wrote the book Who’s in Your Room with me.  Priscilla: Oh That sounds like fun. Ivan: Yeah. Bordeaux is a beautiful, beautiful area of France. Priscilla: Oh I bet. Ivan: So since I am with my friend Stewart Emery, I thought it might be good to talk about one of the topics from Who’s in Your Room and we will include a link here for anyone who wants to check out the book. One of the sections is about learning how to say no without coming across like a jerk or worse. Sometimes people say they do come across like a jerk or worse. In running a networking organization, I understand that it is important as often as possible to say yes. I believe that whenever possible, say yes to to opportunities that one around.  But there are in fact times when you so have to say no. One of the things that Steve Jobs said when he was alive about Apple was that he was proudest of the things they said no to. He was even more proud of the the things they said no to than the things they said yes to because sometimes it is very difficult and you have the difficult decision to say no in some situations.  So as much as I like to say yes whenever possible, I want to give some ideas on how to say no and not come across like a jerk. So here is the first thing. I am going to give you seven points. Here is the first one. Know the difference between an opportunity and a distraction. You have to recognize this distinction by knowing your own personal and professional mission so you have to have a sense of what your role is in business and life. Then you can say no when someone comes to you with something that is a distraction to that mission. This strategy can be particularly helpful for projects that maybe interest you in theory but don’t necessarily align with your goals. For a real life example, sometimesI have people say, ”BNI is great. I love it but you need to teach people how to sell because they get referrals and they don’t know how to sell.”  I say that is a fantastic mission.
May 1, 2019
Synopsis This question comes up at least once or twice every year. A BNI director passed it on from the president of a BNI chapter. How about once a quarter we move our normal meeting from 7 am to an evening meeting so we can invite more visitors? We’ll do the same meeting, take the same attendance–it just might be easier to get visitors to come. I feel we need to do something different, so I really want to try moving one of our meetings to the evening. Meeting at a different time was a thought that Dr. Misner himself had in 1986 and 1987. He tried it, and it turned out to be a complete and utter waste of time. People who won’t come to a morning meeting as visitors won’t come to a morning meeting as members. The timed repetition of meeting every week at the same time contributes to BNI’s success. You can use meeting stimulants to help keep those morning meetings interesting for both members and visitors. If your chapter has experimented with changing the meeting time or holding a social event outside the regular meeting, let us know in the comments. For more of Ivan’s content, go to IvanMisner.com. 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 a question today. It is sort of an Ask Ivan question because somebody sent me this question, and I thought it would make an interesting podcast because it really goes back to 19n86 or 1987, when I first considered this idea and it comes up every year at least once or twice when somebody asks me the question, so I thought after all this time, maybe it would make a good podcast.  Here is the question: It was sent to me by a BNI Director who said, “ I recently had a President ask a question that I would like your feedback on. The President said, ‘I have an idea. Once a quarter, we move our normal meeting from 7:00 am to an evening meeting so we can invit more visitors. The same meeting, take the same attendance. It just might be easier to get visitors to come. I feel it would be easier to get visitors to come but we need to do something different, so I really want to try moving one of our meetings to the evening.’” Know here that the question went on and I am going to share a little more of the question here in a minute, but for everyone listening to this podcast, most groups meet in the morning all around the world. A very, very small number meet in the evening. A little larger number meet at lunch. So we do have groups around the world that meet at lunch and a very small number of chapters meet in the evening. Well over 90% – at least 90% or more meet in the morning. So most of our chapters do meet in the morning, and that should tell you something. Here is a side issue that I want to address. He said, “Episode 585 will allow me to experiment without breaking the rules,” so I want to clarify this. My approach to a no win situation. That is not what 585 said. So as you are listening to podcasts, don’t say, “Oh, well, I am going to apply this podcast to everything I do.” That particular podcast wasn’t about changing the meeting time. Most importantly, is was really about how to deal with a no-win situation,
April 24, 2019
This is a rebroadcast of Episode 330. Synopsis “Givers Gain” is a philosophy based on the law of reciprocity. It’s a great standard to apply to ourselves. But it shouldn’t be used to judge others. Accusing others of not having a Givers Gain attitude usually means those people are not doing something you want. This kind of criticism and judgement can be very destructive to relationships. That’s part of why BNI groups need to be very selective about the attitude of the people they ask to join. If you find yourself under attack by one of these vitriolic people, the best response is to be yourself. The most effective response is for someone else to tell the caustic person s/he is wrong. Standing up for others will encourage others to stand up for you–and that, too, is an example of Givers Gain. If you aren’t getting as many referrals from a fellow member as you’re giving, don’t point fingers. Evaluate quality as well as quantity of referrals, and remember that what you give will come back to you from the chapter as a whole, not just the individual. Do you have a story about dealing with an unreasonably critical person? Don’t name names, but leave a comment to tell us how you handled it. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of BNI Podcast Episode 330 – 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? Ivan:I am doing great, Priscilla. Thanks for doing such a good job on these podcasts. You have been the host now for many years and I appreciate your work. Priscilla:You are so welcome. I just noticed that I think we have been doing this since 2007. Ivan:We have. We have. So thank you. You are doing a wonderful job, and these podcasts have really grown in terms of listenership over the years. Today I have an interesting topic on givers gain, our core philosophy. Givers gain is a philosophy based on the law of reciprocity and in the context of networking groups like BNI, people who adopt this philosophy, which is the core of BNI’s program, really dedicate themselves to giving business to their fellow BNI members rather than making their foremost concern getting business themselves. In doing so, other people naturally become eager to repay their kindness by sending them business in return. Givers gain is a great way to live life in general and it is a standard which we can all apply to ourselves. The keyword being “ourselves”. Givers gain is not a sword to be pointed at others who may not adopt the philosophy. We use it in the context of referrals, but I think it can definitely be used as a way to carry on business and life. Unfortunately, I have seen the givers gain concept abused from time to time. As you may have guessed, that is the reason I am doing this podcast now because I saw it abused recently. The entire concept gets misused when we start pointing the finger at others and saying, “So and so doesn’t have a givers gain attitude. He is going about it all wrong.” What’s interesting is when we start saying things like this about other peop...
