Episode 31: “Givers Gain Chapter 5” /第31集 "付出者收穫 第五章"
第31集 "付出者收穫第五章"
Misner博士談及他在《Givers Gain》第五章中介紹，他決定賣掉自己的諮詢業務，100%專注於BNI。
- 網絡營銷有別於其他形式的營銷
- 您關注的是人們，而不是關注地理位置
- 由於BNI成員搬遷，BNI開始在加利福尼亞州以外開設分會
- BNI的每項政策都是由成員（BNI顧問委員會）制定的。
- Misner博士通過BNI認識了他的妻子，這是他有史以來最好的推薦
由Live Network工作室與Podcast Asylum聯合製作的播客。
BNI播客031集完整轉錄
Priscilla Rice:
Ivan Misner:
Priscilla:
Ivan:
Priscilla:
Ivan:
Priscilla:
Ivan:
Priscilla:
雙語
Ivan:
Priscilla:
Ivan:
Priscilla:
Ivan:
Priscilla:
Ivan:
Priscilla:
Ivan:
我正在做的錄音是在第五章中， 叫做東方之路。 這是從1988年到1990年的道路，在這段時間裡，我淹沒在工作中。 我當時經營一家諮詢公司。 Aim Consulting是公司的名稱。 我看到牆上的筆跡是我必須做的，因為人們會問我您對BNI的處理方式是什麼？
我會告訴別人，諮詢是我的天職，但BNI是我的職業。我愛BNI，當我真的到了這個地步，我才知道，你必須做你喜歡的事情。在這段時間裡，我 賣掉了我的諮詢業務，專注於建立BNI。這是我做過的最好的事情，我很高興我這樣做了。
Priscilla:
Ivan:
這意味著你必須找到合適的人去做某事或與之合作。當你這樣做的時候，它會把你引向一些相當驚人的方向。
在書的前一章中，我談到了在亞利桑那州的開放。那是1986年，它是加州以外的第一個州。隨著在短短幾年，到了八十年代末的1990年，我們鳳凰城的一個成員搬到了內華達州的拉斯維加斯。然後，其中一個從拉斯維加斯的會員搬到了康涅狄格州。當然，那個搬到內華達州的人問我能不能幫他們在那個州開個分會。
然後那個從內華達州搬到康涅狄格州的人問我是否願意幫他在那裡開分會。我說好的，於是我們從加州到亞利桑那州到拉斯維加斯再到康涅狄格州，哈特福德地區。然後最令人驚訝的是，有人從康涅狄格州搬到了太浩湖。
所以，在大約四年的時間裡，我們在美國各地轉了一圈。我把這個故事講給會員們聽，因為你必須明白，這就是網絡的工作方式。它進入了你可能沒有預料到的方向，但如果你找到了合適的人，並與合適的人合作，他們就會帶領你走向成功。
Priscialla:
Ivan:
這一章中，我認為對BNI的成功，尤其是BNI早期的成功，真的是絕對的。正是在這段時間裡，顧問委員會才真正形成了自己的特色 。我是在1986年開始成立的，但我在這一章裡用了很多篇幅來談，因為顧問委員會處理了很多重要的問題。
成員們需要知道，BNI制定的每項政策，以及BNI今天使用的每項政策，都是由顧問委員會制定或批准的。從考勤到我們的每一項政策，都是由組織成員創造的 -不是我在像牙塔里，還是來自世界各地的BNI成員創造的。
他們在80年代末真正進入其中，處理了一些棘手的問題，我認為這些問題使BNI今天成為一個更強大的組織。 他們真的會受益匪淺，因為我們在學習的過程中，學到了很多東西。你知道，當你第一次學習一些東西的時候..... ...這就是所謂的學習曲線，對 嗎，Priscilla？
Priscilla:
是的
Ivan:
Priscilla:
Ivan:
你終於想好了怎麼解決這個問題了。那你要怎麼做？你上到下一個關卡，然後你很順利，一切都很順利，直到你撞到了這堵牆。如果有人見過我的照片，你會發現我的頭頂上有一個平坦的地方。那是我在BNI的時候撞過的牆，所以才會這樣
我喜歡這本書，也是我們在這本書中試圖做的事情，就是讓BNI成員知道我們犯了錯誤。你今天所看到的東西和它開始的方式有很大的不同，我們作為一個團體學習，BNI絕對創造了一個行業。我們創造了網絡行業，我們是通過試驗和錯誤創造了這個行業。當你看我們的項目，如果你曾經認為這真的是一個很好的項目，那是因為我們一路上搞砸了太多。二十年後，我們把它搞好了。
Priscilla:
你能舉個小例子說明你犯的錯誤嗎？
Ivan:
哦，是的。一個很大的例子是我們做的一件事，我知道我們在書中提到過的。我不確定這是本章中的內容，但是我們允許每個星期開會。 我們沒有更好的了解。 有章說，你知道我真的很喜歡這個，但是我認為每個星期都太多了。 我們說每隔一周見一次。
我們發現的是，每隔一周開會的分會比每週開會的分會少了52%的推薦人。我們回到這些分會，我們問，如果我們能告訴他們一個方法，讓他們通過的推薦人數翻倍，他們會這麼做嗎？你知道，除了一個分會之外，所有的分會都答應了。他們確實把推薦的人數翻了一番。
他唯一一個沒有在一年內做到這一點的分會已經關閉，因為他們不是很成功。這類事情是我們隨著時間的推移而學習到的，整本書裡有幾十種。
Priscilla:
Ivan:
我在書中說到了我之前遇到的脊骨神經科助手。她的名字是 Elizabeth Privo。就是在這段時間裡，Elizabeth搬到了亞利桑那州的普雷斯科特市，並邀請我去她的分會演講。一來二去，我最終娶了Elizabeth Privo。她就是現在的Elizabeth Misner。
截止到這段錄音的日期，我們已經結婚快18年了。從BNI讓我得到最好的引薦。雖然我不把BNI說成是約會服務，但我必須說實話。我在BNI認識了我可愛的妻子，這絕對是我有史以來最好的推薦人。
Priscilla:
Ivan:
謝謝你
Episode 31: “Givers Gain Chapter 5”
Dr. Misner talks about his decision to sell off his consulting practice and focus 100% on BNI, as described in Chapter 5 of Givers Gain.
- Networking is different from other forms of marketing
- You follow people, rather than focusing on geographic locations
- BNI started opening chapters outside of California because BNI members moved
- Every policy in BNI was created by members (the BNI board of advisors)
- Dr. Misner met his wife through BNI—the best referral he ever got
Brought to you by Networking Now. Podcast produced by Live Oak Studio in conjunction with the Podcast Asylum.
