Episode 23: Givers Gain, Chapter 4 / 第23集：《付出者收穫》第四章

第23集：《付出者收穫》第四章

https://content.blubrry.com/bni/023-BNI-Podcast.mp3

在本集中，Misner博士描述了1986-1989年BNI早期的成長歷程。

• 穩健增長是關鍵
• 訪客主持人職位的由來
• 在這些年裡，BNI學到的是人與人之間的關係，而不是地方與職業之間的關係。
• 給予者的收益哲學是基於社會資本論的互惠法則的社會資本理論

BNI播客第023集完整轉錄

Frank Felker:

大家好，歡迎回到BNI官方播客，由網絡直播網，網絡下載的領先網站networknow.com為您帶來。我是在華盛頓特區的Frank Felker,今天在電話中加入了BNI的創始人和主席Ivan Misner博士，他是本週從德克薩斯州打來的，在德克薩斯州的黃玫瑰之鄉。我知道你們這週會在奧斯汀和達拉斯。

Ivan Misner:

好，我會的。 我將在兩個地方進行一些錄製會議。

Frank:

你在錄製有聲書？你在錄什麼？

Ivan:

我正在做幾個不同的錄音，但最全面的可能是和做BNI CD的公司Del Fuego的一系列錄音。我們已經做了一個關於網絡和成功的系列節目，我們會在未來做一些材料，我現在正在錄製。 BNI會員可能會在年底前從BNI.com上看到它。

Frank:

我生疏的西班牙語告訴我，那是火的意思。那是一個非常火爆的錄音室嗎？

Ivan:

是的，就是這樣 這就是他們的標誌，也就是小火焰。他們有美麗的圖形。如果你有機會的話，去BNI.com看看他們做的一些CD。他們真的做得很好。它是以對話的方式來做的，就像這樣，我在這裡會和Sarah和Flynn談，他們是製作人。它是以採訪的形式完成的，而且非常好。

Frank:

我了解到您在德克薩斯州的同時還將成為達拉斯獎的獲得者。 到底是什麼？

Ivan:

國際銷售和營銷高管會在達拉斯給我一個小小的獎勵。我很感謝他們為我著想他們要給數據病房的人發表年度營銷政治家獎，如果你能相信的話，Frank。

Frank:

好吧，他們會讓你戴上薩姆-休斯敦的帽子和手槍什麼的嗎？

Ivan:

我很樂意去做。我可能會把副武器傳給你的

Frank:

你知道Ivan，我們已經在一系列的間歇性播客中談了很多關於你的書《Givers Gain》免費贈送BNI成員的書。事實上，它甚至沒有出售，你已經通過第一章、第二章和第三章，我認為這將是很好的，本週來談談第四章的《Givers Gain》。

Ivan:

謝謝你。第四章是關於穩定增長。我們在播客裡做這個的原因是，我認為這是本書的一個真正的補充。全世界的BNI會員在接受MSP培訓，會員成功計劃培訓的時候，應該可以免費獲得這本書。

在一些國家被稱為不同的東西，但基本上就是新會員的入會培訓。每當你參加一次這樣的培訓，你應該得到一本《Givers Gain》。

我們要講的是第四章，我覺得這些播客是很好的工具，當你讀完這本書的時候，你可以去聽。第四章的標題是 "穩步增長"。它真正涵蓋了BNI從1986年，也就是BNI的第二年，直到1989年。就像1986年我們第二年結束的時候，BNI已經到了大約40章，處於第二種狀態。它從加州開始，是在亞利桑那州。

一年後，我們已經到了60歲，"國家 "這個詞開始在我腦海中迴盪。我開始想，這可能真的有一天會成為全國性的。當然，今天，我們在三十多個國家有超過10萬名會員，但當時我還不太認為是全國性的。到1987年的時候，我們已經在三個州了。那是三年內的三個州，我真的很驚訝。

當然現在，我們開放整個國家的速度比這快。有一年，我想我們開放了十個國家。真的沒有什麼比種下第一顆種子讓它成長，然後退後一步，看著它成長的喜悅更讓人高興的了。在最初的幾年裡發生了很多事情，這一章裡有很多故事，其中有一個我特別想說的故事，因為它很好地說明了我們如何從錯誤中學習。

有些人不知道我們每隔一周就會有很多分會，大約占我所相信分會的20％。 他們不是每星期見一次面，他們每隔一周見一次面。 我一開始就以為？ 人們有這些想法，他們不想每週見面。 他們想每隔一周見一次面。 我以為可以嘗試一下並進行實驗。 因此，我們做到了，您是否知道每隔一周會見的分會與每週會見的分會相比，引薦次數減少了多少？

