Episode 714: Relationships + Referrals = Revenue /第714集 關係+引薦人=收入

 第714集 關係+引薦人=收入

Becky Isbell今天加入Misner博士的播客，談論她最喜歡的BNI核心價值觀：人際關係。 人際關係是BNI的神奇之處。

BNI會員主要是在會議之外，通過一對一的方式建立關係。我們還通過加入扶輪社等服務組織在BNI之外建立重要關係。事實上，我們在生活的各個領域以及通過不以商業為重點的團體建立關係，如我們的宗教團體或家長教師組織。

關係是 Becky 所說的 RRR 原則的基礎。當我們建立關係並進行引薦時，薦自然會來到我們身邊。當這種情況發生時，收入會自動流動。

第714集的完整文字記錄

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錄音室為您帶來。今天與我通電話的是BNI的創始人和首席願景官Dr. Ivan Misner。你好，Ivan。你好嗎？你在哪裡？

Ivan:

正如你可能猜測的那樣，我已經和Zoom走遍了各地。我去過新罕布什爾州和佛羅里達州。我做了我的第一個年度創始人日活動，我在一天內做了16次的一對一。為了慶祝我的生日，我決定與BNI成員進行一對一會談，我在生日前做了16次背靠背的會談，所以在那一天我走遍了世界。

Priscilla:
Wow.

Ivan:

是的，這是我每年都想做的一件新事情。今天，我有一個真正的好朋友，她在我的播客中，Becky Isbell。在過去的12年裡，Becky很自豪地把德克薩斯州稱為她的家。她嫁給了她的丈夫詹姆斯，她的 "了不起的丈夫"，她說，詹姆斯；他們有三個孩子。而且他們剛剛迎來了他們的第一個孫子，我很嫉妒。如果你在任何社交媒體上關注Becky，你會知道她與她的五隻狗共享她的家。

2009年，Becky一時興起，加入了BNI。她說，這個突發奇想變成了她和她丈夫做出的最好的商業決定。Becky很快成為BNI中德克薩斯州的董事，並在2012年被提升為地區董事。 2020年2月，她被任命為區域執董，負責整個德克薩斯州、阿肯色州、密蘇里州、科羅拉多州，以及她出生的家鄉俄克拉荷馬州。

貝基是，就像Lisa Nichols 稱我為另一個母親的兄弟一樣，我稱貝基 (Becky) 為另一個先生的妹妹。我認識貝基已經有一段時間了。她是一個了不起的人。Becky，歡迎來到 BNI 播客。

Becky:

哦，謝謝你，Ivan。我對你也有同樣的感覺。我很幸運，在過去的幾年裡，我們成為了朋友。所以我今天想談的是人際關係。

Ivan:

你叫它，你的原標題是R-R-R（AAARRRR），這不是海盜的說法。它是關係加引薦人等於收入。

Becky:

對，所以我們今天將討論三個R。所以我們要從第一個R開始，再次感謝你，Ivan，感謝你邀請我參加播客。我很榮幸能在這裡談論我最喜歡的核心價值之一，也就是，你認為我最喜歡的核心價值是什麼？

Ivan:

認識你，我是說，可能是他們中的任何一個。 但瞭解你，這必須是人際關係。

Becky:

你完全正確。 這有點像你的孩子，你不應該有最喜歡的。 但我可以這麼說，我有一個最愛，那就是我的孫子。 但如果我們看看我們的七個核心價值觀，建立關係是我最喜歡的。

這就是我今天想說的，不，這不是海盜的話題； 我們將討論三個R：關係，加上引薦等於收入。 所以我要從第一個R開始，那就是關係。 正如你提到的，我出生在德克薩斯州的巴黎，在奧克拉荷馬州東南部長大，是一個小鎮女孩，在奧克拉荷馬州的雨果長大，人口略多於5000，信不信由你。

我14歲的時候開始在當地的獸醫診所工作。所以關係對我來說很重要，在一個小鎮上長大的Ivan，我真的認識每個人和他們的狗，因為我在獸醫診所工作，所以我認識每個人和他們的狗。