Complete Transcription of BNI Podcast Episode 031 –
Priscilla Rice:
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 am Priscilla Rica coming from Live Oak Recording Studio in Berkeley California and I?m joined on the phone today by Founder and Chairman of BNI, Dr. Ivan Misner. Hello Ivan. How are you?
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 am Priscilla Rica coming from Live Oak Recording Studio in Berkeley California and I?m joined on the phone today by Founder and Chairman of BNI, Dr. Ivan Misner. Hello Ivan. How are you?
Ivan Misner:
Hello Priscilla. I am doing great.
Hello Priscilla. I am doing great.
Priscilla:
Where are you today, Ivan?
Where are you today, Ivan?
Ivan:
I am back at BNI headquarters. We just had our international conference last week. And this week, we are training directors from eight different countries of BNI. Six of them are new countries so members can be looking for new countries that will be opening up in the next six months to a year or so. We?re continuing to grow like crazy world wide and we are training these directors and BNI headquarters this week as we speak.
I am back at BNI headquarters. We just had our international conference last week. And this week, we are training directors from eight different countries of BNI. Six of them are new countries so members can be looking for new countries that will be opening up in the next six months to a year or so. We?re continuing to grow like crazy world wide and we are training these directors and BNI headquarters this week as we speak.
Priscilla:
So do you need translators for that?
So do you need translators for that?
Ivan:
Actually this time, we might have a translator, now that you mention it. We have somebody from Brazil coming up and we had some issues with English. However, in most cases we have somebody who speaks English as a partner in a new country, so that is helpful in training. You?re right- this time, it might be the first time that we have a translator.
Actually this time, we might have a translator, now that you mention it. We have somebody from Brazil coming up and we had some issues with English. However, in most cases we have somebody who speaks English as a partner in a new country, so that is helpful in training. You?re right- this time, it might be the first time that we have a translator.
Priscilla:
Well, so most people speak English then, I guess?
Well, so most people speak English then, I guess?
Ivan:
It really is very much a universal language. Now, if you speak two languages, what are you called in English?
It really is very much a universal language. Now, if you speak two languages, what are you called in English?
Priscilla:
Bilingual
Bilingual
Ivan:
Yeah. If you speak three languages, do you know what you are called?
Yeah. If you speak three languages, do you know what you are called?
Priscilla:
Trilingual?
Trilingual?
Ivan:
That?s right. If you speak only one language, do you know what it is?