Frank:

我猜測會超過50%以上的跌幅。

Ivan:

你說的很對 隨著時間的推移，我們發現這些小組的轉診率比每週一次的小組少了52%。我和這些小組坐下來，有七八個小組，在那一刻，我和他們單獨坐下來，我說：「如果我可以給你們看一件事，就一件事，能讓你在你的小組裡通過的引薦人數增加一倍，你會做嗎？」你覺得他們怎麼說？

Frank:

當然，我們都聽得很清楚。

Ivan:

絕對的。所以我告訴他們每週都要見面我把數字給他們看了一下我把所有其他分會的報告都複印了出來我給他們看了那些每週開會而不是每隔一週開會的小組是如何通過的，而不是每隔一週通過的推薦人數是他們通過的兩倍。

我不得不讚揚他們，每個分會都過渡到每週的一組。除了一個， 那個小組在一年之內倒閉了。 他們只是沒有通過足夠的推薦， 這是早期我們了解網絡工作原理的第一件事。 您曾經通過電話理髮嗎？

Frank:

只有從股票經紀人那裡得到的。這是我唯一一次在電話裡理髮。

Ivan:

除了他之外，其他的什麼，你一般都要到場。而你當然也要到場，才能得到引薦。我們很早就學會了這一點。這是我們學到的第一個教訓之一，我在《Givers Gain》第四章中談到了這一點。

還有一件事，說來話長，我今天就不說了，但在第四章裡有一個很好的故事，講的是遊客接待計劃是如何發展起來的。它實際上是由BNI中的一個特定的分會提出這個想法，我偶然發現了它。

有機會的播客聽眾，請到第四章去看一下關於訪客接待計劃的故事，因為這不是我想出來的。這絕對是BNI成員想出了很好的想法，並為這個項目做出了很大的貢獻。

Frank:

好了，本週的播客時間快到了。你有什麼最後的智慧結晶想和我們分享嗎？

Ivan:

當然，我認為最後一件事是我想說的，也是最有力量的事情之一--在這一章中，我們談到了我們是如何了解到這個項目是關於人而不是地方或職業的，我在之前的播客中已經談到了這一點。這背後的歷史，以及我們是如何了解到這一章中的人比專業的人多得多。

如果有機會的話，大家可以看一看。最後一件事是我講的是Givers Gain，以及我們是如何想出這句話的，以及它是如何基於互惠法則的社會資本理論。播客的聽眾們，請看一看這本書，在接下來的一年裡，我們每個月都會通過這些播客來覆蓋這些章節，和我一起閱讀。

Frank:

很好。這週就到這裡了。對於 Dr. Ivan Misner，我是Frank Felker，下週我們將在BNI官方播客上看到你。

Episode 23: Givers Gain, Chapter 4

https://content.blubrry.com/bni/023-BNI-Podcast.mp3

In This Episode, Dr. Misner Describes The Early Growth Years Of BNI from 1986-1989:

• Steady Growth Was The Key
• The Origin Of The Visitor Host Position
• During These Years, BNI Learned That It’s All About People, Not About Places or Professions
• The Givers Gain Philosophy Is Based Upon The Social Capital Theory Of The Law Of Reciprocity

Complete Transcription of BNI Podcast Episode 023 –

Frank Felker:
Hello everybody and welcome back to the official BNI podcast, brought to you by networkingnow.com, the leading site on the net for networking downloadables. I’m Frank Felker in Washington DC joined on the phone today by Founder and Chairman of BNI, Dr. Ivan Misner who is calling and this week from Texas, down in the yellow rose country in Texas. I understand you’re going to be both in Austin and in Dallas this week.

Ivan Misner:
Yes I will. I’ll be doing some recording sessions in both places.

Frank:
You are recording audio books? What are you recording?

Ivan:
I’m doing several different recordings but probably the most comprehensive is a series of recordings with Del Fuego who is the company who does BNI CDs. We’ve done a whole series on networking and success and we will be doing some future material, and I’m recording that now. BNI members will be seeing it come out of BNI.com probably before the end of the year.

Frank:
Del Fuego ? my rusty Spanish tells me that means of the fire. Is that a very hot recording studio down there?

Ivan:
It is. That’s what their logo is, too- it’s little flames. They have beautiful graphics. If you have a chance, go to the BNI.com take a look at some of the CDs that they have done. They really do a nice job. It’s done conversational like this, where I’d talk to Sarah and Flynn who are producers. It’s done in an interview format and it is very good.

Frank:
I understand that you are also going to be the recipient of an award in Dallas while you are in Texas. What’s that all about?

