Episode 898: What Makes a Perfect Member? (Part 2)

Summary

Summary of Podcast Episode 898: What Makes a Perfect Member? (Part 2) | The Official BNI Podcast

Release Date: February 19, 2025

Hosted by Priscilla Rice and featuring Dr. Ivan Misner, the founder and Chief Visionary Officer of BNI, Episode 898 delves into the characteristics that define the ideal BNI member. Joined by Greg Davies, an international inspirational speaker and author, the episode provides deep insights into maximizing membership benefits through effective networking and referral marketing strategies.

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Introduction

Priscilla Rice opens the episode from Live Oak Recording Studio in Berkeley, California, welcoming listeners and introducing Dr. Ivan Misner from Austin, Texas. Dr. Misner humorously shares his experience with unexpected cold weather in Texas, setting a friendly and engaging tone for the discussion.

Guest Introduction and Context

[00:30]
Priscilla introduces Greg Davies, highlighting his role as an author working with Dr. Misner on the upcoming book, Infinite Leadership. Greg, known as the "Story Fella" and a Disney enthusiast, brings a wealth of experience as an award-winning speaker to the conversation.

Understanding the 100-Point Member

[02:05] – Greg Davies Discusses the 100-Point Member
Greg provides a comprehensive overview of what constitutes a 100-point member, emphasizing that these elite members represent less than 1% of BNI’s membership each month. He states:

“A rising tide really does lift all boats.” – Greg Davies [02:20]

The three main attributes identified from a recent survey include:

1. Passing Referrals with Intent
   Members integrate BNI into their daily operations, consistently seeking ways to assist others across various relationships—clients, suppliers, family, and friends.

2. Visitor Mindset
   Emphasizing that inviting visitors is mutually beneficial, Greg explains that the focus is on creating wins for everyone involved, not just on increasing visitor numbers.

3. Meticulous Follow-Up
   The pinnacle of their success lies in their exceptional follow-up practices post one-to-ones, referrals, presentations, and open networking sessions.

The Traffic Lights System: A Tool for Accountability

[04:05] – Importance of Traffic Lights

Dr. Misner introduces the Traffic Lights system, likening it to a performance gauge that tracks essential activities contributing to business growth. Greg elaborates on its significance:

“What gets measured gets improved.” – Greg Davies [04:14]

Key Points:

• Accountability: Personal accountability is fostered by clearly defining and measuring actions.
• Broad Spectrum Tracking: Unlike single high-value referrals, the Traffic Lights system monitors a range of activities that collectively enhance membership success.
• Consistent Engagement: Emphasizing consistency, Greg notes that sustained activities lead to compounded success over time.

[05:27] – Dr. Misner Reinforces Consistency

Dr. Misner echoes the sentiment on consistency, sharing his philosophy:

“If you want to be successful, you got to do six things a thousand times, not a thousand things six times.” – Dr. Ivan Misner [05:30]

He underscores the importance of adhering to proven activities rather than diversifying efforts without measurable outcomes.

Legacy and Origin of the Traffic Lights System

[06:07] – Historical Insight

Greg recounts the origins of the Traffic Lights system, attributing its creation to Tim Cook in the UK and Ireland. Dr. Misner adds:

“It's a system that's used worldwide to gauge engagement.” – Dr. Ivan Misner [06:16]

He highlights the enduring legacy and global adoption of the system, which has significantly contributed to local business growth.

Personal Growth and Lessons Learned

[07:09] – Greg’s Personal Journey

Greg candidly shares his transformation from being a "terrible member" to a successful one, attributing his progress to the support and guidance from fellow BNI members. Key takeaways include:

• Leaning In: Embracing the system and leveraging the Traffic Lights to identify and improve weak areas.
• Seeking Mentorship: Actively engaging with high-performing members to adopt their successful habits.
• Collaboration: Valuing the collaborative spirit of BNI, where members are eager to share knowledge and celebrate each other’s successes.