April 17, 2019
Synopsis Jeremy Walsh, Director of Support and Documentation for BNI Connect Global, joins Dr. Misner this week because it’s now possible to pass a referral to another BNI member anywhere in the world with BNI Connect. The biggest challenge in rolling out this feature was currency: if a member in London gives a referral to a member in New York, the member in New York gets paid in US dollars, but the member in London needs to know the value of that referral in pounds. BNI Connect’s electronic referral slips provide two kinds of accountability. First, the alert system notifies the recipient of the referral right away, whether that person is in the same chapter or on the other side of the world. Second, every PALMS report comes with a Slips Audit Report attached to it, so the vice president and leadership team can look down the list of referrals and see which were in-chapter referrals and which were cross-chapter referrals. If you have a great story about a cross-chapter or cross-region referral on BNI Connect, share it in the comments. For more of Ivan’s content, go to IvanMisner.com. 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? Ivan: I am doing fantastic, and I have another guest on my podcast today, somebody who has been on at least 8 times, probably more. Jeremy Walsh. Jeremy is the Director of Support and Documentation for BNI Connect worldwide and he helps to keep BNI Connect moving forward in a positive fashion. Since implementing a positive support strategy and help desk in 2011, the BNI Connect Support Team now provides. 24 hours a day five days a week coverage for support questions and issues globally. 99% of inquiries are being responded to within one business day. 88% are solved within an hour of receipt, and so far, the team has responded to over 125,783 inquiries from members and directors. His live and recorded training is available live and with hundreds of videos that will go on the BNI Connect global YouTube channel, which has logged over 195,000 views – I am jealous Jeremy, I think it has more views than I do. In his spare time, he owns The Right Click, an IT consulting business with 17 employees, three retail locations. He is very active in charitible organizations in his community. Jeremy, welcome to BNI [Podcast] again. Jeremy: Thank you so much I am always very happy to be here. I love doing these with you. Thank you. Ivan: It’s my pleasure and to me this is a really exciting interview because for the first time, and I started BNI over 34 years ago. For the first time ever, the organization can pass referrals to any member anywhere in the world. We now have a global referral process. Do you want to talk about that a little? Jeremy: Oh, absolutely. I am so exited for this. As a matter of fact, one of the reasons I am so excited for this is of those 125,000 support tickets we have gotten, I would probably say like 5,000 just had to do with requesting this particular feature over the past several years. As anybody has been following along with the BNI Connect saga, we started out in 2011 and it was really just a platform for bringing the world together in our data. But then in 2012,
April 10, 2019
Synopsis Mike Macedonio joins Dr. Misner this week to talk about how to handle it when members say they’re too busy for BNI and are thinking of leaving. Leaving BNI because it brings you too much business is forfeiting an asset. Don’t stop going to the gym just because you’re in shape. Instead, increase your capacity. Take a look at what you’re busy doing and who you’re doing it for. Are you doing your best work for your best clients? Are you taking on tasks you should hire someone else to do? You may need to let go of things that don’t serve you to make room for things that do. Sometimes a member who’s thinking of leaving BNI says “I’m too busy” in order to avoid mentioning the real reasons, such as a conflict with another member. If you’re on the membership team, make sure to ask whether there’s any other reason this person is thinking of leaving. Watch Mike Macedonio’s videos on this subject and more at BNI-educationalvideos.com. For more of Ivan’s content, go to IvanMisner.com. 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: Well I just came back from the US conference which I mentioned last week and I’m actually doing a writing retreat in Texas Safari Ranch this week which is like a log home and there are wild animals everywhere, none that are threatening to people but wild animals everywhere. It is a blast. It is a great place to do a writing retreat.  I am really excited. I have a good friend today on BNI Podcast. It is one I have known for many, many years. That is Mike Macedonio. He has been on the Podcast before. He is a New York Times best selling author. He is an entrepreneur. He is a Co-Executive Director for BNI in the Bay Area. In this role, he has helped thousands of local and international business owners build their business and a spectacular life. Two of his proudest moments were twice competing in the – is it Leadville Trail, Mike? Mike: Yes. Ivan: Leadville Trail, a 100 mile bike race in California. You are a better man than I. I can’t imagine even starting that. He has a passion for not only his marriage and wonderful wife, Dawn Lyons, but for entertaining friends. I have had the opportunity to have had some of his amazing meals many times at his home. So, Mike, welcome to BNI Podcast. Mike: Thank you, Ivan. Ivan: It is great to have you on and I absolutely love this topic. I reached out to you because I watched you do a video on this andI thought it was brilliant. It is basically dealing with people who say they are too busy for BNI. Mike, I am just going to let you run with it and share what I saw on the video. I may jump in from time to time, but the mic is yours. Mike: Ivan, I am sure you have heard it way more than I have, but it is just one of the most disturbing things to me when I hear business owners saying they are getting too busy for BNI, meaning they are going to move on and stop their marketing. It is disturbing for me because in many of these cases, I know the people and their businesses well enough to...
