Episode 35: Givers Gain, Chapter 6/ 第35集 《付出者收穫》第六章
第35集 《付出者收穫》第六章
伊万-米斯納博士分享了他的《 Givers Gain》一書的第六章中的技巧，內容涉及1990-1994年。一對一的舞牌開始於這一時期的一次會議上。 納博士也是在這個時候，提出了他對一個國際組織的願景，並開始從事這項業務，而不是在其中。
關於BNI加盟店的一些重要的操作要點。
- 每個集團95％的收入都在該特許經營權的國家內部。
- 加盟店的老闆都是BNI的會員，他們都是靠著自己的努力在做。
由Networking Now提供給您
BNI播客035集完整轉錄
Priscilla Rice:
大家好，歡迎回到BNI官方播客，由網絡直播網（networknow.com）為大家帶來的官方播客，網絡直播網是網絡下載的領先網站。我是來自加州伯克利的Live Oak錄音室的Priscilla Rice。我今天在電話中加入了BNI的創始人和主席，Dr. Ivan Misner。你好，Ivan。你好嗎？
Ivan Misner:
我們一直在家裡經營BNI，直到90年代初。我在Laverne有一套房子，我們就在那裡經營。從 那以後，我們先後三次搬到了更大的樓房。
BNI現在住在一棟33000英尺的總部大樓裡。這是一個非常大的設施，有很多辦公室和很多倉庫空間。很多會員只是不知道我們在全球範圍內的輸送量有多大。我們在這裡 第六章開篇，我們終於搬出了我的房子，進入了我們的第一個辦公室。
Priscilla:
太好了 告訴我們？
Ivan:
只是提醒那些沒有聽過前面章節的人，《 Givers Gain》是每一個新會員在接受MSP培訓時都會得到的一本書。我在這裡做這個播客的目的是帶你讀完這本書。在你讀這本書的時候，也許你可以同時聽這個播客。在你讀的過程中，它可以幫助你把這本書活靈活現。
會議是在這一時期舉行的。 90年代是我們開始做這些會議的時候。 BNI的會議都是在世界各地舉行的。每年11月，我們會做一個國際會議，把全世界的人都聚集在一起。在這一年中，我們有全國性的會議，在全世界很多很多國家都在做。
如果您聽說過您所在地區的會議-查找有關會議的一種方法是訪問BNI.com-您絕對要參加會議， 我們有來自世界各地的優秀演講者。
這一切要從1990年說起。整個故事是如何發生的，而且是一個有趣的故事。
下面我們在書中講到的下一部分是特許經營。我們向會員解釋，BNI是特許經營。我們談到了我們是如何在早期開始特許經營的，以及為什麼。我們發現，當它在當地擁有和經營時，這個計劃的效果要好得多。當地的人在當地擁有並管理運營。
很多人沒有意識到這一點，但每一個集團的95%的收入都是在該加盟店所在國境內。這是一個國際性的組織，它真正是由當地人擁有和經營的。這些國家保留了大部分的會員資格，用於運營這個項目的國家。
Priscilla:
如果有人想成為特許經營權所有者，那麼開始使用BNI會很難嗎？
Ivan:
BNI的有趣之處在於，你不能只是打電話給我們說你想買一個特許經營權。你真的必須成為會員，並在組織中努力工作到助理總監或執行總監。我們不只是銷售，也不做加盟店的廣告。這些都是我們從來沒有做過的事情，當你想一想，這也是有道理的。我們是一個口碑營銷機構。我們應該通過口碑來建立我們的公司。如果你不走口碑，你就不可能成為一個世界領先的網絡營銷組織，這都是通過引薦來實現的。
Priscilla:
Ivan:
一對一舞蹈卡的產生，是為了建立起彼此之間的聯繫，互相認識的想法。但實際上，它並不是從會員開始的。是在一次會議上開始的。當時我們人很多。會議是在周六晚上，週日他們還在附近。也許他們並沒有馬上離開。我們想找到一個機制，讓他們可以互相聯繫，於是我們設計了這些一對一的舞蹈卡，作為會議的結果。
幾年後的某一天，有人說："哎呀，這些不是很適合開分會的會議嗎？這是其中一個BFO的。你聽說過BFO嗎 Priscilla?
