The Official BNI Podcast: Episode 902 - Thirty-nine Year BNI Member

Released on March 19, 2025

Introduction

In Episode 902 of The Official BNI Podcast, host Dr. Ivan Misner welcomes Stephen Marche, the world's longest-standing BNI member, celebrating an impressive 39-year tenure. This episode delves into Stephen's journey with BNI, his effective networking strategies, and the secrets to maintaining long-term relationships within the organization.

Guest Introduction and Background

[00:50] Dr. Ivan Misner:
"Stephen has been a BNI member for 39 years. He joined BNI when it was called the Network in June of 1986, where he learned many lessons about networking and helping clients secure real estate loans."

Stephen Marche, a dedicated professional in the real estate loan industry, shares his passion for assisting self-employed business owners and emphasizes his belief that "the only good loan is a closed loan." His commitment to BNI reflects his broader dedication to problem-solving and client satisfaction.

Longevity in BNI: Building Relationships

[02:39] Stephen Marche:
"Referrals. When someone would call me, especially Realtors, they would always talk about, 'I have to give two people referrals or three referrals.' And I said, that's not the way I do it. The way I refer somebody if I trust is I will make sure my good friend calls you, Ivan."

Stephen attributes his long-standing membership to fostering genuine trust and not merely exchanging business cards. By ensuring that referrals come from a place of trust, he has built strong, enduring relationships within BNI.

Effective Referral Strategies

Stephen shares practical examples of his referral approach, highlighting the importance of personal connections over quantity. He recounts how he encourages potential members to attend meetings and experience BNI firsthand, rather than relying on brochures or impersonal introductions.

[05:33] Stephen Marche:
"Another one very quickly is a Georgia gentleman who moved his CPA practice to Georgia. I told him, 'Just go to a chapter and do not leave until you get an application and join.'"

This method has proven effective, leading to rapid integration and leadership roles within new chapters, as seen with Stephen's referrals who became vice presidents within a year.

Building and Growing Chapters

[06:53] Dr. Ivan Misner:
"CPAs have been very, very successful in BNI, as have lone people, home loan people such as yourself."

Stephen emphasizes the diversity within BNI, sharing anecdotes about successful collaborations between different professions, such as CPAs and attorneys. These cross-professional relationships enhance the network's strength and reach.

The Importance of Consistency and Attendance

[08:32] Stephen Marche:
"You've got to be there. And people say to me, how many times have you missed? I said five. Two kids, one sickness, and two vacations. And they don't understand that you've got to show up."

Stephen underscores the critical role of consistent attendance in maintaining and growing one's network. His minimal absences over 39 years highlight the dedication required to sustain successful networking.

Substitutes and Maintaining Presence

Dr. Misner and Stephen discuss the role of substitutes in meetings, emphasizing that proper preparation is key to maintaining the quality and continuity of presentations.

[09:08] Dr. Ivan Misner:
"When you have a legitimate sub, that's fantastic. It sounds like you did it right by preparing your sub."

Stephen shares his positive experiences with substitutes, noting that well-prepared replacements can effectively represent a member's interests without compromising the meeting's integrity.

Personal Insights and Dedication

[10:21] Stephen Marche:
"My wife never really understood what networking was all about. I explained that you had said it was never taught in school, college... I'm the fixer when it comes to loans."

Stephen reflects on his personal motivations, revealing how his dedication to networking stems from a desire to solve problems and assist others. His role as a "fixer" exemplifies the proactive mindset that drives successful networking.

Conclusion

Dr. Misner wraps up the episode by celebrating Stephen's remarkable commitment to BNI.

[12:09] Dr. Ivan Misner:
"Steve, thank you so much for being a loyal member of this organization for 39 years. I'm really proud to have you as part of BNI."

Stephen's story serves as an inspiring testament to the power of long-term dedication, genuine relationships, and effective networking strategies within BNI. His insights offer valuable lessons for both new and seasoned members aiming to maximize their BNI experience.

Key Takeaways:

• Quality Over Quantity: Building trust-based referrals leads to more meaningful and long-lasting relationships.
• Consistency is Crucial: Regular attendance and active participation are essential for sustained networking success.
• Effective Substitution: Properly preparing substitutes ensures continuity and maintains the integrity of meetings.
• Personal Commitment: Dedication to networking can transform professional relationships and lead to significant personal and organizational growth.

For more insights and to connect with Stephen Marche, visit his website at homeloans411.com.