April 3, 2019
Synopsis Elisabeth Misner and Hazel Walker put together Reading Circle Discussion Questions for Dr. Misner’s new book, Who’s in Your Room? These are fantastic discussion questions for your group’s education coordinator so that your BNI group can bring in quality people. Here are some examples. * How has the quality of your chapter been impacted by the people in your chapter? * What do you need to change in order to have the chapter of your dreams? * Does your membership committee have a well-defined understanding of who should be allowed into your chapter? Are they screening based on values? * Who are two people who bring out the best in you? How do they link to your values? How have they made a difference? *   Listen to more podcast episodes on this topic. Register for a free Who’s in Your Room webinar with Dr. Misner at https://tinyurl.com/FreeRoomWebinars. Who’s In Your Room Discussion Questions Download For more of Ivan’s content, go to IvanMisner.com. 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: This week I am in Dallas Texas for the US conference for BNI. We have about, I don’t know, 500 of my closest friends here.  Priscilla: Well, that sounds great. Ivan: These are always fun. Priscilla: So tell us a little bit about the topic today, your idea for book clubs. Ivan: So I had someone recently say to me, “You have all those BNI groups and you have done so many books. Have you done any book discussion groups or discussion clubs?” I said no, we haven’t. So I thought that was a great idea. My wife, Elisabeth, and Hazel Walker put together what they call the Reading Circle Discussion Questions for one of my books. I thought what I might do here is talk a little it about the concept of a book discussion group and how you can apply one of my books to this by following the instructions. We are going to have the instructions right here o on the podcast. We have a Word file that you can actually download and take a look at what I am talking about. Now, if you have a chapter that really wants to immerse itself in a culture of learning and do a book discussion group, this is going to be perfect. If they don’t want to go that far, at least have the education coordinator take the concepts that are in these discussion questions – and I think they are fantastic discussion questions for the educational coordinator time each week, and you can do them over several weeks and have the. Whole chapter talk about it. It would help if most of the people read the book, but at least you can have a dialogue about some of the concepts in here. In the book discussion outline, we talk about.
March 27, 2019
This is a rebroadcast of Episode 259. Synopsis Sometimes we make networking harder than it really is, and then we’re not as successful. To become a great networker, it helps to learn from other people’s successes and mistakes. After an encounter with a Portuguese Man o’ War jellyfish, Dr. Misner was advised to apply vinegar and meat tenderizer to the spots. This solution seemed both too simple and too improbable, but everyone else he asked offered the same solution. By the time he was willing to apply it, he was having heart symptoms. When the EMTs came, what did they do? Applied meat tenderizer and vinegar. So how does this apply to networking? If you assume you know better than the people who have the experience, you’re going to make a lot of mistakes, and some of them will be painful. Don’t dismiss ideas just because they seem too simple. Learn from the people who have the experience. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of BNI Podcast Episode 259 – 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 and where are you? Ivan:Hi Priscilla. Doing great. I am still in Australia visiting BNI chapters. I love to visit BNI chapters and meet members. That’s where I am last week and this week. Priscilla:Great. What do you have to share with us? Ivan:I have a different podcast. Normally, my podcasts are very specific with how-tos and maybe interviews with somebody about how to do something. But today, I have a story. The story really applies to why make all the mistakes? To become a great networker, you learn from other people’s mistakes and successes. There really are tried and true networking techniques that are so simple that seem like they would just be ineffective. Many times, we try to evaluate them and improve upon them, complicate them- that’s often called feature creep, where we add stuff to an idea that is already pretty good working. So there was an experience I had on this once while on vacation really kind of reminds me of how we try to make some things harder than they really are and we aren’t as successful as we want to be in the process. I’ll tell you the story and I’ll give you the moral to the story as I wrap up. Quite a few years ago I was in Hawaii and was enjoying the ocean. Unbeknownst to me, the water was actually pretty thick with Portuguese man o war, which are highly poisonous. I felt this stinging sensation across my chest. I wiped my chest with my right wrist- that’s important- my right wrist and arm. I lifted my arm up out of the water and I look at these tentacles that were dripping off of my arm. I followed them with my eyes and about 8 feet away from my body was this Portuguese man o war jellyfish that was huge. I was kind of alarmed. I shooed the tentacles off my wrist and I swam to shore as quickly as I could. I ran up to the first hotel employee that I could. It was some cabana boy who was serving drinks to people by the pool. I said, “Hey, I think I have been hit in the chest by a Portuguese man o war. What should I do?” He said, “Well, are you feeling any pressure in your chest?
March 20, 2019
Congratulations to Ivan and Priscilla on 600 episodes of the Official BNI Podcast! Sometimes a BNI chapter can get so obsessed with what isn’t working that they lose sight of what is working. This is especially true when the chapter is struggling. If you’re on the leadership team and your chapter is struggling, ask every member to tell you one thing that is working for them. Write the answers on a whiteboard or flip chart. Almost every time Dr. Misner asked this question in a chapter, he got answers like these. * I’m building great relationships. * It’s brought out the best in me. * I’m a better speaker than I was before BNI. * It’s increased my knowledge of other people’s businesses. * I’ve learned how to listen more proactively. * It gives me a support group. * It helps me set marketing goals. When you conduct this exercise, every member in the chapter can see that BNI works in many ways beyond referrals. Encourage members to talk to each other about what’s working for them. The more parts of the BNI program your chapter has working, the better the chapter will be. If you focus on problems, you become an expert on problems. If you focus on solutions, you become an expert on solutions. (Check out Mark McKergow’s book The Solutions Focus for more on this topic.) Share one thing that’s working for you in the comments below. For more of Ivan’s content, go to IvanMisner.com. 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 did you know this is our 600th podcast? Ivan:I just hear you say that. Episode 600. That is really exciting. We have been doing this more than a decade. Well over a decade now. I have to be honest. When I did the first podcast I wasn’t completely certain that this would work, that you know, doing a weekly podcast would be something that people are interested in. Now we have tens of thousands of listeners every week. It is really an honor to be doing this podcast with you for so long, Priscilla.  Priscilla: Thank you, Ivan. Well, I feel exactly the same, so that’s great. Ivan:So this is a fun topic and I thought I would pull out of my vault a topic that I have talked about for many years when I went to individual chapters and did presentations at individual chapters. I called it the “Is it working?” presentation but as we go through this, I’ll tell you why we changed the title because I am suggesting that you start with tell me one thing that is working rather than is it working. Let me give you the history to this. I would visit chapters and I would see chapters so obsessed with that isn’t working that they couldn’t think about what was working. One of the best ways to do a mindset reset – this is sort of organizational behavior 101 – is to start with the most frustration and lead to where there can be success in a discussion.  I used to go to chapters many years ago, and I would just stand up and ask the chapter – particularly chapters that were struggling. I would say to the chapter,
