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Networking Lessons From Nature

Recently, when visiting our favorite Napa Valley winery, Chateau Montelena, my wife and I toured the operations. The vintner shared the technique the winery uses to ensure the quality of the juice from the grapes year after year, regardless of the climate; it's a technique known as "dry farming."

As he explained the benefits of dry farming, I began to see a business metaphor for how BNI works for our members' businesses.

When vineyards are dry farmed, they are not irrigated—dry season or rainy. As a result, the roots of the vines must grow deep to tap into the year-round underground supply of water. This reminds me of how BNI teaches our members to develop deep-water relationships to support growth no matter the climate—even the economic droughts.

BNI is not about getting rich quick. We want to produce a bumper crop of referrals year after year, regardless of the climate.

The gift of dry farming is the stability of the juice's quality. Just like the dependability of Chateau Montelena's wine, the deep-water relationships developed in BNI are also dependable; this stability is unavailable to the average business owner.

Nature Lesson #2

There is another metaphor from nature that illustrates the strength of doing business by referral: the giant redwood trees in Northern California.

Averaging a height of 85 m (or 250 ft) the giant redwoods are awe-inspiring! You'd think that with their towering height they would have a deep root system. But they don't. Their root system is shallow, much like the California eucalyptus tree. But unlike the California eucalyptus tree, which tends to blow over easily in heavy winds, the giant redwoods withstand environmental disruptions.

You see, the giant redwoods also use an amazing technique to remain upright when those around them fall. Intertwining their roots with those of their neighbor, they support one another when the winds come. When one is under the direct pressure of the wind, the others hold it in place, not allowing it to succumb to destructive forces.

We do that as well in BNI. When you belong to a chapter of BNI, you begin to "intertwine your roots" with those with whom you are networking. When the economy threatens one member, the others extend their "roots" to hold him/her in place!

THIS is why you can boldly proclaim: "As a member of BNI, I refuse to participate in the recession."

Tags: deep relationships, interconnection, Ivan Misner, June 2009 Edition

17 Responses to “Networking Lessons From Nature”

Ivan Misner Says:
June 3rd, 2009 at 12:01 pm
Hi everyone. I was just informed that the original title for this article is very racy in some English speaking countries. It has been changed.

It’s interesting how some phrases mean TOTALLY different things in some countries.

Sorry for any offense this may have caused.

Ivan
raevadee t. suwan Says:
June 3rd, 2009 at 12:04 pm
Very encouraging articles in time of the present
financial crisis all over the world.
Readers should see the “sunny” side of the picture.
rose marie spadaro Says:
June 3rd, 2009 at 12:15 pm
Thank you for the beautiful comparisons found in nature. Thank you also for the gift of BNI. I belong to the Mt. Lebanon Chapter, Western Pa. and we support one another much like the giant redwoods, We will continue to learn and grow together because we have no intention of participating in a recession.
Michelle Olson Says:
June 3rd, 2009 at 12:17 pm
Ivan,
I really appreciate your article on two levels. First is that I totally agree with all the BNI concepts. I am a fairly new member, but will never leave BNI no matter where my business takes me. Secondly on another level, we (my husband and I) have vacation/investment property in the Russian River Valley, so every analogy that you made really touched me. If you are ever in the area again and want a private, rural place to stay, look us up. VRBO.com/143277
Sincerely,
Michelle J. Olson
Avi Har-Tuv, JERUSALEM,Israel Says:
June 3rd, 2009 at 2:31 pm
Dear BNI worlwide friends,
I am the current chairperson of the Jerusalem BNI group. I am a very firm believer in the human potential, and in the potential of relationships, and in the strength of long term relationships. Taking this to practice: at the end of our last meeting each member of the group picked randomly a business card of another member. Next week, each member will present another member (the one whose business card he /she took) at the 60 second round. And guess what we are going to do inbetween the two meetings? 1-to-1′s with the member that we are going to introduce. That means two
1-to-1′s each and every member. What power can this create in a group that fosters and cultivates relationships year round! and, Dr. Misner, thank you for your inspiring article.
SYLVIA ADLER Says:
June 3rd, 2009 at 3:32 pm
After 9 years of being a BNI member, I have just become a BNI Ambassador, and this article clearly states what I have known for a long time and what I am now experiencing in a totally different light!
Once you join the BNI “Family”, you belong to an international family and it is up to you to learn how to best make use of this gift! I urge EVERY member, new or experienced, to attend ALL the traianings that BNI offers. Not only will you benefit by sharpening your networking skills, but you will be able to network with members in other chapters!!
Thank you, Dr. Misner for this enlightening article!
Nigel Gilham Says:
June 3rd, 2009 at 5:55 pm
As a first aid trainer I pass on knowledge & skills so that people can support others around them in times of need. At a recent Leadership Team regional dinner & skill sharing meeting, I was privilaged to give a presentation on the reasons for our chapter’s high membership retention rate. Support for each other figured highly in my presentation but I was not thinking at that time about the ‘root intertwining’ concept – I am now. I’d rather be a Redwood than a Eucalyptus !
Malcolm Wybrow Says:
June 3rd, 2009 at 9:22 pm
The Eucalypt is a native of Australia,NG and Indonesia. It is very deep rooted and certainly doesn’t blow over if grown from seed planted in the ground where it is to grow. Californians may have problems with our natives because if they are more than 6″ tall when planted their taproot will have been bonsai-ed. They also hate phosphatic fertilisers.