“The traffic lights, our member traffic lights, allow us all to be successful just due to the collaboration that we have in place.” – Greg Davies [08:43]

Final Insights and Recommendations

[09:35] – Emphasizing Consistency and System Adherence

Greg reiterates the importance of consistent engagement:

“Do it consistently. The more we can level out our activities so we avoid peaks and troughs, the more compound effect kicks in and we build upon success.” – Greg Davies [09:49]

Dr. Misner adds his perspective on not reinventing the wheel and following established systems to ensure success:

“Follow the program. Don’t try to reinvent the wheel.” – Dr. Ivan Misner [10:04]

[10:46] – Concluding Remarks

Greg encourages members to fully engage with BNI’s systems to reap maximum benefits, emphasizing the value of following proven methods over attempting to innovate without a solid foundation.

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Notable Quotes

1. Greg Davies on Measurement and Improvement:
   “What gets measured gets improved.” – [04:14]

2. Dr. Ivan Misner on Success Strategies:
   “If you want to be successful, you got to do six things a thousand times, not a thousand things six times.” – [05:30]

3. Greg Davies on Collaboration:
   “The traffic lights, our member traffic lights, allow us all to be successful just due to the collaboration that we have in place.” – [08:43]

4. Greg Davies on Consistency:
   “Do it consistently. The more we can level out our activities so we avoid peaks and troughs, the more compound effect kicks in and we build upon success.” – [09:49]

5. Dr. Ivan Misner on Following Established Systems:
   “Follow the program. Don’t try to reinvent the wheel.” – [10:04]

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Conclusions and Takeaways

Episode 898 of The Official BNI Podcast offers invaluable insights into what makes an ideal BNI member. The discussion between Dr. Ivan Misner and Greg Davies emphasizes the importance of intentional referral passing, a visitor-centric mindset, and rigorous follow-up practices. The Traffic Lights system emerges as a pivotal tool for tracking and enhancing member engagement, fostering accountability, and ensuring sustained business growth through consistent, measurable actions.

Listeners are encouraged to:

• Adopt Proven Systems: Embrace the Traffic Lights framework and adhere to established BNI practices.
• Engage Consistently: Maintain regular and persistent activities that contribute to personal and collective success.
• Collaborate and Learn: Seek mentorship from high-performing members and leverage the collaborative spirit of BNI to amplify business opportunities.

By implementing these strategies, members can maximize their BNI experience, drive substantial business growth, and contribute positively to the network’s dynamic ecosystem.

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For More Information:

To enhance your BNI experience further, visit MeisnerAudioPrograms.com and use promo code IVAN5O for a 50% discount on all offerings. All proceeds support the BNI Foundation.

Transcript

[Priscilla Rice]

Episode 898 what makes a perfect member part two.

[Dr. Ivan Meisner]

You're listening to the official BI podcast with BNI founder and chief visionary officer Dr. Ivan Meisner. Stay tuned for networking and referral marketing.

[Greg Davies]

Tips from the man who's been called.

[Dr. Ivan Meisner]

The father of modern networking, along with suggestions and insights into getting the most from your membership in the world's largest networking organization, bni.

[Priscilla Rice]

Hello everybody and welcome. Welcome back to the official B and I 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 Meisner. Hello Ivan, how are you and where are you?

[Dr. Ivan Meisner]

I am at home in Austin, Texas. And you know, people think of Texas and all they think is hot, but the truth is in the last couple of weeks there's been almost a full week below zero or below freezing in Fahrenheit, so below 32. Wow, almost an entire week. So it's been pretty chilly here. I'm glad I have a generator now for when the power goes out.

[Priscilla Rice]

Oh, right.

[Dr. Ivan Meisner]

So I, I've got, I, I've asked a, a guest to come back. Greg Davies. Pain. Greg has been to my house working on some of our books together and we're doing a new one that's in the works. Infinite Leadership. Greg is known as the Story Fella and he is an international inspirational speaker and award winning speaker and is a big Disney fan, which I should introduce you to a couple of B and I directors that are big Disney fans. Greg, we're finishing up on the podcast we did last week. I thought there was so much good juicy content in it that I wanted to continue the discussion. Can you give like a 30 second overview of the value of a 100 point member and then we'll do the rest of the questions?