March 13, 2019
Mark Appelbaum, regional growth coordinator of BNI Utah North, joins Dr. Misner on the podcast this week to help you be more specific in your referral requests. Your fellow BNI members and other referral partners are like genies: they interpret your requests literally. Ask for “money” and you might get a penny. It’s money, but it’s probably not what you were thinking of. If possible, ask for referrals to specific people by name. A little research will get you the name of the person you need to talk to at the company you want to work with. Once you know, ask your referral partners for an introduction. Ask yourself, “Who are the people who are talking to the people that you want to be talking to?” Find out who they are and ask for introductions to them. Set up Big Hairy Audacious Goals when it comes to referrals and be specific when you ask. For more of Ivan’s content, go to IvanMisner.com. Priscilla:  Hello everybodyand welcome back to The Official BNI Podcast. 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 with 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 fantastic. I am at my home office. i am talking to you from my home office in Austin, TX. i have a guest on this week’s podcast who has been on before, Mark Applebaum. Mark has been a BNI member for 14 years. He has been a Director for 4 years. He has been married to his wife, Tiffany, for almost 18 years. They have two children, Ryan and Jenna. Mark has recently become the Director of Marketing for a local law firm in Utah. He is on today – I love the title of this and I love the  topic – are you asking for pennies, which is about being specific with your asks.  So Mark, what does it mean, asking for pennies? Explain that. Mark: Thank, Ivan and thank you for having me on again. My intention for today’s podcast is to really help members fine tune what they are already doing each week in the hopes that they take the results to the next level. What that means is the reason why it is called asking for pennies is because when it comes to making more money, which is one of the big reasons members join BNI, people in general will often say, “I want more money.” If you were to say those words, Ivan or Priscilla, I could give you a penny and I would have fulfilled on your ask. Now, was a penny what you wanted? Probably not, but it is what you asked for. You asked for more money. I gave you more money, but it’s probably not what you really wanted.  One of the great things about BNI is every week, we members get to ask for exactly who and what we want. It kind of a weekly genie in a bottle and our chapter members are the genie fulfilling on the ask. The more specific we are with our ask, the washer we make it for the genie or chapter to give us what we want.  For instance, if you are a home inspector, more times than not, home inspectors want to be introduced to top producing real estate agents. But if they walked in each week and said, “Um, a good referral for me would be a top producing real estate agent,” it most likely won’t produce the results they want. But if all they did was Google a top real estate agent and walk in.
March 6, 2019
Today’s podcast is based on Dr. Misner’s new book, Who’s in Your Room? There is no one rule to achieving balance in your life, but there is one truth about creating harmony: the quality of your life depends on the people in your life. If everyone who came into your life was going to be there forever, would you be more selective about the people you let into your life? Anyone who is still in your head is still in your room. You need to learn how to screen entry into your room (Episode 594). To do that, you need to know what your values are. Only people whose values are congruent with yours should be invited in. If you have trouble identifying your values, you can start by listing your deal-breakers, or use the free values worksheet from the Who’s in Your Room website. Download Free Values Worksheet Once you’ve identified your values and trained your “doorman,” there are two techniques for removing toxic people from your life. * Benign Neglect. Gradually reduce contact and interaction with them.* Homeopathic Doses. Minimize the amount of time you spend with them by structuring your interactions in very small doses. What about family members and other people who are in the room when you arrive? You might need to have the people in your life, but you don’t have to have their baggage. Set clear boundaries around toxic behavior, and enforce them. For more of Ivan’s content, go to IvanMisner.com. Complete Transcript of Episode 598 Priscilla: Hello everybody and welcome back to The Official BNI Podcast. 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 with 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 Austin, Texas and I am waiting to possibly do jury duty. So we are doing this recording. I have never actually done the jury duty before. I have been there but I haven’t actually been called, so let’s see what happens. It should be fun.  Priscilla: Yeah. It should be interesting. What are you going to teach us today? Ivan: So I am going to share some content with you today. I have had a lot of members asking me to share more material from my book Who’s in Your Room? The Secret to Creating Your Best Life. I am going to share some material from the book today. So Priscilla, and if you are listening, would you like to know the one rule to creating balance in your life? Priscilla: Absolutely. I really need that, Ivan.  Ivan: So here it is. There is no one rule. Here is the good news. It’s a recipe. It’s a combination of things that help you achieve the life you desire because there is one truth –  although there is not one rule,
February 27, 2019
This is a rebroadcast of Episode 444. Synopsis Dr. Misner shares a story from his high school football days. When the team members complained about having to do wind sprints and conditioning exercises at practice instead of playing ball, their coach took them to see the LA Rams practice. Imagine their surprise when they saw that the pros were doing the same conditioning exercises their coach had inflicted on them. If you do not learn to execute the fundamentals flawlessly, if you do not engage in the conditioning necessary, you will never be a champion on or off the field. BNI meetings are a place to practice the fundamentals of networking until you can execute them flawlessly. If you’re going to be successful in BNI, you need to put effort into those fundamentals. Brought to you by Networking Now. Complete Transcript of Episode 444 – 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:Hey. This week I am in Austin, TX and we are preparing for our first Executive Management meeting of BNI top management coming to Austin. So I am in my new hometown this week, but we are doing a big meeting for BNI. Priscilla:That’s great. Tell me a little bit about these networking wind sprints. What is that about? Ivan:What do wind sprints and networking have to do with each other, right? Wind sprints are when people get down in three point stance- I first saw it in American style football. You know, the coach would blow a whistle and you would run like a bat out of heck for 10 yards and back or 50 yards and back. Whatever. You know, they are running quickly in short spurts. It’s part of the fundamentals of football, and I will tie it into BNI and into networking in just a minute. I want to tell