Interview: Dr. Ivan Misner, Founder, BNI

It is my pleasure to share with you my interview of Dr. Ivan Misner who is the Founder and Chairman of BNI, the world's largest business networking organization.  Started with just one group in 1985, BNI has grown today to 4,975 groups in 37 countries around the world.  Called the “Father of Modern Networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author and Senior Partner for the Referral Institute.  In addition, he publishes the blog Networking Now.

1.  How do you define "business networking?"

I define business networking as the process of connecting people to share ideas, resources, information, and referrals.

2.  How did you brand yourself as a “networking authority?”

I was a 20-year overnight success. It literally took me 20 years to brand myself as a networking authority. I believe that we live in a society in which everyone expects instant results.  Instead, brand yourself in steps by starting locally, expanding regionally, and then growing nationally.   Through writing and using a publicist to promote myself, I became recognized as a networking authority.  Sharing knowledge is very important to show that you are an authority.   I was fortunate to have CNN call me the “Father of Modern Networking”. Keep in mind that none of this happened to me until after I built the foundation for a successful business.

3.  Why did you start BNI?

I started BNI in January of 1985 because I needed referrals for my consulting business. At the time, I had friends who were willing to help me and I wanted to reciprocate and help them.   So, BNI was first set up with some close business friends with the “givers gain”philosophy, which follows the old adage, "Give and you shall receive."

In the beginning, we set up one group with only one person per profession.  Shortly after, I was approached by someone who wanted help setting up a second group because her profession was already taken in our initial group.  Well, this led to creating two more groups and by the end of our first year, we had 20 chapters set up in Southern California. Today, we have 4,975 groups set up in 37 countries around the world. My goal is to have one chapter in every city in every entrepreneurial country in the world.

Through all of this, I realize that most businesses don’t have referral marketing figured out so any organized system that is positive and resonates with people is a good thing.

4.  When did you realize that networking was important for your business success?

I realized that networking was important for my business success when I started BNI.  After I started BNI, I realized how critical it was for everyone else.  Networking is not taught in colleges because most courses are controlled by tenured professors who have never run a business. I don’t believe that colleges are adequately preparing students for networking and sales. BNI teaches people some of these fundamental skills.

5.  How have you benefited personally from networking?

I love what I do. With BNI, we have 4,975 meetings each week and our members so far have made 4.9 million referrals resulting in $1.9 billion in sales.   You may not be able to make a world of difference but you can make a difference in the world.  BNI is changing the way the world does business and I love being a part of that.

6.  What is one of the lesser-known secrets to effective networking?

In my book Truth or Delusion?: Busting Networking's Biggest Myths, I discuss the networking myth - you have to be a real people person to be good at networking.  This is a delusion because networking is a 2-part process that involves 1) meeting people and 2) building the relationships. Extroverts are good at part one because they love talking about themselves. However, they are weak at part two because they have to develop better listening skills. On the other hand, introverts are not good at part one but are good at part two because they are good listeners. Extroverts don’t necessarily make good networkers. As long as introverts can work on part one, they can become better networkers than extroverts.

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Comments

[Coach Scott Graham]

I know that there is a BNI group on Xing; is there a BNI group on LinkedIn? (LinkedIn only lists a few groups in their directory, not all of them).

[Jason Jacobsohn]

Scott, I am not sure if LinkedIn has a BNI group. My guess that if there is one it would be a local chapter so there may not be a way of knowing unless you know the chapter.