Dr. Ivan Misner, Priscilla Rice, Live Oak discussed on The Official BNI Podcast
Hello, this is Priscilla rice and I'm coming to you from Live Oak recording studio this week. We're going to have a rebroadcast of one of our earlier classic podcasts. We hope you enjoy life and thanks so much for listening episode 217 can't do or won't do, listening to the official BNI podcast with the N. I found her and chairman. Dr. Ivan. Misner. Stay tuned for networking and referral marketing tips from the man who's been called the father of modern life working along with suggestions and insights into getting the most from your membership in the world's largest networking organization BNI. Hello everyone and welcome back to the official BNI podcast brought to you by networking now. Com, which is a leading site on the net for networking downloadables. I'm Priscilla page 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 chairman of B. And I, dr. Ivan misner. Hello Ivan. How are you doing today? I am doing great Priscilla. Thank you so much. It's nice summer day here in Southern California. I know it's not a summer day in the southern hemisphere, but here in Southern California. It's a nice summer day in August. I have a great topic today one that I I trained on a lot with being 15 people and directors, but I really haven't talked much about this on on a podcast and it's the concept of members being a can't do or won't do so, let me explain what I mean, right? Yep. Oftentimes leadership team people are director might come to me and say Ivan know we've got a member that's just not participating either. They're not bringing referrals or trying to bring in referrals or they're not sure if this is just not actively engaged. And so one of the first things I tell leadership teams is to sit down with the member and ask this question. It's it's my magic jack customer service. How can we help you? Bring in more referrals bring in more visitors support the group in some way whatever whatever the issue is, how can we help you? Do you think it's really important that you do that? Because if you just you just go to a member and start hammering them for not being engaged. They'll just get defensive Georgia State if you say, how can we help you do this? It's a very powerful technique. I mean, this is gold it really is. It is a very powerful technique because if you say, how can we help you do whatever. They will almost always give you one of two answers, you will virtually always get one of two answers to that question. They'll either give you a can't do both answer or a won't do answer. Let's say it's referrals. Let's say you're talking to a memory. I'll give you a real life example. We had a choice in a chapter that we asked once. You know, how can we help you bring in more referrals? Cuz he was dead last he'd brought in the the least number of referrals in the group dead last and we said, how can help you? And he'll answer was you know, I'm really struggling with this. I'm having a difficult time bringing in referrals because I don't really have much of a conversation with my clients about the things that they're they need come in and they slap suck down on my desk. They say I need you know, five thousand copies a week from tomorrow any questions great and they're out the door. I don't know, you know, if they need a CPA. I don't know if they need a florist. I don't know what's going on in their wage. I don't have that kind of dialogue with them. So I'm struggling. I want to bring in referrals. I just don't know how to do it. That is a classic can't do answer. They want to help they just don't know how to help them. Well, you know what Priscilla it's our responsibility to help those people because we've all been can't do so I was a can't do I didn't know how to network. I had to learn how to do this. And so that gives us an opportunity when she said something like that like, okay great. Let's let's come up with a solution. And by the way, we came up with a great solution for this guy you put up a a board with everybody's business cards in it and people would come on up and they took a business card from one of the members in it and they say hey Tom Wood, you know about this this person are they really good? And he said, oh, yeah, you know, I see him every week. He's really good. This guy went from being the wage worst referral generator in the group. Number one so many months in a row, they just made him the honorary winner for the year and they started recognizing the second-place person. It's a longer story than that, but yep. It's a classic example of somebody being a can't do and you teaching them how to do it. Yeah, it's the won't do people that are the real problem. And when you say to somebody that's a won't do you say well, you know, how can I help you? Bring in more referrals? They'll say something like oh, you know, it's really difficult for me in my profession to be able give referrals to the people in this group. And could you go you thinking of course so why are you here? So why do you think they're they're they're they receive referrals. That's why are there you got it. Yeah, they're together for or they're just not, you know willing to give her feels because whatever reason there are won't they are not going to do it. Yeah, and those are the people that are a little more difficult so you can immediately eliminate the overwhelming majority of people who are not performing and I think this applies in business in general business not just being a groups, but you can you eliminate the majority of problems by understanding whether the person they can't do or won't you suck So can't do we got retrain and redirect if there are won't do you basically need to say and if you open up the door to people it's amazing. How many people will quit if you simply say, you know, it's okay if you step down if this isn't a check for you at this time, it's okay if you stepped down and come back in some other time and you'd be amazed at how many people say. Yeah, you know, I probably should step down and quit and if they don't take the bait and they don't say no I'm I want to stay cuz I'm getting referrals. That's when you sit down. And you said okay in order for you to continue in the program. You have to contribute back to the chapter whether it's bringing in visitors or or referrals or you know supporting the group in some way you have to contribute back to the chapter and but that is a much smaller number and if you can recognize whether somebody's a can't do or won't do it's much easier for you to help solve the problem. Yeah. Have you seen situations like this at all the Priscilla or what do you think of this? Yeah. Absolutely. I mean, it's just about people's attitude towards being dead. Worker I think if you're a little bit embarrassed about promoting, you know your fellow members to your friends or to the people in the in your community. Then you're going to I'm going to hold back you're not going to you're going to be I won't do but if there's this attitude that it's very cool to know lots of great resources and talented people then you're going to you know, kind of jump at turning people on to your to your members. Yeah. Well, that's all I've got for today Priscilla. I leave a question for The Listener and the question is have you ever seen a can't do or a won't do in your BNI group. Have you seen a can't do person and it won't do person and how how would you handle them differently? How did you handle them may be and how would you handle them differently in the future based on understanding? This can't do won't do concept would love for you to leave comments about what you think of this. I'm telling you suck. It is one of the strongest most powerful Concepts that I trained on to help people a stay positive and solutions focused and be support people really want to be there and see to move on people who just are there to get and not to give yeah..