Episode 653: Five Money-Making Activities of BNI / 第653集：BNI的五項賺錢活動

第653集：BNI的五項賺錢活動

https://content.blubrry.com/bni/653-BNI-Podcast_New.mp3

Mark Applebaum在本週的播客中與Dr. Misner一起分享了五項賺錢活動，分享你可以參與到BNI中來提高你的業績。

1. 出席BNI的會議，並在開會時出席。早點到場，並且要注意。你在會議上所做的一切，都會傳遞出一個關於你如何做生意的信息。
2. 把你的時間投入到CEU中。你學的越多，賺的越多。你永遠不知道你可能會在播客中聽到什麼會讓你在BNI中獲得更多的成功。每週至少花1小時在CEU上。
3. 每個月安排多個1-2-1的時間。請收聽第472集：更多的1-2-1=更多的推薦人，了解每個月安排4次1-2-1，如何讓你的推薦人數量翻倍。第472集作為第570集重播）。
4. 每個月至少帶一個訪客。這意味著每周至少邀請一位訪客。請收聽第639集：如何將訪客帶入房間，了解更多關於如何帶訪客的信息。
5. 把你的大腦編程成到處都能看到引薦人。如果你在做其他所有的活動，你的腦海裡就會有引薦人，這樣你就會更自然地做引薦，你的人脈也會更自然地給你引薦。 Ivan在404集站在引薦人的中間裡講到了這個問題。

本集由Ivan的內心世界贊助。今天就成為我們的創始會員吧!

第653集完整轉錄

Priscilla:

大家好，歡迎回到BNI官方播客。我是Priscilla Rice。我從加州伯克利的Live Oak錄音室為大家帶來播客我今天在電話中加入了BNI的創始人和首席願景官Dr. Ivan Misner。你好，Ivan ，你今天好嗎？

Ivan:

我做得很好 Priscilla，非常感謝你。我有另一位嘉賓 Mark Applebaum。Mark 是我的朋友，在BNI已經15年了。他已經當了五年多的主任了。他是Engage Wellness Summit的成員。他真的很熱衷於連接人與人之間的關係。 Mark和他的妻子Tiffany結婚19年了，他們有兩個孩子，Ryan和Jenna，作為BNI的總監。 Mark喜歡教會員如何給客人一個驚喜的體驗。

今天我們要講的是BNI的五大賺錢活動。所以首先，馬克，歡迎你做播客。謝謝你。這是我的榮幸。已經第二次第三次了，這是第四次，我需要更好的計數。沒關係，這就好了。你的內容一定很好。

Mark:

嗯，這是一種榮譽。這句話是真的，因為我收到很多請求，但我並不是每一個請求都接受。我也不是每一個第二次或第三次的請求都會接受。所以.....

Ivan:

你得到了非常好的內容，我很感激。謝謝你，所以這是一個很有意思的話題，BNI的五個賺錢活動。所以，讓我從第一個問題開始。而你給我設置的這個問題。你無法改變生意上的結果，但你可以改變活動--談談這個問題。

Mark:

所以，無論有人在哪裡，他們的企業，無論有什麼結果，都是他們現在所擁有的。所以，唯一能讓他們改變的就是他們的活動。而我喜歡你說的一件事，我從你那裡學到的很多東西之一，Ivan，是成功人士做六件事1000次而不是1000件事6次，我知道，當你說六件事的時候，你只是一般的說，但在veenai，我們有五件事，讓你更簡單。所以，我現在就把這五件事講一遍，你們大多數人都知道，這五件事就是一的力量，但這五件事中的每一件都是真正的賺錢活動。

所以第一，我和這些活動。這只是我的看法，但我真的覺得有一個順序做這些活動，我一會兒就會講到這一點。

所以，第一個活動就是露面。但你不知道..... ...這不僅僅是為了表現出來。它是關於顯示出場。你知道，你的副主席會，如果你出席，他們會標記你出席。但你到場了嗎？但你在會議期間出席了嗎？因為那是賺錢的活動。如果說其他的賺錢活動，當你出現的時候，其他的賺錢活動是你早到了嗎？你遲到了嗎？你是在參與寫會員要求的筆記嗎？你是不是一直在手機上？現在，讓我趕緊說，在分會會議之外的時候一直在手機上，我敢肯定，這對你來說是一個非常多的賺錢活動。但我保證，這不是一個賺錢的活動。不是會議期間的賺錢活動，但你所做的一切，都是在向我們傳遞你如何做生意的信息。所以，如果你給我們傳遞正面的信息，那就會加強你在群裡的威信，很可能給你帶來更多的轉介紹。所以，這就是第一個賺錢的活動。