Priscilla:
Ivan:
在最後一章中，我講到如果我想把公司發展壯大，我必須在業務上更努力工作，在業務中工作是日常運營，是創造可以在全球範圍內實施的願景。我談一下我是如何做到的。
我認為對於任何小型企業所有者而言，這可能都是他們感興趣的，因為BNI確實是小型企業走向全球的典範。 它始於我和兩個兼職人員。 截止到目前，我們已經有近1,000名董事在全球範圍內為公司工作。 本章實際上是在談論我如何坐下並開始對去哪裡有構想。
我認為，如果任何一個會員都能讀到這本書，並理解這本書與他們在BNI的關係，以及作為企業主的關係，他們會發現這本書是可以的。他們可以利用我所 講的這些想法來幫助建立一個全球性的公司，並利用其中的一些想法來幫助他們在當地的業務。
Priscilla:
Ivan:
是的，我知道
Priscilla:
Ivan:
Priscilla:
Episode 35: Givers Gain, Chapter 6
Dr. Ivan Misner shares tips from Chapter 6 of his book Givers Gain, which covers the years 1990-1994. The one-to-one dance cards started at a conference during this time period. This was also when Dr. Misner developed his vision of an international organization and began working on the business instead of in it.
Some important points about how the BNI franchise works:
- 95% of all the revenue of every group stays within the country of that franchise.
- Franchise owners are all BNI members who work their way up.
Brought to you by Networking Now.
Complete Transcription of BNI Podcast Episode 035 –
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 Rice coming 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?
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 Rice coming 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 Misner:
I am doing great, Priscilla. I am calling this week from BNI headquarters. I open up with that because Chapter 6 of Givers Gain is what our topic is for this week. We open up Chapter 6 by talking about the fact that the organization really grew a lot. We talk about going coast to coast. We cover the years 1990-1994.
I am doing great, Priscilla. I am calling this week from BNI headquarters. I open up with that because Chapter 6 of Givers Gain is what our topic is for this week. We open up Chapter 6 by talking about the fact that the organization really grew a lot. We talk about going coast to coast. We cover the years 1990-1994.
We open up with the fact that it was during this period of time that we finally moved BNI headquarters out of my house. I ran BNI from my home until the early 1990’s. I had a house in Laverne and we ran it there. Since then, we have moved successively to larger buildings three times.
BNI now resides in a headquarters building of 33,000 square feet. It is a very large facility with a lot of offices and a lot of warehouse space. A lot of members just don’t know how much content we ship out around the world. We have a very large shipping favility here. Chapter 6 opens up with the fact tha we finally moved out of my house and into our first offices.
Priscilla:
Great. Tell us about that.
Great. Tell us about that.
Ivan:
In the early 1990’s is when I had sold off my consulting practice. I had formed BNI as as separate company and it became a corporation. That was when we began to do the conferences, and I talk about this throughout this section of the book.
In the early 1990’s is when I had sold off my consulting practice. I had formed BNI as as separate company and it became a corporation. That was when we began to do the conferences, and I talk about this throughout this section of the book.
Just as a reminder for those of you who haven’t heard the previous chapters , Givers Gain is a book that is given to every new member when they go through MSP training. My goal here in doing this podcast is to walk you through the book. As you read it, maybe you can listen to this podcast at the same time. It helps bring the book alive as you are doing it.
The conferences took place during this period of time. The 1990’s is when we started doing them. The BNI conferences are all around the world. Every November, we do an international conference where we bring everyone together from around the world. In the middle of the year, we have national conferences that are done in many, many countries around the world.
If you ever hear about a conference in your area- one way to find out about them is to go to BNI.com- you should definitely attend the conferences. We have some excellent speakers from around the world.
It all started in 1990. The whole story about how it happened is there and it is kind of an interesting story.
It all started in 1990. The whole story about how it happened is there and it is kind of an interesting story.
The next part of the book that we talk about there is franchising. We explain to members that BNI is a franchise. We talk about how we started franchising in the early days and why. The bottom line is that we found that the program works much better when it is locally owned and operated. People right there locally own and manage the operation.
A lot of people don’t realize it, but 95% of all the revenue of every group stays within the country of that franchise. This is very much an international organization and it truly is locally owned and operated. The countries retain the majority of- memberships used to operate the program within that country.
Priscilla:
If somebody wanted to be a franchise owner, is it difficult to get started with BNI?
If somebody wanted to be a franchise owner, is it difficult to get started with BNI?
Ivan:
It depends on the country that one is in. In some countries, most of the franchise territories have been sold. In other countries, they have not. In the United States, Canada and the United Kingdom, most of the territories are sold, so they are franchise resales, not new franchises that are available. In most of the other countries that we operate in, there still are open areas.
It depends on the country that one is in. In some countries, most of the franchise territories have been sold. In other countries, they have not. In the United States, Canada and the United Kingdom, most of the territories are sold, so they are franchise resales, not new franchises that are available. In most of the other countries that we operate in, there still are open areas.