[Greg Davies]

Absolutely. So thank you for having me on again. And we recognize that 100 point members represent less than 1% of the BNI membership each and every month. And why other members should be so focused on on 100 point members is a rising tide really does lift all boats. So they'll their activities will positively influence those around you. And we can replicate the good habits that they have in place and put them in play into our own membership so that we can get more. And the three main attributes that came back from the survey was one, that they are passing referrals with intent. So BNI is integrated in their day. They're asking people how they can help at Every single level, whether it be clients, suppliers, family, friends. How can I help you today? What, what can my network do for you? They have an incredible mindset around visitors, realizing that there are so many wins in the visitor inviting process, both for them personally, their business, for visitors that are inviting the chapters, the venue to. So the whole mindset, it's not about, oh, I need to get a visitor along, it's about everyone wins when we start inviting people. And the big one, which I know is a passion piece of yours Ivan, is they follow up. They follow up with absolutely everything. They follow up after one to ones referrals, presentations, open networking. They've just got the art of follow up down to just an absolute tea.

[Dr. Ivan Meisner]

And you know, sometimes members look at the kinds of things that it takes to be 100 point member and we're talking about traffic lights for those of you who don't know is they think, well, this, you know, stuff that I'm doing for bni. No, this is stuff you're doing to build your business and to help other people. So they help you build your business. So these are not things to do for bni, these are your marketing techniques, your marketing activities to do through bni, not for bni.

[Greg Davies]

Absolutely.

[Dr. Ivan Meisner]

With that said, that was a good overview. Why, why would you say that we need the traffic lights in general.

[Greg Davies]

So one of my go to sayings is what gets measured gets improved. And you know, one of our core values is accountability and a lot of that is personal accountability. And when we conceive our figures in black and white, we know where our own personal shortcomings are and where we need to work on. And what I love about traffic lights is if you passed a single referral to a member that was worth a million dollars, it wouldn't get you 100 points on the traffic lights because whilst that is incredible for that member that you pass a referral to, it wouldn't necessarily translate into business for you. I mean, hopefully they'll be more motivated to pass you business in return, but there's no guarantee. So the traffic lights track a broad spectrum of activities which if you put in place consistently and persistently over time, you have a greater opportunity for success in your membership. So it's just a beautiful tool to allow us to keep ourselves accountable to the activities that when we, when we put them in play, will give us the best opportunity for success.

[Dr. Ivan Meisner]

You use the phrase doing things consistently over time. For years I've said if you want to be successful, you got to do six things a thousand times, not A thousand things six times. And this is a great example of that. If, you know, if you're doing the things that will get you to score high in traffic lights, you're doing six things a thousand times and you will be successful as long as you continue to do those consistently.

[Greg Davies]

Absolutely. What I adore about the traffic light system is we only ever score the stuff that has the potential to make you money. So all of the activities there are there because they have a chance of you getting a really strong return on investment from your membership.

[Dr. Ivan Meisner]

Hey, here's a trivia question for you, Greg. Do you know what country created the traffic lights system that is now used worldwide?

[Greg Davies]

I'm going to claim the UK and Ireland.

[Dr. Ivan Meisner]

You're correct. Tim Cook was the person that put it together. I'm sure it was with Martin and Jilly Lawson's assistance and direction. But Tim put the program together in the UK and Ireland many, many years ago. And it's now a system that, you know, we've tweaked it over time, but it's a system that's used worldwide to gauge engagement.

[Greg Davies]

And we've just completed a book on legacy. What an incredible legacy for Tim to leave. How many additional millions of dollars worth of business are now in our local communities because people understood the activities that they had to put in place. It's a wonderful thing.