Ivan:
The sales and marketing executives international is giving me a little award in Dallas. I appreciate them thinking of me. They’re giving the data ward called the marketing statesman of the year, if you can believe that, Frank.

Frank:
Well. Are they going to make you put on a Sam Houston hat and a sidearm or anything?

Ivan:
I would be glad to do it. I will probably pass on the sidearm.

Frank:
You know Ivan, we’ve been talking a lot in a series of intermittent podcasts about your book Givers Gain that is given away free to members of BNI. In fact, it isn’t even for sale you have gone through chapters one, two and three and I thought it would be good this week to talk about chapter four of Givers Gain.

Ivan:
Thanks. Chapter four is about steady growth. The reason we’re doing this in a podcast is I think it’s a real complement to the book. BNI members all around the world should be getting a copy of this book for free when they go through the MSP training, the Member Success Program training.

In some countries is called different things but it is basically the new member orientation training. Whenever you go through one of those trainings, you should get a copy of Givers Gain.

We’re going to talk about chapter four and I think these podcasts are great tool to listen to as you go through the book. Chapter four is entitled Steady Growth. It really covers BNI from 1986, the second year of BNI, until 1989. Like the end of our second year in 1986, BNI was up to about 40 chapters and was in its second state. It started in California and was in Arizona.

A year later we had hit 60 and the word ?national? was starting to echo in my mind. I started thinking this might actually be national someday. Of course today, we are in more than three dozen countries with over 100,000 members but at that time I didn’t quite see it as that quite yet. By 1987, we were in three states. That’s three states in three years and I was really amazed.

Of course now, we open up entire countries faster than that. One year I think we opened ten countries. There’s really nothing like the joy of planting the first seed and having it grow and stepping back and watching it. A lot of things happen in those first few years and there’s a lot of stories in this chapter, and one in particular that I want to talk about because it’s a great illustration of how we learn from our mistakes.

Some people don’t know that we had a number of chapters, about 20% of the chapters I believe, that net every other week in BNI. They did not meet every single week. They met every other week. I thought in the beginning ? people had these ideas and they didn’t want to meet every week. They wanted to meet every other week. I thought let’s try it out and experiment. So we did it and do you have any idea for a how many less referrals the chapters that were meeting every other week as compared to the chapters and that met every week?

Frank:
I would guess more than a 50% drop.

Ivan:
You’re absolutely right. Over time we found out that these groups past 52% fewer referrals than the groups that met once a week. I sat down with those groups and there were about seven or eight groups at that point ? I sat down with them individually and I said if I can show you one thing, just one thing that would double the number of your referrals that you’re passing in your group, would you do it? What do you think they said?

Frank:
Sure. We’re all ears.

Ivan:
Absolutely. So I told them to meet every week. I showed them the numbers. I put it the reports from all the other chapters that I have photocopied and I showed them how groups that were meeting every week instead of every other week were passing twice the number of referrals that they were passing.

I have to say to their credit, every single chapter transition to a weekly group except for one. That one group closed down within a year. They just weren’t passing enough referrals. It was one of the first things in the early days that we learned about how networking works. Have you ever gotten a haircut over the phone?

Frank:
Only from a stockbroker. That’s the only time I got a haircut over the phone.

Ivan:
What other than him, you generally have to be there. And you certainly have to be there to get referrals. We learned that early on. It was one of the first lessons that we learned and I talk about it in chapter four of Givers Gain.

The other thing that happened ? it’s a long story and I’m not going to cover it today, but there’s a great story in chapter four about how the visitor host program was developed. It was actually developed by a specific chapter in BNI that came up with this idea and I stumbled across it.

Listeners of the podcasts who have a chance, go to chapter four and read the story about how the visitor host program began because it’s not something I thought up or came up with. It was absolutely a great example of BNI members who came up with great ideas and have contributed into the program.

Frank:
Well, we’re just about out of time for this week’s podcast. Any last pearl of wisdom that you would like to share with us?

Ivan:
Sure. I think the last thing I would talk about and it’s really one of the most powerful things- in this chapter we talk about how we learned this program is all about people not places or professions, and I’ve talked about that in a previous podcast. The history behind that and how we learned that it’s so much more about people than professionals really comes out of this chapter.

If you have a chance, take a look at it. The last thing is I talk about is Givers Gain and how we came up with that phrase and how it is based on the social capital theory of the law of reciprocity. Listeners of the podcast, take a look at the book and read along with me as we go through these podcasts over the next year every month covering the chapters.

Frank:
That’s great. That’s it for this week. For Dr. Ivan Misner, I’m Frank Felker saying we will see you next week on the official BNI podcast.

https://www.bnipodcast.com/2007/09/19/givers-gain-chapter-4/