Episode 604: BNI Connect – World Wide Referrals(世界範圍內的引薦)
推出此功能的最大挑戰是貨幣：如果倫敦的一個會員推薦給紐約的一個會員，紐約的會員將獲得美元付款，但倫敦的會員需要知道該推薦的價值， 以磅為單位。
BNI Connect的電子引薦單提供了兩種問責方式。首先，警報系統會立即通知引薦的接收者，無論該人是否在同一章節或在世界的另一端。
其次，每份PALMS報告都附有一份Slice Audit Report，這樣副主席和領導團隊就可以在引薦列表中查看哪些是分會內引薦，哪些是跨分會引薦。
如果您在BNI Connect上有一個關於跨分會或跨地區推薦的精彩故事，請在評論中分享。
欲了解更多Ivan的內容，請訪問IvanMisner.com.
Priscilla:
大家好，歡迎回到官方的BNI播客，這是YouTube上的The Networking For Success頻道，為大家帶來的官方播客，裡面有Ivan Misner博士和許多其他網絡專家。我是Priscilla Rice，我來自加州伯克利的Live Oak錄音室。今天我在電話中加入了BNI的創始人和首席願景官，Dr Ivan Misner。嗨， Ivan，你好嗎？
Ivan:
我做得很好，今天我的播客又來了一位嘉賓，他至少上過8次，可能更多。傑里米-沃爾什。Jeremy Walsh是BNI Connect全球總監，他幫助BNI Connect以積極的方式向前推進。自2011年實施積極的支持策略和服務台以來，BNI Connect支持團隊現在提供：每週五天，每天24小時，為全球範圍內的問題和問題提供支持服務。 99%的查詢在一個工作日內得到回复， 88%的問題在收到後一小時內得到解決，到目前為止，該團隊已經回復了超過125,783名會員和董事的諮詢。他的直播和錄製的培訓，有數百個視頻將在BNI Connect全球YouTube頻道上播放，該頻道的瀏覽量已超過19.5萬人次。我很羨慕Jeremy，我覺得它的瀏覽量比我還多。在業餘時間，他擁有The Right Click，這是一家擁有17名員工、三個零售點的IT諮詢公司。他非常活躍在社區的慈善組織中。 Jeremy，歡迎再次來到BNI[播客]。
Jeremy:
非常感謝您，我一直很高興來到這裡。 我喜歡和你一起做這些。 謝謝。
Ivan:
這是我的榮幸，對我來說，這是一次非常激動人心的採訪，因為這是第一次，而且我在34年前創辦了BNI。有史以來第一次，該組織可以向世界上任何地方的任何成員引薦。我們現在有一個全球性的推薦過程。你想談一談這個問題嗎？
Jeremy:
哦，絕對的，我很興奮。事實上，我為之興奮的原因之一是：在我們收到的12.5萬張支持票中，大概有5,000張是與過去幾年來請求這個特殊功能有關。如果有人一直在關注BNI Connect的傳奇，我們在2011年開始的時候，它只是一個平台，將全世界的數據匯集在一起。但是到了2012年，我們實際上推出了整個在線推薦流程，我們不只是在分會里傳遞單子，而是通過BNI Connect在網上進行推薦，這為我們提供了大量的會員信息，順便說一句，我現在還是會員，所以我每天都在使用這個。我不能只跟踪PALMS報告有多少引薦，我給誰引薦，我從誰那裡得到了引薦，並真正對引薦過程有更深入地了解。然後，大約在2014年，我們現在能夠不只是轉薦，而是跨分會的引薦。
每一次這樣的事情發生，都會讓我們的人際關係網更上一層樓。所以，我們不只是能夠把我們分會的人推薦給我們的人，我們也可以把推薦人推薦給我們區域內的其他分會。那麼我們就可以做跨地區的推廣。我想這大概是2016年的時候，我們把它開放了，我可以傳遞給在羅德島的一個會員，不只是羅德島，我還可以傳遞給馬薩諸塞州的人、在佛羅里達州的人。所以我的祖母可以打電話過來說，「嘿，我的水龍頭在滴水」，我可以在佛羅里達州找一個BNI會員，實際上可以把他們轉介給那裡的人。所以現在快進到2018年11月 現在我們可以把轉介給全世界的人了
我們確實花了一點時間才走到這一步。我實話實說。之所以花了這麼久的時間，原因很簡單，因為貨幣的問題，我們真的沒有辦法正確的追踪貨幣，因為當你做"Thank You for Closed Business "的時候，不僅僅是推薦人的問題。當你通過謝絕業務的時候，我在給客戶開發票時，我收到的是美元的錢。但是，如果你是倫敦的，實際上你要承認的不是美元，而是英鎊或者歐元。對嗎？所以這整個轉換過程是必須要進行的，我們終於能夠把它錄入系統，這樣我們就可以正確地記錄一切。我真是太興奮了。
Ivan:
BNI Connect就是這麼複雜，但你越深入了解它，就會明白它是多麼的複雜得令人難以置信。那麼，這對於2011年和2012年的舊時代有什麼不同呢？
Jeremy:
我們看到更多的採用率。你知道如果我錯了，糾正我！伊万； 但我認為，早在過去的一天， 它實際上是在一個點做跨章。這是正確的嗎？
Ivan:
是的，它是。在BNI聯通的某個地方，我們開放了跨分會，然後是跨地區。現在，它是跨全球、它是跨國家的。但在過去的日子，真正的舊時代，1985年和1986年，我們確實允許人們引薦到其他分會，但我們發現的是，因為沒有辦法確定是否真的引薦，有些人給了假的引薦。我們發現他們並不完全坦誠，因為沒有辦法追踪。大約在1986年，我們不再允許人們把在他們的分會裡算上的引薦給其他分會，因為沒有辦法追究責任。所以，從86年到2011年或2012年，我們不能 - 我們什麼時候去了其他分會？是2014年，2015年嗎？
Jeremy:
是的 我想是這樣。 我第一次打開它是在2012年，然後在2014年左右開始出現，但是仍然存在很多阻力。
Ivan:
是的 有。 因此，我們花了28年的時間卻無法進行跨分推薦，如今我們能夠進行跨地區的交流，現在又可以進行跨國家的交流，這確實是我能夠在組織中進行推薦的最終夢想。 所以我對此感到非常興奮。 告訴我一些有關在線活動的責任的信息。
Jeremy:
絕對是的。事實上，副總統經常來找我們，其中一個問題是，我們如何進行引薦現實檢查，比如說，當我們有的只是這些電子表格。老實說，當涉及到電子紙條的時候，問責有兩方面的問題。第一面是，在過去的日子裡，你只要拿著一張紙站起來說：「哦，是的，我在另一個章節裡有約翰-史密斯的引薦」，那張紙條實際上可能會或不一定會送到另一個章節。副主席還真沒辦法跟進。其他成員甚至都不知道他們得到了那張推薦信。