Ivan:

我可以在這裡補充一件事嗎？我想這就像去約見一個重要的客戶或客戶或重要的同事，花一個會議的時間在看你的手機。而你知道，房間裡的人都是你的引薦夥伴。所以當下不要花時間看手機。我不能再同意這句話了。

Mark:

謝謝你的加入。所以每週都會出現第二個活動是投資你的時間在CEU教育單位。你知道，顯然，這是我們的核心價值觀之一，終身學習。而我們都聽說過這樣一句話，你學的越多，就賺的越多。所以如果說活動一是展示，活動二是學習如何展示。這不僅僅是指走進一個房間，期待引薦。而是要學會學習。

就像你在之前的播客裡說過，Ivan，我們已經做了35年了。我們是相當不錯的。而這些，這些播客，這些培訓 BNI大學 和其他書籍，Ivan和這些都是工具，將教你更多的錦囊妙計 如何提高你的業務 和如何提高你的時間在BNI。你知道，我最喜歡的一句話是由一位名叫維爾納-厄爾哈特的先生說的，「有一些我不知道的東西，知道的東西可能會帶來改變。」你只是永遠不知道你要聽什麼播客，那會讓你的生意一炮而紅，讓你在BNI中更成功。所以，這是第二個活動。

第三次活動是1-2-1的活動，現在不好意思，讓我回溯一下。所以第一個活動，就是每週都會出現。第二個活動，目標是以分會教育為單位，每週做一個小時，你知道，這是對自己的投資，而不是離開你的企業的時間。所以第三個活動是1-2-1，我們都知道，那就是發展你的銷售和營銷團隊。你知道嗎，當你加入BNI的時候，幾乎就像你只是僱傭了20、30、40多個人做你的銷售和營銷團隊。但如果你不跟他們做1-2-1，就好像你剛雇了30個人，給他們名片，然後說："去給我找一些推薦人吧。" 因為從本質上說，如果你不打算和他們見面，那本質上就是在做什麼。但是，當你和他們見面時，你正在發展這種關係，你會更深入，這也是我們的核心價值之一，就是建立關係。而另一個巨大的...

Ivan:

我只想補充一件事。我敦促每一個聽這個播客的人去看第570集。他說的就是馬克在這裡說的，有確鑿的數據支持他說的。這是在意大利為BNI做的一項研究。它表明，人們誰做一個，1-2-1每週1-2-1的人產生兩倍多的引薦其他人和介紹自己，相比之下。所以，一個月做四次比一個月做一次或更少的人，你得到的引薦量是一個月做一次或更少的人的兩倍，這是一個播客號570。

Mark:

很好，我喜歡 我很喜歡。所以，做一對一的另一個好處是，你不僅是在了解你的會員同伴，而且你也在了解他們的推薦夥伴是誰，誰是他們的金雁，誰是他們的聯絡人，誰是他們想交談的人-這就導致了下一個活動，那就是訪客。如果你在了解你的同伴，了解他們想認識的人是誰。比方說，比如說我在我的分會里和脊柱按摩師見面，而脊柱按摩師分享說，一個很好的引薦夥伴將是一個私人教練。那麼，如果我剛好認識一個私人教練呢？

一個很好的方法，我從我的一個朋友斯賓塞-雷諾茲（Spencer Reynolds）那裡學到的，他是佛羅里達州坦帕市的執行董事，是"如果我，你會不會"的方法。你可以給你的私人教練朋友打電話，說："嘿，私人教練朋友。我有一個很棒的脊柱按摩師，想和這個地區的優秀私人教練建立關係，你有興趣和他們見面嗎？ " 最有可能的是，他們會說 "好"。當他們說是的時候，你就會說："太好了。你周二早上7: 30有空嗎？我很想給你介紹一下，並把你介紹給我的其他幾個本地網絡的人，你可以跟他們聯繫。 " 而我們都知道或者說大部分人都知道的訪客，他們來的時候價值在1500元左右。所以，即使他們不加入，也是給會員帶來了封閉的生意。但是通過做那些1-2- 1，了解你的會員想認識誰，就可以讓你建立起你的人脈，建立起你的會員網絡，讓你的同伴網絡更多。