我也很有福氣，我的祖父母是從事牧師工作的。所以我的爺爺是個牧師，他要么和某人結婚，要么為他們舉行葬禮或其他什麼。因此，關係是我成長的基礎，我的祖母確保關係非常重要，無論是在我們的家庭生活中，我們的家庭生活中，因為，你知道，我們在家裡仍然有關係，我們的朋友，她教我如何對待我們的朋友，用仁慈，用愛的仁慈，最重要的是，在我們的社區。

因此，我們如何在家裡與我們的家人、朋友和社區建立這些關係？因此，我想和大家談談了解我們的關係，真正了解我們網絡中的人。好嗎？所以當我們在BNI時，我們一直在談論這個問題，Ivan，你知道，我們的BNI會議不是90分鐘，對嗎？

Ivan:

是的

Becky:

我們在會議之外所做的事情才是真正的建立關係，在BNI，我們有這些偉大的東西，叫做一對一。這就是我們真正了解某人並建立關係的地方。我們這樣做，你知道，我們有我們偉大的一對一規劃者，這不僅僅是在停車場見面和喝咖啡，這些一對一背後真的有一些戰略規劃。我不知道你，Ivan，但我已經做了很長時間的董事，我看到在過去的12年裡，我不能相信已經有12年了，當一個會員做了很好的一對一，他們對關閉的業務的感謝就會上升，他們的投資回報也會上升。

Ivan:

是的，我們有這方面的硬數據。我們有一個關於這個問題的播客。我在你說話的時候找找看。

Becky:

是啊。 此，這些一對一在瞭解您的人際網絡方面非常重要。 不僅僅是在BNI； 我們希望確保我們的網絡多樣化，並擴大這些關係。 所以你知道，我是BNI的粉絲。 我認為BNI是發展人際網絡和建立人際關係的最佳管道。 但我們也可以在BNI之外做這件事。 我們也有我們稱之為其他俱樂部的俱樂部，服務俱樂部是建立關係的好方法。 我知道，我通過小道消息聽說，Ivan，你曾經是一名扶輪社員。 對嗎？

Ivan:

是的，我當了 16 年扶輪社員。

Becky:

你實際上在你的書《Givers Gain》中談到了它。作為一名扶輪社員。

Ivan:

我知道，我在世界上最著名的行銷秘密中也談到了這一點。

Becky:

是的，我是一名扶輪社員，是去年的年度扶輪社員，並將成為明年的繼任主席。我愛我的扶輪社。正如你所知，伊万，作為一名扶輪社員，我們不談生意，因為那是一個服務性俱樂部。所以我們不談生意。但你猜怎麼著？這些關係發生了，對嗎？當你每週五早上7點和同一批人一起吃早餐時，他們知道你是做什麼的，這是很自然的事情。我覺得現在很有趣，因為他們會說，"嘿，你不是在那個網絡小組嗎？你不是有一台打印機嗎？我們需要邀請函來參加這個活動。" 這就像，"是的，我確實認識某人。"

然後，當我們談到使我們的網絡多樣化時，要跳出框框。你知道，商會是一個很好的方法，商會是建立你的網絡和建立這些關係的一個好方法。然後，你的PTO，你的家長教師組織；有時會員們會忘記這一點。

Ivan:

這是個好問題。我想我沒有在我的書中提到過它。這是個好問題。

Becky:

是的，你知道，你和其他父母，你的孩子也在做同樣的事情，所以開始建立這些關係吧。 我的孩子們，正如你提到的，我有三個孩子，他們每天都在教我新的東西，這就是長大和有孩子的好處，他們教你新的東西。 他們都在社交網絡上相互聯系，這就是他們建立關係的管道； 這簡直讓我大吃一驚。 你也許可以在這方面再做一次播客，但這就是他們的關係所在； 他們的大多數朋友、社交朋友都是在網上認識的。 所以在我們做這個播客之前，我想，我只是想看看我在社交媒體上有多少團體。 我曾參加過220個團體。