That?s right. If you speak only one language, do you know what it is?
Priscilla:
Unalingual. (laughing)
Unalingual. (laughing)
Ivan:
No, it\’s American.
No, it\’s American.
Priscilla:
It?s American, right.
It?s American, right.
Ivan:
English is a fairly universal language, and we\’re lucky that it is because it makes it a lot easier for us to open BNI. As of this moment and this recording, we\’re operating in 37 countries around the world.
English is a fairly universal language, and we\’re lucky that it is because it makes it a lot easier for us to open BNI. As of this moment and this recording, we\’re operating in 37 countries around the world.
Priscilla:
That is great. I look forward to going to some of those meetings. It looks like this week you have an interesting topic and it\’s based on one of the chapters in your Givers Gain book that you wrote.
That is great. I look forward to going to some of those meetings. It looks like this week you have an interesting topic and it\’s based on one of the chapters in your Givers Gain book that you wrote.
Ivan:
That?s right. What I?ve been trying to do with these podcasts is once a month or so to cover one of the chapters in Givers Gain so that members of BNI who have read the book can hear me talk about pieces of it. If you haven?t read the book, pick it up and take a look at it. Read the chapter as I go through it with you. I think it will add value to your position in the organization.
That?s right. What I?ve been trying to do with these podcasts is once a month or so to cover one of the chapters in Givers Gain so that members of BNI who have read the book can hear me talk about pieces of it. If you haven?t read the book, pick it up and take a look at it. Read the chapter as I go through it with you. I think it will add value to your position in the organization.
This recording that I?m doing is on chapter five. It?s called The Way East. It?s the road between 1988 and 1990. During this period of time, I was drowning in work. I was running a consulting business. Aim Consulting was the name of the company. I saw the handwriting on the wall that I had to do something because people would ask me what do you do in this BNI thing?
I would tell people that consulting was my vocation but BNI was my avocation. I love BNI. It was really getting to the point that I realized that you have to do what you love. I sold off my consulting practice during this period of time and focused on building BNI. It was the best thing I ever did and am very happy that I did it.
Priscilla:
That is a great organization. Tell us a little bit about ? your topic is the way it was from 1988 to 1990.
That is a great organization. Tell us a little bit about ? your topic is the way it was from 1988 to 1990.
Ivan:
That is what it\’s called but it probably should be called The Way East and Back because when you?re talking about networking, it\’s different than other forms of marketing. You say I want to market so I?m going to go here. Then you pick a place on the map and you market and advertise.
That is what it\’s called but it probably should be called The Way East and Back because when you?re talking about networking, it\’s different than other forms of marketing. You say I want to market so I?m going to go here. Then you pick a place on the map and you market and advertise.
With networking, the best thing to do is follow people. That means you have to find the right person to do something or to work with. When you do that, it leads you in some pretty amazing directions.
In a previous chapter of the book, I talk about opening up in Arizona. It was 1986 and it was the first state outside of California. With the in just a few years, by the late eighties for 1990, one of our Phoenix members moved to Las Vegas, Nevada. Then one of the members from Las Vegas moved to Connecticut. Of course the person who moved to Nevada had asked me if I can help them open up a chapter in that state.
Then the guy who moved from Nevada to Connecticut asked if I would help him open up chapters there. I said OK, so we went from California to Arizona to Las Vegas to Connecticut, the Hartford area. Then the most amazing thing was that somebody from Connecticut moved to Lake Tahoe.
So in a period of about four years, we literally did a complete circle around the United States. I tell the story to members because you have to understand that that\’s the way the networking works. It goes into directions that you might not expect or did not foresee, but if you find the right people and you?re working with the right people, they lead you to success.
Priscialla:
It?s very organic.
It?s very organic.
Ivan:
It is very organic. That is the perfect phrase. If you are doing networking correctly, it really is an organic process, and I talk about that here.
It is very organic. That is the perfect phrase. If you are doing networking correctly, it really is an organic process, and I talk about that here.
Everything that I talk about in this chapter I think is really critical in the success of BNI, particularly the early success of BNI. It was during this period of time that the Board of Advisors really came into its own. I started it in 1986 but I talk about it at length here in this chapter because the Board of Advisors tackled a lot of important subjects.
Members need to know that every single policy created by BNI and used in BNI today was either created by the Board of Advisors or approved by it. Everything from attendance to every policy we have was created by members of the organization- not by me in my ivory tower, but by members of BNI from all around the world.