The BNI analogy is choose members carefully, imbue them with BNI principles and reward them with targetted referrals. They and the Chapter will flourish and the connections and belongingness will go deep.

‘Getting rooted’ also has a different meaning to Australians and its meaning unprintable.

Ah…….. the cultural divide.
Brent Edwards (ED BNI Melbourne South) Says:
June 3rd, 2009 at 10:27 pm
Thanks for changing this Ivan. Yes it does have a very different meaning in Australia, but, the great thing is Australians love a bit of a laugh and judging from the recaction members that have emailed me, they saw the funny side of it. They were more worried about have to back up the claim!
Prabhaker Paul Says:
June 3rd, 2009 at 11:27 pm
This article clearly defines for me the underlying concecept of BNI.The interlinking of roots to support the whole in times of need.It brings to mind the linking of hands in a prayer group extending support to one another.
Thank you Dr Misner for this wonderful insight!!!!
Karani Says:
June 4th, 2009 at 2:24 am
Its amazing what we can learn from studying nature. It sure does have hidden tresures.Trees that dont bend in times of high wind break, BNI relationships that are very inflexible can also break.
Riyaz Says:
June 4th, 2009 at 3:23 am
Great article. Just what we need at this moment.

Yes, of course different cultures may interpret the same words differently, that’s the special thing about being humans.
Antonio Forni Says:
June 4th, 2009 at 9:44 am
Hi Ivan,

Great article. Thats why I named one of my chapters redwood. I will tell all members from this chapter about your article. Thank you.

Antonio Forni, AD BNI, Switzerland
Kathryn Dixon Says:
June 4th, 2009 at 9:58 pm
Hello Ivan!

You hit the nail right on the head. There is no better way to promote business but in an interconnected mutually beneficial group like BNI. The level of trust and concern for one another shows through, extending to our clients as well,always demonstrating great quality service in the particular discipline referred. I love BNI!
Suesbooks Says:
June 5th, 2009 at 12:48 pm
Great article. I love the metaphors. Supporting one another is what it is all about. Making a difference in what you do. Thank you for the inspiration. It is natural and getting back to the basics.
Episode 112: “Networking Lessons from Nature” | The Official BNI Podcast Says:
July 8th, 2009 at 4:02 am
[...] episode is based on a BNI SuccessNet article by Dr [...]
J25 BNI » Episode 112: “Networking Lessons from Nature” Says:
July 9th, 2009 at 1:04 am
[...] BNI Podcast is based on a BNI SuccessNet article by Dr [...]

17 Responses to “Networking Lessons From Nature”

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