a story. I learned a really important lesson about the fundamentals of success when I was playing football as a high school kid a long, long time ago. We had a pretty good team my junior year of high school. I was, you know, 16 years old when I started the year. Most of the other team members were juniors. The following year, the team had mostly seniors, and there were some pretty high expectations for the season, you know, because it was going to be mostly seniors and they would be a little more mature. A situation like that can maybe- you probably haven’t ever seen this in teenagers, Priscilla, but it maybe made us a little bit over-confident. When the season started, we thought we were really experienced. In football, they have this brutal rite of passage that s called Hell Week. It is called Hell Week for a really good reason. The conditioning that the team is put through is pure hell. The team does very little other than drills and exercises. They have to do isometric exercises, wind sprints, short distance sprints as fast as you can run, hitting the bags, tacking dummies, running plays, hitting the ground. Did I mention wind sprints? Priscilla:You did. Ivan:Wind sprints, running up and down stadium steps, hitting the sled. They have these big, giant sleds, and they are made of iron,
February 20, 2019
Synopsis Strong referral relationships are like close personal friendships. It takes about 50 hours of interaction to move a person from “acquaintance” to “casual friend.” It takes a total of 90 hours to become “real friends,” and 200 hours to become close friends. When BNI members reach the 90-hour mark, they start receiving more referrals. When those same individuals cross the 200-hour mark, they generate an average of five times as many referrals as they did in the first year. Time-Confidence Curve (from Networking Like a Pro) The time-confidence curve illustrates the way your fellow networkers need to gain confidence that referring people to you will not hurt their reputations. Here are four questions to ask yourself to gain perspective on your efforts and results. Keep asking them until the answers become obvious. * Am I being realistic about the amount of time it will take in my profession to gain the critical level of confidence I need? * Am I regularly making stimulating, educational presentations to my fellow networkers about the value I provide my clients. * Am I doing business with others in my network so I can give them dynamic testimonials and steer business to them so they will return the favor? * Am I meeting regularly with my networking colleagues to learn about their businesses so I can confidently refer my contacts to them? It takes time to build friendships. The best way to speed up the process is to spend time in the process. For more of Ivan’s content, go to IvanMisner.com. Priscilla: Hello and welcome back to The Official BNI Podcast. 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 with 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 have what I think is a fun topic: I want referrals and I want them now! I love the way you said it with an exclamation point. Now!  I run into people and they are almost desperate for referrals. Desperation is not referrable. I am sure this isn’t for every listener. When you hear this, I am not talking about you. I am talking about those people who come across desperate for referrals. So you want referrals and you want them now. Well, you want referrals and you want them now. You can’t have them unless you have built meaningful relationships with your referral partners.  Like I said I am often asked how long does it take for people to receive referrals from their network? How do we speed this process up? That is the one that I love. How do you speed this process up? Building a referral based business is all about building a powerful personal network. If your network is a mile wide and an inch deep, you will never get any kind of referrals that make a difference in your business. This means that you have to go deep in building a number of strong relationships.  From my experience, strong referral relationships are a lot like building close personal friendships. Now, Facebook has redefined what a friend is, but I am taking about truly close friendships. In a study that I recently read that was published in 2018 by the Journal of Social and Personal Relationships, it was found that it takes about 50 hours of interaction to move from being an acquaintance to becoming a casual friend. It takes a total of 90 hours to become what they called real friends and &#8...
February 13, 2019
How do you end a conversation at a networking meeting? Here are four techniques. * Say “It was really nice meeting you. Do you have a card so I can have your contact information? Thanks.” This is the simplest option and the one Dr. Misner uses most often.* Recap the part of the conversation you liked most, and then use #1. Ask permission to write a note on the back of the card.* If they say something that makes you think of someone else at the event, make the introduction on the spot.* Invite them to go to another networking event that you go to–like your BNI meeting. Keep it simple. Keep it honest. Whatever you do, don’t Seinfeld it. Be polite and friendly. Don’t make excuses. The real key is how you follow up. Tell us how you end your networking conversations by leaving a comment at the end of this podcast. For more of Ivan’s content, go to IvanMisner.com. Priscilla: Hello and welcome back to The Official BNI Podcast. 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 with the Founder and Chief Visionary Officer, Dr Ivan  Misner. . Hello, Ivan. How are you today? Ivan:I am doing fantastic, Priscilla, and I think we should mention that we are using a new recording system, and I hope everyone likes it. I believe it will level out my piece of the conversation. So we would love to hear. Last week’s podcast and this week’s podcast are on the new system, so we would love to hear what you guys think. Priscilla:So what is this topic that you have? Ivan:The topic is how do you end a conversation? As the Founder of BNI, I often get asked about the best way to end a conversation in a networking situation. Candidly, I really think the answer is pretty simple. So I am going to start this podcast with the simple solution. Then, for those of you who love to overthink things, I will give you some other options. Here are four techniques: One, say something simple like, “It was really nice. Meeting you. Do you have a card so I can have your contact information? Thanks.” That’s it. No fuss, no muss, no big deal. Don’t apologize because you have to go network with somebody else. Definitely don’t say you see someone else you need to talk to. Those are the things that make it feel awkward. Simply thank them very much and move on.  I was doing an interview not long ago, before you give you two, three and four. It was with someone body who knew me through BNI. I told him that and he said, “Oh my goodness. You did that to me. It was so smooth. I never thought about it. I felt like you listened to me. We spoke. We had a conversation. It wasn’t really long, but I really felt like we had a conversation. Then you said those very words. ‘It was really nice meeting you. Do you have a card so I can have your contact information? Thanks a lot.’” He said it was really, really smooth. So this is where I say don’t overthink it. I really believe that this is the easiest of the four techniques and it is the one that I generally use because I am there to network. I do meet a lot of other people. Many times, they are BNI events and some of the BNI members want to meet me. So it is an effective technique.  Here is number two: frame what you liked about the conversation or recap part of the conversation that you found most interesting and then do number one. I have done that a fair number of times as well because there may have been something the person said and I want to anchor it in my mind. I want to remember it. So I will ask them.
