Founder's Story: Ivan Misner – Building BNI into a $16 Billion Referral Powerhouse | Ep. 193

Host: IBH Media
Release Date: March 27, 2025

Introduction

In Episode 193 of Founder's Story, IBH Media welcomes Dr. Ivan Misner, the Founder and Chief Visionary Officer of BNI (Business Network International). Known as the father of modern networking, Ivan shares his journey from a quiet introvert to leading the world's largest business networking organization. This episode delves into Ivan's personal and professional life, his philosophies on business and networking, leadership insights, and his legacy aspirations.

Ivan Misner’s Background

Dr. Ivan Misner is a highly accomplished entrepreneur with a rich academic and professional background. Graduating from the University of Southern California with a Ph.D., Ivan authored over 26 books, including his latest, "Who's in Your Room?". Recognized by Forbes and CNN as a leading expert in business networking, Ivan has been featured in prominent publications like the LA Times, Wall Street Journal, and New York Times. His accolades include being named Humanitarian of the Year by the Red Cross and receiving the John C. Maxwell Leadership Award. Alongside his late wife Elizabeth, Ivan co-founded the BNI Charitable Foundation, emphasizing his commitment to philanthropy.

Founding BNI: A Journey of Referrals and Resilience

Ivan's entrepreneurial journey began in his 20s when he started a consulting business. Seeking referrals for his practice, he founded BNI in 1985 to help both his consulting and his friends' businesses thrive. Initially meeting resistance, Ivan experienced his pivotal "Brody moment" [08:09], likening it to the famous quote from the movie Jaws: "I think we're going to need a bigger boat." This realization came when BNI organically expanded to 20 chapters without aggressive scaling, highlighting the community's genuine need for a structured referral network.

By December 2020, amidst the challenges of COVID-19, BNI surpassed its ambitious goal of 10,000 chapters, cementing its status as a global referral powerhouse generating $16 billion in business for its members.

Philosophy on Business and Networking

Ivan emphasizes the importance of focusing on fundamental business activities over chasing fleeting opportunities. He asserts:

"If you want to be successful in business, you got to do six things a thousand times, not a thousand things six times." [09:08]

This philosophy discourages entrepreneurs from getting distracted by "bright, shiny objects" that don't contribute to their core success. Instead, consistency and mastery of essential tasks are key.

Central to BNI's ethos is the "Givers Gain" philosophy. Ivan explains:

"If you want to get business, you have to help other people get business." [12:13]

This approach fosters a supportive community where members actively contribute to each other's success, creating a reliable and powerful referral network.

Leadership Insights: Inspiring vs. Managing

Ivan differentiates between management and leadership, drawing from his studies under Warren Bennis at USC. He states:

"Leadership is not about managing and complying. It's about motivating and inspiring." [13:22]

While management focuses on operational efficiency, leadership is about inspiring teams to achieve their best. This distinction underscores Ivan's approach to leading BNI, where motivation and inspiration drive the organization's growth and member satisfaction.

Networking Advice: Building Meaningful Connections

Ivan elaborates on the difference between contacts and connections, emphasizing the quality of relationships over quantity. He highlights:

"It's not what you know or who you know. It's how well you know each other that really, really makes a difference." [15:26]

Introducing the VCP Process (Visibility, Credibility, Profitability), Ivan outlines a strategic approach to networking:

1. Visibility: Ensure people know who you are and what you do.
2. Credibility: Establish trust and demonstrate your expertise.
3. Profitability: Foster relationships where members are willing to refer business.

He warns against using networking solely as a platform for cold selling, advocating for genuine relationship-building instead:

"Networking is more about farming than it is about hunting. It's about cultivating long-term relationships." [16:43]

Handling Introversion in Networking

Addressing the challenges of introverts in networking environments, Ivan shares his personal experiences and strategies. He recounts a pivotal moment where he discovered his introverted nature:

"I am an introvert who is a situational extrovert. When you are talking about a topic that you are passionate about, you come across as an extrovert." [18:23]

To accommodate different personalities, Ivan recommends:

• Structured Introductions: Having someone introduce you at events can ease the discomfort of meeting strangers.
• Being a Good Listener: Leveraging the inherent strengths of introverts to build deeper connections.
• Creating Smaller Groups: Facilitating intimate settings where meaningful conversations can flourish.

Legacy and Impact: Living Through Deeds

When asked how he wishes to be remembered, Ivan reflects on legacy as the impact one has on others:

"We are our deeds in life and little more." [39:09]

He emphasizes that legacy is not about how one wants to be remembered but how one's actions have influenced others. Ivan aspires to leave a lasting positive impact through his work with BNI and his interactions with individuals, ensuring that he is remembered for the lives he has touched and the communities he has built.

Audience Q&A Highlights

Throughout the episode, Ivan addresses several insightful questions from the audience:

1. Improving Networking Skills:
   Ivan introduces the 24730 Follow-Up System:

   • 24 hours: Reach out to new contacts with a personalized message or card.
   • 7 days: Connect on social media platforms preferred by the contact.
   • 30 days: Schedule a one-on-one meeting to deepen the relationship.

   "It's not about the sale. It's about building a relationship." [72:07]

2. Discerning the Right People in Your Network:
   Ivan advises on maintaining a positive network by evaluating values alignment and employing techniques like Benign Neglect and Homeopathic Doses to gracefully distance oneself from negative influences.

   "We all have people that are in our story, but whose story are we in?" [65:24]

3. Creating Online BNI Chapters:
   Addressing the shift to online networking, Ivan acknowledges the challenges but remains optimistic about integrating technology with BNI's core philosophy.

   "BNI is locally owned and operated, which presents unique challenges for global chapters." [79:45]

Conclusion

Dr. Ivan Misner's episode on Founder's Story offers invaluable insights into building a successful business network, emphasizing the importance of genuine relationships, consistent efforts, and a mindset of giving. His blend of personal anecdotes and professional wisdom provides listeners with actionable strategies to enhance their networking skills and leadership capabilities. For more resources, Ivan encourages listeners to visit his website ivanmeisner.com and explore his extensive library of books and blog posts.

Key Takeaways:

• Focus on mastering core business activities consistently.
• Embrace the "Givers Gain" philosophy to cultivate a supportive network.
• Differentiate between managing and leading by inspiring others.
• Utilize structured approaches to accommodate different personality types in networking.
• Build a legacy through impactful deeds and positive influence on others.

This summary captures the essence of Dr. Ivan Misner's conversation on Founder's Story, providing a comprehensive overview for those who haven't listened to the episode.