Ivan:

另一個值得一提的播客是629號播客，是由密歇根州的Madeline做的，她也是一個導演，她有一些很好的內容和關於如何邀請訪客的好主意。

Mark:

因此，對於訪客而言，目標是每月至少邀請一名訪客。 這就是賺錢的活動。 但是，為了每月只有一位訪客，您確實需要養成每週邀請一個人的習慣和活動。 就像一場婚禮，您邀請200人參加婚禮100人說是，有50人參加。

所以，如果你有每週邀請的習慣，一般來說，一個月至少會有一個人出現。所以這就導致了我們的最後一個活動，這是引薦人。我想把它比作是我們大腦中的一部分，很多人都知道，叫做網狀激活系統。這就是你大腦的那一部分，當你在尋找像新車這樣的東西時，比如說，你的大腦就會被編程為找到那輛車。因此，通常情況下，如果你在市場上買一輛黃色的大眾汽車， 你會看到到處都是黃色的大眾汽車。那麼，在BNI中，如果你在做那些其他活動，你每週都會出現在BNI中，如果你在BNI大學和提供的教育中投入時間，如果你在做1-2-1s，並從你的銷售和營銷團隊中找出他們想認識的人，然後邀請這些人，給他們引薦，就會變得更加自然。你的會員將成為你的頭等大事，獲得引薦人將變得更加容易。

Ivan:

這是一個很好的例子。我推薦大家去看404號節目，叫《站在引薦人中間》。我談到了整個概念的特別激活系統。這真的很有力量。我很高興你提出來了。

Mark:

所以這就是BNI的五大賺錢活動。

Ivan:

那麼，你認為人們為什麼要把這個過程複雜化呢？

Mark:

你知道嗎，作為人類，我們有一種傾向，把簡單的東西變得複雜。而有了BNI，就真的是這麼簡單。這是五件簡單的事情，任何人都可以在每天和每週的基礎上輕鬆做到的成功。

Ivan:

現在，現在有時候她會說為BNI做了很多工作，你怎麼看？

Mark:

嗯，你在我們的播客裡說過，你和我一起做的一個播客，其實，Ivan，你這樣做不是為了BNI... ...你是為了你自己。所以這一切都對BNI沒有真正的好處。我的意思是，是的，如果他們加入，它的受益BNI， 但基本上，這些都是活動，老兵成員BNI的老兵成員都被證明，所有這些老兵成員都是老兵，因為他們在做這些活動的基礎上定期。這也是他們如此成功的原因。

Ivan:

是啊，你看，你知道，BNI從長遠來看，只有成員們成功了，BNI才是真正的成功。所以，我們希望你能成功。如果你在聽這個，我們希望你能成功。而這些都是我們一次又一次看到的，幫助人們成功的活動。順便說一下，很快就會有一些關於訪問者的數據。我們發現，會員，如果你想提高留存率，有新會員帶來的訪客加入，那麼它是一個連接點。當一個新會員帶來的訪客加入後，其留存率會比沒有加入的人的留存率高得多。未來的數據，我們很快就會分享給大家。那麼，你還有什麼要補充的嗎，Mark？

Mark:

謝謝，Ivan最後一件事確實是，如果您在BNI旅途中發現自己說“我沒得到–我沒有得到引薦，我沒有得到我想要的業務”。 我真的鼓勵您扭轉這種局面，看看我在做什麼？ 我的意思是，這是付出者的收穫。 這就是我們的理念。  我在做一些被證明可以幫助我成功的活動嗎？ 然後看看會發生什麼？

Ivan:

優秀 ，好建議。  再次感謝您四次訪問BNI Podcast。 我很感激。 馬克是猶他州的導演，很高興能邀請他參加演出。 再次感謝您。 交給您，Priscilla。

   

Priscilla:

好了，非常感謝你們兩個人提供了這麼好的信息。這個播客的讚助商是Ivan的內心世界。去查看一下www.IvansInnerCircle.com的精彩內容。Ivan收集了各種有趣的話題供 ，我是Priscilla Rice，我們期待著下週再次邀請您加入我們的官方BNI播客節目。

Episode 653: Five Money-Making Activities of BNI

https://content.blubrry.com/bni/653-BNI-Podcast_New.mp3

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.

1. 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.
2. 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.
3. 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.)
4. 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.
5. 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.