February 6, 2019
Synopsis This week’s topic comes from Dr. Misner’s book Who’s in Your Room? Think about this episode from a BNI membership committee perspective as well as a personal perspective. If you live in a room with an enter-only door, you need a “doorman” to screen people before letting them in. In a BNI chapter, the membership committee acts as the doorman. But how do you decide who belongs? It comes down to your core values. BNI has a well-defined set of core values. For your personal “doorman” to do a good job, you too need to be clear about your core values. Start by establishing deal-breakers, like “drama” or “narcissism.” Check out the book if you haven’t already, and be sure to visit the International Networking Week website! For more of Ivan’s content, go to IvanMisner.com. Priscilla:  Hello and welcome back to The Official BNI Podcast. 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 with the Founder and Chief Visionary Officer, Dr Ivan Misner. Hello, Ivan. How are you and where are you?  Ivan:  I’m doing fantastic. This week I happen to be on a cruise for BNI Canada in the Caribbean. They did an International Networking Week cruise. As most people probably know, this is International Networking Week. I think it’s our 12th annual International Networking Week around the world. If you haven’t already, go to InternationalNetworkingWeek.com and check out the video there.  Priscilla: Okay, perfect. Tell me about this topic. Ivan: So, it’s called “You Need a Doorman.” This is some material from the book that I’ve talked about in a previous podcast, the public edition of “Who’s in Your Room?” Which just came out 3 months ago. It hit number one in self-help. This is one of the topics in the book. I promised that I would talk about some other chapters from the book. As you are listening to me talk, think about BNI because although this book is talking about the individual, but this topic in particular “The Doorman Principle” is really about BNI and BNI’s membership committee. So, as I talk about this from an individual’s context, I want everyone to think about it from the BNI membership committee’s perspective.  We ended up with the word/phrase “doorman” but you can call it a bouncer, door person, guard or whatever you want- BNI membership committee is just that. Let me give a quick review of “Who’s in Your a Room?” book. The concept is you live your entire life in one room. That one room has one door and it’s an enter only door so that when people come and enter your life, they are there forever. What we talked about in the last podcast is we need to have this doorman concept in your head to screen people who come in. BNI membership committee is the same thing, you screen people who come in. So let’s consider the door. There it sits, it’s closed but not locked. It’s ready to swing open when the next person pushes his/her way in. Now when you are really young, you can only sit and marvel at the people who come into your room and it takes a few years before you understand that not all the people who come in are people you necessarily want isn’t the room.
January 30, 2019
Synopsis Tim Roberts, BNI National Director for the United States and host of the BNI & the Power of One podcast, joins Dr. Misner on the podcast this week to explain why strong contact spheres matter more than chapter growth. It’s easy to overlook the fact that most BNI chapters don’t offer an equal opportunity for success in their chapters. Each member’s referrals come from within their contact spheres. A member in a contact sphere of 10 has more opportunity than a member in a contact sphere of 2. When you set your chapter growth targets, aim to create contact spheres of equal size. Take a look at your chapter and see which contact spheres and power teams need strengthening. Concentrate your visitor outreach there to increase member retention and member success. For more of Ivan’s content, go to IvanMisner.com. Priscilla: Hello everybody and welcome back to The Official BNI Podcast. I’m Priscilla Rice and I’m coming to you from Like Oak Recording Studio in Berkeley, CA. I’m joined on the phone today by the Founder and Chief visionary’s Officer of BNI, Dr. Ivan Misner. Hello, Ivan. How are you today? Ivan: I’m doing fantastic, Priscilla. Thank you so much. I have a guest on my podcast today, his name is Tim Roberts. He’s the US National Director for BNI, as well as an Executive Director of BNI in New Hampshire, Orlando and Jacksonville. Tim’s been involved in BNI for many, many years with family before him. It’s great to have him on my podcast. Tim also hosts The BNI and the Power of One podcast, which he’s had me on a couple of times. I think that it’s time that I bring Tim on, He’s got a great topic. Tim, welcome to my podcast! Tim: Thanks for having me, it is a great honor! Ivan: My pleasure! So, the topic is “Growth is Not the Goal.” So, what a minute, what do you mean by that? We always said that growth was important for a chapter, so tell us what you mean. Tim: Yeah, it may be a little bit of a clickbait in this title to capture the audience, but growth to me is something that I believe people have made the only goal in a lot of chapters. Growth is extremely important, it’s vital to the success of any chapter to be growing. But what I’ve been realizing over the years and talking with my chapters, kind of talking about across the country of the US this year is that we can’t be setting goals solely on just growth just to hit a number. To say, “Our chapter is 20 members. We want to get 30 members.” Without purpose or meaning or strategy behind that. I think oftentimes we select numbers that are arbitrary. It sounds great to go from 20 to 30, and think growth- when you see that, is an indication of a lot of other successes. But if we just set the goal on flat, straight growth with no meaning then we may not be offering equal opportunity to everybody in the chapter. I really look at it as growth as a tool. Growth is a tool to enable everybody in the chapter to become more successful in their BNI journey, rather than just the chapter achieving some arbitrary number for hitting some milestones. Ivan: Well, I like the concept that growth is a tool to success. You know, in success there is no “one thing” that helps one be successful; it is always a recipe. So, there are a number of things that I think that can make anyone successful, including a chapter. Growth is one of them, but it is not the only one. What else is really important? Tim: I think ultimately for true, long term success for any chapter needs to be heavily focused on retention.