Ivan: (chuckling)

Becky:

我不知道。 但我想，這是一個尋找人際關係的好方法，它可以轉化為引薦，對嗎？ 你猜怎麼著？ 我甚至不必為了這些關係離開辦公室。 那麼回到建立關係上來，你是如何建立這些關係的呢？ 好吧，我想回到我們的第一核心價值觀，36年前你們創立了這家公司，這就是付出者收穫，對嗎？

Ivan:
Yes

Becky:

在一段關係中，你的付出和你的期望一樣多。我之前談到了我的祖父母，我的祖母從我有記憶起就教我這個，付出多少，就有多少期望。不要期待任何回報。我們談到了這一點。從本質上講，這不就是 "付出者收穫 "嗎？你知道，我們付出，我們在考慮得到之前就已經付出了，對嗎？

Ivan:

Yes.

Becky:

Ivan，我是2009年加入的，我會告訴你，我加入的理由是錯誤的。 我加入是為了做生意。 但我發現，當我開始做生意的時候，奇跡發生了。 這就是關係發生的時候。 所以我們討論了人際關係，我們討論了引薦，因為我喜歡引薦。我喜歡獲得引薦，但我更喜歡提供引薦。 因此，當我們建立這些關係時，我們得到了這些引薦，收入就會自動產生。 當我們得到一個引薦，我們做了你教我們做的所有事情，跟進引薦，對嗎？

Ivan:

對

Becky:

這種收入會自然而然地出現。因此，當我們遵循三個R，即關係，我們在關係中建立，它不會在一夜之間出現。這就是為什麼我在談論關係時告訴大家，它不會在一夜之間發生。因為什麼？信任需要時間，對嗎？

Ivan:
是的

Ivan:

確實如此，你打算在引薦上提到《Shawshank 的救贖》。我認為那是一句很好的話，你想分享一下嗎？

Becky:

我是這樣認為的。 所以我喜歡給人引薦。 而在遇到我丈夫之前，我甚至從未看過那部電影，而這是他絕對喜歡的電影。 當我在看的時候，安迪對瑞德說，“我知道你是一個知道如何得到東西的人。”因此，就我個人而言，我喜歡我是那個知道如何得到東西的男人，或女人。 所以我談到，你知道，在扶輪社，坐在早餐時，他們會說，“嘿，你是那個網絡小組的成員，對嗎？你知道如何得到東西。”我就說，實際上我知道。 所以這是一種我所做的，所以我認為這很好。 因此，當我們把關係，我們正在建立這些，引薦將自然而然地到來。

Ivan:

是的。 然後是收入。

Becky:

然後是收入。當我們把這三件事聯繫在一起時，這是一件美好的事情。所以有一個問題要問你，Ivan。我知道這是你的播客。你可以問問題。但這聽起來不像是我們在BNI談論的另一件事，也就是VCP過程？

Ivan:

是的。 這是關於，你知道，與人建立關係和信譽。 一旦你建立了這一點，從知名度到信譽度，然後，也只有這樣，你才能獲得利潤。

Becky:

當然。 這一切都是從第一個R開始的，與我們認識、喜歡和信任的人建立關係和做生意。

Ivan:

和信任。

我們快沒時間了。 你還有什麼要補充的嗎？

Becky:

這就是我今天的全部內容。再次感謝你給我這個機會，談論我最喜歡的核心價值--建立關係。如果我還能為你做什麼，請讓我知道。

Ivan:

當你有另一個話題時，你可以回來參加BNI播客，這里永遠歡迎你。

Becky:

我很喜歡這樣。你和我可以聊上一整天。

Ivan:

你有很好的內容，Becky。順便說一下，關於一對一的播客，對那些聽眾來說，是第570集。更多的一對一等於更多的引薦人。我們有確鑿的數據表明，當你做更多的一對一，你會得到更多的引薦。Becky，非常感謝你參加BNI播客。我很欣賞你。

Becky:

謝謝，Ivan。我很感激你。

Ivan:

交還給你Priscilla.