[Dr. Ivan Meisner]

It is. It's a great legacy. All right, so if you joined as a new member today, what would you do differently given the amazing feedback that you got from this survey?

[Greg Davies]

Thank you. Thank you for asking me that one. And I'm laughing because I was a terrible member when I started. I was the definition of a 90 minute member. And it was only because of the philanthropy of those around me who flung a BNI arm around me and said, do you realize what this could do if you did it right, that I was able to continue and be successful on my journey? So the short answer to that is I would lean in, I would re. I would realize everything on the traffic lights that had a score against them were there because it gave me the opportunity to earn more money. Rather than it being a tool to rank members or even a stick to beat people up with, it's an engagement tool. It's. It shows you how engaged you are with your membership. And even better than that, it shows you the other members that are at the time more engaged that you than you are. And I would seek those members out. What are you doing? How are you doing this effectively? And what's incredible about our community is Normally the first question out of people's mouths when you sit down with them is, how can I help you? So not only will these people be very visual because of the traffic lights, because they're doing the right activity, but in my experience, they are tripping over themselves to share their knowledge, share their experience, and they genuinely want your success and then celebrate when you are successful.

[Dr. Ivan Meisner]

Yeah.

[Greg Davies]

It is just an incredible organization. And the traffic lights, our member traffic lights, allow us all to be successful just due to the collaboration that we have in place.

[Dr. Ivan Meisner]

Yeah. And we know how, where we stand. And you're right. It's great to go to those people that are in the green, are doing really well and ask for their advice. And we've been talking about 100 point, but let me just add, when you can hit 100 points, that is amazing. And it's a celebration. It's a dancing on the roof celebration. And what is, I think even harder is to be in the green for a year, even if you're not 100 points for a year, but if you're in the green for a year, you're doing a great job. And you know, shoot for that and then shoot for the hundred points because clearly those people are really putting it together.

[Greg Davies]

It is about the very last quote that I took from the survey and it's a, it's. We, we mentioned it on, on the recording. Someone has just answered, do it consistently.

[Dr. Ivan Meisner]

Yeah.

[Greg Davies]

And it is about consistence and the, the more we can level out our activities so we avoid peaks and troughs, the more compound effect kicks in and we build upon success. Upon success. Upon success.

[Dr. Ivan Meisner]

Yeah. You know, why reinvent the wheel? This program has been going for more than 40 years. You said you weren't a good member. I'll be, I'll be honest. I wasn't a good member when I was a member. I was method acting my way through the process. I was young. I was trying to figure it out. I'll tell you what I did do was I wrote things down that worked. Like you took this survey and found the things that work. I wrote these things down that worked. And I started creating manuals on what worked. I even had manuals on what not to do for my staff. Don't, you know, don't do these things. Make sure to do these things. And, and we figured it out. And it's taken decades to figure this out. Follow the program. Don't try to reinvent the wheel. Anything you want to add before we wrap up today?

[Greg Davies]

Greg, Just thank you very much for having me on, especially over Valentine's Day. I know you must have been incredibly busy, and I would just reiterate the. The last thing that I would do, I implore everyone to do. Lean into the membership. Don't try to change or innovate. Follow the system. Find a system to work that works, which is a wonderful B and I system, and then work that system to your benefit.

[Dr. Ivan Meisner]

Okay, my friend, thank you very much for being on, and I'm sure I'll have you back. You know, we certainly when. When we come out with infinite leadership, we should have you and or Julian on as well.

[Greg Davies]

Thank you very, very much.

[Dr. Ivan Meisner]

All right, take care. Back to you, Priscilla.

[Priscilla Rice]

Okay, great. Well, thank you so much to both of you because that was some great information. This podcast is sponsored by MeisnerAudioProGrams.com and these audio programs will provide you with the tools and the inspiration to powerfully enhance your B and I experience. So check out the great material that's available to [e-mail] and then use the promo code IVAN5O for 50% off of everything. All of the proceeds go to the B and I 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 B and I podcast.