January 23, 2019
Synopsis This episode is a rebroadcast of Episode 522, originally released on August 30th, 2017. David Clegg joins Dr. Misner this week to talk about the value of visitors in BNI. Visitors pass referrals to BNI members, whether or not they join. The average Thank You for Closed Business for a visitor in BNI is $1000. If everyone in every BNI chapter brought one visitor per month, the average chapter would experience a bump in TYCB of $330,480. (Numbers come from BNI Connect.) The average member would experience an average of $12,000 in additional thank-you-for-closed-business from visitors. If you follow the Power of One, as discussed in Episode 517, you’ll increase your bottom line considerably. One of the easiest ways to invite visitors is to use the acronym GRIP: Do you want to GROW your business? Would REFERRALS help? Are you INTERESTED in …? Here’s the PLACE we meet. If you invite visitors on a regular basis, your chapter will grow and thrive, and so will your own business. Brought to you by the Networking for Success Channel on YouTube. Complete Transcript of Episode 522 – Priscilla: Hello everyone, and welcome back to the official BNI podcast, brought to you by The Networking Success channel on YouTube, which features Dr. Ivan Misner and other key 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 the chief visionary officer of BNI, Dr. Ivan Misner. Hello, Ivan! How are you and where are you? Ivan:I am in Galveston. I’ve got a little vacation getaway condo in Galveston. So I am working this week and will be taking vacation next week, but I will still have a podcast next week. Today, I have a guest. It’s a very interesting story. My guest today is David Clegg. David has been with BNI for seven years, and he manages 6 chapters for BNI. He and I launched a chapter this year. David is going to talk about the value of a visitor and the power of one really impacts the amount of business being generated in a chapter. But, before you jump into that, David, welcome to my podcast! David:Thank you! Ivan:You have a great story as to what you do. Do you want to share that with everyone? I love the way you put it. David:Well, thank you. I tell people all the time that I work for my 18 year old daughter. My daughter when she was nine years old—of course she just graduated from high school this year, but when she was nine she asked me for spending money, and I told her no. I said I’ll never give you spending money, but I will teach you how to earn it! So we went around the neighborhood looking for dogs to walk, knocked on every door, and someone is going to pay you to walk their dog—which she was surprised by. So she started walking dogs through the neighborhood, then we started watching dogs in the house, and about eight years after that, we now have—well what’s  been 10 year fully, we have a 12,000 square foot facility and we do doggy day care, boarding, grooming, training, and pet photography. It is called, appropriately,
January 16, 2019
Synopsis Cindy Mount joins Dr. Misner this week to talk about the difference between being self-employed and being an entrepreneur. The distinction between these two terms makes a big difference in your retirement plan and your overall quality of life after retirement. Many people are self-employed when they come into BNI. They are the only ones working in their company and do everything themselves. The only value in the business is their labor. But over time, by putting what they learn in BNI into practice, they become entrepreneurs: they own a business with employees, and the business is an asset. When they retire, they can choose to sell the business or take a residual income from it. If you want to take that next step and scale up, BNI provides you all the resources you need: * Learn management skills like interviewing and mentoring by serving on the membership committee. * Learn how to lead your company by serving on the leadership team. * If you need to improve your public speaking skills, take on the role of the education coordinator. * If you need to learn more about how to market your business, get on the marketing committee. Embrace all the roles and responsibilities in chapters and use them as building blocks for your own business. For more of Ivan’s content, go to IvanMisner.com. Priscilla: Hello everybody and welcome back to The Official BNI Podcast. I’m Priscilla Rice and I’m coming to you from Live Oak 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. We are here in the new year, and I’m excited about a lot of the podcasts. I have guest with us today, Cindy Mount. She’s been in business since 1995 and she’s been in BNI since 1998. In September of last year, she celebrated her 20th anniversary in BNI. 20 years in the organization. She’s a contributing author to two New York Times best selling books, and I’m somewhat familiar with both of them; “Masters of Networking”, and “Masters of Sales.” Both of which I was involved with, as well. And something that no one knows about Cindy, I’m actually going to share two things about her. Two things that no one knows about Cindy is that she won her first Rodeo Queen Ribbon in 1974. So Cindy you must have been like 10. And she was an Alberta Forest Service employee and she was one of the first women on the firefighters overhead team, which I think is even more interesting.  Cindy, next time we see each other I want to hear more about that because that’s really incredible! Cindy: It was a remarkable job. I absolutely loved that time of life- not saying this time in life is bad, but it was a remarkable time. Ivan: Well, we are really happy to have you in BNI. Your topic today is self employed to entrepreneur. I think that’s a great topic and I think there are a lot of solo-preneurs in the world and they didn’t really understand what being an entrepreneur is. Most people confuse self employed and entrepreneur. So I would love for you to talk about that subtle difference if you would. Cindy: Sure. I’ve been around BNI, like you said, for 20 years now. So it’s been a while and I watch people come in to BNI typical;y self employed in a lot of cases, and then they make that transition to entrepreneur. I’m going to explain that a little bit. I’ve done everything to starting a group called, “The Entrepreneurs Association”,
January 9, 2019
Synopsis Today’s theme is activity vs. results, the conversation Dr. Misner has had since he started BNI 34 years ago this week. Meaghan Chitwood, Director of Global Training for BNI explains that your activities have to change as you become busier, because you need to get more results from the same amount of time. An example of this is conducting one-to-ones. During your first one-to-one with a member, you’ll probably have a more general discussion to get to know each other. But on subsequent one-to-ones, share the specific things you’re working on and the referrals you need. If you’re doing something that works for everyone else and it’s not working for you, ask yourself “How can I do this differently and get a better result?” Take a look at the tasks you’re engaging in—both within and outside of BNI—and eliminate the tasks that aren’t getting results. If you think BNI is taking too much time, talk to your director consultant about how to work your BNI program more effectively. If there’s a skill you need to hone in BNI, search BNI University for that topic and you’ll find tons of resources. Introduction to BNI University. Also available as an iOS and Android app. Complete Transcript of Episode 590 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 today? Ivan:I am doing fantastic, Priscilla Thank you very much. This is the 34 anniversary of BNI. 34 years this week. Priscilla: Congratulations. Ivan: I don’t feel that old, Priscilla. You know? Priscilla: I know. Ivan: I know, I know. I had somebody a few years ago say, they came up to me and they said it is really nice to be a part of an organization where the Founder is still alive. Priscilla: Oh wow. Ivan: Ok, I am still alive. Yeah, I hope to be around for a long time. It’s incredible that we are 34 years old this year and I am really excited to have as a guest of the podcast this week somebody who has been involved in BNI for a long time. I have with us Meaghan Chitwood. Meaghan became a member of BNI in 2003. She became an Executive Director in 2004 so she was on the fast track. She is in the northern Alabama area and she joined the Global Support Team as the Director of Global Training in 2016. Her roots in the BNI world are so deep that it would be hard to get rid of her if we wanted to. That was in her bio, and I must say, Meaghan, we don’t want to get rid of you. It is awesome to have you on this podcast. Welcome. Meaghan: Thank you so much. Thank you so much. Ivan: So let’s talk about this topic this is really a great topic. Talk about that you are really talking about in many ways activity versus results. Talk about that concept and what you have in mind here because I think from Day 1 when I started BNI in 1985 the conversation I had was activity versus results. That is really what your theme is. Meaghan: Yes, absolutely and I think many people who know me personally and also if you listen to my bio, I am really busy is something that people say about me all the time and I actually don’t really like saying that ever. I am as busy as I want to be. That’s the way I look at tit. It is activity versus results. It’s figuring out are my activities getting me the...