Priscilla:

好的，謝謝你們倆。謝謝你，Ivan。謝謝你，Becky，謝謝你提供了這麼好的播客；這很吸引人。

本播客由www.misneraudioprograms.com贊助。 這些音訊節目將為您提供工具和靈感，以有力地增强您的BNI體驗，幫助您提升業務。  因此，請在www.misneraudioprograms.com上查看您可以獲得的優秀資料，並使用促銷程式碼IVAN50為所有音訊節目提供50%的折扣[此程式碼在有限的時間內有效]。 所有收益都將捐給BNI基金會。 非常感謝您的收聽。 我是普麗西拉·賴斯，我們期待著你下周再次加入我們，觀看另一集激動人心的BNI官方播客。

Episode 714: Relationships + Referrals = Revenue

July 7, 2021 by Ivan Misner 6 Comments

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Synopsis

Becky Isbell joins Dr. Misner on the podcast today to talk about her favorite BNI Core Value: Relationships. Relationships are where the magic happens in BNI.

BNI members primarily build relationships outside of meetings, through one-to-ones. We also build important relationships outside of BNI by joining service organizations like Rotary. In fact, we build relationships in all areas of our lives and through groups that don’t focus on business, like our religious community or parent-teacher organization.

Relationships are the foundation of what Becky calls the R-R-R principle. When we build relationships and make referrals, referrals come to us naturally. When that happens, revenue flows automatically.

The Official BNI Podcast is sponsored by Misner Audio Programs.

Complete Transcript of Episode 714

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? And where are you?

Ivan:
I have been all over, as you might suspect, with Zoom. I’ve been to New Hampshire to Florida. I did my First Annual Founder’s Day event where I did 16 back to back one-to-ones in one day. For my birthday I decided to gift one-to-ones with BNI members, and I did 16 of them back-to-back right before my birthday and so I was all over the world on that particular day.

Priscilla:
Wow.

Ivan:
Yeah, it’s a new thing that I want to do every year. Today I’ve got truly a good friend who is on my podcast, Becky Isbell. Becky is proud to call Texas her home for the last 12 years. She’s married to her husband James, her “amazing husband” she says, James; they have three children. And they just welcomed their first grandchild–I’m jealous. If you follow Becky on any social media, you’ll know she shares her home with her five dogs.

In 2009 Becky joined BNI on a whim. And that whim turned out to be the best business decision she and her husband ever made, she says. Becky quickly became a Support Director for BNI Central Texas and was promoted to Area Director in 2012. In February 2020, she was offered the position of Regional Area Director for all of Texas, Arkansas, Missouri, Colorado, and most recently, her home state of Oklahoma where she was born. And Becky is, as Lisa Nichols calls me her brother from another mother, I call Becky, my sister from another mister. I’ve known Becky now for quite some time. And she’s an amazing person. Becky, welcome to BNI Podcast.

Becky:
Oh, thank you, Ivan. And I feel the same about you. I’m so blessed that we have become friends the past few years. And so that’s something I want to talk about today is relationships.

Ivan:
You call it, your original title is R-R-R (AAARRRRR), it’s not pirate talk. It’s Relationships plus Referrals equals Revenue.

Becky:
Right, so we’ll talk about the three R’s today. So we’re gonna start with our first R, and again, thank you, Ivan, for having me on the podcast. I’m honored to be here and talk about one of my favorite core values, which is, what do you think my favorite core value is?

Ivan:
Well, knowing you, I mean, it could be any one of them. But knowing you it would have to be relationships.