但現在有了BNI Connect，我們有了兩樣東西。我們有一個警報系統。如果你通過一個電子轉介， 其他人立即得到通知。他們 電子郵件在他們的收件箱中說：「嘿，你剛剛收到了一個來自某某某的引薦。」 那就是不管是分會內引薦還是跨國引薦。他們仍然會收到通知，他們的郵件人會知道這件事，有一個個人的責任感，他們真的不想通過假推薦，因為對方會知道這一點，對嗎？
Ivan:
沒錯，就是這樣。
Jeremy:
第二層問責來自於系統本身，每一份PALMS報告都有所謂的單子審計報告，並附在其中。副總裁和領導團隊實際上可以查看該名單，看看是否是分會內的引薦，還是跨分會的引薦--如果是跨分會的引薦，則是轉到了哪個章節。因此，他們現在可以把這些聯繫在一起，並進行跟進，以便在會議上做一個現實的檢查，但如果他們真的需要聯繫其他分會來檢查，他們也可以這樣做。所以，我們真的是一環扣一環。
Ivan:
我們真的有。我只是很高興看到我們走到了這一步，因為我認為盡可能多地將我們的引薦者留在BNI的大家庭裡，這真的很重要。這終於讓我們能夠做到這一點了。我相信你們可能已經聽說過一些故事。幾個月前，我剛剛聽到一個故事，說的是一個在歐洲的律師，他從紐約的一位律師那裡得到了一個引薦。這是紐約律師最大的客戶，他們在全球範圍內做生意，他們需要一個歐洲律師，所以他把他介紹給了BNI的歐洲律師，那個歐洲律師說這個客戶現在已經成為他們最大的客戶。所以，他們最大的客戶是來自於BNI聯通的一位紐約律師的引薦。對我來說，這就是系統的成功，這個過程的成功。
Jeremy:
我很高興你有這樣的遠見，甚至把這整個事情拉到一起。我想我上次見你的時候就說過了，感謝你的BNI Connect，感謝你有這樣的遠見卓識，把整個事情拉到一起。我們真的是在為整個世界帶來推薦人。這是一個很棒的感覺。
Ivan:
我認為BNI Connect終於達到了我希望它能達到的程度。現在，隨著應用程序以及我們一直添加到它的所有其他內容，它會變得越來越好。但我必須告訴你，Jeremy，你比大多數人都知道走到這一步有多痛苦。當人們問我，我在BNI做過的最難的事情是什麼，我總是說BNI Connect。這是一個如此巨大的事業，我必須向所有BNI的董事們大聲喊出，他們有自己的平台，像南希‧賈卡穆奇和英國的伊索普等人，還有很多其他的人-格雷厄姆‧索斯韋爾，他們都有這些不同的平台，但我必須告訴你，這需要一些工作，但他們都願意合作，共同合作，在全球範圍內想出一個系統。這些人很像你這樣的人，Jeremy，是他們促成了這一切。所以，謝謝你。
Jeremy:
太棒了 如果可以的話，我確實有一個特殊要求。
Ivan:
當然可以
Jeremy:
如果有人在那裡有一個故事，有一個BNI連接的故事，特別是關於一個偉大的跨國家。或跨地區推薦，如果您給我發電子郵件，我會很高興的。 我很樂意將它們放在一起，以便我們進行編譯和共享。
Ivan:
我們能把它們放到播客上嗎？他們可以發郵件給你，我想讓你在播客上分享。如果你在聽這個，你可以通過郵件發到支持部分，對吧？ Support.BNIconnect.com
Jeremy:
是的 無論如何，如果您想得到它，請發送電子郵件至support@bniconnect.com或訪問support.bniconnect.com，您可以提交支持票。
Ivan:
我也很想在播客上看到它們， 所以如果你不介意在播客上貼出來的話， 我真的非常非常感謝。好了，我們已經過了很長時間了，Jeremy。你有什麼其他的網站想提嗎？
很明顯，BNI Connect 和很多內容都在BNI university.com上。
Jeremy:
絕對， BNI大學。 請在那裡登錄並利用我們在那裡積累的知識。
Ivan:
Jeremy，感謝您再次上節目。 回到您，Priscilla。
Priscilla:
好的 非常感謝你們，非常好。好吧，我想這就是本週的內容。對於更多Ivan 的內容，去Ivan Misner.com。非常感謝你們的收聽。這是Priscilla Rice 我們期待著下週有你加入我們的官方BNI播客另一個令人興奮的情節。
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, we actually introduced the whole online referral process, where we started to not just pass the slips in the chapters but we actually started doing this online through BNI Connect which gave us a whole wealth of information about our memberships because, by the way, I am still a a member. So I am using this on a daily basis. I could not just track the PALMS report how many referrals, who was I giving referrals to and who was I getting referrals from, and really have muh greater insight into the whole referral process. Then about 2014 we were able to now not just refer in out chapter but refer cross cahpter.