December 19, 2018
Synopsis Mark Appelbaum, regional growth coordinator of BNI Utah North, joins Dr. Misner on the podcast this week to share an analogy about the BNI System. Why do people pay $1 million+ to invest in a McDonald’s franchise? It’s a proven system. If you follow the system, you’re guaranteed results. When you join BNI, you’re investing in a system. If you follow the system, you’re guaranteed results. BNI is part of your marketing system. Showing up early, planning your 30-second presentations in advance, scheduling one-to-ones–these are not things you’re doing for BNI. You’re doing them for yourself. To read more of Dr. Misner’s content, go to IvanMisner.com. Complete Transcript of Episode 589 – 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 today? Ivan: I am doing fantastic, Priscilla. I have a guest again for BNI. Hi name is Mark Appelbaum and Mark has been a BNI member for 14 years. He became a BNI Director four years ago. He has really grown his role in BNI Utah North. As a Director he is responsible for a dozen chapters and has successfully launched quite a few chapters in the region. His passion is teaching members how to give visitors a “wow” experience. I love that, Mark. And teaching members successful networking habits. Mark i married to his wife Tiffany and has two children, Brian and Shannah. Welcome to BNI Podcast. Mark: Thank you so much, Dr. Misner. It is an honor to be here and I am grateful for the opportunity. Ivan: It is great to have you and please call me Ivan. Let’s get started. You have a great analogy that I would love to begin with. Why don’t you share with everyone about BNI systems. Mark: Thank you. So I love this analogy when it comes to relating it to BNI. When I visit my chapters, I ask them four complete questions. I say name me a company that is known throughout the world, it has been around for 70+ years, it costs billions and billions of dollars to invest in the company. Some people get it by now but if they don’t I ask them one more. They make happy products for kids. Most people figure it out that it is McDonalds. Now, when I ask them why do people invest so much into McDonalds? The resounding response is it’s a proven system. When I ask members if you’re going to invest into a McDonalds and you were reading the manual and the manual said, “Cook the French fries for 15 seconds.” Now, on a personal note, my. Seven year old daughter has never been to a McDonalds which I am proud of but if I was reading that manual and I bought this McDonalds. if it said to cook the fries for 15 seconds, I would follow that. But what if somebody said, “I like crunchier fries. I am going to cook them. For 30 seconds.” Would you do that? Probably not. Ivan: But we do it in BNI, don’t we? Mark: We do all the time because they. Think, oh, let me try it this way. What is funny is BNI is a 33 year proven system with 8400 chapters plus around the world with over 240,000 members. Ivan: By the way, as of yesterday, Mark, 8,745 chapters. Mark: 8,745 chapters around the world. It is a proven system and everything we have you do from showing up early for the open networking to 1-2-1s to weekly and feature presentations. When you follow the proven system, it’s proven to grow your business and make you more money, so why would you want to do it any other way? Ivan: I couldn’t agree with you more,
December 12, 2018
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 to Yorkshire in Februa...
December 5, 2018
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.
November 28, 2018
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, which is a concept that has been around a while,
November 21, 2018
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 management school in the university.
November 14, 2018
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 to 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—a granddog—and I have learned that bringing up grandchildren is not a good idea, so I just focus on the granddogs. He has a granddog named Panzer, 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 promotional 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 parkin...
November 7, 2018
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. Then I have arrived to the meetings where the only other person there was the visitor...
October 31, 2018
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,
October 24, 2018
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,
October 17, 2018
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.
October 10, 2018
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 TYCB 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, let’s say we are a member of a 50-member chapter.
October 3, 2018
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, though we are missing an opportunity because for most people,
September 26, 2018
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,
September 19, 2018
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. Ivan: Alright.
September 12, 2018
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. So what I had to start doing is I started this system of becoming a KPI,...
September 5, 2018
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. I actually took a photograph of my sock drawer – and wha...
August 29, 2018
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 heisting awesome wh...
August 22, 2018
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.
August 15, 2018
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 world about it because...
August 8, 2018
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 personal interest,
August 1, 2018
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 confidence.
July 25, 2018
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.
July 18, 2018
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 just lights s...
July 11, 2018
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 other folks on BNI services,
July 4, 2018
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, people will come into a BNI meeting and they will do one of two things.
June 27, 2018
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,
June 20, 2018
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 TYCB (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.
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