Becky:
You’re exactly right. It’s kind of like your kid, you’re not supposed to have a favorite. But I can say this, I have a favorite and it’s my grandchild. But if we were looking at our seven core values, Building Relationships is my favorite. So that’s what I want to talk about today is no, it’s not pirate talk; we’re gonna talk about the three R’s: Relationships, plus Referrals equals Revenue. So I’m gonna start with the first R, which is relationships. And as you mentioned, I was born in Paris, Texas, raised in southeast Oklahoma, small town girl, grew up in Hugo, Oklahoma, population of a little over 5000, believe it or not. And I started working at the local vet (veterinary) clinic when I was 14 years old. And so relationships matter to me and growing up in a small town, Ivan, I literally knew everyone and their dog, because I worked at the vet clinic, so I knew everyone and their dog.

And I was also blessed that my grandparents were in the ministry work. And so my grandpa was a pastor, and he either married somebody, or had their funeral or whatever. So relationships were a foundation of me growing up and my grandmother made sure that relationships were very important, whether it was in our life at home, our family life, because, you know, we still have relationships at home, and our friends, she taught me how we treat our friends, with kindness, with loving kindness, and most importantly, in our community. And so how do we build these relationships at home with our family, with our friends, and our community? And so I want to talk to us about getting to know our relationships and getting to know really who is in our network. Okay? So when we’re in BNI, we talk about this all the time, Ivan, you know, our BNI meeting is just not 90 minutes, right?

Ivan:
Right.

Becky:
It’s really what we do outside that meeting that builds the relationships and in BNI we have these great things called a one-to-one. That’s where we really get to know somebody and build that relationship. And we do that, you know, we have our great one-to-one planners that we do, it’s not just meeting in the parking lot and having coffee, there’s really some strategic planning behind these one-to-ones. And I don’t know about you, Ivan, but I’ve been a Director for a long time, and I’ve just seen throughout the past 12 years now, I can’t believe it’s been 12 years, that when a Member is doing good one-to-ones, that’s when their Thank You for Closed Business goes up and their return on investment goes up.

Ivan:
Yeah, we have hard data on that. We’ve got a podcast on that. I’ll look for it while you’re talking.

Becky:
Yeah. So those one-to-ones are so important in getting to know your network. And not just in BNI; we want to make sure that we’re diversifying our network and growing these relationships. So you know, I am a BNI fan. And I think BNI is the best way to grow your network and to build those relationships. But we can do this outside of BNI as well. We also have what we call other clubs out there, service clubs are a great way to build relationships. I know, I heard through the grapevine, Ivan, that you used to be a Rotarian. Is that correct?

Ivan:
Yeah, for 16 years I was a Rotarian.

Becky:
And you actually talk about it in your book Givers Gain. being a Rotarian.

Ivan: I do and I talk about it in The World’s Best Known Marketing Secret as well.

Becky:
Yeah. I’m a Rotarian, was Rotarian of the Year last year, and will be incoming president for next year. I love my Rotary Club. And as you know, Ivan, being a Rotarian, we don’t talk about business because that’s a service club. So we don’t talk about business. But guess what? Those relationships happen, Right? It just comes naturally when you eat breakfast with the same people every Friday morning at 7am, they know what you do. And I think it’s funny now because they’re like, “Hey, aren’t you in that networking group? Don’t you have a printer? We need invitations for this event coming up.” It’s like, “Yeah, I do know somebody.” 

And then think outside the box when we talk about diversifying our networks. You know, chambers are a great way, Chambers of Commerce are a great way to build your network and to build those relationships. And then your PTO, your Parent Teacher Organizations; sometimes Members forget about that.

Ivan:
That’s a good one. I don’t think I’ve ever mentioned it in any of my books. That’s a good one.

Becky:
Yeah, it’s, you know, you and other parents, your children are doing the same thing, so start building those relationships. And something that my kids, as you mentioned, I have three children, and they are all teaching me new things every day, that’s the great thing about getting older and having children is they teach you new things. They are all connected on social networks, that’s how they build relationships; it just blows my mind. You could probably do another podcast on this, but that’s where their relationships are; most of their quote-unquote friends, their social friends, they’ve met online. So before we did this podcast, I was like, I’m just gonna see how many groups I’m in on social media. 220 groups I was a member of.