Mark:
So wherever somebody is in their business, whatever results they have, that’s what they have right now. So the only thing that can they can do to change that is their activities. And one of the things that I love that you say one of the many things I’ve learned from you, Ivan, is the phrase successful people do six things 1000 times instead of 1000 things six times, and I and I know when you say six things, you’re just generally speaking, but in veenai, we have five we have five things to make it even simpler for you. And so I’m going to go over those five things right now which most of you know as the power of one and but each of these five activities are truly money making activities.

So the first one, and I and these activities. This is just my opinion, but I really feel that there’s an order. Do these activities. And I’ll go into that in just a moment.

So the first activity is show up. But you don’t it’s not just about showing up. It’s about showing up. You know, your vice president will, if you’re in attendance, they will mark you present. But are you present? You may be present at the meeting, but are you present during the meeting? Because that’s the money making activity. If the other money making activities when you show up is are you early? Are you late? Are you engaged with writing notes on what your members asked for? Are you sitting on your phone the whole time? Now, let me just quickly say, being on your phone outside the chapter meeting, I’m sure it’s a very much so money making activity for you. But I promise it is not a moneymaker. Not a money making activity during the meeting, but everything you do is a message to us of how you do your business. So if you’re sending us positive messages, then that’ll strengthen your credibility with the group and are likely to bring you more referrals. So that’s the first money making activity.

Ivan:
Can I just add one real quick thing there? I think it would be like going on an appointment with an important customer or client or an important associate, and spend a meeting, looking at your phone. And you know, the room is full of people that are your referral partners. Don’t spend the time, be present to the moment don’t spend the time on the phone. I couldn’t agree with that one more.

Mark:
Thanks for adding that. And so show up every week. The second activity is invest your time in CEUs chapter education unit. You know, obviously, that’s one of our core values is lifelong learning, lifelong learning. And we’ve all heard the phrase the more you learn, the more you earn. So if activity one is show up, activity two is learn how to show up. It’s not just about walking into a room and expecting referrals. It’s about learning.

Like, you said this on a previous podcast, Ivan. We’ve been doing this for 35 years. We’re pretty good at what we do. And these, these podcasts, these trainings on BNI University and the other books that Ivan has and and all that all these are tools that will teach you more nuggets of how to improve your business and how to improve your time in BNI. You know, one of my favorite quotes is by a gentleman named Werner Earhart that says, “There’s something I do not know, the knowing of which could make a difference.” You just never know what podcast you’re gonna listen to, that will just blow apart your business and make you more successful in BNI. So that’s the second activity.

The third activity is 1-2-1s are now sorry, let me backtrack. So the first activity is showing up every week. The second activity, the goal is with chapter education units is doing one hour a week and you know, that’s an investment in yourself, not time away from your business. And so the third activity is 1-2-1s and we all know that’s about developing your sales and marketing team. You know, when you join BNI it’s almost like you just hire 20, 30, 40 plus people to be your sales and marketing team. But if you don’t do 1-2-1s with them, it’s almost like you’ve just hired 30 people, given them your business card and go and said, “Go find me some referrals.” Because in essence, if you’re not going to meet with them, that’s an essence what you’re doing. But when you’re meeting with them, you’re developing that relationship, you’re going deeper, which is again, one of our core values is building relationships. And the other huge –

Ivan:
Can I just add one thing to it. I urge everyone who’s listening to this podcast to go to Episode 570. And what he’s what Mark is talking about here, there’s hard data to support what he’s talking about. It’s a study that was done in Italy for BNI. And it shows that people who do one, 1-2-1 a week generate twice as much referrals for other people and referrals for themselves, as compared to people who do one or less a month. So four a month compared to one or less a month, you get twice the number of referrals and you give twice the number of referrals received. That’s a podcast number 570.

Mark:
Great. I love that. So the other benefit of doing a one to ones is not only are you learning about your fellow members, but you’re also learning about who their referral partners are, who are their golden geese, who’s in their contact sphere, who are the people that are talking to the people they want to be talking to – which leads to the next activity, which is visitors. If you’re learning about your fellow members and who they want to meet. Let’s say for instance, I’m meeting with the chiropractor in my chapter and the chiropractor shares that a great referral partner for them would be a personal trainer. Well, what if I happen to know a personal trainer?