The interesting thing about BNI is that you can’t just call us and say that you would like to buy a franchise. You really have to be a member and work your way up in the organization to an assistant director or executive director. We don’t just sell and we don’t advertise franchises. Those are things that we have never done, which when you think about it, makes sense. We are a word of mouth marketing organization. We should be able to build our company through word of mouth. If you don’t walk the talk, you can’t be a world-leading networking organization. It is all through referrals.
Priscilla:
Great. So is there more to tell us about what happened?
Great. So is there more to tell us about what happened?
Ivan:
A few more things we cover here in this chapter. We talk about the fact that we started doing one-to-one dance cards. The version of Givers Gain that you have right now might say one-on-one dance cards. Here is something interesting that we learned as we went around the world. One-on-one has a completely different connotation in some countries. It is something completely different from what we had in mind. So we had some people going, yeah, I want to have a one-on-one. We had to change that. You will see in a revised version of Givers Gain that they are now called one-to-one’s on the material that we have.
A few more things we cover here in this chapter. We talk about the fact that we started doing one-to-one dance cards. The version of Givers Gain that you have right now might say one-on-one dance cards. Here is something interesting that we learned as we went around the world. One-on-one has a completely different connotation in some countries. It is something completely different from what we had in mind. So we had some people going, yeah, I want to have a one-on-one. We had to change that. You will see in a revised version of Givers Gain that they are now called one-to-one’s on the material that we have.
The one-to-one dance card came from the idea of setting up meetings to connect with one another and get to know each other. But it actually didn’t start with members. It started at a conference. We had a day where there were a lot of people. The conference was on Saturday night and on Sunday they were still around. Maybe they didn’t fly out right away. We wanted to find a mechanism whereby they could connect with each other and we designed these one-to-one dance cards as a result of the conference.
At some point after a few years, someone said gee wouldn’t these be good for chapter meetings! It was one of those BFO’s. Have you ever heard of a BFO, Priscilla?
Priscilla:
What does it stand for?
What does it stand for?
Ivan:
It’s a blinding flash of light. We realized that these would be great tools for a BNI meeting, and that is how the one-to-one dance cards got used. It was also during this time, just to wrap up the chapter, that I really started looking at BNI as possibly being an international organization, at the point which through 1994 the first nine years, we were just in the United States. It was at this point that I really started to get the vision of this being international.
It’s a blinding flash of light. We realized that these would be great tools for a BNI meeting, and that is how the one-to-one dance cards got used. It was also during this time, just to wrap up the chapter, that I really started looking at BNI as possibly being an international organization, at the point which through 1994 the first nine years, we were just in the United States. It was at this point that I really started to get the vision of this being international.
The last chapter of it is where I talk about understanding that if I wanted to grow this company, I had to work more on the business than in the business- working in it being the day to day operations, working in it being creating the vision that can be carried out throughout the world. I talk a little bit about how I did that.
I think for any small business owner, this might be of interest to them because BNI is truly an example of a small operation that became global. It started with me and two part time people. We, now as of this recording, have almost 1,000 directors working for the company around the world. This chapter really talks about how I sat down and started to get that vision about where to go.
I think that any of the members will find this book to be valuable if they look at it and understand how this relates to them in BNI but also how it can relate to them as a business owner. They can take these ideas that I talk about to help build a global company and use some of those to help them in their local business.
Priscilla:
Do you know the expression hootspa?
Do you know the expression hootspa?
Ivan:
Yes, I do.
Yes, I do.
Priscilla:
I think it took a lot of hootspa to think of taking your business and making this international as well as national.
I think it took a lot of hootspa to think of taking your business and making this international as well as national.
Ivan:
I appreciate you saying that. I think that to me it was so clear that people around the world wanted to do business through referrals that I really felt that this would literally translate into other countries. I am really pleased to say that it has done so extremely well.
I appreciate you saying that. I think that to me it was so clear that people around the world wanted to do business through referrals that I really felt that this would literally translate into other countries. I am really pleased to say that it has done so extremely well.
Priscilla:
Thank you, Dr. Misner. I think this is all we have time for today. This podcast has been brought to you by networkingnow.com. I want to thank you listeners for listening in again. This is Priscilla Rice and we will see you again next week on the official BNI podcast.
Thank you, Dr. Misner. I think this is all we have time for today. This podcast has been brought to you by networkingnow.com. I want to thank you listeners for listening in again. This is Priscilla Rice and we will see you again next week on the official BNI podcast.
留言
張貼留言