Everytime something like this happens, it takes our network and opens it up just one step further. So instead of just being able to pass referrals from people in our chapter, we can also pass referrals to other chapters in our region. Then we could do cross region. I think this was about 2016 that we opened it up and I could then not just pass to other people- I am in a member in Rhode Island – not just Rhode ISland, but I could pass to people in Massachusetts. To people in Florida. So my grandmother could call up and say, “Hey,my faucet is dripping,” and I could look up a BNI member in Florida and actually pass them a referral to somebody down there. So fast forward now into November 2018. Now we are able to pass referrals to anybody in the world.
It did take us a little while to get to this point. I will be honest with you. The reason it took this long was simple because of currency and we didn’t really have a way to track the currency correctly because when you do a Thank You for Closed Business, it is not just about referrals but we have the 1-2-1s and the Thank You for Closed Business. When you pass Thank You for Closed Business, I received the money in US dollars when I invoiced my client. But if you are from let’s say London, you actually need to be recognized not in US dollars but in pounds or Euros. Right? So this whole conversion process has to happen and we were finally able to get that into the system so that we could record everything correctly. I am just so excited for this.
Ivan:
BNIConnect is just so much more complex than people understand, but the more you get into it, you understand just how incredibly complicated it is. So, how is this different for the old days of 2011 and 2012?
Jeremy:
We are seeing much greater adoption rates. You know, Ivan, correct me if I am wrong, but I think way back n the day, it was actually kind of frowned upon at one point to do cross chapter. Is that correct?
Ivan:
It was. It was. Somewhere in the middle of BNI Connect, we opened it up for cross chapter, then it was cross region. Now it is cross global. It is cross country. But in the old days, the real old days, 1985 and 1986, we did allow people to give referrals to other chapters but what we discovered was that because there was no way to determine whether the referral was really given, some people gave fake referrals.They would stand up and say they gave a referral to someone in another chapter last weekend. We discovered that they weren’t always being completely candid because there was no way to track it. About 1986, we stopped allowing people to give referrals that counted in their chapter to other chapters just because there was no way to have any accountability. So from ‘86 until 2011 or 2012, we couldn’t – when did we go to other chapters? Was is 2014, 2015?
Jeremy:
Yeah. I think so. It was 2012 when we first opened it up and then it started coming around I think around 2014 but there was still a lot of resistance.