They really came into it in the late eighties and tackled some tough issues that I think have made BNI a much stronger organization today. If you have a chance, read that section of chapter five because our listeners would really gain a lot as to the things that we learned as we went along. You know, when you?re learning something for the first time it\’s called the learning curve right, Priscilla?
Priscilla:
Right.
Right.
Ivan:
Do you know what it\’s called when you?re learning it as you go? You?re basically discovering it and there?s no way to teach you how to do it?
Do you know what it\’s called when you?re learning it as you go? You?re basically discovering it and there?s no way to teach you how to do it?
Priscilla:
What is it called then?
What is it called then?
Ivan:
Then it\’s called learning steps. The reason that their called learning steps rather than learning curve is that is really not very smooth. It tends to be very, very bumpy. You go along on your own and you?re doing just fine and then boom- you hit this wall and this wall and this wall.
Then it\’s called learning steps. The reason that their called learning steps rather than learning curve is that is really not very smooth. It tends to be very, very bumpy. You go along on your own and you?re doing just fine and then boom- you hit this wall and this wall and this wall.
You finally figure out how to solve the problem. So what do you do? You go up to the next level then you?re going along just fine and everything is okay until boom- you hit this wall, you hit this wall, you hit this wall. If anyone has ever seen a picture of me you?ll see that I have a flat spot on the front of my head. It?s from all the walls that I hit in my early days of BNI.
What I love about this book and what we tried to do in this is show BNI members that we made mistakes. What you are seeing today is much different than the way that it started and we learned as a group and BNI absolutely created an industry. We created the networking industry, and we did it through trial and error. When you look at our program, if you ever think that this is really a good program, it\’s because we\’re screwed up so much along the way. We got it right after two decades.
Priscilla:
Can you give us just one little example of a mistake that you made?
Can you give us just one little example of a mistake that you made?
Ivan:
Oh yes. A big example. One of the things that we did- and I know we talk about in the book somewhere. I?m not sure it\’s as if it\’s in this chapter, but we allowed chapters to meet every week. We didn?t know any better. Some chapter said you know what I really like this but I think that every week is too much. We said okay meet every other week.
Oh yes. A big example. One of the things that we did- and I know we talk about in the book somewhere. I?m not sure it\’s as if it\’s in this chapter, but we allowed chapters to meet every week. We didn?t know any better. Some chapter said you know what I really like this but I think that every week is too much. We said okay meet every other week.
What we discovered was that chapters that met every other week past 52% less referrals than groups that met every week. We went back to these chapters in we asked if we could show them one way to double the numbers of referrals that they passed, would they do it? You know all but one chapter said yes. They did double the number of referrals that they did.
The only chapter that didn’t do it within a year had closed down because they were not very successful. It?s these kinds of things that we learn over time ? there are dozens and dozens of them throughout the book.
Priscilla:
That?s interesting. I?m glad you shared that with us. Ivan, I understand that you met somebody special in the process of creating BNI.
That?s interesting. I?m glad you shared that with us. Ivan, I understand that you met somebody special in the process of creating BNI.
Ivan:
I certainly did. I talk about in the book of chiropractic assistant whom I met earlier. Her name was Elizabeth Privo. It was during this period of time that Elizabeth moved to Prescott, Arizona and invited me out to speak to her chapter. One thing led to another, and I ended up marrying Elizabeth Privo. She is now Elizabeth Misner.
I certainly did. I talk about in the book of chiropractic assistant whom I met earlier. Her name was Elizabeth Privo. It was during this period of time that Elizabeth moved to Prescott, Arizona and invited me out to speak to her chapter. One thing led to another, and I ended up marrying Elizabeth Privo. She is now Elizabeth Misner.
As of the date of this recording, we?ve been married almost eighteen years. That referral from BNI was the best referral I ever got. Although I don?t pitch BNI as a dating service, I have to be honest. I met my lovely wife in BNI, and it definitely was the best referral but I ever got!
Priscilla:
That is a lovely story. Okay- well Ivan, I think that might be all we have time for today. I would like to thank you for talking to all the members and listeners and let you know that this podcast has been brought to you by networkingnow.com, the leading site on the net for networking downloadables. This is Priscilla Rice, and we will see you next week on the official BNI podcast. Thank you, Dr. Ivan Misner.
That is a lovely story. Okay- well Ivan, I think that might be all we have time for today. I would like to thank you for talking to all the members and listeners and let you know that this podcast has been brought to you by networkingnow.com, the leading site on the net for networking downloadables. This is Priscilla Rice, and we will see you next week on the official BNI podcast. Thank you, Dr. Ivan Misner.
Ivan:
Thank you.
Thank you.
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