A great approach, which I learned from a friend of mine, Spencer Reynolds, who’s the executive director in Tampa, Florida, is the “If I, would you” approach. You can call your personal trainer friend up and say, “Hey, personal trainer friend. If I had a great chiropractor who was looking to build a relationship with a exceptional personal trainer in the area, would you be interested in meeting them?” Most likely, they’re going to say yes. When they say yes, you go, “Great. Are you available Tuesday at 7:30 in the morning? I’d love to introduce you and introduce you to a bunch of my other local network that you could connect with.” And visitors we all know or most of us know, are valued at around 1500 dollars when they visit. So even if they don’t join, they’re bringing closed business to the members. But by doing those 1-2-1s and learning about who your members want to meet, it allows you to build your network and build your fellow members network that much more.

Ivan:
Another great podcast to talk about is podcast number 629, which is done by Madeline up in Michigan, who is a director as well and she’s got some great content and great ideas on how to invite visitors.

Mark:
So with visitors the goal with that is inviting at least one visitor a month. And that’s the money making activity. But in order to have one visitor a month, you’d really need to be in the habit and the activity of inviting one person a week. It’s kind of like a wedding, you invite 200 people to a wedding 100 people say yes, 50 people show up. And so if you’re in that habit of inviting every week, typically at least one person a month is going to show up. And so that leads us to the last activity, which is referrals. And I’m going to compare that to there’s a part of our brain that a lot of people know about called the reticular activating system. And it’s that part of your brain, that when you’re looking for something like a new car, for instance, your brain is programmed to find that car. So typically, if you’re in the market for a yellow Volkswagen, you start seeing yellow Volkswagens all over the place. Well, in BNI if you’re doing those other activities, you’re showing up every week and being present, if you’re investing the time to to in BNI University and the education being offered, if you’re doing the 1-2-1s and finding out about from your sales and marketing team who they want to meet, and then inviting those people, giving referrals will become a lot more natural. Your members will become a lot more top of mind for you, and getting referrals will become a lot easier.

Ivan:
That’s a great one. And I’d recommend people go to episode number 404 called Standing in the Middle of Referrals. I talk about the whole concept of particular activating system. It’s really powerful. And I’m glad you brought that up.

Mark:
So those are the five money making activities in BNI.

Ivan:
So why do you think people complicate the process?

Mark:
You know, as human beings, we have a tendency to take something simple and make it complicated. And with BNI, it’s really this simple. These are five simple things that anyone can easily do on a daily and weekly basis to be successful.

Ivan:
Now, now sometimes she’ll say a lot of work for BNI, what do you say to that?

Mark:
Well, you said this on one of our podcasts that you and I did together, actually, Ivan, that you’re not doing it for BNI- you’re doing it for yourself. And so none of this really benefits BNI. I mean, yes, if they join that it’s benefiting BNI, but basically, these are activities that veteran members of BNI are proven that all those veteran members are veteran because they’re doing these activities on a regular basis. And that’s why they’re so successful.

Ivan:
Yeah, look, you know, BNI is really in the long run only successful if the members are successful. So we want you to be successful. If you’re listening to this, we want you to be successful. And these are the kinds of activities that we have seen over and over again, that help people be successful. By the way, look for some data coming up pretty soon on visitors. We have found that, members, if you want to increase retention, have new members bring in visitors who join it then is a connection point. The retention rate of a new member is dramatically higher when they have brought in a visitor who joins than the retention rate of someone who hasn’t. Look for future data on that we’re going to be sharing it real soon. So is there anything else you’d like to add, Mark?

Mark:
Thanks, Ivan. The last thing is really, if you ever find yourself on your during your journey in BNI ever saying the words,” I’m not getting – I’m not getting the referrals, I’m not getting the business I want.” I really encourage you to turn that around and see what activities am I doing? I mean, this is givers gain. That’s our philosophy. What am I giving? Am I doing the activities that are proven to help have me be successful? And watch what happens?

Ivan:
Outstanding. Good. Good suggestions. Mark. Thanks, again for being on four times on to BNI Podcast. I appreciate it. Mark is a director in Utah and it’s great to have him on the show. Again, we appreciate you. Over to you, Priscilla.

Priscilla:
Okay, well, thank you both so much for that great information. The sponsor for this podcast is Ivan’s Inner Circle. Go check out the great content available at www.IvansInnerCircle.com. Ivan assembled a variety of interesting topics for you to learn about and participate in. So 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/2020/04/29/episode-653-five-money-making-activities-of-bni/