Ivan:
Yeah. There was. So we went 28 years without being able to do cross chapter referrals and then we were able to do cross region and now cross national, cross country, which really is my ultimate dream for being able to generate referrals in the organization. So I am so excited about it. Tell me a little bit about the accountability of the online activity.
Jeremy:
Absolutely. One of the things that actually Vice Presidents approach us all the time about is how do we even do the referral reality check, for example, when all we have are these electronic bits that are floating around. Honestly, there are two sides to the accountability piece when it comes to electronic slips. The first side of it is the fact that back in the days that you just stood up with a piece of paper and said, “Oh yeah, I have a referral for John Smith in the other chapter,” that slip actually may or may not make it to the other chapter. The VP really can’t follow up on it. The other member doesn’t even really know that they got that referral.
But now with BNI Connect, we have two things. We have the alert system. If you pass an electronic referral, the other person gets notified of it right away. So they get an. Email in their inbox saying, “Hey, you just received a referral from so-and-so.” That’s whether it is an in-chapter referral or an across world referral. They will still get that email mail notifiying them. So that right there, there’s a personal accountability knowing they don’t really want to pass a fake referral because that other person is going to know about it, right?
Ivan:
Exactly.
Jeremy:
The second layer of accountability comes from the system itself and every single PALMS report has what is called the slips audit report which is attached to it. The Vice President and LeadershipTeam can actually look down that list as see whether it was an in chapter referral, a cross chapter referral – and if it was a cross chapter referral, which chapter did it go to. So they can now link that together and do follow ups in order to do a reality check in the meeting, but also if they really need to reach out tot he other chapter to check on it, they can do it that way as well. So we have really come full circle with it.
Ivan:
We really have. I am just so excited to see us get to this point because I think it is really important to keep our referrals as much as possible in the BNI family. This finally allows us to do that. I’m sure you have probably heard some stories. I just heard a story a few months back about an attorney who was in Europe who got a referral from an attorney in New York. It was the New York attorney’s biggest client and they were doing business globally and they needed a European attorney, so he referred him to a BNI European attorney and that attorney in Europe said that this client has now become their largest client. So the largest client they have from any source came from a referral off of BNI Connect from a New York attorney. To me, that is the system coming to fruition, the process coming to fruition.
Jeremy:
I am so glad that you had this vision to even pull this whole thing together. I think I said this the last time I saw you but thank you for BNI Connect and thank you for having the vision to pull this whole thing together. We are really bringing referrals to the whole world. IT is just an awesome feeling.
Ivan:
It is and I think BNI Connect has finally reached the point to where I had hoped it would get to. It is now going to become better and better with the app and everything else that we have been adding to it. But I have to tell you, Jeremy, you more than probably most people know how painful it was to get to this point. When people ask me what was the hardest thing I have ever done in BNI, I always go to BNI Connect. It was such a monumental undertaking, and I have to do a shout out to all of the BNI Directors who had their own platform, people like Nancy Jacamucci and the Aesop’s in the UK and so many other – Graham Southwell – and they all had these different platforms but I have to tell you, it took some work but they were all willing to work together to collaborate to come up with once system, globally. Those people and many, many others like you, Jeremy, are what made it happen. So thank you.
Jeremy:
Awesome. I do have one special request if that is okay.
Ivan:
Yeah, sure.
Jeremy:
If anybody out there has a story, has a BNI Connect story, especially about a great cross country. Or cross region referral, I would love it if you email me those. I would love to put those together, that we could compile and share.
Ivan:
Could we put them up on the podcast? That would be- they could email it to you, but then I want you to share it on the podcast. If you are listening to this you an email it to Jeremy by going to the support section, right, Jeremy? Support.BNIconnect.com
Jeremy:
Yep. Anyway that you want to get it to me, support@bniconnect.com or go to support.bniconnect.com and you can submit a support ticket. Jeremy@BNI.com, carrer pigeon, whatever works.
Ivan:
I would love to see them here on the podcast as well, so if you don’t mind posting them up on the podcast as well, I would really, really appreciate it. Well, we are well over time, Jeremy. Any other website that you want to mention? Obviiously BNIConnect and a lot of this content is at BNIuniversity.com.
Jeremy:
Absolutely. BNI University. Please log in there and make use of that accumulation of knowledge that we have there.
Ivan:
Jeremy, thanks for being on the show again. Back to you, PRiscilla.
Priscilla:
Okay. Thank you so much you guys, very very good. Well, I think that is it for this week. For more of Ivan’s content, go to IvanMisner.com. Thank you so much for listening. This is Priscilla Rice and we look forward to having you join us again next week for another exciting episode of the Official BNI Podcast.
https://www.bnipodcast.com/2019/04/17/episode-604-bni-connect-world-wide-referrals/
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