Ivan: (chuckling)

Becky:
I had no idea. But I’m like, what a great way to look for relationships that turn into referrals, right? And guess what? I don’t even have to leave my office for those relationships. So going back to building relationships, and how do you build those relationships? Well, I want to go back to our number one core value, which you founded this company on 36 years ago, which is Givers Gain, right?

Ivan:
Yes

Becky:
You give as much as you expect in a relationship. And I talked about my grandparents earlier, and my grandmother taught me this from as far as I could remember, give as much as you expect. And don’t expect anything in return. And we talked about that. Essentially, isn’t that what Givers Gain is? You know, we give, we give before we think about getting right?

Ivan:
Yes.

Becky:
So I joined in 2009 as a Member, Ivan, and I will tell you, I joined for the wrong reasons. I joined to get business. But what I found is when I started giving business, that’s when the magic happened. And that’s when the relationships happen. So we’ve talked about relationships, and we’ve talked about giving referrals because I love giving referrals. I love getting referrals, but I love giving referrals more so. So when we are building those relationships, and we’re given those referrals, revenue automatically happens. When we are given a referral and we do everything that you’ve taught us to do on following up with a referral, right?

Ivan:
Right.

Becky:
That revenue is going to come naturally. And so when we follow the three R’s, the relationships, we build in the relationships, and it’s not going to come overnight. That’s why I tell everybody when talking about relationships, it doesn’t happen overnight. Because what? Trust takes time, right?

Ivan:
Yep.

Ivan:
It does, and you were going to mention the Shawshank Redemption on referrals. I think that’s a great quote, do you want to share that?

Becky:
I do. So I love giving referrals. And I never even watched that movie before I met my husband, and it’s his absolute favorite movie. When I was looking at it, Andy says to Red, “I understand you’re a man who knows how to get things.” And so personally, I love it when I’m the man, or the woman, who knows how to get things. So I talked about, you know, being at Rotary and sitting at breakfast, and they’re like, “Hey, you’re in that network group, right? You know how to get things.” I’m like, actually I do. So this is kind of what I do, so I think it’s great. So when we put the relationships, we’re building those, the referrals will come naturally.

Ivan:
Yeah. And then the revenue.

Becky:
And then the revenue. And it’s just a beautiful thing when we tie those three things together. And so a question for you, Ivan. I know it’s your podcast. You get to ask questions. But doesn’t this sound like another thing that we talk about in BNI, which is the VCP process?

Ivan:
Yeah, it is. It’s about, you know, building relationships with people and credibility. Once you build that, go from visibility to credibility, then and only then can you get to profitability.

Becky:
Absolutely. And it all starts with that first R, building those relationships and doing business with people we know, like, and trust.

Ivan:
And trust.
We’re about out of time. Is there anything else you want to add?

Becky:
That is all I have today. Again, just thank you so much for this opportunity and talking about my favorite core value of building relationships. And if I can ever do anything else for you, just please let me know.

Ivan:
You can come back on the BNI Podcast when you got another topic, you are always welcome here.

Becky:
I would love it. You and I could talk all day.

Ivan:
You’ve got great content, Becky. The Podcast on one-to ones, by the way for those listening to this, is Episode 570: More One-to-Ones Equal More Referrals. We have hard data that shows that when you do more one-to-ones you get more referrals. Becky, thank you so much for being on BNI Podcast. I appreciate you.

Becky:
Thanks, Ivan. I appreciate you.

Ivan:
Over to you, Priscilla.

Priscilla:
Okay, well, thank you both. Thank you, Ivan. Thank you, Becky, for such a great podcast; it was fascinating.

This podcast is sponsored by www.misneraudioprograms.com. These audio programs will provide you with the tools and inspiration to powerfully enhance your BNI experience and help you boost your business. So check out the great material available to you at www.misneraudioprograms.com and use the promo code IVAN50 for 50% off all the audio programs [this code is good for a limited time]. All of the proceeds are going to the BNI Foundation. 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/2021/07/07/episode-714-relationships-referrals-revenue/